GOLDEN ANNIVERSARY
Est.1976
CELEBRATING 50 YEARS OF ASSOCIATED INDEPENDENT STORES (AIS) Powered by our Members
Proud Partners for 20 Years! For 20 years, we’ve been proud to partner with AIS through our Performance Collection, combining Harrison Spinks’ expertise in luxury bed making with dependable comfort, exclusively crafted for AIS Members.
From growing comfort fillings on our Yorkshire farm and weaving naturally FR, chemical-treatment-free fabrics in-house, to making our own award-winning springs, we do things differently. We’re proud to have been part of the AIS journey and congratulate them on 50 years of bringing independent retailers together. Here’s to celebrating an incredible milestone – and many more years of partnership to come.
ARDS FOR E AW N ’S
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RISE RP TE
THE K IN G
HARRISONSPINKS .CO .UK
P A B 2024 O LE DEVEL
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Welcome! Associated Independent Stores (AIS) is marking its 50th anniversary in 2026, having helped independent retailers remain competitive and profitable for half a century. So far this year, the buying group has taken to the road more than ever as part of its regional meeting series, sharing retail insights and celebrating key moments with Members – while continuing to support them through an ongoing online campaign behind the scenes. To chronicle its history, development and Members, AIS enlisted leading UK trade magazine Furniture News to produce this anniversary supplement, and hopes you enjoy these shared memories and visions of the buying group’s future …
Reaching our 50th anniversary is a moment of immense pride for our board, membership and valued supplier partners. Five decades at the heart of the furniture industry have taught us that our greatest strength lies in community. At the core of our success is the tripartite relationship between suppliers, Members and AIS, and that comes alive especially when we gather face to face. In an increasingly digital world, the association and its Members embrace technology – yet nothing can replace walking the show floor, shaking hands, experiencing product quality firsthand and forging genuine commercial partnerships. We ask our customers to champion physical retail by walking through independent storefront doors, so it is only right that we lead by example and do the same within our own network. That is why we should make a pledge for our 50th year – to make a dedicated, collective effort to show up and meet in person at our market-leading INDX shows and regional events. These real-world connections build the deep-seated trust and mutual support that runs through the industry. I want to thank every Member, supplier and partner for five decades of trust, loyalty and community spirit. Together, we look forward to shaping the next 50 years of retail excellence. Darryl Simpson, board chair
Fifty years is a milestone worth celebrating with both our Members and suppliers, but our golden anniversary isn’t just about looking back – while the retail landscape is always changing and throwing new challenges our way, it also brings incredible opportunities. Our recent national research confirms a continued shift in consumer mindsets, with more people actively choosing independent furniture stores (including a growing proportion of younger buyers). Today’s shoppers are looking for authenticity, curation and a connection that only an independent retailer can deliver. The qualities that set independent furniture owners apart – exceptional service, deep community roots and product knowledge – are precisely what modern consumers are craving. As we commemorate 50 years, our mission remains unchanged – championing independent businesses to thrive. The next chapter of retail is already being written, and independents are uniquely positioned to lead the way. Here’s to celebrating 50 years of success together and to building an even brighter future! Sue Kemp, MD
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EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul.farley@lewisbusinessmedia.co.uk SALES SALES AND MARKETING DIRECTOR Sam Horscroft 07764 650655 sam@lewisbusinessmedia.co.uk COO Emma Sharp emmas@lewisbusinessmedia.co.uk PRODUCTION COPY ADMINISTRATOR Steve Merrick steve@lewisbusinessmedia.co.uk DIGITAL MANAGER Nyall McCurrach nyall@lewisbusinessmedia.co.uk ART EDITOR Sarah Crowhurst sarah@lewisbusinessmedia.co.uk DESIGNER Tony Godwin PRODUCTION EDITOR Allan Norbury allan@lewisbusinessmedia.co.uk SUBSCRIPTIONS Kay O’Brien kay@lewisbusinessmedia.co.uk PUBLISHER AND CEO Simon Lewis SUBSCRIPTIONS (UK-£65, Europe-£85, RoW-£95) REPRO, PRINT AND DISTRIBUTION Stephens & George
Contents 6 Celebrating 50 years of working together
As AIS celebrates its golden anniversary, the group looks back on its journey since it emerged from the merger of two retail groups 50 years ago
9 Meet the AIS Furniture team
Introducing the specialists that run the buying group’s day-to-day activities, from buying to show management
10 Fast forward
A selection of AIS’ longest-established retail Members explain why they value their relationship with the buying group
15 Membership benefits – the AIS advantage
With AIS membership comes a host of benefits and features which can generate significant savings
16 New blood
With younger professionals increasingly having their say in the group’s direction, AIS looks to the future
20 Curated by buyers, for buyers
Introducing INDX Shows, a year-round programme of professionally curated trade shows organised by AIS
21 Supplier benefits and onboarding
Disclaimer: All material submitted for inclusion in Furniture News is done so entirely at the contributor’s own risk. No responsibility is accepted for the safe-keeping of contributors’ materials. Whilst all attempts are made to ensure accurate reproduction, Furniture News accepts no responsibility for variations. Artwork undertaken by our studio remains the copyright of Lewis Business Media (Arts) Ltd and may not be reproduced or stored without prior permission. Some articles in Furniture News have been submitted by companies and organisations. Monies may have been accepted in some instances to offset production costs. All rights reserved. In respect of artwork originated free of charge as part of a booking, clients should know that excessive work (more than one set of corrections, known as ‘authors corrections’) is chargeable at £55 per hour. Data protection statement: Readership data held by Lewis Business Media (Arts) Ltd may be shared with any member of Lewis Business Media (Arts) Ltd and associated companies for the purposes of customer information, direct marketing or publication. Data may also be made available to external parties on a list rental/lease basis for the purposes of direct marketing. If you do not wish data to be made available to external parties for list rental or lease please write to: Lewis Business Media (Arts) Ltd, Suite A, Arun House, Office Village, River Way, Uckfield, East Sussex TN22 1SL, UK. Subscriptions: Refunds on cancelled subscriptions will only be provided at the publisher’s discretion, unless specifically guaranteed within the terms of the subscription offer. ISSN No: 1475-373 © Lewis Business Media (Arts) Ltd 2026
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AIS’ describes the suppliers it works with as “the backbone of the vibrant, diverse independent retail sector” it represents. But why should suppliers work with AIS?
22 A new digital chapter for AIS
How business management and cloud infrastructure specialist Sci-Net is helping drive AIS’ digital transformation
24 Building brands in partnership
Simon Kent, the UK agent for German furniture manufacturers Venjakob, Disselkamp and 3C Candy, and an AIS supplier since 2013, shares his views
26 Parting words
Thoughts from members of the AIS community on their achievements to date, the 50th anniversary milestone, and what lies ahead
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Cranmore Park, AIS’ HQ
Celebrating 50 years of working together Independent retailers are stronger together
celebrates its golden anniversary, marking
only the growth of AIS, but also the resilience,
– and, for 50 years, Associated Independent
50 years since the organisation was formed
ambition and entrepreneurial spirit of the
Stores (AIS) has been bringing independent
through the merger of two retail groups – and
independent retailers who have shaped
retailers together, helping them share ideas,
what a journey it’s been, the group explains …
its journey.
The 50th anniversary milestone celebrates not
1976, the belief that independent retailers
Despite decades of change in retail since
strengthen their businesses and navigate an ever-changing retail landscape. This year, AIS
thrive through collaboration remains as true today as ever. From its beginnings as a collective of like-minded retailers to today’s thriving community of Members, suppliers and industry partners, AIS has continued to evolve while staying true to its founding purpose – to help independent retailers succeed. This golden anniversary is an opportunity to celebrate the Members which have helped to shape the organisation, the supplier partners which have supported its growth, and the dedicated teams which continue to deliver the buying, services, events and expertise that help independent retail flourish. It is also an opportunity to look to the future. Throughout its history, AIS has continued to evolve alongside its Members, always remaining focused on what matters most – which is helping independent retailers build successful, sustainable businesses that continue to serve
“Giving independent retailers the insight, products and confidence they need to thrive
their communities for generations to come. Built on a shared belief In 1948, 20 family-owned department stores
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came together to form the Independent Stores Association. At a time when retail was becoming increasingly competitive, these businesses recognised that working together could create opportunities that would be difficult to achieve individually. Their vision was simple but powerful – to protect each retailer’s independence while benefiting from the strength of working together. That philosophy remains at the heart of AIS today. The birth of Associated Independent Stores The next chapter began on 8th August 1967 with the formation of Associated Department Stores, another organisation created to support independent retailers through collective buying and shared opportunity. Then, on 31st December 1976, the Independent Stores Association and Associated Department Stores joined forces to form Associated Independent Stores. The newly formed organisation brought together
“Retail never stands still, and neither does AIS
100 member businesses from across the their businesses.
UK and Ireland, creating one of the country’s
is much more than a headquarters. It has
largest buying groups for independent retail.
become the home of the AIS community. It is a
Alongside CENPAC, AIS has continued to
AIS was never intended to be simply a
place where Members, suppliers and industry
invest in services that deliver practical value
buying group. From the outset it was about the
professionals come together to collaborate,
for Members. In 2002, the launch of Flooring
people and retailers learning from one another,
discover new products and build lasting
One, in partnership with CCA Global Partners,
sharing ideas, building trusted supplier
business relationships.
created a dedicated network for independent
relationships and creating opportunities that
In 2011 the venue was extended further,
flooring retailers, providing specialist buying, marketing and business support.
no single business could achieve alone. That
allowing AIS to grow its programme of
collaborative spirit continues to define AIS five
exhibitions and events. It is now home to
decades later.
the INDX trade shows, which have become
exclusive product offering, including the
The organisation has also expanded its
some of the industry’s most respected buying
launch of Simply Home in 2019, providing
Growing with independent retail
events across furniture, home, fashion, leisure
Members with access to distinctive collections
The retail industry has changed significantly
and lifestyle.
developed specifically for independent
over the past 50 years. During this time
In an increasingly digital and online world,
retailers. Alongside this, AIS also offers the
consumer expectations have continued to
the value of meeting in person has never
Dreamworld Collection, an exclusive range for
evolve, technology has transformed the way
been greater. Bringing Members and supplier
AIS Members. Redesigned and relaunched
people shop, and competition has intensified.
partners together creates opportunities to build
for 2025 by the AIS Furniture team, the
Throughout every period of change, AIS has
relationships, exchange ideas and discover
collection was developed in partnership with
continued to evolve alongside its Members.
new ways of working. Those conversations,
leading British bedmakers including Relyon,
In 1980, the organisation relocated from
connections and shared experiences continue
Gainsborough, Sweet Dreams and MA Living.
London to Birmingham, placing itself at the
to strengthen the AIS community and help
heart of its growing national membership.
independent retailers succeed.
These services and exclusive product offerings reflect the breadth of what AIS offers its Members. By continually developing
Growth and change continued throughout the decade. In 1987, the Furniture division
Supporting independent retailers
practical solutions, meaningful partnerships
expanded through the merger with the Floreat
through innovation
and opportunities to share knowledge, AIS
Furniture Group, strengthening AIS’ position
As retail has evolved, so too has the support
helps independent retailers navigate change,
within the home furnishings sector and creating
and services available through AIS. One of the
strengthen their businesses and continue to
even greater opportunities for Members.
most valued services is CENPAC, AIS’ unique
thrive in an evolving retail landscape.
Two years later, the organisation moved
central payment system. Designed to simplify
into its custom-built headquarters at Sheward
the trading relationship between Members and
Continuing to evolve
House, providing a permanent home designed
supplier partners, CENPAC provides a single,
Retail never stands still, and neither does AIS.
specifically to support Members and suppliers.
efficient payment solution that streamlines
Consumer expectations continue to change,
administration, improves cashflow and
and technology advances are creating new
A place to connect
reduces the complexity of managing multiple
opportunities while presenting new challenges.
In 2005, Sheward House entered a new
supplier accounts. It is a service that saves
Sustainability, changing shopping habits
phase when it was redeveloped and renamed
time, builds confidence and allows retailers to
and evolving customer behaviours are also
Cranmore Park – but today, Cranmore Park
focus on serving their customers and growing
reshaping the industry.
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AIS continues to invest in helping Members navigate an ever-changing retail landscape. Through its partnership with Scarlet Opus, one of the UK’s leading trend forecasting and
“Supporting Members to build stronger, more resilient businesses
consumer insight agencies, AIS helps level the playing field for independent retailers competing against major high-street chains and online giants. Independent retailers rarely have the inhouse budgets or dedicated strategy teams that multinational brands use to predict consumer behaviour 18-24 months in advance. AIS fills that gap by providing Scarlet Opus’ expertise directly to its Members, equipping them with valuable insights to make informed commercial decisions. These insights underpin a range of strategic support, from developing compelling Member-exclusive product ranges and refining ‘good, better, best’ product architectures, to identifying emerging consumer trends and commercial opportunities. AIS also helps Members prepare for the future by providing guidance on sustainable trading, evolving legislation and compliance, while offering practical support to help businesses respond confidently to geopolitical and economic challenges that impact retail. Alongside this, AIS works closely with industry organisations including BIRA, the BRC, Diversity in Retail and Family Business UK, ensuring Members benefit from a broad network of expertise, advocacy and support across the retail sector. The focus remains on giving independent retailers the insight, products and confidence they need to thrive in a fast-changing market. Looking ahead While much has changed over the past five decades, the organisation’s focus remains exactly where it has always been, which is supporting Members to build stronger, more resilient businesses. The challenges facing independent retail today are different from those of 1976, but the importance of collaboration has never been greater. AIS continues to bring together retailers, suppliers and industry experts to share knowledge, create opportunities and champion the value of independent retail. From the 20 family-owned department
As AIS celebrates its golden anniversary,
A legacy built together
stores that came together in 1948 to today’s
it does so with confidence and gratitude,
Reaching 50 years is a remarkable
network of independent retailers, collaboration
remaining committed to supporting independent
achievement, but it is a story shaped by more
has always been at the heart of AIS. This
retailers, strengthening partnerships and helping
than an organisation alone. It is the story of
philosophy has guided the organisation
independent retail thrive.
every Member, supplier partner and colleague
through decades of change, and continues to
who has helped build the AIS community.
shape its future.
www.aistores.co.uk
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Meet the AIS Furniture team AIS prides itself on its sector-specific expertise, and the professionals that comprise its furniture division are no exception – here are the specialists that run the buying group’s day-to-day activities, from buying to show management …
Emma Rackley – head of Home
Rachel Cooper – category manager
Emma leads the AIS Home division, drawing
Rachel manages the upholstery and garden
on senior buying and commercial experience
furniture categories, overseeing cabinet,
from Bensons for Beds and Very. She is
sourcing innovative products and being the
responsible for shaping the furniture product
point of contact for new Members to ensure
strategy, identifying emerging trends,
they fully benefit from AIS resources and the
strengthening supplier partnerships, and ensuring Members have
furniture division’s support, leveraging her extensive experience
access to a compelling, commercially relevant product offer.
and time at AIS in various category management roles.
Emma also leads the ongoing development of the INDX Furniture shows, reinforcing their position as key events in the annual buying calendar.
Jo Fielding – beds category manager (currently on maternity leave)
Jemma Frame – beds category manager
Jo leads the beds category, overseeing
Covering the beds category while Jo is
supplier and Member relationships, product
on maternity leave, Jemma is focused on
development and the Dreamworld own-brand
maintaining strong supplier and Member
range, alongside planning and delivering the
relationships, developing products and the
INDX Beds show. Her background spans product development
Dreamworld own-brand range, analysing market trends, and
and project co-ordination within the retail and furniture sectors,
planning the INDX Beds show. She brings valuable industry
including roles at FWG, Ralawise and Christys.
experience from FWG, Millbrook and Relyon.
Arron Nicholson – operations and compliance manager
Natasha Shaw – furniture administrator
Arron supports Members, suppliers and the
Natasha provides vital administrative support
AIS team across product compliance, quality
to the furniture division, acting as a key point
assurance, logistics and operational services.
of contact for Members and suppliers. She
He brings extensive operational expertise
also manages content and product information
from senior roles at Connect Distribution and John Lewis, helping
across the AIS Member Hub and Tradeislands platform, drawing on
ensure smooth processes and high standards across the
her previous experience as an assistant merchandiser within the
furniture division.
AIS Fashion division.
Inderpal Paw – furniture administrator
Peter Dale – trading administrator
Inderpal provides day-to-day administrative
Peter manages the processing of AIS trading
support across the furniture team, helping
orders, maintains Member pricing, and works
to ensure efficient operations and excellent
closely with suppliers and Members to resolve
service for Members and suppliers. She
order queries efficiently. His background in
brings previous experience in purchasing administration and customer complaints management.
purchase ledger and reverse logistics supports the smooth operation of the furniture supply chain.
Photo courtesy Shutterstock/svgxd
Arighi Bianchi by night
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Fast forward
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explains. “It provided a more efficient way to
Members are much, much older – and it’s
manage payments to our AIS suppliers while
telling how relevant the buying group has
also offering the wider commercial benefits
become to them. Furniture News asked the
available through the group.”
principals of some of these long-established retailers why they value this relationship …
Sarah Bianchi
AIS may have turned 50, but some of its
What may have initially been a practical financial decision evolved over the years into a wider relationship encompassing
With a heritage of 50 years – and roots
buying opportunities, exclusive products,
going back as far as 1948 – AIS shares a
specialist insight, networking, and access
history with many of the UK’s most storied
to an experienced team which understands
independent furniture retailers, and has
independent retail, she adds.
worked closely with the sector through the years to achieve mutual success. The original 12 retailers who joined that
For Michael Roome, director of Roomes Furniture & Interiors of Upminster (est. 1888), the decision to join was made long before his
amalgamation in 1976 were: Walker &
time, in 1979, and reflected a desire to make
Ling, Hatcher & Sons, Goulds (Dorchester),
greater progress. “It was a time when there was change afoot
(Wroxham), Oldrid & Co, WJ Aldiss, Tudor
in the business – my uncle retiring, my brother
Williams, ET Harvey, Jarrold & Sons, and R
starting, and a need for the business to move
Barbour & Sons.
forward,” he says.
Readers will be familiar with those
Peter Harding, the MD of Fairway Furniture
Members still flourishing today, and many
(established in 1856 as J Harding & Sons) –
others whose histories date back long before
the largest independent furniture retailer in the
the buying group’s inception – such as
South West, with stores in Plymouth, Newton
Oldrids (est. 1804), Bradbeers (est. 1837),
Abbot, Tavistock and St Austell – says his
Stokers (est. 1895), Gillies of Broughty Ferry
father’s decision to join AIS was influenced by
(ext. 1895), Fishpools (est. 1899), Hopewells
his experiences with its forerunner.
(est. 1885), Rodgers of York (est. 1890),
“Our company was part of Floreat, the
Ponsfords (est. 1893), Hatfields Furnishers
furniture and flooring buying group, which
of Stanway (est. 1886), JW Tasker & Son (est.
in 1987 merged with AIS,” he explains. “As a
1896), Julian & Son (est. 1862) and Woods of
growing independent business in the 1970
Dorchester (est. 1875).
and early 1980s, my father John Harding
Thanks to AIS, many of these long-
saw the benefit of collaborative buying to help smaller businesses compete with their
their local communities – continue to have a
multiple competitors, which continued into our
voice across the wider industry. Darryl Simpson,
membership of AIS. We were fully committed
the MD of WJ Aldiss (est. 1892), for example,
members of Floreat, and I remember visits
currently serves as chair of the AIS board.
as a child to their offices in Yorkshire during
Michael Roome
established businesses – often linchpins of
Having served more than 460 Member
Peter Harding
Austins Newton Abbot, John Sanders, Roys
school holidays while visiting relatives.”
companies over its 50 years, the buying group now boasts some 225 active members
Added benefits
(including retailers within its Flooring One
Sarah, Michael and Peter all agree that the
division), and the business processed through
benefits of membership extend beyond a
AIS’ CENPAC platform equates to some £14b.
buying group’s strength in numbers.
Joined-up thinking
multi-faceted and span both the financial
Many Members have fond memories of their
and ‘softer’ advantages of being part of a
time working with AIS, and the managers of
mutual association,” says Peter Harding.
these businesses – often family members
“From a financial perspective, the provision
several generations down the line from their
of the CENPAC invoice-processing function
founding – recognise the role it has played in
means we can be far more efficient within
their success.
our administration function and use the
“The benefits of being an AIS Member are
One such retailer is Sarah Bianchi, the
data provided to ensure we have the very
CEO of Macclesfield’s Arighi Bianchi, a
best information for purchasing decisions.
business that dates back to 1854, and joined
Alongside this, the Member exclusives and
AIS in 2000.
preferred pricing available to Members adds
“My brother was instrumental in the decision to join, primarily because he recognised the practical and financial advantages of the CENPAC central payment facility,” she
valuable gross margin benefit, thus helping bottom line performance. “The non-financial benefits come from having the opportunity to meet other
“The less-visible benefits are just as valuable
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Roomes, Upminster
independent retailers, share experiences and glean information that you would otherwise have to work hard to obtain,” she adds. “Whether that’s a quick tip on a range that’s doing well, a new supplier worth checking out, or non-product help with anything from print suppliers to in-store music licensing.” For Michael Roome, AIS membership overcomes the feeling of isolation businesses working within specific sectors can experience. “We are not alone! Networking is an essential part of being Members – being able to pick up the phone to like-minded people from similar businesses and talk through common problems,” he notes. “The AIS team are there for us as well on product, exclusives, shows, support services and of course the clearing house services via CENPAC.” Sarah Bianchi believes her business benefits from being an AIS Member in many ways, its value extending far beyond the INDX shows and CENPAC payment facility. “The less-visible benefits are just as valuable,” she says. “AIS’ partnership with trend forecasting company Scarlet Opus gives Members access to extremely detailed insight and practical retail guidance. The reports go far beyond forecasting colours and materials – they explore changing consumer
“AIS has had to adapt and change just as much as its Members have
behaviour and how trends can be translated into buying, merchandising, marketing,
lobbying with organisations including the
forerunners) have enjoyed have been adapted
staff development and the overall customer
British Independent Retailers Association
to meet the changing demands of the sector
experience. Accessing research of this depth
(bira), the British Retail Consortium (BRC) and
and customer – yet there is one which stands
independently would represent a significant
Family Business UK, Members’ concerns can
out and makes a real difference in their day-to-
investment, and I find it an invaluable and
form part of a much stronger collective voice.
day business.
extremely interesting resource.
For an individual retailer, it can be difficult to
“Another important – but less visible –
For Michael, that is having the backup of the
make your voice heard at Government level,
AIS team and general operation – a resource
benefit is the work AIS undertakes to represent
so this advocacy and the regular updates
he says is essential to his business.
independent retailers. Through co-ordinated
provided by AIS are extremely important.”
For Sarah, too, it is about having access to knowledgeable people with whom she
People power
can discuss ideas openly and ask for
For each retailer, the benefits they (and their
practical advice. “A recent example was the support [category manager] Rachel Cooper gave me when I was thinking about opening a new
Like many independent furniture retailers, Roomes offers customers an in-store interior design service
department at Arighi Bianchi,” she says. “The department is now planned, the furniture has been ordered, and it will be open by the time this supplement is published. Rachel’s informed input was extremely valuable, and she was a great impartial sounding board!” From Peter’s personal perspective, having the opportunity to be part of a mutual association and having the chance to meet and serve on the AIS and CENPAC boards “with some fantastic people is hard to beat”, he explains. “I have made countless very good friends among fellow Members, visited so many incredible retailers and learned so much from my peers.”
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“Mutual associations like AIS have never been needed more “Initially, it was primarily through Arighi Bianchi’s membership – attending the furniture shows, working with the buying team and Fairway Furniture’s Plymouth store
benefiting from the group’s services and supplier relationships,” she explains. “But in July 2024, I joined the AIS board as a nonexecutive director, which has given me a much broader understanding of the organisation and the diverse independent retailers it supports. “It has been particularly rewarding to contribute my own perspective as a fourthgeneration independent retailer, while learning from others across the membership. My involvement has moved from using and appreciating the benefits of AIS within our own business to playing a part in its wider strategy and future direction.” Retail relevance AIS’ Members all recognise that the furniture industry continues to evolve. New routes to market, product sourcing opportunities, regulatory and financial landscapes and
Inside Arighi Bianchi, Macclesfield
ever-evolving consumer demand make it impossible for these long-established businesses to stand still, no matter their heritage – and AIS continually strives to make its offer relevant, whatever the backdrop. “The independent retail sector is without doubt under the greatest pressure since the end of the Second World War when many, like us, had to rebuild businesses destroyed by bombing,” says Peter Harding. “Consumer habits Growing together
prepared to put as much into it as you wish
are changing rapidly, driven by a technological
Given the length of its history and the
to take from it. From my father’s time, serving
revolution that affects not just the way they
changes the industry has seen in that time,
several periods as AIS chairman, to my time
shop, but their expectations of retailers.
each Member’s relationship with the group
on the main board – and more recently the
has changed over time. Some of these
CENPAC board – we have tried to give back to
high streets and wider retail by Government
changes reflect evolving demands, while
the organisation, help it grow and to face the
policy that simply doesn’t understand or
others can be attributed to each principal’s
challenges of retailing in a very different world.
appreciate the importance of a vibrant retail
“As AIS has changed since we joined in
sector – independent and multiple – to the UK
1987, so has our relationship with it. Services
economy. From excessive Business Rates to
changed over time with the evolving retail
it provides to Members have come and gone
National Insurance increases that are throttling
landscape in general, “but it is as strong and
as the retailing landscape has evolved, and
growth, to Minimum Wage rises that don’t
important as ever”.
some of the collaborative buying initiatives
reflect the wider economic reality and online
Peter recalls the days before he took the
that were the cornerstone of the organisation
giants that pay almost no tax, the UK has a
helm at Fairway Furniture, and how his father’s
in the 1990s and into the 2000s have had to
climate incredibly unhelpful to AIS Members,
example paved the way for a relationship that
move with the times too.
big and small.
personal approach. Michael says his relationship with AIS has
is both progressive and robust.
“However, the core function of AIS to our
“Allied to this is the harm being done to
“AIS has had to adapt and change just as
business – providing a means to compete with
much as its Members have – be that from
into Floreat – before it merged with AIS – our
much larger multiples through product and
making its INDX trade shows open to non-
we have always believed that membership
non-product benefits – remains the same.”
members, to pursuing more diverse revenue
of a mutual association should be a two-way
Sarah says her relationship with AIS has
streams. The biggest challenge, however,
relationship,” he says. “You should always be
also developed considerably over the years.
is that smaller independent businesses are
“Ever since my father took our business
Then and now – Arighi Bianchi’s store in 1883 and today
14
finding it increasingly difficult to continue,
range of support already available to them.
The celebrations began with a very lively dinner,
and that means fewer Members (and potential
The strength of the organisation lies in helping
and the following day we visited the wonderful
new Members). Mutual associations like AIS
independent retailers thrive individually while
Stringers department store. I then had the
have never been needed more – as a voice for
acting collectively where scale, expertise and
privilege of hosting a fireside chat with David
independent business, and to provide guidance
influence matter.”
Austin of Austins of Newton Abbot, one of AIS’ founding businesses.”
and services that can make the difference between success and failure.”
Shared history
Peter says he has many great memories
AIS’ membership may comprise many of the
of working with AIS from his 31 years in
advice and product showcases, helping him
UK’s finest independent furniture retailers, with
the family business, “some of which are
keep abreast of a changing trade: “Clearly
histories much longer than its own – but the
even suitable for print! Be they the valuable
digital has a massive impact, together with
group itself has become a valued partner for
management development courses I attended
changing customer habits … few things are
numerous well-established businesses, and it
organised by AIS, where I met people who
predictable in the patterns of trade, but AIS
has grown alongside them, adapting to their
became lifelong friends, to the conferences
do help with insights into the latest trends,
needs and a changing marketplace.
where I got to hear fantastic speakers from
Michael Roome adds that AIS offers timely
among the membership and the wider
as well as highlight opportunities for us at
As well as the collective buying power
trade shows. Store visits also help, by giving
and financial services membership unlocks,
business world, my life in retail is dotted with
us feedback.”
the access to specialist knowledge and
AIS-related stories”.
Sarah Bianchi agrees that the insights
support – covering everything from product
But his fondest memory was of an AIS
her membership unlocks are valuable, and
development to consumer trends – makes
conference at the Forest of Arden. “The after-
reflective of an organisation that is more than
being part of this exclusive club a
dinner speaker was Gyles Brandreth, and he
just a buying group.
rewarding experience.
had the room in the palm of his hand,” Peter
“The retail sector is now operating in
On a personal level, Peter, Michael and
recounts. “His abilities as a raconteur are well
an increasingly complex environment,”
Sarah, alongside many other industry leaders,
known, but his ability to assimilate his stories
she says. “Consumer expectations have
have benefited greatly from the partnership,
to the people in the room he had met during
changed – customers now expect more
and each has fond memories of their time
the evening were superb. It is still one of the
inspiration, expertise and a seamless shopping
spent working with AIS.
best after-dinner speeches I have ever heard.”
experience, alongside excellent products and
Michael shares one such highlight: “Soon
It is telling that AIS membership can deliver
value. This makes access to timely insight and
after joining the business (1985!) it was
such unforgettable moments alongside
strong supplier relationships more important
suggested that I go to the management
consistent and creative business support.
than ever.
development group meetings organised by
At 50 years of age, the buying group is still
“And AIS is evolving with those needs.
AIS, held over (usually) two days at different
young in the context of some of its Members
The INDX shows and buying services remain
businesses around the country. I got to meet
– but in its lifetime it has become inseparable
important, but its role is now much broader –
many new people in a similar position to me,
from their operations and histories. And if
supporting Members with trend and consumer
starting out their careers in the family business.”
the experiences shared by these three retail
insight, retail strategy, operational services,
Sarah shares a treasured memory of her own:
leaders are anything to go by, there are many
advocacy and opportunities to learn from
“I have attended a few of the regional meetings,
more years of successful partnership to come.
one another.
which are always a more informal way to meet
“The challenge for AIS is not only to
other Members and visit other stores. The most
continue developing these benefits, but also
recent one I attended was in Lytham, which
to help Members understand and use the full
launched the golden regional meeting series.
www.arighibianchi.co.uk www.fairwayfurniture.co.uk www.roomes.co.uk
15
Membership benefits – the AIS advantage With AIS membership comes a host of benefits and features designed to help businesses thrive in an evolving retail sector. Covering product, financial and technical support, and backed up by industry-specific expertise, this high-value package can generate significant savings. AIS was created to simplify business between retailers and suppliers, and to help independent retail thrive – and it achieves this by providing dedicated product support, advanced payment and order management facilities, and access to a network of industry experts and events. AIS is committed to collaboration, best practice and commercial success – and, as a mutual, re-investment takes precedent over profit. Product Membership provides access to a growing global network of suppliers, while streamlined processes, improved relationships and partnerships, and a more resilient supply chain promise Members greater efficiencies and overall business success. The AIS team offers expert product guidance on selection, ensuring ‘good, better, best’ options across all categories, while providing support for the entire scope of retail management – including in-store assessments, troubleshooting, addressing challenges, and supporting implementation of strategies to respond to individual needs.
“AIS was created to simplify business between retailers and suppliers
In addition, face-to-face INDX trade shows designed specifically for independent retailers
agreements, ensuring accuracy and efficiency.
on government, consumer and financial
make buying decisions easier, offering
AIS can also help Members analyse their
regulations – and their impact on
insights into industry trends, engagement with
supplier data, providing insights into individual
independent retail – is shared regularly.
suppliers, connection opportunities with other
supply chains and benchmarking the findings
Members and personalised support from
against the wider sector. There is also a payment
of lobbying bodies Bira, Diversity in Retail, British
the AIS team.
guarantee for suppliers.
Retail Consortium, and Family Business UK.
Finance
Community
One, offering Members access to a large
AIS offers Members financial peace of
Behind these services lies a thriving network
selection of flooring product and expertise;
mind. Its CENPAC platform streamlines
and exclusive opportunities to come together.
TradeIslands, which hosts supplier product
B2B transactions between retailers and
A digital hub provides a one-stop shop
and marketing information in one central
Members also enjoy managed membership
Additional benefits include: Flooring
suppliers, enabling fast, secure and accurate
for Members to access resources and
digital location; and a partnership with Co-
transactions via a single weekly payment
information, while regional meetings and
Save which provides access to procurement
– while its CEDARS hub provides real-time
shows enable face-to-face networking and the
services that can support utility management
access to invoicing and transaction data
opportunity to share experiences.
and help streamline other operational costs.
with suppliers. AIS negotiates on its Members’ behalf to secure preferential rebate terms and settlement
Cross-category forums provide expertise on matters such as HR, digital development and finance, while information
To find out more, contact emma.rackley@aistores.co.uk
16
William Barker at the opening of the retailer’s History Gallery
New blood
17
offer, whilst adapting to the new technological
cause for celebration – but rather than dwelling
advances and trends which can help move the
on the past, AIS is keen to look to the future.
business forward.”
With younger professionals increasingly having
Despite pressures to modernise, the
their say in the group’s direction, Furniture News
business’ heritage remains integral to its
invited three of its progressive Members to
identity, and bridging any gaps between the
share their thoughts …
past and future must be handled with care –
Miranda Llewellyn Jenkins
Reaching the 50-year milestone is certainly
especially when your name is above the door. In any long-established business – family run
“Having the opportunity to work with family
or otherwise – there comes a time that the
is something I try not to take for granted, and
reins must be handed over, often to the next
having an environment where many of our staff
generation. In any industry, progress demands
have been with us for many decades extends
fresh thinking and new perspectives, and the
that family feel even more,” says Miranda.
fast-evolving retail sector is no different.
“My role in the firm is largely varied, and so I enjoy the fact that no two days are the
are increasingly coming to fore. Take Sterling’s
same. Following in the footsteps of previous
Euan and Murray Graham, for example, or
generations working towards the same goal,
Stokers’ Alexandra Schofield, Ulster Stores’
and trying to extend the business’ longevity,
John Moore, Browns of York’s Tony Brown, or
gives me a great sense of job satisfaction.”
Johnny and Cathy Smyth of Keens Belfast – all
The business joined AIS in 1986, and
of them playing key roles in their respective
Miranda says she has always found being a
retail enterprises.
Member incredibly valuable.
Consumer needs are always changing, and
William Barker
Among AIS’ membership, younger directors
“Strength as a buying group comes from
it can take the skills, attitudes and personal
numbers, and it creates a place where retailers
experiences of new generations to effectively
can come together from all over the country to
address them. AIS strives to maintain a
swap advice and discuss industry challenges
dynamic, responsive outlook, so input from
with other Members,” she explains. “The
such Members is invaluable to both parties.
buying team at AIS help introduce us to trends
Making waves in Wales
“If we’re not prepared Founded in 1890, the business now boasts more to adapt, we’ll be than 115 employees and stores in Llantristant left behind (near Cardiff) and Penllergaer (Swansea). Miranda Llewellyn Jenkins is a director at
leading Welsh retailer, Arthur Llewellyn Jenkins.
business, which is owned by her father Martyn. She joined the family firm – founded by her great, great grandfather – after graduating from Cardiff Business School. “I joined the firm in 2013, and so we always joke that I missed the ‘good old days’ where business was fairly straightforward, and trade was easier,” she reveals. “However, even in the last decade, we’ve seen fewer set patterns in customer purchasing throughout the year, and it’s harder to predict trading trends.” In periods of uncertainty, flexibility is an invaluable attribute. “I think any new ideas brought to a business can be incredibly positive, even if it just creates the opportunity for that discussion,” says Miranda. “It can be so important not to remain stagnant and repeat something just because ‘that’s the way it’s always been done’. “My priority is to hopefully recognise the strength in some of our more established practices which are crucial to remaining consistent in the level of service we aim to
Arthur Llewellyn Jenkins, Llantrisant
Self-described “nepo baby” Miranda represents the fifth generation of the family
18
Barbours at Home
that might we might have overlooked, and it often give us an insight into what we can expect to see in the coming months/years.” Barbours sees the benefits A young Robert Barbour opened a drapers shop on Dumfries High Street in 1856. Today, the business he founded operates through two stores in the town, one of them dedicated to home interiors. As Scotland’s oldest independent department store, Barbours strives to face the challenges of modern retail, while providing the level of personal service that was so important to its founder. Tori Barbour represents its sixth generation, and has found the networking opportunities created by AIS to be an invaluable window to the trade. “Being a relatively new and young buyer in the furniture industry, AIS enabled me to become a part of a large network of likeminded, supportive retailers,” she says.
Barkers Home, Northallerton
“The three regional AIS store visits I’ve attended have been particularly beneficial. They have provided me with valuable opportunities to gain further insight into other retailers’ ideas and experiences – in turn, helping improve our own store.” Barkers goes beyond Barkers is a fifth-generation family business that has served Northallerton since William Barker’s great-great grandfather founded the business in 1882. Now the manager of Barkers Home, William began working in the retailer’s cafe at a young age, before spending his school summer holidays on the shop floor, gaining experience across different departments. He later completed a Chartered Manager Degree Apprenticeship, enabling him to combine his studies with hands-on retail experience. As William’s responsibilities developed, he increasingly became involved in the business’ furniture and home division, bringing a it’s introducing new systems to optimise
to ensure the store looks its very best and
“No two days are ever the same,” he says.
stock management, streamlining day-to-day
stands out.”
“I enjoy the variety of working across different
operations or creating new reports to use data
Despite having spent just five years in
areas of the business, from meeting suppliers
to make more informed business decisions,
the business, William has seen the industry
and discovering new products to analysing
I enjoy implementing solutions to make the
change a good deal, and acknowledges the
performance and identifying ways to evolve
business more efficient while enhancing the
need to bring fresh thinking to a sector that
the business.
experience for our customers.
still struggles to find a balance between
progressive mindset to its operation.
“One of the most enjoyable parts of my role
“I also enjoy the creative side of retail, from
physical destinations and online channels.
is finding and using new technology to drive
developing new ideas and merchandising
“The industry continues to evolve at a rapid
positive change at Barkers Home. Whether
displays to continually looking for ways
pace, and we have found it is essential to keep adapting,” he says.
“Fresh thinking doesn’t always mean reinventing the wheel
“One of the biggest changes I have seen is how much more informed customers have become before they even walk through the door, with many researching products online
19
Inside Barkers Home
“Any new ideas brought to a business can be incredibly positive before they even visit the store. As a result, our role at Barkers Home has become about far more than simply selling furniture and homewares. It’s about making the most of everything a physical store can offer, in that we can provide expert advice, help customers find the right solutions for their homes, and deliver a personal experience that cannot be replicated online. “Looking ahead, we will need to continue embracing new technology while making the most of the advantages that physical retail offers. Customers can buy products almost
This summer, former PM – now MP for Richmond and Northallerton – Rishi Sunak opened the permanent in-store exhibition that celebrates Barkers’ history
anywhere, so we have to offer something they can’t experience online. Therefore, creating engaging in-store experiences will become increasingly important to ensure Barkers Home remains a destination store. Whether through exceptional service, live demonstrations, exclusive events or interactive displays, we need to give customers a compelling reason to visit beyond simply making a purchase.” The industry’s ongoing evolution makes change imperative, he continues: “If we’re not prepared to adapt, we’ll be left behind. But, as an independent retailer, we have the flexibility to embrace new ideas while continuing to deliver the personal service, expertise and values that our customers expect. “For us, fresh thinking doesn’t always mean reinventing the wheel. More often, it’s about constantly looking for ways to refine how we operate. Whether that’s introducing new
our connection with the local community. The
“The relationships we’ve built with fellow
product categories, evolving our showroom
gallery has generated a great deal of interest,
Members and suppliers are very important.
displays or creating new reasons for
encouraging customers to spend more time in
Being part of AIS means that, although we’re
customers to visit the store.”
the store, discover our story and engage with
an independent retailer, we are never operating
the business in a way that goes far beyond
in isolation.”
This summer, Barkers Home introduced a History Gallery which features a collection
simply shopping for furniture.”
of photographs, artefacts, documents and
Many of the best independent furniture retailers are firmly rooted in the communities
memorabilia, highlighting key moments in the
Pedigree and progress
they serve – but it can be challenging to
company’s history and its connection with the
Like Miranda and Tori, William recognises that
respect those roots while making a business
local community.
the benefits of AIS membership go far beyond
fit for the future. The industry should be
collective buying power.
thankful, then, that across AIS’ membership,
The gallery, which was officially opened on Saturday 20th June by former PM Rishi
“It gives us access to a network of like-
Sunak, spans the staircase and first floor of
minded independent retailers who are all
managing to strike the right balance between
the store, taking visitors on a journey through
facing similar challenges and opportunities,”
pedigree and progress. The future of furniture
more than 140 years of retail heritage. It is a
he says. “We value the organised store tours
retail is in good hands.
great example of an independent business
and regional meetings, which provide an
leveraging its history to drive shopper footfall.
excellent opportunity to see how other retailers
“Having served Northallerton since 1882, we wanted to celebrate both our own heritage and
operate, exchange ideas, and take inspiration back to our own business.
there are so many younger Members
www.arthurllewellynjenkins.co.uk www.barbours.co.uk www.barkershome.co.uk
20
Curated by buyers, for buyers INDX Furniture takes place twice a year
Organised by AIS, INDX Shows delivers a year-round programme of professionally curated trade shows designed to connect buyers with the brands, products and insights they need to succeed. Bringing together leading suppliers and independent retailers in a focused, businessfirst environment, INDX has earned a reputation as one of the UK’s most respected portfolios of order-writing trade shows. Created by retail experts for retail professionals, every INDX show is carefully developed around the needs of buyers. From fashion and furniture to home, flooring and leisure, the portfolio provides an “efficient and commercially relevant” way to source new products, discover emerging trends and build valuable supplier relationships, says AIS: “Recognised for its business-focused approach, INDX offers a genuine buying environment where buyers can engage directly with suppliers, place orders and have meaningful commercial conversations, supported every step of the way by an experienced in-house team of product specialists.” Held at Cranmore Park, the home of AIS, the 2027 calendar opens with INDX Furniture (23rd-26th January), showcasing marketleading brands and the latest furniture collections. This is followed by INDX Woman (31st January to 2nd February), bringing together an extensive edit of womenswear, footwear and accessories. The fashion sector focus continues with the INDX National Menswear Show (7-9th February), the UK’s only dedicated national menswear trade event, alongside the INDX National Intimate Apparel Show and INDX National Kidswear & Footwear Show (both 1415th February).
throughout the year with INDX Beds (27-28th
maximise time and ROI.
“Each offers buyers a focused, efficient
April), INDX Gift Edit (18th May) and the INDX
“Whether discovering new brands,
platform to review new-season collections
National Flooring Show (9-10th June), “providing
strengthening existing partnerships or
and write orders with confidence and no
buyers with direct access to leading suppliers,
identifying the next commercial opportunity,
distractions,” says AIS.
new product launches and commercially
INDX Shows continues to provide a trusted
relevant ranges across key retail sectors”.
destination where buyers can source smarter,
The INDX show portfolio continues
AIS continues: “What sets INDX apart
“Write orders with confidence and no distractions
is its commitment to delivering value for
write orders and stay ahead in an evolving retail landscape.”
both buyers and exhibitors. With free onsite parking, complimentary refreshments,
INDX Furniture will next take place at
excellent transport links and a welcoming
Cranmore Park from 23rd-26th January, 2027
atmosphere, the focus remains firmly on
(day one reserved for AIS Members).
creating productive trading environments that
www.indxshows.co.uk
21
Supplier benefits and onboarding Suppliers enjoy many benefits of working with AIS, including the opportunity to take part in its INDX shows
AIS acknowledges that its success is inextricably linked to the strength of its partnerships – and it describes the suppliers it works with as “the backbone of the vibrant, diverse independent retail sector” it represents. So, why should suppliers work with the buying group? “Suppliers partner with us because we offer a gateway to independent retail without compromising commercial independence,” says AIS’ MD, Sue Kemp. “AIS provides scale, stability and simplicity to help you thrive. Furthermore, through our INDX trade shows, we provide a physical home for you to connect with independent buyers.” The benefits AIS promises to enable suppliers to scale without removing their independence. As well as providing immediate access to decision-makers across its network, the group’s specialised product teams work closely with suppliers to
The onboarding process
transactions to first go through the account, or
develop Member-exclusive offers, which can be
The supplier onboarding process is designed
in the first 30 days after joining) to ensure the
showcased at the INDX trade shows.
to be thorough and efficient. Once a supplier
former is fully supported as they begin trading
has connected with the relevant product team,
with Members.
Suppliers enjoy access to a product image and catalogue bank, including a dedicated
AIS completes an internal supplier information
platform for furniture, TradeIslands, comprising
document (SID) to obtain formal approval from
What is CENPAC?
product and pricing data. They also benefit
the product director. It will also request sample
CENPAC, an AIS subsidiary, stands for ‘central
from strategic advice, tours and visits.
documents to check compliance.
payment of accounts’, and acts as a paying
For many supplier partners, the financial
AIS’ finance team – with the product team
agent on behalf of the Member and supplier.
and operational aspects are the most
in attendance – will then call to provide
CENPAC does not re-invoice the Member – the
tangible operational advantage of working
an overview of CENPAC, any document
invoice raised by the supplier is processed by
with AIS. Its simplified payments system,
compliance requirements and bank verification
CENPAC, and the same invoice is visible on the
CENPAC, creates a single fast, secure and
details regarding the joining fee.
Member account.
Once initial details are confirmed, the
If a Member has a dispute on a delivery or
the payment of Member invoices is
supplier’s proposal is shared with the wider
product issue, they will raise a ‘stop payment
guaranteed against insolvency, as per the
membership on the Retailers Hub for a two-
note’ which acts as a temporary credit note to
terms of the CENPAC agreement. Rebates and
week period. During this time, AIS will issue an
be resolved by supplier and Member. Invoices
settlements are negotiated by AIS.
invoice for the joining fee. After the joining fee
submitted to CENPAC by the supplier, after an
AIS also offers a helpful relationship
is received and IT set-up is under way (which
insolvency has been announced and which
management infrastructure, including a
typically takes five working days), the AIS team
are dated 90 days or less prior to this date,
one-stop digital hub for Members, helping
will send a supplier agreement pack, to be
will be covered. There is no date restriction on
suppliers co-ordinate with multiple retailers
signed digitally.
documents already received and processed by
accurate payment each week. Meanwhile,
CENPAC prior to the date of an administration.
more efficiently (without replacing any direct
Once the agreement is signed and the
dialogue), plus forums and networking events,
account is active, the supplier will receive an
Negotiated settlement discount from the
data and trends insight to inform decision-
official welcome email and the finance team
supplier is passed on to the Member, and
making and help with conflict resolution.
will conduct a welcome call (after allowing for
the supplier is charged a minimum 1% of the document value for the administration of
“The financial and operational aspects are the most tangible operational advantage
their account. Email furnituredepartment@aistores.co.uk for more information
22
A new digital chapter for AIS Image courtesy Shutterstock/Gyorgy Barna
As AIS celebrates its 50th anniversary, the organisation has much to reflect on. Since its founding in 1976, AIS has grown into one of the UK’s leading buying groups, supporting independent retailers through collaboration, expertise and a commitment to deliver value for Members and suppliers alike. But while this milestone provides an opportunity to reflect on five decades of success, AIS remains firmly focused on the future – and its work with business management and cloud infrastructure specialist Sci-Net is an excellent example of progress in action … As the retail landscape continues to evolve, AIS is investing in initiatives designed to strengthen operations, improve Member services and support long-term growth. An important part of this work is a programme of digital development being delivered in partnership with Sci-Net, now part of ANS. Working alongside Sci-Net, AIS is progressing a range of projects intended to enhance operational efficiency and the services available to its membership, ensuring the organisation is well positioned to meet the needs of the next generation of Members. “The retail landscape has changed dramatically over the past 50 years,” says SciNet. “Advances in technology and changing consumer expectations have transformed how businesses operate. For organisations such as AIS, ensuring systems can support Members now and in the future is essential to maintaining the high levels of service that have long been at the heart of the organisation.
“These investments will help ensure AIS remains responsive
“To support this vision, AIS is investing in modern cloud-based technologies
to data will support clearer decision-making,
to build on the values that have underpinned
including Microsoft Azure and Microsoft
increase transparency and enable better
its success – partnership, innovation and a
Dynamics 365 Business Central SaaS.
collaboration across the membership
commitment to helping Members prosper,” Sci-
This will provide greater flexibility, improve
community,” Sci-Net explains. “These
Net concludes. “By combining the strength of
resilience and strengthen the technological
investments will help ensure AIS remains
its heritage with a forward-looking approach to
foundation to support continued growth. It
responsive to the changing needs of
technology, AIS is creating strong foundations
will also enable AIS to benefit from ongoing
independent retailers and suppliers.”
for sustainable growth and continued success
innovation, helping the organisation adapt as requirements evolve.”
The project is being delivered in collaboration
in the decades ahead.
with Sci-Net’s team of Microsoft Dynamics and
“AIS’ digital transformation shows how
Azure cloud specialists, ensuring technology
the right technology strategy can shape an
AIS has embarked on a large-scale project
investment supports the organisation’s long-
organisation’s future success. To explore how
to develop an updated Member portal, with
term strategic objectives. As AIS looks ahead
Sci-Net can help your business modernise
the aim of making information, resources
to its next chapter, the project represents a
systems, streamline processes and support
and support more accessible and easier to
significant investment in the future of both the
growth, visit our website.”
navigate for Members.
organisation and its Members.
Alongside improvements to core systems,
“Modern systems and improved access
“Fifty years after its launch, AIS continues
www.sci-net.co.uk
GOLDEN ANNIVERSARY
Est.1976
Supporting the next 50 years of Retail Success Proud to partner with AlS to deliver technology that drives growth, efficiency and innovation Sci-Net has helped home and furniture retailers, wholesalers & buying groups such as AIS transform the way they work through our award-winning ERP>Retail solution, built within Microsoft Dynamics 365 Business Central
Key Benefits Product and Stock Management Financial Management Warehouse Management Integrations Reporting Product Configuration Customer Service Whether you’re planning your next ERP project or looking to modernise legacy systems, our team understands the challenges faced by today’s retail businesses.
Talk to the retail ERP specialists: E: sales@sci-net.co.uk www.sci-net.co.uk
24
Building brands in partnership Disselkamp
AIS believes that suppliers are the backbone of the independent retail sector, and it works closely with a wide range of specialists to ensure its Members have access to exclusive, commercial and innovative new lines, all year round. One such supplier is Simon Kent, the UK agent for German furniture manufacturers Venjakob, Disselkamp and 3C Candy, and an AIS supplier since 2013 … Can you tell us a little about your work? I am the main UK agent for all three brands and have represented Venjakob in the UK for more than 20 years. I also represent Disselkamp and 3C Candy, giving us a portfolio of established German furniture manufacturers covering cabinet furniture, bedroom furniture and upholstery. I employ Simon Linney as our area sales manager. Simon is responsible for all three brands across the Midlands, Wales and the south of England, while I cover the north of England and Scotland. has its own identity and market position, but
We first became involved with AIS in 2013.
together they give us a broad offering across
At the time, we were looking to increase
different areas of the furniture market.
Simon Kent
How did you come to work with AIS?
our presence in the UK and, importantly, to develop relationships with some of the best
What does your association with AIS mean for
independent furniture retailers in the market.
your business?
AIS was a natural fit for us because of
AIS has helped us increase and accelerate our
the quality and breadth of its independent
presence in the UK market. More importantly,
retail membership. It provided an opportunity
it has helped us develop relationships with
to develop relationships with retailers who
independent retailers that have become long-
appreciate established brands and quality
term partnerships.
European furniture, while giving us a broader
For us, it is not simply about increasing the
platform from which to introduce our products.
number of retailers we work with. We want to
Over the years, that relationship has
work with retailers who understand the brands,
developed considerably. Although Venjakob
the products and the importance of presenting
In all, AIS is an important part of our
was the initial focus, we are now able to bring
them correctly. AIS gives us access to a strong
overall approach to the UK independent
our wider portfolio of Venjakob, Disselkamp
network of independent retailers who share
furniture market.
and 3C Candy to the relationship. Each brand
that approach.
“It has helped us develop relationships with independent retailers that have become long-term partnerships
own UK sales structure, which allows us to
that have been created?
maintain a strong regional presence and,
There are a number of AIS Members where
importantly, to build personal relationships
we have developed particularly strong and
with retailers rather than simply relying on a
successful partnerships, including Andersons,
central buying group relationship.
Arighi Bianchi, Gilles, Housing Units, Julian
The relationship is also supported by our
The CENPAC system is another very useful part of working with AIS. It simplifies the
Can you name any of the retail partnerships
Foye and Ponsford. What is particularly valuable is that these
invoicing process for all parties and makes
are not simply transactional relationships.
the administration between the retailer, buying
They have developed over time, with retailers
group and supplier much more straightforward.
investing in the brands, their displays and
25
Venjakob
“It is not simply about increasing the number of retailers we work with their product ranges. Each retailer is different, with its own customer base and retail proposition, so our approach is to understand what works for each individual business. Depending on the retailer, that might be Venjakob, Disselkamp, 3C Candy, or a combination of the brands. For us, that is one of the strengths of having a broader portfolio. We can offer retailers different products and price points while still representing manufacturers with a strong German manufacturing heritage and a longterm approach to product development. The relationships we’ve developed through AIS are a good example of what we were looking for when we first became involved in 2013 – access to some of the UK’s best independent furniture retailers and the opportunity to develop those relationships over the long term. What do you appreciate most about working with AIS? For me, it’s the combination of the quality of the retailer network and the relationships we’ve been able to develop over many years. Having represented Venjakob in the UK for more than 20 years, I have always believed that furniture is a long-term business. The strongest relationships are built over time, and that applies equally to manufacturers, agents and retailers. I appreciate that AIS understands the independent furniture sector and provides a platform where manufacturers and retailers can work together professionally. It gives then up to us to develop those individual relationships and make them successful. There are also practical benefits. The CENPAC system makes invoicing and administration considerably easier, while the communication and interaction with the AIS team is very valuable. Most importantly, AIS has helped us build and strengthen our presence in the UK independent furniture market across our three brands. For us, it’s the combination of the retailer network, the commercial support and the long-term relationships that makes the association so valuable. Simon can be reached at sikent@me.com
3C
us access to a significant network, but it is
26
Parting words Keen to share their perspectives, here are a few thoughts from members of the AIS community on their achievements to date, the 50th anniversary milestone, and what lies ahead …
“Reaching our 50th anniversary is a remarkable milestone,
“Working alongside Rachel Cooper has been an absolute
and gives us all an opportunity to reflect on the strength,
pleasure, highlighted by a truly successful recent show that
resilience and collaborative spirit that has shaped AIS
allowed us to reconnect with key partners and officially
over the past five decades.
relaunch the Sofitalia brand. The engagement and enthusiasm
“For me personally, this anniversary is a celebration of the people behind the success. I am incredibly proud of our team,
from everyone involved exceeded our expectations, creating a brilliant platform for the future.
whose dedication, expertise and hard work continue to drive
“This momentum is driven by a significant investment from
our business forward and deliver real value for our Members.
Incanto/Sofitalia to build robust, highly successful partnerships
Their passion for the furniture and home industry, combined
with AIS Members. We are deeply committed to nurturing
with their commitment to supporting our network,
these collaborative relationships, ensuring mutual growth and
is something I deeply value and appreciate.
delivering exceptional value every step of the way.”
“One of the most rewarding aspects of my role is the time I spend with our Members and suppliers. The relationships we have built across the industry are at the heart of everything
Chris Atkinson, UK and Ireland sales director, Sofitalia
we do, and it is a privilege to work alongside so many talented and entrepreneurial businesses. The 50th anniversary is not only a celebration of our history, but also of the partnerships, trust and shared ambitions that will help shape the future of the furniture and home sector.”
Emma Rackley, director of Furniture and Home, AIS
“Papaya Trading has been a proud AIS supplier since 2017, and the relationship has played an important part in our growth. “For us, AIS provides valuable access to a strong network of quality independent retailers, with many member relationships developing far beyond simply supplying product. Their feedback and collaboration on product development, range planning and service have helped us continually shape our offer around the needs of independents.
“Barbours is very proud to have been a part of AIS over the past 50 years, and look forward to celebrating the next 50.”
Tori Barbour, social media marketing, Barbours
“We also greatly value the support AIS gives its suppliers, alongside the shows and opportunities that bring Members and suppliers together. “Celebrating 50 years is an incredible milestone, and a testament to the strength of the AIS network. We’re proud to be part of it, and look forward to continuing the partnership for many years to come.”
Sarah Crombie, director, Papaya Trading
SINCE 1973
Proud to be an AIS supplier As an AIS supplier, Gallery offers Members a complete, design-led lifestyle solution backed by extensive UK stockholding and our own nationwide delivery network. Congratulations to AIS on 50 remarkable years. Discover more from Gallery
View our full collection online at www.gallerydirect.co.uk
50 Years of Independent Retail. And we’re just getting started. Thank you to our Members and Suppliers who have been part of our journey. We’re a commercial mutual, built for independent retail giving our Members the expertise and buying power through excluisve products, commercial deals and central payment solutions they need to stay one step ahead.
Be part of it. www.aistores.co.uk 0121 711 2200