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This month: Brussels proves its worth 20 years of The Sleep Council Eat Sleep Live’s reclaimed wood appeal

The essential guide to the UK domestic furniture and furnishings trade

December 2015

Deluxe Rustic, Homestyle GB

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We are launching the most


Visit us at the Furniture Show 2016 - HALL 4 Stand B20 Telephone: 00353 429 351 351

Hall 4 Stand B20

TCS - Solely Committed to Serving Independent Retailers

the complete service


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The Carpet Specialists

T’s & C’s Apply

upholstery dining bedroom carpets

24/11/2015 13:39

“Retailers can surely profit from putting comparable efforts into bolstering their online offering as they do in-store, providing products and a service that is fresh and unique”

Comment Christmas is all too quickly upon us once again, bringing with it the most vital – and stressful! – trading period of the year. Whilst retailers large and small will undoubtedly be preparing their stores for the influx of customers and heightened orders, it’s also important not to forget the power of the web during this busy season. In an increasingly omnichannel market, retailers can reap the benefits of heavier online traffic during the Christmas period, with consumers spending more time hunting for promotions and bargains on the web. The reasons customers may rely on placing their orders online rather than in store are in abundance – to avoid the hustle and bustle of physical shops, to limit the time spent shopping during this already-hectic time, or to follow up after seeing an item in store previously and being able to make the final purchase on the store’s website. According to a recent report by the Office for National Statistics (ONS), the value of online sales in the retail sector increased by 11.2% in October compared with the same time last year, driven by stores which are constantly improving their online offering. What’s more, the British Retail Consortium’s (BRC) latest findings showed that online sales represented 19.1% of total non-food sales in October – the highest penetration rate since November 2014. With furniture being cited as the fastest-growing category online, this is a clear sign that retailers should be stepping in and taking advantage. John Lewis is a prime example of the rise of the omnichannel

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Christmas, with two-thirds of its customer base now visiting both a store and its website to make purchases, and the retailer seeing an 8.5% sales growth online following the launch of its Christmas ad and new seasonal assortments. With this in mind, retailers can surely profit from putting comparable efforts into bolstering their online offering as they do in-store, providing products and a service that is fresh and unique. In the spirit of Christmas, this month’s issue is packed full of treats, including a first-hand review of the recent Brussels Furniture Fair, an interview with reclaimed wood furniture retailer Eat Sleep Live and a profile of The Sleep Council. Plus, don’t miss our healthy preliminary preview of the upcoming January Furniture Show, a strong Showtime feature, looking ahead to some of the industry events of 2016, and a wallplanner included with the issue. Here’s looking forward to a happy and successful Christmas and New Year!

Victoria Noakes Victoria Noakes, deputy editor T 01424 776105 E Twitter @Victoria_FNmag

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INFORMATION This month: Brussels proves its worth 20 years of The Sleep Council Eat Sleep Live’s reclaimed wood appeal

The essential guide to the UK domestic furniture and furnishings trade

December 2015



Partner Comment

Paul Farley, editor of Furniture News and marketing director of the IAFP, discusses trading on a global level

14 News Deluxe Rustic, Homestyle GB

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?The Deluxe Rustic collection from Homestyle GB (www.homestyle.

Editor Paul Farley 01424 776101 Twitter @FurnitureNewsED Deputy editor Victoria Noakes 01424 776105 Twitter @Victoria_FNmag Advertising manager Sam Horscroft 01424 776100 Twitter @FurnitureNewsAD Advertising executive Trisha Fletcher 01424 776100 Production manager James Ash 01424 775304 Production deputy manager Katie Bate Production assistant Stephanie Reading Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 Twitter @extralegg Publisher Nigel Gearing Accounts Wendy Williams 01424 774982 Subscriptions Annual Subscription Rates UK-£65 Europe-£85 RoW-£95 Repro, print and distribution Acorn Web Offset Ltd Gearing Media Group Ltd 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2015 General information No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content. The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof.

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22 Interviews

Victoria Noakes speaks to founder of and designer for reclaimed wood furniture retailer Eat Sleep Live, plus Turnbull & Thomas stars in this month’s Clickthrough interview

26 Events

MIFF is featured in December’s Fair Comment article, plus reviews of Brussels Furniture Fair and Möbelmeile

Brussels Furniture Fair (30)

36 Resources

Stephen Sidkin, a partner at corporate law firm Fox Williams, discusses the future of selective distribution agreements

38 Profiles

Furniture News speaks to Lisa Artis and Jessica Alexander, principals of the Sleep Council, on the dawn of its 20th anniversary

42 January Furniture Show preliminary preview

An extensive initial preview of the upcoming January Furniture Show ahead of our main preview in next month’s issue

Sheetal Sachdav (112)

64 Beds & Bedroom 74 Living Room 76 Showtime

A round-up of some of the events of 2016

104 Designer

Rob Scarlett Meets James Hudson, and Andrew Lawton dissects his chest of drawers in our In Design feature

112 Last Word

Sheetal Sachdav, CEO and founder of Treniq, answers our questions about her career history and work and life philosophy

The Sleep Council (38)

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Media Partners

Furniture News enjoys partnerships with a wide range of key global and national institutions and exhibitions, and invites a spokesperson from each to share their views each month …

Your passport to international markets


“Trading on a global level is rarely easy. As much as it promises opportunity, there’s significant risk involved”



Furniture News supports the aims and objectives of ACID (Anti Copying In Design) which is committed to fighting intellectual property theft

Since it first became clear that some people showed more aptitude for making furniture than others, there’s been a supply chain. As trade became better established, what began as a simple relationship between maker and buyer saw the need for transporters and distributors arise, which increased alongside volumes and reach. Despite the best efforts of the British manufacturing base, the majority of us, driven principally by price, relax on sofas and dine at tables sourced far from our own shores – just as the technology we employ and the clothes we wear are predominantly manufactured abroad. With some exceptions, furniture is now a global business – especially so since the industrialisation of China and the Far East – driven by the need to match consumer demand with cost-effective labour and materials, and facilitated by advances in transport and communications. That said, trading on a global level is rarely easy. As much as it promises opportunity, there’s significant risk involved. It’s a demanding process which presents barriers at every step – from currency to custom, language to logistics, the practice of import and export is not for the faint of heart, and I take my hat off to the people that make it happen. For those businesses looking to conquer a new market, or eyeing the UK’s potential from afar, every journey must start somewhere, and, whilst we’re no Rosetta Stone, Furniture News can help point readers in the right direction. In 1997, representatives from Germany, the US, Japan and Australia formed the International Alliance of Furnishing Publications (IAFP), an exclusive network which aimed to encourage conversation between the world’s leading trade media – in turn, offering their readers and advertisers greater access to each member’s marketplace. Now a well-established aid to international trade communications, the IAFP comprises 19 member publications from across the globe: Furnishing International, Australia; Meubihome, Belgium; Mobile Logista, Brazil; MD, Bulgaria; China Furniture; Courrier du Meuble, France; Mobelmarkt, Germany; IFJ, India; GDA Milano, Italy; Home Living, Japan; Gagu Guide, Korea; Moblaje, Mexico; Mobila/Magmob, Romania; Mebelny Biznes, Russia; Furniture & Furnishings International (Singapore); Cens Furniture, Taiwan; Furniturk, Turkey; Furniture News, UK; and Furniture Today, US. Essentially, the IAFP provides access to a first-class editorial bureau in each member country, helping any prospective buyer or seller put their best foot forward in a new market. From helping British brands make their mark overseas and advising importers on their best route to market, to offering readers insight into global design trends and international exhibitions, the IAFP is an invaluable collaboration. Through its website, global summits, regular meetings and sharing of best practices, the association strives to bring every element of the industry closer to the rest of the world – and I urge anyone with similar aims to explore its potential.

Paul Farley is the marketing director of the IAFP (www., and the editor of Furniture News magazine (, the association’s sole UK member since 2012.

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Visit us at

Hall 4, Stand C67 We look forward to showcasing our new ranges at the upcoming January Furniture Show. Be amongst the first to view our latest collections and take advantage of our fantastic show offers.

Heritage Furniture UK Ltd. Prospect Mill, Walter Street, Blackburn BB1 1TJ T 01254 660777 F 01254 694611 E


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if only there were 76 days of Christmas... We’d be able to bring you a lot more than a partridge in a pear tree, two turtle doves, three French hens, four calling birds, five gold rings, 6 geese-a-laying, seven swans-a-swimming, eight maids-a-milking, nine ladies dancing, 10 lords-a-leaping, 11 pipers piping and 12 drummers drumming.

We could bring you... One traditional style oak bench, Two traditional style oak extending tables, Three industrial style aged oak top sideboards, Four traditonal style oak dining chairs, Five different types of coffee table, Six styles of bookcase and cabinet, Seven brand new Oakham items, Eight traditional style oak cupboards and sideboards, Nine beautiful wicker basket and drawer sets, Ten lovely types of side and ocassional tables...

And a whole lot more... Container

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01536 444960

Stockist Wholesale

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NEWS Retail

Carpetright’s European performance hindered by currency movements Carpetright reports like-for-like sales in the UK up 4% and total sales up 2.5% over the 25 weeks ended 24th October 2015 – a positive performance, yet not enough to change the decline in gross profit percentage predicted for the year. Five stores were opened and 27 closed in the year to date – a net reduction of 22, leaving 438 trading locations. Carpetright’s progress in mainland Europe has been restricted by currency. In local currency terms, like-for-like sales in Netherlands, Belgium and the Republic of

Ireland increased by 5.7% year on year, while total sales increased by 2.7%. However, after the impact of currency movements, this translates to a 6.9% decrease in total sales. During the period, five stores were opened and four closed, leaving 138 trading locations. Wilf Walsh, chief executive, says: “I am pleased to report that the group continued its positive trading performance during the period. “In the UK we delivered encouraging sales growth against strong comparatives in

Jysk’s global expansion continues Jysk has opened two stores in Tirana, Albania, and another in Hanoi, Vietnam. Jysk in Albania is managed by the franchisee, Fatmir Zymberi, who already runs Jysk franchise stores in Kosovo and Macedonia. The Hanoi store is part of a new shopping centre, Aeon Mall, and is run by franchisee NeatClean JSC. Within the next five years 10-20 new Jysk stores are expected to be opened. The retailer is now present in 41 countries.

MBO at Lee Longlands

Next performs as expected across Q3 Next’s full-price sales for the third quarter were up 6%, slightly higher than predicted, states the retailer in its Q3 summary (ended 24th October 2015). The retailer describes consumer demand as volatile, its strong September sales flattered by poor comparatives in 2014. Total Next sales for the third quarter, including markdowns, were up 7.3%, as markdown sales grew faster than full-price sales. Total sales for Next Retail were up 5.4%, and Next Directory up 9.8%. Revenues rocket at Wayfair in Q3 Wayfair has reported the financial results for its third quarter, ended 30th September. Total net revenue increased to $594m – up 76.7% year-on-year, whilst direct retail revenue increased to $545m, up 90.9% year-on-year. Gross profit was $141.4m – down from 23.5% of total net revenue in the same quarter last year. Niraj Shah, CEO, comments: “New and repeat customer growth continue to accelerate at a great pace as we enhance our offering and build greater brand awareness with consumers.”

Midlands retailer Lee Longlands has completed a management buyout for an undisclosed multimillion-pound sum. In the deal, facilitated by the incorporation of a new parent company, Financial Holdings (Midlands), the executive board of directors acquired a 72% controlling stake in the Lee Longlands Group, which has six stores located across Birmingham, Derby, Cheltenham, Leamington Spa and Abingdon. The executive board, comprising Darren Campo, Steve Tressler and Robert Lee, will have full decision-making control over all group activities, and will look to increase their shareholding to 100% within the next three years. The 28% minority shareholders, made up of original family members, will have no input into the running of the business operations. “This MBO ensures the retention of the

the prior year and continue to gain market share. Sales in the rest of Europe have also continued to recover. “Our aim to revitalise the Carpetright brand is on track. We have made further progress with the strategy of rationalising and repositioning our store portfolio and are encouraged by the early performance of our four trial concept stores in the UK. We will update shareholders on progress of our strategic initiatives at the time of the interim results in December.”

leadership team and enables a more longerterm strategic focus, which will ultimately help the business to achieve its aggressive growth targets,” says Darren Campo, financial director for Lee Longlands. “This deal isn’t about change, it’s about protecting the core values of the business, which have been in existence since the company was formed over 100 years ago. It’s about continuing to put the customer first throughout the lifecycle of the buying experience, from initial contact with our sales team, right the way through to post-delivery care. These are the values which the business was built upon and which we will continue to focus on.” The MBO was led by Darren, with support and advice from RBS, Clement Keys Accountants, Wilkes solicitors & Finance Birmingham.

ScS celebrates longest-serving employee Retail growth signals change in jobs market Growth in the retail sector has signalled a turnaround in the jobs market, reports the BRCBond Dickinson Retail Employment Monitor for Q3 2015 (July-September). The equivalent number of full-time retail jobs rose by 0.8% in the third quarter of 2015 compared with the same period last year, the fastest rate of growth in hours worked since March 2014. The number of outlets rose by 1.1%. Both food and non-food retailers contributed to this increase, and both contributed to the rise in full-time equivalent jobs. BRC chief executive Helen Dickinson says: “The news that Government policies could add £14b to the retail wages, training and rates bill over the next five years casts a shadow over the possibility of future strong jobs growth.”

ScS employee Lesley Sheraton is celebrating 40 years’ service at the sofa and carpet specialist, becoming the group’s longestserving employee. Lesley joined the A Share & Sons family business in 1975 as an office junior working for Alan Share and his mother Esther, based then in Blandford Street, Sunderland. Mike Browne, a former MD, also joined the business that year, introducing the ScS brand and concept of specialising in upholstery, at the company’s first flagship store in Sunderland, from where ScS still trades today. Having joined the business at 16, Lesley worked her way up at the retailer’s head office, now in Villiers Street, Sunderland, to her current role as PA to the group’s chief executive, David Knight, and assistant company secretary to Ron Turnbull, finance director and company secretary. Today, she also manages a team of people and plays an

Lesley Sheraton intrinsic role in the efficient running of the headquarters. Lesley says: “I’m extremely proud to be part of the success of this fantastic business. In my experience the key to its longevity and success is the passion and commitment from its employees, and the high number of very long-serving employees is testament to that.” The business is also celebrating 40 years of the ScS brand.

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In fact, We’ve 76 brand new items coming to the Furniture Show next month, including three

fabulous new collections. A stunning traditionally styled oak collection for living and dining featuring 36

different items, a 17-strong contemporary industrial look range featuring aged oak with metal frames and 15 wonderfully natural wicker storage and furniture pieces. We are also welcoming 7 new pieces

into our hugely successful Oakham collection. In all, we’ve 398 different items and that is more than...

Enough to see us right through till next Christmas. You’ll be able to find Kettle Interiors at the following shows early next year


The January

The Northpoint



Furniture Show

(Scotland) Show


Mon 18 - Sun 24 Jan

Sun 24 - Weds 27 Jan

Sun 31 Jan - Tue 2 Feb

Sun 7 - Thu 11 Feb

Koelnmesse, Cologne

NEC, Birmingham


NEC, Birmingham

Hall 5.2 Stand B053

Hall 4 Stand D20/C24

Find us there!

Stand: 1B10-A11 Container

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01536 444960

Stockist Wholesale

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NEWS Events

New leaders at Spring Fair The organiser of Spring Fair, i2i Events Group, has made two senior appointments ahead of the 2016 edition of the show, which takes place at the Birmingham NEC between 7-11th February. Nick Davison is the new portfolio director for Spring Fair, and Saul Leese joins as head of marketing for the exhibition. Nick, who joined i2i in 2007, is a familiar face to retailers and exhibitors, having started out as an event director for Glee, before moving on to Autumn Fair. Now at the helm of the UK’s largest retail trade show, Nick comments: “I have recently taken over the running of the Spring Fair, and my primary objective – one that I am absolutely resolute on – is improving our customer experience. Putting exhibitors at the heart of what we do is fundamental.” Spring Fair’s new head of marketing, Saul, also has an impressive career in the exhibitions industry, and joins i2i from 100% Design. This year sees the introduction of The Wish List, which gives buyers the opportunity to save and print shopping lists of their favourite items from a comprehensive database of the exhibitors’ products. Alongside this, Saul has also introduced a new guide for buyers, a trend-focused UK publication highlighting the great new products available for retailers at Spring Fair. Saul says: “We’ve just launched The Product Guides, which bring to life the very latest innovations available to buy at Spring Fair and also provide a year-round source of inspiration for buyers.” Further changes to Spring Fair include an improved layout, and improved access to the atrium side of the show.

Heimtextil strengthens mattress presence Heimtextil, taking place at Messe Frankfurt between 12-15th January, is expanding its offer of mattresses, bedding and bed systems. Renowned new exhibitors will join returning companies to unveil new sleeping products at the international trade fair for home and contract textiles. “We are delighted that leading representatives of the international mattress industry have opted for Heimtextil,” says Meike Kern, director of household textiles at Heimtextil. “The trade fair is distinguished by its comprehensive product portfolio in the bed sector. Nearly one in five visitors at Heimtextil 2015 was interested in mattresses, sleeping systems and bedding.” Manufacturers will present a combination

of bedspreads, pillows, bedlinen, mattresses and bed systems at Heimtextil, while a sleeping campaign will offer comprehensive information on the topic of good sleep.

January Furniture Show accredited by ACID The UK’s leading IP and design right organisation, Anti Copying in Design (ACID), will exhibit at the forthcoming January Furniture Show, and has accredited the exhibition. ACID Exhibition Accreditation is awarded to those exhibition organisers who support the aims and objectives of ACID and all the show’s exhibitors with a declared zerotolerance of IP infringement. ACID will be present to give IP advice to exhibitors and visitors on aspects of a proactive IP strategy. In the event of an infringement being discovered, ACID will offer a mediation protocol as an alternative to litigation. Having carried out approximately 3500 grassroots mediations to date, ACID’s nonconfrontational approach to complaint handling can help parties find cost- and timeeffective solutions and settlements in the majority of cases. Dids Macdonald OBE, ACID’s CEO and a judge of the event’s The Furniture Awards, says: “It is great news that the January Furniture Show is now ACID accredited. This demonstrates their real commitment to building and developing ethical values regarding original design. “Between 2009 and 2013, the design economy gross value added (GVA) grew by 28% – a faster rate than the UK economy (18%). In a market often swamped by cheap look-alikes and copies, it is no surprise that excellence in design is increasingly being seen as a market differentiator in this sector – its protection is paramount.”

Creative businesses in the spotlight at Ambiente Between 12-16th February, Frankfurt’s Ambiente will offer opportunities to creative and innovative businesses to show off their latest groundbreaking designs. These include the Design Plus competition, the informative Solutions special show, and the journalistic format, Speed-Dating@Ambiente. Nicolette Naumann, vice-president of Ambiente/Tendence, says: “We have been investing for years in competitions and product presentations such as Design Plus or Solutions, as they provide our visitors – and thereby the international trade – with a valuable source of inspiration and guidance, thanks to our exhibitors’ wide range of products and services.”

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Visit us at the Furniture Show 2016 - HALL 4 Stand B20 Telephone: 00353 429 351 351

Hall 4 Stand B20

TCS - Solely Committed to Serving Independent Retailers

the complete service


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The Carpet Specialists

T’s & C’s Apply

upholstery dining bedroom carpets

24/11/2015 13:40



NEWS Industry

Furniture Makers’ Company hosts Young Furniture Makers exhibition The furnishing industry’s charity, The Furniture Makers’ Company, hosted its annual Young Furniture Makers (YFM) exhibition in October. There were exhibits from students at all levels, from the numerous colleges and universities the company supports. Also on show was work from the schoolchildren who won the DFS Poster Competition and the Proskills/MakeIT Competition. New this year are the Young Furniture Makers Bespoke Award and the Young Furniture Makers Design Award. Awards were also made for numerous industry partnerships, in which companies including Crofts & Assinder, Ercol, Hands, Gordon Russell and Willis & Gambier worked with university students on specific projects. The Best in Show Prize, sponsored by Blum, went to two young designers, Connor Holland and Jan Waterston, who both won a trip to Blum’s factory in Austria. A new competition was launched by leather specialist Andrew Muirhead & Son,

with work experience and £1000 for the winner, plus two runner-up prizes of £500. Muirhead has developed the capability to print high-resolution digital images onto leather, and is inviting UK furnishing students to submit designs for an upholstered piece of furniture using its technology, while also being sympathetic to the appeal of leather. The deadline for entries is 31st January 2016. The company’s master, David Dewing, says: “One of our key objectives is to nurture young talented people through our Young Furniture Makers group, providing them with useful, relevant support and encouragement so that they remain within the industry, and become the leaders of tomorrow. “It is heartening to see so many talented individuals presenting their work with such enthusiasm and commitment. It is our unique network of members and supporting companies that enables us to provide these invaluable opportunities.”

SBID opens office in Ukraine The Society of British and International Design (SBID) has opened a representative office in Kyiv. SBID Ukraine will act as a channel promoting continued professional development opportunities for SBID-accredited designers in Ukraine, providing participation via seminars, round tables and other events, and will facilitate the recognition of Ukrainian design professionals through accreditation, with the aim of attracting investment in the field of construction, production and interior design in the country.

WWF slams OFL over lack of transparency

FIRA explores impact of chemicals on recycling A report into the impact the use of flameretardant (FR) chemicals has on the disposal and recycling of upholstered furniture has been released by the Furniture Industry Research Association. Sherree Felice, furniture technologist at FIRA International, says: “The upholstered furniture industry is now facing challenges as a number of flame-retardant chemicals being placed on REACH candidate lists. “In addition, some are also being considered for designation as Persistent Organic Pollutants (POPs). These factors would have a significant impact on the use of, and responsibilities for, such chemicals and on how to deal with product containing them at the end of its life. “This report ascertains how much the furniture industry will be impacted by projected changes to flame retardants currently used on upholstered goods and if there are changes to the way we dispose of these articles as a result.”

The World Wildlife Fund (WWF) has issued a report criticising Oak Furniture Land and several other retailers of failing to provide publicly-available information on sustainable timber sourcing. Since finding oak from the Russian Far East – an area which experiences high levels of illegal logging – in one of Oak Furniture Land’s products, the WWF has tried to gain evidence from the company on whether the wood for its furniture comes from legal and sustainable sources. However, the retailer has pledged to publish its sourcing policy shortly. The retailer, alongside a further 41 companies, scored zero on the WWF’s Timber Scorecard in July. The furniture sector was highlighted in the original Timber Scorecard report release as performing poorly on its policies on timber sourcing. Julia Young, manager of WWF’s Global Forest and Trade Network programme in the UK, comments: “It seems Oak Furniture Land is disregarding timber sustainability, despite relying on timber for their business success. Right now, we don’t know if the wood it uses is sourced from well-managed forests or not – and nor do its millions of customers. We have tried to engage with the company, and others that use wood in their products, to help them address this, as consumers tell us they expect companies to lead the way on this issue.” Oak Furniture Land responds: “As a business fully committed to sourcing all timber and timber products from legal sources, we are fully aware of our obligations

and requirements to comply with all aspects of the EU Timber Regulation. Where possible we ensure our suppliers provide us with clear evidence of good forest management practice at the original source, and give preference to those suppliers who can provide such evidence. “We always require suppliers or potential suppliers provide us with full timber supply chain-of-custody documentation which is subjected to our strict and rigorous in-house due diligence and risk assessment system. Where customer demand dictates that we procure timber from areas of greater risk, our approach is to only work with suppliers who can demonstrate full timber chain of custody documentation which in turn is rigorously checked not only in house but also by independent outside sources. “As a major UK retailer of solid hardwood products we are fully confident in our own systems which are constantly evolving and directed to all aspects of our supply chain. We firmly believe this fully demonstrates that in all circumstances we ensure we procure products from legal and well-managed sources. As a business we have chosen to work with parties other than the WWF on this matter, nevertheless this does not mean that we are not fully compliant and committed to doing all we can to ensure we know where the wood in our products derive from.” Find out more in the full story on www.

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Where inspiration meets expectation

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NEWS Suppliers

Highgate family launches new bed company New bed company Matza Sleep Technology has been formed by Asif Ayub – son of Highgate Beds founder Mohammed Ayub – and his three brothers Mazhar, Tahir and Zahid. Matza is based at the family’s former Sleepmode premises in Dewsbury. “Matza is a family business and my brothers are all involved,” says Asif. “Bedmaking is in our blood and, as the next generation, we felt there was an opportunity to do for the contemporary bed market what Highgate has done so well for the traditional market over the past four decades.” Matza already supplies white label beds and bedroom accessories to international retailers, smaller independents and contract clients.Recently it also introduced its own brand, including nine mattresses incorporating the company’s own innovations, Zero Gravity foam and its own fibre. Matza, which trades separately from Highgate Beds, operates its own foam conversion and CNC routing from its 60,000ft2 production facility in West Yorkshire.

New agents at Serene

Jim Sloan

Heritage Furniture appoints new agents Blackburn-based cabinet furniture supplier Heritage Furniture has appointed two sales agents ahead of the unveiling of its new brand identity at next year’s January Furniture Show. Stephen Pates, who joined the company in March, has been tasked with covering East Anglia and North London. He says: “I’m looking forward to establishing continued growth and brand awareness with existing and new product launches planned for the coming year, with retailers old and new, at this exciting time in Heritage’s continued development.” Karen Rowley joins to cover Wales and the Borders. Karen, through her Furniturebox sales agency, has committed to developing the Heritage brand and portfolio, and says: “With the positive response from retailers throughout the area to Earlswood Oak – the

Steven Pates

Karen Rowley

first of the new phase of Heritage’s planned new product offer – I really look forward to the January Furniture Show, where their inspired new ranges will be on show for the first time. “It’s great to be involved with a company that is not only committed to delivering great value and service but also distinctive, stylish and individual products.”

Ercol’s new non-executive director Ercol has appointed Sophie Mirman a nonexecutive director on the board of Ercol Holdings. Sophie’s career started in 1974 in the typing pool of Marks & Spencer. She was quickly promoted to work for Lord Sieff, the then chairman, before joining the retailer’s management training scheme. In 1981, Sophie started Tie Rack, working for a group of financial investors. It was here that she met her husband, Richard, and the pair left to found Sock Shop in 1983, taking the company public in 1987. In 1988, she received the prestigious Veuve Clicquot Businesswoman of the Year Award, as well as the Marketing Woman of the Year Award. The late 1980s saw Sock Shop go into

administration. In 1990, she received the Motivator of the Year Award. In 1989, inspired by their daughter Natasha and son William, the couple launched Trotters, a chain of childrenswear shops selling clothes, shoes, toys, books, with a hairdressing salon in each shop. They still run the company, and their eldest daughter recently joined the firm as finance director. Edward Tadros, Ercol’s chairman, says: “I am delighted that Sophie is joining our board. She brings with her valuable experience of retail and marketing, both areas that are highly relevant to the continuing growth of Ercol.”

Rob King

Serene has announced the appointment of two new agents. Jim Sloan will represent Serene Living in Eire and Northern Ireland, expanding the reach of the company’s range of furniture and recliners. Jim set up AJ Furniture Agencies in 2013 following time spent in the import and supply of upholstery, cabinet and bedding to key furniture stores throughout Ireland, and brings over 26 years’ sales experience to the role. Rob King has been appointed to represent Serene Beds and Serene Living in London north of the Thames, Berkshire, Buckinghamshire and Oxfordshire. Rob has been in the industry for almost 20 years, with time spent in key positions at several major name brands where he worked in the sales and supply of bedding and furniture.

New MD appointed at Tempur UK After 24 years as MD of Tempur UK, Jacqui Stefanov has decided to leave the company due to personal circumstances, to be replaced by the company’s former commercial director, Tobin James, with immediate effect. Tobin has worked closely with Jacqui for the past five years. Under Jacqui’s leadership, Tempur UK has become a well-known consumer brand and a leading company in the UK furniture industry. She comments: “I have had a fantastic time over the past 24 years and loved working with our customers and staff. I have made some incredible relationships during this time and I will miss everyone. I am delighted that Tobin has been appointed as MD and I can’t think of a better person, along with the superb management team, to take the

Tobin James

company into a new era.” Tobin comments: “I am honoured to be appointed MD of Tempur UK. I have enjoyed working with Jacqui immensely and she is one of the greats of the UK furniture industry. I am looking forward to working with our Tempur retailers and the UK team in planning our 2016 product launch and new marketing campaign.”

Download the free Furniture News app for mobile devices from Apple’s App Store or Google Play

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Dealer We have a constantly changing assortment of over 8,000 items including decorative goods, old and new, recycled, vintage, upcycled and reproduction items of furniture, accessories, garden wares, architectural and unusual items It is well worth a visit to our 36,000 square feet warehouse and acres of outside show area or visit our website Contact us on: Phone: +44 (0)1743 761241 Email: TRADE ONLY Dealersfinal Advert.indd FN_321 8.indd 211

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INTERVIEW Mark Godsell-Fletcher, Eat Sleep Live

Authentic furniture built to last Founded in 2004, unique furniture retailer Eat Sleep Live offers handmade British reclaimed wood products from its showroom in Nottingham’s Creative Quarter. Victoria Noakes spoke to founder and designer Mark Godsell-Fletcher to find out more ...

After being unable to find high quality wooden furniture and becoming tired of mass-produced flat-pack furniture, Mark GodsellFletcher set up Eat Sleep Live in 2004 and made his first dining table out of reclaimed wood, soon realising there was a great demand for this type of product. “I started selling this single table design that I personally delivered to customers throughout the UK. I’ve always believed if you have a passion to create something unique, make sure you do your planning and research, then work tirelessly until you make it happen,” says Mark. With its workshop and showroom ideally positioned in the Midlands, making it easy to deliver to the whole of the UK, each of Eat Sleep Live’s rustic furniture pieces has a story behind it. The company views its products as investments rather than temporary or short-

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term solutions. Mark Godsell“All of our products are made in Britain Fletcher from 100% reclaimed wood, providing British people with jobs, reducing our carbon footprint and impacting the environment less. Also, we design, craft and deliver our own furniture,” he explains. Some of the company’s bestselling products include its beds, dining tables and the new Prestige collection of tables and benches, which is crafted with a mixture of wood and brushed stainless steel, providing a striking juxtaposition. Modern and sleek in design, the top of the furniture pieces appears to float above the impessively-crafted frames. The collection is ideal for

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Mark Godsell-Fletcher, Eat Sleep Live INTERVIEW Rustic reclaimed wood dining table



Reclaimed wood rustic bookcase

Gentleman’s reclaimed wood wardrobe

Grand reclaimed wood solid bed with footboard

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transforming any dining or living space. Eat Sleep Live prides itself on the quality of its products, with this being the company’s number one value permeating everything it does. Using craftsmen with high standards, no detail is skimped on. “Our mature aged wood has natural character that you just can’t buy with new wood. The high level of quality we deliver with our products can only come from reclaimed wood. Creating our furniture products wholly with this wood makes us unique and unconventional – you can’t find any other furniture around crafted like it,” states Mark. Eat Sleep Live’s strong customer focus defines the company and sets it apart from its competition. The company believes that the customer is an important part of the production process, and likes to work with them to deliver personalised solutions and exceed their expectations. “We care about our customers and give them a brilliant service with insightful communication to make sure they get what they want. We have a broad range of customers – from people who are renovating their current home to people who have recently bought a new home and are looking to fill their space with furniture that will last a lifetime. “We cater to customers seeking better quality who are fed up with furniture that doesn’t stand the test of time,” says Mark. Looking ahead, Eat Sleep Live’s aim is to become the leading UK company in quality handmade wooden furniture and to steer consumers away from the “here today, gone tomorrow” approach to purchasing furniture. Mark concludes: “We’re going to continue to enhance our furniture designs and be open to new materials, finishing techniques and designs to keep our products fresh. We want to carry on making our customers happy through our products, and sharing their passion for authentic, quality pieces of furniture.” W

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INTERVIEW Clickthrough > Turnbull & Thomas This month, the homewares website in the spotlight is www. – Furniture News explores the practices and philosophies behind the enterprise …

Clickthrough > Turnbull & Thomas Terence Turnbull, MD

Why visit your website? Because we offer fine furnishings, which embrace both traditional and contemporary finishes with exquisite upholstery, shabby-chic and French-inspired pieces demonstrating the highest levels of craftsmanship. Our designer ranges transcend luxury with a stunning selection of bedroom, kitchen, dining room, living room and garden furniture as well as a wide array of accessories such as ornaments, mirrors and lighting to assist in creating homes that reflect every customer’s personality, lifestyle and aspirations. How did you enter the trade? My business partner director Gareth Thomas’s interest in setting up a home furnishings business was prompted when he built his own house. He used the very best materials to construct his dream property, but struggled to find furniture with the style, flair and level of quality to match its high standard. He also is an established entrepreneur as MD of a Teesside manufacturing firm Icon Plastics. We know each other through family connections and with our combined experience it made perfect sense to launch the business to fill a gap in the market identified by Gareth. Who is your e-commerce hero? Pierre Omidyar, the creator of eBay. He started eBay which was previously named Auction Web in 1995 designed for the public to trade their own items, mainly collectables. The first item ever sold was a broken laser pointer; business soon grew and by 1997 Ebay was hosting 800,000 auctions per day. Ebay has been around for more than 20 years and during that period it has evolved and today covers everything from collectables to new build properties with

trading across the globe. Pierre Omidyar now is one of the wealthiest people on the planet, but he also shares his wealth with massive donations to many good causes. Describe a typical working day My days vary, but my role is to oversee the day-to-day running of the business. I believe in being very hands-on so I am involved in proofing orders, doing daily blogs, supporting our social media strategy, greeting and meeting customers at our showroom, and liaising with high-end suppliers to make sure our offering expands and develops. I am a stickler for keeping an eye on detail and am always trying to keep ahead of the game by looking at what the next home furnishing trend is going to be. What part of your job would you prefer to avoid? There is nothing that I’d prefer to avoid. I like to be involved at all levels of the business. Indeed, it is a philosophy that applies to all the staff as we rotate employees’ roles so that they get to know every aspect of the business from top to bottom, as all of this adds to their knowledge of Turnbull and Thomas and enhances the quality of customer service we are able to provide.

What are your growth plans for the business? We have a long-term business plan incorporating set targets, which includes constantly building on the number of products that we offer and sourcing new suppliers. I also am a firm believer that a key contributor to business growth is to build a long-term relationship with customers. They may start off by buying a bedside cabinet, but over time I would hope to end up furnishing the rest of their house as they update their decor and home interiors. What advice would you offer an aspiring e-tailer? Do your research and be fastidious regarding the planning and fine detail. There will be plenty of challenges along the way, but never give up on your dream, which in Turnbull and Thomas’s case is becoming a household name

What has been your greatest challenge? Having the confidence to open a showroom that is not in a traditional retail location. However, we did our research and the showroom is close to several large areas of housing and is proving to be convenient for the surrounding community and even beyond. How much do you invest in making your site more visible? We never stop looking at how we can

“I like to be involved at all levels of the business ... it is a philosophy that applies to all the staff as we rotate employees’ roles so that they get to know every aspect of the business from top to bottom”

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improve our site. We have invested in a comprehensive SEO package, are about to embrace pay-per-click and soon will be adding a video showcasing what Turnbull and Thomas is all about. It is important to keep refreshing and adding to the site to attract people’s attention and drive more traffic to it.

Snapshot: Turnbull and Thomas offers a wide selection of bedroom, kitchen, dining room and living room furniture Launched: March 2015 SKUs: 3800 online

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EVENTS Fair Comment – Malaysia International Furniture Fair

Fair Comment: Malaysia International Furniture Fair (MIFF) Fair Comment is a new feature in which Furniture News quizzes the people behind the scenes to discover what makes their exhibition unique, what changes are taking place, and why buyers from the UK and ROI should take note. This month, MIFF’s general manager, Karen Goi, offers her views …

Identity: MIFF is the largest meeting place in South-east Asia for furniture professionals to do real business, develop valuable relationships and strengthen their global network.

Karen Goi

Attendance: In 2014, MIFF attracted 19,500 visitors, including 6171 overseas visitors from 141 countries. In 2015, we attracted 17,500 visitors, including 5189 overseas visitors, from 130 countries. In 2016 we’re hoping to attract 18,500 visitors, and our foreign quotient target is 5500 from 140 countries. The number of exhibitors grew from 503 in 2014 to 508 in 2015, and we’re hoping to maintain this. Malaysian companies account for around 70% of those exhibiting.

“Companies participate in MIFF not only for branding and marketing, but for real business”

What’s new? 80% of the space in MIFF 2016 was sold six months before the show – we foresee we’ll have another sold-out event. Malaysian companies are renowned for consistency in offering highquality products, reliable in delivery and excellence in after-sales service. In addition, MIFF will offer more new products, strong designs and market-oriented products. The highlight of 2016 will be wooden furniture – especially dining, one of Malaysia’s bestsellers. Exhibitors offering new designs will be identified with special signage, and there will be a corner dedicated to outstanding wooden dining sets. A series of facilities and services available during MIFF include online visitor pre-registration for free admission, a Meet and Greet counter at Kuala Lumpur International Airport that offers buyers discounted transfers, a free ticket to the Buyers’ Night gala dinner, access to the International Buyers Lounge with free internet and refreshments, a special hotel package, complimentary welcome kit for pre-registered buyers, and a mobile app for show info. What’s more, we’ve added a tour arrangement service to assist buyers planning a short holiday in Malaysia – for example, a three-day, two-night free-and-easy trip on Penang, Langkawi or Redang island. Our appointed travel agent can provide hassle-free arrangement, from flights to ground transfers. Direction? MIFF always strives to offer a wide selection of quality products in a business-friendly environment, and we’ll continue to maintain the show’s quality.

What will the new venue bring to the show when it opens in 2017? The Malaysia International Trade & Exhibition Centre (MITEC) is expected to be ready in the second quarter of 2017, which means MIFF will start to use the new venue later, in 2018. The venue will allow a 20% increase in size. Therefore, we plan to invite more international companies to exhibit, a move is in line with our plan to turn MIFF from an export-oriented trade show into the furniture import-export hub of Southeast Asia. Malaysia’s strategic location, strong position in furniture export – it is ranked the world’s eighth top exporter – world-class infrastructure and facilities, sound legal system, pro-business environment, English-friendly nature – no language barrier – optimum warehousing and logistical services are among Malaysia’s advantages, making it the ideal gateway to South-east Asia for foreign companies. How do you plan to increase the number of nonMalaysian exhibitors? We have started to recruit more non-Malaysian exhibitors since 2014, and we will be more aggressive when the new venue becomes available. MIFF already has a substantial number of foreign exhibitors, from 12 countries and regions – the majority from China, Taiwan, Korea and Indonesia. In line with the expansion plan in 2018, we welcome more international companies, including furniture exporters from the West, who are thinking of venturing into the South-east Asian market, to see MIFF as a stepping stone from which to >>>

Date: 1st-5th Mar 2016|Location: Putra World Trade Centre & MATRADE Exhibition and Convention Centre, Kuala Lumpur|Contact:

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EVENTS Fair Comment – Malaysia International Furniture Fair

access a market of 600 million with high spending power. As part of global exhibition company UBM, and with the experience and resources that the MIFF team has gained over the past two decades, we are confident that we can provide an efficient and effective platform for these companies. Are you pleased with the development of the MIFF FDC? The seventh edition of MIFF’s Furniture Design Competition took place in 2015. Since its inception – formerly it was known as the Ideation Award – we have received over 1000 entries and received recognition from the authorities – the Malaysian Timber Council has acknowledged the FDC’s role in promoting furniture design and has selected it as a partner to promote the use of wood in furniture design. The main objective of FDC is to encourage newcomers to choose furniture design as a career, and to escalate the standard of design in the industry. So far, its progress has been very positive – there are a handful of participants now involved in furniture design, either attached to manufacturers or working as freelance designers. What would you say to criticisms that MIFF’s product offer is not evolving quickly enough? The industry is aware of this, and more and more manufacturers are paying attention to design and R&D, to transition from mass market production to more diverse, higher value-added furniture products. The government is also encouraging manufacturers to adopt technology-intensive manufacturing processes, to avoid overdependence on foreign workers. Many of the companies are now in the hand of a second generation who are bolder and more adaptive to new technology, innovative ideas and market trends. These positive factors will take the Malaysian furniture industry to the next level. How is MIFF’s scheduling early in the month affecting visitor rates? The early schedule does affect our international visitor rate, but not the quality of buyers. While the number of visitors has dropped, the quality

remains high, or even better – for example, in 2015, although we saw a drop in visitorship, exhibitors fed back that they had done better business than in 2014. This shows that Malaysian products remain attractive – even though the timing was not favourable to some, those who came were keen to buy. Nevertheless, MIFF’s dates will be fixed at the second week of March from 2017 – MIFF 2017 will fall from 7-11th March. We believe that these new dates will better suit buyers. Anything else? MIFF will continue to deliver good products and reliable suppliers. The UK ranks fifth in the top 10 export destinations of Malaysian furniture products – it is an important market for Malaysia, and the Ministry of Plantation Industries and Commodities also selected the UK as one of its priority markets for Malaysian furniture export. UK buyers can expect more offers from Malaysian companies at MIFF 2016. Why is MIFF better than its competitors? MIFF’s main objective has always been to provide an effective platform for furniture buyers and sellers. At MIFF, we understand the business – we always make sure that exhibitors can present the best of their product range to global buyers, and that buyers from around the world can find a variety of quality products at good prices. Companies participate in MIFF not only for branding and marketing, but for real business. Over the past two decades, MIFF has built strong relationships with exhibitors, buyers and the media. Our exhibitors treat us as a business consultant, and over 80% return. The size of MIFF is very compact – buyers will discover a relatively relaxed environment. Although the show is held at two venues concurrently, a non-stop shuttle service means buyers can get around conveniently. We take care of the needs of exhibitors and buyers to give them a world-class show experience, so they can concentrate on doing business. MIFF also provides show newcomers and veterans alike not just a networking venue, but common ground for furniture experts to convene and share industry developments and market trends

Date: 1st-5th Mar 2016|Location: Putra World Trade Centre & MATRADE Exhibition and Convention Centre, Kuala Lumpur|Contact:

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EVENTS Brussels Furniture Fair

Review Brussels hits the mark once more With a plethora of top manufacturers, innovative products, strong collections and impressive stands, this year’s Brussels Furniture Fair made for an inspiring visit, as Victoria Noakes reports ...

1 Wiemann

Boasting 275 exhibitors – more than half of these coming from abroad – last month’s Brussels Furniture Fair did not fail to impress, with big names from Belgium, the Netherlands, Italy, Germany, France, Scandinavia, Spain and Portugal presenting their wares to an eager audience of around 20,000 visitors. Spanning around an impressive 70,000m² exhibition space, the event was spread over seven halls, covering a wide product range including beds, upholstery, dining, living and occasional furniture, plus decorative accessories such as mirrors, wall art and rugs. Many exhibitors chose to take larger stand space this year, which not only added to the quality feel of the event, but illustrated the marketplace’s confidence in the importance of the exhibition. As in previous years, certain exhibitors chose Brussels as the place to launch new collections to the industry, including Clima Comfort’s intelligent thermo-regulating mattress and wood importer Timbermatch’s first foray into the furniture market. The show saw an impressive line-up of bed and bedding manufacturers in the Brussels by Night section, such as Acro Bedding, Doulin Bedding and Prestige Bedding from Belgium, Hälsing, Bed

Traders, Mexx Bedding, Van Os, Key West Bedding and Boxspring Design from the Netherlands, Pegasus from Greece, Sofaform from Italy, Yatsan from Turkey and Spaldin and B-Sensible from Spain. Stand-out products in this section included Revor’s Design Box and Comfort Box – a home care bed with the functions of a hospital bed, yet adapted to the cosiness of the bedroom – plus Veldeman Bedding’s hovering boxspring in the higher price range and Recor Bedding’s new Carte Blanche+ concept. Scandinavian design has become an important theme, and not just for Scandinavian exhibitors – it also inspired Mintjens, Moome, B-Seated by BSM, La Forma and Meubelux’s offerings at the show. Another recurring concept was that of customisation, which was visible for Neococoon, Vandecasteele, Recor and Equilli. Innovation and atmosphere was in high supply in Hall 8’s lifestyle segment, Fusion, which saw a strong Dutch presence of new names De Eekhoorn, Bodilson and Nijwie/Le Chair, plus other big companies like Eleonora, By Boo and Zuiver gathered around a bar with a live performance from singer Belle Perez. Some of my other personal highlights included


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Brussels Furniture Fair EVENTS





Mintjens’ Aspen collection, which mixes the materials of oak, ceramics and steel, resulting in a modern and contemporary look. What’s more, the company’s Canyon collection sported a Scandinavian-feel retro look, with striking colour schemes in solid wood. Mintjens Sleepline also impressed with its bedroom furniture offering, with the Stuga collection featuring long handles and minimalistic design. Recor’s versatile, modern Kyara living room and cabinet collection also made an impact at the show. With various colour combinations available, such as oak, cashmere and basalt, the surfaces and colours of the pieces are interchangeable, and the TV set and tables in the collection are adjustable. What’s more, Recor Bedding added three new models to its striking Art by Indigo collection – including Lounge de Luxe, a relaunched classic and historic bestseller from 10 years ago.

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Other notable pieces included Hima’s wide upholstery range, with fixed or corner-set and recliner options, as well as a wide choice of fabrics, leather or imitation leather. Also, D&D Furniture’s Puro collection, available in oak veneer or white lacquer, with dresser and bar, hanging and standing cabinet options, caught many a visitors’ eye. It is clear that Brussels Furniture Fair enjoyed a successful edition in many respects this year, judging by the visual impact of the stands, the lively atmosphere and the standard of the products on display. Proving that the event is a vital one on the industry calendar and not to be missed, the organisers of the fair hope to continue this momentum into next year’s show, which will be held from 6-9th November 2016. W furniturefairbrussels.benn

2 The exhibition was full of inspiring and original stands 3 Mattz Furniture 4 Eleonora

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EVENTS Möbelmeile

Review Modularity defines Möbelmeile The first Möbelmeile exhibition took place in 1995, welcoming visitors to a stretch of furniture manufacturing operations in East Westphalia, Germany. This year, September saw 17 companies, including some of the country’s best-known brands, exhibit their latest ranges across 11 showrooms.


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Despite presenting a huge range of styles, this year’s Möbelmeile was best defined by the amount of modular furniture on display.Quality, flexibility and individuality were the watchwords of this edition, the manufacturers taking part collectively displaying their ability to deliver a choice of product functionality and appearance. The new launches were bolstered by various marketing and sales concepts for retailers, attracting positive feedback from trade buyers and end users alike. Schröder presented six new media-compatible cabinet ranges, whilst its upholstery furniture subsidiary, Schröno, presented its new country cottage-style Sylt Label collection. Bedroom furniture manufacturer Nolte Delbrück added several features to its core My Way system, and focused on the potential of its ranges for loft living. The company also revealed wardrobe interior solutions, developed in partnership with storage specialist Vauth-Sagel. Solid wood specialist Thielemeyer revealed upgrades to its living and bedroom collections, and demonstrated its ability to combine lacquer and solid wood to great effect. Sudbrock, a specialist in lacquered modular furniture, unveiled designs tailored to myriad target audiences, incorporating practical elements such as integrated cable openings in AV cabinet that is positioned to suit the user’s needs, and perforated metal fronts that ensure sharper sound quality. Rietberger Möbelwerke (RMW)presented a series of new looks for homes and offices, as well as new

concepts for hallways and wardrobes. The company also unveiled a natural accessory concept, the Dryad Interior range. Loddenkemper built on its lacquer, high-gloss, foil and veneer offer, bringing solid wood and glass combinations to the mix, whilst box-spring bed brand Femira’s new upholstered models sported Italian designer fabrics. Mobitec focused on the provision of comfort in its new living and dining upholstered chairs, and presented a new table system. Röhr presented a wide spectrum of new items for children’s – and teens’ – bedrooms, plus office furniture, while upholstery manufacturer 3C Group presented a varied range of new models within its Candy and Carina brands. Candy’s new models focused on intelligent adjustment mechanisms, while Carina’s demonstrated an aptitude for real modular flexibility. Hallway specialist Reco extended its range, and also focused on the country theme, while Geha presented extensions to Leonardo Living, plus a reworked room divider system, and Dream, a new modular children’s bedroom range. Möbelmeile MD, Michael Laukötter, says: “No other region in Germany has such a high density of people working in one way or another with furniture. “All the diversity and breadth of the product ranges, collections and systems, right at the companies’ production locations and presented to very best effect – you will only find that here.” W

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Visit us at the January Furniture Show Hall 5, Stand J50 Classic DPS FN_321 final final.indd 8.indd 34 1

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Driftwood Classic Furniture (Binbrook) Ltd, Hangar 4, Binbrook Technical Park, Brookenby, Lincolnshire, LN8 6HF Tel 01472 398280 / Fax 01472 399247

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RESOURCES Competition law


Stephen Sidkin is a partner at corporate law firm Fox Williams LLP. He established and leads Fox Williams’ agentlaw team. W

The future of selective distribution agreements What can distributors of furniture brands in the UK learn from how Germany has approached the fashion brands Asics and Adidas? According to Stephen Sidkin, the implications for the future of selective distribution agreements are significant …

In August the German competition authority, the Bundeskartellamt, announced the conclusion of its long-running investigation in respect of certain provisions of the selective distribution system of sports footwear brand, Asics. Selective distribution systems are used by brands to achieve greater control over the resale market than is achievable using an ordinary distributorship agreement. In a selective distribution system the brand sets certain criteria – usually image centric – which must be observed by all retailers, and agrees only to supply such resellers. Correspondingly, retailers which are members of the system accept restrictions as to whom they can resell – being end users or other resellers which are members of the system. By focusing on criteria which affects a brand’s image – for example, range of branded product, store lighting, and staff training – the brand owner can achieve the desired image and ensure consistency in the purchase experience enjoyed by the end user. The Bundeskartellamt found that the provisions of the selective distribution system implemented by Asics’ German subsidiary – which prohibited distributors from using price comparison engines for their online presence, and the Asics brand names on websites of third parties to guide customers to their own online shops – are

anti-competitive. The competition authority concluded that such provisions are concerned primarily with controlling online and offline price competition. Its findings were made on the basis that such provisions restrict the online sales activities of small- and medium-sized authorised dealers, and, as such, their ability to sell the products over the internet. Consequently, there is a risk that such sales restrictions will “prevent consumers from enjoying the benefits of the availability of both online and offline sales” and the consequent price reductions. The Bundeskartellamt also criticised the provision of the Asics selective distribution system, which prohibited distributors from using online marketplaces such as Amazon and eBay. The decision in respect of Asics follows a similar investigation by the Bundeskartellamt in 2014 of the conditions set by Adidas for the online sale of its products – in particular, Adidas‘ restriction on sales via online marketplaces. The Bundeskartellamt decided that such restriction gave rise to serious competition concerns. The investigation in respect of Adidas was concluded in June 2014 after Adidas amended its sales conditions, taking out all reference to its restriction on sales via online marketplaces.

“Asics has amended the clauses in its selective distribution system which were the subject of competition law objections. UK furniture brands operating selective distribution systems which contain similar restrictions risk attack by competition authorities within the EU”

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Asics has now followed suit, by amending the clauses in its selective distribution system which were the subject of competition law objections. UK furniture brands operating selective distribution systems which contain similar restrictions risk attack by competition authorities within the EU. For such brands to proceed on the basis that the Bundeskartellamt’s decison only applies to fashion companies, and that furniture companies are for some reason immune to EU competition law, is simply wrong. It is open to both the European Commission and the national authorities of EU member states to follow the lead of the Bundeskartellamt. Indeed, national competition authorities may feel the need to do so where the complainant is a retailer incorporated in the particular member state. It is also open to retailers which have been refused admittance to a brand’s selective distribution system – for example, because of their use of, say, price comparison engines – to challenge the refusal. In the interim, the UK Competition and Markets Authority (CMA) is undertaking research concerning vertical agreements (agreements between companies at different levels of the supply chain) and the internet. In undertaking the project, the CMA has been gathering information from lawyers, economic consultants and business representative groups as to how suppliers of branded goods restrict online sales. Earlier this year, the CMA was not planning to produce formal guidance or changes in the law as a result of its project – however, the Bundeskartellamt’s decision may change its mind

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Flexiload is changing … In a world of fast-changing fashions, savvier consumers and online price matching, it’s important to stay one step ahead. That’s why Flexiload is consolidating its operations in a single base in Beijing, improving administrative, cost and time efficiency. The company’s also growing its sourcing team and employing a dedicated designer. All of which means Flexiload can better supply its customers with the right ranges, at the right quality and price. How to buy As well as purchasing in Sterling, buyers can now save money by buying FOB in US dollars, with shipping arranged upon request. * Like all importers, Flexiload hedges the US dollar and shipping rates in its favour – buying FOB and paying the shipping costs directly means a saving of a few percent. Cost prices may vary, but the savings will be significant – call us for details! * Purchase containers as usual through us, to be fulfilled by wholesale partner Classic Furniture (bulk wholesale discounts also available). Contact: Sales manager Anthony Cahill on or 07833 097883; James Ashley for UK Support on or 01788 553987; and Flexiload Asia via or 0333 3701596 for delivery and accounts queries.

Visit the January Furniture Show (stand 5F15) to see five exciting new ranges that are completely different to Flexiloadʼs traditional offer … WWW.FLEXILOAD.COM

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PROFILE The Sleep Council

The bed market certainly appreciates the power of selling a lifestyle these days – health and wellbeing a greater driver than a mattress’ looks could ever be. For 20 years, The Sleep Council, the consumer education arm of the National Bed Federation, has played an increasingly important part in conveying this message to the public, providing advice on choosing the right bed and achieving a better quality of sleep through various channels, with the aim of bolstering sales in turn. This month, Furniture News speaks to two of the council’s principals, Lisa Artis and Jessica Alexander, to find out more about the UK’s unsung hero of selling sleep …

Nobody doze it better

Lisa Artis and Jessica Alexander

Thanks to new approaches and technological developments, The Sleep Council’s reach has grown massively since its inception – and particularly over the last few years.Website hits have gone from an average of 9000 per month in 2004 to 49,000 per month in 2014. In the last four years, The Sleep Council’s Twitter following has increased from around 500 to over 11,000. In 2010, the council launched Sleep Biz, a dedicated retailer-facing website and email campaign, and this has steadily increased to target a mailing list just short of 2000. As well as being an essential part of a business model that aims to assist members of the NBF – and their customers – sell more beds, The Sleep Council is a labour of love for its staff, who are always keen to discover and promote proven developments in sleep technology and theory. Furniture News talks to two of the council’s mainstays, Jessica Alexander and Lisa Artis, about the lessons they’ve learned from being a part of this unique school … Sum up The Sleep Council in 10 words Jessica: A triumph of passion and optimism over lethargy and incomprehension! Lisa: Passionate and determined about encouraging the nation to sleep better.

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“I think the time is right to steer The Sleep Council in a new direction, and we are exploring lots of opportunities” What is the biggest challenge facing The Sleep Council today? Jessica: Defining clear objectives and messages for the organisation in a digital world of information overload. Lisa: Trying to get sleep on the public health agenda. It’s difficult because the sleep message is a complicated one. Diet and exercise play an important part in the Government’s Change for Life programme, and yet sleep doesn’t factor – but you can’t do the other two well if you don’t sleep well! What are you most proud of The Sleep Council achieving in the last 12 months? Jessica: Distributing more than 6000 of our information leaflets – and climbing – to hundreds of GP surgeries up and down the country. Lisa: Our work with The Children’s Sleep Charity, which saw the launch of our Teen Sleep campaign. The new Good-Night Guide for

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The Sleep Council PROFILE | 39 “It was nearly called the British Bed Council, and nearly launched with a TV ad with the slogan ‘You Never Get Out Of The Wrong Side Of A New Bed’!” Children that was produced in partnership saw over 4000 copies fly out the door within four weeks! What’s the most significant lesson you’ve learned from your work with The Sleep Council? Jessica: Never give up – there’s always a new way of telling the same story, and a new way of inspiring the NBF to carry on championing quality sleep (and beds, of course!). Lisa: That sleeping well is not as easy as you’d think. Are there any plans to expand The Sleep Council’s activity to ensure greater consumer reach? Jessica: Budgets are always tight, so it’s a question of finding the most cost-effective way to reach the most people. Lisa: I think the time is right to steer The Sleep Council in a new direction, and we are exploring lots of opportunities. We’re determined to get everyone – adults, teens and kids – to understand how important sleep is to their health and wellbeing. Which initiative have you most enjoyed developing? Jessica: The most exciting was our first children’s survey, back in the summer of 2007 – the first time we talked about the effect of technology on teenage sleep habits – dubbed junk sleep. The media went mad, and as I was decorating my ex mother-in-law’s flat in Clacton-on-Sea, Essex over the August Bank Holiday, I was literally up and down a ladder all day trying to work out how to be in the BBC, ITV and Sky News TV studios all at the same time on the Tuesday morning! Lisa: I’m excited about our hunt for the killer sleep slogan and ad campaign that has just begun. As part of our drive to tackle sleep and public health we’ve asked media students, from universities and colleges up and down the country, to come up with a sleep slogan and message which may be used for a future campaign. We’ve four judges, including someone from Public Health England. I’m excited to see the results! How has The Sleep Council incorporated new channels and technology into its approach? Jessica: When we started, we mailed printed press releases and pictures to journalists. Now, most of our work is delivered online, and our engagement is increasingly through social media and the website. Lisa: We’re more active, on more channels, than we’ve ever been. Social media has played a huge part in being another voice for the industry, and over the past 10 years the internet has become an important tool in how people research and source information, so we’ve had to continually make improvements and updates to our site. Tell us something about The Sleep Council that we don’t already know Jessica: It was nearly called the British Bed Council, and nearly launched with a TV ad with the slogan ‘You Never Get Out Of The Wrong Side Of A New Bed’! I wonder if it’s worth reviving …? Lisa: That we all work from the confines of our beds … Only kidding – that would go against our advice! Other than buying a good bed, what’s your best tip for getting a good night’s sleep? Jessica: For me it has to be my getting-ready-for-bed routine, followed by a little read to help me switch off. I’m sure this tells my brain it’s time to relax. If that fails, I keep pen and paper by the bed and make a list! Lisa: Factor in a proper wind-down before bed – in particular, switch

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off those gadgets! You’re not missing out on anything that can’t wait until morning. Tell us your best anecdote from your years of service with The Sleep Council Jessica: I once spent a chilly March morning sitting on a small platform in a dressing gown on a huge advertising hoarding on the A4 near Earls Court, to launch National Bed Month (with a little help from Slumberland!). Lisa: I’ve taken some brilliant telephone calls from consumers who’ve called The Sleep Council for advice – everything from a woman wanting to know how to stop her cat clawing her bed base (maybe keep the cat out of the bedroom?) to a mum who’d bought a bed for her teenage son – who four weeks later had already outgrown it, so could she send it back? Then there was a wife asking if her hubby was truthful when talking in his sleep, and a gentleman who had tried everything to get a good night’s sleep – even sleeping in ladies’ silk nighties – but that still hadn’t worked! W

Twenty years of 40 winks 1990, March: First National Bed Month held. The success of this annual event leads to support from manufacturers, retailers and component suppliers to support an altogether larger initiative to reduce the bed replacement cycle to 10 years through the charging of a levy on each mattress and base sale 1995, March: The Sleep Council is launched to the trade – 35 manufacturers and more than 5000 retailers support the initiative by each paying a levy of 10p for every mattress and base invoiced 1995, July: The Sleep Council launches with its first national press and radio advertising campaigns alongside ongoing PR activity 1995, October: The first National Sleep In Day is held 1998: First Sleep Council website launched 1998: The Sleep Council launches The Good-Night Guide for Children 1999: The Sleep Council airs its first national TV adverts, featuring humans with animal heads to visualise the moods of those who have not slept well 1999: National Bed Month moves to April 2000, January: Finalist in the Furniture Industry Awards for best consumer marketing campaign 2002, January: Winner of the Furniture Industry Awards for best website 2002: National Bed Month moves back to March 2003: The levy-funding mechanism comes to an end and direct subscriptions are introduced. Advertising is replaced by a series of advertorials in home interest and women’s magazines 2005: The Sleep Council is taken over by the National Bed Federation, which pledges to keep it going and continue its mission. Activity is back to PR only 2010: Sleep Biz launched – a website for retailers to find ideas and artwork to support campaigns and key messages 2010: The Sleep Council sets up Facebook and Twitter accounts 2012, September: The launch of the Seven Year Hitch campaign, to bring the mattress replacement cycle down to seven years 2013, September: The start of the first Sleeptember, a month dedicated to promoting the healthy benefits of a good night’s sleep 2013, December: Launch of The Sleep Council’s Retailer Panel – made up of a group of national and independent retailers to represent the bed retail industry 2014, September: The Sleep Council Sales Academy, a training programme for bed retail sales professionals, is unveiled 2015, October: The Sleep Council searches for a killer sleep slogan from media students in universities and colleges

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The January Furniture Show has expanded for next year’s edition, confirming its position as the UK’s biggest and most representative furniture and furnishings event.

January Furniture Show set for lift off

A host of leading brands from the UK and across the globe have signed up for the January Furniture Show as it returns for its second year in 2016. To be held from 24-27th January at the NEC, Birmingham, the raft of new exhibitors is testament to the success of what is now one of the most vital furniture and furnishings events of the year. New to the January Furniture Show are Daro, Heritage Furniture, Contempo, Indian Hub, Panacea, Slumbernights, Indus Valley, EFS, Highgate Beds, CLX, Classic Furniture, Polish Embassy and Peressini. In addition, returning from last year, are GCL, Global Home, Wire Lamps and Annaghmore Agencies. The Malaysian Furniture Council has also taken over 500m² and will be bringing 14 companies to the show, presenting a range of Malaysian furniture designs from occasional and living room furniture through to bedroom and dining collections. AMPR, the Romanian trade association, has also taken two large stands, both in hall 2. The show, which this year returns to a four-day format with a Sunday opening, already has a strong line up of exhibitors, including the likes of Alstons, Whitemeadow, Alfrank Designs, Buoyant, Skovby, Vogue Beds, Collins and Hayes, Furnico, Duresta, Ercol, Serene

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Furnishings, Rauch, Sherborne, Baker Furniture, Celebrity, Gallery Direct, Tetrad, Willis & Gambier, Libra, and Pacific Lifestyle. The show will see Hall 5 make a comeback as the biggest hall as more industry names join the strong line-up. Says Laraine Janes, co-director of January Furniture Show: “Confidence in the market, and in our show, has meant we’ve seen over 50 new companies signing up to join the 2016 show, alongside an 85% re-booking from last year. We’ve also seen significant growth from existing exhibitors who saw real value in the show and have requested more space.” Lebus, Ultra Furniture, Vida, Breasley Consumer Products, TCS, Kettle, Forte, Nolte Mobel, Wiemann, Nicoletti Gallery Direct and Bluebone are just some of the companies that are taking bigger stands for the 2016 event. “While we have extended hall 5, we’re doing it for the right reasons – and that’s to increase the offering to visitors and to add greater variety,” says Laraine. “Our aim has always been to keep the show focused and relevant so while we have expanded we are controlling the growth so that it’s to the benefit of the visitors and exhibitors.” Read on for some of product highlights to expect at the show. W

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Adventure, Sweet Dreams

Sweet Dreams (01282 830033) will be showing a selection of striking fabric upholstered bedframes at the NEC in hall 5 from stand H10, all of them British-made in the company’s Burnley factory. Stars of the show are expected to be the five new models featuring optional large drawers, which include sleighbed Monet and elegant Aura. Bedframes Adventure, Renoir and Degas also offer a choice of diamante or self-covered button embellishment. This option has been extended to current models Gloria and surround-sound Verve, while Gloria and Suranne are now also offered with

Kramer, Sweet Dreams

optional drawers. Sweet Dreams’ new range of bedroom cabinet that will be on show in January includes three rubberwood models with extra special added storage. The Kramer range, for instance, includes two sizes of six-drawer ready-assembled chests that both feature a concealed fold-out cupboard to the side. In the cupboard are mini shelves and, on the inside of its door, a range of hooks. In addition, both chests provide extra storage through concealed pullout compartments. The Kramer bedside cabinet also contains a

hidden compartment and this secret storage features in the other new rubberwood models, Dexter and Perry. “Storage is so important today, especially when space is at a premium,” says Jackie McGarvey, general manager. “For many women, fashion dictates that they should have plenty of accessories and makeup – yet all too often, there’s nowhere to put such things. “These three ranges were all chosen not only for their good looks, sturdy manufacture and versatility but also because they boasted that valuable extra storage.” >>>


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Kettle Interiors (01536 444960) will come to the January Furniture Show armed with all 398 items in its 2016 portfolio. Including 76 brand new items and unveiling two range introductions, Kettle Interiors will take one of its biggest-ever stands at the show, in hall 4 on stand D20/C24. Presenting each collection in its own simulated room, the new stand helps to demonstrate the effectiveness of styled displays in-store, capturing the attention of the consumer and helping them to visualise the furniture in their own home. Lifting the lid on a traditional oak dining

Oakham Living, Kettle Interiors

and occasional range and striking industrialstyle furniture with aged oak, Kettle Interiors will also use the show to expand on the hugely successful Oakham with the introduction of new occasional items and introduce a range of wicker storage and furniture. With the recent introduction of the new on-trend DG range, Kettle Interiors is placing increased emphasis on this valuable part of the furniture sector, bringing a range of painted furniture that commands attention. The new DG joins the well-established and popular Banbury and Hambleton ranges

and brings the latest emerging trends in the painted furniture segment, featuring a contrasting oak top and the option of oak or metal knobs supplied with every piece. Balancing well with the romantic Hambleton and the classic elegance of Banbury, DG comes with a full range of items for the bedroom. Each range is finished in a unique colour, bringing even more diversity to the collection. For example, DG is finished in an exquisite light truffle shade that owes much to heritage colours, co-ordinating well with shades from some of the most desirable paint brands. >>>

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Kids’ low Windsor chair, Woodman Chairs

Lavenham, Wood Bros

This year Wood Bros (01920 469241) has launched Fumed Oak, a new sophisticated grey hue, which offers the consumer more choice in terms of colour and style. Fumed Oak is available on the entire Old Charm collection. The upholstery and dining swatches have been further extended to

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accommodate the new timber colour and feature a variety of fresh plaids, textured plains, velvets and florals. A new collection, Frame, has been designed around it, to be launched at the show in hall 1 on stand C40. Woodman Chairs (01884 841789) now offers children’s high and low Windsor chairs

in beech available from stock both ITW and lacquer finished, as well as ample stocks of all major chair styles and options in the run up to Christmas and beyond. With its own manufacturing and production flexibility, and a wide range, Woodman Chairs can cater to demands during busy periods. >>>

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Febland’s egg lamps

Two new colours in Febland’s (www. successful mosaic glass lamp range are due in stock early next year – one is a quality mirrored finish, the other a rich gold. These striking lamps remain popular throughout the country. Febland also has new small and medium-sized drinks bars to facilitate the ‘stay at home and entertain’ culture. The company’s Doggy door stops are back in stock and its giftware range is stacked and ready for the Christmas rush. Steens ( will be displaying new bedroom ranges as well as new additions to the successful Steens for Kids range at the January Furniture Show. In

Softline, Steens

addition, there will be significant discounts for new floor displays and further savings on initial stock orders, and great savings on show orders. Steens will also be introducing its new delivery service including next-day home delivery. Steens continues its long association with the January Furniture show with a new stand in hall 5 on stand B20. Seven new bedroom ranges in Scandinavian pine and painted MDF will form the centrepiece for the 2016 show. There will also be new kids and dining furniture on display. Designs will range from the Design Haus Scandinavian portfolio through to classic and

contemporary styling covering all areas of the ready-to-assemble market. In addition to market-leading value-for-money product, visitors can learn about new delivery services that sees goods despatched direct from the factory twice per week. If this is not enough, then Steens can offer a full range of direct home delivery services including next day from UK-held stock. Steens is also well known for its show offers and 2016 will be no different. There will be large savings available for stock buyers and pure play online retailers can also benefit with introductory offers and a seasonal promotional campaign. >>>

The January Furniture Show stand 5H20 in hall 5 21 Clivemont Road, Maidenhead, Berkshire PH: 01628 675100 Fax: 01628 675011 Mobile: 079302 13388 Trend Interiors Advert.indd 1

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Amelia bed, Julian Bowen

Cayman dining table, Julian Bowen

Julian Bowen ( is renowned for its strong beds offering, selling upwards of 15,000 every month, and 2016 will see a broadening of the range adhering to the firm’s mantra of market-leading quality for great value. The new Portland range offers timeless style that complements both contemporary and more traditional bedrooms, with a painted white finish, capped with a chunky oak finished top. Elsewhere, the Julian Bowen design team has created a fresh new range of on-trend fabric beds lifted by the selection of elegant fabrics and clever storage capability. Stand-out sellers are expected to be a

striking contemporary curved bed in a subtle charcoal linen with two large drawers, and a carefully-crafted winged deep-button bed in soft mink velvet fabric for a highly sophisticated finish. The company’s stylish new range of solid oak beds are offered at attractive prices and complemented by twotone and white painted options. Mid-2015 saw an expansion of Julian Bowen’s dining range. These new products have been immediate hits in the marketplace and will be presented to a wider audience for the first time at the January Furniture Show. Cayman is a stylised contemporary dining set that combines glass and solid beech with

a walnut finish and matching chairs, while the Davenport dining table in white and oiled oak veneer combines with a comfortable and elegant cross-back chair to create a sophisticated and desirable set. Further additions have also been made to Julian Bowen’s expanding range of occasional furniture, notably in a compact range of contemporary glass furniture, including a space-saving nest of three tables and console and coffee tables, all with a gentle curving shape that enhances the feeling of space within a room. Julian Bowen will be exhibiting in hall 4 on stand E20

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Homestyle GB will be exhibiting at the January Furniture Show in hall 4 on stand D45, presenting its newest and most popular ranges.

Homestyle set to impress

Trend X 4 x 2 coffee table

Homestyle GB is a family-owned and operated wholesaler specialising in supplying high quality solid wood and genuine leather furniture to the furniture trade. With a large warehousing capacity, the company prides itself on the fact that 99% of its products are available from stock. Homestyle offers a wide variety of high quality products, including dining tables and chairs, bedroom furniture and occasional furniture. Its ranges are constantly evolving with the changing market and offer great value. The company is looking forward to the January Furniture Show

following on from success at the last show, and has a new stand location and layout to suit. Homestyle will be showing some of its bestselling ranges, including Deluxe rustic, Designer Z, Opus and Trend. Also on display will be a vast array of occasional pieces and the latest selection of striking fabric dining chairs and the Diamond painted range. Show special offers will be available. T 01606 556585 W Italia crib 5 dining chair in Lipstick coloured fabric – one of 10 colours available

Diamond painted large sideboard

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Willis & Gambier is looking ahead with product developments to suit fast-evolving consumer demand, which were unveiled at its At Home Show in November …

Willis & Gambier looks ahead









Classic Collection

Willis & Gambier’s designers are constantly developing new ranges, from either initial briefs or – the company’s preferred route – inspirational lead concepts, which lead to sketches, mood boards and renderings, through to detailed specification drawings, prototypes and finished product ranges. Each of the company’s ranges this year have been designed with the demands of 21st century life in mind – the immediate focus being on scale, followed by functionality and design, resulting in a collection to complement any home and setting. These new ranges were presented at Willis & Gambier’s At Home Show, which took place at the company’s headquarters in Peterborough from 15-16th November, at which customers played a vital part in the selection of new ranges by advising which furniture

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collections should be taken forward into final production. Last year, the event revolved around the popular Revival collection, which is now on display in stores, and is in stock for immediate delivery. This year’s show saw the launch of 20 lifestyle furniture collections, with a special emphasis on the Moderno contemporary offer, which exudes Willis & Gambier’s style, with a modern twist. The company is expanding its already-popular casual collection with some reclaimed bedroom and dining ranges, which promise quirky design elements and meet the current trend for rustic living with their natural finish. Willis & Gambier will be exhibiting at the January Furniture Show in hall 1 on stand E60. T 01733 318 8400 E

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BEDS & BEDR0OM Sicily bedset from Matza’s Launch collection

Intelligent sleep specialist Matza (01924 458699) has launched its own unique range of beds and upholstered bedroom essentials. MD Asif Ayub says: “Our sleep experts have developed a lifestyle-led range. All the Matza products can be mixed and matched or bought on their own.” The collection includes nine mattresses incorporating Matza’s own trademarked innovation, Zero Gravity foam, plus Outlast smart fabric. Carefully-crafted headboards,

Kavari bedroom, IFD

divan sets, divan bases, ottomans and blanket boxes, all available in a choice of 32 fabric and colour options, complete the catalogue. Matza offers 1000, 2000, 3000 and 4000 pocket spring options plus a speciallydeveloped backcare range. IFD ( is continuing its biggest-ever product release with Kavari living and bedroom, a louvred-door, distressed painted range in Mango wood with 40mm solid tops and a pewter-style knob

handle. This continues the company’s Bored with Oak theme for retailers that are looking for something different from the plethora of product on the market. IFD’s Helen Whitlock comments: “By the amount of display packages we’ve sold for the ranges released so far, it seems that this is what retailers have been looking for.” IFD’s latest additions are its French Lyon living and Paris bedroom ranges. >>>

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Lilli, Charltons Furniture

Over recent years, Charltons Furniture ( has managed to maintain a healthy growth in both sales and customer base. Company boss Ross Charlton has no doubts as to what is behind the continuing rise of his company. “We have always prided ourselves in producing quality products supported by a customer service that is second to none,” says Ross. “What marks us apart from our competitors and has helped contribute to our growth is the genuine level of choice that we are able to provide to all our customers.” Charltons Furniture is passionate about being at the forefront of offering choice. The company feels that by playing to the

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Aries guest bed, Serene

strengths of both its UK-based spray shop and sourcing network, it can offer the best of both worlds, embracing quality made furniture, competitive prices and a level of choice that will suit all customers. “By being one of the first companies to combine these areas we have seen a change in sales and a huge growth which has been supported by our recent expansion into bigger premises at Midsomer Norton, just south of Bath in Somerset. We also used the opportunity to further expand the capacity of our in-house paint shops,” says Ross. Completing the Charltons offering is its unique Monocoat oil finish. Not only is it simple to use and care for, but also offers

benefits like no other oil including heat resistance and water resistance. Charltons has further developments in the making, including new colours and expansion in the Make It Your Own offering, including the new addition of the Industrial collection to the concept – one of the only reclaimed custom-painted collections on the market. The Aries mattress is new from Serene (, and has been launched to complement the company’s wide range of guest beds. This high-quality 90cm mattress is produced by hand, using fine fillings and coil springs to provide strong posture support and comfort at an affordable price. A quilted damask cover gives Aries a soft feel. >>>

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Powered lift Riser Recliner “Donna” won the Which? award for Best riser recliner 2015

The January Furniture Show Stand No B15, Hall 5 It is available as Petite, Standard, Kingsize or tailored-to-fit. Royams have been established nearly 40 years and compliment their risers with coordinating chairs, manual recliners, settees and patented lift seats. Guarantee of five years on riser-recliners This designs is available free of charge on an overnight delivery service and is also available in any fabric and sizes on a 7 day Express service. 5 year guarantee (terms and conditions apply)

Royams Upholstery Brandvital LTD T/A Royams, Wellfield Mill, Whalley Old Rd, Blackburn, Lancs Tel: 01254 665228 Email: Website:

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Welland, Flexiload

Deluxe Beds booklets

Flexiload’s ( solid pine range, Welland, has returned to the supplier’s portfolio. Strongly constructed, incorporating mortise and tenon joints and dovetail joints on all its drawers, Welland stands out from the pine crowd, and is

available via mixed 20 and 40ft containers. Deluxe Beds ( has launched four luxury bed ranges to the market. Each of Deluxe Beds’ ranges caters to a specific market, making selecting a new bed even easier. The newest range, Modern

Living, is all about maximum comfort. With over 20 beds, this collection will cater to all tastes. Other collections include the natural collection Hamilton & James, the local designer range Pennine Beds, and the hotel and leisure industry range Kaye & Stewart

Unique quality furniture Bluebone offers Bold Colours, Eclectic Vintage, Beach house, Retro, Rustic Pine or French Provence

County Retreat - Pathfinder Homes


River Mill II, Park Road, Dukinfield Cheshire SK16 5PD. TEL.: 0161-330 8959, FAX.: 0161-330 8949 E-mail: Web:

Occasional pieces Provence Bedroom Design-led Oak County Retreat - Pathfinder Homes

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County Retreat - Pathfinder Homes

Nando’s staff rec room - Hunters North

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BEDS & BEDROOM Feature Focus – Matza

Feature Focus Matza In this regular feature, Furniture News asks an industry figure about their strongest product area and the issues surrounding it. This month, Asif Ayub, MD of Matza, answers Furniture News’ questions.

Tell us about your product offering Matza is the home of intelligent sleep solutions and design-led, upholstered bedroom essentials. A family-run company, it is dedicated to making beds which look great and feel amazing, within a realistic price range achieved through operational efficiencies and a policy of ongoing investment in leading edge technologies. What are your historic and current bestsellers, and why are they so popular? All of our upholstered products have always sold well but at the top end, handmade classics such as the Bologna, which is a Chesterfield, and the Lazio are the most popular. And those involving 40-plus man hours in particular, like the Lazio, are popular, suggesting a trend for longevity and durability. They are timeless, traditional designs with a contemporary twist, offering key pieces for modern-day living. What trends are you currently experiencing? Neutrals are a popular choice, with a splash of colour for the more daring. Exhaustive testing by us has established which colours and fabric combinations are the best and we reflect this in our bedset options. We are not interested in following the crowd – we prefer to be front runners and create our own look and feel regardless of what’s already out there, and I think our customers appreciate this. Have customer preferences in this area changed much over time? People are becoming more daring with their interior design preferences. They are more open to a bed being a look rather than a necessary piece of furniture. It is a fashion centrepiece rather than just a functional item. This is following a trend reported by sofa manufacturers in recent years. What is the main issue affecting your bestselling product at a retail level? Cheap imports! They are impacting on price and the inferior quality of some is not always taken into account by the consumer. Prices have to reduce to compete but industry buyers still expect top quality.

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Lazio bed

... and at a supply level? Sustainability. The quality of the raw materials coming into our factory has to be of a consistently high standard. We are always conscious that our products meet our high expectations for quality from the inside out. We ensure our products continue to conform to British Standards and industry regulations. All our products are made from raw to finished item completely inhouse. We are fussy about the calibre of our raw materials and pride ourselves on high quality throughout each product. What are your observations on how best to retail this product? Roomsets are ideal. We also need good quality retailers who have the ability to sell products not just as something to sleep on but have a passion for fabrics, interiors and the lifestyle represented by the product. What is your personal preference? I love a traditional product but in a more daring fabric to bring it bang up to date. The Parisienne is my favourite design – simple, sophisticated, compact design with massive impact. W

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CASA BELLA FURNISHINGS Manufacturers of inspired fabric sofas & chairs


New collections to be seen at the January Furniture Show: Shabby ornate mirror collection Mirrored bedroom range Come and see Dave stand A15 in Hall 2

• Mirrors • • Mirror framed artwork • • Art Nouveau Mirrors • Contact Dave Butler T: 07715 690267 E: F: 0161 796 8522 Due to a huge demand on our zodiac model we have now extended our promotion. 3+2 set from £450+vat. Choice of fabrics Trade showroom now open with prices from £450-£995 Large range of designer fabrics to choose from including Warwick fabrics, J Brown fabrics, Cover-Tex and many more. Tel: 01254 661661 | 07720 073043 Fax: 01254 661802 Email:

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Sen Furniture provide a wide selection of bedroom and living room furniture designed to offer incomparable value for money. We offer the majority of our ranges flat packed, with an assembly option available. All of our furniture is up to date in terms of trends, colours, and materials, with particular attention paid to the strength of our assembled designs. Complete value for money is our slogan. We pride ourselves in offering outstanding customer service with which we offer an on time daily dispatch service, weekly delivery’s to all counties and drop ship to any UK postcode. Brand n art-de ew beautifu co ad dition l for th s Furnit e January ure S how 2 016

y anuar The J Show e r u it Furn ll 4 Ha E65 Stand

Contact us on: 01978 660768 Sen Furniture Advert.indd 1

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E-mail: Sen Furniture Unit 26-29, Abenbury Way, Wrexham, LL13 9UZ

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See us at the NEC - Hall 1 Stand E85

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

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Earslwood Oak computer cabinet, Heritage Furniture

Bluebone mixes neutral colours and wooden accents

Ahead of an extensive brand relaunch at next month’s January Furniture Show, Heritage Furniture (sales@heritagefurnitureuk. com) reports the continued success of its Earlswood Oak living and dining range. At almost 40 pieces – with more additions imminent due to the collection’s ongoing popularity – Earlswood Oak is the company’s

widest oak range to date. The result of extensive market research, this high-value range combines elegant modern lines with homely rustic charm, on a scale suitable for smaller properties. Each piece has been finished by hand with a wax lacquer to highlight its grain, and features chunky tops, subtle peg detailing,

traditional dovetail joinery, rounded-off corners and brass-coloured handles. Soft, neutral colours and wooden tones are the colours of the season, and Bluebone (0161 330 8959) is offering display sets in varying styles for different rooms. Visitors can see Bluebone in hall 3 on stand M20 at the January Furniture Show.

Exclusive 4 Piece Bedroom Package only £269 includes; 1 x Sliding Door Wardrobe • 1 x Chest mirrored • 2 x Bedsides mirrored - other colours available

Bravo Black £269/set








Montana Oak £269/set

Toledo White £269/set


Alex Oak



Set £399



3+2 Recliner Sofas

Lucia £269/set £199


Heated Massaging £499


Visit us at The January Furniture Show Hall 5 Stand 5B50 WWFS Advert.indd 1

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Our buyers are queuing up to buy your furniture

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SHOWTIME Heimtextil

Heimtextil Kickstarting 2016’s show season, Heimtextil will welcome exhibitors and visitors to Frankfurt again in January, hosting over 2750 international exhibitors and attracting near to 68,000 visitors from around the globe.

A leading trade fair for home and contract textiles, Heimtextil continues to position itself as the must-attend event on the trade fair calendar. It is a presentation of innovative design and one of the biggest international ordering platforms for furniture and decorative interiors. With optimal hall organisation and products divided into groups, a visitor’s trip to Heimtextil is an inspring journey. From floor, wall, window, bed, bath and table to fibres, yarns, fabrics and chemicals and not forgetting the importance of digital print, Heimtextil’s offering is extensive. Navigating through the halls, visitors will see special interest products in three categories – contract creations for hotels and restaurants, green textiles for the future and coupon business for special trade and interior decorating business.

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Now hosting 20 exhibitor halls, Heimtextil is experiencing significant growth in certain areas of the trade fair. Hall 4.0 will host the growing product segments of window and upholstery, and the decorative and furniture fabric section will be significantly bigger at the next Heimtextil. Returning exhibitors for the 2016 show include Enzo Degli, Luilor, Texao, Marzotto Lab, Ratti Spa and Pozzi Arturo from Italy. Overall, Heimtextil sees growth in the bed product group, which is made up of the areas of bed linen, bedding, duvets, decorative pillows and mattresses. Rössle & Wanner will be using its Röwa brand to establish new business, and f.a.n. Frankenstolz, the Germanbased company, will present its new products for mattresses and quilts. For the 2016 edition, the successful Trend Theme Park will present future design trends

in the textile sector. Newly relocated to a more accessible and central position, the Trend Theme Park can be found in Hall 6.0 and is a powerful attraction to designers and visitors. Experts of the trend table are on hand to predict the interior design trends in textiles for the coming season. Well-being 4.0 is the key theme for 2016/17 – connecting nature with the digital world to create comfort. Advanced price tickets can now be booked on the Heimtextil website. W When? 12-15th January, 2016 Where? Messe Frankfurt, Frankfurt, Germany

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New Perspectives

NEW: Tuesday – Friday

12 – 15. 1. 2016

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61246-007_HT_allg_FurnitureNews_196x277 • CD-Rom • ISO 39 • CMYK • tg: 20.07.2015 DU:

For further details and tickets visit Tel. +44 (0) 14 83 48 39 83


Heimtextil brings together all the most exciting innovations in textile interior design under one roof. Only here will you find more than 2,700 exhibitors from all over the world showcasing such a comprehensive and high-quality range of products and ideas. High-calibre events on key industry topics, including sustainability, provide additional inspirations. And with the theme park “Well-Being 4.0” Heimtextil offers unique insights into the trends of 2016/2017. Come to the industry’s leading international trade fair – in 2016 from Tuesday through Friday.




Top Drawer Since 1984, Top Drawer has been synonymous with high-quality products and innovative design. Organiser Clarion Events introduced Home to the event in 2012, and Craft in 2014, and expanded into fashion accessories and the greetings sector – all of which cemented the show’s position as a leading UK design-led buying event for multiple buying categories.

Pad Home

Spring 2016 sees the event’s latest evolution, as four distinctive worlds – Home, Gift, Fashion and Craft – are presented under a united Top Drawer brand, creating one destination for design-led products and buyers from all over the world. “Our dedicated team spends the year cherrypicking the best in class across home, gift, fashion and craft,” says event director Alejandra Campos. “The result is a curated, exciting and inspiring event that presents the up-and-coming trends, and showcases the very best of each sector. The new look is fresh, premium and contemporary. By simplifying the brand architecture, we are able to focus more on relevant content and engage fundamentally with each of the communities we represent.” Hosting a record number of exhibitors, the next edition of Top Drawer will bring together thousands of selected British and international brands and designers.

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Home will present a carefully-edited global cross-section of products from some of the finest brands and designers of interior accessories, kitchen and dining, furniture and lighting and outdoor living for the spring/ summer season. Alessi, Authentics, Black + Blum, Bliss Home, Broste Design, Coach House, Ella Doran, Forma House, Garden Trading, Joseph Joseph, LSA International, Libra, Make International, One World, Pad Home, Robert Welch, Seletti, Skandium, Umbra and White Brands are amongst the more than 200 Home brands confirmed. “Home at Top Drawer has developed tremendously since its launch in 2012,” says development director Ian Rudge. “Buyers can now find an unrivalled homeware selection from leading international brands of the highest quality – a selection that won’t be found at any other event in the UK.” New this edition is the Food Emporium, introducing speciality and fine foods from

leading artisans, producers and brands – big and small – to bolster any retail space. Top Drawer has a long history of discovering and nurturing new talent. For 2016, Spotted will expand to become an all-encompassing hub for new and emerging brands across the shows, and will include the popular Confessions of a Design Geek bursary award. The curated world of Craft will also return for its third year, with an impressive selection of handmade products from over 150 contemporary makers. W

When? 17-19th January, 2016 Where? Olympia, London

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17—19 January 2016 Olympia, London

HOME Experience the new, beautifully curated world of Home at Top Drawer. Discover a carefully edited, global cross-section of products from the finest brands and designers. Be part of the evolution of Home at London’s international event for creative retailers: Top Drawer.


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SHOWTIME imm cologne

imm cologne imm cologne presents the trends that will be shaping the furniture and interiors sector – and the products that are good for business. At imm cologne, visitors will find a unique variety of interior design ideas for every room, every style and every requirement – from the basics all the way to designer items and luxury furnishings.

imm cologne’s status as one of the industry’s leading fairs and international business hubs has been underlined by the impressive figures from 2015 – 1073 companies from 50 countries, 68% of those coming from abroad, with 93% of exhibitors satisfied or even very satisfied with the degree to which they achieved their fair objectives. However, the trade fair is not restricted to the trade fair grounds. Across the whole of Cologne, in shops, galleries and pop-up and off-the-beaten-track locations, special events and formats will provide plenty to talk about. For one week, the entire city will become a major furnishing capital. Every two years LivingInteriors presents a concept of intelligent room solutions and holistically-staged living spaces, formed by

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the interaction of various interior design products and materials from various segments, including bathroom, flooring, wallcoverings and lighting. Together with imm cologne, LivingInteriors offers a comprehensive and innovatively staged picture of the entire interior design world. imm cologne is one of the world’s leading platforms for new ideas, innovations and trends and for young, creative, new design. This is where business momentum for the entire industry is generated and trending topics for the coming months take shape. The fair’s national and international exhibitors from the various key segments will present trends and new ideas to trade visitors and end consumers, with the hope of creating a platform which enables business to flow

seamlessly. Innovation and trends will be presented not just at the exhibitors’ stands but also at a series of inspiring events. One of the most impressive is sure to be Das Haus – Interiors on Stage, in which life in the house of the future is imagined, designed and realised by a renowned international designer. W

When? 18-24th January, 2016 Where? Koelnmesse, Cologne, Germany

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The event for rooms and bathrooms at imm cologne.

CREATE. FURNISH. LIVE. THE INTERNATIONAL INTERIORS SHOW 18 – 24.01.2016 Where the interior design world comes together. First is best: in January, the key trends and business momentum are determined at imm cologne. Experience the global furniture industry focused in one place and discover a unique range of furnishing ideas, living accessories and exclusive interior design – up to the latest concepts from the bathroom and interior design sectors at LivingInteriors. International Business Media Services Ltd., 42 Christchurch Road, Ringwood BH24 1DN Tel. : +44 1425 48 68 30, Fax : +44 1425 48 68 31,

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SHOWTIME AIS Furniture Show

AIS Furniture Show Next month, buying group AIS will again welcome members and non-members alike to the AIS Furniture Show, starting with a two-day event for members of the group before opening to the general trade for the final two days – coinciding with the January Furniture Show at the NEC.

The show promises independent retail visitors a refined choice of furniture in relaxed surroundings, presenting the latest offers from the AIS supplier portfolio, all of which will be exclusive to the event. AIS’ merchandise director – home, Peter Mallinson, explains: “In addition to the attractions of the Cranmore Park setting, those exhibiting are not at the NEC, so if retailers that aren’t members of AIS want to see their new ranges in January, then they need to make time to visit the AIS Furniture Show.” A variety of manufacturers will exhibit across the extended ground floor AIS showroom area. The environment promises to be intimate and relaxed, conducive to making buying and ranging decisions. The AIS Furniture Show also provides free on-site parking, refreshments and complimentary

lunch for all pre-registered guests. Visitors can expect to find a range of well-known brands, as well as new names. Returning are major brands including ALF, Himolla and Habufa, and these will be accompanied by established names such as HTL, Actona, Venjakob, Jonathan Charles and Primavera. Add to the mix brands such as Disselkamp, Siren, Unique Furniture and Nova Polska, and buyers are sure to encounter a broad mix of products. “What buyers will find when they visit Cranmore Park is a good mix of contemporary, transitional and traditional product ranges that can only be seen here,” says Peter. Cranmore Park is located just off the M42, within a few minutes of Birmingham International rail and air links. Organiser AIS is the largest independent buying group for home and fashion in the

UK and Eire, boasting more than 250 retail members and a buying throughput of around £500m. Its members include furniture and home specialists, department stores, garden centres and specialists such as cookshops. They are all independent, and range from single stores to regional chains – combined they have a retail turnover of around £2b. T 0121 683 1428 W

T d p j


R t e

When? 22nd-23rd January, 2016 (members only) 24-25th January, 2016 (general trade)


Where? Cranmore Park Exhibition Centre, Solihull


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AIS Furniture Show ... where you’ll find a refined choice of furniture in relaxed surroundings.

This is THE Show for all furniture retailers. AIS Ltd have brought together over 40 leading Brands and we’re opening the doors to non members to show the very latest in furniture and accessories. THE Show takes place at one of the UK’s premier exhibition venues - Cranmore Park with unrivalled show facilities, excellent catering and ample FREE car parking just minutes from J4 M42, only 8 miles from the NEC. Complimentary lunch for all pre-registered guests.

Register online now at t: 0121 683 1428 e: Follow us:

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SHOWTIME January Furniture Show

January Furniture Show Offering the industry’s widest selection of furniture and furnishings, the January Furniture Show is the UK’s must-attend event. Over 450 British and international names will fill the five major halls of the NEC next month …

The show’s unrivalled exhibitor roster is set to attract retailers, interior designers, contract buyers, architects and developers to the four-day show, which will feature a new Fabric Pavilion and Flooring Showcase. Visitors will see all the latest innovations, collections, offers, promotions and sales support that will be key to their business’ success over the next 12 months. “Our mega showcase features major names and newcomers – from volume and flatpack, to top-end upholstery and cabinets, plus beds and a full range of decorative accessories,” says Laraine Janes, co-director of the event. “The NEC is the ideal platform for all things furniture, and has occupied this key buying slot in late January for more than 25 years. We are continuing to work hard to make the 2016 show an even greater success and to meet exhibitors’ and visitors’ requirements so that business can be done in a well-organised and easy environment.” Supported by the British Furniture Manufacturers’ association (BFM), the event

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will offer the largest display of Britishmade furniture around. Some of the world’s best-known international brands are also represented, from the typically stylish European design houses of Italy, Germany, France, Belgium and Poland to up and coming suppliers from further afield – Romania, Malaysia and China. A sample of the exhibitors includes: Alstons Upholstery, Ashley Manor, Baker Furniture, Bentley Designs, Collins and Hayes, Duresta, G-Plan Upholstery, Richmond Interiors, Mark Webster Designs, Parker Knoll, Tetrad, Tom Schneider, Westbridge, Willis & Gambier and Whitemeadow in hall 1; Contempo, Fama, Greenapple, Italia Living, Marinelli, Rom, Skovby, plus the Malaysian Timber Council with 14 companies and the AMPR (Romanian trade association) in hall 2 – the Flooring Showcase is also part of hall 2, boasting names such as Axminster, Associated Weavers, Ball & Young, Think Rugs and Victoria; Artko, Camelot, Complete Colour, Culinary

Concepts, Dar Lighting, Febland, Gallery Direct, Hill Interiors, Lifestyle Arts & Crafts, Lovelane, Libra, Makasi Imports, Marshall Arts, Mindy Brownes, Pharmore, PD Global, Spires Art and Stone the Crows in hall 3; Julian Bowen, Forte Furniture, Furniture Direct, Global Home Group, GRTC, Heartlands Furniture, Heritage Furniture, Kettle, Nolte Mobel, Rauch, TCS, Wiemann and Vida Living in hall 4; and Bodyease, Breasley, Bouyant Upholstery, Furmanac, Furnico, GFA, Highgate Beds, Kaydian, Kingstown, Lebus, Morris Furniture, Serene Furnishings, Sherborne, Steens Furniture, Sweet Dreams, Ultra Furniture and Vogue Beds in hall 5. W When? 24-27th January 2016 Where? NEC, Birmingham

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The all new Fabric Pavilion and Flooring Showcase join a wealth of top name furniture and furnishing brands that will satisfy the most discerning buyers, designers and specifiers.

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SHOWTIME Northpoint

Northpoint Held in Edinburgh, Northpoint exhibition is steadily growing and is now increasingly attracting buyers from the rest of the UK and Ireland.

The Northpoint 2016 show will be the 38th annual furniture show to take place in Scotland organised by the Scottish Furniture Representatives Association (SFRA), and many top brands support the show. Kingstown, which is celebrating its 40th anniversary, sees the Northpoint show as an important date in the calendar. Following the NEC, Northpoint gives Kingstown another platform to display its products and over the years, the company has always been well received. Sean Frost-Palmer, Kingstown sales director comments: “It is always a pleasure coming to the show and seeing so many familiar and friendly faces. We are excited to be showcasing some new products and this includes a re-launch of KT that will see an easy to follow process of choosing a range

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that will suit the customer.” Valuemark Furniture is another company backing the event, as director John O’Hagan explains: “Valuemark has for many years enjoyed great success at the Edinburgh show. The relaxed atmosphere creates an environment ideal for both buyer and exhibitor to meet.” Ron Nicolson, MD of Celebrity Motion Furniture, also had positive comments to make about the exhibition. “For the last 16 years the Ingliston Show has been an important part of our sales and marketing plans as it allows us to present our new products and marketing strategies to the Scottish and North of England customers. “Not all our customers can make the Birmingham exhibition and with the Northpoint show being immediately after,

it is the ideal venue to meet a large and important part of our customer base. With the marketplace beginning to show signs of more confidence I believe this year’s exhibition will be one of the most successful yet.” In addition to the show, there is the popular annual SFRA Presidents dinner, now in its 36th year, welcome to all exhibitors and visitors of the show. More information can be found on the show website. W When? 31st January- 2nd February, 2016 Where? Highland Hall, Edinburgh

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31st January - 2nd February 2016

Royal Highland Centre, Ingliston, Edinburgh



The besT value show in The uK! siTTing nexT To edinburgh airporT and wiTh greaT road linKs To The resT of The uK.

norThpoinT is The desTinaTion for all reTailers

looKing To do business in a relaxed seTTing and wiTh an opporTuniTy To enjoy The CiTy of edinburgh during Their sTay.

CONFIRMED EXHIBITORS 13th NOVEMBER - Ancient Mariner Furniture • Apollo Beds • Aristarchus Global Sourcing • Balmoral Furniture Bluebone • BM Furniture • Breasley • Call SRL • Celebrity Motion Furniture • Core Products • Deepsleep • Deluxe Beds • Desser & Co Divania International • Dunlopillo • Dura Beds • Elvie Framing • GCL Bedroom • Global Furniture Alliance • Harrison Beds • Highgate Beds Highgrove Beds • Honey B Designs • Kettle Interiors • Kayflex • Kingstown Furniture • Lebus Upholstery • LPD • M A Living • Retail Solutions Ltd Maysons Bedroom Furniture • MFS • Myers • Relax Seating Chairs & Reading Chairs • Royams • RWS Furniture Distribution • Relyon • Somnus Salus Beds • Satori Home • Scanthor Upholstery • Sealy UK • Sherborne Upholstery • Siesta Beds • Silentnight Brands • SJ Units • Slumberfleece Slumberland • Sofa Factory • Springcraft • St. Andrews Bed Company • Sweet Dreams • Tyrone Quality Framing • Value Mark Furniture • Worth Furnishing FN_321 final 8.indd 87

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SHOWTIME Spring Fair

Spring Fair Spring Fair, the UK’s largest gift and home exhibition, organised by i2i Events Group, will get 2016 trading off to a flying start with a raft of new developments and hundreds of thousands of new product launches.

Three thousand British and international suppliers, including hundreds that are new to Spring Fair for 2016, will present up to 300,000 new products at the show across 14 categories: Body & Bath, Children’s Gifts, Toys & Gadgets, Contemporary Gift, Christmas Gifts, Floral & Seasonal Decorations, Fashion Jewellery, Accessories & Luggage, Volume Gift & Home, Greetings & Gift, Home, Gift, Retail Solutions, The Summerhouse, Kitchen, Dining & Housewares, Licensed Gifts and The Party Show. As the largest retail event taking place in the UK buying calendar, each sector of Spring Fair forms a specialised show-within-a-show, whilst also offering some of the best crossover buying opportunities available to the UK retail trade. Tens of thousands of buyers from around

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the UK and the world attend the show, including many of the top retail brands. According to the organiser’s research, 44% of visitors do not attend any other trade event and 75% of visitors place orders with suppliers as a result of their attendance at Spring Fair. Not only is Spring Fair a prime new product sourcing opportunity for retailers, it also offers networking opportunities, cutting-edge trend insights and business content, whilst serving as an ideal export hub for overseas traders. Along with leading department stores, multiple retail chains, supermarkets and independent gift retailers, the exhibition offers a great product sourcing opportunity for post offices, convenience stores and newsagents, garden centres, heritage sites and tourist attractions, interior designers and

the many thousands of online retailers – large and small – that constitute the UK’s booming ecommerce sector. To help serve the online community, this event sees the introduction of the Wish List on the Spring Fair website, a 24/7, yearround product-sourcing platform. The new Wish List functionality gives buyers the opportunity to save and print shopping lists of their favourite items from a comprehensive database of Spring Fair exhibitors’ products. W When? 7-11th February, 2016 Where? NEC, Birmingham

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Source products from premium suppliers from across the UK and Europe, all under one roof at Spring Fair. Furniture • Cushions • Home Textiles • Art • Home Accessories Espresso Cup, Bialetti, Hot Plate Products · Tree, CB Imports · Pineapple, Two’s Company by Mulhouse · Stool, Baa Stool · Foo Dogs, India Jane · Cockatoo Cushion, Bombay Duck · Patterned Cushion, CB Imports.

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SHOWTIME London Fabric Show

London Fabric Show For a second year, the BFM will host the London Fabric Show at Chelsea FC, Stamford Bridge. Over 30 companies from Belgium, Spain, Italy, Turkey and the UK will show an expanded variety of fabrics for the domestic and contract markets.

In 2016, the London Fabric Show will be broadened to include manufacturers of beds, carpets, rugs, and a wider variety of soft furnishings. Materials from mattress ticking and curtain linings to plush velvets and wool weaves will also be on display. Exhibitors including Ter Molst, Symphony Mills, Boyteks Textiles, Warwick, Annabel Textiles, British Velvets, Muvantex, FSN UK, Green Street Textiles, Abraham Moon & Sons, Ketts, Prostex and Clarkson Textiles will bring new weaves and ranges, as well large selections from their current catalogues. Those appealing to the contract market include Warwick, which will bring its new contract-standard vinyls, Chesterfield and Marlborough. FSN UK will exhibit its flameretardant velvets, high performance polyester fabrics, and 100% wool fabrics suitable for the contact market. Clarkson Textiles will display a wide variety of its flame-retardant back coatings which have applications for both the domestic and contract customer, including new stain resistant, anti-microbial coatings and a

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patented waterproof/Crib 5 application for healthcare and hospitality. For the domestic markets, nearly all of the mills and companies exhibiting have their own in-house design teams and offer buyers the opportunity to customise their fabric choices. This gives buyers the opportunity to have exclusivity in designs and colour combinations for upholstery and soft furnishings. There will be choices in cottons, wools, velvets, tweeds, chenilles, linens, leathers, faux leathers and synthetics among many others, with designs in everything from bright, billowy florals to monochrome geometrics. Each exhibitor has its own executive box, overlooking the world-famous Chelsea pitch, in which to display their collections. This unique venue was a hit with exhibitors and visitors to the show in February this year. It proved to be an individual and comfortable exhibition space in the buzz of the capital, with added interest for any sports fan. BFM MD Jackie Bazeley says: “The BFM is

delighted to be organising the London Fabric Show for 2016. The reaction to the 2015 show was so positive, it was a very simple decision to host the show again in 2016. “It might not be the biggest furniture industry event in the diary, but that does not in any way diminish the value of the London Fabric Show to UK manufacturers of upholstery, beds, and interior furnishings for every market. We look forward to welcoming a large number of visitors to the show next year.” The London Fabric Show is suitable for anyone looking for the latest innovations in fabric production, meeting the people who develop them and choosing the newest fabrics available. W When? 29th February-1st March, 2016 Where? Chelsea Football Club, Stamford Bridge

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SHOWTIME Malaysian International Furniture Fair

Malaysian International Furniture Fair With 500 exhibiting companies presenting thousands of new products, Malaysian International Furniture Fair (MIFF) 2016, the biggest furniture trade show in Southeast Asia, is all geared up to open next year’s buying season in Asia.

MIFF offers buyers the first opportunity to view the season’s new offerings and buy directly from manufacturers. The 22nd edition of the show is spread over five days, will fill over 80,000m² of exhibition space and is on track for another strong performance. The large share of exhibition space is already booked by Malaysia’s biggest manufacturers and pavilions from China, Taiwan, Korea and Japan. The list of confirmed Malaysian companies is marked by bedroom, dining, living and outdoor furniture established names such as Poh Huat, Lii Hen, Evergreen Fibreboard, Heavapac, Home Upholstery, Sern Kou, Mobilia, Sweet Home, Intergo, Furncrest, Eurospan, Kinheng and Hin Lim, as well as office product suppliers Merryfair, Euro Chairs, Artmatrix, Versalink, ACMI and Oasis.

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MIFF remains the largest presentation of Malaysia’s world-renowned wood furniture and a robust marketplace for high quality home and office selections to suit all tastes and budgets. Amid the very challenging global economy, quality and value, cost and reliable suppliers are crucial factors to sustain good businesses. For these factors, MIFF is not to be missed. One of the much anticipated highlights of the show will be the young talent MIFF Furniture Design Competition in collaboration with the Malaysian Timber Council. 10 finalists will exhibit their works in a special display in MECC. Buyer registration is now open online. Those interested can sign up now to gain free access to the show, International Buyers Lounge, Buyers Night gala and great hotel

and airport transfer rates. Plus, the free MIFF app can be downloaded to plan a daily schedule. Visiting MIFF 2016 isn’t all about business. Located at the heart of Southeast Asia and rich in cultural diversity, Malaysia offers exceptional business and leisure travel. Visitors can also take some time to relax and explore the sights of the country. W When? 1st-5th March, 2016 Where? Putra World Trade Centre (PWTC) and Matrade Exhibition and Convention Centre (MECC), Kuala Lumpur, Malaysia

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SHOWTIME International Furniture Fair Singapore

International Furniture Fair Singapore While maintaining its commitment to being Asia’s most exciting furniture sourcing platform, International Furniture Fair Singapore 2016 – co-located with the 33rd ASEAN Furniture Show, The Décor Show and furniPRO Asia – aspires to be a launchpad from which designers can reach the international furniture and furnishings industry.









With the objective of inspiring new ideas, nurturing business bonds and forging connections, IFFS is leveraging design to take its 2016 edition to the next level. The event’s new tagline – Design, Inspiration and Trade – reflects the show’s aim to connect all three elements of interiors business. Visitors can expect to find more than 450 exhibitors from nearly 40 countries – including names such as d-Bodhi, Ethnicraft, District Eight Design, Far East Furniture, Gracia Wicker Kane, Halo, Koda, Hugo Sofa, Heritage Home Group, Nitori, Oliver B, Saprori and Sunbrella. With three decades of experience, IFFS is a favoured channel for regional and

international companies looking to penetrate the global market. With a newly-curated hall layout, IFFS 2016 offers spatial linkage which will enhance the entire experience. Visitors can expect to enter a main piazza buzzing with activities that celebrate design and innovations.Other highlights will include a presentation of innovative materials, as well as a Gallery of ArtForms, which will explain how furniture products and accessories can be transformed into art pieces and sculptures. Due to overwhelming demand, the show’s international garden and outdoor exhibitors will be grouped within a new pavilion with a Garden Boulevard concept. The show is also planning thematic lounge

settings to bring out the authentic flavours of each partner country. There will also be a Design Stars presentation – formerly known as Asian Star – design dialogues and business-focused seminars. The Designers’ Corner at IFFS goes beyond Asia, featuring award-winning designers from The Americas and Europe. W When? 10-13th March, 2016 Where? Singapore Expo


In a

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Furniture News Ad Creative.pdf 1 11/12/2015 5:36:03 PM

DESIGN CONNECTS INSPIRATION TO TRADE Come March 2016, be prepared to be awed by a new IFFS 2016 as the show unveils an exciting experience that celebrates inspiring stories which made IFFS the premier Asia show it is today. Let’s celebrate inspiration together!

Co-locating show:

The Décor Show In conjunction with:

ASEAN Furniture Show C








Register today at

TRADE ADMISSION ONLY 10 -12 MAR 0900H - 1800H 13 MAR 0900H - 1700H Photo credit: Ethnicraft, Belgium

Co-locating show: Co-locating show:

In association with: In association with:

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In conjunction with: In conjunction with:

Supported by: Supported by:

A partner event of: A partner event of:

Endorsed by: Endorsed by:

Organiser: Organiser:

Collaborative partner: Collaborative partner:

A subsidiary of: A subsidiary of:

Held In: Held In:

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SHOWTIME Indonesian International Furniture Expo

Indonesian International Furniture Expo This year’s Indonesian International Furniture Expo (IFEX) is the third edition organised by AMKRI – The Indonesia Furniture & Craft Association – and will take on the theme of The Essence of Infinite Innovation.

The purpose of this year’s theme is that innovation needs to be continuous, in terms of design, exploring of raw materials, and more. Relentless innovation is a must for the Indonesian industry to compete with similar products from other countries. IFEX is fully supported by Government institutions such as the Ministry of Industry, Ministry of Trade, Ministry of Cooperatives and SMEs, the Ministry of Forestry, local government, and national stakeholders. Last year’s exhibition was attended by participants from foreign countries such as China, Taiwan, Belgium, France, United States, Italy, Singapore, South Africa, Malaysia, the Netherlands and Austria. Organised by Indonesia’s largest exhibitions

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company, IFEX 2015 gave buyers more than they expected and produced positive results. The third IFEX will be held from 11-14th March 2016, with the aim of boosting the growth, innovation and creativity of furniture and craft manufacturers nationwide and to produce products with value in the global market. The show aims to build a positive image on an international level that Indonesia is one of the countries that is producing the best furniture and handicraft in the world. IFEX’s Hall of Excellence made an impression at this year’s event and is set to do so again next year. The qualified companies that participate in this area display the best quality products, innovate

with the latest design and some limited products. The Hall of Excellence is an exhibition hall with exhibitors strictly curated by the AMKRI Team. IFEX 2016 will also offer new halls B3 and C3 covering a space of 10,000m². This will increase the number of new participants as well as variety of products on display at this exhibition. W When? 11-14th March 2016 Where? Jakarta International Expo

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SHOWTIME China International Furniture Fair

China International Furniture Fair China International Furniture Fair (CIFF) enjoyed a sucessful edition in September, and is set to continue this momentum in its next edition in March.

The 37th CIFF will be enlarged to the scale of 750,000m² to accommodate more than 4000 exhibitors from over 32 countries and districts and professional visitors from over 190 different countries. The first phase will take place from 18th21st March at China Import & Export Fair Complex’ Area A, B and C along with the nearby complex of PWTC Expo as CIFF’s Area D. Here, home furniture, decor, textiles, outdoor furniture and leisure products. The outdoor and leisure products will be held at

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the new exhibition complex of PWTC Expo, occupying six halls. CIFF will present soft furnishings, accessories and home textile concepts for both indoor and outdoor living. The second phase, due to take place from 28th-31st March, will be held at China Import & Export Fair Complex’ Area A, B and C, and will include office, hotel and public furniture, furniture machinery and raw materials. As one of the biggest office and commercial furniture events in the world, CIFF will continue to offer business opportunities and

vitality to the development of the furniture industry. W When? 18th-21st March (Phase 1), 28th-31st March (Phase 2), 2016 Where? China Import & Export Fair Complex, Pazhou, Guangzhou

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Winner Upper- , Level Catego ry


of 2015

Sloane, Henderson Russell Winner, Upper-Level Category

“It’s a really strong product, and I think the price is spot on” – Tristan Lynch, WorldStores



Meet one of the


Open to all January Furniture Show 2016 exhibitors – enter your star product now at Sponsored by

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SHOWTIME Minerva buying group shows

Minerva buying group shows The Minerva Furnishers Guild is a dynamic furniture buying group representing retailers throughout the UK, Channel Islands and Republic of Ireland, and hosts trade exhibitions twice a year.

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With the collective buying power of over 150 stores, Minerva works hard to give its members a competitive edge, ensuring they are able to offer quality furniture at competitive prices. Minerva offers its members named brands, exclusive designs and great in-store promotions. Minerva’s goal is to provide its members with carefully-sourced furniture from around the world. Through the group’s buying power, knowledge and contacts, Minerva strives to obtain a wide selection of top brand name products, together with a stimulating mix of non-branded furniture and exclusive designs. Minerva believes knowledge and

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information through good communication is vital in today’s rapidly changing marketplace. It provides its retail members with a forum to network and communicate with each other through the organisation of its own showcase trade exhibitions, seminars and regular retail regional meetings hosted by individual members. Every May, Minerva hosts a private, members-only event, and in October, its own trade exhibition at the International Centre, Telford. The October show is now a major event in the furniture industry’s calendar, and it typically features approximately 70 affiliated suppliers in an area of 5000m².

The latest designs in a wide range of upholstery, beds, dining, occasional furniture and accessories are exhibited. Minerva holds a national members meeting during the show to discuss important trade issues, and hosts a gala dinner in the evening for exhibitors and retail members. W When? 17-18th May, 2016

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Where? National Agriculture & Exhibition Centre, Stoneleigh, Warwickshire

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Minerva Furnishers Guild Ltd would like to wish all its members and suppliers a very happy Christmas and a successful 2016!

Minerva has had a spectacular year celebrating its 25th anniversary, managing two successful furniture exhibitions and recruiting new members to the professional buying group. It has also recruited new suppliers to its expanding and very supportive supplier base. Our members are quality furniture and bed retailers and all share a common goal: They value their independence whilst at the same time enjoy the beneďŹ ts a professional buying group like Minerva brings to their business proposition. Our ability to strike a balance is fundamental. We provide a professional support network without taking away any of our members independence, after all who knows their business better than our member. More importantly Minerva members have access to product from a global marketplace researched and negotiated by the management team at Minerva.

We have two shows in 2016, the first is a Members Only show on the 17th & 18th May and The Autumn Furniture Show at The International Centre, in Telford on the 11th & 12th October. This is open to the whole trade. If you would like to know more about the beneďŹ ts a buying group can bring to your business in a relaxed, informal but professional environment please give the management team a call on 01249 716 195. You could be surprised just how beneďŹ cial membership can be.

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Bed Show The Bed Show, the National Bed Federation’s (NBF) successful bed event, will return for a seventh edition in September, and promises to bring together key retail buyers and leading suppliers for two intensive days of business activity and networking …

Recognised as the UK’s biggest bed exhibition, the Bed Show is now a key fixture in the trade exhibition calendar. Exhibitors range from the market’s biggest brands to small niche players, encompassing much of the best of British manufacturing. Not only do all exhibitors of finished products manufacture in the UK and the Republic of Ireland, but they are all compliant with the NBF’s Code of Practice – designed to reassure customers that they can buy safe, honest NBF-approved beds with confidence. Visitors will see the latest innovations, offers, promotions and sales support for the UK market – both domestic and contract – in mattresses, divans, beds, bedsteads, futons, sofabeds, folding beds, adjustable

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beds, headboards and pillows, plus textiles, springs, foam, fillings, all manner of bed machinery and other components. “We were delighted to hear that our exhibitors and visitors had another excellent year,” says Jessica Alexander, executive director of the NBF. “With over 70 NBF members exhibiting at this year’s show – among them some of the biggest names in the bed industry – it was a golden opportunity to see new, finished products and up-and-coming innovations in components from the UK’s leading bed manufacturers and their suppliers. “The overwhelming support for the Bed Show over the past six years has been fantastic. It continues to work because it’s a

meeting point for the entire supply chain. We are offering everything anyone involved in beds could want – great names, great product and great networking, all at a great venue.” A gala dinner will again be held on the Tuesday evening at The International Centre, and will see the presentation of the sixth annual Bed Industry Awards. W When? 20th-21st September, 2016 Where? The International Centre, Telford

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DESIGNER Max Chair, Tom Wates

Top of the class Teacher Tom Wates founded Don’t Lean Back (dlb) in 2006, after identifying a need to stop children rocking on their chairs. Today, the second iteration of Tom’s design, the Max Chair – developed in partnership with design agency Sedley Place – is being marketed by retailer Dwell to an even wider audience … The dlb chair is available in a range of colours, exclusively through Dwell

Fed up with the constant disruption of children leaning back on their chairs during his lessons, maths and PE teacher Tom Wates decided to embark on a new career and set up his own business, Don’t Lean Back. In his quest to design a chair that could not be rocked back and forth, Tom engaged London’s Sedley Place Design Agency, an independent, multi-disciplinary creative agency with a 35-year heritage. Although Sedley Place was a benchmark for design, its portfolio, which featured the likes of Diageo, Coca-Cola and Audi, was a far cry from simple classroom furniture for schools with limited budgets. Tom’s brief was threefold: the design had to look amazing; it had to be safe, and stop people leaning back on it; and it had to be affordable. The Max Chair was created in 2007. Consequently, over 150,000 units were sold to schools in the UK and overseas. However, Tom saw room for improvement. “I liked the Max Chair, but I didn’t love it,” he says. “I knew it could be so much better – I felt I had one of the best chairs, not the best. In 2013 it was time to go back to the drawing board. With new technology available, and lessons learned from the previous chair, a

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few more experts on board and a massive passion to be the industry leader, the Max II was created, and was launched two years later in January 2015. I can honestly say that, after the tricky first eight years in business, I can relax about the quality of the chair. I love it.” The Max II does not only squarely fulfil the original brief, but is complimented and promoted by various backcare practitioners as a healthy chair that promotes excellent posture. This was a major design consideration with the Max II, as the number of back problems in young people is growing at an alarming rate due to the amount of computers and tablet use. It is also worth noting that whilst most design evolutions result in a product that is more expensive than its predecessor, the Max II, manufactured by Certwood, is cheaper. “We’ve recently started to introduce the chair to adults as well,” says Tom, “and the product has been very well received – specifically for use in home offices and kitchen/dining. Being exclusively stocked at Dwell allows us to open it up further to this target customer market.” W

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At Sen Furniture, we pride ourselves in developing innovative, high quality furniture designs to suit client needs both large and small and at amazingly affordable prices. With an ever expanding retail client base our team of in house designers are focused on consumer taste and brand quality, while our customer support and operations team are proud to offer an order fulfillment and after sales service programme that is second to none.

Contact us on: 01978660768

Sen Furniture Unit 26-29, Abenbury Way, Wrexham, LL13 9UZ

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Sales Representatives Required INTERESTED IN WORKING WITH AN AMBITIOUS COMPANY? Heritage Furniture is on the lookout for a results-driven Sales Representative with a sense of passion and pride to join its UK Sales Team.



Heritage Furniture designs, Imports and distributes solid hardwood furniture under the Heritage Brand and is trading from 100,000 sq ft warehouse, distribution facility based in Blackburn, Lancashire.

This is a terrific opportunity for a candidate who is well connected, self-motivated and has the passion to generate sales.

With over 10 years’ experience in the industry, Heritage has built a strong reputation for the supply of living, dining and bedroom furniture to key retailers throughout the UK.

The successful candidate will be rewarded with:


• Excellent commission

Financially strong, with an ongoing investment programme in place, Heritage has ambitious plans to move even further. The January Furniture Show will see the launch of five new product ranges – supported by an ambitious sales plan and a strong marketing campaign, there is significant growth already underway, for this reason an exciting opportunity has arisen for an enthusiastic sales person.

• Attractive salary • Bonus • Company car

Please email your CV and covering letter to Heritage UK Sales Manager: email Heritage Furniture UK Ltd. Prospect Mill, Walter Street, Blackburn BB1 1TJ

T 01254 660777 F 01254 694611 E


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DESIGNER Rob Scarlett Meets … James Hudson

meets ... Rob Scarlett

James Hudson, Gallery Direct

James conceived the Safari bed’s ebony crocodile finish

Design underpins this industry, regardless of one’s place in the market. While creating something from nothing can appear to be the province of high-end European designers, the UK has a core of solid, hard-working creative professionals that keep the industry alive. In this exclusive series, Rob Scarlett of Scarlett Design UK goes in search of the unsung heroes of the industry to find out what makes them tick. This month, Rob meets James Hudson, business development director of Gallery Direct … On James

James Hudson

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Having spent most of his life working within his family’s business – high-end bed supplier Frank Hudson – James joined the Sittingbourne-based supply giant Gallery Direct in May last year, upon Gallery’s acquisition of the Frank Hudson brand. The newly-merged company offers a range of furniture and beds under the Hudson monicker, which has been warmly received by the trade – its Dexter table, for example, was the winner of the Mid-Level Category of The Furniture Awards 2015. W

Where did you study? I studied in High Wycombe as an apprentice wood carver at Frank Hudson under my grandfather, Frank Hudson, followed by a degree in business studies at Bucks Uni, High Wycombe. Although I had no formal training in design, I’m very much an ideas man – I use trained designers to do the drawings as, although I can visualise the idea of how it will look in my head, I can’t draw (unlike my father, who was a brilliant furniture designer, and could draw a range whilst the idea was being described to him!).

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Rob Scarlett Meets … James Hudson DESIGNER What was the most valuable part of your education? Learning the basics and working upwards through the industry. What was your first design job? Creating the Balmoral collection – an authentic reproduction of the original Victorian winding table, with cabinets and chairs – for Harrods of London. Where might I have heard your name before? Through Frank Hudson furniture! What are you working on right now? I’m working on lots of projects for nationals, plus signing off ranges for autumn/winter 2015, and working into spring/summer 2016 designs – there’s lots of exciting inspiration for the market coming through. Of course, it’s not all my own work – it’s a team effort to make the initial idea a reality and successfully bring it to market.

On design How do you mentally prepare yourself for work each day?



I run with my border terrier. It really clears my head, and some of my best ideas come through at this time. A blank sheet of paper can be daunting – what inspires you to fill it? Excitement and drive to create another award-winning design. We often compromise designs to make them commercial – how do you maintain your quality despite such pressures? We look to discover the best use of the materials to hand, but we never compromise on quality – however, we may simplify a design to fit the spend while always keeping the design’s DNA. Which area of your work do you enjoy the most – and the least? I most enjoy creating designs and seeing them to market, and the excitement on the buyers’ faces as we unveil them. I least enjoy not having the time to do even more designs. Describe one of your favourite designs, and explain why it inspires you My favourite designs have to be the Victorian designers of the day – how they created >>>

“Although I can visualise the idea of how a design will look in my head, I can’t draw – unlike my father, who was a brilliant furniture designer, and could draw a range whilst the idea was being described to him!”

James put the charcoal finishing touch on the Louis XV bed

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DESIGNER Rob Scarlett Meets … James Hudson

such fabulous houses, industrial machines and bridges without today’s technology is truly inspiring. Which is your favourite designer retailer, and what is it doing right? I think most of the key design retailers are on it as far as on-trend design goes. The market is moving at a pace, and is very exciting.

On today’s furniture market

Pick three words that sum up UK domestic furniture design today Inspiring, exciting and eclectic. What aspects of it make you despair? And, conversely, make you hopeful? As designers and visionaries, it’s our job to make sure our customers have exciting products to entice their customers – not having enough hours in the day makes me despair.

“My favourite designs have to be the Victorian designers of the day – how they created such fabulous houses, industrial machines and bridges without today’s technology is truly inspiring”

What’s the future of furniture design? The future of furniture design has never been brighter in my mind – the days of ranged furniture have moved on to a more styleconscious customer who wants to experiment with design and style.

On the industry Which industry event or platform gives a designer the best step up? I think lots of events give inspiration, whether it be a furniture show or things happening around us in our everyday lives which influence our thoughts and ideas.

Do you feel that the industry adequately supports designers? I think the industry is supporting good design more than it has ever done. As part of a design-led company that has design at its heart, what more can I say?

What design website do you visit most often? Probably John Lewis. As a key supplier to and designer for this fabulous retailer, I always like to see our collections displayed on the site and make sure it’s all on show.

What’s the last design that really caught your eye? A beautiful ship in Monaco harbour that was shaped like a submarine.As a boat enthusiast I was truly taken by the sleek and elegant lines – but at £300m I could only dream …

What’s the biggest challenge you face? The biggest challenge is always time – there’s not enough of it. How do you think the industry views designers?

Chic I think the industry has a lot of respect for designers. Why would they not? Without new design ideas, the market would grind to a halt. What advice would you give to young designers just starting out in the industry? I would recommend young designers to travel the world and also works in the industry at the coalface, making furniture, to get a fully-rounded experience and understanding of what they are designing and the materials that are being used. What I was taught by my father is always look beyond what other people see. Other people might see a building – but if you look at the design of the brickwork, the period of the building and what it was used for, you start to see beauty in all of its design and functionality

Rob reflects … “Inspiring, exiting and eclectic” is how James describes the UK furniture market, and whilst I think he may be exaggerating at little there are lots of areas where I see real improvement. From a purely design perspective, customers are truly starting to seek individuality, and the briefs landing on my desk are more varied than ever before. I only hope the trend continues – although I do share James’ despair for not having enough hours in the day! Design really is a team effort as James mentions, and his advice to young designers is spot on. University is a lot about learning how to do the nuts and bolts of your job – research, draw, generate

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ideas from nothing, use computers – but working from the bottom up amongst a team of other designers is where the real education begins. I began my career working at Volume Furniture (sadly no longer with us) with Steve Armitage, Gareth Griffiths and Nick Tuck as my mentors, and I quickly learned how little I really knew about the industry. Small, simple facts about overseas production were unknown to me, but with a little guidance I was able to develop quickly into an efficient, commercial designer. This kind of basic help is exactly what a passionate but ‘green’ designer needs when they start out, and I’d

recommend any young designer to pursue internships and on-the-job experience as much as possible. Scarlett Design was established in early 2010 by British designer Rob Scarlett, who began his career when he was named the 2003 Young Designer of the Year. Rob has played a key role in the design teams of some of the best-known brands and businesses in the UK furniture industry, including Willis & Gambier, Nathan Furniture, Mark Webster and Yinihome. He has also enjoyed success with ranges launched through UK retailers such as Heal’s, Marks & Spencer, Furniture Village and John Lewis. W

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“I cannot overstate what a positive impact this has had. It has quite simply rejuvenated us and our business. I have got my mojo back” John Stainton • John Long Furniture Fforest Fach, Swansea • 10th September 2015

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“What you said would happen, in fact, did happen and I've never seen a queue like it....customer base increased by 100%, and heightened profile within Northumberland, possibly due to television advertising. We had a lot of very happy customers.” Richard Rutherford • G. Rutherford & Co. Ltd., Morpeth, Northumberland • 27th July 2015

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Contact Gareth Price Tel: 07974 209761 Copyright 2014 Lynch Brothers Licensing Corporation

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DESIGNER In Design – Andrew Lawton

Bespoke furniture designer Andrew Lawton is a member of the Chartered Society of Designers, plus a fellow of the Society of Designer Craftsmen and a member of the Northern Contemporary Furniture Makers.

In Design: Chest of drawers, Andrew Lawton “Underlying my approach to design is the need for honesty to materials and construction”

Training: Andrew received his formal design training at Kesteven College of Education and Chesterfield College of Art. Achievements: Three of Andrew’s pieces have been given Bespoke Guild Marks by the Furniture Makers’ Company, and his furniture has been shortlisted on two occasions for the Wood Awards. E

“My brief was for a chest of drawers of American cherry which also provided display surfaces for a collection of ceramics”

“This is an uncluttered piece which emphasises the horizontals with the use of inlaid lines of 3000-year-old black bog oak and reduce the apparent height of the chest”

“It is made almost entirely from solid timber, carefully chosen and conditioned”

“The drawers, assembled with hand cut dovetail joints, are of sycamore with Lebanon cedar bottoms”

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Cords and Cables Ltd


December 2015

Importers, Distributors & Manufacturers Unit Q1, Hawthorn Industrial Estate, Middlemore Road, Birmingham B21 0BH


0121 523 2574



Valid for Dec. 15 Payment: Pro-forma. Carriage & VAT extra. Minimum order value £1000.00 net


The full range 701.E14.SB.B threaded skirt 100+ 39p ea

3.009 Brass push bar LH

2183Y 3 core cable. Min. order 1000 mt. mixed

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23p ea

£23.00/100 mt

3 x .75 Blk

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4.UNIADP.B Universal travel adaptor 50+ 99p ea

24/11/2015 05/11/2015 13:43 16:10

? 112


LAST WORD Sheetal Sachdav

Sheetal Sachdev CEO and founder, Treniq Treniq is an online platform where interior designers and architects can discover luxury furniture, lighting and home accessories at trade prices. The site facilitates the discovery, engagement and trade between professional buyers and global sellers.

How did you enter the trade? As an interior enthusiast, I used to visit a lot of trade shows and events to find exclusive products. It proved to be a challenging process – not only to connect with brands but also to keep track of new and emerging brands that I had met and products that I loved. Many interior designers I met also faced the same difficulties. This got me thinking and the idea for Treniq was born. I wanted a central place where industry professionals could connect and do business, so I set about researching the market and began developing the idea from scratch. Who is your inspiration? My greatest inspiration would have to be my parents. They always believed in me and my creative flair and encouraged me to pursue my ambition. My love of interior design and bespoke furniture was instigated by them. I remember back in India, every time my parents bought something new for the house it was mostly customised – everyone would admire the furniture and it created a real focal point. I was amazed at how a room could be transformed by a striking piece of furniture. These memories serve as a real driving force for me even now. What has been your career high point so far? Even though I was happy in my previous career and job choice, there is nothing better than pursuing your true ambition. With the support of my husband Nitesh, who is also my business partner, I have been fortunate enough to pursue a career that I am passionate about. It’s very motivating to receive a positive response when we

engage with our customers and industry professionals to discuss our services and products. … and low point? I remember trying to start my own business in 2011, but funds were very limited and it was very hard to get any backers and support. However, undeterred, I persevered and tried to start my own company, manufacturing linen, during weekends, while also holding down a full-time job. It proved to be too difficult to do both simultaneously, and earning a living was the priority at that point in my life, so I sold the company. At the time I felt like I had failed, but in hindsight I had actually learned a lot about the industry and started building my network. … and the turning point? I was at a point in my life and career where I had achieved success on both a personal and professional level, but I wanted to progress further and the next natural step for me was to become my own boss. I took a bold step in leaving a very successful job which I was happy doing, to develop a business which I was passionate about. Describe a typical working day The great thing about this job is no two days are the same, and as CEO I am involved in all aspects of the business. Since we operate on a global level the hours are never nine to five. On a day-to-day level – I would attend to email enquiries first thing and interact closely with my international brands to ensure they are happy with their engagement through the site. Meetings with customers and

“If I ever had to start over again, I would choose to do exactly what I am doing now. Following your dreams and loving what you do is a real driving force”

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“I remember back in India, every time my parents bought something new for the house it was mostly customised” potential clients take up the majority of the day. Treniq also takes part in trade shows so I work very closely with the brand and my PR and marketing teams to ensure everything is managed properly. If you had to start over, you’d probably pursue which career? If I ever had to start over again, I would choose to do exactly what I am doing now. Following your dreams and loving what you do makes it easier and it’s a real driving force. I have been really fortunate to be able to leave a successful career and take up this challenge, with the full support of my family and friends. I also have an incredibly supportive and hardworking team who contribute so much to the success of Treniq. What date on the business calendar do you most look forward to? I really look forward to trade shows whether we are exhibiting or not. I personally make it a point to visit as many shows as possible. It is a platform where we get to meet potential brands and get the opportunity to understand the different challenges faced by the industry. Importantly, the trade shows bring the industry together under one roof and allow crucial networking opportunities with like-minded professionals. What is the most important issue affecting your business right now? One particular issue faced by so many businesses is limited resources, and Treniq is no exception. We have been very fortunate

24/11/2015 13:43

Sheetal Sachdav LAST WORD



Quick fire Saver or spender? Saver. I believe in saving for good investments.

in getting significant traction from brands and customers and the challenge now is to keep up with the demand. We are now in the process of rapid expansion and recruitment to keep up with the demands of the business. It is a very exciting time for us right now. What company do you most look up to? Although from a completely different industry, I really admire Apple, particularly for its ability to deliver incredible cuttingedge and innovative technology. Apple has changed the way in which the world communicates and has been at the forefront of the technological revolution and its products have had a huge impact. Although we operate in a separate industry, I would love to see Treniq as the industry’s cornerstone in a position of pride and prominence and as the go-to place for interior professionals. What would you most like to change about yourself? From time to time I would love to be able to spend more quality time with my family. Managing a start-up company, I end up

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working round the clock to respond to global clients and to develop the business. Since my business partner is also my husband, our mealtime conversations tend to revolve around work! Although we both thoroughly enjoy what we do, we are always ideating about how we could do business better. What do you enjoy most about working in the trade? The luxury furnishing sector is incredibly challenging as we are working with brands who are industry leaders. They have been around for years. While they have the product expertise, we support them with newer ways to do business online. It’s not always easy to introduce new ways to companies who have had a set pattern for years. But the world is changing and consumers are absorbing information in different ways. While they understand the need to go digital, some brands are more reticent in changing their ways. For me, bringing established brands on board with Treniq is one of the most satisfying parts of the job

Jazz or classical? Jazz – to unwind to on a Friday evening.

Money or fame? Fame, as money will follow after that.

Career digest 2005 – Marketing consultant, Dell 2008 – Received Masters degree from Manchester Business School 2009 – Campaign manager, Tesco 2011 – Digital marketing and CRM manager, Western Union 2013 – Marketing manager, Achica 2013 – Idea for Treniq born 2014 – Beta version of Treniq launched 2015 – Refreshed site with thousands of products and new functionalities

24/11/2015 13:43

Further Reading On the web this month:

Do you have a story to share? To contribute, call the editorial desk on 01424 776105 or email

The Furniture News website is constantly updated with fresh stories. Visit to access the latest unique content, or sign up to the weekly newsletter

Are you looking to place product before the UK’s buyers? To advertise or submit product advertorials, call the sales team on 01424 776100, or email or Do you wish to receive a copy of the magazine every month? You can subscribe to receive the magazine monthly by emailing On the move? To download issues of the magazine to mobile devices, you can download the updated Furniture News app for free from the Apple App Store or Google Play.

Resources: A guide to next year’s UK furniture exhibitions

Keep up to date You can also sign up to receive free access to the digital edition each month, as well as the weekly Furniture News e-newsletter, at – or email sam@gearingmediagroup to be signed up automatically. Don’t forget to follow the Furniture News Twitter feeds, @FurnitureNewsED and @Victoria_FNmag, to keep up with the latest news and opinions from the team.

News: DFS unveils Rio 2016 Team GB ambassadors

Furniture News is an invaluable resource for those operating in the UK domestic furniture and furnishings sector – but it’s just one of the titles published by Gearing Media Group.

er 2014









Design | FEATU Guest room RES design | Surfaci ng Ham Yard pRojEcTS Hotel | Perfecti Grigio | onists' The Blues Cafe Kitchen Shored itch


B3 Designe


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Issue 54

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News: ScS to open in Bromborough on Boxing Day


Octob ts / Produc s W14 Preview News / tions / Trade Service t / Installa Lighting ureproduct


Explore the


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ion by ege

| July

- August


carpets 25/07/201

4 16:25

Those involved in the contract furnishings market should take a look at Hospitality Interiors magazine (, while anyone seeking furniture manufacturing machinery or supplies should check out Furniture Production (

In next month’s issue:

The big January Furniture Show Preview | On Location at the Loaf Shack, Battersea Mike Logue on understanding Dreams | The Furniture Awards | Rob Scarlett Meets Heal’s designer Kirsty Whyte

Further Reading Dec 114 15.indd 1 FN_321 final 8.indd

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2015 16:17

sub heading FEATURE

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Profile for Gearing Media Group Ltd

Furniture News #321  

The essential guide to the UK domestic furniture and furnishings trade

Furniture News #321  

The essential guide to the UK domestic furniture and furnishings trade