Hayley Baddiley global

It was inevitable that the homewares sector would have to work harder for share of wallet in 2022 versus the prior year; the opening up of leisure of travel post pandemic created a predictable resurgence of these sectors as consumers enjoyed more normal patterns of living. What was less predictable at the start of 2022 however was the impact of the more macro global factors and cost of living challenges which clearly have affected almost every sector this year and homewares is no exception. In tough times though, consumers often ‘cocoon’ in their homes more and so despite the challenges in the retail landscape currently, there are also opportunities for strong brands and smart retailers to maintain appeal and ride through the choppy waters of recent months and ahead.

Do you currently sell more online or in brick & mortar stores?

Denby is well diversified in terms of its channel mix (and our global sales footprint) and this has served us well over the last few years as consumer habits have changed and accelerated. Our sales profile between our own direct channels and our important trade customers is a helpful blend of both online and physical stores - something this sector in particular needs in terms of satisfying the typical consumer journey of an increasingly omni-channel shopper.

What is the strongest sales territory for your company?

The UK territory is at the heart of the Denby business and remains a key market for us alongside our important key overseas markets being South Korea and North America. Just pre-pandemic we established our own subsidiary in Shanghai, China which has been growing steadily as we build our premium / luxury brand credentials in this important APAC market. The last few years have also seen a resurgence in our wider global markets too as we continue to build important distributor relationships for reaching Denby buyers beyond our subsidiary territories.

How do you market/ encourage sales of tableware in a cost-of-living crisis? Cost of living challenges in 2023 will undoubtedly affect almost all consumer sectors, though the Homewares sector is well placed given the new audiences and renewed interest in decorating our homes which occurred in 2021/2022. The key will be to harness consumer sentiment effectively (consumers will be looking for value and versatility in their choices but will also remain astute to making sustainable choices and products which are made to last). ‘Buy once, buy well’ will become increasingly important therefore and so brands able to tell these stories through their marketing channels can still prosper, even through tougher economic times.

Do you have a hero collection for the new season?

Denby has two major launches for spring 2023 - Kiln Green in our stoneware portfolio and Constance in our porcelain collection. Finally, how do you think the industry will perform in 2023?

We anticipate a slightly less erratic sales profile for the industry in 2023 versus 2022 but with inevitable challenges. Those homeware brands who are able to steer well through any choppy waters will be those who stay true to their values and confident in their offer, continuing to put the consumer at the heart of what they do whilst remaining agile to wider market factors.

Do you currently sell more online or in brick & mortar stores?

Most of our business is online, via distributors. What is the strongest sales territory for your company?

The UK remains our single biggest market, but our export sales are increasing rapidly, all around the globe.

How do you market/encourage sales of tableware in a cost-of-living crisis?

technology with artisan stylings to offer unique looks that provide the kind of hard wearing characteristics needed for hospitality service. Made with durable vitrified porcelain, both collections feature subtle matt colours and digitally printed designs. Circus uses attractive concentric circles while Maze features crisscrossing lines. By providing the high quality bespoke look without compromising on quality, both collections can fit into a range of different food and hospitality styles.

Rammell, marketing manager, Utopia Tableware

How do you perceive the retail landscape at the moment for homewares/ home décor/ tableware suppliers?

Utopia specialises in supplying the HoReCa industry, and the landscape here is diverse. There’s a wide range of distributors supplying hospitality operators, but there is also a lot of consolidation with a businesses merging to strengthen their economic position.

For Utopia, it’s about showing the value and quality of the products. Operators still want value, and understand better than ever what quality products look like. Utopia wants to offer good products at fair prices. We are constantly developing new styles, and this commitment to identifying new trends and delivering them to the market helps to showcase why it is worth investing in our tableware.

Do you have a hero collection for the new season?

Utopia is launching Circus and Maze in early 2023. These collections combine modern

Finally, how do you think the industry will perform in 2023?

2023 will undoubtedly present the industry with many challenges, in particular the possibility of a recession in the wider economy. That said, many consumers will continue to want to go out and enjoy the services offered by the hospitality industry so there is no reason to assume that disaster is inevitable. Certainly, Utopia feels that there are plenty of opportunities for businesses to succeed but more than ever it is vitally important to be strategic in your thinking, both around the products you serve and your approach to sales.