Interiors Monthly March 2024

Sir John Timpson has told peers how it is on business costs, but will anyone pay attention to his experience?

The other week Sir John Timpson, Timpson owner, appeared in front of the House of Lords Built Environment committee, which has launched a review into local high streets, and gave it the unvarnished truth about business rates.

‘When I set out in business, there was a very clear rule that the rates tended to be a third of the rent, and that went on for years. Now we’ve got instances where the rates are considerably more than the rent.’ Increases had ‘nothing to do with the actual premises but to do with the level of inflation. Either the government doesn’t want to change business rates, to be fair and have a level playing field between online and physical shopping, or it doesn’t know how to do it.’ ‘Unrealistic’ rates mean physical retailers are at a big disadvantage compared with online retailers, he said.

He went on: ‘The reason why there’s lots of empty shops isn’t necessarily because trade is bad, it’s because there’s frankly too many retail premises. It’s pretty obvious that you don’t need as many retail premises in a town now as you did years ago before there were retail parks and supermarkets.’

Will the UK Government pay any attention?

Congratulations to the NBF for winning The Trade Association’s ESG Initiative award for its efforts to move the bed industry to a more sustainable future (the EcoDesign, filling cleanliness and RAMR projects in this particular case). Perhaps the next item on its agenda could be what Tom Bourne discusses this month: how do you define what is recycled? Is production waste an example of recycling? Should the term be reserved for materials from products that have served their purpose and been returned to their source and then made into new versions? What if companies are using a mixture of both pre- and postproduction recycled products? As Bourne suggests, there is no simple answer as it’s very easy just to slap on a label saying recycled if there is no consensus – especially among the major players in any sector – as to what it actually means.

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Furniture advertising (South): Tim Boden

Furniture

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Up and down for sales as seasonal pattern continues

The value of furniture and lighting retail sales dropped in January, continuing its seasonal pattern.

Sales dropped from £1,260,237,000 in January 2023 to £1,228,699,000 in 2024 – a fall of 2.5% – in England, Wales and Scotland, according to ONS data.

Sales were 22.1% lower than in December 2023.

January’s sales are traditionally lower than December’s: in 2023/2022 they dropped by 7.8%.

Of the 457 months since comparable records began in

January 1986, January 2024 was the 53rd best performing month.

The retail value of flooring sales was worth £194,440,000 in England, Wales and Scotland, in January 2024. This is a rise of 2.1% on December 2023 but a drop of 6.8% on January 2023. Since comparable records began, January 2024 was the 153rd best performing month.

The data is not seasonally adjusted, does not allow for inflation and is subject to revision.

Agency appointment sees showroom move

German cabinet manufacturer Hartmann is to open a UK showroom following the appointment of Tim Robinson Furniture Agencies as agent for the UK and Ireland.

Space at the Wade Business Centre in Long Eaton is being converted into a permanent showroom, which will be available for visits by appointment. Hartmann will also take part in the Long Point exhibitions, beginning in May.

‘With more than 100 years of experience in the construction of innovative furniture, Hartmann is one of the leading manufacturers of solid wood furniture. The production of first-class, high-grade furniture requires specialist design and processing methods. This expertise is guaranteed by Hartmann’s solid wood specialists through years of experience,’ says Tim Robinson, TRFA director.

M&S tops brand ranking

Marks & Spencer is the country’s leading brand, according to new research, with two other interiors retailers in the top ten.

YouGov’s Best Brand Index 2024 tracked consumer responses for 2023 covering quality, value, satisfaction, recommend and reputation. The chain scored 50.3 points. Ikea was second in the rankings with 44.1. John Lewis was third with 40.5. For context, WhatsApp was tenth with 36.9 points.

Deflation, deflation

Flooring retail prices saw deflation in January, after months of double-digit and near-double-digit increases.

Prices fell by 0.5% for carpets and floorcoverings, in contrast to a 4.8% rise in December and 12.2% in January 2023, according to ONS.

The largest drop was in carpets and rugs where the rate dropped from 7% in December to 0.2% in January 2024. Since January 2023 the rate has generally seen alternative falls and increases each month, falling from 12.1% in January 2023. The drop was the fourth consecutive fall.

In contrast, smooth flooring maintained a second month of price falls, but the decreases slowed. The rate rose from -3.8% in December to -2% in January, and compares with 17.3% in January 2023.

After months of double-digit increases – including two in the past year – deflation has returned to retail household furniture pricing.

Prices dropped by 1.5% in January. This compares with a rise of 1.2% in December and 11.1% in January 2023.

Increases have averaged 6.1% across the past year.

Garden furniture saw the rate drop from 3% in December and 11.9% in January 2023.

Other furniture and furnishings saw the rate fall to -0.5%, from 4.8% in December and 5.8% in January 2023.

Data is not seasonally adjusted and is subject to revision.

Hartmann has new UK and Ireland representation

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Thieves target carpet store in 3am robbery in brief

New home for

London Persian Rug supplier and retailer London Persian Rug Company is set to move from its showroom in Oxgate Lane, NW2 to Battersea. It claims the opening of the 5,000sqft showroom near the former power station will be the first large-scale rug warehouse in central London exclusively offering Oriental and Persian rugs.

Hilco ‘mulls Homebase sale’ Homebase owner Hilco is considering selling the chain, five years after it bought it for £1. A report in The Times says Hilco has held preliminary discussions about selling Homebase with potential bidders as it looks to crystallise its investment. It bought the retailer in 2018, just 18 months after Australian group Wesfarmers had paid £340m for it and made a series of disastrous product and store changes. Landlords then agreed to a CVA which saw Hilco slash its rent bill amid store closures. The CVA was ended early as Hilco renegotiated leases and profits improved.

Number two for JJ

Furniture outlet operator Joseph James has opened its second branch, taking space in the former Debenhams store in Stockport. Founders Joseph Shenton and James Pullen began the company in 2019 on leaving school. What was meant to be a gap-year project now employs 25 staff in the stores in Stockport and Stretford.

‘After building a strong customer base, we thought the time was right to open a second outlet and the 90,000sqft on offer at the Debenhams building was an opportunity that was too good to miss,’ they say.

COREtec distribution boost

John Lewis’ flooring concession The Floor Room has introduced COREtec flooring on the floors of the 34 departments in John Lewis stores.

Next takes F&B online Feather & Black has become the latest interiors brand to be sold by Next. As part of its strategy of widening its product offer without investment in-store, a curated collection of beds, storage and upholstery from the Dreams-owned retailer is online. Steve Payne, Feather & Black head of new channels says the move will bring its offer to a wider audience and ‘elevate’ the brand.

Police are searching for a gang of four men who broke into a London carpet store in the hope of finding cash.

The four forced opened the shutters of Medina Carpets and Furniture, Martha Street, Whitechapel on 13 February just before 3.30am.

CCTV footage shows them crawling under the shutters

and ransacking the till and behind the counter. They left with rugs and collection tins.

‘Police are investigating a commercial burglary at a store on Martha Street, E1 between 02:30hrs and 03:30hrs on Tuesday 13 February. The four suspects entered the property by damaging the shutters and left with goods

Hammett plans furniture and lighting push

Interior designer and interiors architect Laura Hammett is to tackle the furniture and lighting sectors later this year after the official launch of her eponymous accessories collection.

She has designed more than 100 designs for Laura Hammett Living.

‘This collection is born from a culmination of more than 20 years of interior design expertise, alongside a lifelong passion for creating beautiful spaces. As a studio, we create completely bespoke interiors from architecture to lighting right through to furniture. But accessories is one area where we have to really work with what’s available on the

Red carpet goes green…

The new collection features over 100 designs

market, and we sometimes struggle to find pieces that fit our aesthetic which are also of impeccable quality,’ she says.

A full made-to-order furniture and lighting collection is set to launch in the summer.

from the store including rugs and charity collection boxes. Detectives are conducting local enquiries including CCTV from the surrounding area,’ says a Metropolitan Police spokesman.

The footage appears to show one of the men answering his mobile phone during the break-in.

Tetbury opening for FSW

Flooring contractor James Padden has opened his first bricks-and-mortar store.

Flooring South West has opened on Long Street, in Tetbury, Gloucestershire.

‘I was born and raised in the area, this is home to me. It is a beautiful, affluent area, and I think there is a market for my business here. Something I learnt from a young age is that the proprietor is the business and you can't leave other people to it. I don’t want to be big and corporate and want to stay heavily involved in everything I do.

‘I think customer service is absolutely essential because that is what spreads a good name.’

Object Carpet and the Berlinale Film Festival combined to introduce a fully recyclable red carpet for last month’s event, using Object’s Duo technology. The carpet’s pile is made from recycled ECONYL polyamide yarn, the backing and hotmelt adhesive is 100% polyester. The carpet is then heat-treated to separate the two materials, which are returned to supplier Aquafil. The materials can then be re-used to make new carpet and the process repeated.

A first-class performance…

“I’M

In 2021 it was recorded that 485,915 tonnes of carpet and textile flooring waste was generated in the UK. Through our direct support, our members and the wider waste and recycling sector diverted 81% from landfills into various treatment, recycling and reuse options.

Jade Farthing, M.D., Haskins Furniture, Shepton Mallet.

“We took 42% of a year’s turnover in three weeks! It was absolutely mad! But I’m very glad we did it and we’d certainly do it again!”

Brendan Loughrey, M.D. HOMEMAKERS, Coleraine, N. Ireland.

“Our

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Dunelm shareholders reap rewards of furniture success

Dunelm has hailed its performance in the furniture market, particularly upholstery, as it set out plans to return more than £100m to shareholders.

‘We continue to see broad-based growth across our categories and were particularly pleased to report strong growth in categories where we have been developing our product mastery,’ says Karen Witts, Dunelm cfo.

‘We also saw strong growth in furniture, where our sofas and sofa beds category performed well, reflecting the introduction of new shapes and colours to our best-selling ranges. We now offer five-day lead times on most of our

furniture, as well as interest-free credit to qualifying customers shopping online.’

The group says it grew its furniture market share by 10bhs points to 2.1% in the six months to 30 December. Its share of the homewares market rose by 60bhs points to 11.3%.

An interim dividend of 16p a share, worth £32.3m, is to be paid to shareholders, along with a special dividend of 35p (2023’s was 40p a share), worth £70.7m.

Sales for the period rose by 4.5% to £872.5m with gross margin rising from 51.1% to 52.7%. Pre-tax profits rose 4.8% to £123m.

Harvey Jones faces funding race Furniture Warehouse reshuffle

Upmarket kitchen chain

Harvey Jones is facing a race to secure addition funding or fall into administration.

The 28-store chain has filed a notice to appoint administrators Interpath, giving it protection from creditors while to looks to secure its future.

‘We are reviewing options to restructure the business on a sustainable basis, including discussions with key stakeholders and potential new investors. We

have filed court documents that will protect the business while these discussions remain ongoing, to allow us time to reach a successful conclusion, to enable us to achieve our growth plans for 2024,’ a statement from the company said.

The stores remain open and are continuing to trade.

Harvey Jones’ potential administration comes less than two years after it changed ownership in a management buyout.

Du Beke is back in beds

The Bed Show is hoping for a perfect 10 from Gala Dinner guests after naming ballroom dancer and Strictly Come Dancing star Anton Du Beke as presenter. He will host the 14th Gala Dinner, welcome and entertain the 500 guests and present the 2024 Bed Industry Awards on the first evening of the Bed Show at Telford International Centre on 24 September.

Before Du Beke rose to fame on the BBC show – he is one of only two professional dancers to appear in every series before becoming a judge – one of his previous jobs was as a bed salesman for Bed Post in Petts Wood, south London.

East of England furniture retailer The Furniture Warehouse it to open another branch this month but will close one of its existing four stores.

The chain will open in part of the Beales department store in Spalding, Lincolnshire on 2 March.

This will be the second former Beales unit it has occupied, following the opening of the ground floor of the Peterborough store in November 2023.

The chain’s Market Deeping branch, which opened in July 2023, will close on 12 March. The company also has outlets

in Corby and Wisbech.

‘We are looking forward to opening the new store. The way our business works is that we take frequent deliveries so the shop floor is changing.

‘We have built up a good relationship with people in Deeping as a few do come in for a cup of tea and a chat. I am gutted to be leaving Deeping as it is my favourite store. I really like the location and the way it is laid out. I am disappointed to be leaving but it is a big opportunity for us,’ says Alex Raspin, The Furniture Warehouse sales director.

Quartet widens bedroom roll-out

The UK’s largest kitchen retailer has continued the expansion of its fitted bedroom offer.

Wren Kitchens has added bedroom displays to its Acton, Basildon, Glasgow and Peterborough showrooms, increasing to 40 the number of its 110 stores with the offer.

‘We are thrilled to be in a position to showcase our

luxury fitted bedrooms in a rapidly growing number of locations,’ says Joanne Dodsworth, Wren head of bedrooms. ‘We believe that everyone deserves to have the bedroom of their dreams and our latest showroom displays provide an insight into how bedrooms can easily be transformed for a lot less than people think.’

HUDSON & BROOKLYN

updated with soft & natural tones

Hudson & Brooklyn from AW has been a popular range for us over the years, it’s a great everyday carpet and suitable for anywhere in the home. We stock the Brooklyn quality and we find this a perfect family friendly carpet at an affordable price.

The new colours have definitely enhanced the range and kept it on trend for our customers.

Lee - Direct Carpets

Hudson is our “go to carpet”. Good quality, good colour range, good value.

Steve - Shaws floors

I’ve been using Hudson & Brooklyn for a few years and brooklyn has become one of my best sellers.

The colours are on point and the coverage of the product gives outstanding value for money.

Also which makes my life easier is that the fitters have no complaints and are complimentary to how it fits and looks after installation.

With the new colour bank and more Heather’s options

I’m confident it will remain my go to twist of choice!

Paul - Professional carpets

Brooklyn

Hudson

1 Joining a wide selection of plank and tiles, including XL formats, Herringbone Classic is the new floor from Moduleo Its 40.8cm x 10.2cm size has been carefully considered to maintain a striking herringbone look in a range of rooms. So, whether master bedroom, open-plan kitchen, downstairs WC or a cosy living room, Herringbone Classic is the smartly sized herringbone floor. Visit: www.moduleo.co.uk

2 Ragno’s Amuri is created from hand-made terracotta, with very clearly defined edges and a slightly mottled surface. These distinctive features of traditional ceramics are interpreted with state-of-the-art production

technologies to create a versatile series with a decorative spirit, a homage to Sicily and its skilled craftsmen. Visit: www.ragno.it

3 Leoline’s Velvetex brings the fast and easy installation of Luxatex for a cushion vinyl that creates a warm and comfortable floor in no time at all. Thanks to the backing’s ability to soak up imperfections, Velvetex can be installed straight on top of old floors like tiles and timber. It can be installed without glue in rooms up to 30sqm. Visit: www.leoline.co.uk

4 Quick-Step’s Cascada is its first watertight wood floor to come with

a lifetime warranty for kitchens and bathrooms. It uses Wood for Life moisture-repellent technology to stop mud, spilled foods and other dirt from sticking to its surface. Pictured is Lily White Oak Extra Matt.

Visit: www.quick-step.co.uk

5 Sakura is a new Ecorugs design from Louis de Poortere, inspired by cherry blossom and Japan’s hanami parties during the flowering season to create a delicate and poetic atmosphere. The floral motif evokes the new beginnings of spring and captures the beauty of the blossom that has become a symbol of Japanese culture.

Visit: www.louisdepoortere.com

6 ADP Distribution is a family-run company based in the West Midlands with more than 50 years combined specialist experience in the visual merchandising industry. ADP provides seven main services including: distribution; carpet; carpet distribution; installation; merchandising; project management; and sampling and fulfilment. ADP’s super Solution Team will adapt to its customers’ needs, offering solutions and expertise, whilst providing a dedicated and professional service at all times. ADP has the skills, expertise and infrastructure to complete projects on time, in budget and to a high standard. Visit: www.adp-distribution.co.uk

7 Merging minimalism with emotion, Sett from &Tradition is a series of tables by Luca Nichetto featuring a rich material mix and a furniture-making method inspired by the inlay of precious gemstones. With Sett, marble, glass and dark chrome are combined in a striking entourage of tables. Visit: www.andtradition.com

8 Time spent at the Academy for Excellence in Flooring will accelerate your career progression. With a range of courses to choose from, you can find a way to boost your skills, improve your knowledge and take another step on the career ladder with the Foundation Installer and advanced Master Installer courses. Visit: www.quick-step.com/en/academy

9 The smart grey finish and appealing lifestyle graphics of Abingdon Flooring’s Pure Elegance – the most luxurious carpet in the Stainfree family –make it a striking addition to any store. It features clear reasons to purchase such as the carpet’s made-in-Britain status; super soft twist; Stainfree for Life guarantee and 12-year wear promise. Visit: www.abingdonflooring.co.uk

10 Setting new standards in moisturetolerant smoothing and levelling, Floorwise’s Pro-Screed Ultra is rapid setting and can be walked on in just 80 minutes. It is capable of receiving resilient floors in just three hours and ceramic tiles can be laid in two hours. Pro-Screed Ultra can be poured over old adhesive residue and DPMs and no priming is required on most subfloors. Visit: www.floorwise.co.uk

The Knowledge

During less-busy times, improve what you know about the products you sell

THE RETAILER

Fludes Carpets

Have you got The Knowledge? lt is a requirement for all taxi drivers in London to have it, and to pass an exam before they are allowed to take paying passengers. A trainee taxi driver has to learn all about the roads in the London area – and with the rate of building it is essential to have an up-to-date understanding of The Knowledge.

I am not suggesting that you should leave the flooring industry and start to learn how to be a taxi driver when we hit a quiet period of trading, although it sometimes seems a tempting alternative. However, the quiet time is the right period

to learn all you can about the products that you sell and be confident that you are up to date with your product knowledge.

There are similarities between the process of selling a carpet and catching a cab. The driver will ask the passenger: ‘Where to, Guv’?’ The customer will give the address to the driver who will use The Knowledge to take the passenger where they want to get to. On the way, the taxi driver will need to know where the closed roads are and where roadworks will add time to the journey.

A customer going into a flooring store will often be faced with a large display of

products and will find it hard to know where to start. They will need some help to arrive at the destination they are seeking. A sales assistant who has ‘the flooring knowledge’ will be ready to help the customer get there. Where does this knowledge come from? From samples on point of sale on show in the showrooms; from the sales representative of the manufacturers; from trade magazines; at flooring shows; from factory visits and in-store training sessions. There is always an opportunity to learn more, and the more you learn, the more likely you are to pick up a fare. You can always ring up the supplier for information, but make sure that you ask the right manufacturer.

Unlike the taxi passenger who knows exactly where they want to go, the carpet or flooring customer will be asking lots of question about the product and what is best for them, such as: Will it wear out? How much will it be? What is polypropylene, is it better that wool? Is brand A better than B and why? lt really is essential to have the knowledge, so that the customer will have confidence in what is being recommended and be more likely to make a purchase.

Selling flooring products is not as straightforward as it used to be. The route to finding what a customer wanted was often: ‘What room do you want the flooring for? Do you want a foam back or woven back? Do you have an underlay? Is it felt or rubber? Are you looking for a plain or patterned carpet?’ Followed by the sales assistant making a recommendation. Now it is a very different and more complicated process.

But I am not suggesting that we all moonlight as taxi drivers! Instead, why not spend the lulls in trading increasing your knowledge of the products you sell? It really is a good use of the quiet periods that we all have from time to time.

Andy Laird, Fludes Carpets owner

When you pick up a fare, will you have The Knowledge to get them to their destination?

IMAGE: PEXELS/MATHIAS REDING

Occasionally I’ve been asked to cover a particular topic for this column, and I’m happy to oblige. This month, however, is different: I have been told, in no uncertain terms, by an angry French chef what I must write about.

Richard Renouf

Obey the chef

A baking lesson reveals much more

name was to be on show, not hidden.

Monsieur le Chef has been the model of kindness and gentleness all week, in spite of my incompetence. I’m here on holiday in the West Country, and have chosen to spend the time honing my baking skills and trying not to think about work. I’ve been shown and then have made fougasse, focaccia and tin loaves on day one and today, fresh from the oven, have come croissants, cinnamon knots, pains au chocolat, pains aux raisins, Danish pastries and doughnuts (although I admit the doughnuts and much of the rest have all been eaten). The photos have been sent home and a queue is already forming for my return.

On top of all that, elevenses and lunch have been provided every day, with a variety of treats to go with our coffee and the most amazing meals for a relaxed afternoon lunch when all the baking is in the oven. Today a whole brie was baked in brioche, served with pesto-roasted carrots and boiled potatoes, and washed down with French wine. It’s a great way to ‘celebrate’ a successful day of learning – and to wait for the goodies to cool so we can take them away.

Of course, Monsieur le Chef has been demanding. The course has 12 delegates, so there have been plenty of slip-ups. He has pointed out our mistakes and taken over at times, but only in a passionate desire to ensure we leave the course knowing how things should be done, so we don’t embarrass him when we bake for others. And he has been passionate about his brand: anyone who dared to wear an apron back to front or cover a proving bowl with an upsidedown cloth was reminded that his brand

But the mood of Monsieur le Chef changed in a split second as I chatted over lunch. I let slip about my need to write an article once I was back at the hotel and one of the delegates asked why I was working on my holiday, and what the piece would be about. ‘Something about furniture or flooring,’ I said.

Monsieur le Chef, who had been talking to a neighbouring group, pivoted on his heels, pointed straight at me and said: ‘Tell them about this!’ He flung his arm down to point at the floor. Specifically, at a gap where the linoleum flooring had been butted without any weld and had shrunk back, leaving a gap of about 5mm. There were five joins, all trapping flour and soiling, and the perimeter had gaps and other signs of shoddy workmanship. Monsieur le Chef had no shortage of Anglo-Saxon words to describe his feelings about the floor laying.

Each day the kitchen trains 12. Although some come for multi-day courses, the set-up allows for people to attend on single days even on longer courses, so typically 50 people a week visit this kitchen. And they come from all over the world. The flooring is affecting his brand and the brand of the company who did it. It doesn’t seem to care and doesn’t seem to realise how much he cares. It probably never will because he won’t go back and will advise others not to.

The slight extra cost of welding the seams was a saving not worth making, and the knowledge to do a first-class job can easily be learned as our industry has training available from experts in various training centres around the UK.

I went to learn about baking but came away having learned much more. Visit: www.richard-renouf.com

Richard Renouf is an independent furnishings consultant

Our compliments to Monsieur le Chef

What is recycled?

Companies should be clear over what their messaging really means if consumers are to make informed decisions

Tom Bourne is creative director of marketing agency Select First, a Certified Signatory of the AntiGreenwash Charter and committed to upholding good standards of responsible marketing practice. I recently had a conversation with a client on how best we should define a product made from recycled material. Should we say if the product is recycled at all? Do we need to say where that recycled material comes from? Can we say recycled without qualifying it? And what does ‘recycled’ actually mean to the customer?

My recommendation was to say it is recycled but to qualify what that means by defining the nature of that material as either pre-consumer (left over in a manufacturing process) or post-consumer (already used for the purpose it was designed for, generally speaking) as these are two opposite

ends of the material’s lifecycle.

However, if you were to ask your average consumer to define ‘recycled’, they’d likely say ‘something that’s been used and instead of being thrown out has been turned into something new’. There’s a lot in this assumption and it’s something that marketing teams have used to their advantage. While technically you can call something ‘recycled’ if it’s made from pre-consumer recyclate, it doesn’t mean you should.

In fairness to the consumer and to ensure the information presented about products doesn’t mislead, it’s probably wise to avoid the term recycled for anything made from pre-consumer recyclate. Instead say ‘made from production waste’. It’s clearer and more honest about what that material is.

The trouble is, that doesn’t sound halfway as good. Recycled has become a sellable and marketable term rather

than an honest description of a product’s composition. And if every other brand is using that description for similar materials, then why should it be any different for the next product to be made from the same thing? I would ask what happens when products advance from pre-consumer status to post-consumer?

This situation already exists and makes the higher cost of post-consumer recycled products that much of a harder sell. Why should they pay twice the price for something that says the same as the cheaper one? The ins and outs of pre and post is not something that most sales assistants would be happy to undertake in conversation without a manual. It also takes a knowledgeable and invested consumer to ask the right sort of questions to unearth the nuances.

Perhaps there needs to be a collective effort by the industry to draw up some kind of framework for how it approaches sustainability. Terms could be agreed and adopted by major players and, in time, this would filter down to the smaller companies too. It would do much to present products fairly and honestly and let customers make an informed decision on the products they buy. If nothing else, it would be an example of good practice beyond guidelines set by the ASA and International Chamber of Commerce.

Sadly this is nothing but a pipe dream. But what I do hope is that forwardthinking brands decide to do the right thing off their own back. Outdoor clothing firm Patagonia openly admits the downside of its materials but also takes action to improve them. It’s a practice that’s serving it pretty well: Patagonia’s value is estimated at US$3bn. Of course, there is a purpose-driven ethos behind this success, but for those companies that don’t show quite the same level of commitment, there are still valuable takeaways from the way it communicates with customers. Talking openly and honestly about your product is a great way to build trust. Visit: www.selectfirst.com

Are consumers getting the full picture about recycling?

Long-term

Sofas & Stuff’s approach to business matches the demands of its customers

‘There are so many joys of having a family business. The biggest positive is that you are all are trying to do things as well as you can, as you’re in it for the long term. I am incredibly proud that we opened our own factory in Preston 18 months ago. If we were a public company we would have never done that, but as a family we take a very Japanese view of business – longevity.

‘Working with Julia, our sons and nephews gives us an independence and flexibility that another structure wouldn’t afford us. It enables us to be brave, agile and responsive to the needs of our customers and the company,’ says Andrew Cussins, Sofas & Stuff co-founder.

‘Julia and I made the conscious decision never to ask Sam or George to join the family business. We didn’t

want them to feel any pressure to work with us – although we loved the idea. They both independently came and asked to join the business at different points in their careers, mostly because of the opportunity you have to make a difference working here. Sam worked for a company that employed more than 30,000 people, so it was very difficult for him to make a difference

Julia and Andrew Cussins

The Fittleworth showroom

Porthallow footstool in VA Threads of India Sulawesi Splendour Indra Winter and Harwood chair in William Morris Willow Bough

DESIGNED FOR THE FURNITURE &

there. Fortunately, they found a genuine interest in the furniture industry, and their involvement in the family business has been a real asset to the company.’

Another asset has been the chain’s determination to get its store locations right – the King’s Road, London opening will be just its 24th in 15 years.

‘We don’t believe in opening hundreds of showrooms. I believe we open showrooms where the people who live there would want a showroom – where it would resonate with the locals. When selecting new showrooms, we look for locations that align with our brand values. The King’s Road, with its rich cultural and design heritage, perfectly resonates with our passion for expressive interior design. We seek areas that reflect sophistication, a discerning appreciation for quality design, and a community that values unique, handcrafted furnishings.

‘Our target customer is someone who appreciates individuality, craftsmanship and a genuine commitment to quality in bespoke furniture. We aim to attract those who see furniture not just as a functional element but as a means of expressing their personality and style. We know that our customers want to invest in furniture that is going to last, and they love that we make it ourselves in our own UK factory.

INDIAN ARTISTRY

The Threads of India collection tells a story of India’s unique textile heritage and traditions through fabrics inspired by opulent riding coats, tent hangings and dress fabrics. The inspired contemporary designs, presented on a linen and viscose blend, pay homage to this legacy, offering a tapestry of colours for a bespoke living experience.

Threads of India seamlessly blends history with modern design, encouraging enthusiasts to discover the intertwining of tradition and innovation within each fabric. This collaboration highlights the enduring allure of India’s artistic legacy, and underscores Sofas & Stuff’s dedication to infusing the timeless elegance of the past into contemporary homes.

Exbury sofa in Threads of India Mughal Arbour Hunter

Lyndhurst chair in Threads of India Lahore Dynasty Linen

YOUR INVITATION TO

THE UK’S PREMIER FURNITURE EXHIBITION

13TH  15TH MAY 2024

The Long Eaton Guild invites you to visit the UK's premier furniture exhibition, located in the famous furniture town of Long Eaton, just one mile from Junction 25 of the M1.

See the latest collections from leading UK and International brands of Upholstery, Cabinet, Bedroom and Lifestyle accessories.

Details and location of exhibitors are available on our website.

To request a personal copy, please send your details to ajm@leguild.co.uk

www.longeatonguild.co.uk

‘Our customers know that their sofa can say as much about their personality as their clothes, and we help them express themselves. Success for us is when our customer unwraps their sofa and they are completely thrilled. Too many people put up with not bad, average, okay… and that’s nowhere good enough for our customers.’

It seems many customers want to express themselves in the manner of the Alwinton sofa, which remains the bestseller. ‘It’s a wonderful iteration of the classic British sofa, with a deeply comfortable seat and low Howard arms. Our customers gravitate towards this model time and time again as it’s such a versatile, timeless piece.’

The chain has a long-standing partnership with the Victoria and Albert Museum, with its third fabric collection –Threads of India – recently released.

‘The V&A partnership is incredibly close to our heart. It has an unrivalled archive of textiles from around the world. I couldn’t think of a more inspirational establishment to collaborate with than the V&A. It is a constant source of inspiration,’ says Cussins.

A FAMILY AFFAIR

The Cussins’ connection to furniture retailing dates back to pre-World War II, with Andrew’s father Manny Cussins – also known for being Leeds United chairman between 1972-1983 - taking the reins of a modest shop in Hull, which grew to become John Peters.

The journey continued with the acquisition of prestigious firms such as Waring & Gillow and Maple & Co. Andrew joined the industry officially in 1980 as an

The relationship ‘reflects our immense curiosity about design, past and present, and connects with a similar passion felt by many of our customers. Six fabric designs have been created [for Threads of India], drawing upon the magnificent array of South Asian objects housed in the museum. Each design reveals a different aspect of India’s artistic legacy, allowing people to infuse history into their contemporary living spaces.

‘I have a passion for India. It is absolutely my favourite place on the planet. That’s why I wanted to create a collection based on Indian textiles. The collection works so well as it’s only when you look closely, you see the parts of the story of India in them – in the motifs and shapes, the animals, fruits and flowers. We have created gorgeous textiles that on close examination reflect South Asian heritage – they fit well in English homes as the fabric allows the customer to infuse a small part of this Indian, and indeed, global history into everyday living spaces.’

Visit: www.sofasandstuff.com

apprentice in the family firm, before launching Sofa Workshop just five years later, eventually selling to MFI in 2002. Seven years later he and his wife Julia set up Sofas & Stuff in Fittleworth, West Sussex. Its 24th showroom is due to open on King’s Road, London on 1 March.

The family approach continues, with two of their sons, Sam and George, both directors in the chain and a nephew helping to lead a team of more than 190.

Shoppers can see all fabrics an all designs, including the bestseller Alwinton, while visualising models in their own home

Pugin sofa in Threads of India Varanasi Wilderness Ink

Brunel sofa in Threads of India Mughal Garden Safari Hunter

Cottage industry

Gareth Coxall on the Cottagecore trend, creating a place to unwind

‘Cottagecore is an aesthetic that lends itself perfectly to bedrooms, where you unwind and de-stress after long, busy days. Combining natural textures and an organic colour scheme will help to achieve a gorgeous, nature-inspired retreat,’ says Gareth Coxall, Terrys creative director

‘The aim is to create a space as visually soothing as it is beautiful. Forget bright colour – red is a strict no-no – and prioritise natural tones and textures.

‘Soft, pastel tones framing windows give bedrooms an airy, pastoral quality thanks to the brand’s quintessential botanical motifs – whether you

Lille Stripe in Seaspray roller blind

For Terrys, its latest introduction is the exclusive Laura Ashley collection. Above: Pussy Willow in Ochre Yellow roman blind

Wild Roses in Ochre Yellow curtain

Wild Roses in Ochre Yellow roman blind

prefer delicate blooms, leafy foliage or a mixture of the two.’

Beginning life as a market stall in 1970, Terrys has evolved into a £10.5m turnover company (for the year ended September 2022). It has long held a policy of sourcing locally while using global markets for the value end.

With thousands of fabrics on hand, its online operation is one of the biggest fabrics stores in the UK. For shoppers who prefer to see and touch, it has a store in Hartshill, Staffordshire.

As well as curtains, Terrys offers blinds, tracks and poles, bedding, cushions, rugs, accessories and a small upholstery offering.

‘We pride ourselves on being a family business that has developed on the principles of providing the highest quality service, the best

selection of home furnishings and, most importantly, excellent customer satisfaction,’ says Coxall.

Visit: www.terrysfabrics.co.uk

Belvedere in Hedgerow Green curtain

Kate in Pale Seaspray Blue curtain

Lloyd in Midnight Navy curtain

CARPET FITTER

YEAR

THE 2024 COMPETITION FORMAT IS AS FOLLOWS

1). * You do NOT need to be an NICF member to enter this competition. Applicants must be aged 18 years or over on Sunday 30 April 2024. NICF Council members and previous Carpet Fitter of The Year winners are excluded from entering.

2). Deadline for entry is 23:59 on Sunday 30 April 2024.

3). Entrants are initially required to complete a questionnaire giving the most full and accurate answers possible. Entries will be evaluated by a panel of judges based on the answers provided and 10 fitters will be selected to progress to the Semi-Final practical trials.

4). The Semi-Finals will be held on Tuesday 25 and Wednesday 26 June 2024 (five fitters per day)

at the FITA Training Centre, Loughborough. Five fitters will progress to the Final competition.

5). Briefing information for the five finalists will be supplied digitally in August.

6). The Final is at The Flooring Show, Harrogate, on Sunday 15 and Monday 16 September 2024.

ENTER ONLINE @ nicfltd.org.uk/FOTY-Competition

The Final will be held at The Flooring Show, Harrogate, 15-16 September 2024 Fitter of The Year Carpet 2024 Competition is kindly sponsored by

Beds and bedroom

It started with a spring…

Rejuvenation

National Bed Month is promoting a new bed as a miracle product

March is a month of rejuvenation and a time for the bed industry to celebrate and engage in the annual National Bed Month awareness campaign. Now in its 35th year, the campaign serves as a reminder of the crucial role a comfortable and supportive bed has in achieving great sleep and, consequently, the many health and well-being benefits it can bring. As such, the National Bed Federation is calling on the industry to leverage its reach and influence and educate consumers that investing in a good bed, particularly one made by an NBF-approved member, is an investment for our overall well-being.

When National Bed Month launched in the 1990s, the sector fully embraced the campaign, with bed manufacturers selling dedicated promotional products or offering king size for double prices or complimentary drawers or headboards. The NBF provided bespoke in-store POS material, including balloons,

posters, window stickers and leaflets. Independent bed retailers merchandised their stores accordingly and invested in local advertising, whilst the bigger names could advertise nationally.

Thanks to the efforts of those working for the NBF at the time, the media got behind it, with coverage achieved in the national newspapers, radio and even national TV, as well as hundreds of regional and local newspapers.

However, with the ever-evolving retail landscape, the campaign has adapted in recent years, leaning heavily on digital platforms and the collaborative efforts of the industry to spread its message. Gone are the days of exclusive television advertisements and in-store promotions: today, the success of National Bed Month hinges on the unified efforts of retailers, manufacturers and suppliers embracing an omnichannel approach.

In the early days, the aim was to bring down the 16–17-year mattress

replacement cycle, an objective that has been successfully accomplished. The campaign has had different themes over the years, including Time for a New Bed; Say No to Second Hand Beds; Bigger is Better; Animal Heads; Get Up and Go Go Go!; The Seven Year Hitch; The Zombie Awards and Right Side of the Bed.

Despite this shift, and with the changing themes, the essence of the campaign remains unchanged. This year, the theme, centred around the concept of the bed as a ‘miracle product,’ serves as a reminder of the transformative power a comfortable and supportive bed has on our health and wellbeing. A bed is not just a piece of furniture: it has the power to transform your life, a message manifested in the new campaign video, which ends with a call to action for consumers to start their journey to a better life with a new bed by visiting the associations’ consumer help website.

Retailers are being urged to share the online-only video

‘I originally had the idea of producing a TV advertisment based on the premise of a bed as a “miracle product” quite a few years ago when I was working in marketing for a national bed retailer with a large advertising budget. The video has a strong message that the humble bed has the potential to be transformative because when we sleep on a comfortable and supportive mattress, we can feel, look, concentrate and perform better – to name a few benefits,’ says Simon Williams, NBF head of marketing and membership.

‘As the video will air online only, we're asking everyone to share it as extensively as possible.’

A free marketing toolkit supports the video, which can be downloaded from the NBF website. The toolkit provides social media infographics and printable posters with advice on buying the right bed, caring for it to prolong its lifespan in line with the NBF Green agenda, and expert sleep tips from the NBF’s partner, The Sleep Charity.

‘For NBF members and retailers that stock NBF-approved brands, National Bed Month offers a prime opportunity to demonstrate their commitment to safety

and compliance by adhering to the NBF's strict Code of Practice. Consumers can sleep with peace of mind, knowing every NBF-approved manufacturer undergoes regular, rigorous auditing to ensure their products are safe, clean and everything they claim to be,’ says Williams.

‘The retail landscape and the way we consume media may have changed since its introduction, but National Bed Month is still relevant, and a new bed can still

be a miracle product. By aligning their sales and marketing activities with the annual awareness campaign, retailers and manufacturers can not only bolster their bed sales and brand presence but contribute to a broader societal shift towards prioritising sleep and our overall wellbeing.’

Visit: www.bedfed.org.uk

www.bedadvice.co.uk

www.thesleepcharity.org.uk

Retailers can download a free marketing toolkit

National Bed Month is now in its 35th year

Sleepeezee is excited to be attending the INDX Beds and Bedroom show next month to launch several models exclusive for AIS and showcase some of its bestselling ranges.

New for 2024, Sleepeezee will be launching the Heritage beds collection. This range of three beds will feature 100% natural comfort fillings including Romney Mash wool, silk and cashmere, finished with a chemical-free sleeping surface.

Alongside Heritage, which has been designed exclusively for AIS members, it will also be showcasing some of its best-selling AIS collections including Memory Luxe, Eco-logic and its unique cooler collection.

‘We’re excited to be attending another INDX show to demonstrate to AIS members the exceptional quality and value the Sleepeezee brand has to offer. We’re celebrating our 100th anniversary this year, so we have lots of wonderful

events planned and exclusive promotions on offer to thank our retail partners for their continued support,’ says Amy Curtis, Sleepeezee head of marketing.

Sleepeezee will also have a range of exclusive offers available to AIS members at the 23-24 April exhibition. Visit: www.sleepeezee.com

Centurial

Memory Ultimate 6500

A century of quality sleep

Coming of age

Plenty of options are available for children

GNG’s environmentally friendly Komfi collection is continuing to gain fans both young and old, with its Komfi Kids Active range becoming increasingly popular.

As a relatively new addition to the Komfi range, there are varying levels of comfort and fillings and also a choice of styles suitable for single beds, bunks beds and trundles to give a comfortable night’s sleep. The mattresses are fully upholstered in a soft-to-touch stretch knit Coolmax cover, which can be easily removed for washing.

The Komfi Kids Active range features Ecofoam in all mattresses. Developed in-house by GNG, Ecofoam is made from 100% recycled and re-engineered foam, resulting in a product with a reduced carbon footprint. What’s more, when an Ecofoam mattress reaches the end of its natural life, it can be fully recycled.

Delivered vacuum-packed, the smaller packages are easier to transport and result in a lower carbon footprint, as well as being more compact to store, so enabling retailers to hold more stock and provide quicker delivery to customers.

Customers also have the convenience of easily being able to move the mattress to the room of their choice and unpack it at their leisure. Direct home delivery is available as an option.

The collection also benefits from Ecofoam’s resilience and durability as well as being naturally dust-mite resistant and offering body support while helping allergy sufferers or asthmatics. The mattresses have a 10-year warranty.

With all of GNG’s mattresses manufactured in West Yorkshire at its 40,000sqft manufacturing facility, the company can offer quick lead times across the UK.

One of the leading manufacturers of rolled mattresses in the UK and accredited as a carbon neutral company, GNG’s aim is to lead the

way in mattress innovation. As well as investing in the latest machinery to enable it to stay ahead of the competition, GNG’s dedicated in-house product

development team is constantly working to identify gaps in the market and to provide solutions.

Tel: 01924 950 300

Mattresses are vacuum-packed and easy to handle

The range offers a variety of comfort levels, fillings and styles

Chris

Edward Bacon North West & East Midlands.

Graham Dickinson North East & Yorkshire.

Alan White Scotland.

Jason

Nigel

Email:

Tel: 00353 87 7779993 chrislester2000@gmail.com

Tel: 07976 061173 edward.bacon@icloud.com

Tel: 07734 853473 grehamd@aol.com

Tel: 07733 883611 alan.arredi@btinternet.com

Investment

Hypnos is investing in operational improvements, improved service and deliveries

Celebrating its 120-year heritage and 95 years as a Royal Warrant holder, Hypnos is focused on building the foundations for the future with key decisions and investments being made in its product, people and infrastructure. The business is celebrating special landmark anniversaries with successful launches with new and existing customers, a new website, and the introduction of key mattress collections including Legacy and the plant-based mattress collection uniquely created in collaboration with the Eden Project.

In 2024, the business is spending £1.4m on an improved enterprise resource planning to support the brand’s growth and development, which will help drive operational improvements across the business and improve the service experience for customers.

Hypnos has also appointed DFDS as its transport and logistics partner, so customers can continue to benefit from a dedicated fleet with the additions of trackable, sustainable, state-of-the-art delivery systems which includes the latest generation Volvo EV and charging points on site.

‘The last two years have been a period of positive change for Hypnos, refocusing the business while developing our capabilities, to create a strong

next chapter. This has resulted in a stronger team responsible for driving key improvements across the business, investments in the skills and wellbeing of our people, and resulting in significant increases in manufacturing capacity and efficiency thanks to the team at our Buckinghamshire-based facilities. Retailers will have seen us fulfilling our promises when it comes to developing the services and products they need, made with the high quality handcraftsmanship you’d expect from Hypnos, and supported by reduced lead times,’ says David Baldry, Hypnos group md.

‘Our website is delivering for our retailers with an enhanced consumer journey, increased visits and crucially exits targeted to our showroom partners. We are also committed to sharing more marketing assets with our partners and developing their online and in-store experience.

‘Last year we made the decision to progress with a significant investment, moving to a latest generation cloud based with our ERP partners, Covalent and IFS; upgrading our IT systems and integrating systems across all out activities from enquiry to delivery. By integrating every part of the business, it allows us to work better together, facilitates improved processes and

ultimately drives more transparent relationships with our partner customers and suppliers.

‘The DFDS partnership has been selected as it will enhance our service to retail customers, integrating it into our digital journey, and importantly aid us in the next steps of our sustainability journey. Together we can track and actively reduce the carbon footprint of our delivery fleet through strategic planning and a switch to more sustainable fuel types including renewable bio diesel and electric vehicles. We are passionate about building on our reputation for comfortable beds that enhance the wellbeing of people and the planet. Our partnerships are key to success and future successes and we are committed working with those who share our values.’ Visit: www.hypnosbeds.com

DFDS has become transport and logistics partner

Eden Project and Hypnos have collaborated to create a plant-based range including Rainforest

Comfort with Integrity™

Collection by Hypnos

with our supportive & innovative foam springs

Our innovative mattresses are constructed with foam springs to offer comfort and support delivering a great night’s sleep time & time again. A dream to recycle at the end of life as there is no separation of the mattress layers required.

Our foam springs offer support for the whole body from head to toes, are able to respond to body movement and are quick to reform to minimise motion transfer. Their distinctive design allows air-flow through the mattress.

The foam springs can be produced in a wide range of foam densities, hardness and varying heights and can be offered as single layer or multiple layers to create a unique feel, whether it be a soft, medium or firmer mattress – the possibilities are endless!

A journey

From its first laminate floors three decades ago, Quick-Step has continued to introduce technical innovations while diversifying its offer

Quick-Step has become synonymous with premium floors since it launched its first laminate floors in 1990. Now with laminate, engineered wood and luxury vinyl all available from the brand, it’s home to a wider offer that continues to boast technical innovations that enhance design and liveability.

‘We first appeared on the flooring market in 1990 with a laminate floor collection that was the result of finding a new use for the wood panels that we already made. We were one of a small handful of pioneers to lead a revolution in flooring that saw the industry change forever. Some 35 years later and we’re among a select few flooring companies that can truly call themselves multicategory. So, you could say we’ve always been good at applying innovation, whatever the floor,’ says Michelle Magill, Quick-Step marketing manager.

This is particularly clear in the brand’s engineered wood floors. Combining nature with leading technology has created a premium floor that’s not just good to look at but easy to live with, including in bathrooms, backed by Quick-Step’s lifetime warranty. QuickStep’s Wood for Life uses hydrophobic

properties to repel water, stop build-up of dirt and make wood easy to clean. The first truly water-resistant wood floor, Wood for Life is unique to Quick-Step.

Quick-Step’s laminate floors have developed over the decades to a point where they are virtually indistinguishable from wood. The Capture collection is

its newest and thanks to a proprietary technology, it has a synchronised texture that’s deeper and more variable than regular laminate floors.

‘We’re famous for our Uniclic profile, which has been used the world over, but our research and development team is constantly looking to advance our floors. Whether that’s in making wood easer to live with, laminate to look more realistic or vinyl to be easier to install: everything is done with attention to detail and innovation that’s seen many new flooring technologies born in Belgium,’ says Magill.

The updated Alpha Vinyl range is the company’s latest launch and now features integrated underlay and an innovative Unizip profile that eliminates the hassle of installing herringbone. Removing the need for separate A and B planks, Unizip speeds up installation and cuts down on waste. Along with Alpha Vinyl’s surface that delivers better depth on synchronised textures and a more matt look, it’s another example of how Quick-Step delivers premium quality regardless of the floor.

Visit: www.quick-step.co.uk

Cascada engineered wood

Ciro Herringbone Alpha Vinyl

Capture laminate

Self-expression

LeoLine’s 2024 introductions span styles and options other flooring cannot copy

‘It’s about letting people express their style,’ says Elise Bylo, LeoLine design manager, discussing the brand’s 2024 introductions. ‘Cost-effective, easy to install and easy to replace, cushion vinyl is the perfect flooring medium for self-expression, and we’ve played on that for our new collections.’

This year LeoLine is tantalising customers with three new collections. Woodline, Studio Casa and Novus hit stores this May and showcase how the brand’s approach to flooring style makes it the cushion vinyl to be seen with.

The endless plank of Woodline is an exceptional design, available in a range of 10 painted colours including tones of forest green, sky blue and mushroom beige. The floor makes full use of LeoLine’s new Realistic Look that brings defined plank grooves and an improved textured grain.

‘Woodline was a joy to design, its “endless” grain draws the eye through the room and is a twist on the expected, while its trending colours give a superdesirable painted look. Floors like this really show how you can be bold in your style choices and get a really unique interior while spending just a couple of hundred pounds.’

Novus features stand-out designs such as the all-over marble of Celeste

and the weathered steel look of Corten. Including the new herringbone of Clara and chevron of Cornelia, it’s a collection that delivers trending finishes that would be prohibitively expensive and costly to install for most homes: but not with LeoLine. In Studio Casa, homes can enjoy some smart chip designs alongside concrete, wood and tile floors including the new Astrion stone and Mist limewashed oak.

LeoLine’s new collections are made for shoppers who want to add the latest flooring and material trends to their home on a manageable budget. Making

style accessible with floors that are easy to install and easy to look after: it’s a pitch that appeals across the board.

‘Our new LeoLine floors show that cushion vinyl has a role to play in fashion-forward interiors. After all, where else can you find something like Woodline? It’s simply unique and its endless grain can’t be achieved with vinyl planks or laminate planks. For homes looking for something really out of the ordinary or just wanting to be a little more adventurous, LeoLine is worth checking out,’ says Bylo. Visit: www.leoline.co.uk

Woodline Uniwood

Studio Casa Padua

Novus Corten

Woodline

Make a room something special with Woodline’s all-over colours. In tropical green, ocean blue, white, black or somewhere in between this is a cushion vinyl floor that’s anything but ordinary.

Woodline is coming to LeoLine stores this spring. Find out more from your LeoLine ASM.

LeoLine.co.uk

Unique balance

Coordination is vital when combining differing styles

Moduleo’s roots are in high-quality and exciting luxury vinyl flooring that has always been designed and made in Belgium. And with the company’s latest Roots collection, that’s exactly what homes get: floors that bring design creativity and freedom in Belgian-made luxury vinyl planks and tiles.

‘I’m in love with good design and it’s a joy to share this passion in the floors we’ve created for the Moduleo Roots collection,’ says Elise Bylo, Moduleo design manager. ‘The beauty of luxury vinyl is it lets you explore the tactility and emotional response to all kinds of surfaces and bring them together in a way that’s cohesive and lets homes create a unique-looking floor. Whether that’s stone next to wood, planks bordering herringbone, or terrazzo juxtaposing concrete is only limited by the ambition of the homeowner. Luxury vinyl makes all this possible, and more.

‘When it comes to creating a cohesive collection like Roots, that takes careful

consideration. It’s not just a case of designing a floor in isolation. You would end up with floors that don’t gel and can’t be used together. When we created the terrazzo look of Fiastra we didn’t just take a random sample and recreate it. We saw terrazzo in conjunction with our wood and stone floors, balancing tones so that they can work together.

‘The same goes for concrete effects like Azuriet, the coloured tiles of Mattina and our wide range of wood designs. With oak, walnut and maple, warm and rustic grains packed full of character for clean and minimal looks, and colours in every shade – these wood designs come in plank and herringbone for design freedom. Whether homeowners simply want the look of a wood or concrete, or are looking to explore material and design combinations, Moduleo Roots has something unique to match their personal taste.’

Moduleo floors are designed entirely in-house and manufactured in Moduleo’s

factory, which uses renewable energy from three on-site wind turbines. It also uses free cooling to consume less energy when manufacturing Moduleo. Every floor also features at least 30% content from internal production waste that is reprocessed at Moduleo’s own facility, the industry’s largest of its kind. Visit: www.moduleo.co.uk

Roots is designed to offer design freedom – while designs work together

A Modern Classic

Herringbone Classic is the smartly sized plank from Moduleo.

Whatever the room, Moduleo Herringbone Classic gives the perfect look. Choose from 12 wood looks designed and made exclusively in Belgium with selected floors available EIR for a true-to-nature floor.

As part of our Roots collection, this smartly sized herringbone can be matched to standard wood planks for an exclusive design floor. Or mix it up with unique stone, concrete and terrazzo looks.

moduleo.co.uk

Enjoy a premium natural look and authentic texture.

Bigger and better

Flanders Flooring Days returns with even more participants

Flanders Flooring Days returns in May, with a new format and more exhibitors. As well as manufacturers showing from their own showrooms, they will be joined by a host of participants at the Kortrijk Xpo centre.

The addition of The Hub space at the exhibition centre has allowed the show to include companies from outwith the Flanders region – the basis for the first two events – and offer visitors a much wider range of exhibitors. There are also Flanders companies making their FFD debut at their showrooms, such as Balta Home and Lamett.

During the registration process, visitors can specify which of the exhibitors they want to meet, at the showrooms and at The Hub. Once completed, the companies you’ve expressed interest in will get in touch to schedule a time slot for you. There will be a free shuttle service for transport between the showrooms and The Hub. Visit: www.flandersflooringdays.com

SHOWROOMS

THE HUB

Associated Weavers; Balta Home/Balta Carpets; Belysse; COREtec; Creatuft/Tasibel; Decospan; IVC; Lamett; Lano; Osta; Ragolle Rugs; Unilin and Verbatex.

Aarova; Alfa Carpets; Betap; Condor; Decora; Depro Profiles; Dollken Profiles; EOC Belgium; Fabromont; Gerflor; Hamat; Mapei; Mercury Flooring; NF Neuhofer; Objectflor; Rinos; Robusta; Selit; Soudal; Tapibel; Tuuli Flooring and Unifloor.

Lamett

FN Neuhofer

Decospan

Alfa Carpets

Targeted

How Whitemeadow is captivating trend-conscious consumers

‘Renowned for innovative designs and commercial flair, we have a clever knack for infusing style into every sofa we showcase. Whether it’s a neat, high-leg sofa with a contemporary silhouette for a young couple’s first apartment or an ultra-deep and spacious corner group for the modern family, there’s an effortless touch of style with a clear sense of trend direction behind each range delivered by Whitemeadow,’ says Paul Ainley, Whitemeadow design director.

A deep understanding of both interior trends and consumer behaviours paves a clear pathway for the upholstery manufacturer’s new releases. There’s a strong sense of purpose and target customer behind each successful sofa range: a refined approach taken with the objective of making retailers’ lives easier.

‘Conscious we’re living in a world where our customers are innately online and switched on to the latest trends, we recognise their desire to be a part of them. That’s where the design powerhouse excels, offering customers access to trend-led sofas at a commercial price point.

‘The challenge can often present itself from a manufacturing perspective when it comes to combining these trend-leading design aspects with comfort and practicality. That’s where Whitemeadow’s experience as a UK-leading sofa manufacturer comes

into play. Decades of in-house design and manufacturing expertise gives us the prowess to pull off innovative designs that not only speak to the needs of retailers but also provide ultimate comfort to the customer. The design powerhouse successfully combines these vital elements to offer customers the best of both worlds.

‘Delivering a product that customers are looking for from an aesthetics perspective whilst remaining liveable and comfortable is a balancing act, one on which we never compromise. It’s a testament to our journey within the furniture industry as we celebrate our 30th anniversary this year.

‘Comfort is key, and it’s at the heart

of everything that passes through our design studio. Our design innovation is driven by our mission to deliver ultimate comfort for every living room.’

JFS saw it showcase its new approach to releasing collections. Each sofa range is launched as part of a style category, which represents a carefully considered customer, design trend and colour palette.

‘There’s a true commitment here to provide retailers with more than just a sofa, we’re offering a more considered product that’s not only driven by innovation and design but backed by consumer behaviour, trend forecasting and decades of industry knowledge.’

Visit: www.whitemeadow.com

Rocco

Right direction

Sweet Dreams is looking to appeal to consumers keen to avoid their bed going to landfill

For Sweet Dreams its National Bed Month focus is on Landmark, its responsibly sourced bed range with eco-friendly sustainable material which is recyclable at the end of life.

‘New research shows an overwhelming number of mattress shoppers would pay more if they knew the mattress would not end up in landfill. A National Bed Federation survey found that almost three-quarters would pay more if they knew it had been designed and constructed in such a way without it ending up in landfill at the end of its

life. Landmark is aimed at those consumers,’ says Nick Williams, Sweet Dreams sales manager.

The survey of 1,000 people who have recently bought a mattress or bed found that 29% would pay 5% more; 38% would pay 6%-10% extra and 19% said they would pay 11%-15% more. The average extra they would be prepared to pay was just under 10% more.

‘With this view in mind we have launched Landmark, which will comfortably fit into retailers’ mid-range portfolio and give them a six-model

range of beds with a good/better/best offer including Ortho Open Coil, 1,000 pocket and 2,000 pocket.

‘Landmark bases are eco-friendly and have been designed with sustainable materials that are fully recyclable at the end of life. Fabrics are made from recyclable bottles and the base and headboard timber is fully FSC-certified.

‘A fully motorised ottoman has also been introduced into this range, along with standard platform and sprungedge divan bases featuring drawers and standard ottomans.

‘The Landmark Verdi mattress range comprises six beds featuring foam-free fillings and sleep surfaces made from eco-friendly sustainable fabrics.’

Fillings include Platinum, free from chemicals with sustainability at the forefront and 100% recyclable at the end of life. The mattresses feature a coordinated border manufactured from the same fabric as the bases, giving the bed a luxurious look and feel.

‘We are seeing great things coming through in what is a challenging market. The mattresses are super comfy and the divans afford a level of luxury rarely seen in this price range. With National Bed Month in mind we are offering a significant floor display discount along with continuing promotions across the range,’ says Williams.

Visit: www.sweetdreamsuk.com

Verdi Desire with Verdi Deco headboard in Charcoal

Verdi Concept and Verdi Vintage headboard in Winter Moss

Verdi Pledge with Verdi Vintage headboard in Silver

New direction

Romy is Asiatic’s first hand-tufted range made from recycled material

Asiatic London is one of the UK’s leading rug suppliers with 60 years of experience in delivering excellence. It has utilised its knowledge of rug production and combined exceptional design with high quality materials to create luxurious and unique pieces that go beyond functionality and are true works of art.

The debut of the new Romy collection marks a significant milestone for Asiatic London, being its first hand-tufted rug collection to be made from recycled PET.

‘This collection is a breath of fresh air and has set a new standard for sustainable rug production. We are passionate about our commitment to our planet and we are determined to keep the momentum going with the creation of more innovative, eco-friendly options,’ says Sharon Kelaty, Asiatic Carpets ceo.

Romy is available in 45 options, with seven designs in various colours and three sizes (120cm x 170cm, 160cm x 230cm and 200cm x 290cm).

Alongside Romy, Asiatic London launched two catalogues for 2024 featuring more than 800 designs. The 2024 Contemporary Home Collection features modern iconic looks that have left a distinct mark in the world of interior design, while fashion-led designs take centre stage in the 2024 Essential Home Collection, blending functionality and style.

‘Asiatic London is committed to creating beautiful rugs. Over the past 60 years we have built a reputation for consistency, integrity and reliability based on the enduring values that guide the business forward, with a proven track record of delivering top-tier quality and style to our customers across the continent. Designed in London by our in-house team which travels the rug capitals of the world seeking innovation and trends, each rug comes to life through skilled artisans. Crafted through honed techniques, cutting-edge technology and quality material, each rug is made to the highest standard,’ says Kelaty.

‘The dedicated team of industry experts personalises your experience to align with your unique requirements

and provide the highest standard of service. With offices in China, India and Turkey. Asiatic London is a full-service supplier offering an extensive stocked

product portfolio, FOB solutions, consolidation service and bespoke product development.’

Visit: www.asiatic.co.uk

Romy has 45 options across design, colour and size

New dawn

Augmented reality innovations are set to change shopping

In the competitive landscape of online furniture retail, ElevationX Studios specialises in transforming 2D images into detailed 3D models and creating compelling computer-generated imagery (CGI) and animations, crafting an immersive shopping experience that bridges the gap between digital convenience and the tactile satisfaction of in-store browsing.

At the forefront of its strategy is the enhancement of the online shopping experience, making it more interactive and engaging with augmented reality technologies. This allows customers to envision how furniture pieces would look in their actual living spaces, significantly improving buyer confidence and product perception.

‘It’s our exceptional model quality and ground-breaking AR innovations that set us apart, leading to fewer product returns and an increase in online sales,’ says James Campbell, ElevationX Studios ceo.

‘The use of 3D and AR technologies in furniture retail has been shown to deliver significant benefits across the industry. Brands employing these innovative tools have seen up to 94% increase in conversion rates and up to 25% decrease in return rates. Additionally, adopting digital solutions over traditional product photography and marketing approaches has resulted in reports of as much as 35% of cost savings. These figures underscore the effectiveness and efficiency of adopting

these digital technologies in enhancing the online shopping experience and optimising operational costs.

‘Our process begins with meticulous attention to detail, gathering 2D images and feature-focused product information to create highly accurate and lifelike 3D models. The approach ensures each step, from initial analysis to stringent internal quality control, is conducted with the utmost precision, guaranteeing models that not only meet but exceed industry standards and customer expectations.

‘As the AR technology landscape evolves, ElevationX Studios is at the forefront, with innovations that enhance these tools and the resulting way consumers interact with furniture online. The advancements in AR technology point towards a future where digital

and physical shopping experiences are seamlessly integrated, offering consumers detailed previews and intuitive interactions with products like never before. We are leading this charge, demonstrating the power of high-quality models and AR technology to transform furniture ecommerce.

‘Our approach not only meets current consumer demands but also anticipates the future needs of the industry, preparing brands for the next wave of digital retailing. ElevationX Studios’ dedication to excellence and innovation is setting new standards in online furniture retail, proving that the right combination of technology and quality can create engaging and transformative shopping experiences.’

Visit: www.elevationxstudios.com

3D and AR technologies have seen conversion rates jump

Shoppers can view all options

Get personal

Targeted messages can boost footfall and sales

The ability to reconnect with customers and deliver personalised experiences is paramount to retailers across the furniture industry. For this reason, Ordorite has developed Grow Hub, a selection of marketing tools offering retailers a way to drive customer engagement and boost sales.

At its core is a sophisticated approach that identifies customers who have not visited the store within a specific timeframe. Armed with this insight, retailers can leverage personalised messaging via SMS, email or newsletters to reignite customer interest and encourage them back into the store. This proactive approach not only fosters stronger customer relationships but also translates into tangible revenue growth, according to the company.

A key feature of Grow Hub is its ability to segment customers based on buying habits. By analysing customer data using Recency, Frequency and Monetary analysis, retailers can categorise customers into distinct groups, allowing for targeted marketing campaigns. This level of personalisation has proven highly effective, with 80% of consumers more

likely to do business with brands that utilise these techniques.

Grow Hub has been developed to empower retailers to capture and leverage customer interests to enhance target marketing efforts. By prompting customers to express interest in specific types of furniture during the sales process, retailers can tailor marketing materials accordingly, resulting in higher engagement and conversion rates.

As high as 77% of returns generated through email marketing stem from audience segmentation, targeted and triggered campaigns, says Ordorite.

The benefits of Grow Hub extend beyond targeted messaging to encompass quote management and social review monitoring. Retailers can easily manage and analyse quotes sent to customers, gaining valuable insights into customer preferences and purchase intent. Additionally, by integrating with platforms such as Google, TrustPilot and Facebook, retailers can monitor and manage customer feedback, safeguarding their online reputation and fostering trust among potential customers.

Ordorite's Grow Hub represents a shift in retail marketing. By harnessing the power of personalised marketing and leveraging advanced analytics, retailers can differentiate themselves in a crowded marketplace and build lasting customer relationships. With digital retail brands experiencing a 46% higher email openrate and a 27% higher click-through rate through personalised promotional emails, the value proposition of Grow Hub is clear: it's not just a marketing tool, but a catalyst for growth and success in the modern retail landscape.

Visit: www.ordorite.com

Boost store visits and sales

The Ordorite team was on hand to explain Grow Hub at JFS

Insightful analysis allows you to reconnect with dormant customers

Understand customer preferences to deliver personalised campaigns

RFM analysis segments customers based on spending habits

•◄ Send targeted marketing campaigns with pre-built templates

Managing and analysing quotes is made simple with Grow Hub's intuitive tools

Seamlessly monitor and manage customer feedback across platforms

Say hello

Greendale is planning to stay a step ahead with a new brand

‘Greendale has always been able to stay one step ahead because we are constantly asking, “What’s next?” We were the first buying group to introduce our own label; the first to invest in our own warehouse with exclusive stock for members; the first to have our own branded delivery transport; the first to hold our own members events and the first to have our own dedicated customer services team,’ says Eamonn Prescott, Greendale chief executive.

This May will see the group introduce a new brand: iD – Interior Design. It will be unveiled at the INDX Flooring Show.

‘It will include ranges that will be available exclusively in the UK to Greendale members only. The ranges

will each have their own story to tell – from a true “cradle to cradle” fully recyclable carpet, to a faux sisal for indoor/outdoor use, to a stunning selection of wool loops and much more,’ says Prescott.

‘This brand will have full website and social media support, along with cuttingedge POS. The brand will also be the centrepiece of our largest ever stand at The Flooring Show in September.

‘The ranges will be stocked at our warehouse in Hereford and ready to go to our members all over the UK.’ Visit: greendalecarpets.co.uk

The brand will be unveiled at INDX Flooring and will sit alongside existing POS

iD – Interior Design will be stocked at Greendale’s Hereford warehouse

New look

Bespoke marketing services again prove the benefits of membership

In the 40 years since Metro Group conceived the idea of pooling buying power to compete against the national chains, a lot has changed in the marketplace. No longer just looking to achieve the best terms and prices, Metro Group has been expanded dramatically to also assist their members to sell the best performing products in the marketplace at a profit.

What has been developed is a group of independent retailers from the smallest one-man operation to multiple-outlet businesses. Retaining independence is important to Metro Group members who are always given the opportunity to participate in

group activity which is always optional and very rarely compulsory. This allows them to use all the best benefits of membership while being 100% in control of their own businesses.

The group’s award-winning marketing service has a distinct advantage: it is completely bespoke. Metro Group understands that retailers work in differing marketplaces and locations, so having the ability to access a whole host of marketing resources means that members have a wealth of experience and facilities custom-made to suit the independent flooring retailer’s needs.

The marketing service has been developed to provide an enormous

range of products and services which can be provided remotely from the design studio in the north-east of England or on-site to any corner of the UK.

Almost everything can also be produced in-house, so there’s no need to wait, as the four-strong team design, print, laser and CNC cut almost anything that a retailer would need to promote their business to be fitted on-site or despatched by carrier to any location in the UK.

When travelling the team always looks to work on projects in similar locations. In January it was tasked with revitalising old existing signage at Lynas Carpets in Hamilton where the huge 17m sign was showing its age. Not only did the team redesign the sign but also used the existing expensive signage framework to keep the cost low.

While in Scotland it also worked on a new 4m fabricated tray sign for Taylors of Banchory, Aberdeenshire. A far more manageable sign was fabricated from aluminium and painted to Pantone referenced grey before 20mm CNC cut letters were applied on locators. The whole job matched Taylors existing signage in its high street location. Visit: www.carpet1st.co.uk

Before and after: Lynas Carpets’ signs

Taylors of Banchory’s warehouse sign

All-round gains

The objective is to increase retailers’ profits

SMG, the UK’s largest flooring buying group has something for every retailer, large or small, long established or just starting out. Members run their business as they see fit but gain advantage from the most comprehensive package of benefits available, which always results in more profit for the retailer.

‘Independent retailers are attracted to joining SMG as the group guarantees that members can retain their complete independence but at the same time benefit from preferential discounts, rebate schemes and promotions from a comprehensive range of approved suppliers. Not only that, they can access products from any approved supplier via our Central Purchasing Scheme, even without a direct account,” says Linda Thomas, SMG head of group operations.

As well as access to, and preferential terms with, flooring manufacturers, SMG offers members the chance to sell own-branded products without the need to commit to complete re-branding of their store. With new products added all the time and with the ability to ownbrand for retailers as required, there is always something new to add to the retailer’s arsenal in the fight against the multiples and online retailers.

With the group now representing more than 450 retail outlets in the UK, not only is SMG adding to the flooring proposition regularly but it has also developed a comprehensive business support package that rewards flooring retailers too.

‘Not only do SMG members benefit from great terms but they can access

a support package that is second to none. With a free-of-charge business support helpline, bespoke SMG retail insurance, discounted utility brokerage and preferential credit card rates, it really is an all-round great deal.

‘The key driver for SMG has always been to create profitable partnerships between members and approved suppliers. They have the same goals and SMG can deliver more sales and greater profitability for both.

‘SMG is also extremely proud to be able to offer members the opportunity to buy furniture and beds from some of the top manufacturers in the market. This gives our members the opportunity to diversify or to link-sell furnishings to their customers,’ says Thomas. Visit: www.smg-group.co.uk

Retailers can benefit from much more than just buying terms

Nirvana

Forget holidays and Christmas. For Nichola Bell, JFS is the most exciting week of the year.

‘Anyone who knows me knows that the JFS is the most exciting week of the year for me. The long days, late nights, stresses and strains of the run-up to it all seem to disappear as soon as the first announcement “The January Furniture Show is now open” is heard,’ says Nichola Bell, Alpha Designs sales director.

‘Despite doing our homework; working hard on sourcing new fabrics; achieving more competitive prices; designing and building a new stand plus presenting nine new ranges, you never quite know if it will be a success or not until you get the first morning over the line. Well, it clearly was worth it as we placed more product than at any previous show.

‘As a long-time Hall 1 exhibitor, it was a joy to see it looking full and back to its former glory, and pleasing to see many exhibitors had also upped their game and presented product beautifully.

‘The reaction to our new products and prices was fantastic. Customers were in a good mood, the buzz of the show was tangible and my team were happy. I’d say that was a success.

‘I never like to guess what the winning product of a show will be as I fear I’ll jinx it, but early on we had a clear runner with Jenson, a fun and funky range of smaller proportions with showwood detailing, shown in on-trend colours and it remained the winner throughout.

‘We soon found that the next two winning products were clearly going to be Caleb and Ava. Both models share the same DNA as our current bestsellers in terms of size and scale, and we added a new “casual” seat interior giving customers an obvious choice of comfort and aesthetics. Caleb has a soft and squishy feel and Ava has a more sophisticated scroll arm shape. Both are

understandable, everyday models.

‘The end of day one was topped by a great champagne reception in the new central bar area where Alpha Designs was recognised by winning the Best of British award. We are over the moon to have won this award, up against many well-known and established businesses and us just a young business coming out of Bilston.

‘The rest of the week went by in a haze of frantically writing up orders, great conversations and the obligatory sore feet. I never want the week to end as there are always people that we miss or don’t manage to spend enough time with. But all good things come to an end and now the hard work starts again, making sure we get the product out to the customers and working well for them. Until the next time, thanks JFS.’

Tel: 01902 492 937

Jenson was Alpha’s show winner

Caleb

Ava

Elegant

in the

Five alive

VIP and promotional designs stood out

German bedroom manufacturer Wiemann celebrated the UK debut of five new ranges at the January Furniture Show, including three VIP designs.

Star of the show was new VIP range Lagos, which brings eye-catching new detail to the front of the wardrobe. The accented trim merges effortlessly with the floor-to-ceiling handle, which can be further accentuated by a stylish downlighter. Lagos is a hinged range in a wide choice of finish combinations.

At the opposite end of the price ladder, new promo range Genf, available in two colourways and as a hinged or hinged-combi robe, joined Lagos as centre of attention due to its three height options: 197cm, 216cm and 236cm, which with its modular design gives customers the flexibility to make it their own. Combinations of doors in Matt White or Bianco Oak, with or without mirrors, are set to be a winner for lower ceiling height loft conversions

or space-challenged spare rooms.

VIP collection Denver, launched at JFS 2023 and a leading performer throughout the year, proved popular again with its decking-effect doors on hinged and slider options. The matt or glass door finish gives it a sharp, modern look.

‘We enjoyed a fantastic start to the year at the January Furniture Show. It was great to see so many of our loyal customers and meet new buyers who had not viewed our product before. We also celebrated two decades of the Litmus-Wiemann partnership, during which time we’ve seen Wiemann’s sales in the UK and Ireland grow twenty-fold. We feel we’ve got the right products, quality and customer service to keep on growing our business, and that of our customers too,’ says Simon Hewitt, Litmus Furniture md, Wiemann’s agent for the UK and Ireland.

Wiemann will be exhibiting at INDX Beds and Bedroom on 23-24 April and Long Point on 13-15 May. Current ranges are also always available to view by appointment at the company’s permanent showrooms at Long Eaton, Nottinghamshire and Harlow, Essex. Visit: www.wiemannuk.co.uk

Lagos with graphite door fronts and Bianco Oak vertical stripe feature

Genf in white

Lagos from Wiemann

Smart sofas

Technology was a key feature for La-Z-Boy UK

Console units giving consumers the opportunity to add high-tech features to their sofa played a key role at La-Z-Boy UK’s stand at the January Furniture Show.

The recliner brand launched three collections at the event, with technology playing a big part in the latest releases. The stand also highlighted the potential to make existing products into smart sofas, with four ranges being displayed with central console units: Dixie, Williams, Winchester and Anderson.

JFS also gave retailers, buyers and visitors an opportunity to see La-Z-Boy’s new marketing campaign in action. Long Live the Lazy is the company’s most ambitious rebrand and highlights the importance of taking time out to relax and unwind.

The stand featured the new Long Live the Lazy logo and branding, as well as a TV playing La-Z-Boy’s new advert, which is currently being screened across Sky TV channels. It celebrates people’s right to be lazy and aims to make the brand the first option consumers think of when it comes to comfort.

Dixie, one of La-Z-Boy’s two new Far East-manufactured collections for

2024, has a sleek, modern design with the option of including Bluetooth speakers so users can listen to their favourite music as they relax. The collection includes a console unit with storage for devices, wireless charging, cooling cup holders and reading lights, which can be folded away when not in use. Customers can also choose lumbar support and a power head tilt.

The other new addition made in the Far East is Mayfield, a traditional collection with the option of heated seats. The power recline model includes USB charging points.

Both Dixie and Mayfield are available in both leather and fabric upholstery and in a choice of static, manual and power recline.

Williams is La-Z-Boy’s new UKmanufactured collection for 2024. The contemporary product comes with a number of seating combinations to suit a variety of living spaces, including a 2.5-seater sofa. The console unit in the collection can be added to both the two-seater and 2.5-seater sofas and includes USB and USB-C points and a wireless charging station. It also includes

cooling cup holders and a storage box to keep devices and other items.

Alongside the new collections, La-Z-Boy launched a number of new fabrics at JFS, including Roxy, Mory and Palma. And last year’s new upholstery options – the fabric Anivia and the leather Calda, which are designed to be competitively priced and affordable – have now been rolled out across all collections being sold in the UK.

Visit: www.la-z-boy.co.uk

Above left: Long Live the Lazy was highlighted. Above: Williams

Mayfield

Combining a timeless silhouette with a modern design aesthetic, Kinsley is a range which will become an instant centrepiece in your home.

Take your pick from a three seater sofa, two seater sofa and love seat –each of which comes with complementary feather-filled scatter cushions – plus armchair, banquette footstool and storage footstool.

Each element of the Kinsley range is available in a selection of stylish fabric colourways and is proudly made in Britain.

Time to review

In-store rewards can help boost sales

After the winter sale is the perfect time to assess and review. Protect-A-Bed, the award-winning specialist in mattress protection, will have helped multiple retailers to grow sales during this time.

‘The Platinum Club has been hugely successful. We continuously build frameworks that are simple for retailers to implement in order to achieve extremely high sales within the category. The Platinum Club is an in-store rewards programme designed to build, recognise and reward this success. We create energy and excitement in a category often overlooked, and our ability to turn this into sales growth is phenomenal,’ says Gowsh Shan, Protect-A-Bed national sales manager.

‘The Platinum Club is only one element. There are significant differences between Protect-A-Bed and other mattress protectors: every Protect-ABed protector also includes a 10-15 year product guarantee and, when bought with a mattress, a 10-15 year anti-stain guarantee. Protect-A-Bed will have the mattress professionally cleaned to the customer’s satisfaction or buy the customer a new one if it fails and the

mattress was bought with the protector. This promise is significantly powerful and is at the core of our philosophy.

‘Purchasing Protect-A-Bed mattress protectors is in both the store’s and the customer’s interest. Our speciality is driving in-store performance, so linked mattress and mattress protector sales are extremely high. The customer benefits from a healthy and hygienic sleep zone

while the store benefits from increased sales revenue. Every customer who walks through the door, if buying a mattress, needs to buy a mattress protector.

‘We can upskill your team and increase your sales revenue by maximising every sales opportunity. We can manage every step of the process and build a reward scheme through the Platinum Club.’

Visit: www.protectabed.co.uk

Each of your customers buying a mattress needs to buy a protector

Creating energy in an overlooked category

Solid performer

The focus was on increasing value

Core Products saw significant additions to its flat-packed furniture offer at the January Furniture Show. The emphasis was firmly on delivering increased value for money products, and many of its existing products have been held at 2023’s prices.

Curve is a real wood bedroom range with softened edges, mid-century design with contoured handles and legs and a subtle white-washed finish which emphasises the natural characteristics of the wood. The collection features a selection of pieces including compact and extra-wide chests of drawers and a wardrobe that offers not only ample hanging space but useful drawer storage. Curve captures the ‘natural–neutral’ colour palette to brighten any size of bedroom.

Also on show for the first time was a completely revitalised range of solid wood casual dining and breakfast sets with a Live Edge design feature. The dining set features a choice of matching benches, stools or chairs and is available with a choice of grey or black underframes.

There were new breakfast sets designed to provide space-saving solutions for small-space living. Core’s

range of solid wood casual dining sets offers a transition between dining and living spaces.

Shelving and storage products have always been an important part of its product offer so for 2024 there has been a significant number of new products

in natural wood and new pre-finished wood added to the portfolio. With living space at such a premium, being able to utilise valuable wall space for storage or to display mementos helps transform a room at an affordable price.

Visit: www.coreproducts.co.uk

Live Edge dining and breakfast sets

Curve

Positive thinking

Even when times are uncertain, shoppers love a genuine bargain

‘JFS was well worth exhibiting at again this year, even if visitor numbers felt a bit lower than in some years. It is human nature to worry and criticise, but it always helps to look on the positive side of things even during tough times. Don’t forget, they say that optimists are happier and live longer than pessimists,’ says

Bernard Eaton, Greenwood Retail md.

‘A few weeks ago there was much media attention that the UK had fallen into recession, but far less that growth was likely to have returned in January. I know that this is a bête noire of mine, but it does damage consumer confidence. Even the most sanguine and cheerful soul is likely to be worn down by it all.

‘Since Greenwood Retail’s foundation in 2002 there have been several

recessions, wars and a couple of economic crashes. Despite this, there has been a reliable pattern of consumer behaviour during these periods. First, you see a sudden drop in footfall and sales as people start holding back, but that undeniable pent-up desire to buy builds and builds and, as we have proved time and again, people will spend during downturns once they are convinced they are seeing a truly special and genuine sales event. If you make your sale exciting and real, they will come to your event and buy your goods with a vengeance.

‘Our clients can testify that their Greenwood sales events generated sales ranging from 25% to 100% of their annual turnover, depending on the nature of the event and other variable

factors, with high margin maintained in just 17 days of trading, even during economic and political turmoil.’

The company specialises in organising high-profile sales events on behalf of quality independent retailers, all over the UK and Ireland. Many of its clients are members of AIS and Minerva. ‘We utilise the most effective marketing methods and channels from traditional to stateof-the-art, including the new Greenwood Digital Marketing Campaign to ensure your maximum return on budget.’

Visit: www.greenwoodretail.com

‘People will spend during downturns once they are convinced they are seeing a genuine sales event,’ says Eaton

Highlights

It was second time at JFS for high-end German sofa manufacturer 3C after a successful show last year. The company’s style is modern and modular, with Leila the stand-out star of this year.

‘Leila has been successful in Europe so we developed it for the UK market in line with the FR requirements,’ says Carmen Gruner, 3C export manager. ‘For the UK, we have this very soft seat

design with two different seat depths and – the technical term – combination corners. We are very modern but the UK market is ready for this. People love the presentation as we can move the modules around to show different combinations.’

Also on the stand was last year’s bestseller Stripes, resplendent in pistachio and gold cord.

‘Doing business in the UK is great,’ says Gruner. ‘People are very open to our products and we have a lot of fun.’

Ashwood Designs debuted products that nudge it into the higher end of the sofa market, orders flooding in for the new models from early visitors before the country had even started tucking into their Sunday roasts.

The Maxwell was one of the stars: Ashwood’s deepest model yet, on the stand in a velvet fabric, with arm caps foam-filled with feather wrap. The modular, contemporary Opus with luxury scatter cushions plump with feathers and seats sprung with highgauge serpentine springs also comes with a 25-year frame guarantee and an eight-week lead time.

Ashwood hadn’t forgotten its roots though, as the budget-friendly Sloane with its curved lines, wraparound seat cushions and metal feet attracted attention.

Alongside its Birlea branded collections the company splashed on the reintroduction of the Willis & Gambier brand, its planned comeback having been rudely interrupted by the

3C’s Cleveland

Ashwood’s Maxwell 

pandemic. Designs reminded retailers of what they had once sold but with a fresh update. The Toulon bedroom collection is inspired by classic French design with a feminine feel. The oak has a white hue lacquer while aged brass handles complete the look.

It was all things bright and beautiful on the Fama stand, the Spanish sofa manufacturer creating a pop of colour so vivid the January Furniture Show could have been in August. Siamese cats were a motif, one posing with a flower-adorned Frida Kahlo in the stand’s central image, a collaboration with French decoration house La Ligne 29, while ducks, parrots and peacocks graced high-backed chairs and tigers napped on sofa cushions in bold storyful designs. According to Antonio Hernández Martin, Fama international sales agent, the show was a tale of friends reunited with a convivial return after a notable absence.

‘We were missing our customers – over the years they have become friends,’ he says. ‘It’s so lovely to see them again. And we have many new things to show them: for example, over the past two or three years we’ve been making sofa beds.’

For Lebus, Melrose attracted the most attention. ‘It’s just a big, soft, squashy sit – the type of sofa we’re renowned for. The order intake on this has been cracking – we’re really chuffed with it,’ says Karl Walker, Lebus md.

In second place in the popularity stakes came Megan. ‘We’ve been doing a lot of smaller, mid-century styles and I felt we’d moved away from what our

handwriting was – big sofas.’ Maine, a small but mighty corner sofa, proved another show favourite. ‘It’s sharp, modern, contemporary and compact, so great for smaller apartments and first-time buyers,’ says Walker.

Alongside many other manufacturers at the show, Lebus was part of the move away from 50 shades of grey. ‘Bronzes, smoky greens and blues are 

Fama’s Teseo

Lebus’ Megan

IN OUR FIELD

LEADING THE WAY WITH INNOVATION IN BED HYGIENE

Create the most hygienic and restorative sleeping environment possible

The new ‘Copper Comfort’ protector infused with copper for added health benefits

coming in and there’s a real shift towards natural colours. And in fabrics people want textures – a lot more touchy-feely. If you’re an online seller you need products that leap off the page, but bricks and mortar stores need that touch and feel,’ says Walker.

Stepping onto the Laura Ashley section of the Qualita stand was like walking into the designer’s Welsh country cottage, with original wallpaper patterns, fabrics and crockery and even black-and-white framed photographs of Laura. Qualita became the licence holder for the Laura Ashley furniture brand in 2020, producing collections from yesteryear – at JFS, three of 20 were showcased – and bringing them, as premium products, to market. Next enjoyed exclusivity for 12 months and JFS saw them presented to independent customers for the first time.

‘We’re very pleased with the reaction. People are delighted to see the collections,’ says Anthony Matthias, Qualita UK and Ireland head of sales. ‘There’s such a story here and how much better that it’s a British story – that really resonates. And we have so many assets available to help retailers embrace the heritage of the brand. There’s much more to come.’

The Romanian government is enthusiastically supporting its furniture industry, and sponsored a pavilion at JFS showcasing the work of nine companies, organised in conjunction with the Romanian Furniture

Manufacturers Association.

‘The money for the Pavilion comes from the state budget. We were in Cologne last week and also go to New York, Dubai and Milan, says Ioana Oancea, Romanian Furniture Manufacturers Association project coordinator. ‘What makes our market so special is the quality of the Romanian oak and our design.’

The design certainly stood out for Savinidue’s sleek contemporary LED mirrors displaying the time and temperature. ‘These have been on the market for a few years and are very popular,’ says Alexandra-Maria Pasca, Savinidue marketing manager. ‘We also sell mirrors that link to Spotify and YouTube. Last year at Milan everybody was so interested in them.’

Mid-market Transylvanian table specialist Mark Oliver enjoyed its JFS debut. ‘We are all about the design and the quality,’ says Kalin Sandrea, Mark Oliver sales manager. ‘Look at the base of our tables – real steel. The big ones, like Legendary which is 2.8m, take four men to lift. We’ve had a lot of interest from interior designers.’

Mobex Furniture, purveyor of solid oak products, was also a first-time visitor. ‘There’s been a lot of interest,’ says Horia Cadar, Mobex sales manager, whose father founded the company in 1996. ‘The Romanian government helps us a lot – it’s easier to come here with this organisation than alone and we’re all friends.’

Visit: www.januaryfurnitureshow.com

Willis & Gambier’s Toulon

Laura Ashley designs are now available to the wider market

Double header

Gallery Direct has enjoyed two successful events

Gallery Direct’s year has got off to a flying start, with its successful At Home event in January and then last month’s Spring Fair, which proved to be its most successful show.

‘The At Home event allowed us to spend quality time with customers who wanted to find out about our SS24 Collection in detail, and we were able to show them our state-of-the-art distribution centre, which everyone finds impressive. And then Spring Fair allowed us to show the new products to even more returning customers as well as many new ones,’ says Peter Delaney, Gallery Direct sales director.

‘We are absolutely delighted with how both went. The whole team had worked incredibly hard, pulling the collection together and setting up the At Home event and then Spring Fair, so it was great to receive such fantastic positive feedback. Customers loved the new products, with many commenting that it is our best collection to date.

And they were delighted that many of the new lines are already in stock here in the UK ready for quick delivery, with others arriving soon.’

Introductions spanned furniture, home accessories, textiles, wall decor and outdoor living. The Cannes living

and dining range is made from acacia and features turned legs and uprights, with the occasional tables having a woven rattan shelf.

The ‘Readymade’ upholstery lines, which will be stocked in the UK ready for quick delivery from the company’s Chesterfield distribution centre, were expanded, including Dalton. It offers a combination of traditional and contemporary design with its button

detailing on the arms, seat and back, paired with slim straight arms and slender feet. It is available upholstered in antique brown leather or a moss green fabric.

One of the new wall decor pieces is the Cranfield mirror, an opulent statement piece featuring curved metal sections encircling the mirror in a brushed bronze finish. The mirror’s contemporary design allows it to enhance any modern interior style.

Designed to help you make the most of your favourite sunny spot in the garden is the Kalamata bench. Made using FSC acacia wood with a lovely finish, it features a gently curved seat for added comfort.

Visit: www.gallerydirect.co.uk

Cannes coffee table

Dalton sofa

Kalamata bench

Cranfield mirror

Better still

INDX Furniture surpassed expectations

After a high successful 2023 INDX Furniture Show, organisers were going to have do something special to top it. And they did.

The 19-22 January event had a positive and upbeat feel, with the 43 exhibitors recognising both the quantity and quality of visiting buyers.

‘We were overwhelmed with the immensely positive feedback received from our first INDX show, from both existing and prospective retail customers,’ says Devonshire Living, while HTL thanked the organisers: ‘Congratulations for putting on such an excellent show once again, the general customer feedback we received was excellent.’

‘Attendance was excellent and the buyers in good spirits. The atmosphere was friendly yet professional, with a high standard of presentation and a good mix of products,’ comments Parker Knoll. ‘There was a really positive buzz around the hall. Attendance was strong and we managed to secure our highest number of orders,’ says another.

Retailers were also delighted. ‘A superb show with a great diverse range of product on offer hitting all price points,’ says one retailer, while another remarks: ‘We enjoyed visiting the show: the fabrics were absolutely beautiful.’

‘I’m delighted to say that this year’s show totally surpassed our expectation. We had a bumper show in January 2023 and this year we saw a 6% increase on that footfall, so we’re very thankful to all the suppliers and visitors who supported us. We are trading in a challenging

economic landscape and we were careful to put together a show led by insight and market trends, bringing together a fantastic brand list and ensuring a focus on newness: and I’m pleased that this

approach worked,’ says Emma Rackley, AIS director of furniture and home.

The next INDX Furniture Show is 28-29 September.

Visit: www.indxshows.co.uk

Above left: Julian Bowen’s Heritage Collection uses reclaimed and recycled wood and celebrates the imperfections to create character and individuality Above: Retailers welcomed the range of products and price points

IMAGES:

First steps

Never one to be shy, Bretz’s Poolside imagines you by the pool at a Hollywood party, socialising with your fabulous friends – but in the living room

imm has taken the most important part of its new journey

imm Cologne had its first January return since 2020. Back then, the show was striding along, firmly established as a must-visit event for buyers from across the globe and second only to Salone in terms of prestige exhibitors, product launches and offer (at least as far as Europe was concerned). Then you-knowwhat happened, transforming not only imm but exhibitions all over the world.

So what did 2024 bring? In general, especially among the more top-end

What may look like a small, stylish sideboard is Team 7’s Filigno writing desk, including a monitor lift. The 12mm wood panels rest on a metal frame base for a weightless look.

and design exhibitors, it meant smaller, less expensive stands with fewer staff and a slimmed-down array of launches (apart from the mass-market upholstery producers which continue to have the enormous spaces they always had). It seems that finance directors still hold all the answers when the sales or marketing teams want to revert to 2020 with expensive stands, catering and a full roster of staff.

Add to this the growth in At Home

events, city centre stores that become showrooms for the duration of the show, and an understandable reluctance from former participants to see how the first event went before committing, and it is easy to see why things are still different.

But that is not to say there wasn’t plenty to attract retailers in search of products and inspiration, and the journey has begun. Visit: ww.imm-cologne.com

Pode’s Warp is a statement piece. It has an organic shape, with planes in contrasting colours and a crisp interplay of lines running across them.

As ever with Voglauer, the emphasis is on letting the wood do the talking. But this time the cabinet pieces of Vtektura have glass doors and panels, which can be varnished and the timber selected in a matching colour. The table opts out, with its tree line and metal base.

Fabric wraps in unbroken swathes over the arms, seat and back of Parla’s Hew sofa and chair, giving unique opportunities to play with directional fabric patterns. Fabric cascades outward, split apart by elegantly carved wood pillars. Solid wood corners protect the upholstery that wraps unbroken to allow designers to play with large-scale patterns without worrying about seams.

You might think the reflective finish of Interlübke’s Jorel sideboard means you’ll be constantly wiping it for fingerprints, but the doors and drawers open directly, without push-to open technology, so put the cloth away!

If you want a sofa that fills a corner, makes a wiggly ‘S’, is an island or a curve or a simple rectangle, then Artifort’s Track is what you need

Luiz’s Bisou bed frame comes a choice of headboards including fixed or folding outer panels, if you really want to cocoon yourself away from the world

The base of COR’s upholstered table Echo opens like a flower, offering a choice of undercoated or Parsol tinted glass and a removeable border for ease of cleaning

Chairs are simple: seat, backrest and legs? Not so with KFF’s Icon where the beauty is in the detail and three layers of foam provide the comfort.

Over the years, Intercarpet has developed a wide private label collection of the very finest carpets. Natural materials such as wool, sisal and cotton or high-quality synthetic materials, both woven and knitted. Intercarpet characterises itself as a genuine roll manufacturer and supplies international partners.

Read more at our website! »

The slightly tilted arm and backrests of Leolux’s Loya make a warm and welcoming statement. Accessories include a headrest (which can be placed on the backrest or arm) and an arm roll.

Think Gandiablasco, think aluminium. Now think teak. Lademdera uses Indonesian timber and is hand-assembled and hand-finished.

Girsberger’s Udina has a two-part concrete base for ease of movement and a choice of oval, round and rectangular tops in a host of solid wood finishes

Mia is Freifrau’s first sofa, and the 12 and a bit year wait has been worth it: visually sink into the voluptuous arms and seats as you approach, then simply relax

Object Carpet expanded its Mediterraneo indoor and outdoor rug range, which can be recycled, with a larger 3m production width allowing for twice as many standard sizes

Create Label’s Ginny as you will, with a choice of seat depths, lumbar cushions and modular units

Balta are hiring...

We are currently looking to increase our sales team within the UK. Due to expansion, 2 new roles have been created to help us achieve an ambitious sales targets. If you are looking for a new challenge in 2024, don’t hesitate to get in touch.

Sales Representatives

• East Anglia

Postal Codes include: NR, PE, IP, CB, MK, SG, AL, LU and HP.

• The North Postal Codes include: LA, DL, DH, SR, TS, FY, PR, BB, BL, OL, HX, BD, HG, LS and YO.

Your Challenges:

• Managing key retailers and buying group members in your area

• Expansion of the exisiting customer base

• Increasing the product ranges with exisiting customers based on a clear sales strategy combined with a wide range of new products

Your Talents:

• Experienced Sales Manager looking to challenge themselves and thrive in a busy and fast paced environment

• Eager to drive sales and able to spot opportunities for growth

• Excellent time management with the ability to work with numbers and data

• Able to travel approximately 4 days of the week

• Experience in carpet & flooring industry preferrable but not essential.

What We Offer:

• Opportunity to have a direct influence on accounts in your area

• The chance to be a part of a world leader in broadloom

• A working environment based around sustainability, safety and strong communication

• Attractive salary, company car and other excellent benefits

To register your interest, please send you CV to wim.verest@baltafloorcoverings.co.uk

RECRUITMENT

If you are looking to recruit staff for your furniture or flooring stores, looking for sales staff or reps for your manufacturing outlet, then INTERIORS MONTHLY offers a great package!

Our online package is just £175. Your advert will appear in our jobs section on the website until the position is filled or you ask us to remove. Our weekly newsletter, which is mailed every Thursday to 7000 industry professionals, also includes a list of these latest jobs.

If you have both online and quarter page recruitment advert in our magazine, the cost will only be £250!

Costs for larger recruitment adverts are available upon request.

Please contact Jarrod on E: jbird@interiorsmonthly.co.uk

T: 01565 631 397