Furniture News #411

#411 December 2023 www.furniturenews.net

THAT’S A WRAP! Take a break from photoshoots, says Chilli Pepper Designs

JANUARY FURNITURE SHOW CGI MARKETING | SHOWTIME LIVING | BEDROOM | TRADE SERVICES

ANATOMY OF A SLOWROOM Inside Loaf at Redbrick Young Furniture Makers lauded Now To Bed looks back and ahead

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Editor's Comment Paul Farley Editor-in-chief

01424 776101 paul@gearingmediagroup.com @FurnitureNewsED @Furniture News www.furniturenews.net

“It’s strange to think that, just two years ago, the future of the entire events industry was in question Showtime’s just around the corner, so this month we’ve gone all out to deliver a packed rundown of next year’s key exhibitions (plus, for our print readers, a handy fold-out trade calendar that’s perfect for the office wall).

From p28, you’ll discover details of what’s on, including new events and returning favourites – and with imm cologne and Northpoint returning to their traditional slots alongside a host of essential January fixtures, 2024’s going to open with a bang!

From p42 we look closely at what the January Furniture Show has in store, with new features promising to make the trade’s main event an even richer experience for all. I’m looking forward to getting back to the show floor (we’re on stand 5-J45) and playing my part in The Furniture Awards (meet the judges on p44). See you there?

It’s strange to think that, just two years ago, the future of the entire events industry was in question. Since the pandemic eased, in-person events have come back fighting – but one area that’s seemingly changed irrevocably is product marketing, where CGI visualisation has made huge inroads. For businesses forced to re-evaluate and optimise supply chains, CGI became an invaluable tool, accelerating product development and marketing.

Whether you’re a convert, or a traditional photoshoot purist, there’s much to take note of, and we return to the topic from p56. Reader favourites Chilli Pepper Designs and Orbital, two of the industry’s big hitters, share some of their latest creations (our thanks to the former for the festive front cover!), Simba reveals how CGI helps convey the comfort and tech of its mattresses, while Nfinite’s Jeff Griffin explains how effective visuals can bring down returns rates.

The pandemic’s legacy remains front and centre, as the Covid inquiry continues to bring to light the Government’s successes, failures and dilemmas. The flow of revelations prompted me to revisit my own grasp of the implications of the coming storm, back in February 2020 – read my thoughts on p72, and please do let me know what you think.

Other highlights this month include the latest store presentations from Loaf (p12) and Rodgers of York (p22), a potted history of Now To Bed (p16), Airsprung’s Paul Little in the hotseat (p20), an analysis of autumn’s search trends courtesy of ufurnish.com (p54), and the winners of this year’s Young Furniture Makers Awards (p52).

Following that, we’ve opinion pieces covering everything from off-site SEO to fun in the workplace (from p72), and, in keeping with this month’s eventful content, we close with news from the latest Women in Furniture Network event (p81) and a look at what industry professionals really want from their trade shows (p82).

I wish you a restful break and strong sales, and I hope to see you back on the show floor in 2024.

Paul Farley

19* - 22 JANUARY 2024 Curated by buyers, for buyers Exciting new brands join the line-up

INDX FURNITURE Learn more at indxshows.co.uk Brought to you by Cranmore Park, Solihull, West Midlands | *19 January open to AIS Members only

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#411 December 2023 www.furniturenews.net

Contents

THAT’S A WRAP! Take a break from photoshoots, says Chilli Pepper Designs

7

NEWS

12

INSIGHT

12

Loaf

16

Now To Bed

18

Artisan Furniture

20

Getting personal

22

At The Helm

26

EVENTS

28

Showtime

42

JANUARY FURNITURE SHOW

52

PRODUCTS

52

Young Furniture Makers Awards

54

Autumn’s spending and style trends

56

CGI marketing

64

Living

66

Bedroom

68

Trade services

72

OPINION

72

Raking over old coals

74

A Florida Yankee in King Charles’ Court

76

Demystifying off-site SEO

77

Remembering to have fun at work

78

Furniture – the store’s unsung hero

81

Partner comment

82

Feedback

Young Furniture Makers lauded

JANUARY FURNITURE SHOW | LIVING BEDROOM | DINING | TRADE SERVICES

54

ANATOMY OF A SLOWROOM Inside Loaf at Redbrick

CGI MARKETING | SHOWTIME

Now To Bed looks back and ahead

Cover.indd 1

COVER FEATURE

15/11/2023 13:01

56 CHILLI PEPPER DESIGNS

EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul@gearingmediagroup.com X @FurnitureNewsED SALES SALES AND MARKETING DIRECTOR (FURNITURE NEWS PORTFOLIO) Sam Horscroft 07764 650655 sam@gearingmediagroup.com X @FurnitureNewsAD

Ray Wright ufurnish.com

81

SALES EXECUTIVE Caroline Littler 07861 231461 caroline@gearingmediagroup.com OVERSEAS AGENT Casey Loo (Asia) +65 973 00123 (WhatsApp) casey@apsmediagroup.com PRODUCTION PRODUCTION MANAGER James Ash james@gearingmediagroup.com

Zoë Bonser Clarion Events

20

DIGITAL MANAGER Nyall McCurrach nyall@gearingmediagroup.com COPY ADMINISTRATOR Steve Merrick 01424 776108 production@gearingmediagroup.com ACCOUNTS ACCOUNTS/GENERAL MANAGER Wendy Williams 01424 817433 wendy@gearingmediagroup.com

Paul Little Airsprung Group

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CHAIRMAN Nigel Gearing SUBSCRIPTIONS (UK-£65, Europe-£85, RoW-£95) subscriptions@gearingmediagroup.com REPRO, PRINT AND DISTRIBUTION Stephens & George GEARING MEDIA GROUP LTD 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2023 WWW.FURNITURENEWS.NET

Jeff Griffin Nfinite GENERAL INFORMATION No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content.

The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof. Advertiser information is reproduced in good faith and Gearing Media Group accepts no responsibility in respect of adverts appearing in the magazine, and the magazines expressed do not necessarily reflect the publisher’s views.

The Publisher accepts no liability for any loss arising from an advertisement’s late or non-appearance.

NEWS 7

Airsprung Group has promoted two divisional heads to lead its bed busineses – Airsprung Beds’ Paul Little is now the group’s sales and commercial director, and Gainsborough’s Nick Gigg the MD

Emma’s owner has been chastised by the Advertising Standards Authority for potentially misleading customers through a YouTube video that purported to be independent, but was actually owned and controlled by a subsidiary

La-Z-Boy UK has appointed its sales director, Tristan Pyke, to the role of MD

The Furniture Makers’ Company has launched an Online Christmas Charity Auction with the hope of raising at least £10,000. The event will run until 8th December

Next has revised its guidance for full-year full-price sales growth to +3.1%, following a Q3 which saw sales up +4.0% YoY, £23m ahead of expectations. Next says sales growth during the quarter had been “variable” due to “changing weather conditions rather than any underlying changes in the consumer economy”

Gavin Boden, sales director at Rhenus Home Delivery (UK), has broken a tenpin bowling record to raise money for St Andrew’s Hospice in memory of his friend, Anthony Kyme. Gavin’ team beat the existing team world record of 39,557 pins bowled in 24 hours, knocking down 39,811, and raising some £5500

Neptune has opened its second UK outlet store, at Redbrick, Yorkshire READ MORE ONLINE AT WWW.FURNITURENEWS.NET

IKEA parent acquires second UK shopping centre Ingka Centres, part of the Ingka Group, has announced the freehold acquisition of Brighton’s main shopping centre, Churchill Square, while IKEA UK, also part of the Ingka Group, has confirmed plans to bring a new IKEA City store to the site, which will be the third City store (following Hammersmith and Oxford Street) in the UK, and the 23rd IKEA store.

Ingka Centres also owns Kings Mall in Hammersmith.

The new IKEA City store will open on the site of the former Debenhams shop, and marks the latest phase of the retailer’s ongoing omnichannel transformation which, alongside new stores, is supported by investments in new services, the development of existing stores and new fulfilment and delivery capabilities.

The store promises to display approximately 6000 products, with 3000 available for immediate purchase.

It will also offer in-store planning services and a Swedish deli.

Peter Jelkeby, country retail manager and chief sustainability officer at IKEA UK & Ireland, says:

Ingka Centres has also acquired Chartwell Court, a residential tower block on the site, two attached car parks and a leasehold on a third. Ingka intends to adapt Churchill Square’s offer to meet the needs of the community, and to play a part in supporting Brighton and Hove City Council’s drive to establish a thriving local circular economy. Future investments will include improvements to energy efficiency to bring the asset up to BREEAM excellent standards.

Cindy Andersen, Ingka Centres’ MD, says: “We’ve

“We’re delighted to continue expanding and investing throughout the UK to make it easier and more sustainable for people to shop at IKEA. Sussex has long been an area of interest to us, and we really look forward to bringing IKEA closer to where our customers live, work and socialise, and becoming a part of this vibrant community.”

proven in Hammersmith that traditional shopping centres have a strong future when they are adapted and constantly evolving to match the real needs of local communities. We’ll be working alongside our partners such as IKEA and the wider community to make everyday life better for the many people of Brighton.”

Bensons returns to profitability in challenging year Bensons for Beds has continued its positive sales momentum in a tough market, posting full-year +7% LFL sales growth for the year ended 30th September 2023.

The results follow the retailer’s consistent sales progress in Q1 (+7%), Q2 (+9%), Q3 (+8%) and Q4 (+7%), and come on the back of a transformation strategy which has seen the business return to profitability despite unfavourable weather and reduced consumer spending affecting footfall, under the leadership of Nick Collard, who became CEO in May 2022.

Bensons says it has made strong progress during the last 12 months, including: growth of market share in its

core categories; ecommerce sales growth of +22% YoY; increased store footprint and conversion, with 14 new store openings across the year; improved NPS scores by +15%; and the acquisition and subsequent online relaunch of eveSleep, returning the brand to profitability in less than 12 months and delivering “solid ROI”.

Nick Collard says: “The last 12 months has been tough for the retail sector as the cost of living continues to hit consumer spending hard. We planned for this, and alongside last year’s acquisition of eveSleep, this has put us in a strong position to offer a breadth of quality sleep solutions at affordable prices – delivering an even more profitable business through consistent and steady growth.”

Funding costs erode profits at Very The Very Group, which operates digital retailers Very and Littlewoods, has announced its full-year results for the 52 weeks ended 1st July 2023.

Very UK revenue increased +1.9% to £1.82b (£1.79b in FY22), while group revenue was broadly flat at £2.15b. The group says that this performance was ahead of the online non-food retail market, and represents growth in market share during the period.

Group PBT was £4.6m – a significant decrease from FY22’s £63.9m – impacted by the heightened cost of funding to the company. Home sales via Very’s website were down -1.4% YoY. Within the category,

strong performance in textiles (+5.3%) and upholstery (+9.6%) was offset by declines in home accessories (-6.0%) and garden (-12.7%).

Group CEO Lionel Desclée comments: “Despite challenging economic conditions, our adaptable business model has driven market-beating topline growth, improved cash flow YoY, and our bestever customer satisfaction score. It’s down to the investments we made in pricing and our digital customer experience, our cost discipline, and the commitment of our people in serving families in the UK and Ireland.”

8 NEWS

Garden Trading announces £2m relocation Outdoor furniture and furnishings supplier Garden Trading has announced an investment of £2m into its growth infrastructure, funding a move to a new facility in Swindon.

Having established itself as a household name for over three decades, the company was acquired by Yorkshire Private Equity House, TIM Group Holdings, in December 2022. The new facility features a bespoke product development space, and includes a four-fold increase in warehouse capacity.

Liam Gill, MD of TIM Group Holdings, says: “This year’s been all about embracing change in the name of excellence. As part of a wider growth strategy, the relocation of our operations is a key milestone in Garden Trading’s journey, and we are really looking forward to embracing the opportunities that it will create.

“Our investment builds on the business’ ability to

develop products that blend form with function, and is demonstrative of our unwavering commitment to bring new designs to the market which will continue to elevate the everyday and offer timeless appeal to our ever-growing customer base. Our improved location and significantly increased warehouse capacity will also unlock an enhanced delivery proposition in both the consumer market and trade partner channels.”

ScS “resilient” as sale approaches In the wake of the news that it would be sold to a subsidiary of Italian upholstery retailer Poltronesofà, ScS published its delayed preliminary results for the 52 weeks ended 29th July 2023, which it describes as “resilient”.

Delivered sales were down -0.4% YoY, and gross margin stood at 44.4% (down -1.0% YoY, with increased costs for providing credit to customers partially offset by price increases).ScS reports an underlying profit before tax of £7.2m, including a £1.9m loss before tax from the newly acquired Snug business.

The period saw it complete a share buyback programme, returning £7.0m to shareholders, and end on a strong balance sheet, with cash of £69.5m (£70.8m in FY22).

ScS saw strong LFL order growth in H2 of +5.9%, with order intake for the full year in line with FY22. The business continued to gain market share, cementing its position as the UK’s second-largest upholstered furniture retailer. This was bolstered by the acquisition

of Snug in January, and ScS subsequently opened one new standalone Snug store (in Bristol) and nine Snug concessions in ScS stores – plus two new ScS stores, in York and Swindon. The new-format store design was rolled out into eight further locations.

ScS also achieved Kitemark certification for domestic furniture from the British Standards Institute, and exceeded 440,000 reviews on Trustpilot, maintaining its 5-star ‘Excellent’ rating.

The retailer says trading has toughened over the first quarter, with LFL order intake growing +2.7% in August, +0.3% in September, and declining -4.4% in October. Order intake was in line with the prior year for the 12 weeks to 21st October. The group opened a Snug store in Westfield London, and seven further concessions in ScS stores, and plans to invest in a further 12 ScS stores to adopt the new-format design.

CEO Steve Carson says: “We are pleased to announce a resilient set of results and to continue to take market share in what is a challenging environment.”

Retailers raise over £500m for good causes A report by the British Retail Consortium (BRC) has found that retailers and their customers raised £540m for good causes in the last financial year.

The report – Supporting Charities, Communities and Customers – provides an analysis of UK retailers’ charitable giving for the first time. It also found that in 2022/23: retailers raised £200m for good causes through fundraising, with an additional £150m donated directly by the businesses themselves; a total of 69 million meals and £76m worth of products were donated to charities and organisations supporting those in need; staff across the industry volunteered 1.7 million hours of time supporting retail community programmes; and staff also donated £20m through payroll donation schemes.

This is despite economic headwinds and a rise in the cost of living, which have seen retailers’ profit margins squeezed and consumers keeping a closer eye on their finances.

Helen Dickinson, chief executive of the BRC, says: “New micro-donation technology is making it even easier for customers to support good causes, while the industry’s own charity – The Retail Trust – is delivering a wide range of services and training to support the welfare of everyone working in retail.

“Retailers’ focus has always extended beyond the bottom line. They recognise the opportunity that the scale of the industry presents in having a wider impact on our society, and this report shows they are making a real difference right across the country.”

Get Laid Beds has appointed Ajay Solanki (ex-Swish Fibre) as its marketing director

Marks and Spencer states that its strategy to reshape M&S is delivering strong results – H1 saw the retailer achieve profit before tax and adjusting items of £360.2m (up from £205.5m in 2022/23), with Clothing & Home sales up +5.7%

Raft has opened an outlet centre on Cricklewood Broadway, North London

Teemo Designs, with help from ACID legal affiliate McDaniels Law, has taken successful action against both LRUK (Retail) (t/a La Redoute) and Alice’s Garden in respect of copyright and design right infringement

Sainsbury’s says “investment in value, innovation and service” has delivered strong volume and market share growth across H1.

Argos sales proved “resilient”, up +3.3% (excluding the impact of closing in the Republic of Ireland)

Wayfair has reported a net revenue of $2.9b (up +3.7% YoY) at the close of Q3, chiefly derived from the US marketplace – international net revenue was $372m (down -7.0% YoY).Gross profit was $917m (31.1% of total net revenue), yet the business suffered a net loss of $163m

John Lewis has appointed Paul Jones (ex-Tesco, Masterbrand, JHP Design, Chadwick International) as head of brand and store experience

READ MORE ONLINE AT WWW.FURNITURENEWS.NET

ORBITAL, AWARD WINNING CGI BASED IN THE CENTRE OF THE UK

www.orbital.vision | info@orbital.vision | 01332 552 212

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Rising in the North

Leading furniture and interiors shopping destination Redbrick, in Batley, has welcomed Loaf to its family. Furniture News asked Loaf’s CCO Theodore Sheppard to explain the thinking and execution behind the laid-back brand’s biggest ‘slowroom’ to date …

INSIGHT 13 Loaf opened its first full store in 2015 in Battersea, and today the retailer’s estate comprises 10 ‘shacks’, or ‘slowrooms’.

The open-plan Redbrick store is set across two floors that house a mattress testing arena, two swatch stations, modular sofas, sofabeds, headboards, and the retailer’s largest selection of small homewares to date. As always, there are also plenty of added features to help deliver the unique Loaf shopping experience – including retro arcade games, sweet stations, a chill-out area, and Loaf’s first Biscuit Bar, says Theodore …

How does the opening fit within Loaf’s wider growth strategy?

We’re thrilled to have expanded further into the north of the UK with our Redbrick shack, near Leeds. This is an important milestone for Loaf – at 15,500ft2, it’s our largest ‘slowroom’ (not showroom) to date, and has allowed us to invest not only in showcasing a wider selection of products, but in all the experiential touchpoints that make Loaf the exciting brand it is.

Our slowrooms play a very important part in our business, and over the next few years we plan to open more locations across the UK to support our growth strategy.

How does Redbrick complement your existing store network and audience coverage?

Redbrick is our flagship store in the north of England.

We already have a strong customer base within the catchment and understand how much our customers value visiting our slowrooms to be able to try our products and experience our brand. Redbrick creates an opportunity to help increase our brand awareness and reach in the Yorkshire area and beyond, complementing our Wilmslow and Edinburgh shacks perfectly.

What prompted Loaf to scale up its footprint this time around?

Redbrick had this amazing standalone building that connects to the main complex, so we really saw this as an opportunity to go bigger with the Loaf experience.

This slowroom has two floors that showcase our biggest selection of furniture. This includes our widest selection of modular sofas and sofabeds, two swatch stations, our largest area of homeware items, plus plenty of room for all the exciting experiential points such as a movie snug, fireplace and our firstever Biscuit Bar. For us, having a strong brand and providing the customer with the best experience of Loaf possible is very much front of mind. Our new Redbrick shack meant we could leverage this further than any slowroom before. ››

“We’re continuing to introduce insanely comfortable and innovative products that resonate with our growing customer base

14 INSIGHT

“Redbrick had this amazing standalone building that connects to the main complex, so we really saw this as an opportunity to go bigger with the Loaf experience

Do you think the family-friendly elements in your stores really enhance their appeal to shopping parents?

Absolutely! But not just for parents, for all our customers, whether you’re with the wider family (including pets!) or with friends, we want our slowrooms to feel like somewhere where you can kick back and relax in comfort. We appreciate that customers are dedicating their time to visit us, so we strive to make our slowrooms feel welcoming and to be lovely places to spend time in.

How has your product offer evolved in the past 12 months, and how is it reflected in-store?

We’re continuing to introduce insanely comfortable and innovative products that resonate with our growing customer base. This includes further building on our homeware range of giftable lifestyle products, which have been rolled out in dedicated ‘Takeaway’ areas in selected slowrooms.

In addition, we’ve launched a few of our most popular sofa styles in ‘easy-access’ sizes, and developed our first flat-pack design, the Brioche sofa, giving greater ease for many customers on delivery.

We’ve got a lot more exciting new products launching later this year too!

This is showcased in our Redbrick shack with our largest area of homeware items, plus more space for customers to see a greater range of our beds and sofa styles in a larger selection of sizes and fabrics.

We aim to mirror this experience on our website, to make it as easy as possible for our customers to shop online, with high-quality product and lifestyle imagery, plenty of inspiration and many of the Loafy ‘perks’ that you can find in our slowrooms – like the option to order free swatches so you can see our fabrics in person at home. Our Midlands-based customer experience team are also always on hand by phone, virtual consultations and chat to speak to customers throughout their journey.

How do shoppers see your physical and online channels marry up in-store?

Visiting our slowrooms means customers can see our range of products in real life, including many of our different styles and sizes, and are able to ‘restdrive’ the product to really get a feel for the comfort.

It also gives a unique opportunity to view our full range of fabric and colours and take away free fabric samples from our swatch stations. Finally, there is the opportunity to speak with our Shack Loafers, who can help guide customers through their journey.

Were there any unique challenges/opportunities arising from occupying this space?

One of the charms of Redbrick is it being an original Victorian mill. However, this naturally presents certain challenges in the design and construction. Redbrick were a great partner in helping us navigate through this, and it has added to the character of the building and uniqueness of the experience. Special thanks also go to our shack team, including Elliot, the shack manager, who really helped overcome obstacles along the way.

What’s your favourite feature of the store, and why?

For me, there are two elements that have come together brilliantly. The first is the lighting throughout the slowroom. We worked with a lighting specialist to create a really warm, inviting feeling across the space, which has resulted in a cosy slowroom full of ambience.

The second are the counter areas. From a practical perspective, they provide plenty of space for both Loaf’s shack staff and customers to sit and mull over design decisions. But the addition of a Biscuit Bar, where we offer biscuits from The Biscuiteers, with the ability to serve tea directly from this area, has created a buzzy hub that feels just like being around the kitchen table at home. It’s a lovely atmosphere to walk into, and a great reason to stay and while away an afternoon! www.loaf.com

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16 INSIGHT

Then and Now

Now to Bed’s flagship store on on Clwyd Retail Park

“I was 30, and at that age I believed I could do better working for myself

How did you start out in the trade?

My career started back in October 1973 as a furniture salesperson with Courts Furnishers in Penzance, Cornwall. From there I transferred to the Portsmouth branch, where I worked with some wonderful colleagues and had two very enjoyable years. I remember working at the Ideal Home in London on the Courts stand for the very first time – exciting (terrifying) and enjoyable all rolled into one for a 21year old.

Two years later I gained promotion to Courts’ city centre store in Birmingham, as assistant manager to my (now) dear friend, Ron Farris. It was a fantastic experience in the two years I worked there, meeting some wonderful customers and gaining some invaluable experience in store management.

In 1978, at the age of 23, I took my first store management position, in Rhyl, when Courts took over an established company, Rhydwyn Jones & Davies.

After a very successful three years in Rhyl I took over the management of the Cardiff city centre store.

This move allowed me to test all my abilities and call on the experiences I had gained over the years with Courts, as it was a very busy store, with the usual demands on the manager running a city centre store back in those days, with no internet sales (thank goodness!).

Was that appointment the biggest break in your career?

Not quite. In 1984, I realised I needed to take that huge step from the safety net of employment to self employed, and the right premises became available at just the right time. My own furniture business, PJ Furnishings, was born, in Rhyl.

Paul Burnet

With stores in Rhyl and Prestatyn, Now to Bed is one of North Wales’ most popular bed retailers. The family business, managed by husband and wife team Paul and Susan Burnet – and assisted by son Thomas and daughter Emma – continues to go from strength to strength, bolstered by Paul’s more-than 50 years of furniture retail experience. Following a chance meeting at this year’s Bed Show, Furniture News asked Paul to share his journey to date, and his thoughts on the future …

I was 30, and at that age I believed I could do better working for myself, knowing I had the confidence and contacts in the industry to make it work.

My wife and I had great fun growing this business for over 11 years, before selling it to pursue other interests. I moved into accountancy for a short while, but missed retail, and the personal day-to-day contact with consumers (I’ve always got a buzz out of making a sale, whether small or large!).

Before long, I found myself back in the trade, working with Bruce and Peter Cohen at Cost Plus Sofas in Ireland.

Upon returning to Wales in 2013, Susan and I started our very own bed business, Now to Bed, which has shown steady growth thanks to the hard work of our family and staff and the support from all our suppliers in the last 10 years. I’m so lucky to have worked with some wonderful people in our industry, and it’s been wonderful to reignite that contact and reminisce.

17 What was your proudest moment?

It has been an exciting journey, one of which I am immensely proud. The proudest moment came when we were presented with the Small NBF Retail Champion of the Year award at the Bed Show gala dinner in 2022. The hard work from all of the team was rewarded on that one occasion.

Another milestone was the opening of our flagship store on Clwyd Retail Park, Rhyl, which is the biggest collection of quality beds and mattresses in North Wales.

How would you describe your typical customer?

Our typical customer would be a loyal one, as we have an excellent customer base from our 10 years of trading. I’m a firm believer of looking after your customers with excellent customer service, to ensure they and their families continue to support our family business for years to come. Locally, our customer base tends to be the grey pound, as we live in a retirement area.

Can you name any suppliers you work particularly well with?

Relyon, Hypnos and Harrison Spinks. We’ve had a long working relationship with these suppliers – they understand the daily challenges that face retailers, and are eager to work with us to overcome them (especially the ongoing problems with online presence and margins).

What’s the biggest challenge facing your business right now?

Getting the right margins to allow our business to re-invest and grow.

What’s next for the business?

Retirement has been discussed, and I’m sure that will come round soon enough, as my son Tom continues to steer the business in the right direction.

I’m very lucky to be in this position, and to have someone like Thomas to hand over to. We’ve both worked together for 10 years now, and he’s a ‘chip off the old block’, but with new ideas, and I’m confident that he’ll move the business forward. I’m convinced that, with the continued support of all our longstanding suppliers, and our loyal customers, our family business will continue to thrive for many years to come.

“We’ve both worked together What’s the biggest change you’ve seen in the for 10 years now, industry in your 50 years?

The internet, without question. I only wish all suppliers and Thomas is a in our industry made a limited, internet-only range, which would force the customers back into shops to ‘chip off the old try mattresses that cannot be purchased online. Ownblock’, but with label is not the answer.

Another big challenge that has grown over the last new ideas 50 years is the mattress in a box, and the sleep trials In retirement, I hope to enjoy my spare time playing golf, walking, travelling, and spending valuable time with our lovely grandchildren.

that come with them.

On a positive note, the PC and other technology we use to operate our business does make life easier (even though I have fond memories of scratching the pad for each order back in the day!).

Can you hazard a guess as to what the industry might it look like in 50 years’ time?

Who knows? One thing I am sure of, though – there will always be a need for bed shops, as most customers will want to touch, feel and try a mattress or bed before making a purchase. Thank God! www.nowtobed.co.uk

18 INSIGHT

Artisan investigates sustainable supply In October, Furniture News’ Paul Farley attended a roundtable at the House of Lords, convened by Artisan Furniture. The discussion centred on sustainable supply chains – and, given Artisan’s role as a furniture importer, trade between India and the UK in particular.

Artisan’s founder, Amit Basu, offers his views

“The debate spotlighted the complexities in formulating universally acceptable standards

Artisan Furniture is one of the UK’s largest sustainable furniture and homeware enterprises. A dropship and wholesale supplier headquartered in Westminster, Artisan (the trading name of Global Vision Direct) has its own production plant in Jaipur, from which it channels significant volumes of cabinet furniture, upholstery and accessories to a range of UK clients.

Artisan’s model is unique, in that the business also works with a network of craftspeople in India to develop handmade products – and its sustainable and ethical approach saw it achieve B Corp certification this year.

The roundtable was an example of Artisan’s collaborations with the likes of Oxford University, Goldman Sachs and Harvard Business School, as the business seeks to encourage the development of sustainable strategies that can be implemented by SMEs, and beyond.

“The roundtable convened industry leaders, parliamentarians and experts to deliberate on the importance and challenges of sustainable supply chains, “ says Jack Basu, the son of Artisan’s founder Amit, the business’ head of community and content, who convened and chaired the roundtable.

Participants included representatives from the All-Party Parliamentary Group (Trade and Investment) India, sustainability advocates and academics from the 1928 Institute and British Foreign Policy Group, market intelligence specialist (and roundtable sponsor) Sibylline, and Artisan’s fulfilment partner, DHL. The discussion was wide-reaching and insightful, covering the push for renewables, sustainable logistics strategies, greenwashing, supply chain accountability and green incentives – and the myriad challenges involved.

“The debate spotlighted the complexities in formulating universally acceptable standards, especially with variances in carbon emission measurements,” says Jack, “while the challenge of ensuring genuine green credentials amidst the clamour for sustainability was evident.”

Other barriers cited were the economic realities of developing regions, a generational gap in attitudes towards ESG values, and the challenge of balancing globalisation and localisation.

Feedback pointed to the need for greater R&D, collaboration, education and financial support, yet the room was divided as to whether sustainable supply chain strategy should come from the top, or from the world of private enterprise.

“A prevailing issue was the role of governments in crafting guidelines, while companies shoulder the responsibility of tailoring and implementing them,” says Jack.

Solutions, too, were put forward, including industry-specific sustainability benchmarks, encouragement of public/private partnerships, the implementation of a centralised sustainable supply chain database, cross-border regulatory alignment, financial instruments for sustainability (bonds and loans), and the possibility of localised solutions with global oversight.

“The feasibility of universal global guidelines emerged as a contentious topic,” Jack concludes, drawing the many topics together. “While the roundtable elucidated the central challenges and prospects surrounding sustainable supply chains, the journey ahead mandates a symbiotic alliance, inventive approaches, and an unwavering dedication to global wellbeing.” www.artisanfurniture.net

Flintshire

Some of the exciting new products now in stock ready for delivery to retailers or DHD to their customers, please contact for more information 01244 814673 / sales@flintshirefurniture.co.uk

www.flintshirefurniture.co.uk

20 INSIGHT

GETTING PERSONAL

Paul Little Last month, business and financeeducated sales specialist Paul was promoted to the position of sales and commercial director at Airsprung Group, having overseen major changes in the brand’s output, operations and culture since he joined in 2021. Prior to that, he was a mainstay at Steinhoff UK’s manufacturing operations, leading sales and marketing at Relyon since 2006.

How might a child describe what you do?

I guess if they followed me around for a week, they might say I just sit and talk to a lot of people all the time.

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

It’s the 2020’s! We’ve been through three ‘once-in-ageneration’ events, pandemic, war and Brexit – so it’s hard to predict. I do take comfort in the fact that even in the face of these events, we have pulled together as a business and weathered the storm.

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

Developing our people through and making them feel even more valued, plus equipment, NPD, and marketing.

What would be the title of your autobiography?

It would have to be ‘Little by Little’.

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

Obviously, you have to get the balance right. It’s important that, at work it’s ‘all work’ and at home it’s ‘all home’. Mixing the two doesn’t usually work.

What advice would you give your younger self?

Everything happens for a reason, so take your time and consider your response and reaction.

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

It’s impossible to pick one, but any day that you see the plan moving forward and people getting a buzz out of what they do is a good day.

What’s the biggest myth about our industry?

For the public, it’s probably that you don’t have to put much effort into buying something you use for eight hours a day.

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

Stop looking back and start looking outwards into other industries.

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

Sustainability is obviously going to continue being the seismic change.

It’s going to inform nearly all the decisions a business will make.

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

Q: What’s the worst phrase in business?

A: “We’ve always done it this way.” www.airsprung-group.co.uk/airsprung-beds/

“I take comfort that even in the face of three ‘oncein-a-generation’ events, we’ve pulled together and weathered the storm

Crafting comfort with the customer in mind 01274 733743 / sales@easyrestbeds.co.uk

22 INSIGHT

At The Helm’s captivating new concept In a bold move towards taking its shop-in-shop retail experience to the next level, At The Helm has unveiled a new branded space entitled Living At The Helm, within esteemed retailer, Rodgers of York …

Rodgers of York’s impressive modern store

“We believe it will offer customers a truly immersive and more personal way to engage with our products

With Signature Heritage and Modern Explorer models on display, this strategic partnership between At The Helm and Rodgers of York marks a significant milestone for both brands, promising an enhanced shopping journey for customers seeking premium furniture.

Rodgers’ showroom is a trove of furniture ideas, encompassing every key interior furnishing category, from sofas and chairs to beds and bedroom furniture, dining sets, flooring options, soft furnishings and lighting solutions.

The retailer’s dedicated team is readily available to introduce customers to the extensive range of products within the 70,000ft2 showroom, offering expert guidance on product selection, colour palettes and design concepts, empowering customers to craft the perfect living space they envision.

Rodgers also works hard to provide the finest products at the most competitive prices in the region. In simple terms, the business stands firm in its commitment to offering “an incredible range of products at unbeatable prices”.

Fruitful collaboration The introduction of the Living At The Helm branded space within Rodgers is designed to elevate the customer journey, offering shoppers an opportunity to engage with At The Helm furniture pieces within the familiar and trusted environment of the store.

At The Helm’s commercial director, Michael Sheedy, who has built a longstanding relationship with Rodgers, says: “Our new in-store branded space represents the next step in our ongoing journey towards redefining the retail landscape. We believe it will offer customers a truly immersive and more personal way to engage with our products.

“We couldn’t be more excited that William [Browne, MD] and James [Browne, director], along with their highly skilled team, have chosen to partner with us on this venture. Their expertise and vision align

perfectly with our goal to create a one-of-a-kind retail experience that leaves a lasting impression on every visitor.”

Brand and store in harmony Situated prominently in the store, the shop-in-shop brand experience showcases a thoughtfully crafted environment that encapsulates the essence of At The Helm. The design prioritises visual harmony, from the reclaimed barnwood flooring with its deep, varied grain, to the distinctive At The Helm teal accent wall showcasing the brand’s iconic illuminated logo.

The display serves as a captivating focal point, featuring a range of sofas that exemplify the brand’s signature blend of comfort, style and sophistication, as well as ensuring a seamless transition between the Signature Heritage and Modern Explorer models.

This provides customers with the chance to explore carefully curated furniture, offering them a firsthand experience of “the unmatched craftsmanship and attention to detail that defines At The Helm’s collections”, states Michael.

23

“Each piece of furniture is expertly crafted using the finest materials, promising not only exceptional comfort but also enduring elegance. From luxurious sofas to the availability of generous leather or fabric swatches for a tactile experience with various materials, the updated floor display encourages customers to immerse themselves in a sensory journey through At The Helm’s exquisite offerings.”

Rodgers’ furniture department buyer states: “At Rodgers, we hold the belief that prosperous furniture retailing is driven by customer demand for highquality, thoughtfully designed products that provide excellent value for money, all within a comfortable shopping atmosphere. Our collaboration with At The Helm aims to forge a fruitful partnership between retailer and supplier, ultimately contributing to the Rodgers shopping experience that will inspire and satisfy our cherished customers.”

Next steps The introduction of the Living At The Helm experience is just the beginning of a new chapter for the brand.

With a commitment to innovation and customer satisfaction, At The Helm has ambitious plans for the coming year, having taken the first step in implementing these spaces across the UK and Ireland.

As the year draws to a close and the eagerly awaited January Furniture Show approaches, At The Helm is looking forward to unveiling its latest offering on stand 1-E40.

“With the launch of these new offerings, At the Helm is gearing up for an exhilarating year ahead, marked by creativity, quality, and forward-thinking designs,” Michael concludes. For more information, contact the supplier’s customer hub on 01908 968228, or a local regional manager. www.atthehelm.com

“At the Helm is gearing up for an exhilarating year ahead

Living

www.AtTheHelm.com

www.RodgersOfYork.co.uk

26 EVENTS

BRUSSELS FURNITURE FAIR

www.furniturefairbrussels.be

Last month’s Brussels Furniture Fair was characterised by “optimism and satisfaction”, says the organiser of the popular Benelux event, which recorded a minor YoY uplift in visitor numbers.

Having pledged to deliver “certainty, efficiency, good business and experience”, the event suceeded despite a challenging economic context, says marketing and communication manager Thomas Hibert: “Needless to say, the organisers, exhibitors and retailers will not remain blind to the challenges that face us all.

But the combination of optimism and realism that shone through in Brussels promises a bright and hopeful future for our sector.”

From its inspiring trend corridors to the pacesetting winners of this year’s Brussels Balthazar Awards, the show reflected much more than the best of Belgian, giving visitors a glimpse of the latest in refined, stylish designs from Europe and further afield – while overarching themes of sustainability and creativity came to the fore in both product and personal exchanges. The augmentation of the hotel and project market, meanwhile, helped broaden the event’s scope across the board. “‘A refrain we often hear is ‘a visit to Brussels is always worthwhile’ – and Brussels Furniture Fair once again lived up to its reputation.”

25th - 27th AUG

DUBLIN

28 EVENTS SHOWTIME

IMM COLOGNE

www.imm-cologne.com

From 14-18th January, the spotlight of the international interior design scene will once again focus on Cologne, as Germany’s biggest interior business event returns to its traditional timeframe, and promises to bring the industry together and set tomorrow’s trends at the start of the new year.

Across three segments – Home, Sleep and Pure – imm cologne is set to cover the spectrum

INDX FURNITURE

www.indxshows.co.uk/indx-home/ furniture/furniture

of interior design, with an impressive range of exhibitors present, from emerging start-ups to established brands.

– while exclusive premium segment Pure, a platform for luxury brands, high-end products and innovative design, will feature the likes

Home promises furnishing solutions for every lifestyle, from smart furniture for youthful interiors to stylish living spaces for sophisticated comfort. Among those signed up Actona, Furninova, Hjort Knudsen, Mobitec and Voglauer.

In Sleep, the destination for concepts that provide relaxation, brands such as Badenia, Dormiente and f.a.n. frankenstolz will be present

of Adova, BW Bielefelder Werkstätten, COR, Interlübke Leolux and Team 7.

The trade fair’s central theme for 2024 is ‘Connecting Communities’. With a new hall floorplan, and what promises to be an inspiring event and content format, The Circles, there will be plenty of scope for professionals to do business, network, and find inspiration.

INDX Furniture returns to Cranmore Park on 19th-22nd January, bringing together trends, insight and innovation, plus top brands across upholstery, living room, dining room, garden furniture and service providers.

The organising team has released a sneak peek of some of the highlights, which include Primavera introducing its new brand, Primo, Baker Furniture launching the G Plan cabinet collection, and Digio presenting a range of promotional-priced leather.

The show will also welcome newcomer Devonshire Living, host new launches from Collins & Hayes and AMX, and feature guest exhibitors Nicoletti, Akante, Contrast Upholstery, Connubia, Saxon Furniture, New Trend and Tomasella.

The first day is reserved for AIS members (general trade visitors are welcome on subsequent days). Online registration is now open.

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30 EVENTS SHOWTIME

SPRING FAIR

www.springfair.com

Spring Fair, the show that puts thousands of new products across the home, gift and fashion sectors before UK retailers, has revealed a snapshot of what visitors can expect at the next show, taking place from on 4-7th February, as it kickstarts a new campaign focused on the magic of discovering new products and the people and stories behind them.

the likes of The Libra Company, Gallery Direct, Art Marketing, Garden Trading, Pacific Lifestyle, Malini, Bloomingville, Ian Mankin, and exclusive

Fair is a launchpad for brand-new collections, offering endless opportunities for sourcing the newest, most innovative products, and retail’s next bestsellers.

The Home destination, featuring The Summerhouse, Home, Living & Décor, and Housewares segments, will feature furniture, homewares, lifestyle products and gifts from

appearances from Coach House, CIMC and Hill Interiors.

They will join Febland, McGowan & Rutherford, FiftyFiveSouth, Dutch Imports & Daughters, Searchlight, Bizotto, Minster Stylish Living, Turner Bianca, Content by Terence Conran, Riva Home, Voyage Maison, Sanderson, Morris & Co, Hanlin, and many more.

models and innovations, says agent Daryl Drylie: “We had an excellent show in Edinburgh last year, and a great response from Scottish retailers.”

Alongside Sleepeezee will be Highgrove, Sweet Dreams, Silentnight, Dura Beds, Shire Beds, The Bed Frame Company, Breasley, Scotch Beds and Wheatcroft, to name a few.

Cabinet will be shown by Wiemann, Core Products, GFL, Taylors and Annaghmore.

Weimann offers a huge selection of contemporary and built-in wardrobes, while other manufacturers present will offer contemporary and traditional cabinet furniture from living and dining to a full range of bedroom cabinets and products.

The service specialists returning to the show include furniture website provider Abacus, plus

Protect-A-Bed, Staingard and Mattressgard, which offer everything from furniture care plans and products to mattress protectors.

Show organiser Gavin Douglas adds: “The show has been going for over 40 years, and for over 30 years in Ingleston. The RHS is a great hub in which to show a comprehensive range of furniture in a relaxed atmosphere, and everyone enjoys the surroundings, being easy to reach from all parts of Scotland, Ireland and northern England. This year’s President’s Dinner will also coincide with the show, which will combine the SFRA and the charity SFTBA again this year on the Monday night of the event.

The website permits early registration, giving trade visitors easy access for the show, with ample parking and refreshments also available.

Dura Beds

From furniture and textiles to gifts and greeting cards, cookware and candles to an enormous array of licensed products, Spring

Northpoint Furniture Show www.thenorthpointshow.co.uk

The Northpoint Furniture Show returns to Ingleston in Edinburgh from Sunday 23rd to Tuesday 25th January.

For over 30 years, the agents and representatives of the furniture industry at the SFRA have shown their latest models to furniture retailers throughout Scotland, Ireland and the north of England at the Royal Highland Show centre at Ingleston, Edinburgh. Although interrupted by Covid-19 for 18 months, the show remains a relaxed arena in which to see the latest products from key manufacturers, with time to discuss all aspects of them with their agents and representatives.

Representatives of over 40 manufacturers are already confirmed, with more promised. These include Kyoto, whose Scottish agent, Alan White, says: “This is an important show for Scotland and the north of the UK, and we have some fantastic new products which we are looking forward to showcasing to Scotland and its retailers.”

Other upholstery suppliers include Divania, Call Salotti, Sherborne, Celebrity and West Midlands Upholstery.

Sleepeezee will also return with its latest

www.northpointshow.co.uk

A DATE FOR YOUR DIARY

MORE BRANDS THAN EVER BEFORE

NORTH 28TH - 30TH JANUARY 2024 2024

Royal Highland Centre, Ingliston, Edinburgh

T H E FU R NITURE A N D IN TERIORS EXH IBITION FOR NORTHERN UK

32 EVENTS SHOWTIME

Discover Vietnam’s sourcing opportunities VIFA Expo (Vietnam International Furniture & Home Accessories Fair) 2024 is all set for its 15th edition, taking place from 26-29th February at a new venue, Sky Expo Vietnam Center, Ho Chi Minh City.

“VIFA Expo 2024 promises to provide a valuable experience for international furniture visitors and buyers

The event promises to provide international buyers with “big opportunities” for sourcing and discovering quality furniture products and the newest designs from Vietnam.

VIFA Expo will kick off Asia’s furniture exhibition circuit this coming spring, followed closely by IFEX (Indonesia) and MIFF (Malaysia), extending the sourcing possibilities for visiting buyers. “The three trade shows will offer an opportunity for international visitors and buyers to fully cover the thriving the South-east Asian market,” states VIFA Expo’s organiser.

With a 16-year history, comprising 14 editions, VIFA Expo is Vietnam’s largest and best-established export furniture fair, and has long been a ‘must-visit’ event for buyers from all over the world. It is also a leading trade platform for the furniture industry in Vietnam, attracting both Vietnamese and international enterprises.

The 2024 show will comprise some 600 exhibitors, 46% of them Vietnamese furniture enterprises (from Ho Chi Minh City and 18 other provinces), and the remaining 54% international businesses from 16 countries.

In terms of product offer, VIFA Expo roughly comprises 60% furniture, 19% home decor, 8% handicrafts, and 13% machinery, hardware and services. Big brands and well-known suppliers are all set to showcase their latest designs, maintaining international export standards to meet the needs of global markets.

This year’s new venue was chosen for its convenience. It takes around 30 minutes to reach the centre by car from Tan Son Nhat International Airport, and from the venue it is also easy to visit the furniture factories in Binh Duong, Dong Nai and Long An provinces.

VIP packages are in place to support international buyers, including shuttle services, seminars, factory tours, and business matching (a free-of-charge service available from this month). Alongside the physical show, the fair’s online platform aims to help visitors easily connect with select exhibitors.

“VIFA Expo 2024 promises to provide a valuable experience for international furniture visitors and buyers, offering a diverse range of experiences,” concludes the show’s organiser. “Come and be inspired by the excellence in this remarkable industry!” www.vifafair.com

15th

Since 2008

26 - 29 FEB, 2024 VENUE: SKY EXPO VIETNAM DISTRICT 12, HO CHI MINH CITY VIFAFAIR.COM

Feb 29 - Mar 3

MIFF Mar 1 - 4

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Mar 5 - 8

CIFF

Mar 18 - 21

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LIEN MINH COMPANY 2/13 BAU CAT 2 STREET, WARD 14, TAN BINH DISTRICT, HO CHI MINH CITY, VIETNAM

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Register to visit

34 EVENTS SHOWTIME

MIFF aims to cement global appeal Marking the significant milestone of 30 years in the global furniture trade, and fresh from its strongest-ever growth, the Malaysian International Furniture Fair (MIFF) is set to return from 1st-4th March.

“We are ready to welcome the world back

The upcoming edition promises to usher in a new chapter for the show, which has risen from humble beginnings to be a globally recognised event.

MIFF has grown exponentially to become the largest furniture show in South-east Asia, attracting buyers from some 140 countries and regions. With another sell-out show approaching, spanning a combined 100,000m2 of two of Kuala Lumpur’s biggest exhibition spaces – Malaysia International Trade & Exhibition Centre (MITEC), and World Trade Centre Kuala Lumpur (WTCKL) – the momentum for visitor and business growth has never been stronger, says MIFF’s organiser.

The 30th anniversary edition follows MIFF’s best performance yet, with a peak of 673 exhibitors and a record US$1.21b in sales orders in 2023, when the event attracted close to 20,000 attendees (26% of that international participation, from 136 countries and regions).

Over 650 local and international exhibitors will be present in 2024, with a wide range of the latest trends, designs and products from diverse furniture sectors.

The trade floor will be anchored by an array of Malaysia’s biggest exporters, joined by suppliers from China, Indonesia, Singapore, South Korea, Taiwan, Thailand, Turkey and Vietnam.

Major Malaysian names confirmed include Ecomate, Wegmans, Poh Huat, Favourite Design, WA Furniture, Sin Wee Seng Industries, Ivorie, Isella Sofa, LB Furniture, Merryfair Chair, Oasis Furniture, Kinheng Furniture, Seow Buck Sen and Luxury Sleep.

“Interest in MIFF has surged after the Covid pandemic, which impacted supply chains,” says Kelie Lim, MIFF’s GM. “The industry is looking at MIFF as a resilient source to future-proof their business.

“This year, there were many high-purchasing buyers. We are confident that 2024 will further cement MIFF’s position as the preferred sourcing destination for global furniture businesses. The overwhelming response from exhibitors taking up space, noticeably from foreign companies, is another clear positive indicator of the strong buying power converging at

MIFF. We are ready to welcome the world back.”

The anniversary festivities begin this month, with a gala dinner to recognise loyal exhibitors and the support of key stakeholders and the Malaysian furniture industry.

With more first-timers visiting the show (40% in 2023), MIFF has extended its Valued Visitor Programme to include complimentary hotel accommodation for new international buyers, on a first-come, first-served basis.

Over the years, MIFF has become a go-to show for retailers seeking to stock up at the start of the Asian buying season, and to source from the latest and largest collections – of wooden furniture from Malaysia, and office furniture from South-east Asia.

The well-segmented displays, across 17 halls at the two venues, are set to enhance the procurement experience, with an extensive choice of contemporary home furnishings, office and hospitality furniture, in addition to accessories, decor, components and materials.

The ‘1 Fair, 2 Venues’ concept will see top Malaysian manufacturers display in MITEC, at the designRena Hall on level 2, and in the Muar Hall coordinated by the Muar Furniture Association (MFA), a strategic partner of MIFF, on level 1. The MIFF Office segment will be located at WTCKL, a short shuttle ride from MITEC. Other areas curated to ensure easy navigation include the International Hall, Sofa Hall, and the young designer zone, for the xOrdinary showcase and MIFF Furniture Design Competition (FDC) top entries – while two international juries will be touring the show floor to scout for eye-catching creative displays and innovative furniture to pick the winners of the two exhibitor prizes. www.miff.com.my

36 EVENTS SHOWTIME

CIFF promises eight days of industry solutions A must-attend event for international players across the entire furniture industry, the 53rd edition of CIFF Guangzhou will take place across two phases next year, from 18th-21st and 28th-31st March.

“The organisational wheels of the 53rd CIFF Guangzhou have been turning for some time

A comprehensive business and product sourcing platform serving the entire global furniture industry, CIFF Guangzhou again promises to bring together manufacturers, designers, buyers and traders, experts and media from all over the world for an eight-day trade fair event offering new solutions, and creating profitable connections and concrete business opportunities.

Following the theme ‘Design Trend, Global Trade and Full Supply Chain’, the every-evolving CIFF plays a key role in the global industry.

The first phase, taking place from 18th-21st March, is dedicated to home furnishing. In the Home Furniture sector, a great deal of space will be reserved for the theme of design – some pavilions in Area A will showcase the latest trends in home furnishing, while eight pavilions in Area B will feature the Sofa & Bed theme, with key brands present.

The Dining & Living world will be represented in areas C and E, while the Homedecor & Hometextile section will be Asia’s largest exhibition of interior decoration products and furnishing fabrics, while Outdoor Furniture, Sunshade and Leisure is Asia’s largest show for the outdoor furniture sector.

The second phase, running from 28th-31st March, will present Office and Commercial Space, showcasing the innovative technologies indispensable for the increasingly innovative and intelligent development of the furniture industry.

There will also be countless thematic events, design exhibitions, seminars and conferences.

A major innovation this edition is the InterBiz Club, which guarantees buyers easy access to many important show areas, and is online 365 days a year – during which CIFF will offer international players the opportunity to meet online and support them in requesting information and business proposals.

CIFF will also organise factory visits for selected companies based on buyer requests. This service, which also includes arrangements for transport, accommodation, meals and interpreters, will be available both in March during CIFF and throughout the year on request through the contact details available on the website.

The organisational wheels of the 53rd CIFF Guangzhou have been turning for some time – free pre-registration, as well as information for planning a trip to Guangzhou in good time, is already available on event’s website. www.ciff-gz.com

38 EVENTS SHOWTIME

FURNITURE COMPONENT EXPO

www.fcexpo.co.uk

Photo courtesy Freepik Photo courtesy iStock/shapecharge

Photo courtesy Freepik/usertrmk

The Furniture Component Expo (FCExpo), taking place at Telford International Centre from 2425th April, will showcase the latest in furniture components, from cutting-edge materials and finishes to innovative hardware and accessories, as well as a range of business services to complete the supply chain, making it a mustattend event for anyone in the furniture industry, says organiser BFM.

The show floor will feature interactive exhibits and demonstrations where attendees can see the latest furniture components in action and learn how they can be used to create truly innovative and functional furniture.

to offer everyone in the furniture industry.

“The FCExpo will also be a great place to meet and connect with other professionals in the furniture industry. Whether you’re looking for new suppliers, partners or customers, the

“If you’re looking for a place to be inspired and learn about the latest trends in furniture components, the Furniture Component Show is the place to be,” states the BFM. “With its vibrant look and feel, interactive exhibits, and focus on sustainability, the show has something

show is the perfect place to find them. With its innovative products, interactive exhibits, and focus on sustainability, the show is a mustattend for anyone who wants to stay ahead of the curve in the ever-changing furniture industry.”

MEBLE POLSKA

www.meblepolska.pl

From 20th-23rd February, the next edition of Meble Polska, the largest furniture sourcing fair in Central and Eastern Europe, will take place in Poznań (Poland).

The eminently international trade fair is organised by Grupa MTP, which expects it to attract visitors from some 70 countries in 2024.

The scope of the exhibition includes products across all price segments, from upholstered furniture to cabinet furniture made of fibreboard and solid wood, and mattresses.

The majority of Poland’s leading furniture manufacturers will present their latest collections at the fair, and visitors will also have an opportunity to engage with with exhibitors from more than a dozen other countries, including a large group from Ukraine and Turkey.

As usual, the Meble Polska furniture fair will also be accompanied by the Home Decor interior fair.

Representatives of the furniture and interior design industry who register online by the end of January will receive a free ticket to the event.

40 EVENTS SHOWTIME

LONG POINT

www.longeatonguild.co.uk/longpoint/

and the show attracts buyers from all over the UK

spring and autumn each year in the historic Derbyshire town of Long Eaton, where fine upholstery has been made for over a century.

The exhibition, organised by the Long Eaton Guild of Furniture Manufacturers, gives manufacturers and suppliers an opportunity to showcase new collections of upholstery, cabinet, bedroom and accessories in an inviting setting,

and the RoI – and sometimes even further afield – keen to discover new designs from the guild’s members and show guests.

Visitors are assured of a warm and friendly welcome in the relaxed atmosphere and charm of the individual showrooms located within the town.

Next year’s shows will take place from 13-15th May (spring) and 16-18th September (autumn).

Attendees will be able to source from the likes of AWS Trading, Blue Bone Imports, Creation Italia, Cowthorpe Oak Furniture, Essex Flameproofing, Kettle Home, La-Z-Boy UK, Lebus Upholstery, Ordorite Software, Taylors (Scotland), and many more.

But MFS is not just about sourcing – it is also a place for the furniture industry to come together in the summer. The show’s first day will close with the show party, where visitors and exhibitors are invited to mingle away from the confines of

their stands, and socialise in a relaxed summer setting. On the second day of the show, the Women in Furniture Network (WIFN) will host a brunch focused on the theme of Leadership.

WIFN events offer women from across the furniture and design industry the chance to connect, collaborate and celebrate women’s achievements.

Find out more and register interest in “the furniture industry’s favourite summer show” on the MFS website.

Lebus Upholstery

The Long Point furniture show is held in the

MANCHESTER FURNITURE SHOW

www.thefurnitureshows.com/manchester The team behind Clarion Events’ furniture shows is looking forward to the eagerly awaited return of the Manchester Furniture Show (MFS) at Manchester Central from 10-11th July 2024. The popular summer sourcing opportunity will give retailers a chance to refresh and revitalise their collections in the middle of the year, while the show’s relaxed, sociable atmosphere promises to make it a welcome break from the norm, with visitors surrounded by new product launches and opportunities to connect with the furniture industry.

The MFS team will hand-pick a selection of brands to showcase their collections at the show, offering visitors a strong mix of products to breathe fresh life into their collections.

24 – 25 SEPTEMBER 2024 TELFORD

From the biggest brands to smaller niche players The ONLY place to see so many UK and Irish bed manufacturers and component suppliers all under one roof WHY YOU SHOULD VISIT • Unprecedented gathering of UK bed manufacturers and suppliers • Latest innovations, offers and promotions in one place • Prime networking opportunities

• Supplier Innovation Zone • Gala Dinner & Awards Ceremony with celebrity host • Voted ‘Best Furniture Trade Show’ and ‘Best Furniture Exhibition’ 2023

www.bedshow.co.uk @thebedfed | #BedShow2024

42 JANUARY FURNITURE SHOW

New year, new JFS Ring in the new year by discovering the latest in furniture and design products at the January Furniture Show (JFS), which promises to be better than ever in 2024. Read on to discover a few of the upcoming show’s highlights …

From the 21st-24th January, top brands in premium furniture design, homewares, dining, bedroom, upholstery and more will again come together across four spacious halls of the NEC Birmingham for the UK’s biggest furniture show.

With the latest products from more than 400 brands on display, JFS expects to attract over 20,000 quality buyers. The event promises to offer “an atmosphere filled with a passion for innovative design and effortless style”, cementing its reputation as the furniture industry’s go-to destination, bolsterd by a host of new additions designed to enhance visitors’ experience …

equipped with the latest insights to make 2024 their strongest year yet!”

Upgraded VIP offering By invitation only, VIP and VVIP buyers can experience the show in style with access to the exclusive VIP Lounge, where they will enjoy perks including a complimentary lunch and daily refreshments, private car park, access via a dedicated entrance,

Product showcase and experiential stations Each entrance will feature an inspirational new product showcase from cutting-edge brands, while immersive experiential areas presented by the Young Furniture Makers, The Furniture Makers’ Company and the BFM will offer engaging experiences in Hall 5.

complimentary cloakroom and early show access.

Champagne Bar and show party The new Champagne Bar in Hall 1 will serve as a networking hub for visitors and exhibitors, offering a place to unwind after a day of sales and sourcing.

On Sunday evening, visitors and exhibitors are invited to attend the show party, where the winners of The Furniture Awards, delivered in partnership with Furniture News, will be announced.

“An atmosphere filled with a passion for innovative design and effortless style

Festival Food Court At the new Festival Food Court in Hall 2, visitors will be able to purchase lunch options from a variety of vendors. The court promises to provide visitors with a relaxed space away from the show floor.

Workshop sessions Engaging workshops and sessions hosted by industry leaders from organisations such as ACID and FIRA, led by key industry figures, will cover various topics and challenges facing the industry. States show organiser Clarion: “Attendees will leave with actionable tips and tricks to boost their business and ensure they are

Women in Furniture Network The Women in Furniture Network (WIFN) is rapidly growing, its third event will take place on Monday 22nd January at the Crafting the Future networking hub in Hall 5. This meeting will be centred around an energetic Speed Networking session, where women from across the industry are invited to come together in a supportive space to connect, progress their professional development, and find collaboration opportunities with others from across the industry.

International pavilions The new pavilions in Hall 4 will bring an international flair to the show, with showcases from leading manufacturers representing countries including Romania, Poland, China, Vietnam and Portugal.

Crafting the Future networking hub Here, The Furniture Makers’ Company will showcase the work of emerging designers through its Young Furniture Makers, with live craft workshops and demonstrations. The hub will play host to networking events and promises to be the perfect setting for business meetings.

Reimagined look and show edit The show floor has been reimagined for 2024 to optimise the visitor journey, making it easy for visitors to explore the four sectors: Premium Design; Home & Lifestyle; Living, Dining & Cabinet; and Upholstery & Beds.

The new look and feel of the show, along with all these new additions, reinforces JFS’ position as a mustattend event for anyone in the furniture and design industry, says Clarion: “Register now, and unite with this ever-evolving creative community!” www.thefurnitureshows.com

44 JANUARY FURNITURE SHOW

The Furniture Awards 2024 judges revealed Furniture News, in collaboration with the January Furniture Show (JFS), has put together a stellar panel of industry professionals to select the winners of The Furniture Awards 2024 …

“The Furniture Awards are an integral part of the exhibition

Established in 2015 by Furniture News magazine in partnership with the UK industry’s principal trade exhibition, The Furniture Awards are an integral part of the exhibition, which will return to the Birmingham NEC from 21st-24th January.

Exhibiting suppliers have been invited to share their credentials (by 1st December) in one of five categories: Sustainability; Best of British; Design Innovation; Global Player; and Superior Service. The entrants will be shortlisted and assessed by a judging panel chaired by Furniture News’ Paul Farley.

Panel mainstay Malcolm Walker, owner of consultancy business FIRST MW, returns to lend the programme his formidable expertise. Malcolm’s career has revolved around retail and home furnishings for the best part of 50 years. The former director of product for Furniture Village now works on retail strategy, product design, development and concept realisation with various retailers and suppliers.

He is joined by Sarah Bianchi, MD of renowned independent retailer, Arighi Bianchi. Sarah has worked for the family business for 25 years, and her ascension to MD in 2021 coincided with a concerted ecommerce drive, building on record sales during the pandemic. Sarah is currently leading a growth strategy and significant investment in the brand and shopper experience, with the aim of cementing the brand’s legacy in 2024 – when Arighi Bianchi celebrates its 170th anniversary – and beyond.

Entrepreneur extraordinaire Alice Rowen Hall shot to fame in the furniture industry following the 2020 launch of her luxury homeware brand, Rowen Homes – having already taken her fashion start-up to a turnover of £25m. Alice oversees a team of around 70 employees in Newcastle upon Tyne, with a focus on creative, marketing and product, and a keen eye on cutting-edge trends and evolving social media.

From left – Malcolm Walker, Sarah Bianchi, Alice Rowen Hall, Peter Harding and Adam Daghorn

Peter Harding is the MD of five-store independent retailer Fairway Furniture, based in the South West.

In 2007, he became the sixth generation to run the family firm since its founding in 1856, and since has led the business through credit crunch recovery and the rise of ecommerce, while finding time to help direct AIS, make regularly contributions to Furniture News, follow Plymouth Argyle FC, and fly hot air balloons.

Award-winning furniture designer Adam Daghorn completes the line-up. Adam boasts 17 years’ experience across retail, hospitality, and interiors, working for some of the industry’s biggest brands, and in 2017 he founded his own design studio. Time spent working in the US, Europe and the UK offers Adam a unique perspective, enabling him to develop aspirational products for a range of clients.

The finalists will be announced ahead of the event, and the winners revealed at the JFS show party, taking place in Hall 1 at the Birmingham NEC from 5.30pm on 21st January. www.thefurnitureshows.com/furniture-awards

Dine In Style

Scan the QR code for more

Make room for joyous moments with our beautiful Madison Extending Dining Table (shown).

From intimate family dinners to grand Christmas feasts, the Madison Table effortlessly extends to accommodate all your loved ones. The more, the merrier!



The Madison collection includes a range of living and dining pieces, all featuring a elegant marquetry design and a dark walnut wood finish, offering a ‘new traditional’ look.

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

46 JANUARY FURNITURE SHOW

La-Z-Boy promises to reignite retail interest

Paris

“Our stand will be somewhere visitors will enjoy visiting to take time out from the hustle and bustle

La-Z-Boy UK’s stand at JFS (5-E32) will showcase its new Long Live the Lazy campaign, which aims to reignite interest from both retailers and consumers and ensure the brand is front of mind when it comes to motion furniture and comfort.

The exhibition will also give buyers the opportunity to get a first glimpse of new products and collections including Dixie, a stylish collection available in both leather and fabric. Dixie combines comfort, style and technology and includes the option of a smart sofa with a console, including space to store devices, cup holders, wireless charging and a Bluetooth speaker.

Customers will be able to choose between static, manual and power recline products, and there is an optional head tilt and lumbar support for added comfort.

Another new range being introduced is Mayfield, a classic collection with a traditional look that prioritises relaxation and comfort. Available in both leather and fabric upholstery, consumers will be able to take their pick between static, manual and power recline with the option of a power head tilt. Both Dixie and Mayfield will be manufactured for the brand in the Far East.

La-Z-Boy UK will also reveal additions to its Made in Britain collections, manufactured at its factory in Colne, Lancashire. Details of these new products are being kept tightly under wraps ahead of their show launch.

Adam Morley, head of marketing and operations at La-Z-Boy UK, says: “The JFS is always a key event in the La-Z-Boy UK calendar and we are looking forward to showing retailers and buyers what we have to offer. It will also be our first major trade show since we launched our Long Live the Lazy campaign, and we are excited to hear people’s thoughts on our new approach.

“One of the aims of Long Live the Lazy is to reclaim the word ‘lazy’ and celebrate the importance of taking time to relax and look after yourself. We are still working on the final details of our stand at JFS, but we hope it will be somewhere visitors will enjoy visiting to take time out from the hustle and bustle of the day and enjoy their own lazy moment in total comfort.

Harrison

Internationally renowned recliner brand La-Z-Boy UK is getting ready to unveil new products and upholstery swatches at the upcoming show, which will be its first event since revealing its most ambitious marketing rebrand to date …

“Last year’s stand included an NFL-themed sports den to celebrate being official furniture partner of the NFL London Games. We don’t want to reveal any spoilers about what this year’s stand will include, but we are looking forward to putting it together, and welcome both existing La-Z-Boy stockists and those wanting to find out more about the brand.”

At the 2023 event, La-Z-Boy launched an exclusive leather range called Calda, the brand’s most competitively priced leather upholstery option to date.

Designed to give retailers more flexibility over price points and make La-Z-Boy furniture accessible to more consumers, Calda has proved popular, and the range is being extended with additional colours. A number of new fabric and leather collections will also be showcased for the first time on the stand.

In all, JFS is set to be the start of an exciting year for La-Z-Boy UK, which has been busy introducing Long Live the Lazy across its advertising, branding assets and sponsorship deals, which include being a sponsor for Burnley FC. Stockists are being given intensive guidance and support in how to roll out the new branding in their stores, showrooms and digital platforms. This will include new PoS assets featuring the Long Live the Lazy logo, which reflect the change in messaging aimed at consumers.

La-Z-Boy UK’s website and social media platforms are also undergoing a major overhaul, and staff manning the stand at JFS are looking forward to hearing people’s views on the new branding and approach. www.la-z-boy.co.uk

Jones

Jones - Blending traditional La-Z-Boy comfort in a compact design, offering deep-fill cushions, a high back, and full chaise leg rests. Available in static, power, or manual recline models, with matching/contrasting cushions, plus riser recliner chair and footstool options.

48 JANUARY FURNITURE SHOW Voss

Geo

GALLERY DIRECT

www.gallerydirect.co.uk

As next year approaches, Gallery Direct’s preparations for the January Furniture Show are in full swing. The supplier’s SS24 Collection, which features an extensive selection of furniture, will be launched at the show.

James Hudson, furniture development director, comments: “We are really excited about our SS24 Collection, which will expand our furniture offering by around +50%. It features an amazing selection of new ranges, as well as extensions to some of our current ones, plus individual new pieces, offering a wonderful variety of styles.”

One of the new ranges is Geo, a table and cabinet range for living and dining rooms, which has been designed to highlight the use of

geometric design, with a nod towards retro style but in a more modern format. The cabinet pieces feature attractive circular shaping on the doors, with this form echoed on the tops of the table legs and the rounded table ends. Geo is made using oak veneers and solids (where practical), with a natural matt finish.

A dining table and occasional pieces are

also being introduced to accompany Gallery’s popular Voss slatted console table. Crafted from solid mango wood, with a natural finish to show the grain, Voss features a slatted design, offering unusual stylish pieces.

These are just a taster of Gallery’s SS24 Collection – to see all the new pieces, visit Gallery at the front of Hall 2 on stand 2-E20.

Frankie

COUCH & CO

www.couchandco.uk

Ollie

The show will mark the first anniversary of Couch & Co’s official launch, and its team cannot wait to showcase its sofa and recliner collections at its first JFS. “For those of you who don’t already know us, we are a small but passionate, close-knit team, with over 150 years’ experience in the UK furniture industry,” states the supplier. “We have pooled our knowledge, experience, and established networks to produce our exciting ranges of furniture, that are created with style and comfort at their core.

“You can find us on stand 1-A80, where you will receive a very warm welcome from our dedicated team.” In the meantime, interested parties can find out more on Couch & Co’s website.

If you’re looking to raise the bar with your shop floor display, look no further than the British manufactured range of Furnico products.

Our range of both traditional and contemporary styles, available in a wide range of eye catching fabrics, are sure to be a great addition to any shop floor.

Suppliers of handmade furniture to retail 01282 869888

•

ukmanufacturing.orders@la-z-boy.co.uk

La-Z-Boy UK Manufacturing, Bradford House, Phillips Lane, Colne, BB8 9PQ

British Made

50 JANUARY FURNITURE SHOW Monaco

WIEMANN

www.wiemannuk.co.uk German bedroom manufacturer Wiemann is putting the finishing touches to new and updated products to unveil at JFS. The much-anticipated new ranges promise to be contemporary and stylish. Prototypes for two new VIP ranges were enthusiastically received

Denver

at Germany’s MOW in September, and as with all Wiemann’s products, they will offer a total bedroom solution to suit any home.

The new collections, on show on stand 4-C50, will complement Wiemann’s premium VIP ranges, including award winners Monaco and Denver, which all show commitment to driving increased value for retailers.

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 2024 plus some updates to 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.”

Beautiful from Wiemann Wiemann Beautiful bedrooms bedrooms from

Denver from Wiemann Denver from Wiemann

See what’s newfrom fromWiemann.

Wiemann.January January Furniture Furniture Show, 4-C50 See what’s new Show, NEC, NEC,January January21-24 21-242024, 2024,Stand Stand 4-C50 Bedrooms of distinctive style, quality and value Bedrooms of distinctive style, quality and value enquiries@wiemannuk.co.uk enquiries@wiemannuk.co.uk www.wiemannuk.co.uk www.wiemannuk.co.uk Wiemann_JA.indd 1

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52 PRODUCTS

Designer-makers’ debut At this year’s Young Furniture Makers exhibition, which took place in October at Furniture Makers’ Hall and the Dutch Church in Austin Friars, London, The Furniture Makers’ Company announced the winners of its Young Furniture Makers Awards and prizes, in an encouraging round-up of furniture and lighting samples from young and emerging designers …

The one-day event, principally sponsored by Tizo and co-sponsored by Axminster Tools, Celtheath and NaughtOne, showcased around 70 designs from 60 emerging designer-makers.

The long-running event enables schoolchildren, students and graduates to share their work with the design community and connect with potential employers, while visitors are also treated to seminars, a drinks reception (sponsored this year by HIX), and the announcement of the Young Furniture Makers Awards winners (announced this year by special guest designer, Tomoko Azumi).

Amanda Waring, master of The Furniture Makers’ Company, says: “The Young Furniture Makers exhibition yet again proved to be a wonderful celebration of the exceptional and remarkable design talent we have in the UK. We are profoundly

PUZZLE IN POLE POSITION Josey Garbutt won this year’s Bespoke Award (sponsored by Axminster Tools) and Best in Show Prize (sponsored by Blum) for his Lines Puzzle Cabinet.

Josey (pictured with Tomoko Azumi) comments: “Looking at the standard of work, I was hugely honoured to win first prize for the Bespoke Award.

To then discover that my Lines Puzzle Cabinet had won Best in Show was incredible, and I am absolutely delighted. It was also very satisfying to see the experts and other visitors having fun, playing with my cabinet and watching their reactions to the surprise elements.”

grateful to our exhibition and award sponsors, whose unwavering support ensures that this inspirational event goes ahead each year.” www.furnituremakers.org.uk/young-furnituremakers-exhibition/

National School Design Prize, sponsored by KI – Orbitron by Charlotte Woolard

The Leather Prize, sponsored by The Leathersellers’ Company – the Hide Armchair by Holly Preece

The Design Award, sponsored by NaughtOne – Baileigh Chair by Eden Bunce

The Idea Prize, sponsored by Colebrook Bosson Saunders – 25 Degrees by Harvey McKellar

The Best Chair in Show Prize, sponsored by Sitting Firm by Gaze Burvill – Crescent Chair by Archie Goundrey

The Fast Track Prize, sponsored by Malcolm Walker – All Seeing Chair by Maria Gil

The Textiles Award, sponsored by Parker Knoll – Sculpt by Emily Cross

53

54 PRODUCTS

Autumn’s spending and style trends Japandi style from And So To Bed

Autumn brought about a number of fascinating trends in home furnishing, writes Ray Wright, cofounder of search and discovery website for home furniture and furnishings, ufurnish.com …

By Ray Wright

With economic headwinds in the UK economy impacting the everyday consumer’s wallet, it’s fair to say that many furniture retailers have been feeling the squeeze.

At ufurnish.com, we’ve recently taken time to step back, analyse millions of data points from people’s behaviour on our search website, and we’ve also surveyed our 125,000 members to understand how they are feeling and what they are looking for when it comes to home furnishing. Here’s what we found…

Economic challenges In our recent ufurnish.com member survey we received thousands of responses, and they highlighted three key themes on how people are feeling in the UK. Since the Covid pandemic ended, people have been very focused on holiday and lifestyle spending.

They admitted to overspending in this area due to the way they were feeling after being locked down.

Next, the cost of living is now a huge burden on people. In 2022 people were able to manage their outgoings as price inflation was challenging but not bank breaking for many. This year has seen many

people’s mortgage products expire, and this has put excessive financial pressure on both homeowners and renters. Many respondents reported being an additional £400-£1200 out of pocket per month versus Q4 2022.

Finally, people still want to purchase things they need, but they will seek value – and seeking value doesn’t just mean best price. People will look for quality and confidence in purchasing decisions.

They want to be sure they are getting the right deal from a reputable company before parting with their money.

Undoubtedly, these themes are impacting people’s shopping behaviour, and that impact is being shared with us at ufurnish.com, as some retailers have reported a -20%-30% drop in sales volumes when comparing Q3 2022 to Q3 2023.

One website search behaviour that ufurnish.com has observed in the past three months is an increase in the amount of people engaging with the ‘Sales’ filter. There’s been a +250% increase in the amount of people using the filter to ensure they feel they are getting the best deal on furniture pieces they are looking for.

“There’s been a +250% increase in the amount of people using the ‘sales’ filter to ensure they feel they’re getting the best deal

55

Searches for vintage looks declined in Q3 (photo courtesy Andrew Martin)

The Barbiecore fad may be over During the spring and summer we saw people flock to the cinema to see Barbie. The big-screen colour blast of Barbie drove a home fad called Barbecore, with bright pinks and purple searches going wild!

That trend appears to have now passed, and we’re now seeing people push towards strong colours such as bronze, copper and terracotta. The Q3 versus Q2 colour search trend highlights we recorded included: bronze (+1546%); copper (+1106%); terracotta (+688%); multicoloured (+335%); orange (+315%); turquoise (+250%); blue (+224%); gold (+217%) and teal (+216%). The only colours to see a QoQ decrease were purple (-17%) and pink (-23%).

This winter sales period may be one of the most crucial trading periods for UK furniture retail. There’s no doubt that retailers will be going hard on sales,

Searches for ‘maximalism’ decreased this autumn, but demand skyrocketed for strong metallics such as bronze and copper (photo courtesy OKA)

Trending home styles Many people are super fashion conscious when it comes to their home. Minimalism and Scandi style has been big for some time, but recent trends show that japandi and art deco styles have been flocked to by the masses across mid-to-late 2023. Search volumes for ‘japandi’ increased +400% in Q3 versus Q2, and ‘art deco’ saw a +14% increase.

Two styles that have been on the decline over Q3 are maximalism and vintage. We saw people pull back on these styles, which is interesting as they were red hot during the pandemic. Search volume decreases in Q3 versus Q2 were -50% for ‘vintage’, and -10% for ‘maximalism’.

and coupling that with strong value propositions such as quick delivery. At ufurnish.com, we’ll be closely analysing results and doing all we can to keep at the coalface of market insights, to help build momentum for a successful 2024 in furniture retail. www.ufurnish.com

“There’s no doubt that retailers will be going hard on sales this winter, and coupling that with strong value propositions such as quick delivery

56 PRODUCTS CGI MARKETING

COVER FEATURE

A better way to go to market

Dining scene for Devonshire, CGI by Chilli Pepper Designs

“The possibilities are endless

Cutting-edge technology has revolutionised the way furniture is conceptualised, designed, and presented to consumers, and Chilli Pepper Designs has long been on the front foot during this transformation – indeed, the business was voted Best CGI Visualisation Provider in Furniture News’ Readers’ Choice Awards this year.

Founder Neil Buckley-Jensen says: “There is now a better way to get the shots you need to go to market with your furniture. I know from experience the burden of sourcing locations, transport and photographers for traditional photoshoots, along with hoping and praying for the right conditions to display the product at its best.

“Our team of CGI artists create detailed, scalable digital 3D furniture models, which can be placed in a scene of your choice. The possibilities are endless, and produce not only huge cost savings, but also allow you to sell your product in a fraction of the time associated with traditional methods.”

Lago bedroom scene for Bell & Stocchero, CGI by Chilli Pepper Designs

In the past year, the furniture industry has witnessed a significant transformation through the integration of Computer Generated Imagery (CGI) in various aspects of design, marketing, and customer experience, says the artist behind this month’s festive front cover, Chilli Pepper Designs …

Verona dining scene for Listers Interiors, CGI by Chilli Pepper Designs

CGI has had a profound impact on marketing and advertising within the furniture sector. High-quality 3D visualisations enable companies to create attractive photorealistic images for catalogues, websites and marketing materials, which not only reduces the need for expensive photoshoots, but also offers unparalleled flexibility in presenting furniture in diverse settings and styles.

During 2023, Chilli Pepper Design has worked with several companies to enhance their marketing material in various furniture settings at different times of the year (one of the benefits of CGI), with impressive results. These include: Bell & Stocchero, for which Neil’s team delivered three projects over the space of four months; Devonshire, with which Chilli Pepper Designs has executed three projects since the end of last year; and Listers Interiors, with which the CGI specialist has completed five projects, with more to come.

Other projects include outdoor garden lifestyle scenes – which have proved invaluable to Chilli Pepper Designs’ customers during this year’s fluctuating weather conditions, which only seem to be changing more frequently, says Neil: “With that in mind, CGI is also the environmentally friendly option to protect our future, reducing any company’s carbon footprint by lessening the need to ship samples, produce excess inventory, and all the travel associated with those old-fashioned photoshoots.

“Give yourself and your customers a Christmas present, by making it your New Year’s resolution to join the new frontier of furniture photography. Get in touch by scanning the QR code on the facing page, and look forward to the future with no regrets.” www.chillipepperdesigns.co.uk

Happy Christmas from all at Chilli Pepper Designs CGI!

“Nice one Rudolph, now what are we going to do?”

DESIGNS

Another year almost gone. Christmas sales about to start then back to the January Furniture shows. Are you worrying about not having product imagery, photography logistics becoming the start of year burden, marketing cut backs, busy busy busy, disliking January in general?

We can help. At Chilli Pepper Designs we create detailed, digital 3D furniture models of your product that can be placed in a lifestyle scene of your choice. With exhibitions looming and sales materials pending at a time of year when a good sales start is essential, why not try CGI where you will have your desired results well within budget and in no time at all. You can concentrate on the selling and we’ll sort your imagery to sell from.

We represent some of the best retailers, manufacturers and wholesalers in the U.K. to produce their product and scene CGI imagery. You won’t be disappointed and we could help to change your company’s efficiencies and fortunes in 2024!

Oh yes, and as its Christmas, all bookings through December receive a 10% discount Christmas pressie! Get in quick and scan the QR code!

DESIGNS

The Furniture CGI Specialists 01424 734191 info@chillipepperdesigns.co.uk

www.chillipepperdesigns.co.uk

WINNER BEST CGI VISUALISATION PROVIDER 2021 WINNER BEST NEWCOMER 2021 WINNER BEST INNOVATION PROVIDER 2022 WINNER BEST CGI VISUALISATION PROVIDER 2023

58 PRODUCTS CGI MARKETING

Aspiration, innovation, collaboration

Orbital’s award-winning team

Alice Clarke, Rob Walker and Rob Whotton

“A large job that consisted of photographing and Photoshopping together hundreds of SKUs was the nail in the coffin for photography for Orbital’s MD

Based in Long Eaton, the UK Centre of Quality Upholstery Manufacturing, Orbital has been a constant presence in the furniture and interiors industry since the town earned that title. Being surrounded by over 60 furniture and interior businesses meant Orbital was first able to grow its client base locally, which over the years has led to multinational, and international, clients.

Rob started his industry career as a photographer, and quickly learnt the limitations of the medium. Trying to showcase a product which consists of multiple shapes and sizes and comes in an endless array of fabric combinations is incredibly difficult – and perhaps, without a bottomless pot of money and time, impossible. A large job for Debenhams/Sleepeezee that consisted of photographing and Photoshopping together hundreds of SKUs was the nail in the coffin for photography for Orbital’s MD – and, after teaching himself the basics of 3D, and employing a CGI artist, designer and web developer, the Orbital team was born.

Starting out as a team of four in a box room, Rob saw the likelihood of rapid expansion, and in 2018 moved the business into current studio opposite Harrington Mills on Leopold Street – and that team has only grown since, and now numbers over 20.

Rob Whotton, Orbital’s creative director, has been present from the start, working alongside Rob Walker to grow the team and business into what it is today. With a background in design, Rob has an eye for styling, which has proved invaluable in helping develop the quality of imagery the team creates, and assisting clients with web design.

Sarah Pilkington, Orbital’s lead CGI artist and 3D manager, has also present since the company’s inception. Sarah entered the world of 3D in 2015 after specialising in the area in her final year at university.

She developed her skills at Orbital, learning on the job (alongside a good deal of extra practice in her own time). Sarah, who is deaf, has not only grown her skillsets in CGI but has also overcome tough day-today challenges – from starting in somewhat of a junior

Sarah Pilkington

Aspiration, innovation, collaboration – three words that summarise what Orbital Vision is all about, says MD Rob Walker…

position, she now manages 12 CGI specialists the largest team in the studio.

Alice Clarke, Orbital’s sales and marketing director, joined Orbital in 2020, after completing her degree in fine art, as a junior account manager, and has since climbed the ladder. With a diploma in digital marketing and a knack for organisation, Alice has helped develop the team, its processes, client base and sales.

“The Orbital team are recognised and respected within the industry for delivering exceptional photorealistic imagery and marketing services,” says Rob proudly (take a look at p10 for an example of Orbital’s work). “From starting out in producing still imagery, we now offer our clients animations, 3D product configurators and endless imagery options. With the whole team being UK based, and a recognised BFM business, we love to capture the overall message of British furniture – we really are the best of British!” www.orbital.vision

ALL ROADS LEAD TO LONG EATON 29th & 30th April & 1st May 2019

20 showrooms displaying the latest collections of Lounge, Dining and Bedroom furniture located within 2 miles from M1 junction 25 To reserve your copy of our booklet with details of exhibitors, location and general information, including the chance of a luxury overnight stay for 2 with fine dining at Raymond Blanc’s Belmond le Manoir aux Quat’Saisons Hotel and Restaurant in Oxfordshire Email: info@longeatonguild.co.uk or call 0115 973 4481

www.longeatonguild.co.uk

60 PRODUCTS CGI MARKETING

CGI brings Simba’s offer to life Simba has embraced CGI in its new TV ad, which strives to deliver an immersive journey through the features and benefits of its Hybrid mattress …

“We wanted to create a compelling demonstration of our product features and benefits that the viewer can easily understand and engage with

“While it’s easy to experience the layers of comfortdriven, sustainable tech that goes into every Simba mattress in real life, it’s more challenging to engagingly convey the soothing cloud-like sensation on screen,” states the sleep specialist.

To bring its bestselling, award-winning mattresses to life, Simba often uses CGI and video across its social channels, website and advertising, to highlight the benefits of its engineered construction and the technology that goes into every mattress.

In its latest TV campaign, the brand used CGI, inspired by the likes of Apple, which has used such technology to showcase its products in a way traditional film simply would not be able to. This distinctive approach showcases how Simba can differentiate itself from traditional mattress brands – by embracing a tech-focused strategy, allowing it to stand out through its innovative and forward-thinking techniques.

“Months of R&D went into planning the shoot, which incorporated the best techniques to bring the vision to life,” says Simba. “Motion-controlled robots were used for precise camera movement, to allow

seamless integration of CGI and real footage with otherwise unworkable camera movement.”

The film deconstructs a real Simba mattress, modelling every detail in CGI so it matches the real Hybrid Luxe mattress as closely as possible. Diving between the rows of coils, the Simbatex foam layer is cleverly depicted as thousands of tiny bubbles, while the patented titanium alloy Aerocoil springs are experienced up close.

The brand says the end result is the perfect showcase of the Simba Hybrid mattress, with CGI adding a fluency and engaging quality, blending with atmospheric music courtesy of Lo & Novum, and their track Dreaming, which evokes a calming and inspiring atmosphere conducive to restful sleep, complementing a visually impressive campaign.

Jon Moore, marketing and ecommerce director at Simba, says: “We wanted to create a compelling demonstration of our product features and benefits that the viewer can easily understand and engage with. It’s hard to achieve such a result with liveaction footage, so we used cutting-edge CGI to produce a great outcome. We also wanted to create a memorable soundtrack that people will instantly recognise and would give us additional cut-through.”

The results can be seen on the Escapism sponsorship on Channel 4 and Drama channels, and Evenings sponsorship on Channel 5. The TV commercial will air across UK channels and online. www.simbasleep.com

23* - 24 APRIL 2024 Curated by buyers, for buyers

INDX BEDS & BEDROOM Learn more at indxshows.co.uk Brought to you by Cranmore Park, Solihull, West Midlands | *23 April open to AIS Members only

62 PRODUCTS CGI MARKETING

How CGI can reduce product returns High ecommerce trade can mean a high returns rate – but innovative technology such as CGI can give customers the information they need to get their purchases right the first time, writes Jeff Griffin, VP of strategic accounts at product visual specialist Nfinite …

By Jeff Griffin

As online retail continues to flourish, product returns have become a growing concern for retailers. Indeed, Gartner has revealed that a majority of businesses have faced a surge in returns with their expanding online operations.

Product returns can erode profit margins, harm customer loyalty, and disrupt supply chain operations.

Asos recently announced a £291m loss caused partly by “serial returner” customers regularly buying discounted clothes, only to return most of them.

Feeling the effects, retailers are tasked with reducing returns without alienating customers.

The solutions they’re employing vary greatly. For example, some fast-fashion retailers are charging for returns to offset costs and protect margins. By framing these fees in environmental terms, they are striving to retain customer loyalty. Others are enabling peer-topeer returns that keep customers happy but don’t eat into the retailers’ bottom line. And some are offering free in-store returns while charging for returns made by mail. This way, customers still have a free option, but walking through the store encourages them to make an exchange as opposed to the initial return they had planned.

But there is a method that cuts down on returns proactively, and right from the outset – leveraging high-quality product visuals that give customers a robust, detailed understanding of the product.

Although poor-quality or low-resolution product visuals may seem like a minor concern, they can contribute significantly to returns. According to Coresight Research, 55% of brands and retailers reported that more than 10% of products sold online were returned due to disparities between the displayed visuals and the received products. The home furnishing sector experienced the highest return rates, with 14% of products being returned for this reason, which can potentially be attributed to the need for exact size and fit in home environments.

Consumer sentiment research conducted by Nfinite further underscores these findings and the importance of visuals. Special Report: The state of the shopper in 2023 revealed that 83% of consumers are more likely to return a furniture product if the online image does not match the actual item received.

Additionally, 45% of consumers have returned large furniture items due to discrepancies in appearance or size. And over half of consumers are deterred from

purchasing furniture items if there is limited imagery available for their desired colour or finish.

This product imagery problem illuminates a clear solution. To reduce returns and instil confidence in potential buyers, retailers must meet consumer expectations regarding visual content.

According to the aforementioned report, consumers expect to see five or more images of a product before feeling confident in making a purchase. Contextual imagery that aligns with their personal aesthetic or interests also plays a significant role in driving purchase decisions. And, when given the ability to visualise furniture in their own space using smartphone cameras (augmented reality, or AR), 50% of consumers were more likely to make a purchase, indicating the power of personalised experiences.

How can retailers produce these images and experiences consumers are so clearly looking for?

Enter CGI. Over half of the retailers surveyed by Coresight Research reported lower return rates after implementing CGI visuals. High-quality visuals, such as close-ups, lifestyle imagery and 360° views, all made simpler with CGI, allow consumers to examine products closely and experience them as if they are in a store setting, boosting their confidence in purchasing decisions. Add AR, and consumers are able to see how products fit in their own rooms and spaces.

These images and capabilities that accurately depict products will not only satisfy customer expectations, they will also minimise returns and foster shopper trust. According to the report, 52% of brands and retailers investing in CGI believe it significantly reduces returns, and many of these companies are just getting started with CGI. As retailers navigate the challenges posed by increasing online returns, optimising product visuals emerges as a powerful strategy to reduce return rates and enhance customer trust. CGI imagery and other tools like AR can significantly contribute to this goal by offering accurate, holistic depictions of products.

By investing in high-quality visuals and embracing technologies that enable immersive shopping experiences, retailers can minimise returns, drive sales, and build long-term customer loyalty. www.nfinite.app

“83% of consumers are more likely to return a furniture product if the online image does not match the actual item received

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“Quality and craftmanship are our priority, from which our customers are promised unsurpassed comfort and reliability.”

The manufacturer’s Barker & Finch range is the result of a careful manufacturing process executed by skilled craftspeople, and utilises some of the finest components and fabrics from around the world.

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68 PRODUCTS TRADE SERVICES

Transforming furniture packaging Furniture manufacturers are constantly seeking ways to boost efficiency and reduce costs, yet the packaging process often goes overlooked, states Ribble Packing …

“The industry has embraced automation, dispelling initial worries about quality and adaptability

“Countless furniture manufacturers are currently grappling with a range of packaging problems that not only impact their operational efficiency but also have significant financial implications,” says the Oldhambased packaging specialist.

“Adding to this is the reliance on traditional packaging methods that have long been in use within the industry. These conventional approaches, while deeply ingrained, often prove to be surprisingly wasteful. They also may demand a significant level of skill from your employees, presenting yet another challenge.

“Whilst these are just a few of the common faults from across the industry, it shows how important it can be to ensure your packaging quality remains consistent while packaging a wide array of different furniture, whether it’s antique dining sets, flatpacks, or large beds.

The need for innovation “In response to these obstacles, manufacturers increasingly embrace automated packaging solutions,” Ribble continues. “The industry has embraced automation, dispelling initial worries about quality and adaptability. Cutting-edge machinery like Panotec automation now provides groundbreaking solutions that revolutionise furniture packaging.

“One of automation’s key benefits is its capacity to minimise the demand for specialised skills in furniture packaging. Automated processes render it accessible to a broader spectrum of operators, requiring minimal training. This not only streamlines the process but also alleviates the challenge of skilled labour shortages.”

Transition to automation Manufacturers can start by assessing their current packaging processes and identifying pain points, says Ribble, adding that this initial step provides a clear understanding of where automation can

make the most significant impact. Once the areas in need of improvement are identified, Ribble adds, manufacturers should research and choose the right automation solution for their specific needs.

Customisation and flexibility “One of the key advantages of automation in furniture packaging is the ability to customise solutions to meet the unique requirements of each manufacturer,” Ribble explains. “This flexibility means that manufacturers that use automated packaging systems no longer need to rely on one-size-fits-all packaging.

Quality assurance “Quality assurance is at the heart of any manufacturing process, and automated packaging solutions are designed to excel in quality control while reducing the potential for human error. With Panotec automation, furniture manufacturers can enhance their efficiency and reduce costs while maintaining the quality and reputation of their brand with consistent packaging.

“Embracing automated packaging solutions represents a pivotal shift. Manufacturers who harness this technology are not only addressing their current challenges but are also strategically positioning themselves for future growth and emerging trends in the industry.”

Anyone eager to explore how automated packaging can transform their operations can get in touch with Ribble Packaging by calling 0161 284 9000 or visiting the company’s website. www.ribble-pack.co.uk

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70 PRODUCTS TRADE SERVICES

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Rhenus Home Delivery (UK) offers “unparalleled storage solutions at its immaculate, secure warehouse, which provides up to 32,000 pallet spaces, boasting German-designed racking configurations for large, bulky, and heavy items.

Clients can avail of pick-and-pack and rework services, and benefit from Rhenus’ cross-dock facility strategically situated in the Golden Triangle. With seven conveniently positioned sub-depots, Rhenus’ JIT solution promises maximum efficiency – localised crews ensure swift deliveries, averaging just 2.1 days.

“Elevate your customer experience with Rhenus – where quality meets efficiency, setting new benchmarks in furniture storage and distribution,” concludes the fulfilment specialist.

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Few understand how much of the profitability of a business depends on the warehouse operations, states warehouse furniture and trolley manufacturer Steely Products: “It’s in here that hidden costs and not-so-hidden costs can only be overlooked at great risk to profits and reputation.

“Damage, inefficiency, repeat deliveries and mistakes on customers’ orders all take a big chunk off the bottom line.

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72 OPINION

Raking over old coals With the Covid inquiry’s findings coming thick and fast, Furniture News’ Paul Farley looked back at his own coverage of the approaching pandemic in February 2020, and considered what might be learned from it …

By Paul Farley

While storm Ciarán, at best, prompted us to rake our lawns, it was more of a case of raking over old coals last month, as the Covid inquiry brought revelation after grubby revelation to light.

Yes, there were successes, and we should never underestimate the scale of the challenges facing Government at that time. But the big news was the failures. Abysmal working culture, political point scoring, and, at the heart of it all, indecisiveness, hypocrisy, mistakes and poor policymaking that, taken together, may have cost thousands of lives. While few of these accounts are truly surprising in isolation, their immortalisation in public record paints a grim picture, the dirty laundry of a global disaster.

I can’t even begin to understand how this evidence will impact anyone who suffered serious loss during those years. Did the Government lock us down too late? Was herd immunity a serious strategy? Did anyone actually appreciate the threat of the virus until it was too late?

In early February 2020, prompted by mounting media noise, I reached out to several contacts in an effort to grasp the implications of this ‘novel coronavirus’ and its possible impact on the UK furniture trade. Here, in the spirit of the Covid inquiry, I’m reflecting on some of the points the subsequent article raised …

“The coronavirus outbreak has come at an unfortunate time, when GDP is already on a downward trend and China is facing complex challenges, including a trade war with the US” With Brexit still some way through delivery, the UK’s bureaucratic mechanisms were far from well oiled – yet crisis planning for a no-deal outcome would at least have helped us anticipate some of the worstcase trading scenarios, while coming out of Europe arguably helped the UK execute the vaccination programme faster than it might have otherwise.

“We’re anticipating six months of disruption” If only. And this was a realist importer’s perspective – even by February, the knock-on effects were mounting fast.

“We won’t see the majority of the repercussions for 6-8 months” While the virus’ immediate impact is impossible

to forget, we’re still experiencing the longer-term consequences. As consumers, we’ve reassessed our attitudes to everything from spending, leisure and risk, to family, health, and working practices. Our spending patterns are still out of kilter.

In the trade, the victims of sky-high freight fees are still coming forward, the burden of ab-sorbing so many extra costs finally proving too much to bear.

With the home spending craze making way for inflationary pressures, high stocks remain in warehouses and docks, as owners weight up the cost of disposal against mounting storage and demurrage fees. And although the ecommerce boom is behind us, there’s little doubt the pandemic accelerated consumers’ willingness to shop for furniture online.

“The outbreak has thrown China’s role in the global economy into stark relief” A good deal of re-sourcing took place during the pandemic, with many buyers turning to the Far East, Eastern Europe, and now the US, in order to redistribute their eggs into separate (if costlier) baskets. The political situation concerning China – whether Trump is re-elected or otherwise – remains unpredictable.

Although some hoped that the barriers to imports would give British-made furniture a major fillip, a reliance on materials and components from overseas held back what could have been a more decisive swing. A lack of capacity, exacerbated by inconsistent staffing (especially in large factories where the spread of infection was an ever-present risk), often resulted in a tendency to over-promise and under-deliver. Order books could take many, many months to fulfil, leaving behind a trail of disappointed customers.

“China’s principal Q1 trade shows have been cancelled or postponed” The events industry truly had a rough time during the pandemic, and attempts to reschedule exhibitions within new timeframes, or in online formats, rarely proved successful. The reverberations in the buying cycle persist – Germany’s imm cologne is only just getting around to staging its first in-person January event since 2020.

“We factor in a longer lead time than is actually required”

“We’ve reassessed our attitudes to everything, and our spending patterns are still out of kilter

73

Image courtesy iStock/jgfoto

“Yes, there were successes, and we should never underestimate the scale of the challenges facing Government at that time. But the big news was the failures Although the fast-evolving situation stifled more effective planning, regular and honest communication between stakeholders and customers proved of real value. Many will long remember how their partners behaved under pressure.

“Prices will inevitably start to rise” And rise they did, driven by soaring freight and material costs. Some businesses spent the entire pandemic trying to monitor and reflect the almostdaily variations in prices – but most did what they could to absorb the increases rather than pass them on to their customers.

With such high demand across the board, was there an opportunity to hike shop prices, and realign the UK consumer’s expectation of how much they should pay for furniture? Unlikely, given the pressures arrayed against both seller and consumer at the time. Nonetheless, shop prices would only begin to increase more significantly in 2022.

“It will take clear, honest communication from all stakeholders to successfully navigate the coming months” The prevention of face-to-face business opened the door instead to videocall culture, and communication was key. Businesses that shied away paid the price, and management en-sconced in ivory towers soon noticed a growing disconnect from their staff – the people that would quickly become their most valuable commodity.

“I remain hopeful – confident even – that the UK can remain essentially virus-free, because of our border controls and health system infrastructure.

But should that situation deteriorate, then faceto-face retail will inevitably suffer – the most dangerous thing we need to be cognisant of is public hysteria and scaremongering” Perhaps we had more faith in our systems than they deserved (take the failure of Test and Trace).

But further consideration simply brings up more questions, like those the Covid inquiry is currently grappling with. Might better communication have

mitigated Covid-19’s impact? Should the UK have locked down sooner?

Looking back, moving ahead The furniture industry as a whole proved resilient during the pandemic, in large part thanks to the nation effectively being placed under home arrest for long periods of time. Those consumers were also unable to spend on other big-ticket purchases such as overseas travel, or were transitioning from office work to hybrid/home-working set-ups. It was a boom time for home goods, with demand commonly exceeding supply.

Today, furniture businesses continue to wrestle with the costs of fulfilling that boomtime demand, striving to live up to perhaps unattainable YoY comparatives while laying founda-tions for the future.

While we may have expected the reassertion of some stability three years on from the pandemic’s outset, the Covid inquiry findings arrive at a time of ongoing uncertainty, with persistent inflationary pressures, volatile global relations and the approach of a general election.

Given the plethora of challenges to be faced down today, why face up to the unanswered questions of yesterday? What use is raking over old coals?

I’ve long had a healthy respect for the lessons of history, and for the damage pandemics can wreak.

But, writing that article in early 2020, and watching the case numbers grow from country to country, I too shied away from exploring the more extreme scenarios (including national lockdowns). Airing such concerns felt like an overreaction, and some of the possibilities were just too frightening.

Either way, just as the Covid inquiry threatens to dredge up some things we’d rather forget, what remains makes for a sobering read. Let us hope that, politician or professional, we’re able to learn from our experiences, and emerge better equipped to deal with the next crises.

Read Paul’s original article at www.furniturenews. net/resources/articles/2020/02/2046764883coronavirus-and-uk-furniture-industry

74 OPINION

A Florida Yankee in King Charles’ Court

By Gordon Hecht

Travel is always great, and vacation travel is even better. My everlovin’ bride and I made a 16-day journey across England in September. Our plan was to see the countryside with no visits to big cities. We stayed in true bed and breakfast homes with local residents. We ate and drank in the neighbourhood pubs. And we did it all while driving a rental car, which was a challenge in itself.

The US and the UK share more than a common language. Ever since resolving that dustup in 1776 our cultures have been interconnected. The BBC is littered with American programing like Friends, CSI and Modern Family.

But, as much as we are similar, we got to experience some differences on our trip too …

Convenience pays We drove on their motorways, similar to our interstate highways. Those roads were wide and smooth. About every 20 miles there is a service area – kind of like a rest stop, but even more. Each service area has a fuel station, but also a large food court with a choice of several restaurants, all at premium prices – everything from Starbucks to KFC, to a Chinese takeaway and midsize convenient stores – and large, clean restrooms.

Each place we stopped had a full parking lot, probably 200 cars or more. People took a needed break and got a bite to eat or a hot beverage. On average we spent 30 minutes at each stop.

It goes to show you – when you provide a clean, comfortable environment with lots of choices people, will stop to shop your business (and gladly pay a few pence more).

Speak English!

We Americans like to fancy up some common terms. The Brits are a bit more plain spoken. No restrooms or powder rooms in the UK. They call a toilet a toilet. No exit signs there, either, signs simply point to the ‘way out’. We call it an elevator, they call it a lift.

In our retail world we often use a four-bit word when a two-bit word will work as well. Like ‘initial investment instead of ‘down payment’, ‘white glove’ delivery instead of ‘we do everything for you’, or ‘value’ merchandise instead of ‘lower-price goods’.

Sometimes, plainer is just plain better.

Image courtesy iStock/PepeLaguarda

It can be refereshing to hear a different take on the approaches we take for granted in UK retail – and there’s a good deal to be proud of, writes our US correspondent, business growth and development consultant to the retail home furnishings industry, Gordon Hecht …

Service with a smile We experienced a better level of service in England.

Most restaurants and pubs expect patrons to book (reserve) a table before dining. At our first pub, we did not know that. Our host still found us a table and presented us with a business card and instructions to call his mobile phone anytime we needed a table.

Just as we were strangers in a strange land, your shoppers, also, are not experienced in the ways you do business – how payments are made, or how to prepare their home for delivery. Take the role of host and help walk them through the shopping, buying and acquisition process. And forgive them their sins.

Price transparency In England, the price you see is the price you pay. Every marked price includes all taxes – no extra +5-9% added surprise at the register. My everlovin’ bride thought this was a brilliant idea. On the other hand, I like to see how much of my dough the government is getting.

When you quote a price to a shopper, it’s always a clever idea to give them the total amount.

Merchandise, delivery, services, taxes, and any other extras. If they’re gonna pay $1273.50 for everything, let them know.

Your conversation should be similar to, “Your total is $1273.50 including tax, delivery, and the extended service plan.” Eliminate the surprise at the end, and you won’t lose the deal at the register.

England is a beautiful country. The people we met were warm and friendly, and treated us like neighbours.

Those unlucky drivers who were behind me as I drove 35mph on a 50mph ‘A’ road were patient and forgiving.

Many gave me the two-finger peace sign as they passed me.

As we share our two cultures, we all become better for the experience.

Gordon can be reached at gordon.hecht@aol.com

“The US and the UK share more than a common language. But, as much as we are similar, we got some differences

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76 OPINION

Demystifying off-site SEO With greater scope for sites to be damaged by the wrong strategy (or, more likely in 2023/24, simply a waste of investment), it’s worth taking a moment to digest the core principles behind off-site SEO. Even among SEO professionals, there’s extensive (sometimes almost ideological) debate around the off-site SEO strategy that is most impactful. With that in mind, it’s worth noting that the breakdown in this article is based on my own years of experience, and the myriad of experiments carried out at the agency I work for. With that caveat, onwards!

Employing a robust off-site SEO strategy is essential for furniture businesses wishing to stand out online (photo courtesy iStock/webphotographeer)

The importance of customer-friendly content and a polished website ‘shop window’ to support search engine optimisation (SEO) is well understood by many furniture brands both large and small – but the discipline known as ‘off-site’ or ‘off-page’ SEO is significantly less so, explains Martin Calvert, marketing director at digital agency ICS-digital.

By Martin Calvert

What is off-site SEO? For those unfamiliar with the term, off-site SEO refers in a large part to how your site relates to other sites on the internet, primarily through how it is linked to by other domains.

To give an example, we’d expect an established, high-quality bed manufacturer’s site to be linked to by review sites, channel partners, stockists, perhaps the National Bed Federation, and so on. If the brand had a really significant presence, we’d also probably see mainstream media linking to products during seasonal events, or company news featuring in the industry press along with a relevant link to the site.

All of this may occur perfectly organically without anyone uttering the phrase “SEO”, but the cumulative impact should be this particular site being seen by Google and other search engines as a relevant site for searchers – and one that can be trusted.

On an even more fundamental level, links between sites are how Google’s ‘crawlers’ find, index and categorise new and existing sites – so links are critical to being found and ranked by search engines, as well as being found and read by potential customers.

Why prioritise off-site SEO? As with the above example, it’s potentially reassuring to learn that by being an active and trustworthy brand, you’re actually ‘doing’ SEO in a sense already.

However, taking a closer look at off-site SEO means getting greater value from existing ‘on-site’ or ‘onpage’ efforts.

Even though you may already be ticking multiple boxes for search engines as a by-product of your marketing plan, taking a more deliberate and purposeful approach – particularly when you already

invest in high-quality on-site content and website performance – makes sense.

More than this, with a sensible and scalable strategy, it’s possible to reduce the reliance on paid advertising, aggregators and resellers (that so many in the industry have) and rebalance the strategy (where preferable) on organic customer acquisition and higher-margin direct sales.

What is the purpose of a deliberate off-site SEO strategy?

The most fundamental goal of an off-page or off-site SEO strategy is to increase the quality and quantity of links to your site – ideally to the pages that have the greatest potential to rank, and influence sales.

In furniture ecommerce, links to category pages or even individual products can be ideal, but the plan is best informed by keyword research and where the greatest financial benefit lies (a topic I covered in last month’s issue).

The challenge is to develop strategies that drive links to commercial pages – easier said than done when other brands may be more likely to simply link to your home page rather than push a particular product.

What methodologies are most effective in off-site SEO? As a baseline, obtaining links from relevant industry

“Off-site SEO refers in a large part to how your site relates to other sites on the internet, primarily through how it is linked to by other domains

77 partners, trade bodies and trade press is key. These links will reconfirm to search engines that you belong in the same ‘cluster’ as other furniture brands, so topical relevance of these sites is significant.

Once you’re in this cluster and viewed as one of many furniture manufacturers or retailers, the challenge is to be seen as the most relevant site for customer searches.

Of course, content is a huge part of that, and it’s essential to plan content around how different customer audiences search – but there’s an off-site SEO aspect of this too.

With furniture companies often sharing similar website structures and content around similar products at often similar price points, how does Google ‘pick a winner’ for top rankings? Sometimes this comes down to the expertise shown in content, as discussed, but the power of brand is key – and offsite SEO strategies can also boost your brand image.

Earning links from the mainstream media is great for brand awareness, but it also presents an image to search engines that your site is a trusted authority, worthy of the most authoritative media coverage.

An unfair game?

This is in part why non-specialist retailers can end up ranking above industry experts – their brand footprint and brand trust is so high that search engines make the calculation that many users will (for example) click an Amazon search result rather than a niche

furnituremaker who is relatively unknown.

This may seem unfair, but it’s also an opportunity for those who take the time to craft creative PR campaigns and initiatives that increase brand visibility and earn links from mainstream publishers.

That means taking less of a product focus and tapping into larger, more general themes that may be part of the news agenda, seasonal trends, or some larger cultural conversation. For this type of campaign, it’s important to build in newsworthy hooks, so using your own exclusive data, surveys, analysis, expert comment and so on can increase the chances of earning coverage.

There are many other approaches to acquiring links – many are frowned on by Google, but this (to me) is less of a concern than the potential risk of simply wasting money.Paying for links on weak, irrelevant sites, or carrying out arcane strategies from strange ‘consultants’ is to be avoided. It’s important for nonspecialists to trust their gut and interrogate anyone purporting to be an expert in SEO (including the author of this article!).

So, while a purposeful and impactful off-site SEO strategy is likely to be neither inexpensive or easy, it needn’t be confusing. More than this, for those who want to prioritise SEO, it’s worth looking into off-site SEO methodologies and differentiating in the eyes of search engines and customers.

“The most fundamental goal of an offpage or off-site SEO strategy is to increase the quality and quantity of links to your site

www.ics-digital.com

Remembering to have fun at work This month, Steve Pickering, the ‘unorthodox’ CEO of fast-growing South East independent bed retail chain Sussex Beds, explains how he encourages staff to have fun in the, erm, ‘workplaice’ …

A whopping 93,600 is the average number of hours we will spend working throughout our lives.

Should they be spent having fun or being miserable?

I’m for fun, and although not officially one of our values, culturally we do have, and encourage, fun at work – whether that’s within weekly huddles where someone is awarded the Bed-knob of the week for the best gaffe or faux pas (proud to say I have won this multiple times), or through the companywide #social-kudos-newsupdates channel on Slack, where light-hearted funny observations, stories and interactions take place between the team.

For example, one of our stores

reported an enquiry they’d received asking whether they sold fish. An onslaught of fish puns followed (bet he went into the wrong plaice, sounds like eel need to go somewhere else, cod you guys are funny, etc).

A great customer review was received commending the helpful, knowledgeable service provided from bed specialist ‘Cholesterol’ (it should have read ‘Chloe’). A typo, autocorrect gone wrong, this tickled the team and prompted a flood of kudos comments congratulating Cholesterol Chloe.

A very important discussion kicked off in our back-office team on a dreary Monday afternoon, on the subject of which cut of steak

was best. A majority could not be achieved, so a full company poll was created, and overwhelmingly confirmed ‘fillet’ as the winner (for me, it’s ribeye, but that’s democracy for you) Finally, one of my favourite recent back-office initiatives is Wine-Down Friday. At 16.45, everyone downs tools, stops work and comes together to toast and celebrates the week’s achievements.

What fun initiatives do you do in your workplace? And what’s your favoured steak?

Discover more of Steve’s thoughts on his blog, at www.linkedin.com/in/stevepickering-unorthodox-ceo/

“I’m still not happy with this – for me, it’s ribeye, but that’s democracy for you

78 OPINION

Furniture – the store’s unsung hero The furniture utilised in stores, often an unsung hero, helps shape buying habits and elevate shopping experiences, writes Katie Furmston, head of design and research at independent, retail-focused quality and sustainability design specialist Design Conformity.

While home and workplace furniture are often overlooked, there’s another space in which the role of furniture is seldom even acknowledged – the retail space. In this environment, furniture takes on a unique identity, distinct from what people are accustomed to in their domestic or office settings.

There are several reasons that contribute to this distinction:

By Katie Furmston

It is seen as temporary: Retail furniture often serves as a temporary fixture, showcasing products for sale, with displays changing frequently It is a sales tool: Its primary purpose is to facilitate the buying and selling processm rather than longterm functionality There is limited personal connection: Unlike home furniture, retail furniture lacks the emotional or functional connection people establish with their personal belongings There is so much variety: Each piece of retail furniture has a specific role in showcasing different products, leading to varying styles, sizes, and personalities The art of presentation Retail furniture – including display shelves, rails, and showroom setups – plays a crucial role for the products it presents – and the arrangement and presentation of retail furniture is carefully crafted to highlight the products on display.

The reasons behind this meticulous curation include: Visual appeal: Well-designed displays enhance the appeal of products, capturing the attention of shoppers without overshadowing the merchandise Organisation: Retail furniture organises and categorises products, making it easier for customers to browse and locate items Atmosphere and experience: How you display a product will contribute to the overall shopping experience that customers have, often influencing the way in which they will identify with a brand or product

Accessibility: Retail furniture should ensure products are easily seen, touched and tried out, further enhancing the shopping experience and encouraging purchases Furniture as narrator IKEA is a pioneer in creating immersive room setups that enable customers to envision products in their own lives. By transforming the retail space into a canvas of possibilities, IKEA’s retail furniture provides scenes and ideals that help sell their products.

The Body Shop also offers a unique perspective on retail furniture. Their furniture isn’t just a backdrop – it’s part of the narrative. The company invites customers to see beyond the product and explore the materials used, offering a way of life rather than merely products. The tactile nature of their furniture adds an extra layer to the shopping experience, making it engaging and memorable. Understanding the role of retail furniture to set the scene for a brand’s products reveals how it makes them more appealing and engaging to potential customers.

Sustainability – shaping the narrative Considerations of sustainability bring a new dimension to the role of furniture, challenging us to change the narrative associated with furniture and products. Material choices, finishes and practicality play essential roles in this. Furniture, whether for product displays, office spaces, or homes, must be designed with repairability, adaptability, and conscious production in mind.

Our Circular Design Certificate takes this commitment further, encouraging companies to report their carbon footprint and develop more circular products that reduce carbon impact by facilitating reuse and recycling.

Furniture transcends its functional purpose, becoming a silent storyteller for the products that buyers encounter. It has the power to shape experiences, influence decisions, and even contribute to understanding sustainability. The next time you design, sell or buy furniture for retail, take a moment to appreciate how it will make the consumer think, feel and do, to ultimately buy the product on offer. www.designconformity.com

“Retail furniture – including display shelves, rails, and showroom setups – plays a crucial role for the products it presents

80

YOUR 2024 SUCCESS STRATEGY

Takin' Care of Business

5 ESSENTIAL WAYS TO MAXIMISE YOUR SALES AND PROFI T • ADVERTISING – Most advertising does not work very well. If yours isn’t, stop wasting your money now. Don’t blame the media channel,

blame the message. Re-design your advertising in a benefits-orientatedstyle. Call Greenwood for effective copywriting know-how.

January – big for sales, and big for our advertisers!

• PRODUCTS – Be ruthless with your precious floor space. If a product

January’s issue is unrivalled, with essential show previews, engaging features and extra event distribution.

potential of all your products in a Greenwood Sale.

In short, it’s an unmissable opportunity to take your business to market.

• SELLING SKILLS - Get good at selling. Most retailers don’t employ a

• The best January Furniture Show and INDX Furniture previews

or collection isn’t performing after being given a fair trial, then clear it and replace it with a faster selling line. Test and measure the selling

proper retail sales process for big ticket goods. The most successful ones do. Invest time and money in quality sales know-how. Call Greenwood to arrange an effective sales training course for your team.

• Buying Groups and Associations and Delivery Fulfilment features

• COMPETITION – Check your competition to find out what they are offering. Avoid all-out price wars. Out-perform your competition on the most relevant beneficial points including choice, quality, value and

• Plus the latest in Bedroom, Living, Dining and Trade Services

service. Call Greenwood to mystery shop your competitors.

Don’t miss your chance to be part of January’s bumper issue!

• PROMOTION – Promote your business effectively. Every good retailer from Aldi to Harrod’s does. Consider using a Greenwood Sales Promotion to increase sales, turn stock into cash and win future market share, while protecting your profit at the same time. Call Greenwood!

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Tackling theAWARDS CGI fabricSUPPLEMENT challenge BED INDUSTRY BED SHOW LIVING |eyes TRADE SERVICES The Hastings Sofa |Company expansion

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Celebrating this year’s Bed Industry Awards JANUARY FURNITURE SHOWAlice Hall Growing glam with Rowen Homes’ INDX BEDS & BEDROOM | DINING shopper segmentation LIVINGRethinking | BEDROOM | TRADE SERVICES

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Gender equality in the furniture industry

Loaf’s Nick Holmes steps up JANUARY FURNITURE SHOW

INDX FURNITURE | SPRING FAIR | BEDROOM The direction of furniture ecommerce DELIVERY FULFILMENT | TRADE SERVICES BUYING GROUPS AND ASSOCIATIONS

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CAN’T GET THE STAFF? The industry’s recruitment and retention challenge BED SHOW | LIVING TRADE SERVICES BEDROOM Arighi|Bianchi’s family values

THE PRICE IS RIGHT?

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Negotiating the cost of living crisis

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PARTNER COMMENT OPINION 81

WOMEN IN FURNITURE NETWORK (WIFN)

Enabling industry women to connect The second Women in Furniture Network (WIFN) event took place at The Iron Gallery in Birmingham in October. Zoë Bonser, portfolio director for the Retail Division at Clarion Events, the company behind trade fairs including the January and Manchester furniture shows, outlines how the network continues to go from strength to strength, bolstered by new initiatives that make it easier than ever for women to come together and further their furniture industry careers …

By Zoë Bonser

It was wonderful to see so many women from across the industry at our latest event. Seeing the network grow rapidly, and the overwhelming positivity from our attendees who have built worthwhile connections within it, just cements how important a supportive network like this is for the industry.

Being in Birmingham allowed us to bring together women from across the country who work within the furniture and design industry for an afternoon of inspiration and connections.

The Furniture Shows team were delighted to be joined by so many wonderful women and enjoy an afternoon filled with insightful talks from: Heather Agan de Visser, a renowned coach, consultant, and speaker from Fierce Consulting, along with; Emma Botham, a senior category manager in furniture from eBay; and Natalie Cole from The Furniture Makers’ Company.

We centred the event around the theme of Mentorship, and attendees left inspired by the speakers’ stories and motivating anecdotes that proved how integral mentoring is for a women’s career.

Heather delivered an engaging presentation that touched on the importance of learning to trust your gut in life and business, as well as ensuring that all women work together to support and raise each other up. Her insights into personal and professional growth resonated with attendees, leaving them inspired and motivated to pursue their goals.

We also had eBay’s Emma Botham sharing how mentoring has helped shape her career journey, by highlighting how important her mentor has been throughout her career as an essential sounding board when she comes up against challenges.

Continuing this theme, Natalie Cole introduced the network to The Furniture Makers’ Company’s new initiative, the Apprentice and Skills Plus Service. She highlighted the importance of getting young people interested in careers in the furniture industry, and how it can be beneficial for manufacturers to take

on apprentices to ensure the continuation of British manufacturing.

The goal behind WIFN is to foster a proactive network to help women in the furniture and design industry to connect and support each other, so the WIFN team were excited to announce the new Mentorship Exchange platform. This platform will facilitate an environment where mentors and aspiring mentees can connect, and find support and guidance from other women facing similar challenges in the industry.

If you didn’t make it to our Birmingham event, then you won’t want to miss our next WIFN event! Join us at our Speed Networking session at the January Furniture Show on the 22nd January 2024 at the NEC Birmingham, from 5:30pm-7:30pm at the Crafting the Future networking hub in Hall 5.

Attendees will be able to join an energetic Speed Networking session, where they can meet a mix of exhibitors and visitors attending the show, as well as hear from senior female leaders from across the industry. www.thefurnitureshows.com/women-in-furniture

INDUSTRY PARTNERS

“The new Mentorship Exchange platform will facilitate an environment where mentors and aspiring mentees can connect

Women in

FURNITURE

Young Furniture Makers exhibition.

82 OPINION FEEDBACK

THIS MONTH, WE’RE ASKING …

What do you want from a trade event?

Our industry lacks the level of market analytics that other industries enjoy. Improving this would hugely benefit our partners and the consumer

Mainly to view new products and network, but being able to see speakers offer expert presentations would be a bonus Jerry Cheshire (bed and mattress expert)

Jonathan Burrage (Hydeline Furniture)

A good proportion of decision-makers attending Tim Hobbs (Prestige Furniture Logistics)

As an organiser of trade events for the furniture industry, it’s vital to provide great all-round content for visitors, enthusiastic exhibitors, new product development, topical seminars and an opportunity to network Phil Spademan (BFM)

Firstly newness, both in products ready for market and insights into future trends and technology … and a strong representation of brands across the sector to ensure the event delivers maximum return. The opportunity to meet people from manufacturers and relevant organisations, including those who may not be your usual point of contact, is key Martin Eastwood (Mattress Online)

To meet up with customers old and new and take some orders Brian Levitt (Brian Levitt Sales Agencies)

Good footfall of customers, both current and prospects, so we can show them our products in person – I believe getting to know them and their requirements, as well as allowing them to ‘touch and feel the products, is key to building successful relationships

As exhibitors, we want to see well-organised, well-advertised, valuefor-money events where exhibitors’ needs are taken into account as much as the visitors’ – this will encourage more people to exhibit, and therefore more visitors to visit. Surely it’s a bit chicken and egg?

Carole Nolan (Gallery Direct)

Nichola Hornby Bell (Alpha Designs Upholstery)

Value for money

ROI is key, and a commitment from the trade in general to attend and support British manufacturers. Without this, trade events are in danger

Ultimately ROI, but we don’t consider this to be solely focused on driving sales. We recognise the value in maximising these opportunities to network and build relationships, increase Siren’s profile and establish brand recognition amongst potential customers and industry peers

Nick Williams (Sweet Dreams)

Gavin Boden (Rhenus Home Delivery (UK))

It’s a great opportunity to show visitors a side of us they may not expect

Andrew Kerr (Siren Furniture)

Paul Little (Airsprung Group)

Sales, and lots of buyers

Creating good customer relationships and new business – whether that’s new displays with existing customers or opening new accounts, resulting in improved sales – and understanding what the rest of the industry is doing

Greg French (Westgarth Furniture)

It’s an opportunity to see and try new products and compare similar brands under one roof. We also often gain inspiration for our store displays James Dunne (Prestige Beds)

Sam Jackson (Bluebone Imports)

High level of visitors, good competition, lively social interactions and lots of sales Steve Warren (Sleepeezee)

Variety, newness and inspiration. We sometimes place orders at shows, but more often we order afterwards. But they are vital for seeing what’s new, and what the trends are Andy Stockwell (Gardiner Haskins)

WE WANT TO HEAR FROM YOU! • Follow Furniture News on LinkedIn • Join us on Twitter @FurnitureNewsED • Contact the editor at paul@gearingmediagroup.com • For advertising and subscription enquiries, see p3

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