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This month: Brussels flexes its muscles Roomscape's vintage appeal Furniture News' Year in Review

The essential guide to the UK domestic furniture and furnishings trade

December 2016

Deluxe Rustic, Homestyle GB

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TCS Furniture News Dec Advert2.qxp_Layout 1 08/11/2016 11:36 Page 1

Telephone: 00353 429 351 351 |

EVEN BETTER SERVICE, QUALITY AND VALUE With greatly improved stock levels across all product ranges, you can now receive delivery on most of our ranges within 7-14 days. The launch of our new online stock checker also ensures you get the stock availability information you need when you need it 7 days a week, 24 hours a day. Now delivering to most of our retailers directly, with our own fleet of vehicles, means you receive faster deliveries with improved communication and tracking.

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SUN 22 - WEDS 25 2017

Hall 4 - Stand B20 TCS - Solely Committed to Serving Independent Retailers the complete service


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The Carpet Specialists

upholstery dining bedroom carpets

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“The varied responses provide useful insight into the shape of UK furniture retail in 2016 and beyond, and hopefully offers some antidote to the unknowns facing us”

Comment In a classroom somewhere in the future, a child is being told how 2016 marked a turning point in the Western world. About how momentous developments in local and global politics came to pass that would have far-reaching consequences for the UK economy, its identity, and for society as a whole. Given the benefit of hindsight – and accepting the notion that history is written by the victors – there’s a chance that the child will be able to identify the pressures that brought us to this point, and the consequences, both good and ill, of our decisions. But such clarity is, for now, out of reach. With Christmas fast approaching, and the January sales hot on its heels, there’s scant time to reflect on today’s tumultuous times and consider what the future might bring. As well as our usual complement of interviews, expert advice and new product selections, this month’s Furniture News presents the first part of a Year in Review article (p38), in which a panel of seasoned retailers explores the issues facing furniture retail, in light of some of the year’s most crucial developments. Is the mattress-in-a-box format here to stay? Should Sunday trading hours remain restricted? Who should be held responsible for criminal wrongdoings in the supply chain? How much is Sir Philip Green to blame for the demise of BHS? The varied responses provide insight into the shape of UK furniture retail in 2016 and beyond, and offer some antidote to the unknowns facing us.

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Further clarifying the picture is the helpful 2017 wallplanner that accompanies this month’s issue, which comes complete with the dates of the industry’s trade shows – plus a closer look at the key exhibitions in our Showtime feature (p88). As well as the concluding part of our Year in Review feature, next month’s bumper-sized issue will deliver a wealth of exclusive articles, as well as our comprehensive January Furniture Show preview (exhibitors should note that the deadline for entries to The Furniture Awards 2017 is Friday 9th December). If you’re attending, don’t forget to visit the team at our usual spot (stand 4-F25). Until then, as this most interesting of years draws to a close, I wish you all well.

Paul Farley Paul Farley, editor T 01424 776101 E Twitter @FurnitureNewsED

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7 Partner Comment


Jan Turner, director of AKA PR, discusses the power of PR This month: Brussels flexes its muscles Roomscape's vintage appeal Furniture News' Year in Review

The essential guide to the UK domestic furniture and furnishings trade

December 2016

14 News 22 Interview Deluxe Rustic, Homestyle GB

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The Deluxe Rustic collection by Homestyle GB ( Editor Paul Farley 01424 776101 Twitter @FurnitureNewsED Deputy editor Victoria Noakes 01424 776105 Twitter @Victoria_FNmag Advertising manager Sam Horscroft 01424 776100 Twitter @FurnitureNewsAD Deputy advertising manager Trisha Fletcher 01424 776100 Production manager James Ash 01424 775304 Deputy production manager Katie Bate Production assistant Stephanie Reading Copy administrator Steve Merrick 01424 776108

Victoria Noakes speaks to Sergio Guazelli, founder of vintage furniture and accessories retailer Roomscape to discover more about the unique business

26 Events

Featuring a review of Brussels Furniture Show and a preview of Maison Shanghai

Roomscape (22)

32 Resources

Global data analyst GfK’s Anthony Creaby presents Q3’s retail sales trends, plus Fortegra’s Kevin Cundiff explains how to encourage sales team collaboration

35 Profile

Including an update from Homestyle GB ahead of the January Furniture Show

38 Year in Review

Furniture News takes a look at some of the most notable developments in the furniture industry in part one of this two-part feature

Heimtextil (120)

Liam O’Donnell (128)

Proofreader Keith Fitz-Hugh Editorial director John Legg 01424 776104 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 2016 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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Out & About (46)


Jan Turner Jan is the director of AKA PR, which represents industry heavyweights such as the January Furniture Show


Anthony Creaby Anthony manages British retail homewares coverage at global data analyst GfK


46 Out & About

This month’s gallery celebrates The Furniture Makers' Company finishing its charity cycle ride

48 January Furniture Show Preliminary Preview

A first-look at what to expect from the January Furniture Show ahead of Furniture News’ main preview next month

Kevin Cundiff Kevin is the vice-president of Fortegra, a single source insurance services company


68 Beds & Bedroom 76 Living Room

Brussels Furniture Fair (26) The Wicker Merchant (48)

82 Dining Room

Steuart Padwick Steuart is an international furniture designer who has worked with leading brands such as John Lewis and Heal's

88 Showtime

A round up of some of the major events of 2017

120 Designer

Exploring the trends of next year’s Heimtextil exhibition, plus Steuart Padwick stars in this month’s In Design article

128 Last Word

Liam O’Donnell from specialist furniture manufacturer Valdivian answers Furniture News’ questions about his career history and work philosophy

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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 … EXCLUSIVE UK MEMBER



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



The power of PR “One simple and immediate communication through key trade press editors to the industry at large stopped speculation in its tracks and reassured the industry that it would be business as usual” When Laraine Janes and Theresa Raymond first became involved in discussions to ensure that the industry’s annual flagship trade show continued to be held at Birmingham’s NEC in January, speculation was rife. It came to a head at the 2014 furniture show following plans announced by the then owners to move the event to London and hold it in May – it was not what the industry wanted, and the talk in the halls that year was of little else. Rumour created uncertainty, and immediate action was needed to quell those doubts. People feared for the future of a show that had been established for more than 20 years – what was called for was a press statement confirming that the future of a January Furniture Show, held at the NEC, was assured, and was also in very safe hands. A chance meeting at the show with Laraine and Theresa, who I have known for some 20 years, led to just such a press statement being issued within two hours of bumping into them. We confirmed that they had come to an agreement with the NEC to hold a furniture show the following January (2015) so the industry would keep the show it wanted – when, and where, it wanted it. One simple and immediate communication through key trade press editors to the industry at large stopped speculation in its tracks and reassured the industry that it would be business as usual. It’s a classic example of the power of PR, a vital communications tool – but not one that could have been parked and left there. Having secured the future of the show, Theresa and Laraine knew their next challenge was not only to sell all allocated space for the following January, but also to fill those NEC halls with visitors. Advertising would be effective in repeatedly reminding people of where and when the event was being held. But they also needed to communicate far more complex messages than that. They needed to reassure both exhibitors and visitors that they had the experience and know-how to pull off the industry’s most important event of the year. Although both Laraine and Theresa were well known for running the Manchester show, there were those who felt that the January Show was in an entirely different league – particularly as in that first year they were going head-to-head with the previous organiser’s new show in London. AKA PR recommended a strategy of communications which not only focused on all the key industry names signing up to the new January show, but which also profiled Theresa and Laraine themselves – stories which reinforced their experience and success in the exhibition sector, and positioned them as the obvious successors. If anyone was going to get the show right, listen to what exhibitors wanted and put the marketing budget needed behind it, it was them. Although it could have been, it never was a David and Goliath scenario. There really was only ever going to be one outcome – and as we all now know, the January Furniture Show remains the industry’s showcase event (and it is assured to be so for many more years to come, following the recent seven-year deal with the NEC), while the London May event died a very quick death. PR has played its role in ensuring this key industry event will go forward, and that it gets bigger and more successful by the year. We’ve kept exhibitors and visitors alike fully informed, updated (and occasionally even entertained) with news about the event since it was first taken over by Theresa, Laraine and their growing team in 2014. But we couldn’t have done it if the client hadn’t first recognised the role of PR as part of the marketing mix. They understood that space given to advertising has to be paid for, while space given to PR has to be earned. That, in a nutshell, is the power of PR.

Jan Turner is the director of AKA PR, an agency based in Skipton, North Yorkshire which represents industry heavyweights such as the January Furniture Show (www., BFM and NBF, as well as various suppliers.

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Visit our biggest stand ever!

Hall 4, Stand D70 With our biggest stand ever and an inspiring new look, we can’t wait for the January Furniture show to open! We’re unveiling four new collections for 2017 and showcasing one of the best performing Oak ranges. Be the first to view all of our new ranges, everything will be available from stock with great show offers.

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


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When it comes to the best places under the holiday sun and quality we Germans have no humour.

BHX 22 – 25 JANUARY 2017


See you in


We are close to your markets and thus always close to you: Rauch Furniture UK GmbH · 86, High Street · Evesham, Worcs. WR 11 4 EU Telephone 01386 41333 · Fax 01386 765065 ·

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It’s been quite some year. 2016 has been a busy year for us here at Kettle Interiors with the introduction of the Wicker Merchant brand of beautiful natural wicker storage and baskets, along with four brand new collections, designed to bring your customers stylish furniture full of quality touches that’s great value too. We’ve also worked hard to bring you even better service, with massively increased UK and overseas stock levels and faster delivery with more options. What’s more, we’ve no intention of slowing down either, so look forward to more great furniture and continually improving service in 2017.





The AB Collection.

The LG Collection.

The AB collection was launched in January and offered a unique take on the popular industrial trend. Featuring aged effect solid oak this 17-strong collection has been a huge success.

The LG collection was launched in January and brought soft close drawers to our portfolio. The rustic style oak range has become one of our best sellers.

Order, manage your account and pay online in a secure environment on our new website Container

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01536 444960

Stockist Wholesale

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H A L L 1 STA N D 1 B 1 0 - A 1 1








The DG Dining Collection.

The TT Collection.

Launched in July, the DG Dining collection reintroduced painted living and dining furniture into our portfolio. The sister collection to DG Bedroom, the range brings classic country style.

Launched this October, TT continues our painted furniture assault with a living and dining collection. Available in a choice of two painted finishes, this range is already selling well.

Order, manage your account and pay online in a secure environment on our new website Container

Furniture News 333v5.indd 13

01536 444960

Stockist Wholesale

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NEWS Retail

Independent retailers return to high streets Data released by the Local Data Company (LDC) and the British Independent Retailers Association (bira) shows that traditional independent shops opened slightly more shops than were closed in H1 2016 in Britain’s town centres, whilst the national chains continued to see a fall. Independent shops saw an increase of +4 shops (+0.00%) in H1 2016, a reversal from the net decline of -194 shops (-0.07%) in H1 2015. A net growth of +200 units in H1 2016 on the high streets was one of the main drivers in the growth of independent retailing in H1 2016. The chain retailers have also remained in decline, with a net loss of -2001 shops (-1.02%) in H1 2016, which compares to -828 shops (-0.44%) in H1 2015. Independents account for 65% of all retail and leisure units in Great Britain, the same as in H1 2015. Matthew Hopkinson, director at the LDC, comments: “It is encouraging to see a reversal in fortunes of independent shops from a year ago with positive change, albeit minute, yielding a net gain of just four shops across the country! Independents are a sensitive barometer of business confidence and thus their fortunes are worth tracking closely. “As ever the devil is in the detail and regional variations abound, with decline visible in London but with increases evident in the West Midlands and a reversal of fortunes for independent shops in Scotland. Contrary to popular belief the high street is alive and well with independents and H1 2016 saw a tenfold increase in net openings from a year ago. This sector continues to provide a key element of stability to our towns in particular.”

Woods opens new Dorchester store Woods Furniture’s new home accessories store, a 4000ft2 retail unit in Dorchester’s Brewery Square, opened last month. MD Hamish McGhee says: “Our dazzling festive displays are something we have become known for in our other store, and the Brewery Square store will be bringing the same Christmas magic!” Woods has had a presence on Dorchester’s high street since 1875.

M&S signals store repositioning A “tough market” led M&S to signal the closure of around 60 clothing and home stores, whilst bolstering the number of standalone food stores. In the retailer’s HY results (ended 1st October), M&S says it made “good progress” against the strategic priorities it set out in May, with underlying profits down in the half due to lower clothing and home sales. Non-underlying items include significant charge relating to pension changes. The company proposes to focus its international business on a franchise model, exiting its lossmaking owned business across 10 markets, and announced a five-year plan to improve the productivity of its UK store estate by repositioning around 25% of its clothing and home space.

Furniture Village reveals positive results Furniture Village reports a strong trading year (ended March 2016), with sales, profit and cash up substantially. Order intake grew by 12.4% to £265m including VAT, with LFL 10% up, reflecting growth in both the existing store base and online. Cash increased from £12.9m to £20.1m, even after significant capital investment of around £7m, and the business remains bank debt-free. Three new stores opened in the year, in Enfield, Northampton and Stevenage. Seven more stores are planned for this financial year – with a new store in Preston already opened, taking Furniture Village to a total of 50 – in addition to an improved web platform which launched in June. Further growth is set to be supported by unprecedented levels of investment in infrastructure including an enhanced distribution network and a fully-integrated ERP solution. CEO Peter Harrison says: “As we expand and benefit from efficiencies in scale we will stay focused on reinvesting in our business to ensure we deliver a strong, sensible and sustainable rate of growth. Potential threats posed to business by consumer uncertainty and rising inflation emanating from the decision to leave the EU cannot be ignored. We will however be taking

Betta Living closes Dean House Ltd, trading as fitted kitchen and bedroom retailer Betta Living, entered administration last month, resulting in the closure of its 24 stores and the redundancy of 300 employees. Betta Living enjoyed a strong reputation and had recently expanded its store footprint to meet growing demand. The company’s annual revenues grew from around £16m, producing profits of around £1m, to annual revenues more recently of around £50m, but rising occupational costs from newer space pushed the company into a loss making position and squeezed cash-flow to unsustainable levels. Anthony Collier and Ben Woolrych, partners of business advisory firm FRP Advisory LLP were appointed joint administrators. The order book and other assets have been sold to the company’s former managers.

whatever actions are necessary to ensure that we successfully navigate through expected turbulence and remain on a course of profitable growth.”

Feather & Black’s new marketing drive The bedroom furniture and homewares retailer plans to invest £2.6m into multichannel marketing in the next calendar year. The strategy will place increased emphasis on display, PPC and SEO to support the brand’s website, which was relaunched at the end of August. Web sales have increased by 35% following the relaunch against the same period last year. The retailer, which has 25 stores nationwide, also has plans to “move beyond the bedroom”.

John Lewis' new MD Following the departure of Andy Street, Paula Nickolds will be appointed the MD of John Lewis. Paula held a number of senior roles before joining the John Lewis management board as buying and brand director in 2013. Most recently as commercial director, she has been responsible for innovation in John Lewis’s product and the feel of its shops. Paula will take up the position from January, until which time Dino Rocos will be the lead director responsible for John Lewis’ operations.

Carpetright HY sales hit Carpetright’s UK sales were down by 2.9% LFL over the last half (to 22nd October). The retailer has accordingly revised its profit projections downwards, reflecting a combination of increased sourcing costs resulting from the devaluation of sterling and competitive market conditions. One store was opened and seven closed in the year to date, giving a net reduction of six, leaving 429 trading locations. 49 stores now trade under the new brand identity. Chief executive Wilf Walsh says: “Trading conditions in the UK in the first half reflect variable

consumer demand and increased pressures. Against this background, our plan to revitalise the UK business remains on track and we are now almost halfway towards our target of 100 store refurbishments in the current financial year, with investment in the first half weighted to the latter part of the period. “The initial trading performance of these newly refurbished stores has been encouraging – they are outperforming comparable stores in the estate, giving us confidence that where we invest we are able to drive a material improvement in performance.”

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The F


ine: Friday 9th Decem ber


of 2016

Allure, Nicoletti Home Winner, Upper-level Category “The design could so easily have run away with itself, but everything about it works so well”



Meet one of the


Open to all January Furniture Show 2017 exhibitors – enter your star product now at

Furniture News Awards 333v5.indd 152016v2.indd 6 The Furniture Advert

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NEWS Events

Espritmeuble returns

January show unveils notable newcomers

Espritmeuble will return to Paris Porte de Versailles for a fifth edition from 3rd-6th this month. The brands confirmed include the likes of Calligaris, Stressless, Epeda, Simmons, Celio and Ménard, plus newcomers such as Gerlin, Poldem, Airnoval and Baakal & Ross. According to the show’s managerial team – comprising leading manufacturers – a key priority is to increase the time spent by visitors at the show. Consequently, themed routes have been developed to guide visitors and focus on the latest initiatives. Whether product circuits (bedroom, beds, living room, accessories, etc) or themed circuits (space saving, made-to-measure, connectivity, French manufacturing), visitors will be encouraged to utilise the new guidance to better plan their visit. The fair will also see the addition of the Services Village, run by 30 exhibitors specialising in trade services. Each day the Services Village will offer themed Service Flashes in the form of 15-minute coaching sessions, designed in partnership with service experts. Topics will include digital tools, financing, guarantees, delivery, merchandising and in-store customer experience.

The January Furniture Show, taking place at the Birmingham NEC from 22nd-25th January 2017, will feature several new exhibitors, and a number of companies returning after a long absence. The show will see the launch of Ava Sleep, a manufacturer of mid- to high-end mattresses that operates from Cleckheaton, West Yorkshire. Family-owned German company, Gwinner will make its NEC debut. Gwinner, which specialises in quality dining, cabinet and wall furniture in lacquers and real wood veneers, has been manufacturing for over 80 years, and the UK has become its most important export market. Returning after 16 years is Michael Tyler, one of Britain’s leading independent manufacturers of contemporary upholstered furniture. Premier

Housewares, a leading supplier of housewares and home lifestyle products, will also return. Also joining the roster are: Artedi, a leading supplier of contemporary furniture; the Parisbased Celio Furniture; and Lifestyle Europe, which concentrates on high-value modern furniture. The event, which runs from 22nd-25th January at the Birmingham NEC, will also feature the third edition of The Furniture Awards, a scheme designed to recognise the leading manufacturers of new product across various categories. With almost 450 British and international furniture brands now confirmed, the show has more stand space, a partnership with the Society of British Interior Designers and a collaboration with the nearby Great Hospitality Show.

DIY joins Spring Fair The DIY sector will join the 2017 show, taking place at the Birmingham NEC from 4-9th February. The edition will also see the DIY Week Awards relocate to The National Motorcycle Museum on 7th February. Nick Davison, portfolio director, says: “We are delighted to be launching the DIY sector to offer DIY and home improvement suppliers access to not just their core market, but crossover selling opportunities to the thousands of retailers."

REFUND OR REPLACE New research from Barclaycard has revealed that retailers are losing out financially due to consumers’ tendency to return unwanted goods. As a result, retailers are struggling to meet consumer demands, whilst staying competitive and not risking their bottom line. The survey, carried out in September, comprised a sample of 2000 consumers, plus 2007 UK adults who bought items intending to return them but did not within the last 12 months. 300 online interviews with UK retailers were also carried out. Sharon Manikon, customer solutions director at Barclaycard, says: "Our research demonstrates that offering a good returns policy helps retailers attract and retain customers. It’s also crucial to be clear on when customers can and can’t return items to limit the amount of unsellable stock.”

Infographic created by wholesaler Manchester Furniture Supplies (

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Don’t miss out! Visit our stand in hall 5, 5F60 at the January Furniture Show (NEC) from 22-25 January 2017

Meet a Manchester United legend on the stand and another Manchester United suprise awaits you! Furniture News 1333v5.indd 17 MlilyV2.indd

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NEWS Industry

BFC stands up for furniture exports

Greg Hands and Jonathan Hindle Leading members of the furniture industry met with the Minister of State for International Trade and other MPs and Peers on 11th October to discuss investment in developing export markets. They were attending the Export & Growth Event at the House of Commons, organised by the British Furniture Confederation (BFC) and sponsored by Stephen McPartland MP, chairman of the All Party Parliamentary Furniture Industry Group (APPFIG). The industry is keen to ensure that the Government understands the contribution the furniture sector makes to the UK’s economy. The event was held to demonstrate its ability to grow exports, but also to express its concerns about the level of Government help available. A recent survey completed by almost 150 UK furniture manufacturers indicates that over 50% are planning to increase export activities over the next two years – yet 80% had been unable to access EU or UK Government funding for investment in export and growth. The Rt Hon Greg Hands MP, Minister of State for Trade and Investment, highlighted the new Government’s commitment to increasing the UK’s exports to £1t by 2020, and the number of companies exporting to over 100,000, with the creation of a new department (the Department for International Trade) and a seat on the Cabinet for its Secretary of State, Dr Liam Fox MP. Grants of £8m to 4000 companies to attend overseas trade shows have been made over the past year through the Trade Access Programme (TAP). However, he also acknowledged there was more work to do – with exports at just 21% of GDP, the UK ranks the lowest of all 28 EU countries. Jonathan Hindle, BFC chairman, states: “The UK furniture and furnishing industry is an important sector of significant strategic importance to the UK economy and can make a substantial contribution to closing the UK’s export gap – but the Government needs to do everything it can to instil confidence in furniture companies that export and to encourage those which have never exported.”

Singapore group appoints new president The Singapore Furniture Industries Council (SFIC) celebrated its 35th anniversary with the appointment of a new president and new strategic directions and corporate logo. Mark Yong, who replaces Ernie Koh, is SFIC’s 10th president, and has headed SingaPlural, the anchor event of the annual Singapore Design Week, since 2015. He says: “Our industry requires an innovative approach and a fundamentally different way of operating.” SFIC will pursue a new digital strategy to help its members embrace digital transformation, whilst strengthening membership.

Retailers could be failing forests, says WWF A new report, entitled Are you sitting comfortably? Sustainable timber sourcing and the UK furniture industry, commissioned by WWF-UK, looks at 74 of the most prominent UK furniture retailers, and has found that two thirds of them could be failing to have robust sustainable sourcing policies for the procurement of timber used for their furniture, and share no performance information to confirm it is sustainable. Of the retailers assessed, 68% have either no published policy or any other credible sourcing statement. These include the likes of Laura Ashley and Oak Furniture Land. However, 22% of the retailers are making good progress or show industry-leading performance. These include DIY chains such as B&Q, Wickes, and specialist retailers Magnet, Warren Evans and Office

Depot. Others including Argos and Ikea are making good progress against strong policy commitments. Julia Young, global forest and trade network manager for WWF-UK, comments: “UK furniture retailers could be unwittingly destroying forest resources due to their lack of clear commitments to sustainable sourcing of timber for their products. Some of the retailers who featured in our 2015 Timber Scorecard have taken little or no action to get to grips with the sustainable forest trade agenda, despite having significant reliance on such actions to maintain supply of timber to their own businesses in the long term.” The report notes that the greatest challenge relates to the importing of finished furniture from outside the EU – particularly where the products do not fall within the current scope of the EU Timber Regulation.

Charity raises £20,000 to support students The Furniture Makers’ Company’s annual Royal Charter Appeal has raised £20,000, enabling the charity to financially support even more university and college students studying furnishing-related courses around the UK. Every year the charity holds a dinner and appeal to commemorate being issued with a Royal Charter in 2013. In 2015 the charity launched the Royal Charter Scholarship and Bursary Fund to support promising students, preparing them to become future industry leaders, craftspeople and innovators. Lord Kirkham CVO, charity president, says: “The cost of higher education continues to rise and a scholarship or bursary can make a huge difference to the recipient. In many cases it enables a student, who otherwise would not have the chance, to continue their education. On behalf of The Furniture Makers’ Company, I would like to thank everyone that donated to this incredibly important cause which helps safeguard the future of the industry.” The evening also saw the company’s annual Sustainability Award and first-ever Export Award, awarded to Godfrey Syrett and Boss Design Group, respectively.

Company master Ben Burbidge and charity president Lord Kirkham CVO

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Supplier NEWS

Mattress brand partners with MUFC



La-Z-Boy acquires UK brand licence La-Z-Boy Inc has signed an agreement to acquire the licence for the La-Z-Boy brand in the UK and the Republic of Ireland from Furnico Ltd, which has been La-Z-Boy’s sales and distribution partner in the market for eight years. The annual wholesale revenue for this business is approximately £34m, based on current exchange rates. The agreement will become effective on 1st January. The existing Furnico business outside of the La-Z-Boy license will continue its normal operations. Based in Maidenhead, La-Z-Boy UK Ltd will be led by Keith Wilson, who until recently served as director for Calligaris’ UK and Ireland business. He

will work closely with Jeff Lillich, the head of LaZ-Boy’s Europe, Middle East and Africa business. A team will be recruited to support the growth of the business and its existing customers. Doug Collier, senior vice-president, chief marketing officer and president international, LaZ-Boy Inc, says: “Furnico has done an amazing job in growing the business and we intend to further enhance our position in the market by making investments in the brand and our digital presence. We thank David Winter, Paul Riding and the rest of the Furnico team for the outstanding work they have done, and look forward to a great future for the business.”

Heritage invests in custom-built showvan Mattress brand Mlily has entered into a global partnership with Manchester United, making it the football club’s first-ever official mattress and pillow partner. The five-year deal will see Mlily support Manchester United in helping the sleep and recovery of players. Mlily will work with staff at the Aon Training Complex, where its mattresses will also be used in the complex’s existing sleeping pods. Mlily’s brand is also visible on league matchdays at Old Trafford, featuring on the digital perimeter boards. Manchester United group MD Richard Arnold comments: “Mlily has an established track record of producing a high-quality product. We want to make the best use of the latest technology and expertise that can help our team, which in this case is the sleep and recovery of players. “A global partnership with us will certainly help Mlily achieve its global ambitions and bring a highquality product to our worldwide family of fans. We look forward to working together.” James Ni, founder of Mlily, comments: “We have been active in multiple channels of the bedding industry for several years. Our experience along with our commitment to producing high-quality mattresses and pillows has resulted in stress-free sleep and healthier lives for customers. These results are now available to Manchester United’s players and will find a wider audience due to our global partnership.” Mlily, the leading mattress and pillow brand of Shanghai-based Healthcare Ltd Co, has operated for 15 years. The product is manufactured in two locations in Jiangsu, China along with the company’s research and development testing laboratories and distribution facilities. A third manufacturing facility was opened in in Serbia in 2015.

Shire Beds welcomes cricket club The Yorkshire County Cricket Club visited The Shire Bed Company’s manufacturing facilities in Dewsbury last month to discuss future projects. Mark Arthur, the club’s chief executive, was given a guided tour of the business, including the recent expansion. The company also presented the proposed designs for a new head office and showrooms. Shire currently has plans for a new sleep-enhancing product, and as part of its sponsor deal with the cricket club will be working with its strength and conditioning coach to support the product’s development.

Having trialled a rented show van earlier this year for about 10 weeks, receiving positive feedback and opening new accounts over the country, Heritage has invested in its own custom-built showvan. Heritage found that with customers being able to see the products in the flesh, they could fully appreciate their design and quality. With a constant flow of new ranges being introduced to the UK market, Heritage feels that as a major design-led furniture wholesaler it is important to be able to present these new ranges regularly. The 4.5m van will carry new and existing bedroom, living and dining ranges. Heritage will be planning roadshows on a regular cycle around the UK, and customers can also book by appointment.

Gallery Direct wins local business award Interior products supplier Gallery Direct was named Sittingbourne Business of the Year at the Swale Business Awards in October. The awards, which are regarded as the borough’s most prestigious business event, are held annually to recognise local excellence and bring businesses

together. The judges look at financial performance, entrepreneurial spirit, environmental credentials, marketing skills, community links, staff welfare and a range of other attributes that make businesses stand out. Peter Delaney, MD of Gallery, comments: “It is the first year we have entered the awards, so we were thrilled to win the Sittingbourne Business of the Year. Our investment in our Swale head office and recent huge warehouse expansion, along with the introduction of our own transport fleet, has resulted in a fourfold expansion of our workforce in recent years. Our commitment to the area and quality of our business was obviously appreciated by the judges.”

Matza boosts green bedmaking credentials Bedmaker Matza is boosting its green credentials with a new ‘clean ‘n’ green’ mattress comprising around 70% repurposed materials which would previously have been thrown away. The company is producing an average 50 of these mattresses a week and selling into excatalogue and discount stores. The move is part of a campaign to boost recycling and cut waste at the company’s 60,000ft² Yorkshire factory, which has also seen the creation of two new jobs. The family-run company is on a mission to

become even kinder to the environment with Asif’s brother, Mazhar, taking the lead on the project. “We have employed two additional staff members to organise the recycling skips and keep the factory clean,” says Asif. “We are also undertaking extensive staff training to make sure everybody plays their part in reducing waste. We have looked at our working practices, tidied up our processes and introduced even higher standards and levels of expectation for what is acceptable waste and what is not.”

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INTERVIEW Sergio Guazelli, Roomscape

Ico Parisi sofa

Bringing vintage style back to life London-based vintage furniture and accessories store Roomscape sources 20th century lighting, art and antique furniture pieces. The retailer concentrates on providing high quality items presented in excellent condition. Founder Sergio Guazelli gives Victoria Noakes further insight into the roots of the unique business ...

Sergio Guazelli and Blair Thorburn

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Having trained and worked as an architect and interior designer in Argentina, Sergio Guazelli moved to Rome in 1990, where he developed and diversified his talents. With the beauty of the city igniting his passion for antiques, Sergio went on to study for a Diploma in Antiques and Fine Arts. In 1993, Sergio opened an antiques showroom in Rome, with a second seasonal shop in Ponza, an island close to Capri. The spirit of the island, with its international feel, influenced his eclectic style. “After being featured in several magazines, I established my own art and antiques publication. As part of this, I regularly visited and reported on leading European auction houses, and it was London’s art and antique scene which captured my attention the most,” says Sergio. “In 1999, my partner Blair Thorburn and I opened our London shop, Roomscape, in the historic Horse Hospital at The Stables Market in Camden Town. My background as an architect and years spent in Italy have led to the company being considered a specialist

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Sergio Guazelli, Roomscape INTERVIEW



Roomscape’s showroom

Willy Rizzo bar table

in post-war Italian design, such as furniture by Willy Rizzo and lighting by Gaetano Sciolari.” In 2009, Roomscape moved from a traditional-style shop setting to a larger showroom in Camden’s Belmont Street. The retailer now focuses on cultivating a stronger online presence, to allow for more of an international reach. Concentrating on its online service allows the company to offer quality and luxury at affordable prices. Roomscape’s product portfolio includes antique sofas, armchairs and dining chairs, coffee, side and console tables, chandeliers and wall, table and floor lamps, plus mirrors, art and even costume jewellery. This year, Roomscape launched its Contemporary Collection, a range of newly-made 1950s-style sofas, armchairs and chandeliers, inspired by the work of famous Italian designers of the 20th century. Roomscape’s contemporary 50s-themed sofa is designed for the era of lounge living – the sofa is inviting with its gentle curves and

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lush fabric, as well as being smart-looking and architectural. The solid handmade brass legs give it a light feel. The style, size, shape and detail of this sofa make it well suited to a grand living room. “Interiors inspired by Hollywood Regency are particularly popular with customers right now. This look is influenced by interiors of actor-turned-designer William Haines – a mix of chinoiserie, neoclassical, art deco and modern. This provides a dramatic yet cool and sophisticated effect,” states Sergio. “The appeal lies in its refined air and impeccable elegance, as well as the way it encourages personality and individual expression. Looking back, these concepts have been underlying our products at Roomscape continually over the years.” From the public to international dealers, architects and interior designers; and from private member’s clubs to local bars, Roomscape’s customers are as wide-ranging as its style. Famous customers include Liberty, Mary Living & Giving and Agent Provocateur. “Vintage dealers have sort of become known as trendsetters. >>>

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INTERVIEW Sergio Guazelli, Roomscape

Marco Zanuso lounge chairs

When we operated from the Stables Market with its diverse and trendy demographic, the products we offered reflected this. For example, Roomscape was one of the first to propose the Scandinavian and Hollywood Regency style,” Sergio explains. “Moving from a traditional shop to the internet has given us flexibility. It’s allowed us to supervise items from order, production/restoration to final delivery. This focused approach would have been impossible with a traditional antique shop.” Roomscape offers the ability for customers to book an appointment to have the full showroom to themselves, as Sergio and his partner have discovered over the years that people are keen to view vintage items in person before buying. However, as customers are becoming more accustomed to internet shopping and their confidence in trusted dealers is increasing, Sergio has noticed many more people are now willing to buy directly online. “Moving online also allows us to give more attention and time to buying abroad – being based on the internet, it is logical that our customer base is increasingly shifting towards the global market. In response to Brexit and the falling pound, we’re advertising more outside the UK and preparing to export more,” states Sergio. Looking ahead, Roomscape plans to maintain a strong offering unique and valuable vintage items, add more luxury items to its Contemporary Collection of sofas and chandeliers, whilst continuing to expand its sales abroad. What’s more, the company was recently invited to join 1stdibs, a leading online luxury marketplace, and it continues to support the Antiques are Green campaign – which promotes a valuable heritage industry and embraces green and ethical issues. Sergio concludes: “Whilst this is a business, it is equally a passion and a lifestyle. We hope that we pass on this enthusiasm through our products and interactions with our customers.” W

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Willy Rizzo console table and mirror

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Seek advice from our experts: Mike Dimond: Steve Moore:

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EVENTS Brussels Furniture Fair

Review Brussels flexes its muscles Furniture News returned to Belgium last month, to rediscover the Brussels Furniture Fair, an intimate international affair that offers UK buyers a strong portfolio of progressive product …

1 Visitor numbers were down a little at this year’s event 2 D&D’s new bronze-sporting collection made for an eye-catching entrance display 3 Worthy Balthazar winner Brooklyn, by Mintjens 4 Tetrad’s Meubelbeurs debut saw it deliver a strong complement of upholstery, plus new cabinet collections

At just two hours’ rail travel from London, Belgium’s furniture show represents a convenient and pleasant opportunity for UK visitors to see some of the newest European product ahead of the January shows. Spacious and well presented, Meubelbeurs features many of the key brands from the region and further afield, making it a popular end-of-year destination for retailers searching out the newest mid-market contemporary ranges. Neither Brexit uncertainty nor the spate of suicide bombings that took place in Brussels in March succeeded in holding back UK visitors – although numbers declined by 4.58%, the majority of the regular buyers attended. That said, exhibitors did note a general hesitancy to buy, their customers perhaps waiting to see how the exchange rate evolves. In all, visitor numbers were down by 5.37% to 18,259, largely due to a reduction in Belgian visitors. According to show director Lieven Van den Heede, the drop can be attributed to the nation’s “less than rosy” recent trade figures, and the





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increasing concentration of the market in fewer hands. International visitors accounted for some 61% of the overall attendance, and the presence of key buying groups from Belgium’s neighbouring countries – including first-time visits from a number of significant German and Austrian players – helped lift the show’s overall performance. “We can conclude that visitor numbers reflect the current market situation,” says Lieven. “Visitor numbers are no longer the be-all and end-all – for exhibitors, what ultimately counts the most is whether they have done good business. From the many discussions that we had during the fair, we can conclude that the result was certainly positive.” In total there were 268 exhibitors, spread over seven halls – a slight drop in exhibitors, but a general increase in stand size. The stands themselves are typically worthy of the premier European events, making the format a valuable precursor to the year ahead, at relatively limited costs. >>>

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EVENTS Brussels Furniture Fair

5 Wiemann 6 By-Boo

The show is roughly divided into groups of Belgian, German, Italian and Dutch exhibitors – roughly two thirds of the exhibitors are non-Belgians – plus areas devoted to bedding, accessories, style fusions and high-end contemporary designs. Themed trend passages featuring exhibitor innovations link the halls, while bars offer free refreshments. On this occasion, although the halls are rarely crowded, there is a sense of business taking place – and one of the chief reasons for this, argues Lieven, is the sheer amount of new product on show. “One key conclusion is that purchasing was particularly strong for those exhibitors who made a big effort in terms of new products, and who offered genuine innovations,” he says. “This has always been the case, but this year it was perhaps even more striking. “There was a noticeable trend towards more compact models as a response to the reduction in the size of living space. In addition, more luxurious materials were also in evidence at a number of stands, some as part of an ingenious mix of materials.” The show’s award programme, the Balthazars, seeks to identify the models leading the way in this regard. This year’s jury – chiefly comprised of lifestyle and design journalists – encountered strong designs, material choices and presentation across the event, settling on the following winners: In the Best of Belgium category, the Layers

furniture collection by Belgian designer Sylvain Willenz for Joli; in the Most Trendy category, Danish firm Lifetime Kidsrooms, for its multifunctional Play&Store concept; Karel Mintjens’ Brooklyn collection won the Country Today category; and the Innovation award went to Veldeman Bedding for the concept and production of its Finesse bed. Innovations aside, import costs are already proving a decisive factor for suppliers to the UK suppliers and their customers. According to Fedustria, Belgium’s textile, woodworking and furniture industry federation, exports to the UK – the industry’s fourth foreign market – are already under pressure due to the decline of the Pound, so the majority of members are hoping for as ‘soft’ a Brexit as possible. For now, the outlook remains unclear – perhaps next year’s edition, set to return to Brussels Expo from 5-8th November, will paint a different picture. W



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EVENTS Maison Shanghai

Preview Maison Shanghai’s fashion-forward debut In September, the newly-launched Maison Shanghai enjoyed a successful debut at the Shanghai New International Expo Centre and Shanghai World Expo Exhibition & Convention Center, held concurrently with Furniture China exhibition.

Maison Shanghai attracted 24,372 visitors to its debut edition. Home Plus and Modern Chinese Style in hall 4 had an endless stream of visitors eager to see the Chinese design aesthetic of home furniture and life. Featured events and activities like Maker Future, The Handicraft Year of China and Pop-up Store were designed in particular as open spaces for interactive communication and inspired ideas. Maison Shanghai demonstrates the latest creative trends as well as being a beacon and strategic traction of home decoration, household and design. It reflects unique tastes in both oriental and international markets. Attracting a wide audience interested in fashionable lifestyle, this exhibition introduced the newest innovations in the international decoration field, forecasting the latest fashion trends and the variety of design. It offered visitors a comprehensive experience of to high-end design works. All the exhibitors of Home Furnishing and Design of Designers will move to Shanghai World Expo Exhibition & Convention Centre in 2017. Running

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during Shanghai Home Design Week, Maison Shanghai 2017 will continue to focus on displaying the trends in home decor, including home furnishing, fashionable design, modern Chinese style and design activities. For next year, the show will be set over four halls, arranged as follows: Hall 1 – Home Furnishing/Lifestyle Brand, Carpet, Floral/Aromatherapy, Home Decoration/Art & Craft, Decorative Painting/Sculpture; Hall 2 – Lighting, Tableware, Outdoor Decoration, Chinese Classic Decor, Home Textile & Fabric/ Bedding; Hall 3 – Designer of Designers, Events of Shanghai Home Design Week; Hall 4 – Home Plus, Modern Chinese Style, The Nominated Works of 2017 Gold Idea Furniture Design Awards. The next edition of Maison Shanghai will take place from 12-15th September 2017 in Pudong, Shanghai. W

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RESOURCES GFK quarterly update


Anthony Creaby manages British retail homewares coverage at global data analyst GfK, which employs around 13,000 market researchers across more than 100 countries. T 020 7890 9130 E

No rest for the furniture market in Q3 GfK’s homewares report offers valuable insight into today’s retail landscape. Each quarter, Furniture News presents a summary of the researcher’s findings, tracking sales trends across key subsectors – here, Anthony Creaby describes the mixed picture across Q3 …

We’re now in a perfect position to review the performance of Q3. At a total furniture market level we witnessed a value decline across July to September of -3.6% compared to the same period of 2015. If we readjust our view and look at the market performance over the year to date, we see a much smaller difference of -0.9%. Interestingly, the volume performance is very different to this. For the third quarter of 2016 we witnessed volume growth of 2.4%, and when analysing the longer-term – back to January 2016 – an increase of 5.5% has been achieved. This leads us onto the reduction in average selling price, where declines of 5.9% for the latest quarter and over 6% for the year to September have been witnessed. When drilling a bit deeper into the data, it is clear to see that September has significantly struggled to keep up with both July and August. Value sales and average selling price were both down 5%, and volume itself was flat. To try to understand this further it is prudent to investigate the areas which are driving this.

In September alone, the high-value sector of two-seater sofas has declined 10%, and the dining table market has fallen by 6.3%. Corner sofas did provide some respite, showing small growth, which is likely to have been helped by the significant reduction in average selling price. However, in summary, September didn’t perform as well as some may have expected. If we interrogate some of the other furniture sectors at a third quarter view it is apparent that we do have some green shoots coming through from a handful of areas. The main ones of note are console tables, headboards and also mattresses – the latter having achieved 11.5% value growth in Q2, now followed by a 4.7% increase and volume up approximately 30,000 units. This performance in such a high-value sector is most encouraging! Bedroom furniture continues to be the highest value sector of the overall furniture market. This has, however, seen one of the largest value declines of -3.5%. The key sectors behind this are divans (-13.1% in value, -13% in volume) and beds excluding

“I was looking forward to analysing the third quarter performance in the furniture market, and I am slightly disappointed we haven’t seen a more positive picture”

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divans (-4.8% in value and -4.5% in volume). As witnessed in previous quarters, and touched upon in my Q2 article, we are still seeing a positive volume picture for this sector as a whole, up +5.1%. This is further supported by the continued reduction in average selling price, now down 8.2% versus the same three-month period in 2015. I was looking forward to analysing the third quarter performance in the furniture market, and I am slightly disappointed we haven’t seen a more positive picture. I was expecting a stronger performance in September at a total furniture level. I do expect this picture to be more encouraging when I write my Q4 piece, and am very keen to assess this performance. A final – yet very exciting – development that we have been able to include into our reporting now is the split between online and offline sales. Implemented in April, it is still in its infancy, but the view for the three months ended September 2016 is that 35% of total furniture sales were completed online. The online peak is within upholstered furniture, where over 52% of transactions took place online, and the lowest online share was achieved in kitchen furniture (5%)• These findings are derived from the GfK Homewares Reporting, GB market. All data relates to Q3 2015 and 2016, unless otherwise stated

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RESOURCES Sales team collaboration


Kevin Cundiff is the vice-president of retail for Fortegra, a single-source insurance services company that, through a network of subsidiaries and preferred partners, offers a range of credit protection, warranty, and specialty underwriting solutions. W

Encouraging effective sales team collaboration When your sales team isn’t in sync, chances are your revenue won’t be either. While it’s important for sales team members to harness competitive energy and strive for solid individual performance, the greatest success comes when the entire team is working together to achieve the same goal. In this article, Kevin Cundiff offers five tips for getting your team on the same page …

1. Encourage team members to share successes Sharing success on the sales floor can be tough, especially if team members are working hard to meet individual targets. But encouraging associates to share in the wins of their teammates can create a positive team dynamic. When one person on the sales team meets a goal or accomplishes a win, big or small, make an effort to include the whole team in the celebration of that victory. 2. Take time for team-building activities It might sound silly or clichéd, but teambuilding activities actually serve their purpose – building the team. These types of activity also build trust, an essential component of an effective, collaborative team. This component is especially important when someone new is hired. And if your team goes through a long period when no-one new is brought in, try to work in some sort

of activity every few weeks anyway. These refreshers remind everyone that they’re working as part of a cohesive unit, one where everyone has each other’s back. 3. Model collaborative behaviour in leadership As a leader, it’s important to exemplify the same behaviour you want to engender in your employees – or in other words, practice what you preach. Set the tone for your sales team by always making an effort to work effectively with fellow executives, managers, and colleagues. Show your entire staff that collaboration works, and results in greater success in the end. 4. Set team-based goals While individual benchmarks are important for measuring personal performance and professional development, team-based goals help promote camaraderie and team unity. When everyone is working toward the same

“Each quarter, establish at least one team-based goal that your sales team can work together to achieve. Success is so much sweeter when it’s shared”

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high-level goal, it provides a specific, shared purpose that encourages – even requires – collaboration. Each quarter, establish at least one teambased goal that your sales team can work together to achieve. It’s true – success is so much sweeter when it’s shared! 5. Give your team the right tools Empowering a team to collaborate more effectively often starts by arming them with the right tools. Is your sales team equipped with the latest technology? Do they have a fast, easy way to track progress and measure success? When teams aren’t furnished with the right tools needed for success, they can become distracted from their goals, and any hope of working together falls by the wayside. Provide your team with the tools they need to do their jobs well, and teamwork will be a breeze. A productive sales team is one that works hard and works together. Follow these tips to help get your sales team in sync, and you’ll be on the fast track to success •

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Homestyle GB PROFILE



Ahead of the January Furniture Show, Homestyle has introduced several new lines to its offering. Along with presenting other bestselling collections, the company is hoping to impress visitors to the show.

Homestyle’s broadened appeal Deluxe Rustic dining table

Side table

Painted bedside table

With cheap rustic ranges increasingly popular, they are without doubt a must-have for any retailer. Homestyle’s Deluxe collection offers the next level in terms of quality, finish and appeal. Homestyle’s Rustic Deluxe is a popular range with a lot of character. Originally incorporating five extending tables, the four new tables include a smaller round extending table and ‘supersized’ variants of the existing tables, allowing for greater seating capacities of up to 14 people. Homestyle’s new living and dining range incorporates a variety of product, such as a nest of tables, two TV units, an occasional cupboard, a hall, coffee and lamp table, two sideboards, two display cabinets, two bookcases, nine dining tables and two dining chairs. The range offers great quality and value for money, and its rustic nature adds character to any room. It has been described by

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Homestyle as a ‘great seller’, with the smaller pieces said to be easy to sell from just a few examples on the shop floor. The new range will be partially on display at the upcoming January Furniture Show, as well as a host of other fresh items at prices to suit the cost conscious. The company is keen to ensure it provides options at a wider range of price points. Other new items include a complete range of painted furniture including bedroom, dining and living room pieces, a budget rustic range with a patterned top featuring living room and occasional pieces, a budget oak range and more. Homestyle will also have some show offers not to be missed. Visitors to the January Furniture Show will find Homestyle in hall 4 on stand D50. W

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From the momentous decision to exit the EU to Trump’s victory, the year has been full of surprises. With the help of a panel of seasoned retailers, Furniture News looks at some of the most notable developments and their likely impact on the furniture industry in this two-part special …

A year in review – part one Keeping up with every story published on the busy Furniture News website is hard work, but several stand out – either for their shock value or wider ramifications. For the purposes of this retrospective, Furniture News co-ordinated a panel of established furniture retailers to offer responses to a selected headline item from each month (see boxout). A brief summary of each story is outlined – anyone interested in some further reading should use the website’s search tool to find the full story. See next month’s issue for the second part of this article. W

The panel Ross Beveridge, Archers Sleepcentre, founded in 2001 and currently operating through 11 stores across Scotland (RB) Peter Harding, Fairway Furniture – a fivestore independent located across Devon and Cornwall, founded in 1856 (PH) Mike Murray, Land of Beds, established in 1974 and based in Helsby, Cheshire (MM) Royce Clark, Grampian Furnishers, established in 1975 in Lossiemouth, Scotland (RC) Daniel Wade, Feather & Black, a 24-store chain founded in 2004 (DW) Steve Pickering, Sussex Beds, an eight-store independent founded in 1981 (SP) A number of anonymous contributions were also made.


Kozee Sleep Beds Ltd owner Mohammed Rafiq is found guilty of human trafficking by Leeds Crown Court. Prior to its closure in 2015, the company supplied retailers including Next, John Lewis and Dunelm, but ethical audits failed to spot any problems. Who should bear the burden of responsibility for a manufacturer’s ethical practices? Does this case reflect the wider challenges of manufacturing in the UK? How harmful are stories such as this for the industry as a whole? RB: Each and every company must bear the responsibility of their own ethical practices and aim to conduct business with others who share this view. We ourselves visited their factory on many occasions as we normally would with suppliers. There were no tell-tale signs to raise concerns on our various visits, and I would not have expected any other retailer –regardless of how well known they are, even with the best ethical audit practices – to have been any wiser. It is important to point out that this was a totally isolated incident, and that the furniture industry has a long-standing, very respectable, reputation. RC: A manufacturer has to be responsible for their own ethical practices, and hopefully, with the NBF certification becoming an essential element in selling beds, this will give reassurance to both the retailer and customer. This story was certainly bad for the industry as a whole – personally, it was very disappointing to learn that things like this went on in our country, never mind in our trade. As a company we were one of the first to buy from Kozee in Scotland and dealt with them for many years. Thankfully we had long since stopped dealing with them when this shocking news came out. SP: We never purchased or had any dealing with the company in question, so cannot comment on them specifically. However, reading the report, the practices stated do not provide a good impression of our industry, and are therefore very damaging. My opinion is that projects such as the NBF Approved supplier scheme need to be supported and promoted by retailers, which will help to eradicate poor practice and provide a level playing field for those who abide by legislation. However, these organisations/schemes need to strictly monitor and enforce their codes to provide credibility. A supported system such as this will help both legitimate suppliers and reputable retailers work together to provide safe, legal working environments for their employees, and self-police bad practice out of our industry.

“It’s an opportunity to reflect on what checks and balances need to be put in place to achieve the extra level of assurance required” - Mike Murray

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Slave labour

MM: As a retailer, you have responsibility for the supply chain from which goods come into your organisation. When addressing ethical and social responsibility issues, The Chartered Institute of Procurement and Supply recommends that buyers should seek appropriate assurance, be open about concerns, and engage positively with suppliers – however difficult that might be. The facts of this case show that the high street retailers named had undertaken ethical audits, but that the practices hadn’t been spotted. It’s therefore an opportunity to reflect on what checks and balances need to be put in place to achieve the extra level of assurance required. This is not just a question for the furniture sector, but for UK manufacturing as a whole. Stories like this can be harmful to our industry as they can undermine consumer confidence in our ability to regulate our practices. However, individual retailers who can demonstrate they are delivering on their corporate social responsibility may gain a market advantage.

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Boxing clever

Bed-in-a-box manufacturer Simba strikes a deal to sell its products through selected John Lewis stores. Simba secured a second investment round in October, and reports that it is now ahead of US rivals Eve and Casper in the UK. Is the mattress-in-a-box trend here to stay? Does the approach of these companies represent a change in the way beds are marketed in general? What are your thoughts on these new investor-funded brands? SP: The emergence and rise of mattress-in-a-box suppliers is simply an evolution and maturing of the online mattress trader. The traditional online bed/mattress directory business model is becoming less and less viable as margins are squeezed and traffic generation costs increase. Trading online therefore has to evolve, and the mattress-in-a-box is a move towards this – but with more and more joining this direction, it will quickly become very crowded, and as saturation point is reached an adjustment will take place where the stronger will take market share and weaker will disappear. As to disruption of traditional mattress retailing, this will be minimal, and nothing compared to the original directory emergence of online trading. MM: Purchasing and receiving your mattress has never been easier, thanks to the convenience of bed-in-a-box. It’s a trend that’s here to stay, with savvy manufacturers and retailers all finding ways to make it work for them and launching their own versions (including Land of Beds). The phenomenon has definitely changed the way beds are marketed in general. Paring down the scope of choice, focusing on lifestyle as a key selling point and utilising social media are all approaches that can be transferred to more traditional beds and mattresses. We welcome the new investor-funded brands, which ensure our industry is constantly evolving – developing new products and better meeting the needs of consumers. It’s an exciting time to be in the sleep business. DW: The mattress-in-a-box trend has been driven by a number of new demands the market has displayed in the last 12-18 months. A number of brands in our sector are now reacting and going out with their own products to try and opportunistically take advantage of this emerging market.

Simba Sleep’s co-founders James Cox, Harry McClements and Andrew McClements

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At Feather & Black, we don’t believe a one-size-fits-all solution works in the mattress market. However, we will be launching our own mattress-in-a-box product shortly, which will be available within 48 hours when ordered online, or to take away immediately from our stores. Our own product, however, is a result of us reacting to our customers’ clear desire for a more convenient mattress solution, rather than a move designed to simply follow a trend. Ultimately, we expect mattress-in-a-box to be something of a short-term fad rather than a moment that marks a massive change in the future of how mattresses are marketed by brands or purchased by consumers. Our imminent entrance into this space is tied to our long-term strategy of always listening to what our own customers want, rather than seeking to belatedly enter a battle that only one brand can realistically win. RB: I do not think that the mattress-in-a-box trend will stand the test of time. I personally feel that to suggest there is one mattress for everyone is an insult to the industry. For a mattress to provide support is only one important element of the buying process. Customer preferences in terms of feel – from soft to extra firm – simply cannot be satisfied by one mattress. I think consumers will always have a desire to try to buy mattresses with varied spring and filling types. This seems much more like a fad to me, which, like all fads, will eventually fade away. RC: I definitely think the mattress-in-a-box is here to stay. The quality of them now is night-and-day compared to those from 10 years ago. With the need for shopping to become more convenient, and the relentless push towards instant delivery by Amazon and Argos, many customers will take the risk that what they are buying will suit their needs – if it doesn’t, it can be sent back anyway, so the risk is minimised, and at that point they may decide to visit a physical store! I’m all for crowdfunded and angel-backed enterprises. I’m involved in the Angels’ Den myself, so think it is a great way to launch a product/company/brand. The pace at which Simba have managed to gain market share has been frightening, but I suspect there will be many more entering our market in this way. >>>

“We expect mattress-in-a-box to be something of a short-term fad rather than a moment that marks a massive change in the future of how mattresses are marketed by brands or purchased by consumers” - Daniel Wade

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Sunday times

MPs reject a plan to extend Sunday trading hours for larger retailers. This is the third occasion in five years that the Conservatives have attempted to permanently change Sunday trading regulations, and the third time they have been unsuccessful. Should the law change? How might it affect your business? SP: There is no need to change the current Sunday trading legislation. There are more than enough hours of opportunity to trade within the current timeframe, and, if required, out of these hours consumers have the options of using online channels – and good retailers will provide these options for their customers. To allow extended trading on Sundays will simple spread revenue and increase costs, and, more importantly, impact on the quality of life of the teams required to staff the stores. RC: I would personally say that as a retailer you should be able to decide when you open and close, end of story. After all, your overheads are pretty fixed (except for some extra utility and staff costs), so if you want to open 24 hours every day to maximise your return on the store costs, then why not? You can buy products online 24/7, and many of these businesses are not paying high street rates, so, to me, not being able to open when you want to gives them an unfair advantage.

RB: This idea of Sunday being a special day and that it should be held in different regard to any other is utterly ridiculous. This is 2016, isn’t it? Who is this rule even for? It is certainly not to suit the consumer, and with more and more of the UK workforce working varied shift patterns, additional shopping hours can only be a benefit. We live in a fast-paced, high-demand society, and it is about time these rules were changed to reflect the changes in society and the way people shop. These prehistoric rules are outdated, and increased shopping hours could inject more money into the economy and create additional jobs. MM: Sunday is one of our busiest trading days, both in-store and online. Our multichannel strategy means we are open for business 24/7, 365 days a year. If there is a consumer appetite and the law changes, we would consider opening our stores for longer hours to meet that need. For us, there would be additional costs associated with staffing and keeping our premises open for longer, which we hope would be offset by increased sales. However, we would also want to balance this against other considerations like the wellbeing of our staff, and their right to family life and downtime.

“Who is this rule even for? It is certainly not to suit the consumer, and with more and more of the UK workforce working varied shift patterns, additional shopping hours can only be a benefit” - Ross Beveridge

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Sofology’s mascot, Neal the Sloth, expresses his astonishment at the decision


What's in a name?

Courts rule that the name of the upholstery retailer Sofaworks (formerly CSL) infringes the business of the DFS-owned Sofa Workshop. Before changing the retailer’s name to ‘Sofology’, Sofaworks hits back at the notion that its brand name is liable for passing off. How important is a name? Is this a case, as opined by Sofaworks’ founder Jason Tyldesley, of David and Goliath, which the big boys were always destined to win? How successful has Sofaworks been in making the transition to Sofology?

will look back on this as a positive move. RC: A name for most is very important, but it really depends on the age of the name/brand. CSL/Sofaworks was a relatively new company, so the name held less value and it was much easier to change. For what it’s worth, I think the new name is better, but I would guess for them it is still too early to tell how big an impact it has made (they certainly got plenty of free PR out of the court case!). However, if a company came to us and said we had to change our name after 41 years, then that would be a totally different issue!

RB: Establishing a name or brand has always been regarded as an important part of retail, but in reality most consumers will make what is a considered purchase infrequently, and the modern starting point is the internet. Clever PPC campaigns and strong messages allow independent retailers to still have a market share. The rebranding to Sofology has appeared a relatively seamless move, although I’m sure the cost implications were frustrating. With their vast TV advertising campaign and over 30 branches across the UK I would not expect their market share to be largely affected. They have already began establishing this brand, and I think they

Anon: Brand name is critical to any retailer, as it is intrinsically linked with reputation. If, like us, you have been in business for decades, it is something you have spent huge sums of money to promote, and has become a name that generations of customers recognise as a hallmark of quality and excellence. We cannot say with any certainty that the big boys were always destined to win this court case, but it was definitely a David and Goliath match. We applaud Sofology’s resolve to rebuild under their new name, and with the belief that it’s what’s inside that matters. It will take time, but fundamentally customers are looking for competitive prices for quality products. If Sofology can offer this, they will recover. >>>

“For what it’s worth, I think the new name is better, but I would guess for them it is still too early to tell how big an impact it has made (they certainly got plenty free PR out of the court case!)” - Royce Clark

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Does Ikea’s opening of small collection points reflect a general trend towards the downsizing of furniture stores?


A capital idea

Ikea opens its first London Order and Collection Point – the first within a UK shopping centre – at Westfield Stratford City. The Order and Collection Point does not carry the full product range, but customers are able to order from the full range for home delivery or for collection. Does this new format reflect part of the future of retail? Is there anything about Ikea’s approach in this regard that your company can learn from? Why does London’s retail scene differ so markedly to the rest of the country’s? RB: I don’t particularly see this as a new idea – many furniture retailers already offer a very similar service where they are not fortunate enough to have vast amounts of retail/warehouse space but have for a long time sold direct from a brochure and allowed the customer to either collect their goods from the branch or choose home delivery. This may represent a positive step for Ikea, but in my opinion it steps away from what would have been considered their USP for such a long time. This will, however, represent a stroke of genius to the many people that have been dragged around Ikea’s enormous showrooms against their will! MM: Order and collection services are most definitely part of the future of retail. Lots of people expect to be able to take their purchases home there and then, rather than waiting for a delivery weeks down the line.

Land of Beds launched its own Click and Collect service in 2016, which is proving hugely popular. Customers can collect their purchase (providing it is in stock) from our purpose-built distribution centre one hour after ordering it online. This is part of our multichannel strategy, which ensures a customercentred service that’s designed to meet everyone’s needs. London’s retail scene has traditionally been markedly different due to its fast-paced ‘instant’ culture. Retailers need to be agile enough to respond rapidly when a consumer is ready to buy. The better-developed courier and delivery networks in the capital mean that products can be transported on the same day. In more rural areas, consumers have understood there are some logistical challenges which make delivery times longer, and, with fewer ‘instant’ retail outlets at their disposal, they are used to longer lead times. But with the advent of ecommerce, this too is changing. The Amazon model of next-day – and even same-day –delivery means that nationwide, retailers have never been under so much pressure to remain competitive by reducing their delivery times. RC: Ikea are not the first to go down this route, and I’m sure many others will try it – space in prime retail locations is expensive, so it makes sense, but I think having an in-store order point is the way to go. This is something we currently have and are expanding/improving as a key part of our growth plans.

“This may represent a positive step for Ikea, but in my opinion it steps away from what would have been considered their USP for such a long time” - Ross Beveridge

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A legacy in question

After BHS’ failure, founder Sir Philip Green is summoned before a Select Committee to account for his part in the failure of the business and the retailer’s outstanding pension deficit. He concludes: “I’ve done nothing wrong. I’ve got a clear conscience.” Guilty or not guilty? Does Green’s vilification by the media conceal the Government’s role in the retail sector’s struggles, or does his alleged behaviour simply represent capitalism at work? What might have been done differently? RC: Guilty. I watched a documentary on the demise and it was clear the Green family were extracting obscene amounts of money from the business, and although this was not illegal he should be made to pay back the shortfall – it was not as if the business failed due to lack of profits. This should be implemented in law – it should be made clear to any business owners that they will be held responsible for behaving in a manner which affects the long-term health of the business and its employees. Having visited BHS stores in recent times, the lack of investment was obvious. The Edinburgh store in particular was very tired and a makeover was long overdue. It’s sad to see such a great name gone from our high streets – if Green had reinvested and they had moved with the times, and kept their ranges up to date together with a strong bricks ’n clicks offering, they would have certainly had a better chance of survival … although he may not have a nice new boat right now!

MM: It is the role of the Select Committee to determine accountability, but in the court of public opinion, it’s clear that Sir Philip Green has been found guilty, with MPs now set to vote on whether to strip him of his knighthood. At times, it has felt like capitalism itself has been on trial, with media criticism focusing on Sir Philip’s greed and lavish lifestyle, rather than examining the Government’s role in retail struggles. Ultimately, it is a question of whether Sir Philip has focused on feathering his own nest at the expense of protecting the nest eggs of some 20,000 BHS employees, who face a total pensions deficit of £571m. There is no question that the handover should have been far better managed, and that Sir Philip ought to have been more transparent with the Select Committee than his evasive answers would indicate he has been. SP: A company failure is always going to meet with a negative view because there will always be trauma and loss toward trading partners, clients and employees. There was probably no legal wrongdoing committed by Sir Philip Green – this is more to do with ethics, heightened by media reports of extravagance by Mr and Mrs Green. High-profile or public figures will always come under higher scrutiny than normal as society looks to them for examples of right or wrong

“At times, it has felt like capitalism itself has been on trial, with media criticism focusing on Sir Philip’s greed and lavish lifestyle, rather than examining the Government’s role in retail struggles” - Mike Murray

Pick up next month’s issue to read the second part of this special feedback article. Contact the editor if you would like to offer comment in a future Furniture News feedback panel.

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OUT & ABOUT The Furniture Makers' Company charity cycle

Event: Celebrations at the finish line of The Furniture Makers’ Company’s 450-mile charity cycle ride Location: Place des Quincones, Bordeaux Date: Friday 16th September Lowdown: A total of 22 members and supporters of The Furniture Makers’ Company raised £57,000 for the industry’s charity by completing a 450-mile cycle ride from London to Bordeaux. The cyclists set off from Guildhall, London on Sunday 11th September, and spent the next six days pedalling an average of 80 miles a day, passing through Nantes, La Rochelle and Royan.

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The Furniture Makers' Company charity cycle OUT & ABOUT

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Some of the best in home-grown talent – along with leading international brands – can be found at the UK’s premier furniture and furnishings event, the January Furniture Show, held from 22nd25th January at Birmingham's NEC.

January Furniture Show to fly the flag for Britain The January Furniture Show offers visitors an opportunity to see up-and-coming trends in unique and innovative British-made and international designs, from both new and well-established brands. The exhibitor list includes more than 400 major British and international manufacturers such as Buoyant, Nathan, Celebrity, Cintinque, Lebus, Duresta, ercol, Parker Knoll, Westbridge, Tetrad, Ashwood, Collins & Hayes, Ashley Manor, Wade, Whitemeadow, G Plan and Wood Bros. Read on to discover what to expect from the exhibitors of this year’s show...

The BFM organises the London Fabric Show, held annually in February

Oldman, Sweet Dreams Kettle Interiors will present a varied offering at the January Furniture Show

Penny Lane, Sweet Dreams

The British Furniture Manufacturers (BFM) (stand 1A85/A90, has represented the interests of the British furniture industry for more than 65 years, and will once again be taking part in the January Furniture Show, providing current and potential members with the chance to see the wide range of services that it offers. Sweet Dreams (stand 5H10, 01282 830033) will be exhibiting its range of British-made upholstery – in particular, contemporary designs with a degree of retro styling. Penny Lane’s unusual rounded shape is a talking point, and with quality foam in seat and back cushions, it provides a comfortable sit. Penny Lane is available in three-seater, two-seater, chair and stool, as is Etro – an invitingly-shaped design with curvy, angled

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arms and a slightly raked back. Two other retro-styled models will be on display, together with a number of sofas that are more classic in design. Sweet Dreams will also be launching a selection of fabricupholstered bedframes to complement its existing collection at the NEC. Among them will be Oldman, a striking sleigh bed with low, buttoned curved headboard. The frame, in double or king size, features a sprung slatted base and comes in two colourways, shell and pewter. Oldman complements two other fabric upholstered beds – Lee, a minimalistic frame in wheat or slate with low headboard and a wooden leg, and Ryder, a frame in the same colourways with a winged headboard and useful gas-lift ottoman storage.

Kettle Interiors (stand 4D20, 01536 444960) will be launching two stylish new furniture ranges at the January Furniture Show, exhibiting over 50 new items for 2017 alongside its existing portfolio that includes the recently-introduced TT collection. Visitors to the January Furniture Show will be the first to see the subtle Danish influences of the NT oak living and dining collection and the continued expansion of the supplier’s painted furniture portfolio with the NR range, again offering dining and occasional pieces, as well as luxurious dining chairs in an assortment of striking fabrics. Kettle Interiors will show items from across its oak, pine and painted portfolio, as well as new introductions on The Wicker Merchant brand of storage, furniture and baskets. >>>

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The Wicker Merchant Matza (stand 5G70, will unveil a new presentation strategy for independent bed retailers at the January Furniture Show. MD Asif Ayub says: “Our Vintage Chic collection is perfect for the store which does not have room for our full range but wants to give its customers a good selection to choose from.” Matza will also have its successful Vintage Chic beds on display at the show. These bedframes were designed to address market feedback that consumers wanted

striking beds with maximum impact which were compact enough to fit into today’s bedrooms. Matza is well-established for its white label activities. Vintage Chic forms part of its own brand collections which includes the Hotel range of headboards. The company prides itself on producing well designed, high quality, British beds at an affordable price, offering something for everyone. Launched by Kettle Interiors to bring great

value wicker storage and furniture, The Wicker Merchant (stand 4D20, 01536 444960) will be a feature of the supplier’s stand at the January Furniture Show as it looks to continue strengthening its position as a reliable value-driven supplier. Alongside a range of existing baskets, log, pet and laundry baskets, storage units and furniture, retailers visiting the show will be the first to see new items added to The Wicker Merchant line-up, providing an ideal opportunity to identify key pieces for the forthcoming seasons. >>>




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Soho White, Home Inc

Home Inc (stand 3G30, www.homeinc. imports directly from its partner manufacturer in the Far East which has perfected the difficult high gloss process, and holds stock at its new 90,000ft² warehouse as well as at its showroom located close to junction 23 of the M60 Manchester ring road.

Home Inc’s previous exhibition stand

The company’s aim is to provide complete ranges of assembled, high quality, uniquelydesigned products at competitive prices, backed by a friendly and dependable service. Home Inc’s high-gloss pieces have a flat, mirror-like finish that is missing from most other items of the type. They also all have

a protective sheet of tempered glass on the upper surface to ensure that the finish stays pristine. Coupled with the soft-close doors and drawers, this will help the contemporary pieces stay a focal point of any room for years to come. >>>

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Antonio, Worldwide Furniture Source

Worldwide Furniture Source (stand 5F48, 0151 263 5392) is an established family business retailing and wholesaling to customers across the UK. It prides itself on its fresh designs, diverse collections and low prices.

Worldwide Furniture Source will launch new wardrobe models at the January Furniture Show

The company will be introducing some new wardrobe ranges for winter 2016. Worldwide Furniture Source is looking forward to the launch of its new recliner sofa lines shortly. All of the company’s new models will be

displayed alongside the firm favourites on its stand at the show. This year has proven to be a successful one for Worldwide Furniture Source, and the company is looking ahead to make next year just as positive. >>>

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Alexandra, Serene

Serene (stand 5B30, promises to greet visitors to its stand with an impressive array of additions to existing ranges and several entirely new collections of furniture. A long-established, leading supplier of bedsteads, headboards, sofa beds and daybeds, Serene has been making great strides in recent years into new areas of the home furnishings market through its inspired recliner, dining and occasional chair collections.

Halden, Serene

New designs for these will be on show, including striking contemporary and traditional dining pieces. Serene will be unveiling new bedsteads across several key bed ranges, as well as presenting innovative tweaks to existing models and top-selling designs, from what will be – for 2017 – the company’s largestever range for the bedroom. Tasleem Tasab, Serene’s founder and managing director, says: “We have a great deal of innovation being readied for visitors

to the 2017 event – the show is a key part of our trade activity and kick-starts the calendar year in good fashion. “Serene is experiencing a phenomenal period of growth as we continue to expand into new areas of the home furnishings market from our position of strength as an established, leading bed supplier. The creative team and I are looking forward to giving first-sight of all our hard work over this past year to those that visit the Serene stand in January.” >>>

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TEL: 07774 704744

Come see us At the January Furniture Show Hall 4 (Stand F50)

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Home Inc. Wholesalers of Premium Indoor Furniture Ranges to the Trade We look forward to greeting both existing and potential customers at our stand G30 in Hall 3 at the NEC for the January Furniture Show. As well as you seeing our existing ranges, we have some new products that we would appreciate your opinion of.

Northern Showroom - 696 Oldham Road, Failsworth, Manchester M35 9FB Southern Showroom - East Duck Lees Lane, Enfield EN3 7SR Please contact Alistair on: 0800 772 0807 or Furniture News 333v5.indd 57 Home Inc.indd 1

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Mayfair Dorchester, Flair Rugs

A leader in rug design, Flair Rugs (stand 4E55, 01457 850660) will bring its impressive portfolio to the January Furniture Show as the brand commences activities for 2017. With continual trend updates treating retailers up and down the country to a diverse selection of rug styles, the show will provide an ideal opportunity to present what is holding sway for the SS17 season. Gareth Davies, sales and marketing

director, says: “The January Furniture Show is always a calendar highlight for us, and we are delighted to be taking part once more in 2017. "We will be introducing our newest designs across wool, super soft polyester and practical polypropylene fibres, with the vibrant Prismatic, the inherently intricate Venice and the vintage-inspired Persia just a taste of what’s to come.

“Flair will continue with its trend updates throughout the 12 months ahead, and we are also proud to offer retailers the opportunity to showcase our versatile collection through a new innovative point of sale. This arrives in the form of a unique space-saving lectern, featuring an eye-catching laminated brochure, ensuring all sizes and styles can be presented to customers without the need for a large in-store footprint.” >>>

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On the back of a successful 2016 show season, Edel Telenzo (stand 2FS18, 01422 374417) is preparing for the start of the 2017 exhibition season, with the January Furniture Show set to be a springboard to a new year of developments. With finishing touches being made to what promises to be an impressive portfolio of design-led collections set for launch in 2017, Edel Telenzo will also present its Rugs and Runners collection. Launched this autumn, the new collection of semi-bespoke rugs and runners allows retailers to involve customers in creating flooring schemes where carpet, rugs and runners can be used in harmony. The concept brings extra scope to Edel Telenzo’s portfolio of striking wool flooring. The service allows homeowners to choose any of the manufacturer’s wool wall-to-wall collections and create a bespoke size area rug or runner. With the option to select any of 87 different options covering leather, felt, cotton and linen across an impressive spectrum of colours, the potential is almost limitless, and the benefits do not end there. All rugs and runners feature Edel Telenzo’s Ceneva backing that provides improved fire resistance and emits no odour, along with a unique anti-slip finish that keeps the rug firmly footed on hard floors. >>>

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Bakerloo, Edel Telenzo

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JANUARY FURNITURE SHOW PRELIMINARY PREVIEW Alpha Designs Upholstery (stand 1E85, www. is working fervently on its new collections to be presented at the January Furniture Show. The company will be exhibiting for the third successive year and is looking to make an impression with an increased stand size and five new collections. These will feature an array of contemporary opulent fabrics and innovative designs. >>>

Alpha Designs offers fabrics in a variety of colours

Alpha Designs will launch five new collections at the January Furniture Show

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WE LOOK FORWARD TO SEEING YOU AT THE JANUARY FURNITURE SHOW PIAZZA SUITES 5-7 35A Keighley Road, Silsden, Keighley, West Yorkshire, BD20 0EB Tel 01535 656002 | Furniture 333v5.indd 63 ScanthorNews 333v2.indd 1

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Glen Isle fabric, Ambassador Textiles

Corona grey occasional, Seconique

Ambassador Textiles (stand 3G61, 0161 624 4167) will display its new Glen Isle range of 100% wool fabrics for the first time at the January Furniture Show. This distinctive collection comes in seven colourways with three designs per colour. Ombre stripes, herringbone and window checks offer alternatives to traditional plaids. Another fast-moving product in upholstery fabrics is Ambassador’s Marble Velour – suitable for all furnishings and upholstery uses, this fabric is proving popular in the UK market. There are 17 striking colour options, from browns, beiges and greys through to striking modern hues of aqua, grape and cerise. Seconique’s (stand 4C20, www. seconique. Corona range has expanded to include a collection of white, grey and cream

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Ludlow, Seconique

occasional and white and grey bedroom furniture. The traditional distressed waxed pine pieces still remain a key focus, and have expanded over the years to include over 100 individual items which cover living, dining and bedroom pieces. The January Furniture Show 2017 sees the painted range become even more diverse with the addition of a nest of three tables, a lamp table and a trendy buffet unit to add to the already-expansive collection. Each piece features the distinctive black metal hinges, handles and studs as well as the panelled distressed waxed pine tops. The show will also see the introduction of the Ludlow occasional and bedroom furniture. The occasional range is available in classic white with oak coloured pine tops

Bianco, Wiemann

to complement the already-popular Ludlow dining sets. The bedroom range is available in classic white and soft grey with oak coloured solid pine tops and has attractive antique brass cup handles. These are just a few of the new lines available to see at the show and represent Seconique’s mix of good quality, stylish products that are also good value for money. Award-winning German bedroom furniture manufacturer Wiemann (stand 4C50, 01482 635283) will be unveiling up to nine new ranges at the January Furniture Show, as well as new finishes including rich, dark and bright oiled oaks and new ideas which aim to match the company’s high production standards with a concentration on good service for UK customers

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Lebus Upholstery Ltd, Queensway Ind Est, Dunlop Way, Scunthorpe, Lincolnshire, DN16 3RN, United Kingdom

For more information contact: Furniture News 333v5.indd 65

t. 01724 407 751

e. 22/11/2016 14:38

Furn News Noverm 2016 Advert DPS_Layout 1 15/11/2016 10:30 Page 1

Have you seen the new collections from the UK’s largest adjustable bed manufacturer?

Above - The luxurious Harper mattress featuring pure Latex on a bed of 1200ct pocket springs next to the memory on pocket Hayley mattress. Both mattresses sit in the new Orpington surround, the perfect solution for customers who want their bed to look like a normal divan, Bottom Right - The beautiful Violet bedframe featuring a stunning buttoned headboard which is also mirrored on the footboard.

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Feel like a Goddess, sleep Hestia

Above - The new VR Range - a collection of luxurious memory foam mattresses on hand nested pocket springs offering varying levels of ďŹ rmness to meet the unique requirements of your customers.

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Geometric in grey, Studio by Silentnight


Hepburn, Stuart Jones








Curve in teal, Studio by Silentnight

Studio by Silentnight (www.silentnight. is a new contemporary bed and mattress brand which enables shoppers to build their own configuration in four steps, and top it with the company’s latest mattress. Studio by Silentnight offers a choice of bed frame styles, colours, storage and sizes. Each is handmade in the UK and delivered with minimal assembly required. Each frame style is available in four colours – ebony, grey, natural and teal. The Geometric style has a winged design with sharp, sophisticated lines, while the elegant Curve offers a softer silhouette. Simplicity, an understated, minimalist shape, completes the trio. Smart storage is at the core of the offer. A choice of drawers – in optional sizes – and half ottoman styles make it easy to hide clutter. The Studio mattress is available in three

SleepShaper Gold 2000, The Foam Company

comfort choices, and offers an innovative combination of breathable gel-infused foam and state-of-the-art memory foam which contours the body for complete comfort. Combined with Studio Flex profiling, this mattress allows tailored support. The mattress comes conveniently rolled and boxed. With a 60-night comfort guarantee, Studio by Silentnight allows customers to test their choice at home and exchange it if they find they would prefer something softer or firmer. Beds in the Studio by Silentnight collection are available in Double, King and Super-King sizes. The Studio mattress is available in four sizes. Products all come with a five-year guarantee, and the mattresses feature an Allergy UK-approved soft-knit cover. Under the new brand The Great British Mattress Company, the SleepShaper Gold range of beds and mattresses from The Foam

Company (01235 514240) feature Vystex foam, incorporating V-Max technology for improved airflow. Manufactured in the UK exclusively for The Foam Company, this foam has gone through extensive thermal testing to show that Vystex is able to dissipate heat 47% more quickly than standard memory foam. Cooler than standard memory foam at 70 kilos – compared to most memory foams of 40-50 kilos – Vystex is also of a superior quality. There are five mattresses in the range – Gold Firm, featuring 7cm Vystex and 13cm high density foam core. Gold Embrace with a luxurious soft feel and Gold 1000, 1500 and 2000 pocket sprung matresses have a Vystex sleeping surface, and all come with divans and co-ordinating contemporary headboards. Since Stuart Jones ( launched 20 new products at the recent Bed Show in Telford, demand has steadily >>>

To Furniture News 333v5.indd 68

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Abbotswell, Stuart Jones

Bianco, Wiemann

risen week on week, pushing the manufacturing capacity at the Sussex-based supplier. Stuart Jones used the Bed Show as a platform to present three new complete furniture ranges which link beds with storage and occasional pieces. These together with four new complementary fabrics, new brochures and a new website has sparked a steady increase in sales activity. MD Alan Bennett says: “Although we have managed a decline and tightening in our dayto-day independent retail sales, our major house accounts have grown this year. After six months of hard work we are now also gaining traction within the contract market as we are recognised as a quality British designer-maker with a commercial bias. We are now gearing up for next year with the addition of new staff members in marketing and design.” The Highgate bed from Matza’s (01924 458699) new Vintage Chic collection offers impact and class, ideally proportioned for the modern-day bedroom. The eye-catching bed was the star of the new range unveiled at the Bed Show in September, and was well received by visitors to the event.

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The Highgate, Matza

The Master wardrobe system, from Rauch’s Dialog brand

Vintage Chic was designed following market feedback which suggested customers wanted beds which were statement pieces but also compact enough to fit all bedrooms. Asif Ayub, MD of Matza and the company’s chief designer, says: “Highgate is inspired by classic chesterfield design updated with contemporary fabrics, modern colours and finished off with turned wooden legs. “The bed proved extremely popular at its launch at the NBF Bed Show, especially when teamed with our new, polyester-based velvet in strong but neutral shades such as greys and taupes.” The statement horizontal textured crosstrims of Wiemann’s (01482 635283, sales@ striking Bianco range is ideal for those consumers looking to stand out from the crowd. Available in alpine white and polar larch, this range offers an enormous selection of hinged and sliding door wardrobes, with the option of mirrors and cross trims in textured mocca or sahara and ranging in widths of 50 to 400cm plus bedside tables and drawers. It also features smart unit accessories such as drawer inserts and adjustable shelving, laundry shelves and LED wardrobe interior

lights with smart motion detectors, as well as tie and belt pull-outs, shoe racks and a pullout trouser holder. The bedstead comes with an upholstered faux leather headboard in sahara and mocca, as well as the choice of two heights – 43 and 48cm – and is available in three sizes including king (150 x 200cm) and super king (180 x 200cm). The Master wardrobe system from Rauch’s (01386 41333, Dialog brand boasts numerous details – single hinged and folding door elements can be attached to one another, and, thanks to the presence of shelf units for intermediate installation and made-to-measure options, Master fits into every room concept. Corner robes create storage space in even the smallest corner, while there are different handles and frontals in a variety of colours and materials – from classic Alpine white, crystal mirror, modern glass and high gloss colours to a range of wood decors. Elegant lights and innovative accessories offer broad scope for individual interior plans. Rauch also offers matching pieces and a range of models, materials and colours which work with its Master wardrobes. >>>

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t: 01903 773225

Furniture News 333v5.indd 71 Stuart Jones.indd 1

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Master wardrobe, from Rauch’s Dialog brand

Frankie Oak, Flintshire Furniture

Flintshire Furniture (www. has spent a long time researching oak and hardwood manufacturers around the globe to complement its bedroom collection. The company maintains its beliefs that only sustainable hardwoods should be used for its furniture and that the companies visited must mirror this environmentally-friendly approach to manufacturing. All Flintshire’s furniture is made from solid American oak or hardwood, with no veneers, and is constructed from solid piece timber. All bed frames come with a solid wooden slatted base and metal-to-metal fixings. In order for the company to continue

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with its development of new ranges and designs whilst retaining the quality, Flintshire Furniture is now manufacturing furniture at its own custom-built 110,000ft² factory in Malaysia. Launched just over two years ago, the NBF’s dynamic, interactive Sleep Council Sales Academy programme (www. is the only course of its kind for bed retailers. It is entirely focused on sleep and beds, and has reportedly proved a valuable tool for many businesses, which have seen conversion rates and sales values increase as a result of putting their sales teams through the course.

Companies can now register team members before the end of December for half price – just £25 each – and join the growing number of bed retailers recognising the value of training and investing in the professional development of their staff. The online course focuses on sleep knowledge and shows how to use it to engage more effectively and profitably with customers – gaining their trust and becoming much more than a transactional salesperson. The badge of an accredited Sleep Council adviser demonstrates professional achievement and sets a salesperson apart from their competitors, encouraging customers to buy with greater confidence

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LIVING ROOM Pharmore supplies mirrors, furniture and other home accessories

Arncliffe, Wood Bros Pickering, Wood Bros

Pharmore ( was established in 2006 and is one of the leading manufacturers, importers and distributors of mirrors, furniture, rugs and home accessories supplying to retailers in Europe and beyond. It is committed to sourcing, creating and supplying innovative and quality products that are designed and commissioned by its in-house design team. Its head office, showroom and warehousing facility is situated in the north-west of England. There are also offices and quality assurance teams in China, India and Turkey to ensure consistency in the high level of quality products the company offers. In many cases, Pharmore creates the handmade products in the UK using skilled craftsmen who are highly creative and innovative. Its unique ranges, protected by

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design copyright, are exclusive to Pharmore. The importing team takes pride in understanding retailers’ requirements and offers customers a comprehensive product range throughout Europe. An experienced product development team travels overseas regularly to ensure that new and striking products are sourced and designed to the highest specifications, keeping ranges ever fresh and up-to-date with present trends. Pharmore supplies a wide range of quality and innovative products at competitive prices. British-made bespoke mirrors and home decor accessories are promoted with cutting edge designs. The company works to provide its customers with a great retail sales experience. Client satisfaction and loyalty is at the top of Pharmore’s agenda. This year saw the launch of four new sofa

and accent chair designs from Wood Bros (01920 469241) – Malham, Arncliffe, Ripley and Pickering. Arncliffe comprises a sofa and accent chair and is in the style of a traditional gentleman’s smoking chair which has piped scroll arms and a curvaceous scrolled back. The Pickering chair is a stylish and feminine accent chair with flowing arms that link through to the back. It features distinctive pleating and buttoning details as well as an enveloping back shape. The new upholstery designs have been presented with a striking collection of 100% wool fabrics from the English woollen mill, Moon. The Moon swatch comprises over 20 fabrics from traditional plaids and tartans to understated plains and twills. >>>

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September 2016 #275 News / Events Installations / Products / Updates W16-Elements Preview / Trade Services

Titan presents the future at HOMAG City FP275_Main.indd 1

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THE LEADING RESOURCE AND MARKETING PLATFORM TO THE UK FURNITURE AND JOINERY TRADE. Comprising a monthly magazine, class-leading website and a range of supplements and digital products, Furniture & Joinery Production offers greater reach than any other brand in the sector – and consequently has the strongest advertiser following. Since 1995, Furniture & Joinery Production has offered news, advice and insights from the market – indeed, it is recognised by the prestigious International Woodworking & Furniture Supplier Magazines’ Assocation (FSM) as the UK’s leading publication.


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Bluebone’s ranges have a modern and eclectic feel

Hairpin-style table and stool, Bluebone

Bluebone will present various new ranges at the January Furniture Show Crest’s leather can be supplied in a range of colours

Bluebone ( has streamlined its new Cottonwood range. The Cottonwood finish adds a fresh and tranquil appeal to the on-trend painted furniture and a more versatile look, replacing the popular Painted Provence. Combining neutral paint colours with whitewashed roughsawn tops, the result is a mix of subtle shades and textures that create a laid back beach house style. With bedroom, dining and living furniture now available in Storm Grey and Cottonwood, it provides a collection of painted furniture to suit every interior. Fresh white, subtle French Grey or darker Storm grey pieces can be paired with other timbers to create a unique look. At the January Furniture Show, Bluebone will be presenting its new ranges too. Hairpin-style metal legs are an icon of midcentury modern design. Bluebone’s hairpin stools feature wood on top for contrast, staying true to the style’s honest, retro heritage. Inspired by a birdcage, Bluebone has

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further incorporated the look into stylish occasional tables, cafe and dining options. The fine lines celebrate the elegance of minimalism and the warm mango wood tops give the range a soft and eco-friendly touch. Crest JMT Leather ( is a global producer of high quality leathers for contract and domestic upholstery applications. It owns and operates its own tannery in Vestenanova, Italy, which allows the business to ensure strict quality control at all stages of production, whilst utilising local and traditional skills to ensure its leathers meet the most demanding of requests. Crest, with tanneries in Italy, Thailand and Brazil, is a UK-based tanning group with Italian DNA. Its newest plant is in Italy, whilst its largest is in Brazil, and the business is constantly expanding into new markets. Crest keeps up to date with market trends and is enjoying continued growth. Crest’s cowhide is sourced from reputable slaughterhouses. The leather is a by-product of the meat industry, as the animals are not

reared for leather initially, but for meat. Flexibility is offered to customers, with as little as one cowhide or as many as 1000 available to purchase at one time. The company’s tanneries are regulated and reputable chemicals are used. Arizono is the Italian centre of leather making, having been awarded a certification for excellent leather making. Shipments are straight from Italy, therefore orders can be turned around from processing to bespoke in four weeks. Crest is committed to improving its environmental stance, and during the past year it has focused a lot of attention on improving its environmental standards. During 2006, the company was awarded ISO 14001 certification for its tannery in Italy, which means it has achieved the highest standard of environmental management. The business endeavours to continuously reduce the environmental impact of all of its activities, and it maintains strictly regulated procedures designed to minimise any potential damage to the environment, which are updated and monitored regularly. >>>

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Onsite Furniture Repairs Repairing furniture, protecting brands, restoring faith

LEATHER | FABRIC | WOOD We manufacture professional repair products and provide training solutions to customers worldwide, so who better to use for all your service upholstery needs?

Nick Allan: 07554 994521 Tel: 0844 879 3691

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LIVING ROOM Springcore, Fibreline

Glitter Potenza chair, Febland

Febland ( is one of the biggest wholesale furniture suppliers in Lancashire, specialising in modern furniture, home lighting, wall mirrors, home accessories, mirrored furniture, mosaic lamps, chrome ceramics, bar furniture, arts and gifts to the retail sector nationwide. Febland specialises in the distribution of contemporary furniture and other products to clients over the UK and Europe. It also offers a drop shipping program to its internet-based clients. Febland supplies to more than 500 retail shops all over the UK.

With its showroom and warehouses conveniently located at the end of the M55 motorway in Blackpool, Febland is able to deliver its goods throughout the UK, whilst also making it easy to collect. Fibreline ( has always been at the forefront of cushion technology. Its latest innovation, Springcore, uses small pocket springs inserted into a shaped foam core. For the first time, a spring foam cushion can now be made in almost any shape or size and without the noise of springs moving against each other. This

provides an advantage over spring cushions. Springcore has a low flat profile, highly requested for some of today’s retro styles. Along with the Encore Feather and Fibre range, it comes with a four-year guarantee against sagging. Unique Elements of Springcore Foam Seat include a solid foam core with no vertical joins, individual pocket springs working independently, the ability to locate the holes/springs in any position/ distribution within the foam core, plus the ability to accommodate any size or shape of cushion


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DINING ROOM Boston, Shankar

Milano, SAM Leisure Phoenix, Shankar

TT collection, Kettle Interiors

The Milano range from SAM Leisure (www. sees the introduction of a striking new finish, Rustic Oak, which will complement interiors in more country-style settings. Along with the existing standard finishes, the Milano dining tables will now fit any style of decor. In addition, with its dual purpose feature of an indoor pool table, Milano will provide hours of entertainment with no compromise on aesthetics. SAM Leisure has just launched a range of solid wood pool/dining tables with a three-piece slate playing surface, just like professional tables. The table is constructed from mature and aged European oak with the choice of four finishes and is available in two sizes, 7ft and 8ft. The three-piece dining top lifts off simply

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when the user wants to play pool. Shankar ( offers a variety of sturdy solid oak dining chairs, supplied fully assembled with curved ergonomic support. The chairs are created by craftsmen for Shankar to offer heightened quality. Finished in a natural lacquer, Phoenix has an oatmeal upholstered chair pad and Boston has a bonded leather brown one. These elegant chairs are an ideal choice for the dining room. Available in either on-trend grey or timeless white paint finishes, the new TT collection from Kettle Interiors (01536 444960) blends classic and contemporary influences for a unique style. Now appearing in the latest edition of the supplier’s brochure, TT is already enjoying strong sales and looks set to become a popular addition to the portfolio.

The choice in the collection does not stop with two different paint options, with Kettle Interiors also making optional extra handles available in a brass-effect finish. These add a more traditional look over the standard chrome finish cup handles, with both contrasting well with the gently lime-washed oak tops found throughout the collection. “The TT collection is all about choice and demonstrates our confidence in painted furniture as a mainstream addition in furniture retailers across the country,” says Simon Ainge, sales director, Kettle Interiors. “With wicker storage baskets featuring on selected items, this is certainly a range with huge appeal for homeowners looking for classic style and it also offers something for every size of home, demonstrated by items such as the grand 2.5m Cross Extending Table or the 1.2m Butterfly Extending Table.” >>>

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Core Products’ flatpack Corona range features dovetail joints

Corona occasional dovetail detail, Core Products

Chiswick dining chair set, Serene

Frame, Wood Bros

Lichfield, Wood Bros

Core Products (01738 630555, www. is well known for its Corona pine dining furniture with real dovetail drawers. With so many shops stocking budgetpriced furniture where price differential is marginal, it is essential that retailers have a tangible point of difference, says Core – dovetail drawers are universally recognised as a true sign of the cabinetmaker’s skill, and a talking point with which to emphasise craftsmanship. As such, they are rarely found on low-cost products. Core Products is justifiably proud of its investment in innovative technology which led to the world-first development of flatpack dovetail drawers. They can be found in many of Core’s ranges, but are particularly beneficial to the

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Corona collection, where the need to stand out is paramount. With a comprehensive collection of bedroom, living and dining pieces from which to choose – all available for store or DHD – Core’s Corona offers distinctive Mexican styling, competitive price points and dovetail joints, giving it a real competitive edge. With a stylish scroll back and eyecatching button-effect, pleated upholstery, Serene’s (0121 505 0270) Chiswick dining chair successfully blends aspects of the traditional and contemporary. Chiswick, new to the dining collection for 2016, is a fully-assembled chair presented in soft velvet fabric and a choice of four colours – indigo, mushroom, raspberry and silver – with striking solid oak legs. Wood Bros (01920 469241) offers a variety

of striking dining solutions, from compact kitchen diners to more formal extending tables. Frame is a farmhouse kitchen-style collection designed for both formal dining and living kitchen spaces, constructed in character oak and in a new waxed finish. Frame was launched this year and is made up of a dining group with bench and chair option, and includes an island unit and floating shelves. There is also a variety of occasional designs which further support the living kitchen concept. Lichfield is another popular dining group, shown in the new Fumed Oak finish which enhances the natural aesthetic of the oak grain. It features a traditional underframe and a fielded top and is complemented by the upholstered wing armchairs

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Shankar (UK) LLP, E5 MoorямБeld Road, Wolverhampton, West Midlands W24QT

Furniture News 333v5.indd 86 ShankarJA.indd 1

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The industrial yet elegant range of aluminium furniture will add a contemporary note to home interiors. Handcrafted by artisans, with a stylish ďŹ nish that will make you feel as though you have just stepped out onto the runway.






Tel: 01902 399764 / Fax: 01902 714005 / Furniture News 333v5.indd 87

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SHOWTIME Heimtextil

Heimtextil Heimtextil is the leading international trade fair for home and contract textiles, and the sector’s first trade fair of the year, making it a useful trend barometer for the coming business year.

This business platform is the ideal meeting place at which to forge new global contacts and discover the upcoming innovations and trends in interior textiles. With its new products and trends, Heimtextil kicks off the season and gives visitors important impulses and inspiration from all over the world. Regular visitors will be glad to hear that the successful Trend Theme Park is set to return. Here, visitors are invited on a journey into the unknown. The Theme Park has been specially designed and curated by leading industry designers and trend forecasters

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based on their prognoses for the textile industry for 2017/2018. French creative trend bureau Carlin has been chosen to take lead on the 2017 Theme Park, and will present trends in various themed worlds. The trailblazing nature of the exhibit makes it a popular point of call. The inspirational area, centrally situated in hall 6.0, is decorated with textiles by exhibitors whose products can be ordered directly on site at the fair. This edition’s theme, Explorations, aims to take visitors on a journey of discovery for the senses. Driven by the vision of reinvigorating

scientific curiosity, the Theme Park will offer a variety of innovative materials, textures and new patterns, and invites visitors to see the rest of the trade fair through fresh eyes. W

When? 10-13th January, 2017 Where? Messe Frankfurt, Frankfurt am Main

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Telling Textile Stories SETTING Frankfurt am Main, Exhibition Centre. Over 2,850 exhibitors from all over the world with new ideas for textile interior design. PLOT A unique opportunity to discover, feel and order home and contract textiles, and to find out at first hand where the industry is heading. YOUR ROLE Writing your personal success story at Heimtextil. Discussing the latest industry themes with other experts. Going on a voyage of discovery at the Heimtextil Theme Park EXPLORATIONS and investigating fascinating textures and patterns. Be inspired by our exhibitors and the trends 2017/2018. For further details and tickets visit, Tel. +44 (0) 14 83 48 39 83

10 – 13. 1. 2017 Tuesday – Friday

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SHOWTIME Top Drawer|Home

Top Drawer | Home With more exclusive brands than ever at its Spring/Summer 17 (S/S17) edition, Top Drawer’s Home promises to be the destination of choice for creative retailers looking for the finest new home and lifestyle products.

The upcoming S/S17 edition presents a curated choice of UK and global brands, offering buyers contemporary, design-led products across interior accessories, kitchen and dining, lighting and furniture, and outdoor living. Increasingly, brands are choosing to show at Home and nowhere else – as well as more exclusives than ever, S/S17 includes newcomers including Design Letters, Maxwell Williams, Melin Tregwynt, Bluebellgray and Tokyo Design Studio. These join destination brands such as Alessi, Black + Blum, BlissHome, Eva Solo, Garden Trading, LSA International, Grand Illusions, Joseph Joseph, Make International, ICTC, Orla Kiely Home, IBride, PR Home, Skagerak, Stelton and Umbra. Potter Keith Brymer Jones, from the BBC’s series The Great Pottery Throw Down, brings ceramics dynamics to proceedings – he will be live in action throughout the event, bringing creativity to the heart of Home.

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Home is one of four exclusively-curated worlds at Top Drawer, alongside Gift, Fashion and Craft. Top Drawer’s newest global edit presents around 1000 UK and international brands across the entire lifestyle landscape. Created to inspire retailers looking for designled, commercially-appealing and original products, it reflects key trends, featuring some of the most directional European and global lifestyle brands, Britain’s best-loved labels and new talent. Food Emporium makes a return. Doubling in size, the S/S17 edition will present over 80 artisans and producers, offering a collection of giftable food products. New talent is the lifeblood of innovative retailers, which is why Spotted – curated by Charlotte Abrahams and featuring 40 budding brands showing innovative, market-ready designs – is a hunting ground favoured by style scouts with an eye for the most dynamic rising stars. Academy Live returns, bringing

expert voices to the live stage. The S/ S17 programme, promising a provocative, inspiring and informative series of talks, will be announced soon. The popular product trails are back, to guide visitors through the halls in search of specific categories. Men Only highlights original gifts and accessories for him, while the UK Debut trail introduces buyers to new international brands showing for the first time in the UK. The Product GB and Eco trails are always in demand, helping visitors pinpoint products with a particular story about provenance and production. W When? 15-17th January, 2017 Where? Olympia, London

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15—17 January 2017 Olympia, London



HOME Surround yourself with the finest homeware brands, expertly chosen to inspire your buying experience. Release your inner style scout and explore the exclusively curated world of Home at Top Drawer.


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SHOWTIME imm cologne

imm cologne The beginning of the 2017 furniture year is heralded by one of the most important events in the calendar, imm cologne, which promises to present the trends that will shape the furniture and interiors sector – and the products behind them – to the trade …

Visitors to imm cologne will find a unique variety of interior design ideas for every room, style and requirement, from the basics to designer items and luxury furnishings. In 2017, imm cologne will again be held in parallel with LivingKitchen, the leading communications and business platform for the kitchen industry, which will bring kitchen environments – staged in integrated settings – to life. The event’s supporting programme combines information and entertainment. As a leading global platform for new ideas,

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innovations and trends and for young, creative, new design, imm cologne will present new ideas not only via the exhibitors’ stands but also through a series of inspiring events. One of the most spectacular of these is Das Haus – Interiors on Stage, in which life in the house of the future is imagined, created and realised by a renowned international designer. On top of this, the trade fair is not restricted to the venue. Across the city of Cologne, there will be

plenty more to experience in shops and galleries, plus pop-up and off-the-beatentrack locations. For one week, the city is set to become the furnishing capital of Europe. W When? 16th-22nd January, 2017 Where? Koelnmesse, Cologne

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Setting the course: imm cologne generates decisive momentum for the start of a successful year. It is only here that the international furniture business will encounter such a range of furniture, accessories and interior design, unique anywhere in the world – and perfectly rounded off by LivingKitchen, presenting the latest trends and innovations for the heart of the home, the kitchen. Discover the global furniture market in one place, at one time, live in Cologne!

imm cologne co-located with: 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 The AIS Furniture Show

The AIS Furniture Show Five years in, The AIS Furniture Show continues to develop, supporting the independent furniture retail community by offering a constructive, friendly buying environment. In early 2017 the AIS buying group will again welcome members and non-members to the show, initially with a two-day members-only event before opening to the general trade for the final two days.

Overlapping the start of the January Furniture Show at the nearby NEC, The AIS Furniture Show promises a valuable detour, giving buyers a further reason to visit Birmingham in January. The two-day general trade event offers buyers a refined choice of furniture in an intimate, business-focused environment, presenting the latest offers from selected suppliers from the AIS portfolio. Held at Cranmore Park, the group’s own exhibition centre, the show offers free onsite parking, complimentary refreshments and catering facilities. With a less hectic environment than other shows, buyers will find time to discuss ranges and plan their buying strategies. AIS merchandise director – home, Peter Mallinson, explains: “We’re not marketing it as an alternative show to the NEC – it is simply meant to help our preferred suppliers maximise the number of retailers they see, and to give our members first sight of ranges they can access, so it makes sense to hold it at the same time. Being so close to the NEC

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also makes it very easy for buyers to visit both.” Additionally, Peter believes that retailers, as well as manufacturers, will favour the size of the show. “We will be presenting a range of well-known brands including Himolla, Venjakob and Habufa,” he says, “as well some exciting AIS exclusives from leading brands such as Alstons, Parker Knoll, Duresta and G Plan. These will be accompanied by other established brands such as Chateau d’Ax, HTL and Primavera. “The AIS show is also hosting a number of suppliers who will only be exhibiting at Cranmore Park this year. What buyers will find when they visit Cranmore Park is a good mix of contemporary, transitional and traditional product ranges.” Organiser AIS is the leading independent buying group for home and fashion in the UK and the ROI. It has more than 250 retail members and an overall buying throughput of around £500m. AIS owns well-known British brands Stag and Ducal, and will be presenting new ranges

from both exclusively to AIS members. Any buyers interested in gaining access to these and other exclusive member-only products should consider joining AIS – according to Peter, this show provides a great opportunity to see a measure of the value of being an AIS member, and the furniture team would be delighted to meet interested parties. Cranmore Park can be found just off the M42 within a few minutes of Birmingham International rail and air links and the NEC. Such ease of access makes The AIS Furniture Show a suitable way to start or end the buying day. W

When? 20th-21st (AIS members only) and 22nd23rd January, 2017 Where? Cranmore Park Conference and Exhibition Centre, Shirley, Solihull

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AIS Furniture Show



& Exciting ranges at the AIS Furniture Show This is THE Show for all furniture retailers. AIS Ltd have brought together a refined choice of ranges 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.

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

22 & 23 January 2017

[20 & 21 January Members Only]

Cranmore Park Exhibition Centre, Cranmore Avenue, Shirley, Solihull, West Midlands B90 4LF

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SHOWTIME January Furniture Show

January Furniture Show As the industry starts the countdown to the furniture event of the year – the January Furniture Show (JFS) 2017 – visitors can expect a bigger and better show as the event’s organiser announces a raft of new names, a partnership with the Society of British Interior Designers, a collaboration with the Great Hospitality Show and a designated new exhibitor zone.

Premier Housewares, Celio Furniture, Lifestyle Europe, Gwinner and Michael Tyler are some of the latest brands to join the UK’s principal furniture and furnishing exhibition, which gives visitors an opportunity to see the newest cabinet furniture, upholstery, beds, soft furnishings, flooring and decorative accessories. Over 450 exhibitors are confirmed for the 2017 show – including major brands Parker Knoll, Baker Furniture, Libra, Whitemeadow, Duresta, Willis & Gambier, Gallery Direct (including Frank Hudson and Dreamworks), Westbridge (pictured), Alstons, Dar Lighting and ercol. The next show will also see a partnership with the Society of British Interior Designers (SBID) to host a members’ area in Hall 2, and a collaboration with the Great Hospitality Show taking place in Hall 9 from 23rd-25th January. Show director Laraine Janes says: “We are delighted to be teaming up with the Great

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Hospitality Show taking place over three of our four days. "This is an opportunity to bring in retailers and buyers in the contract and hospitality market that may not have come to JFS otherwise, and vice versa. It also gives visitors the chance to view more products and designs in this sector.” The collaboration will allow visitors dual registration, and there will be a free shuttle bus between the halls. Hall 5 will be the major destination hall, offering its strongest line-up of commercial big-hitters for years. Hall 4 boasts leading UK and international cabinet brands, while Hall 3 will be the place to visit for furnishing accessories. Hall 2 will be the centre for top-end international contemporary furniture, plus the return of The Flooring Showcase with companies such as Westex, Edel Telenzo, Victoria Carpets and Think Rugs.

Hall 1 remains a destination hall for highend exclusive ranges, with the fabric pavilion making an appearance once again, in which exhibitors such as Kobe, Swaffer and The Isle Mills will present their latest collections. “January Furniture Show is now a solid platform for companies to highlight their products and designs to a wider audience,” says Laraine, “and we are excited by the high calibre of companies showing. And, with significant growth in new exhibitors, the 2017 show is set to be bigger and better than ever – the new sign-ups are testament to that.” W When? 22nd-25th January, 2017 Where? The Birmingham NEC

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SHOWTIME Northpoint

Northpoint The Northpoint 2017 show will be the 39th annual furniture show to take place in Scotland. Organised by the Scottish Furniture Representatives Association (SFRA), the upcoming edition will benefit from the support of numerous top brands …

The 2016 Northpoint show boasted over 80 exhibitors covering upholstery, living room, occasional, dining, mirrors, pictures, lighting, accessories, bedrooms, beds and floorcoverings, and Northpoint 2017 is set to be another strong outing for the agentfocused event. Graham Butterfield, sales director of Silentnight and Rest Assured, comments: “We have supported the Northpoint show for well over 20 years now, and see it as second only to the NBF Bed Show, as it provides us with a perfect platform to not only get our bestselling ranges in front of key northernbased buyers, but also the opportunity to trial certain products, safe in the knowledge that the broad customer base which attends will provide us with invaluable feedback – which, over the years, has helped confirm our decisions prior to the national launch.” Graham reveals that the company will exhibit its most recently-developed products, which are specifically designed to appeal to a range of different consumers – namely,

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the Anniversary Collection, which celebrates 70 years of British bed manufacturing, and the Studio Collection, a range designed for younger, first-time buyers. John Wakeman, director of sales for another regular exhibitor, Lebus Upholstery, says: “We have supported the Scottish show for the last 10 years, and have seen its growth and popularity increase year on year. The number of companies wanting to take part and on the waiting list has also increased, and is testament to the organisation behind the show. “It is a very important addition to the show calendar, and gives the northern retailers an opportunity of seeing the latest models introduced at the NEC Birmingham furniture show. For a friendly and easy-to-visit show, Northpoint is well worth putting into all retailers’ diaries for January.” Buyers also praise the event. Royce Clark, MD of retailer Grampian Furnishers, states: “For over 20 years this show in Edinburgh has been an integral part of my buying for the

year ahead, and one I have never missed.” Meanwhile, David Amery, bed and bedroom buyer for the Sterling Furniture group, comments: “The Northpoint show is a must for all northern-based buyers. This show gives me the opportunity to complete any buying and ordering decisions that I could not find time for at the NEC, but also to catch up with those suppliers that did not show at Birmingham but are longstanding supporters of Scottish retailers. Well worth a visit.” In addition to the show, there is the popular annual SFRA president’s dinner, hosted in 2017 by president Mike Marshall. All show exhibitors and visitors are welcome to attend the dinner, now in its 37th year. W When? 29th-31st January, 2017 Where? Highland Hall, Ingliston, Edinburgh

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29th - 31st January 2017

Royal Highland Centre, Ingliston, Edinburgh

THE FURNITURE AND INTERIORS EXHIBITION FOR NORTHERN UK Sitting next to edinburgh Airport And with greAt roAd linkS to the reSt of the uk.

northpoint iS the deStinAtion for All retAilerS

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

CONFIRMED EXHIBITORS 14th NOVEMBER - Breasley • Salus Beds • Royams • Sealy UK • Divano Sofas • Somnus • Call Srl • Highgrove Moresleep • Kaydian Designs • Dura Beds • Satori Home • Global Furniture Alliance Ltd • Silentnight • Rest Assured • Protect-A-Bed • Health Beds • Bedtastic Upholstery • Sweet Dreams • Sherborne Upholstery • Valuemark Furniture • GCL Bedroom Furniture • Scanthor Upholstery Relyon • Myers • Sofa Factory • Bluebone • Mini Divani • Owl Action Upholstery • MFS Ltd • LPD • RWS Furniture Distribution • The St. Andrews Bed Company • The St. Andrews Sofa Company • M A Living • The Furniture Company • Maysons Bedroom Furniture • Celebrity Motion Furniture Sanctum • Dunlopillo • Divania International • Wiemann • Lebus Upholstery • Deepsleep Beds • Gilt Edge Beds • Posture Flex Mattresses Heritage Furniture • Ancient Mariner Furniture • Deluxe Beds • Spring Craft • HoneyB • Highgate Beds • Kingstown Furniture • Slumberland Furniture News 333v5.indd 99

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SHOWTIME Spring Fair

Spring Fair Spring Fair is the UK’s premier trade show for gift and home, attracting more than 60,000 visitors from all areas of the retail industry over five days.

More than 2500 exhibitors will gather at Spring Fair to present their latest products and innovations across 14 carefully-curated show sectors covering gifting and home collections. 2017 will see the Home sector of Spring Fair become more international as it doubles in size from two years ago to 14,000m². Within this space will be Coach House, taking 500m², with smaller stands by Wilde Java, Chic Antique and McGowan & Rutherford among others. Lighting and low- to high-end art and soft furnishings will be under the spotlight in Home, while the Contemporary section will house a variety of lifestyle interior and home accessories brands bringing the latest in home design to visitors. Scandinavian influences will be more present than ever as this continues to grow as a UK trend, with exhibitors displaying the characteristic simple, timeless and functional designs inspired by the surroundings of the

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region, from Scandinavia’s tranquil lakes to its mountain ranges. This translates into cosy spaces and light airy rooms, with a focus on home comfort, light woods and cream accessories. Spring Fair will welcome more than 21 Scandinavian brands, including LB Laursen and On Interior, which have both rebooked from the 2016 event and doubled the size of their stands. Many are also exclusive to Spring Fair, such as Nordal, Lene Bjerre and Hübsch, giving visitors just one annual opportunity to view their wares and speak to company representatives. Other trends to be presented in the Contemporary sector include green 80s marble, concrete, cacti, indoor gardens and furniture reminiscent of that within boutique hotels. Nick Davison, portfolio director at Spring Fair, says: “There will be something for everyone in this section of the event with a

broad spread of design and price points. “The Home sector represents the forefront of the industry, showcasing the leading cutting-edge designs. Visitors will be able to browse among both contemporary and traditional furniture, lighting, decorative accessories and art. Spring Fair puts the newest and most innovative products within reach and 2017 is set to be the most exciting event yet.” The show will run from 9am to 6pm from Sunday to Wednesday and from 9am to 4pm on Thursday. Visitors can register now on Spring Fair’s website. W

When? 5-9th February 2017 Where? NEC, Birmingham

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TAKE A SEAT (OR TWO) From statement chairs to quirky side tables, discover covetable furniture that will set your shop apart.



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SHOWTIME London Fabric Show

The London Fabric Show In February 2017, The London Fabric Show will again take place in the executive boxes and conference suites of Chelsea FC, Stamford Bridge, London. Hosted for the third time by the BFM (British Furniture Manufacturers Association) the show brings together producers and suppliers of fabrics from Europe and the UK to give upholstery, bed and soft furnishing manufacturers a unique opportunity to see high quality fabrics under one roof.

Over 35 exhibitors will take part in the event, showing hundreds of new designs and fabric combinations. The wide variety of fabrics on show includes jacquards, wools, tweeds, velvets, cottons, linens, chenilles, silks, leathers, faux leathers and high-performance polyester fabrics. Also on show will be a selection of backing fabrics and fire-retardant treatments. Many exhibitors are returning after a successful show this year, at which visitor numbers were substantially up on the previous year and many reported “excellent” sales. The booming UK upholstery industry has increased demand from highly-regarded fabric suppliers, particularly in wool, tweeds, velvets and jacquards. Returning exhibitors from the 2016 show include: from Belgium, Symphony Mills, Boyteks Textiles, Escolys, Van Neder and Greenstreet Textiles; from Spain, Interfabrics and Antecuir return; along with Marsteks, Kets Textil and Adoksan from Turkey; and

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Prostex from Italy. Prestigious exhibitors from the UK – Abraham Moon & Sons, Art of the Loom, British Velvets and Warwick – will also return. The success of the 2016 show has resulted in more exhibitors taking part in the 2017 edition. Extra space for exhibitors has been taken, with a conference suite beside the executive boxes. New exhibitors include Mersem, Tekso and Gezderi from Turkey, and Arruma Trapos from Portugal. Since 1997 Mersem has produced a variety of fabrics predominantly for contract upholstery and soft furnishings. Based in Bursa, Turkey, its fabrics range in style from plains to complex patterns with vivid colours. Another new exhibitor from Turkey is Tekso, which is based in Istanbul and specialises in high-end jacquard fabrics. Also from Istanbul is Gezderi, which specialises in high-quality faux leathers, leathers and suede, which are exported all over the world. Offering high production rates and fast delivery, Gezderi

promises to bring a new slant to the show. From Portugal there is Arruma Trapos, which creates and produces high-quality cottons and cotton blends. Its designs are mostly checks and stripes or a combination of both, and the company regularly supplies large orders for contract manufacturers. Many exhibitors offer fabric buyers the opportunity to customise their choices with designs and colourways made exclusively for them. Add to that the fact that there will be hundreds of new designs on show, and it is clear that The London Fabric Show is a must for upholstery, bed and soft furnishing manufacturers. W When? 27-28th February, 2017 Where? Chelsea FC, Stamford Bridge, London

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27th and 28th - February Chelsea FC, Stamford Bridge, LONDON

Over 30 exhibitors from Belgium, Italy, Spain, Turkey and the UK, showing a wide variety of fabrics for upholstery, beds and soft furnishings including, jacquards, wools, tweeds, silks, velvets, chenilles, cottons and linens, as well as backing fabrics and FR coatings.

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For information and to register your attendance to: contact Mike Dimond by email to:

20/06/2016 11:26:41

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Malaysian International Furniture Fair New products will abound at South-east Asia’s biggest furniture event, the Malaysian International Furniture Fair (MIFF) 2017, which is geared up to open next year’s furniture buying season in Asia.

Now entering its 23rd edition, MIFF is scheduled to run from 8-11th March 2017 at the Putra World Trade Centre (PWTC) and Matrade Exhibition and Convention Centre (MECC). Spread over four days and filling over 80,000m2, the show is on track for another strong performance, with support from returning and new exhibitors, many of which are taking the opportunity to set up a stronger presence when the show expands by 25% to 100,000m2 at the new Malaysia International Trade and Exhibition Centre (MITEC) and PWTC in 2018. With 500 exhibiting companies from 12 countries and regions presenting a wide range of furniture and thousands of new products, MIFF remains an important destination for the global furniture trade, drawing around 20,000 visitors from as many as 140 countries and regions each year. It now has the added boost of the online

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trading platform in partnership with Alibaba. com, which debuted this year. The diverse international presence, including one in four buyers attending from neighbouring ASEAN countries, bolsters MIFF’s position as the gateway to business opportunities in South-east Asia and other emerging markets such as South Asia, the Middle East, Africa and East Europe. Importers, exporters and wholesalers make up over half of the trade visitors to MIFF, a show renowned among international buyers for quality, value and a wide selection of furniture including Malaysian wood dining sets and bedroom furniture. Besides home furniture, MIFF is the only trade show in South-east Asia to feature such an extensive collection of modern workspace solutions. In line with this, a designated area, MIFF Office, will present around 130 companies from Malaysia, Taiwan, China, South Korea and Indonesia at the 2017

edition, offering executive office chairs, desks, workstations, conference/meeting room furniture, reception area furniture, partitions and storage. Buyer registration is now open. Visitors signing up will enjoy free access to the show, international buyers lounge, buyers night gala and competitive hotel and airport transfer rates, plus travel tips – rich in cultural diversity, Malaysia offers a wealth of leisure opportunities. W, When? 8-11th March, 2017 Where? The Putra World Trade Centre (PWTC) and Matrade Exhibition and Convention Centre (MECC), Kuala Lumpur

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Vietnam International Furniture & Home Accessories Fair In 2015, Vietnam exported $6.9b worth of wooden furniture products, an increase of 10.7% since 2014, making Vietnam the fifth biggest wooden furniture exporter in the world after China, Germany, Italy and Poland. VIFA-Expo aims to facilitate this trade.

VIFA-Expo 2017, held in Ho Chi Minh City – the economic centre of Southern Vietnam – will be a platform for furniture, handicraft, home decoration products and supporting services that will meet the need of buyers from all over the world. With 1500 exhibition stands spread over 23,000m², buyers have the potential to discover products with competitive prices and establish business directly with about 300 exhibitors of the fair. For VIFA-Expo 2017, there will be an area reserved for exhibiting the winning prizes of the furniture design competition, Hoa

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Mai Prize 2016-2017. Started in 2002, the furniture design competition is held by Hawa Corporation with the aim of helping to develop Vietnam’s furniture design industry. The Hoa Mai competition hopes to find and foster talented designers. Besides visiting the fair, the Vietnamese and FDI Exhibitors of VIFA-Expo will invite buyers to visit their factories, located in the Dong Nai, Binh Duong and Long An provinces – about 1-2 hours from Ho Chi Minh City – to strengthen the buyers’ trust in the brands. It is also easy for buyers to visit

neighbouring fairs in Singapore, Malaysia, the Philippines, Thailand and Indonesia, being only a two- to three-hour flight from Ho Chi Minh City. W When? 8-11th March, 2017 Where? Saigon Exhibition & Convention Centre, Ho Chi Minh City, Vietnam

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International Furniture Fair Singapore Along with co-located events – the 34th ASEAN Furniture Show (AFS), SingaPlural and the inaugural Nook Asia, the 2017 edition of the International Furniture Fair Singapore will continue to celebrate design, offer inspiration and facilitate business discussion.

Visitors to IFFS 2017 can expect to find a comprehensive portfolio of first-rate exhibitors from all over the world, and to be exposed to more design-centric elements across the show floor. Through various showcases and installations, IFFS’ design-rich environment aims to inspire. Visitors will also discover up-and-coming designers and new brands from Singapore and beyond, alongside returning exhibitors and industry veterans. “A successful trade event entails more than just providing exhibitors and visitors with a common space to mingle,” says Ernie Koh, chairman of show organiser IFFS Pte. “With that in mind, and taking into consideration feedback from the industry, we decided that a multi-faceted trade event with a more diverse exhibitor profile and design-rich environment would meet the business and creative needs of attendees at IFFS more adequately.” IFFS will welcome the EU Business Avenues in South East Asia Pavilion to the inaugural Nook Asia event. Organised in partnership with the titular business support programme for Europe-based SMEs looking to establish business collaborations through matchmaking and support services, the pavilion is expected to house 50 design and interior companies from across the EU on

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the Contemporary European Design business mission. Also new is: the Brand Franchise Pavilion, which is devoted to furniture and furnishing franchisers, and caters to brands exploring international franchise expansion; and the Upholstery Pavilion, which houses a curated line-up of exhibitors with upholstery offerings including Alexander & James, Asiades, Bellagio Asia, Hugo by Yew Hoong and NS Furniture. The Outdoor Boulevard, an area for exhibitors with garden and/or outdoor offering, will return, together with the Design STARS Showcase, set to feature product debuts by design talents from around the world. IFFS 2017 will see the introduction of a unique experiential zone designed to titillate the senses of visitors. Curated by local designer Nathan Yong, this feature area will bring together several exhibitors to present their best offerings under a collective theme. IFFS will also feature Elite Club, an exclusive invitation-only initiative designed for key decisionmakers. Membership is extended only to a select group of buyers and exhibitors, who are carefully evaluated against stringent criteria. Finally, the event will feature a special

collaboration with renowned Italian designer Giulio Cappellini, entitled The Italian Hospitality. A bridge between the East and West, Singapore plays an important role in bringing companies from various continents together. Over the years, Italy and Singapore have built strong economic relations, and the time seemed right for the furniture industries of both countries to further collaborate. The Italian Hospitality project is a curated space and lounge that aims to represents the best of Italy at IFFS, whether in furniture production, design or gourmet.The project seeks to encourage European companies to engage with IFFS as a platform for marketing and business expansion. Involving a wide range of products, the curated space will feature interior design finishing, upholstery, lights, and furniture. Curated and styled by Giulio Cappellini, it will present the contemporary trend of juxtaposing current with the traditional. W When? 9-12th March, 2017 Where? Singapore Expo

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Indonesia International Furniture Expo The Indonesia Furniture Industry and Craft Association and leading exhibition organiser Dyandra Promosindo will once again host one of the largest B2B furniture and craft exhibitions in Indonesia – Indonesia International Furniture Expo (IFEX) – in March.

The furniture and craft industry is one of the industries in Indonesia with the highest contribution to GDP as well as potential for growth, especially for players that reside outside the Java region, with access to an ample source of the industry’s raw materials. Furniture and handicraft industry players in Indonesia are expected to constantly innovate to produce high quality products, to increase the value of its products, both for domestic and export markets. In 2016, IFEX pushed the standard higher, attracting thousands of buyers and confirming the exhibition as one of the key events in the cycle of Asian furniture and craft fairs. IFEX 2016 was supported by around

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500 local and international companies. Foreign participants of IFEX 2016 came from Singapore, Malaysia, China, United States of America, Spain, Australia, and Taiwan. IFEX 2016 attracted 9140 buyers from 112 countries worldwide, with the US, Australia, and Spain as the top three. The majority of international buyers were impressed with the product shown and the standard is seen as getting better each year. In 2017, IFEX is set to achieve even greater success. A major extension of Jakarta International Expo exhibition halls will allow IFEX to be bigger and more vibrant than before. IFEX 2017 offers international buyers quality product, more participants, more space, and more participating countries.

Moreover, IFEX 2017 will introduce a new entrance gate at hall B3 to improve accessibility. The new entrance is located near the west parking area and can be accessed from gate 6 of Jakarta International Expo. This entrance will support the existing entrance gate in hall D2 and Trade Mart Building. W When? 11-14th March, 2017 Where? Jakarta International Expo, Jakarta, Indonesia

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SHOWTIME Meble Polska

Meble Polska The latest edition of Poland’s key show proved the largest furniture buying event in Central and Eastern Europe. Consequently, Meble Polska 2017 has attracted the interest of numerous furniture manufacturers including a number of new companies, and promises to be another record-breaking event.

“This year’s fair, which was again visited by thousands of foreign furniture traders, confirmed once again that the Meble Polska furniture contracting event in Poznan is the most effective tool to promote the export of Polish furniture,” says fair director, Józef Szyszka. He points out that many established exhibitors intend to show an even wider range of furniture than before, so have secured larger stands, or additional closed exhibition space available only to select groups of furniture buyers. Among the reported 20,000 visitors this year, the number of international visitors was up 32%.This complement included major buying groups from Germany and furniture multiples and distributors from 53 countries. Furniture buyers from the UK were the third most numerous national group, after Poles and Germans. “Polish manufacturers offer high-quality products, created using the latest technology

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while remaining competitive in terms of price,” says Józef. “When buying furniture in Poland one can afford to order flexibly in smaller batches which is difficult when buying from Asian suppliers.” Visitors to the upcoming edition will encounter exhibitors from 12 countries, including the majority of the leading Polish furniture manufacturers. For the first time in several years, the show will feature Black Red White, Poland’s second largest furniture manufacturer. The success of the show can be attributed to recent changes to how it receives visitors, says Józef: “The top priority has become to provide key traders with maximum comfort when participating in the fair, and assistance in organising their arrival and stay in Poznan. “At the moment, we are reaping the rewards of that strategy. One of the exhibitors told me that on the first day of the Meble Polska Furniture Fair 2016 he sold two times more than during the entire imm furniture

fair in Cologne.” “An important element of our strategy in the coming years will be making the rooms and halls available to the exhibitors to organise confidential, dedicated presentations of selected collections for the most important customers.” Dieter Hilpert, the owner of the German Bega Group, one of the biggest importers of Polish furniture, adds: “The Meble Polska Furniture Fair has made incredible progress in recent years. Today it may be compared to any fair event in Western Europe, and it is a presentation of the top-class Polish furniture industry.” W When? 14-17th March, 2017 Where? Poznan International Fairs, Poland

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China International Furniture Fair Every year CIFF is held in Guangzhou-Pazhou, Shanghai in March and in Hongqiao, Shanghai in September. It radiates into the Pearl River Delta and the Yangtze River Delta, the two most dynamic economic areas in China with the strongest furniture manufacturing, distribution and consumption power.

With years of cultivation, CIFF has evolved into one of the most valuable and reputable exhibitions in the global furniture industry. It is set over a large scale, with impressive exhibitor and visitor numbers, a complete range of products and high level of quality. CIFF is known as Asia’s furniture sourcing centre and the barometer of China’s furniture industry. It contains multiple sectors including Modern Home Furniture, Classical Home Furniture, Homedecor & Hometextile, Outdoor & Leisure, Office Show, Furniture Machinery & Raw Materials and Furniture Design. Presenting its offering to the entire industry chain, CIFF sticks to the whole home decoration concept and connects the upstream and downstream industries. It is dedicated to creating a world-class interactive trading platform for fashion display,

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distribution maintenance, industry gathering and design inspiration. As the world is getting more inclusive and interconnected, specialised exhibitions that stretch across the entire industry are becoming new engines for global economic development. CIFF aims for the ultimate goal of facilitating trade, and is a must-attend trading platform for the global furniture industry. Big economy breeds big market. The Chinese market represents great potential, attracting international furniture brands. Many well-known international brands have chosen CIFF in order to enter the Chinese market, including Tempur from the USA, Mercedes-Benz Style from Germany, Versace Home from Italy, Jonathan Charles from the UK, Bens from Korea and Chairman from Japan.

International pavilions from Italy, Turkey, Korea, Singapore, Malaysia, Thailand and Indonesia have expanded their distribution channels and found reliable partners through CIFF. CIFF is a world-class trade fair with profound industry influence. In 2016, CIFF received 253,577 visitors including overseas visitors 30,317 from 200 countries and regions. W When? 37th edition: Phase 1 – 18th-21st March 2017, Phase 2 – 28th-31st March, 2017 Where? China Import & Export Fair Complex and PWTC Expo

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SHOWTIME Furniture China

Furniture China The 22nd edition of Furniture China attracted buyers and visitors from more than 158 countries and regions all over the globe, receiving a total of 119,975 visitors, up 17.75% compared to last year.

Furniture China saw a significant increase in the number of domestic visitors this year. However, the number of overseas visitors dropped to 15,077, a 21.58% cut from the year earlier, mainly due to the G20 Summit held in Hangzhou, which leads to a more difficult application for an entry visa for overseas visitors. This did not affect the enthusiasm for the show – the fair was still acknowledged positively by the international buyers, exhibitors and designers, with comments recognising Furniture China as one of the world’s most prominent platforms for the furniture industry. Furniture China continues to stick to its values of presenting good quality product. Hall W housed seven key National Pavilions, covering 236 foreign brands in total from 26 countries and regions, accompanied by domestic leading brands in original furniture. Colour was highly featured at this year’s exhibition, with many leading brands

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applying bright colors to their new products. In addition, new materials were also widely used. In all of the halls of the Shanghai New International Expo Centre, each brand demonstrated its own life concept. The designers blended the values of the brands seamlessly into the products on display. 93 sofas from 52 companies participated in the Sofa of China Competition. The award judging was based on an overall criteria of appearance, design, function innovation, materials, technology to price and cost performance. Around 3500 exhibitors participate in Furniture China, Maison Shanghai and Shanghai Home Design Week, which has increased by 17% since last year. With an improved economy, China calls for a show of high-end products geared towards international lifestyles. Wang Mingliang, founder and director of UBM Sinoexpo, has expressed his confidence that the show will

continue to achieve this goal. There will be a major change to next year’s shows. The Shanghai World Expo Exhibition & Convention Center will put its focus on home decoration to create a show with diversified household products, while the SNIEC will feature high-end contemporary home furniture. In addition, Furniture China will be enhanced by focusing on premium manufacturing, thus connecting design enterprises and designers with high-level suppliers. W When? 12-15th September, 2017 Where? Shanghai World Exhibition & Convention Center and Shanghai New International Expo Centre, Pudong, Shanghai

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NBF Bed Show The Bed Show, run by the National Bed Federation (NBF), returns in 2017 for its eighth consecutive year at the Telford International Centre.

Exhibitors and visitors are urged to save the dates – 19th and 20th September 2017 – for the UK’s biggest bed event which brings together key retail buyers and leading suppliers for two intensive days of business activity and networking. “We had our biggest visitor numbers to date for this year’s show – up by nearly 10%,” says Jessica Alexander, executive director at the NBF. “With over 80 brands exhibiting, among

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them some of the best and biggest names in the bed industry, it’s little wonder that exhibitors and visitors declared it another roaring success.” Once again, only members of the NBF will be invited to exhibit at the 2017 Bed Show. Since the introduction of the independentlyaudited Code of Practice, buyers can buy with confidence knowing all the exhibitors are meeting their legal obligations. A gala dinner and awards night will once

again be held on the Tuesday evening of the show. 2017 will mark the seventh edition of the Bed Industry Awards. W When? 19-20th September, 2017 Where? The International Centre, Telford

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Go global Are you looking to develop business overseas? The International Alliance of Furnishing Publications (IAFP) is a 20-yearold association comprising the leading trade publications – based on editorial quality and circulation – from 19 countries worldwide. Its aim is to assist its members, and their advertisers, to better communicate with foreign markets. When promoting or seeking information from abroad, the IAFP network is the one to trust. Furniture News has been the UK member publication since 2012, and has since helped its readers and advertisers reach high-quality foreign information, contacts and readership. Contact Samantha Horscroft on (+44)1424 776100 to find out more.

Member publications

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DESIGNER Heimtextil trends

Discover the future of textiles International fabric and textiles showcase Heimtextil – taking place from 10-13th January at Messe Frankfurt – is set to offer a valuable barometer for upcoming trends at its annual Theme Park feature installation, which, under the guidance of French trend agency Carlin International, will express the theme of Explorations in 2017 … Heimtextil’s Theme Park presents a summary of key trends identified by an international panel of design leaders. Situated in hall 6.0, and a key destination for visitors, the inspirational area features new concepts plus textiles from Heimtextil’s exhibitors. This year’s theme, Explorations, promises to take visitors’ senses on a journey of discovery. Driven by the vision of reinvigorating scientific curiosity, the Theme Park will feature a variety of innovative materials, textures and patterns across four areas, and invites visitors to see the trade fair through fresh eyes. W

Virtual Explorations “Digital processes enable a new interpretation of transparency. Thanks to a mother-of-pearllike shimmer, fabric is brought to life in a vibrant way. Films and silk are reminiscent of reflections in water thanks to dazzling holographic brilliance. Extravagant floral patterns, embroidery, jacquards and lace dominate. “A new form of digital exoticism is born – structures from cell organisms inspire and convey a new understanding of 3D. Organic animal structures give technical materials a sensuous, poetic flexibility. Colours are lively and reminiscent of water.”

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Heimtextil trends DESIGNER



Cultural Explorations “A new urban multiculturalism unfolds – various cultural influences merge to form a unique multinational in-culture. This transformation can also be seen in interiors. A focus on particular cultures is increasingly disappearing – traditional techniques are being modernised and merged, resulting in highly modern and luxurious modifications. Pigment colours merge with urban shades to form a universal ethnic look.”

Planetary Explorations “In an unknown, interplanetary world, raw materials are used and the interior becomes a mineral itself. A new, magical brilliance is extracted from the materials, which are given protective characteristics. “From this wealth of materials arise material extracts and textures hitherto unknown. New wipe techniques form fine structures of mineral-like delicacy. The principle of controlled chances leads to new kinds of shading. Deliberately voluminous materials are reminiscent of the surface of the moon and serve as soft, protective shells. The colour palette plays with light and dark, and oscillates between bright white and ashcoloured tones." >>>

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DESIGNER Heimtextil trends

Natural Explorations “The way to rediscovering urban aspects takes us through nature. The use of natural materials in industrial manufacturing processes is more contemporary now than ever – not least out of respect for our planet. “But this isn’t enough – the interior is entering into a symbiosis with nature. Touch is dominated by natural fibre effects such as wood-like reliefs or bark structures. The materials make use of geometric elements in order to imitate the plant world. Details from the animal world are incorporated, with the help of textures. This gives rise to camouflage patterns, both original and finished, from the animal and plant world. Intensive green tones mix with colours inspired by tree bark and earth.”

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BOOK NOW INTO THE ESSENTIAL SHOW ISSUE! Be part of Furniture News’ winning formula • Features extensive exhibitor previews for the January Furniture Show, Spring Fair & AIS Furniture Show • Distributed from our established stand in Hall 4 at the show, and emailed to approximately 14,000 opted in readers • At around 300 pages, the issue is retained all year as a reference tool for the trade – it’s the biggest and most informative platform available There is something for everyone, at EVERY budget! BOOKING DEADLINE for this prestigious issue - 5th December COPY DEADLINE - 8th Dec Book now to secure your place by contacting:

The essential guide

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This month: Behind the designs at Heal’s On location at the Loaf Shack The January Furniture Show returns

January 2016

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DESIGNER In Design – Steuart Padwick

Launched during this year’s London Design Festival, the Humpback sofa is part of an upholstered furniture collection designed by Steuart Padwick for British furniture company, Adams & Moore.

In Design: Humpback sofa, Steuart Padwick “My aim is to design products and furniture that can be used in our daily lives, where the pleasure is gained both from the appearance and use of the object”

“The geometric shapes of the Humpback sofa have been combined to create a wellstructured piece which begs you to climb on”

Training: Steuart trained at Parnham Furniture College and the Royal College of Art. Achievements: Since training, Steuart has gone on to work with many leading brands, including The Conran Shop, John Lewis, Heals and more recently, His work is exhibited around the world, in particular Shanghai, New York and London. T 07712 836875 W “Deep and generous, the Humpback sofa balances oversized shapes with or without arms in oak with a walnut edge detail”

“The soft Tiree fabric from Bute Fabrics adds warmth and luxuriance”

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“I wanted to keep the shapes very simple, so the design relies on exquisite detailing and high-quality manufacturing”

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Please contact us for a copy of our latest catalogue which features over 1000 stocked lines

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Repeat Clients

Say It Best!

Furniture Agents A family owned and managed Chinese furniture factory in Qingdao seeks experienced sales Agents. If you have good connections with Retailers, E-Retailers or Wholesalers please email Dora Wang with your CV.

“Our fourth Lynch Sale in four years speaks for itself! Outstandingly successful as always. Amazed by the rapid sale of clearance items.” David Wood • Worcester Furniture 26th October 2016

“Well how should I put it? Yet again the Lynch sales team exceed expectations.”

In support of our UK sales we will be exhibiting at the Birmingham Furniture Show in January 2017 where appointed Agents can introduce their customers to our furniture ranges. Dora Wang, Overseas Sales Manager email: QINGDAO MURONG JINXIU HOME FURNISHINGS CO.LTD

Richard Foster • Fosters for Furniture 7th October 2016

“At the end of it we had taken the equivalent of 25% of our normal annual takings, and as importantly we had achieved our budgeted net profit figure.” Andy Walker • Style Furniture 7th October 2016

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“Mark is worth three salespeople when it comes to the point of sale and helped us to exceed the Lynch estimate and achieve sales of more than three quarters of our total annual sales in just a month!” Michael Eddershaw • Eddershaws 19th August 2016

No one runs a “Lynch Sale” quite like the Lynch Sales Company. For results you can bank on, contact the originators of high impact promotions. Our Modern Living portfolio of beds and mattresses are designed as contemporary statement pieces offering fashionable furniture in bedroom indulgence. Designed to offer a perfect night of luxurious sleep, the quality and comfort of the Natural Touch range, is hand crafted using natural cotton fillings surrounding a pocket sprung mattress, available in 1000, 1500 and 2000 pocket. Deluxe products enthuse with quality and craftsmanship and support all our customers with product marketing and knowledge from an experienced sales team.

Contact Gareth Price Tel: 07974 209761

For more information on our range of products or to become a stockist, contact us on +44 1484 427 373, or email;

Copyright 2016 Lynch Brothers Licensing Corporation

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128 || LAST FEATURE WORDsub Liam heading O'Donnell

Liam O’Donnell

Director, Valdivian Furniture

Valdivian Furniture is a British furniture manufacturer which designs and handcrafts its pieces with meticulous care and attention to detail.

How did you enter the trade? My father and uncle have been in the trade for well over 30 years. I entered the business at a young age working alongside them gaining knowledge and experience on the go, with an admiration for the market even then. That passion has been the solid foundation for my current love of furniture manufacture and for my business. Who is your inspiration? There have been many people that have inspired me over the years but two stand out clearly in my mind. The first is my grandfather – he was an exceptionally hard-working man and when I was nine he passed away, but he always believed in me. I had the honour of making the wooden cross for his grave and I haven’t looked back from manufacturing since. The second has to be Sir David Attenborough – he’s been such an inspiration to me in every aspect. His career and achievements are incredible, and he introduced me to my love of this world and the species that inhabit it. In turn this has been a huge influence on Valdivian, from the collection names to the environmentallyfriendly message we promote. What has been your career high point so far? I would say employing our first apprentices. Working alongside them, teaching them the trade and watching them grow has been such a high point for me personally. … and the low point? In the beginning, when I became the director and partner in the business, it was hard to manage the stresses and growing pains of a

small company in a big industry, which made me think ‘is this really worth it’? … and the turning point? When we decided to rebrand ourselves. We were always known as AP Leisure UK up until three years ago when we knew we needed to move with the times, and making Valdivian Furniture our marketing company was the way forward. I wanted us to be the best version of ourselves and show the industry what big ideas this small business has to offer. With determination and persistence we have made it a triumphant success. Describe a typical working day Each day holds something different, from seeing clients to designing new furniture pieces. But on a standard working day, mine will start at 6am in the factory organising my staff and working hands-on. I still love to be physically involved with the business as a labourer as much as I love being a director and a face of the company. If you had to start over, you’d probably pursue which career? Naturally this business is in my blood, so pursuing a career elsewhere would seem so alien to me, but if this did not exist I would have loved to have been a marine biologist. I have a real passion for the water and find the sea and what it holds fascinating. What date on the business calendar do you most look forward to? Throughout the calendar year there are so many events and shows to look forward to but mine would have to be December in general. This is when our business year comes to a close and I get to reflect on what

“When I became the director and partner in the business, it was hard to manage the stresses and growing pains of a small company in a big industry”

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has been and what we can achieve in the new year, which is the most humbling of feelings. What is the most important issue affecting your business right now? Manufacture space and storage – as an ever-growing company we are running out of room fast! But 2017 holds a new premises with more space, so this will not be an issue for long. What company do you most look up to? Shh Architecture & Interior Design. Looking at their work you can see they take the brief so seriously and put the essence of the location into it. I recently saw their work at the Imperial War Museum and even though modern finishes are present, it’s still sympathetic to its surroundings, and the outcome is impressive. Their design ethic is unrivalled. What would you most like to change about yourself? I lack the ability to converse easily – being a businessman and hands-on workman, its not always easy to jump from one to the other in an effortless fashion. If I was to change something about myself, being a confident conversationalist would be exactly that. What do you enjoy most about working in the trade? I love the level of creativity and design the industry has to offer, plus the challenges it brings and the job satisfaction a finished project offers. What advice would you give newcomers to the industry? This industry is full of challenges and it will test your limits, but it offers the promise of an ever-changing face and a fast-growing market. With this in mind, be the best at what you do and develop yourself and your company within it.

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Liam O'Donnell LAST WORD | 129

“I still love to be physically involved with the business as a labourer as much as I love being a director and a face of the company”

Quickfire Early bird or night owl? Early bird – you should never waste the day!

Career digest 2000 – Joiner and woodworking machinist, AP Leisure UK 2009 – Director and specialist furniture manufacturer, AP Leisure UK 2013 – Director and specialist furniture manufacturer, Valdivian Furniture

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Fiction or non-fiction? Fiction – it’s where your imagination can flourish. Laptop or desktop? Both. The laptop offers freedom and the desktop is your base.

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Further Reading On the web this month: The Furniture News website is constantly updated with fresh stories. Visit to access the latest content, or sign up to the twice-weekly newsletter

Do you have a story to share? To contribute, call the editorial desk on 01424 776105 or email Are you looking to place product before the UK’s buyers? To advertise or submit product information, 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

News: Clarion acquires the furniture sector’s key trade shows

Keep up to date You can also sign up to receive free access to the digital edition each month, as well as the twice-weekly Furniture News e-newsletter, via the specific links at – or email sam@gearingmediagroup to be manually signed up for the digital services. 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.

Resources: Three tips for retaining bigticket customers

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.

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


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Events: Ambiente welcomes buyers to Frankfurt in February


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

Explore the



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| July

- August


carpets 25/07/201

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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 | Year in Review (part two) Designer Mark Gabbertas interviewed | Trade Services | Case study – Build creative agency

Furniture NewsDec 333v5.indd Further Reading 16.indd 130 1

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Profile for Gearing Media Group Ltd

Furniture News #333  

The essential guide to the UK domestic furniture and furnishings trade

Furniture News #333  

The essential guide to the UK domestic furniture and furnishings trade