Furniture News 405

#405 June 2023 www.furniturenews.net

ANYTHING, ANYWHERE

Explore the world of CGI with Chilli Pepper Designs

PERSONALISED PURCHASE How product configurators are evolving CGI MARKETING | NEW IN UPHOLSTERY OUTDOOR | BEDROOM | TRADE SERVICES

The impact of late payments This year’s Design Guild Mark recipients

3

Editor's Comment Paul Farley Editor-in-chief

01424 776101 paul@gearingmediagroup.com @FurnitureNewsED @Furniture News www.furniturenews.net

“However well trade shows perform, they never fail to prompt introspection It’s been a busy month for Furniture News, as we hit the road for this year’s spring show season. Bolstered by the presence of typically off-season events trying to find their post-pandemic tempo (both at home and overseas), it’s one of the most packed exhibition periods I can remember, and each event performed well despite a backdrop of somewhat depressed consumer spending.

Sam and I enjoyed this year’s INDX Beds & Bedroom and Minerva’s Spring Furniture & Bed Show, and, for me personally, it was a real pleasure to re-engage with Long Point after missing out on several editions (the blossoming Long Eaton showroom scene is definitely one to watch).

And there’s more to come. After imm cologne returns for a one-off spring special, the coming weeks will see INDX Furniture (p16) and Ireland’s IFHS (p18) set out their stalls, among others.

Trade shows are a great opportunity to come together and do business – in person, in volume, and in a professional setting. Yet however well they perform, they never fail to prompt introspection. Alongside the latest launches, mission statements and gossip, the topic invariably on exhibitors’ minds is the very nature of exhibitions themselves – footfall, costs, atmosphere, timing, location, etc.

They may create many opportunities, but exhibitions can be costly affairs, and like many marketing exercises, it can be difficult to work out the ROI (footfall might seem a better indicator of effectiveness than most, but even that can boil down to quality versus quantity).

Everyone has a notion of what would work best for their business and customers, but sadly there’s no perfect solution to suit all. From comprehensive marketplaces to intimate showroom affairs, I’ve seen every type of event thrive – and struggle. As well as countless success stories, I’ve seen the harm caused when the investment fails to deliver (and, conversely, the brand damage that going AWOL can create). And, given how much influence consumer spending habits can have on order taking, what seems the best course of action today may not be tomorrow.

What does the perfect trade show look like? Knowing what makes customers (existing and prospective) keen to attend is a great place to start … but that question will probably forever remain unanswered.

Whatever our personal preferences, most of us can agree that there’s little substitute for some faceto-face interaction – read more about the upcoming shows in this month’s issue, where you’ll also find features dedicated to outdoor furniture (p50), what’s new in upholstery (p40), and CGI marketing, with an in-depth discussion of the role product configurators play in online shopping, and some views from this month’s off-the-wall cover star (p32).

Other highlights include a look at this year’s crop of Design Guild Mark winners (p26), Jon Staker’s tips for businesses looking to cross the pond (p68), and a Q&A with the founders of Image Furnishings, which celebrates its 20th anniversary this year (p10).

May you do good business this summer – whatever the setting!

Paul Farley

Quote promo code FN06

Join BFM today and get a 10% discount on your first year’s premium

Joining BFM gives you access to a range of benefits, but you also become part of a community committed to promoting the industry.

We can help you with solutions, advice and practical support: Stay up-to-date with employment and commercial legal advice via our legal helpline and hub Stay safe with our health and safety advice and on-site visits Never over pay when you see our benchmarking and trade data Discount for the January Furniture Show and others Plus so much more!

Be part of the conversation with our: News bulletins, events and networking opportunities Be inspired with our FREE webinars tailored to furniture manufacturing Hear what goes on in our podcast, Industry Matters.

Find out more at

www.bfm.org.uk BFM is the voice of the furniture industry, providing representation and a range of services that meet the needs of its members and adds value to their brand.

@BritishFurnitureManufacturers @BFM_LTD British Furniture Manufacturers

Fly the flag for British Manufacturing

5

#405 June 2023 www.furniturenews.net

Contents

ANYTHING, ANYWHERE

Explore the world of CGI with Chilli Pepper Designs

10

PERSONALISED PURCHASE How product configurators are evolving CGI MARKETING | NEW IN UPHOLSTERY OUTDOOR | BEDROOM | TRADE SERVICES

7

NEWS

10

INSIGHT

10

Image Furnishings

12

Shankar

14

Getting personal

16

EVENTS

16

INDX Furniture

18

IFHS

20

VIFA ASEAN

22

Autumn Fair

22

Proposte

24

M.O.W.

26

PRODUCTS

26

Design Guild Mark 2023

32

CGI marketing

40

New in upholstery

50

Outdoor

56

Bedroom

60

Trade services

88

OPINION

68

US expansion

70

Late payments

73

Partner comment

74

Feedback

The impact of late payments This year’s Design Guild Mark recipients

FN405_Pages.indd 1

COVER FEATURE

22/05/2023 14:50

38 CHILLI PEPPER DESIGNS

EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul@gearingmediagroup.com Twitter @FurnitureNewsED SALES SALES AND MARKETING DIRECTOR (FURNITURE NEWS PORTFOLIO) Sam Horscroft 07764 650655 sam@gearingmediagroup.com Twitter @FurnitureNewsAD OVERSEAS AGENT Casey Loo (Asia) +65 973 00123 (WhatsApp) casey@apsmediagroup.com PRODUCTION PRODUCTION MANAGER James Ash james@gearingmediagroup.com

Mark and David Gannon Image Furnishings

14

John Conroy Novuna Finance

50

DIGITAL MANAGER Nyall McCurrach nyall@gearingmediagroup.com COPY ADMINISTRATOR Steve Merrick 01424 776108 production@gearingmediagroup.com ACCOUNTS ACCOUNTS/GENERAL MANAGER Wendy Williams 01424 817433 wendy@gearingmediagroup.com

Carole Nolan Gallery Direct

68

CHAIRMAN Nigel Gearing SUBSCRIPTIONS (UK-£65, Europe-£85, RoW-£95) subscriptions@gearingmediagroup.com REPRO, PRINT AND DISTRIBUTION Stephens & George GEARING MEDIA GROUP LTD 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2023

Jon Staker Vanquish Commerce Group GENERAL INFORMATION No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content.

The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof. Advertiser information is reproduced in good faith and Gearing Media Group accepts no responsibility in respect of adverts appearing in the magazine, and the magazines expressed do not necessarily reflect the publisher’s views.

The Publisher accepts no liability for any loss arising from an advertisement’s late or non-appearance.

VIETNAM ASEAN

INTERNATIONAL FURNITURE &

HOME ACCESSORIES FAIR

29.8 - 1.9

2023 SECC | HCMC, VIETNAM

save the date

NEWS 7

JYSK opened its 30th UK store last month, on Riverside Retail Park in Warrington. It is managed

by David Marshall-Smith

The Branded Furniture Company has agreed an extension to its furniture license with designer brand Orla Kiely

John Hancock MBE, a past president of the NBF with a 40-year career in the furniture industry behind him (including working with Englender, Buoyant and Sealy UK) has passed away.

John was also pivotal to the founding of The Sleep Council

New master installed at industry livery company Last month, Amanda Waring was installed as the 61st master of The Furniture Makers’ Company, succeeding Tony Attard OBE DL. The annual ceremony took place in the Old Ballroom at the Mansion House, the official residence of the Lord Mayor of London. Brian Ahern and Debbie Johnson were also installed as the new senior and junior warden of the company, respectively.

Amanda says: “History and traditions are an important part of the Furniture Makers, and I am proud to be master during the year we celebrate our 60th anniversary as a livery company of the City of London.

“As we look forward to the future of both the livery and the furnishing industry, I will be launching our ambitious ‘60 for 60’ campaign in June [read more on p62].”

Amanda studied furniture and product design, and went on to work as a designer for upholstery and contract furniture companies. In 2012, she requalified as a garden designer and set up her own business.

Amanda became a liveryman of the Furniture Makers in 1990 when her father was installed as master.

She has served in various roles, on its Guild Mark committees, as custodian of Furniture Makers’ Hall, and as a member of the court for 15 years.

The evening also saw Edward Tadros, long-time chairman of Ercol, awarded a Lifetime Achievement Award. He says: “Over 50 years in the business and the industry, you often wonder if you are doing the right things, so it is very rewarding and reassuring to be recognised by one’s peers.”

Mattress fraud costing industry £100m a year, says NBF MPT Group was sold in a prepack deal last month, after going into administration in April. A sale of the mattress machinery manufacturer’s business and assets was completed to MPT Group Mattress Machinery Ltd, with all jobs transferred under TUPE to the purchaser

Next’s full price sales were down -0.7% YoY in Q1 (to 29th April), moderately ahead of expectations (-2%). Total trading sales, including markdown and clearance, were up +1.2% YoY. Online sales were down -1.6% YoY, and in-store sales -0.6%

The National Bed Federation (NBF) has again raised the issue of mattress fraud, in which unsuspecting consumers are tricked into buying cheap mattresses that purport to be made with higher specifications.

Via a consumer PR campaign, the NBF is warning consumers to be wary of buying mattresses from ‘back of the van’ traders and certain marketplace platforms where the origins of the products offered and the identity of the manufacturer are often unknown. The federation estimates that around 280,000 consumers each year buy a mattress in this manner – a number which is only increasing as people try to cut spending.

The fraud is estimated to be costing the UK bed and mattress industry around £100m per annum. The NBF is warning that not only is buying a mattress in this way a false economy, but that they may actually be unhygienic, secondhand, or even unsafe.

The NBF’s Simon Williams says: “It’s basically part of the shadow economy – traders flogging cheap, and often unsafe or reclaimed, mattresses door to door for cash. We’ve been told of rogue traders touring the country targeting neighbourhoods with so-called ‘bargain mattresses’ at prices that claim to be a fraction of their normal price. The traders are very plausible, often saying that the mattresses are from cancelled orders, surplus stock, from shops that are closing down or from show homes – they are not.

“Unfortunately, our latest research backs up the anecdotal information we’ve received in recent months that this activity is on the rise as fraudsters look to prey on the most vulnerable in society who are struggling under the burden of rising costs. We’ve also heard from retailers and recycling centres that they’ve seen an increase in requests from traders wanting to take old, used mattresses off them.”

Gallery Direct acquires wall decor specialist MattressNextDay has partnered with Simba, to offer its customers a range of the brand’s mattresses and products

Forte has partnered with Swedish components innovator Välinge to use the latter’s new Threespine ID click furniture technology, which it says offers “a radically different way to assemble and disassemble furniture”

READ MORE ONLINE AT WWW.FURNITURENEWS.NET

Gallery Direct has acquired Art Marketing. With its development strategy of organic expansion and acquisition of selected brands, Gallery has fast become a complete home and outdoor supplier to retail and contract customers. Art Marketing joining the Gallery group is set to further strengthen the business, bringing deeper expertise to its wall decor category and an opportunity to widen Gallery’s art offering through the skills of the former’s in-house artists and designers.

Peter Delaney, Gallery’s sales and product director, comments: “We have long admired the Art Marketing business and its ability to produce on-trend artwork, clocks and photo frames, fashioned by talented artists and graphic designers under the guidance of founders Nigel and Anthony Waller. They have created an outstanding business, trading for over 40 years. The quality and depth of their range is industry

leading, being the stand-out brand within the wall decor sector.”

Nigel Waller, MD of Art Marketing, is remaining within the Gallery business, and will take a new role as category director for wall decor. He says: “It is an exciting time, and joining a larger, design-led business will have benefits to our team and customers. Working with our new colleagues, I want to broaden Gallery’s category offer with fresh, new, innovative collections of wall art, clocks, photo frames and decorative mirrors.”

Former MD Peter Delaney has taken take on the new role of sales and product director to “focus on bringing products to the market and driving the sales and marketing functions further within the business”.

Michael Last, CEO of the Gallery group, will oversee finance, customer service, people and operations, becoming MD of Gallery Direct.

8 NEWS

Heal’s reopens extended flagship Following the extensive redevelopment of its Grade II listed building on Tottenham Court Road, Heal’s officially reopened its flagship store in late April, with a design that pays homage to its centuries-long standing there.

After more than 40 years, the Heal’s showroom on the ground floor once again extends into the Fitzroy Robinson extension, offering a new facade running from Alfred Mews round to Torrington Place that doubles the shop frontage from 50m to 100m.

The redevelopment brings the showroom to over 49,000ft2 across just two floors, and has created “an innovative shopping experience for a modern audience”, says Heal’s.

Combining original architectural elements with modern design influences, the new space offers interior products alongside Heal’s range of furniture, lighting and home accessories. New brands present include GUBI, Carpe Diem Beds, Zanotta and Hay. The retailer has also announced a long-term partnership with creative learning platform, Create Academy.

Furniture sector outlook optimistic, says BFM Orders and output are on the rise and the costs of materials are falling, prompting a positive perspective, according to the British Furniture Manufacturers (BFM). In its latest survey, the association found that the number of respondents that were more optimistic about the general trading environment compared to the previous six months had risen by +23%. The same percentage also reported that trade was better YoY..

A key theme to emerge is an easing of material price increases. In October 2022, 86% of respondents reported raw material rises, while in April 2023, rises were reported by only 15%. Rising overheads and labour costs had prompted 69% of respondents to increase product prices in the last six months, with the most common increase being +5%. No redundancies were reported in the past six months,

with none anticipated for the coming six. And while pressures from skill shortages have improved, with 46% having no issues to report compared to 23% six months ago, 54% still reported moderate-to-severe problems in recruiting skilled labour.

BFM chairman Nick Garratt says: “Six months ago, the furniture industry was braced for a difficult winter.

Optimism surrounding the general business situation had plummeted to -64%, with one in five respondents to the October survey reporting that they were either making a loss or breaking even. With spring has come new optimism thanks to stabilising material prices, a rise in order intake and a +31% leap in output. More respondents have reported falling profit margins (15%), but this is the lowest figure for two years, and 38% expect cash flow to improve over the next half.”

New look and features set to enliven JFS Show organiser Clarion has announced a brand refresh, new features and an updated layout for the 33rd January Furniture Show (JFS), taking place from 21st-24th January 2024 at the NEC, Birmingham.

While the event undergoes a revamp, 74% of the exhibitors have already committed to return.

Confirmed participants include Birlea, GFA, La-Z-Boy, Global Home, Softnord, Celebrity, Wiemann, Rauch, VIDA Living, At The Helm, Alpha Designs, Baker Furniture, Bontempi, Forte, Incanto, Pacific Lifestyle, Mindy Brownes, Premier Housewares, Scatterbox, Tetrad, Westbridge and Whitemeadow.

The new branding “represents the lifestyle and interior design aesthetic that the show’s community of retail buyer attendees and their design-savvy consumers aspire to”, states Clarion Retail’s portfolio director, Zoe Bonser, describing it as “combining a mix of current interior design styles that will position JFS as being at the forefront of modern furniture and interior design”.

New features further demonstrate a renewed focus on design trends and a commitment to enhancing the visitor and exhibitor experience.

A programme of social events will take place over

the four-day event to facilitate business discussions and networking opportunities, with the JFS Social billed as the main event. A daily ‘happy hour’ at the end of each day, it will provide further networking opportunities, while a new champagne bar will offer an opulent setting for meetings.

Zoe says: “The social element of trade shows cannot be understated, and based on feedback from our exhibitor community, it’s where many of the important show conversations happen, whether in a business- or relationship-building context. So, we’ve designed a comprehensive programme of social events to make sure exhibitors make these valuable connections and have more meaningful interactions at the show.”

Building on the trends installation feature that debuted at this year’s show, an enhanced feature will showcase design innovations from the show’s cutting-edge brands, while a reimagined show layout promises to optimise the visitor journey, replacing the original layout of three sector zones with four areas: premium design; cabinet; upholstery; and interiors and accessories, with this fourth zone rebranded as the Home Interiors Show.

The British Furniture Manufacturers (BFM) has appointed a new MD, Phil Spademan (ex-Ercol, Nielsen Design, Siren Furniture), replacing Sean Holt

Jessica Alexander, outgoing executive director of the NBF, has raised over £1600 for The Furniture Makers’ Company by hiking the 20-mile Harrogate Ringway

Wayfair has reported its financial results for its Q1 (ended 31st March, 2023). It saw net revenue fall by -7.3% YoY to $2.8b – of that, international net revenue was down -24% YoY, at $359m. Wayfair made a gross profit of $821m (29.6% of its total net revenue), yet ultimately made a net loss of $355m (non-GAAP adjusted EBITDA was down -$14m)

Mattress Online has formed a “wellness partnership” with Sheffield-based cancer support charity Cavendish Cancer Care

Forte has appointed Maria Florczuk as president. She will take over leadership of the company from her father in September

RAMR, the Register of Approved Mattress Recyclers, has launched with an initial three members.

Its steering group comprises trade associations the Textile Recycling Association (TRA) and the NBF, plus mattress recyclers, manufacturers, retailers, waste management firms and local authority representatives

ScS has entered a partnership with housing and homelessness charity Shelter, and is donating £25,000 to support its services

READ MORE ONLINE AT WWW.FURNITURENEWS.NET

BRAND NEW COLLECTION

LYDFORD

NOW IN STOCK IN THE UK To request more information or a visit with the show van, please get in touch at enquiries@devonshireliving.co.uk

10 INSIGHT

Image to celebrate 20th anniversary at IFHS This year, Ireland’s Image Furnishings is celebrating 20 years of delivering “a new level of wholesale” to its customers.

Furniture News caught up with the supplier’s director/founders Mark and David Gannon to find out more …

Mark and David Gannon

“This milestone is an opportunity for us to reflect on and celebrate all that we’ve achieved over the years

How are you planning to celebrate?

We’re looking forward to marking this milestone with our customers at the Irish Furniture & Homewares Show (IFHS) this July (2nd-4th), where we’ll hosting our main celebrations at the Image Furnishings stand, for both customers and staff to enjoy!

This milestone is an opportunity for us to reflect on and celebrate all we’ve achieved over the years.

When we started this business 20 years ago, we could never have imagined where it would take us.

Image Furnishings started as a family-run furniture business. Having previous experience of travelling to Asia visiting factories, we started importing our own products in 2003. We began as business partners, with David looking after the logistics and Mark handling the sales. This allowed us to create key relationships with customers, which became the foundations of today’s business. In 2007, we began to expand, and built our first warehouse and office.

The business started out in small premises just up the road from where our warehouse is now, in The Walk, Roscommon. As we value being a family business, we take pride in the fact that some of our employees have been with us since we started, and most of our team have been with us for many years.

We’re proud to be contributing to our local community, and always looking to grow our team.

What was the most significant development in the company’s history?

In 2010 we consolidated our manufacturing in China.

This was a key change in how we did business, as we saw how important it was to manage the supply chain at every link, from the material suppliers to the end user.

We hired our own QC staff and became more involved in product development. This also led us to opening an office in China, with logistics and officebased staff. We are fortunate to have a great team in China, who consistently ensure that all aspects of the products we produce maintain our high standards. We have maintained our relationships with our partners, which has allowed us to build bigger and better relationships with customers and production partners.

Can you outline your current product offer?

We offer our customers high-quality, on-trend upholstery products across a number of categories, including motion and static sofas, occasional chairs, sofabeds and children’s furniture. Tailoring our designs to match current market trends is an ongoing process, in order for us to produce commercial, high-value sellers. We’ve seen a keen interest in designs with electronic and technology components, which is something that we’ll be focusing on this year.

Are there any additional services/offers that will also be bolstered this year?

Image Furnishings has grown and evolved so much over the years, and we are delighted to have completed our new distribution centre this year, which will help us provide a better service to our customers. We also have plans to commence building a new HQ, which will be completed in early 2024, and will include a showroom where we’ll be able to showcase our products for our customers.

As we celebrate 20 years in business and how far we’ve come, we plan to continue to shape our business so that our future operations will continue to have a positive impact on our stakeholders (customers, suppliers and employees), as well as the environment, while fostering a strong social impact on society. Our goal is to sustain a culture where everyone we do business with feels empowered.

The installation of our new solar panel system on our distribution centre is the first step to reducing our carbon footprint. With these solar panels we’re now able to generate our own electricity and contribute to a cleaner, more sustainable future.

As part of our eco-packaging initiative, Image Furnishings are now using FSC-certified carton boxes, which ensures all of the materials used are sourced from sustainably managed forests for our packaging.

We are now using only GRS-certified recycled plastic, which will reduce our use of virgin plastic in our packaging by approximately -90% How have you seen trends evolve over the decades, and how have you responded?

We’ve been very agile with meeting market needs. We made the move from offering a high-priced premium leather fabric to contemporary-style, on-trend fabrics which were more affordable to our customers. As we deal with fabric mills directly, we can always ensure these fabrics are of the highest standard.

What role does the business play in the IFHS? Since Mark established the IFHS in 2013, we’ve always supported the show by providing resources to help it become its own entity. We strive to support the furniture industry in any way we can, so it is great to see the IFHS now taking on a life of its own. www.imagefurnishings.com

“Indulge in unparalleled comfort and sophistication with our luxury beds”

P E R F E C T I O N I S A J O U R N E Y. At H Living, we’re always finding new ways to make better beds – so your customers can indulge in the finest possible luxury.

01484 531000

www.hyderliving.com

enquiries@hyderint.com

12 INSIGHT

Shankar targets growth with latest hire Wolverhampton-based furniture wholesaler Shankar has introduced a raft of new models, and has appointed Paul Bell as its national sales manager to help deliver further growth …

Paul Bell

“Although our company is growing rapidly, our aim is to never lose that personal touch

With over 35 years of experience in the furniture industry, Paul brings a wealth of knowledge and expertise to the supplier, says Shankar’s CEO, David Main: “We are delighted to welcome Paul Bell to our family. With his wealth of knowledge and experience in the industry, we are confident that he will be a great asset as we continue to grow.

“We would also like to thank Andy Terry, who left us on the 26th May, for all his attention, achievements, support and development. We wish him the very best and thank him for everything he has done.”

Paul’s remit is to help broaden Shankar’s furniture category with fresh, innovative collections.

Over the years, Shankar has become known for offering an customer-oriented wholesale service.

Operating from a combined office, showroom and warehouse in the West Midlands, Shankar’s team works hard to ensure that it is on top of the latest trends in design, fabric colours and textures, to bring innovative, on-trend products to the market.

“Although our company is growing rapidly, we are still a family-run business, and our aim is to never lose that personal touch,” says David. “We pride ourselves on being an efficient company, employing quality,

hands-on personnel, and offering great products, together with great customer service and support.

“We also offer competitive DHD straight to the endcustomer. Due to our large UK stockholding, we can provide ‘store to door’ in 24 hours.”

This year, the supplier is introducing a new collection that it says “combines innovative, inspiring designs that will meet current market challenges”, comprising dining chairs, bar stools, benches, casual chairs, dining tables and occasional furniture.

Shankar displayed a selection of its new models, alongside existing bestsellers, at the Spring Furniture & Bed Show in Stoneleigh last month, and enjoyed a good response from visiting retailers. Paul says he is now looking forward to taking the business to the next level, with the help of these models and others in the pipeline. He adds that the business has aso recruited sales agent Stuart McDonnell to cover the South East.

Shankar can be reached by calling 01902 399764 or via email at sales@shankar.uk.com. www.shankar.uk.com

Special dining sets offer exclusive from

grey

AVESTA

£299

1m DINING SET WITH 4 LINDEN CHAIRS www.shankar.uk.com

01902 399764

sales@shankar.uk.com

white

14 INSIGHT

GETTING PERSONAL

John Conroy With a background in fabrics and upholstery behind him, John Conroy is now strategic relationship manager at Novuna Finance – and, in his spare time, the North East chairman of The Furniture Makers’ Company.

How might a child describe what you do?

I lend people money.

What’s the biggest long-term challenge you face?

Interest rates rising and SONIA and SWAP rate instability. It makes it very difficult for businesses to forecast their subsidies beyond a few months.

If you had 10 x your working budget, what would you spend it on?

While I personally don’t have a budget, if I was a retailer, I would spend it on stock. I still believe stock is king.

Despite the supply chain challenges of recent times, there is an onus on in-store and online retailers to provide a fast and seamless customer journey, including an efficient delivery service – if an item is out of stock, the customer will order elsewhere.

Ecommerce has brough instant gratification in all aspects of life, so why should furniture be any different?

What does ‘work/life balance’ mean to you?

As long as I can tuck my kids in most nights and see over 90% of Newcastle’s home matches each season, I am happy to work whatever other hours there are in a day.

Who’s been your most influential professional mentor?

My dad, Michael Conroy. I don’t think I would have ever found my way into furniture without him, which has led me down the path I have now taken.

What advice would you give your younger self?

“It will all work out in the end” is now my mantra. No matter how bad things have got, they always end up with a new opportunity or a new adventure. I have learned from the bad, but have also learned not to be disheartened by it.

What’s been your best day in business to date?

Receiving the Freedom of the City of London and becoming a liveryman in The Furniture Makers’ Company on the same day in March this year – one of the best days I’ve had, steeped in 1000 years of tradition.

What’s the biggest myth about our industry?

‘British made’ always frustrates me. It usually has fabrics from China and components from all over the Far East. I think we should celebrate British manufacturing, but I also feel we should be selling the benefits of the international trade routes that we have established to get the best products at the best prices.

What should everyone in our industry either stop or start doing?

Every company should start going green. There is no downside to it. Going green gives the company some good publicity, attracts extra demographics, and can do some good for the environment.

Offer products with recycled fabrics or environmentally friendly FR coatings. Very few customers would be put off by these, but many customers, especially younger demographics, will specifically select products due to their sustainability.

Where do you see the industry going in the next 5-10 years?

I think we will see far more technology being brought into sofas, and I see the imports shifting to India on a big scale. I also think we will see retailers offering same-day delivery on certain models as well. www.novuna.co.uk

“I have learned from the bad, but have also learned not to be disheartened by it

SLEEP

Limelight Beds have been LIMELIGHT BEDS BROCHURE 2023working hard once again to ensure we support both bricks & mortar and online retailers throughout 2023 and beyond.

For SS23 we have launched NEW products, with one being a Fabric Bedframe available in three colours, manufactured using a 100% recycled low carbon environmentally friendly fabric. New Oak bedframes and a Sofa bed available in three colours.

IN

STYLE.QUALITY.BLISS

Also existing popular bedframes have been revamped with up to date colours and fabrics.

CALLISTO

RHEA

ROSA

NERO

SLEEP

LIMELIGHT BEDS

BROCHURE

KENJI

POLARIS

ASTRID

2023

IN

ITY.BLISS STYLE.QUAL

For the New 2023 Brochure call Sales on 01455 850150 or email info@limelightbeds.co.uk See New Range @

www.limelightbeds.co.uk

01455 850150 info@limelightbeds.co.uk

www.limelightbeds.co.uk Limelight Beds Ltd, Orbital House, Arthur Street, Barwell, Leicester LE9 8GZ

16 EVENTS

INDX Furniture returns for the follow-up

“Every show we deliver takes immense planning and industry collaboration

Organised by Associated Independent Stores (AIS), the UK’s leading buying and services group for fashion, home, and leisure, the show’s first day is reserved exclusively for AIS members, with general trade visitors welcome to attend on the subsequent two days.

“Curated by buyers, for buyers”, and known for its friendly, business-focused format and key orderwriting environment, INDX Furniture is free to attend, and online visitor registration is now open.

Emma Rackley, director of furniture and home at AIS is confident that the June edition will build on the accomplishments of the previous show: “Every show we deliver takes immense planning and industry collaboration, and we are extremely grateful for the support we continue to receive from suppliers and retailers.

“Our January 2023 event was a triumph. Our exhibitors wrote record business, and not only did we see an increase in visitor footfall, but we also welcomed a host of retailers and buyers we hadn’t seen before. In line with market trends, we focused on offering newness and an innovation-led product showcase, and we brought on board new suppliers to strengthen and enhance our existing mix.

Actona

Following a buoyant January show which welcomed record visitor attendance, INDX Furniture is preparing to return to its West Midlands venue, Cranmore Park, for its summer edition from 20th-22nd June …

“This strategy is something the team and I will develop and run with to ensure the ongoing success of the show, and we are looking forward to an exciting June 2023 proposition.”

To find out more about INDX Furniture and the INDX portfolio of shows, and to sign up to hear the latest from the event/s, visit the INDX website. For the latest news and updates, follow @INDXHome on social media. https://www.indxshows.co.uk/indx-home/ furniture/furniture

Curated by buyers for buyers

Visit or Exhibit

20-22 JUNE 2023* Scan and secure your place Tuesday 20 June 2023* 08:30 - 18:30 Wednesday 21 June 2023 08:30 - 17:00 Thursday 22 June 2023 08:30 - 16:00 *

20 JUNE OPEN TO AIS MEMBERS ONLY

Brought to you by

18 EVENTS

Ireland’s essential furniture showcase The IFHS, which returns to Dublin’s National Indoor Arena from 2nd-4th July, is Ireland’s premier furniture and homewares trade show, and gives businesses from Ireland and the UK the opportunity to trade in a relaxed environment …

“This is the ideal event for everyone wishing to see new products, discover innovative ideas and avail of exclusive deals

Hosted in a new location, the National Indoor Arena in Blanchardstown, Dublin, the IFHS says it is taking how the furniture industry does business in Ireland “to the next level”, adding: “This is the ideal event for everyone in the industry wishing to see new products, discover innovative ideas and avail of exclusive deals and discounts from the companies on show – all under one roof!”

The IFHS offers a representative selection of the wide variety of furniture and homewares available in Ireland. With the show being the only one of its kind in the country, it is attended by the lion’s share of its top furniture suppliers and businesses, and will once again host the event’s Furniture and Home Awards, offering exhibitors and visitors further opportunity to connect in a relaxed environment.

“Established in 2016 to celebrate and recognise the enormous efforts made by exhibitors in our industry, the awards give them the opportunity to gain industry recognition – for those presenting the best in innovation, the biggest trends and freshest styles at the IFHS, there is a range of awards to be won, alongside two Retailer’s Choice Awards (Best Wholesale Supplier and Best Sales Rep),” states the show’s organiser.

“The sales reps are the face of our industry, the people on the ground, and they can be the difference between success and failure. This award celebrates and acknowledges the hard work and drive of these people, working rain or shine each day, building relationships with customers and propelling companies onward and upward.

“The Retailer’s Choice Awards are voted for by retailers attending the show during the registration process, and will be announced at the event.” Visit the IFHS website to find out more about last year’s winners.

At its heart, IFHS brings together major suppliers of upholstery, dining, bedding, cabinet and accessories, giving buyers an opportunity to effectively plan for the year ahead – and to see the upcoming trends.

Exhibiting at the show gives suppliers access to a large number of customers under one roof. “The remaining spaces are filling up fast, but if you want to showcase your furniture or homeware products to over 1000 Irish trade buyer attendees this summer, contact event manager Aisling on 00353 8385 76794, or email aisling@ifhs-tradeshow.ie,” concludes the organiser. www.ifhs-tradeshow.ie

REGISTRATION IS NOW OPEN FOR ATTENDEES!

Ireland’s largest trade only furniture and homewares show 2nd - 4th July 2023 The National Indoor Arena, Blanchardstown, Dublin

To secure your exhibition space today contact event manager Aisling on 00353 838576794 or email aisling@ifhs-tradeshow.ie To find out more visit www.ifhs-tradeshow.com

20 EVENTS

Discover South-east Asia’s finest Following the success of VIFA Expo in March, the Vietnam ASEAN International Furniture & Home Accessories Fair - VIFA ASEAN 2023 will take place from 29th August to 1st September at the Saigon Exhibition and Convention Centre (SECC), and promises to be a reliable, high-quality meeting point for global manufacturers and buyers in the region …

“The ASEAN region is increasingly participating in the global supply chain

The global economy is undergoing a period of repositioning, and the trend of shifting production to countries with geographical, social and political advantages is becoming stronger, states the organiser of VIFA ASEAN, Lien Minh Co: “Countries in the ASEAN region fully bring together all those factors.

“Moreover, with many free trade agreements in place, the area is increasingly participating in the

global supply chain, and gradually becoming a centre for manufacturing and supply.”

Vietnam has become the region’s largest furniture exporter, and an increasingly attractive destination for international furniture buyers. Following the success of VIFA Expo in March, Lien Minh Co hopes VIFA ASEAN 2023 will further enhance Vietnam’s position as a global hub for the furniture trade.

21 With the theme, ‘Gathering all the best South-east Asian furniture’, the event is expected to feature more than 1400 stands from over 350 companies, across a total fair area of more than 20,000m2. The show will feature national pavilions from South-east Asian countries including Malaysia, Indonesia, Singapore and the Philippines, providing multiple opportunities for buyers to explore these countries’ unique products and designs.

A wide assortment of items will be on display, ranging from indoor and outdoor wooden furniture such as sofas, tables, chairs, beds, cabinets, shelves and kitchenware, to decorative items including paintings, vases, table lamps, blankets, bedsheets, pillows, mattresses and curtains. There will also be gifts and other products – many of which will be made from sustainable, eco-friendly and recycled materials – as well as modern and traditional handicraft products such as lacquerware, bamboo and rattan weaving, and ceramic items with distinctive cultural features from Vietnam and other South-east Asian countries.

VIFA ASEAN 2023 will be part of a chain of furniture exhibitions taking place in Asia during the August/September international buying season. The circuit also includes KOFURN (South Korea), IFFINA (Indonesia) and CIFF Shanghai and Furniture China (China).

“VIFA ASEAN 2023 is expected to be an appealing proposition,” concludes Lien Minh Co, “enticing thousands of international buyers and bringing numerous benefits to the participants. It aims to serve as a bridge for furniture products from South-east Asia to reach the global market, with the motto, ‘One show, one place to go global’.” www.vifaasean.com

“VIFA ASEAN aims to serve as a bridge for furniture products from South-east Asia to reach the global market

22 EVENTS

AUTUMN FAIR

www.autumnfair.com

With an exclusive edit of sought-after furniture and interior accessories brands, and the launch of “game-changing” programme Connect, many retailers are banking on Autumn Fair for sourcing next season’s bestsellers.

Furniture News has received a sneak peek at what visitors can expect to see at the UK’s onestop shop for wholesale home, gift and fashion, which will take place at the Birmingham NEC from 3rd-6th September. In the Home segment, living and decor buyers will discover on-trend decorative interiors, textiles, accessories and furniture, while The Summerhouse promises hand-picked and curated interior accessories and gifts.

Hill Interiors, McGowan & Rutherford, London Ornaments, Walton & Co, Malini, Wild Java, Ancient Mariner Furniture, Blooms by Samuel Baker, Richard Cooper Bronze, Malini, Sompex, Deluxe HomeArt, Febland Group, Besp-Oak Furniture, Final Touches, Edge Company, Katrina Hampton by Ambassador Textiles, Teal International/Satchville Gift Company, Dutch Imports, Daughters are among the brands presenting their new ranges and next bestsellers at this year’s show.

Autumn Fair will also see the introduction of retail’s largest meetings programme to date, Connect @ Autumn Fair. Offering a

new way to shop the show, Connect will help buyers find the right brands, while enabling the show’s exhibitors to create leads, orders and opportunities in an efficient manner – by fuelling thousands of pre-arranged meetings and networking opportunities before the show even opens. The new programme is free for buyers to use, and there is no minimum meeting requirement.

Also worth a look are the New Products Showcase, where a curated edit of next season’s must-haves will be presented, and the gift and fashion destinations, where buyers may spot lucrative cross-buying opportunities.

Four start-ups in the Ala Cernobbio proved popular, while other interesting proposals were showcased in the Ala Lario. At the end of the show’s second day, Proposte celebrated its 30th edition with a light dinner and music in Villa Antica. In a speech addressed to the attendees, show president Alessandro Tessuto reiterated

the concept that the success of the event, which, in 30 years, has become the point of reference in the world of furnishing textiles, can be chiefly attributed to the participation of those who have continued to support and believe in it.

The show’s marketplace remains accessible online at fierasmart365.propostefair.it.

PROPOSTE

www.propostefair.it

The 30th edition of Proposte, which concluded on 20th April, saw growing visitors numbers and exhibitor satisfaction, states the show’s organiser: “Visitor attendance was very high, especially on the first day of the event, with operators visiting Villa Erba to discover excellence in furnishing fabrics, curtains, trimmings and wallcoverings.”

The show, which was supported by the Italian Ministry of Foreign Affairs and International Cooperation, and Italian trade agency ICE, invited operators and journalists from China, India, Korea, Slovenia, Tunisia, the US, Japan and New Zealand, to promote trade relations between Italy and further afield, while the overall visitor count proved positive, says show director Massimo Mosiello: “There were +23% more foreign visitors compared to the 2022 edition. More came from the US ( + 26%), the UK (+ 33%), France (+12%) and Germany (+13%). The performance of China was also positive.”

24 EVENTS

ADVERTORIAL

Make a date with M.O.W. Europe’s biggest autumn furniture fair is the M.O.W. in Bad Salzuflen, Germany, which will take place from 17th-21st September this year – and will see some 500 exhibitors from more than 40 nations occupy around 85,000m2 of exhibition space in 15 halls of the Messezentrum Bad Salzuflen …

Date: 17th-21st September 2023 Exhibitors: Around 500 companies from over 40 nations, from big players to newcomers and niche suppliers Venue: 85,000m2 exhibition space in the Bad Salzuflen exhibition centre Range: All product groups, in price ranges from entry-level to uppermiddle Focus: Upholstery, bedroom, self-service, young living and solid wood furniture Visitors: Top decision-makers from over 60 nations, across all sales channels (the show is particularly popular with online buyers) Free services: Admission for trade visitors, shuttle buses between the halls, central car park, catering in the trade fair restaurants, WLAN Nearby airports: Paderborn, Hannover, Dortmund ICE train station: Bielefeld

The M.O.W. has been held continuously each year since 1984, offering the entire supply chain product ideas and innovations, and a forum in which to share market knowledge, in person and online.

Focused on satisfying the needs of the European consumer, the exhibition is rooted in a broad international product offer, covering everything from living, dining, bedroom and occasional lines to furniture for the hallway, bathroom, office and specialist areas, with prices ranging from entry-level to upper-middle, in a variety of styles and designs.

The M.O.W. is also a go-to for discount, selfassembly and ecommerce ranges, and other solutions designed for younger consumers. “At no other trade fair are businesses with attractively priced assortments, promotional and special offers for all living areas so much in focus,” says the show’s organiser. “With its wide range of RTA/flat-packed goods, the M.O.W. has for years been Europe’s premier platform for online sellers – both mutichannel and pureplay – and marketplaces.”

Order placing and networking are at the heart of this centrally located business event – its hospitable atmosphere and personal services are appreciated by visitors and exhibitors alike. The show’s regular exhibitors include key European players, specialists, niche suppliers and newcomers, and more than 90% of them exhibit exclusively in Germany at the M.O.W..

The visitor base, meanwhile, comprises decisionmakers from more than 60 nations, and includes buying groups, multiples, independents, specialist retailers, design studios, discount outlets, mail-order companies, online retailers and more.

This year, companies such as Altoni, Blonski, Breckle Northeim, Dan Form, DC, De Eekhorn, Demeyere, Done, Ekornes/Stressless, Euro Comfort/ Lück (Ewald Schillig/Badenia), FMD, Gautier/Gami, Hammel, Idea, Ipek, Javabel, Kuka, Matis, Maxfurn, Mayer, Mebus, Media Craft, Mozzi, Parisot, PBJ,

Phönix, Roba, SCIAE, Sefes, Senza, Shape, Superb, TAF, Taparo, Tvilum, Vasagle and Weber/Webed are among the new exhibitors complementing M.O.W.’s existing base.

The show’s modern venue can be reached internationally via nearby airports and rail. With a direct connection to the motorway network, it is part of leading European furniture cluster, Ostwestfalen-Lippe – the M.O.W. regularly takes place in partnership with East Westphalia’s Kitchen and Furniture Mile.

M.O.W. director Bernd Schäfermeier and his team invites furniture professionals to attend this year’s event, stating: “We are looking forward to your visit!

Welcome to the M.O.W. in Bad Salzuflen.” www.mow.de

26 PRODUCTS

Celebrating excellence in British design Innovation of materials and creativity remain at the forefront of British design, as 30 submissions from three categories are awarded the Design Guild Mark in 2023 …

“Meeting the applicants, hearing their design journey, and witnessing the friendly but insightful and probing questions of the judges, is an enjoyable design masterclass

The Design Guild Mark is awarded by The Furniture Makers’ Company, in order to drive excellence and raise the profile of British industrial design. The mark is unique in that the programme is not a competition with a ranking of entries and a winner – instead, the award is given to all designs that demonstrate to the jury that they represent the highest standards of originality and innovation in industrial design.

The Design Guild Mark is awarded across three categories – furniture, interior design elements, and lighting design – and is open to designers working in Britain, or British designers working abroad, and entries for all categories can be for designs intended for domestic, office, hospitality, educational or corporate use, and for both interior and exterior environments.

Each distinct category has its own jury of design experts who assess the submissions against a series of criteria. Does the design demonstrate new and original thinking and problem solving? Is the design fit for purpose? Does it incorporate innovative manufacturing materials and processes? Does the design develop a brand’s position? Does the design demonstrate a commitment to sustainable consumerism?

Chaired by Rodney McMahon, this year’s judging panel were: Joanna Biggs, hospitality interior design consultant at Sherliker Biggs; Sarah Bryan, associate partner at ID:SR, Sheppard Robson’s interior design group; Sheridan Coakley, founder of SCP; Elliott Koehler, creative director at JPA Design; Tom Pearce, co-

founder of Farrah & Pearce; Terence Woodgate, industrial designer at Studio Woodgate; Daniel Hopwood, director at Studio Hopwood; Clare Johnston, emeritus professor at the Royal College of Art and textile designer for fashion and interiors at Royal College of Art; Natasha Marshall, designer and founder of Natasha Marshall; Corinne Pringle, director at tp bennett; Emma Sewell, textile designer at Wallace Sewell; Peter Thwaites, design director at Rapture and Wright; Simon Alderson, co-founder of twentytwentyone; Simon Terry, owner and joint MD at Anglepoise; John Tree, designer at Jasper Morrison; and Sebastian Wrong, design director at Established & Sons.

The winning designers – some newcomers, as well as previous holders – were celebrated at an awards ceremony last month. In addition to honouring the winners, the ceremony included the announcement of the winners of the Jonathan Hindle Prize, an additional award selected by the judges and presented to the most outstanding of the year’s Design Guild Markawarded pieces. Each recipient received a trophy and cash prize.

Rodney McMahon, chairman of the Design Guild Mark, comments: “Meeting the applicants, hearing their design journey, and witnessing the friendly but insightful and probing questions of the judges, is an enjoyable design masterclass. Designers should apply for the Design Guild Mark just for the experience of meeting the judges.” www.furnituremakers.org.uk

Omada (DGM 293)

Edge Free (DGM 292)

Metro (DGM 289)

Bilbao (DGM 290)

27

Bastille (DGM 298)

Interior design elements The Brutalist Collection (DGM 284), designed by Claire Canning and Lindsey Hesketh for Granite + Smoke; and Main Line Twist (DGM 285), by Hayley Barrett and Jane Marks-Yewdall for Camira

Metis (DGM 294) Plum (DGM 299)

Lighting Oslin Collection (DGM 286), designed

by David Irwin for Luum; the Muse Solid Brass (DGM 287), by Tala for Tala; and Solid Rechargeable Light (DGM 288), by Terence Woodgate for Case Furniture Furniture Metro (DGM 289), designed by Alex Blondek and Rodney Kinsman for OMK Design; Bilbao (DGM 290), by Tim Rundle for Morgan Furniture; Utility Shelf (DGM 291), by Rachael Heritage for WOUD; Edge Free (DGM 292), by Luke Pearson and Tom Lloyd for Modus Furniture; Omada (DGM 293), by Mark Gabbertas for Gloster; Metis (DGM 294), by Gabbertas Studio for TrabA; Jump (DGM 295), by Gabbertas Studio for TrabA;

Hideaway Wall Desk (DGM 300)

GEMLA OPEN (DGM 296) Hideaway Swing Desk (DGM 301)

Ooty (DGM 297)

Iris Lounge Chair (DGM 307), by Huw Evans for The Conran Shop; Mag Table Collection (DGM 308), by Daniel Schofield for The Conran Shop; AD11 Lounge Chair (DGM 309), by Huw Evans and Campbell Thompson for The Conran Shop; Cross Task Chair (DGM 310), designed by Pearson Lloyd for TAKT; MarlowTable (DGM 311), by Matthew Hilton for Case Furniture; and Slot Shelving (DGM 312), by Terence Woodgate for Case Furniture

Jump (DGM 295)

GEMLA OPEN (DGM 296), by Samuel Wilkinson for GEMLA; Ooty (DGM 297), by Jack Smith and Gemma Matthias for Allermuir; Bastille (DGM 298), by Patrick Norguet for Allermuir; Plum (DGM 299), by Mark Gabbertas for Allermuir; Hideaway Wall Desk (DGM 300), by Chris Fowler for Bisley; Hideaway Swing Desk (DGM 301),

by Chris Fowler for Bisley; Amity Seat (DGM 302), by the Gaze Burvill Design Team for Gaze Burvill; Uniun Bench & Planter (DGM 303), by Furnitubes for Furnitubes; SYD (DGM 304), by Aaron Probyn for Another Country; Tarn (DGM 305), by Gemma Matthias for Hitch Mylius; Domus Desk (DGM 306), designed by Matthew Hilton for The Conran Shop;

SYD (DGM 304)

Amity Seat (DGM 302)

Tarn (DGM 305)

Domus Desk (DGM 306)

Mag Table Collection (DGM 308)

Iris Lounge Chair (DGM 307)

Marlow Table (DGM 311)

AD11 Lounge Chair (DGM 309)

28 PRODUCTS

Muse Solid Brass (DGM 287)

Uniun Bench & Planter (DGM 303)

The Brutalist Collection (DGM 284)

Oslin Collection (DGM 286)

Cross Task Chair (DGM 310)

Slot Shelving (DGM 312)

Main Line Twist (DGM 285)

Solid Rechargeable Light (DGM 288)’

29

30 PRODUCTS

Bluebone brings fresh ideas to Stoneleigh

Neolithic family series

Oxford sofa and games table

“These pieces have a warm, tactile presence, and if you can touch and feel the quality of build, it’s easy to visualise where they will fit into your store

Bluebone’s stand is typically a highlight of Minerva’s spring exhibition, and at this year’s show, a new palegreen backdrop brought a lighter, brighter aesthetic to the display, which featured plenty of natural materials including stone, wood, bamboo and leather, presented in a host of new products across dining, living and accessories ranges.

Notably, Bluebone launched its first new upholstery models in several years – the slouchy Oxford threeseater sofa and snuggle seat in a light herringbone wool mix, and the shapely curved Florence Pebble sofa and accent chair, in a soft off-white boucle.

There was also a new dining launch, the Walton range, which features a chunky trestle dining table and bench, plus matching coffee, lamp and console tables. Available in a natural finish and a two-tone version with off-white painted bases, the range ticks a new box for Bluebone’s customers, boasting a commercial look that fits in well with the supplier’s modern rustic blueprint.

“We realised at the January Furniture Show that small accent pieces were key to a great store display,” says sales manager Elaine Anderson, “and our Green Cuisine glassware and kitchen items were very popular. With this in mind, we once again curated a collection of glassware, which we displayed on our chunky live-edge floating shelves, alongside our versatile wall hangers. The kitchen, wine and cloakroom versions are all available for this summer, and the new bathroom design will launch for the autumn.”

Skagen tables and Pebble candle holders

Having returned from a lengthy overseas sourcing trip, Bluebone’s intrepid team took the opportunity to showcase the fruits of their labour at last month’s Spring Furniture & Bed Show …

Pebble candle holders carved from lava, limestone or sandstone, and a family of quirky neolithic figures, were just two of the new accessory launches that stood out at the show. “There was also space to showcase a selection of artwork, and the great news is that there will be plenty more new art arriving throughout the summer,” Elaine continues.

“It was great to meet some new customers and catch up with many of our existing retailers, and to show them all our new collections. These pieces have a warm, tactile presence, and if you can touch and feel the quality of build, it’s easy to visualise where they will fit into your store.

“Our new ranges will all be available to view in our Manchester showroom from early this month, and our showvan will be out and about over the summer months, with a selection of the best bits on board.

Please contact us at head office to book a visit to the showroom, or contact your sales agent to arrange for them to call with the van,” she concludes. www.bluebone.co.uk

INDOOR | OUTDOOR | HOME

BRAND NEW UPHOLSTERY

OVER 100 NEW PRODUCT LAUNCHES FOR 2023 0161 3308959 • sales@bluebone.co.uk • www.bluebone.co.uk

32 PRODUCTS CGI MARKETING

Want to sell more online? Go configure

“Configurators provide an opportunity to showcase an infinitely larger range of SKUs than could ever be presented physically

Since developing a product configurator for Wood Bros, Orbital Vision says the supplier has seen its sales grow by +30%

Which model would you like? In what configuration? And what colour?

Product configurators are playing an increasingly important role in the furniture shopping journey, both online and in-store, and this month Furniture News quizzes the people making personalised purchases a reality …

Computer Generated Imagery (CGI) continues to gain ground in furniture marketing, offering flexible, interactive alternatives to traditional photography that has the potential to evolve in line with the changing ecommerce landscape.

Beyond straightforward imagery, one of the principal applications of CGI in ecommerce is the product configurator, a visual tool that enables users to customise a product’s size, materials, features and colours to their taste (a digital application that lets shoppers pick and choose what their chosen piece of furniture will look like).

With retail footprint coming at a premium, configurators provide an opportunity to showcase an infinitely larger range of SKUs than could ever be presented physically on the shop floor. Rather than being limited to the physical selection on display, shoppers are able to browse the many variants offered by manufacturers, and select what is right for their needs, without compromise – which, in turn, reduce the chances of that purchase being returned.

As technology becomes more integral to the

shopping experience, configurators are becoming more powerful and intuitive. With early adopters of augmented reality (AR) and virtual reality (VR) finding ways to take the configuration experience beyond the touchscreen and into people’s homes, it seems likely that configurators will only become even more commonplace in furniture shopping.

In this month’s CGI Marketing feature, Furniture News asks several of the sector’s specialists to outline the benefits of product configurators, the technology’s likely directions, and examples of their own solutions in use.

Thanks to: Neil Buckley-Jensen, founder, Chilli Pepper Designs; Jostein Pedersen, VP of product, Cylindo; David Colijn, CMO, iONE360; Rob Walker, MD, Orbital Vision; and Adam Briscoe, MD, Envision CGI. www.chillipepperdesigns.co.uk www.cylindo.com www.ione360.com www.orbital.vision www.envisioncgi.co.uk

Pictured: Neil Buckley-Jensen; Jostein Pedersen; David Colijn; Rob Walker; and Adam Briscoe

33

HOW IMPORTANT ARE PRODUCT CONFIGURATORS TO THE SHOPPER'S ECOMMERCE EXPERIENCE? Neil Buckley-Jensen: We have found that product configurators are imperative to increasing customer sales. It allows customers to visualise and virtually interact with products before purchasing. Augmented Reality (AR) experiences are 200% more engaging than traditional imagery, with 61% of customers saying they prefer to shop with retailers who use AR within their websites.

Technology has become so advanced that customers are now able to virtually place items in their home using their smartphone camera, giving people a ‘try-before-you-buy’ experience – which is proven to decrease product return rates.

Jostein Pedersen: Product configurators are a valuable tool in enhancing the ecommerce experience for both shoppers and businesses.

They not only facilitate personalisation, visualisation and informed decision-making, but also contribute to improved inventory management, reduced returns, and increased customer engagement. As online shopping continues to evolve, the importance of product configurators will likely grow further.

David Colijn: To answer that question, let’s consider what shoppers are doing on your ecommerce platform in the first place. They are either browsing for inspiration, considering a purchase, or making a purchase, right?

It’s important to keep in mind that they can only browse or purchase what you have published, which automatically implies that parts of your catalogue/product variants that you haven’t published cannot be browsed or bought. Have you considered how many of your products have options that you haven’t been able to publish or visualise online?

This is where product configurators come in. They play a crucial role in helping endcustomers understand your products. By enabling your customers to visualise and understand which options are available, you’re providing answers to questions that would otherwise lead to doubts, and could potentially prevent them making a purchase online or from visiting your physical store. In other words, product configurators can help eliminate barriers to purchase, enhance customer experience, and drive sales.

Rob Walker: Product configurators are becoming an essential feature for selling a product, both online and off. There are pros and cons to both 2D and 3D product configurators, but the limitations that come with using still 2D images often outweigh the benefits.

Our 3D configurator, Envision, allows our clients to bring an upgraded shopping experience to their customers. Not only are customers now able to see a product as a 360°, 3D model, they can create their perfect product by being able to change/customise anything and everything.

The customer feels more involved in the creative process, their expectations are better managed, and with our app-less AR feature, customers can view a product in their own home (completely size accurate), to see if it suits

their space. All of this helps increase sales and reduce return rates.

Envision isn’t only for online, it can be used in-store too – it works great on mobile and tablet, allowing sales reps to use this on the road, and in-store to secure a sale.

Adam Briscoe: Product configurators can become a retailer’s biggest asset when selling products with multiple options. Products such as sofas or tables with interchangeable frames benefit massively by using configurators to let the customer see the exact combination they are going to get. It makes the buying experience feel more bespoke for the customer.

With our CGI services we are able to create configurators for products that have a large number of options without having to manufacture a sample of each option. This becomes extremely cost effective for sofa manufacturers, as they are able to create a more personal buying experience for the customer by showing a huge amount of fabric options, but without the expense of making any of them. The more niche fabrics normally get missed, and the customer must rely on a small sample swatch to make what is normally their most expensive furniture purchase. CGI configurators give them peace of mind, by showing what the fabric looks like on that specific product, and helps get the sale over the line quicker.

“By enabling your customers to visualise and understand which options are available, you’re providing answers to questions that would otherwise lead to doubts Shoppers can view their chosen product configuration – such as this Riverie sofa, animated by Cylindo – from 360°

34 PRODUCTS CGI MARKETING

WHAT WORK ARE YOU DOING IN THE FIELD, AND WHAT ARE THE LATEST DEVELOPMENTS? Neil Buckley-Jensen: Chilli Pepper Designs are always adapting to technological advances and continuously furthering our knowledge and experience within these fields. We have partnered and developed AR software which allows customers to virtually place furniture into their homes, with accurately scaled products based on the room dimensions. Our software also enables customers to rotate furniture in immersive 360° animations, letting them see the furniture from every angle and envision what it would look like in any location, from the comfort of their own smartphone.

Jostein Pedersen: We are continuously developing and improving our product configurator offerings in order to provide the best possible solutions for our customers. I’m excited to share that besides our tighter integration into the Chaos Product Suite (V-Ray, Corona, Enscape, etc) we’ve been working on some very exciting solutions for the product visualisation and configurations field, namely: Cylindo Studio, which enables customers to create lifestyle images at scale – by leveraging advanced 3D visualisation technology, we make it easy for businesses to generate realistic and visually appealing product images that help customers better understand the look and feel of their potential purchases; We’ve recently released a dimension shot solution that simplifies the process of generating dimension imagery for all your products – this allows for easy creation of detailed and accurate product dimensions, helping customers make

informed decisions regarding product fit and compatibility; we’ve also ensured that all materials used on products can be visualised as separate material swatches, allowing our customers to more easily present material options to end consumers; next, I’m excited to announce the upcoming launch of Cylindo Curator, a revolutionary content management solution that will streamline the way you manage content on your ecommerce store – this platform will make it easier to organise, optimise and update product content, ensuring a consistent and engaging shopping experience for the end-consumer; and we also plan to introduce new AI-powered content creation tools that are specifically tailored to meet the needs of ecommerce businesses – these tools will leverage machine learning and AI to generate content at scale, optimise product imagery, and enhance the overall shopping experience, and we can’t wait to tell you more about it!

David Colijn: At iONE360, we view our visual product configurator as a vital component of the sales, marketing and logistics processes – not just within individual companies, but throughout the supply chain. We believe that failing to consider these processes can result in a product configurator that looks impressive but is disconnected from your operation, leaving you with a costly gadget with limited usefulness.

Therefore, we focus on efficiency and integration of 3D visual configuration technologies.

One example of this is our ability to

Configurators such as iONE360’s enable shoppers to place items of furniture in a simulation of their own home

“We plan to introduce AI-powered content creation tools that are specifically tailored to the needs of ecommerce businesses

automatically generate CGI of products and all options using our configurator. We can do this completely automatically, at just cents per image, making it feasible for the furniture industry to have product images of each and every variant available.

We have also developed versatile solutions that enable us to publish configurable products to multiple channels, including AR and room planners, with no extra effort required.

Additionally, we facilitate integrations within the supply chain by supporting manufacturers in providing this technology to their dealers, enabling them to use it to boost sales both online and in physical stores. This means that retailers no longer have to build their own libraries, and investments can be shared.

Over the next few years, we expect two main developments: firstly, the creation of assets will speed up, driving down investments and convincing more companies to adopt this technology; secondly, the quality of visuals will increase significantly, as well as the ways to access the 3D layer on top of our reality (the metaverse, for example), leading to widespread adoption.

Rob Walker: Envision has been live since last year, and we are constantly developing new and exciting features to deliver an upgraded user experience, including a 3D modular configurator, and the ability to pull still images (named to SKUs and with tags for Google Shopping) from the platform, with both features launching later this year.

Users can already completely customise a product, put it in their own home with our appless AR feature, view dimensions and view a running total – so it’s only getting better! Clients who are signed up to Envision will also reap the benefits of discounted rates across our other services, making lifestyle imagery and animation even more accessible.

Adam Briscoe: We are currently developing our own configurator system that works for both single pieces of furniture and entire roomsets.

With the advances in 3D technology, we are able to create immersive environments in which the customer is able to move around the space and try different colour options within it.

It allows a retailer to show multiple products in a roomset and create a virtual showroom that customers can experience from the comfort of their own home. You will be able to sell a product in the same way you do in a showroom, but without having to have a traditional bricks-andmortar approach.

35

CAN YOU SHARE ANY EXAMPLES OF FURNITURE RETAILERS/ MANUFACTURERS YOU'VE WORKED WITH TO DELIVER A NEW CONFIGURATOR SOLUTION? This iONE360 configurator enables shoppers to choose from a wide range of upholstery options

Neil Buckley-Jensen: We work with our sister company Indesign Furniture when experimenting with our configurator systems, and I think this contributed significantly to our drastic increase in furniture sales with our partnered wholesalers and end-consumers.

Outside of our organisation, Chilli Pepper Designs prefer to keep our regular furniture clients anonymous, as we respect our clients’ wishes in disclosing partnerships regarding CGI and AR. Jostein Pedersen: We’ve partnered with multiple brands and retailers to help them deliver immersive shopping experiences across multiple channels. One collaboration we’re truly proud of is the partnership with EQ3, one of Canada’s biggest retailers. Throughout the years, EQ3 has become an absolute Cylindo power user, implementing the Cylindo solution in a variety of innovative ways, online and in-store. In return, working and growing with a trusted partner like that guides our thinking and facilitates future product development.

David Colijn: One of our most notable collaborations has been with Habufa, a Dutch manufacturer of popular brands such as Henders & Hazel, Xooon and Coco Maison, which are sold in over 300 stores across Western Europe.

Habufa understands the importance of supporting its dealers, and has embraced

our technology to do just that. They’ve fully digitised their catalogue, and now offer product configuration and visualisation on each product through their online channels. In addition, they provide their dealers with access to our room-planning software in their stores, which is considered the ultimate sales tool for their reps.

With this tool, sales reps can combine multiple products to demonstrate how they work together, and, since everything is configurable, they can explore different ideas with the customer.

Because that process answers another set of those potentially sales-blocking questions your end-customers might have, Habufa has achieved fantastic results, with stores reporting conversion rates of up to 80%. Additionally, upselling and cross-selling opportunities have led to significantly higher AOVs than before.

Rob Walker: Tetrad, one of the UK’s largest manufacturers, are online with almost 400 models built, and over 250 fabrics ready for customers to apply to their products. Tetrad stockists can use these models on their own websites through Envision, or they can come to us for exceptional lifestyles and animations

– it’s all about making the most of your digital assets. Tetrad have implemented touchscreens up and down the UK in their stockists’ stores, for customers and sales reps to use during the buying cycle. We’ve had excellent feedback, with stockists being able to sell products that they don’t actually have on the shop floor.

Wood Bros is another fantastic example.

The retailer has all upholstery products live on Envision. From here, they’ve seen an average increase of around +30% in their sales since joining the platform.

After seeing great results up and down the country, and across the waters in Ireland with Diamond Furniture, we cannot wait to see how the platform grows over the next few months.

Adam Briscoe: Although it isn’t a furniture retailer, I’m currently working with a property developer to provide a conservatory configurator.

This shows that it isn’t just single products that can be shown anymore. The technology has advanced considerably over the last few years – there is now a much broader scope of what is possible, and the applications of configurators is constantly growing.

“We’ve had excellent feedback from Tetrad, with stockists being able to sell products that they don’t actually have on the shop floor

36 PRODUCTS CGI MARKETING Chilli Pepper Designs offers a simple user interface

CYLINDO'S JOSTEIN PEDERSEN ON WHY PRODUCT CONFIGURATORS ARE IMPORTANT FOR ECOMMERCE ...

Personalisation - Configurators allow customers to create a unique and personalised product according to their preferences. This level of customisation can lead to higher customer satisfaction and increased brand loyalty Visualisation - 3D product configurators provide a realistic representation of the product, allowing customers to visualise how the final product will look with their chosen options.

This helps reduce uncertainty and can lead to increased conversions Informed decisions - By giving customers the ability to explore various options and combinations, product configurators facilitate better decision-making. Customers feel more confident about their purchase when they have the necessary information at their fingertips Reduced returns - With a clear understanding of the product they are purchasing, customers are less likely to return items due to dissatisfaction or incorrect expectations.

This can lead to reduced return rates and improved customer satisfaction Streamlined inventory management - Businesses can benefit from product configurators by offering a wide range of product combinations without the need to stock all variants physically. This can lead to improved inventory management and reduced operational costs Increased engagement - Interactive and immersive product configurators can keep customers engaged for longer periods, increasing the chances of conversion and repeat purchases

POWERED BY

The Visual Product Configurator for Furniture & Home Decor

Learn why 3D Visual Configuration is critical to staying relevant

View the recorded webinar

3D Configurator WWW.iONE360.COM

Augmented Reality

Automated CGI

Room Planner Award Winning Software

37

GREENWOOD IS HIRING NOW! Do you love the cut and thrust of a busy retail sales event?

Ready for July's issue?

RETAIL SALES EVENT MANAGER Excellent rewards working on six to eight one-month contracts per year.

Through our magazine, website, email and social channels, we’re all set to spotlight your business this July!

Greenwood Retail Ltd create and implement recordbreaking retail sales events for quality independent furniture retailers, department stores and garden centres, on-site, within our client’s retail stores, all over the UK & Ireland.

· Delivery fulfilment – the service providers keeping the wheels turning across our industry

As a self-employed Sales Event Manager, you’ll be implementing and managing the most powerful and effective high-impact, retail sales, marketing and merchandising strategies available, on-site within our client’s stores.

· Eco conscious – due to popular demand, we’re revisiting the industry’s journey to sustainability · We’ll also share the highlights of events such as the Spring Furniture & Bed Show, and the latest in Bedroom, Living, Dining and Trade Services.

This exciting and rewarding opportunity would ideally suit an experienced, energetic, management level person with natural leadership qualities and retail sales ability.

Let us help drive your sales this summer!

Furniture News Cover SEL_ART.pdf

1

25/08/2022

Experience within either furniture, department store or garden product retail is essential.

For this nationwide role you must be available to work away from home for average periods of four weeks.

14:22

400th JANUARY 2023

I S SUE

#391 April 2022 www.furniturenews.net

#398 November 2022 www.furniturenews.net

#399 December 2022 www.furniturenews.net

TAKE YOUR SEAT

ZERO COMPROMISE

Lebus set to impress at JFS

VOYAGE OF DISCOVERY

C

M

Hypnos guarantees comfort with integrity

Y

CM

MY

Join At The Helm’s bold adventure

CY

CMY

#396 September 2022 www.furniturenews.net

#397 October 2022 www.furniturenews.net

#393 June 2022 www.furniturenews.net

Join the Greenwood Retail team of in-store Sales Management Contractors and work with the UK’s leading independent retail sales promotion company.

SPOILT FOR CHOICE

AWAKEN YOUR BEST

Westbridge wows at JFS

Sleep smart with Emma

K

The voyage continues …

Illuminating approaches from Chilli Pepper Designs

BEDS AHEAD

AIS AND BEYOND

Celebrating this year’s Bed Industry Awards JANUARY FURNITURE SHOWAlice Hall Growing glam with Rowen Homes’ INDX BEDS & BEDROOM | DINING shopper segmentation LIVINGRethinking | BEDROOM | TRADE SERVICES

Emma Rackley gets personal JANUARY FURNITURE SHOW SHOWTIME | BEDROOM | TRADE SERVICES

FN399.2.indd 1

Tackling theAWARDS CGI fabricSUPPLEMENT challenge BED INDUSTRY BED SHOW LIVING |eyes TRADE SERVICES The Hastings Sofa |Company expansion

FN398.3.indd 1

24/11/2022 14:17

FN391_(01-78) 2.indd 1

A man’s world?

Gender equality in the furniture industry

Loaf’s Nick Holmes steps up JANUARY FURNITURE SHOW

INDX FURNITURE | SPRING FAIR | BEDROOM The direction of furniture ecommerce DELIVERY FULFILMENT | TRADE SERVICES BUYING GROUPS AND ASSOCIATIONS

26/10/2022 15:30

24/03/2022 11:35

FN400_Pages_01-81.indd 1

CAN’T GET THE STAFF? The industry’s recruitment and retention challenge BED SHOW | LIVING TRADE SERVICES BEDROOM Arighi|Bianchi’s family values

THE PRICE IS RIGHT?

SOMEWHERE THAT’S GREEN

Negotiating the cost of living crisis

FN397.2.indd 1

26/08/2022 11:47

FN393_Pages.2.indd 1

King’s CEO on design from down under

World Furniture’s clarity of vision Fresh formats from inspirational indies

26/09/2022 14:45

24/05/2022 14:17

20/12/2022 13:43

Want to be part of the furniture trade's favourite read?

Contact Sam Horscroft on 07764 650655 or email sam@gearingmediagroup.com

BOOK BY WDNESDAY 14TH JUNE FN Nxt Month Advert vertical.indd 1

APPLY TODAY…

AUSSIE RULES

Hypnos’ new group MD beds in JANUARY FURNITURE SHOW THE FURNITURE AWARDS Get ahead with predictive SEO INDX BEDS & BEDROOM | OUTDOOR Haskins’ Jade Farthing talks shop BEDROOM | TRADE SERVICES

Back in Action’s perfect posture

ECO CONSCIOUS new directions LIVING |Devonshire’s TRADE SERVICES

How to get on trend in 2023 FN396_Pages.2.indd 1

Email me, Bernard Eaton, with your C.V. at the address below and I will reply to you.

GREENWOOD RETAIL LTD UK & Ireland’s Leading Experts in Retail Sales Promotion since 2002

sales@greenwoodretail.com

22/05/2023 13:34 GreenwoodRetail_JUNE2023.indd 1

www.greenwoodretail.com

10/05/2023 10:28

38 PRODUCTS CGI MARKETING

COVER STORY

Shots that shine, whatever the weather

CGI by Chilli Pepper Designs

CGI by Chilli Pepper Designs

“Forget having to transport numerous different ranges to your location

According to Statista, it has rained an average of 145 days a year for the last 10 years – the equivalent of just under five months of rain a year.

Due to the unforeseen weather conditions in the UK, many furniture companies ship their products abroad to get them photographed for marketing material. However, Chilli Pepper Designs offers a costeffective and eco-friendly solution to this problem – CGI. Neil Buckley-Jensen started up Chilli Pepper Designs after struggling to take photographs for his furniture company, Indesign Furniture, in the first lockdown nearly three years ago. Little did he know the endless possibilities that CGI would bring, not only to his company, but to the numerous furniture companies that also explore CGI thanks to Chilli Pepper Designs.

As many will already know, planning an outdoor shoot with traditional photography can be stressful and unpredictable, and there are lots of key factors to consider. Most photoshoots rely heavily on the perfect weather – no rain, no wind, not overcast, no heavy shadows, and so on.

3D rendering allows full flexibility and control when it comes to these environmental factors – everything is down to the customer’s preference. Exploring and customising lighting has become second nature to Chilli Pepper Designs, as its specialists often create lighting setups which, in some cases, are impossible to achieve using traditional photography.

As well as having unique images, CGI also allows for modifications to be made to the image with a few clicks, rather than having to redo the whole process of capturing the imag – another time and cost efficiency that comes with 3D-rendered images.

CGI enables retailers and manufacturers to present their furniture in ideal environments and scenes, making it a haven for creating marketing material.

CGI by Chilli Pepper Designs

Everyone knows that the weather in Britain can be unpredictable, to say the least – but this month’s cover star, CGI specialist Chill Pepper Designs, is devoted to helping furniture companies market their outdoor ranges come rain or shine, bringing the sun to the customer by creating picturesque summer scenes …

“It completely eliminates the hunt for the perfect garden to match your client’s lifestyle, and the restrictions that naturally come with photographing outside,” says Neil. “Forget having to transport numerous different ranges to your current location – not only is this bad for the environment, and expensive, it’s time consuming, and limits the number of unique images you can get from a shoot.

“CGI allows for multiple furniture ranges to be shot in a variety of scenes, enhancing time spent on the website and increasing overall sales exponentially.

Therefore not only are you generating more money by using CGI, but you’re also ‘saving’ 75% of the costs associated with a traditional photoshoot.”

As the world becomes ever-more digital, it is vital that the images produced match the technological advances, says Neil, adding that, in a time of economic uncertainty, it is also imperative that companies are smart with their money: “CGI not only saves you money up front, but also allows you to sell products before they have been finalised and shipped from the factory. If you can dream it, Chilli Pepper Designs can CGI it!” www.chillipepperdesigns.co.uk

F*@KING RAIN…

WINNER - BEST CGI VISUALISATION/ WEBSITE PROVIDER - 2021 WINNER - BEST NEWCOMER - 2021 WINNER - BEST INNOVATION PROVIDER - 2022

DESIGNS

British weather making your photoshoot a complete washout?

CGI WILL NOT DAMPEN YOUR SPIRIT...

At Chilli Pepper Designs we create detailed, scalable, digital 3D furniture models that can be placed in a lifestyle scene, garden or any environment of your choice.

With summer just around the corner, garden furniture shots are becoming urgent.

The last thing anyone needs is the threat of rain ruining your photoshoots and leaving you without any marketing material. In the gloomy economic crisis we are facing, Chilli Pepper Designs achieves the desired results, within budget and on time. Once you’ve tried CGI you will wonder just how you managed without it.

DESIGNS

CGI is a dream come true compared to the pains of traditional expensive and timely photoshoots – especially in the rain.

01424 734191

We produce product imagery and scenery for some of the best garden retailers, manufacturers and wholesalers in the U.K. We can help to change your company’s imagery and outlook to a brighter one, whatever the weather!

info@chillipepperdesigns.co.uk

You won’t be disappointed.

www.chillipepperdesigns.co.uk

Give us a call...

40 PRODUCTS NEW IN UPHOLSTERY

The sit parade Winchester

What’s new in upholstery? This month, Furniture News is taking a special look at some of the latest and greatest sofas and chairs available to the trade, starting with an exploration of the incoming (and outgoing) trends the sector’s leaders are noticing …

LA-Z-BOY UK By sales director Tristan Pyke What’s your current bestseller?

The Winchester, with its classic La-Z-Boy style and comfort. It appeals to everybody – what’s not to like?

What trends are on their way out?

Covers, styles and designs are always cyclical – they may not be popular now, but they will always come back at some point. However, greys have had their moment in the sun, and there is a move towards bright colours and tactile fabrics

… and what’s coming in?

Shifting consumer demand, and the rising cost of living, means we are now focusing our attention on delivering classic La-Z-Boy design at a more affordable price. This includes introducing competitively-priced upholstery options on our newest Paris model. Look out for it in our showvan later this month www.la-z-boy.co.uk

CELEBRITY MOTION FURNITURE

By MD Wayne Hollis

Canterbury

What’s your current bestseller?

The Canterbury range is our bestseller, because it provides our customers with extra comfort and lateral fibre back support, in addition to the reassurance of our strong wooden knuckle design, which is integrated into the chair frame for more durability What trends are coming in?

Our trends aren’t style led due to our clientele – our customers are looking for new functions and product innovation. That is why, in January, we introduced the Cloud Zero Riser Recliner, a unique three-motor lift-and-tilt design that provides next-level comfort tailored to each individual’s needs. This durable and versatile design provides infinite positions for enhanced comfort and individual seat tilt adjustment, as well as +20% more lifting capacity www.celebrity-furniture.co.uk

41

WESTBRIDGE FURNITURE By group creative director Steve Olds

GALLERY DIRECT Eden

By group manufacturing director Chris Box What trends are coming in?

Although we are still selling lot of velvet, there is a noticeable shift in popularity within specific market areas, with customers increasingly moving towards chenille-based fabrics, whether piece dyed, or colour woven. The desire for a tactile handle is the main consistency. Next, sales are showing customers perhaps being more expressive and personal, with liveable greens and deep, saturated blues becoming core colours, supplementing the more typical neutrals.

Our 2023 trend prediction for the expectant shift in neutral tones away from recent saleable shades of cooler grey and greyed-off colours is happening.

Much like velvet sales, grey is still super-popular, but there is transition occurring.Neutral colours are

CONTRAST UPHOLSTERY By director Janus Cooper What’s your current bestseller?

The Richmond occasional chair in Harris Tweed. I believe the main reason it is our bestseller is that it can be placed in any room in the house, from a hallway to a bedroom What trends are on their way out?

Classic shapes are still very popular for us, but it’s more about the fabric for the consumer … and what’s coming in?

Colours coming in are browns, mustard, orange and various shades of green. However, these need to be co-ordinated with some printed or woven scatters/ occasional chairs www.contrastupholstery.co.uk

becoming subtly warmer, and maybe a little more inspiring or uplifting in shade. Accent colour tones of honey through to umber combine to emphasise this shift in popularity.

Sustainability is probably the biggest influential change in upholstery, which is why a few years ago our group strategically invested in sustainability R&D to be able to remain ahead in the market – not only with Westbridge’s award-winning Full Circle concept, but increasingly throughout our home, leisure, and branded businesses. As well as future legislation, consumers are increasingly aware and influenced by sustainability in purchasing www.westbridgefurniture.com

What’s your current bestseller?

House Collection – well designed, well made, suitable for all locations and consumers What trends are on their way out?

Grey sofas seem to be back on trend What trends are coming in?

New boucles www.gallerydirect.co.uk

42 PRODUCTS NEW IN UPHOLSTERY

MERIDIAN UPHOLSTERY

Georgia

By MD Jonathan Eager

SWEET DREAMS

By UK sales manager Nick Williams

What’s your current bestseller?

The Georgia/Hampton range. It’s always done well, but now it seems to be seeing an explosion in popularity – we’re preparing for it to go into one of the biggest retailers in the country in an exclusive fabric range. It’s a classic design that suits interior design-led, quality-conscious buyers, and because we’ve kept the prices as they were in 2022 it’s attracting lots more mid-market customers. Everyone else’s prices have gone up, but ours have stayed the sameor even come down, which brings true affordable luxury within reach of a much broader, budget-conscious consumer base What trends are on their way out?

Does anything ever really go ‘out of trend’ in the furniture industry?!

Boucle was a supposed fad, yet it’s appearing on more and more shop floors. Possibly lower-quality products and imports, as people make more considered purchases?

Barrow

… and what’s coming in?

Consumers are definitely looking for true value – good-quality product that’s not going to break the bank. It’s probable why we are so busy.

There’s also the option to tailor products to their wants and needs, the bespoke option, which we can readily offer as we don’t run on a production line. Generally, the more minimalistic styles are doing well – monochrome colours in plainer fabrics, and clean, neat lines with accent scatters are making up a large portion of our order bank.Better product, better price and better lead time seems to be ticking the boxes! www.meridianupholstery.co.uk

What trends are on their way out?

We are seeing crushed velvets becoming less popular. For our customers, the more traditional models are also slowing down … and what’s coming in?

Vibrant. opulent colours, with linens and natural fabrics becoming more and more popular. Clean lines and contemporary shapes are prevalent.

Also, we are seeing a big increase on sofabeds as a whole www.sweetdreamsuk.com

MICHAEL TYLER FURNITURE

By MD Kai Winders Zara

What’s your current bestseller?

The Barrow upholstery range (comprising one, two and three seaters plus a two-seat sofabed). We launched the Barrow at the January Furniture Show and have found its slightly more compact footprint popular in the current market. We have also seen a marked upturn in sales of the sofabed option as customers are starting to make more use of space in their homes

What’s your current bestseller?

We have a number of products that sell really well.

However, over the last couple of months the Zara range has really grown in popularity. Post lockdown, people have been re-evaluating the way they use their living space and the furniture within it, opting for a more bespoke modular approach and investing in quality and comfort. The Zara range offers not only a great choice of modular options but also two distinct seat depths, giving each option very different comfort characteristics

What trends are coming in?

We have seen a steady move from more clinical finishes, chrome feet, and grey, flat fabrics, to a more natural look and palette. Natural oak feet, with a raw, unlacquered finish, complementing earthy tones in fabrics from green to terracotta, are certainly gaining traction. We are seeing a lot more texture in fabrics, from boucles to soft, luxurious chenilles – the trend is very much about bringing the outdoors in www.michael-tyler.co

MAKE MORE OF OUTDOORS FOR SS23 Start the outdoor season right with exclusive promotions on Mambo Outdoor Living Sets.

With no minimum order and everything in stock, you can start spring with fantastic deals for your customers.

Save 49%

6 Seat Firepit Dining Set Printed Glass Top - Grey

Save 49%

6 Seat Firepit Dining Set Printed Glass Top - White

GARDEN SET 14

GARDEN SET 15

Promotion Price

Promotion Price

£1,150.00 MAM-02-20TFP-PRI-G x1 MAM-03-DCH02-DG x6

Stockist Price

x6

£2,259.99

Save 65%

4 Seat Dining Set Plain Glass Top - Grey

£1,150.00 MAM-02-20TFP-PRI-W x1 MAM-03-DCH01-LG x6

Stockist Price

x6

Save 65%

£2,259.99

4 Seat Dining Set Plain Glass Top - White

GARDEN SET 28

GARDEN SET 29

Promotion Price

Promotion Price

£499.99 MAM-02-SQTPL-PLN-G x1 MAM-03-DCH02-DG x4

x4

Save 61%

Stockist Price

£1,425.00

4 Seat Dining Set Printed Glass Top - Grey

£499.99 MAM-02-SQTPL-PLN-W x1 MAM-03-DCH01-LG x4

x4

Save 65%

GARDEN SET 30

GARDEN SET 31

Promotion Price

Promotion Price

Stockist Price

x4

£1,425.00

4 Seat Dining Set Printed Glass Top - White

£575.00 MAM-02-SQTPL-PRI-G x1 MAM-03-DCH02-DG x4

Stockist Price

£1,475.00

£575.00 MAM-02-SQTPL-PRI-W x1 MAM-03-DCH01-LG x4

Stockist Price

x4

£1,475.00

VISIT OUR NEW WEBSITE TO ORDER YOUR MAMBO OUTDOOR LIVING 2023 SEASON PROMOTIONS www.kettlehome.co.uk * Terms & conditions apply

44 PRODUCTS NEW IN UPHOLSTERY

Lebus’ high-value designs hit the mark Antigua

Demonstrating a canny ability to meet the demands of today’s marketplace, Lebus Upholstery enjoyed “an exceptional response” to its new ranges at this year’s January Furniture Show, and has since made good progress …

Porto

Brianna

“This year will be tight for everyone, so we are working harder than ever The four new models launched at the show have “hit the ground running”, says the sofamaker, giving a strong indication that the market is seeking strong, high-value designs – and a testament to the work of Lebus’ design manager Jane Sage and her development team.

Pictured is a sample of the new models, which represent just a small sample of Lebus’ extensive range.

While Lebus had expected the market to return to pre-pandemic levels this year, the business has been uplifted by a strong Q1, and is cautiously optimistic, seeing a good level of growth as retailers and the end-consumer seek out the best value-for-money products at a time in which every penny counts.

MD Karl Walker says: “Lebus excels at manufacturing commercial, quality furniture at very competitive prices. This year will be tight for everyone, so we are working harder than ever to deliver on this ethos.”

In so many ways, Lebus’ success can be attributed to its purpose-built factory, which is totally integrated, with all aspects of manufacture carried out under one roof – combined with its large, dedicated workforce, all whom work together to make a success of their company, as every employee now has a share in it since Lebus became one of the largest employeeowned trusts (EOT) in the UK. “Lebus’ success is their success,” explains Karl. “A strong motivator to make a company profitable is that everyone will share in the fruits of their labour.”

Visit Lebus’ website to find out more about the business and to explore its range of independent models. www.lebus.co.uk

NEW

Brianna

Modular sofa range

WWW.LEBUS.CO.UK

VALUE, QUALITY & COMMITMENT WITHOUT COMPROMISE

46 PRODUCTS NEW IN UPHOLSTERY

La-Z-Boy’s offer gets hotter with Calda

Paris in Anivia fabric

“Although Calda is our most competitively priced leather option to date, it more than measures up

Both Calda’s appearance and its luxury feel compete well with more premium leather finishes, says LaZ-Boy UK and it is available in a new and exclusive range of colours.

Adam Morley, head of marketing and operations at La-Z-Boy UK, says: “The response to Calda has been overwhelmingly positive since its launch and we’re excited to be able to offer a new leather upholstery option to our customers, which is perfect for the mass market.

“The benefit of split leather is that it is generally free from small imperfections, resulting in an attractive and durable leather. Although Calda is our most competitively priced leather option to date, it more than measures up in terms of appearance, comfort, feel and durability.”

Calda has a matt finish and is slightly thicker than other leather options, so will cope well with the rigours of everyday use.

Alongside Calda, which was first unveiled at the January Furniture Show, La-Z-Boy UK has launched a new fabric collection, Anivia, which is also available at a competitive price point.

The response to the Calda leather swatch has been overwhelmingly positive, says La-Z-Boy UK’s Adam Morley

La-Z-Boy UK recently launched Calda, a split-leather upholstery option designed to offer retailers more flexibility with pricing. It is the brand’s most competitive leather, and delivers a matt finish on a uniform textured surface – and this new, competitively priced option has already proved popular with stockists …

These two new upholstery options are currently available exclusively on La-Z-Boy’s new Paris range.

However, if they continue to prove popular with retailers and consumers, they could be rolled out across other products.

La-Z-Boy has also released a new textured fabric called Norris, which is available on its UKmanufactured products (highlighted on its website with the Made in Britain logo). Norris has a fresh and modern look, and offers customers new colour combinations.

Customers wishing to see how the new upholstery options will look on their chosen product can use the personalisation feature on the La-Z-Boy website. This online tool enables people to view each sofa or chair in the available materials and colourways. www.la-z-boy.co.uk

Lennox in Norris fabric

Paris in Calda leather

Lennox

Paris

Just released, the Norris fabric collection is available across all Made In Britain ranges. New and exclusive to the Paris range, Anivia fabric and Calda leather collections are now available in an array of colorways. View the full collections on our site or contact your Sales Agent.

www.la-z-boy.co.uk

Spectator

48 PRODUCTS NEW IN UPHOLSTERY

Furnico’s new releases prove popular Buxton

Four new products launched by British furniture manufacturer Furnico have been well received by retailers.

Kinsley

“The collections were showcased for the first time at JFS, and interest has remained strong

The collections were showcased for the first time at the January Furniture Show earlier this year, and interest in the new ranges has remained strong ever since, says the Lancashire-based business, which sells exclusively to retailers and has built a reputation for its made-to-order upholstered furniture.

Many of Furnico’s products offer retailers the opportunity of customisation to suit their own brand and customer base, with a wide range of options to choose from when it comes to colours, fabrics, trims and feet.

One of the most popular new releases is Kinsley, which is available as a static model or power recliner. Designed to become an instant centrepiece

in the home, it manages to be both classic and contemporary, with a timeless silhouette and a modern design aesthetic.

Featuring scroll arms, and accompanied by featherfilled scatter cushions in a contrasting colour, Kinsley is available as a three-seater sofa, two-seater sofa, love seat and armchair. The range also includes two footstools – a banquette and one which includes storage space.

The traditionally styled Buxton has also proved popular with retailers looking for a versatile and comfortable product to offer their customers. Buxton offers plentiful support, with a high back, full chaise legrest, and spring- and foam-filled seat cushions.

The range is available in a large number of attractive and tactile covers, including five fabrics which are new for 2023. The collection includes a three-seater, two-seater and chair, which all come with the option of manual recline, power recline or static. There is also an optional storage footstool.

The Cantwell range, meanwhile, combines a formal silhouette with punchy pattern details reflecting the latest trends. With a choice of standard- or scatterback designs, feature accent cushions and its own exclusive swatch collection, Cantwell promises to stand out from the crowd in any furniture showroom.

The final new release is Longton, which has stylish button-detailed seats and on-trend fabric colourways.

The collection offers flexibility with an optional chaise end, which can be placed either on the left or right of the three-seater sofa. A two-seater sofa, love seat, chair, designer footstool and storage footstool are also available.

To enquire about any of Furnico’s ranges, call 01282 869888 and select option 1.

New from Furnico for 2023 and both available in static and power recline options, Cantwell and Longton offer a perfect touch of contemporary style to any home and are available in a wide range of fabric styles and options.

Suppliers of handmade furniture to retail 01282 869888

•

ukmanufacturing.orders@la-z-boy.co.uk

La-Z-Boy UK Manufacturing, Bradford House, Phillips Lane, Colne, BB8 9PQ

British Made

50 PRODUCTS OUTDOOR

Gallery goes back to source

Siracusa bistro set

“Developing new products remotely is OK, but you can’t beat getting out to the factories to work with suppliers face to face

Prior to Covid, overseas visits were the usual, and preferred, way for Gallery Direct to source and develop new collections across its product categories (except, of course, its UK-manufactured lines).

Through this process, the Gallery team had built up strong relationships with suppliers, and established offices in key manufacturing centres in China, India, Indonesia and Vietnam, to give the business more control over supply chain and quality.

The pandemic temporarily put paid to these trips – but with ongoing product development key to its success, Gallery found new ways of working with suppliers to ensure it could still deliver new products.

Although not as easy as in-person visits, Gallery’s established relationships and overseas offices meant it was still able to launch extensive new collections over the last couple of years.

The beginning of 2023 saw overseas travel fully back on the cards for Gallery, which embarked on visits to several countries, sourcing new lines for its 2024 collection. As well as product development, these visits have enabled the team to reconnect with established suppliers and to find new companies, building relationships with them ‘from the off’.

Gallery expects high standards from suppliers, from both product quality and ethical perspectives, and has a strict code of practice that its factories must adhere to, in addition to legislation. The supplier’s QC team regularly carry out site inspections to ensure compliance and to monitor quality of production and finished products.

Tom Hudson, head of quality, has already had his responsible sourcing team working with the new factories to ensure they meet Gallery’s ethical standards before production begins, and has been visiting them to ensure the high standards and quality assurances are met.

Carole Nolan

One-stop supplier Gallery Direct offers a wealth of outdoor furniture and furnishings, much of which is manufactured overseas. With the easing of international travel restrictions, Gallery’s interepid team has worked hard to renew and evolve its global partnerships and products, with impressive results, reports outdoor furniture category manager, Carole Nolan …

Carole Nolan, category manager – outdoor furniture, recently travelled overseas to develop Gallery’s Outdoor Living 2024 Collection. She says: “It was fantastic getting back out to source. Developing new products remotely is OK, but you can’t beat getting out to the factories to work with suppliers face to face, and to touch and feel the products.

“On my recent trip, I was able to tweak designs whilst I was there, to give us exactly what we wanted.

We had developed the outline of the new collection before I went, but whilst there, I selected the final range, materials used and colour options. By being on-site with suppliers, I made spot changes to improve the designs further, which I then checked and reviewed before the trip was over. This gives us control down to small details, which is nowhere near as easy to do via online meetings.

“We had one chair, for example, where I wanted to change the design to add extra functionality with a footrest. Initially, the supplier said it couldn’t be done, but by looking at the chair in detail, explaining my idea and talking it through with them, within a couple of days they had found a solution. If I’d been doing the development by Zoom, this wouldn’t have happened.”

Gallery’s Outdoor Living 2024 Collection will feature a wide variety of materials and styles, from contemporary to traditional, with a range of price points to suit different budgets, including some high-value pieces offering affordable quality. The new collection will include bistro, dining, lounge and casual dining sets, along with daybeds and loungers.

Carole continues: “I’m really excited about our 2024 collection, which features a big splash of colour.

As well as exclusive designs for ourselves, we have done some different ones for major clients. We had phenomenal sales on our 2023 collection, with our entire season’s stock sold out early on some lines, and we are anticipating next year’s range will be just as well received. We will be launching it to our customers at the end of June, with open days at our Sittingbourne showroom, to give them the chance to pre-order to make sure they don’t miss out.” www.gallerydirect.co.uk

Furniture Wholesalers Corner Sofa with Rising Table and 3 Stools

OCK N ST

OW

Melody MEL-505-WG

IN

Summer Special

Features

• Premium 20mm Rattan • Premium Fabric with Piping • Rising Table • Assembly: Just 1 Arm and Table Top to easily attach

*Summer Special 549*

Collected £649 £

DHD £699 £599*

Hazel

HAZ-501-RB / HAZ-501-RG

• Corner Sofa with Rising Table and 2 Benches • Fully Assembled

IN

IN

OCK N ST

OW

OW

OCK N ST

Isla ISL-502-WG

*Summer Special 899*

Collected £999 £

• 3 Seater Sofa with 2 Armchairs and Coffee Table • Fully Assembled

IN

Indigo IND-503-RB

Halley HAL-505-RB

• 3 Seater Sofa with 2 Armchairs and Coffee Table • Fully Assembled

• Extra Large Corner with Modular section (can be LHF or RHF) and Coffee Table • Fully Assembled

*Summer Special 999*

DHD £1149 £1049*

OCK N ST

OW

OCK N ST

Collected £1099 £

799*

Collected £899 £

DHD £949 £849*

OW

IN

DHD £1049 £949*

*Summer Special

*Summer Special 1199*

Collected £1299 £

DHD £1349 £1249*

Direct Home Delivery | No minimum order quantity | Call us today 0800 999 1401 wholesale@homejunction.co.uk | homejunction.co.uk | fogoandchama.co.uk T&C’s Apply, Please contact us for more information

52 PRODUCTS OUTDOOR Monterray

GALLERY DIRECT

www.gallerydirect.co.uk

BLUEBONE

www.bluebone.co.uk

The Champillet dining table from Gallery Direct features an unusual yet attractive oval shape, and an eye-catching radial design for the top. The built-in lazy Susan is inset so it is the same height as the tabletop for added practicality.

Designed to work perfectly with the table are two benches, and both echo the curve of the top – one features an elegant high back, while the other is backless.

All the pieces are crafted from teak, which is an ideal material for outdoor furniture because of its incredible durability and water resistance.

Bluebone’s bestselling garden sets are back this summer, and ready for immediate delivery.

The four-piece Monterray conversation set offers a contemporary aesthetic with slate-grey para-cord arms and matching cushions. The Scandi dining and bar sets, meanwhile, each comprise a table and four comfortable umpire-style chairs with arms.

All sets are now available at permanently lower prices, with special summer offers available for bulk buys. Bluebone’s extensive range of indoor/outdoor furniture is also a strong summer option – it includes three new solid teak side tables that will weather outdoors to a ghostly grey.

Halley

HOME JUNCTION

www.homejunction.co.uk

sections, provides “unparalleled comfort and luxury”, says Home Junction. Its modular design allows users to create a seating arrangement that perfectly fits their space.

All sets are currently in stock for collection, or direct home delivery using BJS’ two-man service.

Anyone interested in becoming a Home Junction customer, or simply seeking more information, can email wholesale@homejunction.co.uk or call 0800 999 1401.

Melody

Hazel

For 2023, Home Junction has introduced three new models of rattan furniture that promise to impress.

The Hazel is a versatile, aluminium-framed corner sofa with a rising table that boasts a Polywood top, providing both functionality and style. This sofa is suitable for entertaining guests or relaxing with friends, and its unique design means the table height can be adjusted to suit.

The Melody is a high-value corner sofa with a rising dining table that offers comfort and convenience. The sofa seats up to nine people and comes with a matching table that can be raised to dining height.

The higher-end Halley, a “premium-quality” corner sofa with aluminium frame and modular

Classic & elegant

HO Dining collection This dining range brings impressive quality with its traditional style and solid designs. The great proportions of each piece will stand out elegantly in rooms of any shape or size.

01536 444960 sales@kettlehome.co.uk www.kettlehome.co.uk

54 PRODUCTS OUTDOOR

Out is the new in, says Aquinos Aquinos Sofás, a member of Portugal’s Aquinos Group, has offered comfortable upholstery for nearly four decades. With the trend towards outdoor living showing little sign of slowing, the manufacturer has turned its offer ‘inside out’, resulting in a new take on outdoor furniture …

“As experts in sofas with a focus on design and comfort, we wanted to be part of this movement

With more and more consumers recognising the value of spending time outside, creating comfortable, functional outdoor living spaces that remain cosy and welcoming has become a must, says Aquinos Sofás: “This new way of living is most likely fuelled by several factors, including a growing desire for a healthier, zen-like and active lifestyle, just as the concept of wellness at home has been growing these last few years.

“And we, as experts in sofas with a focus on design and comfort, wanted to be part of this movement, providing our customers with the concept that they’re used to indoors, but creating the same solution for outside use.”

According to Aquinos, technological advances in manufacturing enable furnituremakers to develop outdoor sofas with the same levels of comfort, design and durability as their indoor counterparts – and Aquinos now marries its existing high quality output with the standards and requirements required by the UK marketplace, such as foam and fabric that meet UK flammability standards, and durable materials to resist the weather.

“Our product design process does not stop at visual appearance, but goes further into material selection,” Aquinos continues. “We wanted to focus on high-quality, resistant materials, and our cover choice reflects just that – Siesta is a cover produced by a Portuguese manufacturer, developed for the

most demanding applications, like marine and automotive.

“On top of that, it is 100% vegan. This cover not only meets the flammability requirements but also the needs of the modern consumer – and, being antimicrobial and antifungal, it is easy to clean and maintain.”

Aquinos’ Gui sofa is a prime example. It is suitable for any living space, be it a balcony, patio, deck or garden, says the manufacturer: “With a vibe that works in every environment, indoor and out, this modern sofa is ideal for revitalising any outdoor living space, transforming it in a cosy, warm place that feels like inside. Its look embodies simplicity and elegance, contrasting perfectly with any outdoor environment without clashing or taking over the beauty of the nearby nature.

“Overall, the rise of outdoor living represents a shift in how people view and use their outdoor spaces,” concludes Aquinos. “Rather than simply being an afterthought, these spaces are becoming an integral part of people’s homes and lifestyles, and we are committed to improving our knowhow and offering the finest outdoor pieces – always with comfort and innovation in mind.”

Aquinos Group operates 20 factories across Europe, and its sofas and mattresses can be found in homes worldwide. www.aquinosgroup.com Aquinos Sofás’ new models are equally at home indoors and out

56 PRODUCTS BEDROOM Grayson

BEDMASTER

www.bedmaster.co.uk

Tyler

Based in Batley, West Yorkshire, Bedmaster specialise in the latest furniture designs. With a keen eye for superior design and manufacturing, and dedicated customer service, the supplier aims to set “a benchmark for the future of home and living”.

From mattresses and bunkbeds to upholstered bedframes and children’s beds, Bedmaster boasts a rapidly expanding product range, of a quality that is “second to none”.

Bedmaster can be reached on 01924 420700 or emailed at info@bedmaster.co.uk.

We offer a swift delivery service, dispatching goods directly from stock to the customer’s door within just a few working days. Working with a premium delivery company, we promise great service and very low damage/fail rates.

• Good stock levels • Full unique customer ordering portal • CSV product upload / Stock updates • Very low customer QC and returns rates • Full access to a customer marketing portal trade password protected All models shown here are Ottoman/Storage beds - see many more on www.emporiabeds.com

• 1000’s of happy customer over the last 10 years • Booked in delivery service You place the orders and we do the rest, extremely easy and hassle free process.

For more information email sales@emporiabeds.com or visit our website and create your New Account

www.emporiabeds.com/NewAccount EmporiaBeds_JA.indd 1

16/05/2023 15:43

01924 420 700 info@bedmaster.co.uk

bedmaster.co.uk Grange Enterprise Park, Grange Road, Batley WF17 6PB

58 PRODUCTS BEDROOM

DEVONSHIRE

www.devonshireliving.co.uk Devonshire says its brand-new painted bedroom range, Lydford, is now available for purchase, having arrived into UK stock at the end of last month.

An upgrade to the supplier’s previous Pebble range, Lydford is designed in the UK and features elegant, soft curves, a commercial lightgrey paint finish (with a further nine premium colours to choose from, hand finished in Devon), complemented by lightly finished solid oak tops with rounded corners. Perhaps most importantly, Lydford hits a much more attractive price point, says Devonshire.

Practical storage options are plentiful, with a range of free-standing chests, dressing table and robes, including an impressive quad. The wardrobes feature adjustable door hinges and foot levellers to take into consideration uneven floors, and the range is supplied with both a

wooden and metal knob, for choice. The stylish bed frame features graceful curves and solid oak tops, making a strong centrepiece and completing the collection.

To request more information, or a visit from Mike (North) or Anthony (South) with the showvan, send an email to Devonshire at enquiries@devonshireliving.co.uk.

DOES YOUR CURRENT TWO-PERSON DELIVERY PARTNER PROVIDE THE 5

SERVICE THAT YOUR CUSTOMER DESERVES? WE CAN OFFER YOUR CUSTOMERS:

The average delivery date offered to your customer is 1.8 days.

Our top priority is customer journey and experience which is reflected in our 5-star Trustpilot rating after over 12, 500 reviews.

WWW.RHENUS-HOME-DELIVERY.CO.UK

Our deliveries are made by our specialist two-person crews who are trained in-house at our Rhenus Academy of Excellence.

Our claims rate is LESS THAN 0.1%.

07384 257205

Fully tracked 2-person deliveries from £19.95 (volume dependent).

We have a bespoke customer animation with a quick 3-step guide to preparing the customers' property for our arrival.

GAVIN.BODEN@UK.RHENUS.COM

SIESTA BEDS COMFORT & QUALITY ASSURED

A Life Changing Choice

Est 1986

MEDIZONE Copper 2,000 Latex SERIES ENCAPSULATED POCKETED SPRINGS WITH ENGINEERED Encapsulated Pocketed MEDICAL GRADE FOAM FOR SUPERIOR SUPPORT GIVING A UNIQUE COMFORT

Bamboo 3,000 Pocketed Springs

.

Natural Bamboo Fillings Tencel Soft touch fabric Hand Tufted

Mulliners Works 154 Bordesley Green Road, Bordesley Green, Birmingham .

B8 1BY. Email sales@siestabeds.co.uk

Tel: 0121 773 9969 Fax 0121 766 7413

60 PRODUCTS TRADE SERVICES

Changing of the guard

Photo courtesy Pexels/Mikhail Nilov

Photo courtesy Pexels/Alex Qian

“We are in a great position to continue to support our retail partners and drive Guardsman UK and Ireland to new heights

Photo courtesy iStock/Hispanolistic

With over 100 years of experience in the furniture industry, protection, care and repair specialist Guardsman UK has bolstered its team with a raft of new hires, rich with insurance expertise – all while building on its promise to protect customers’ brands with integrity and passion …

Guardsman UK enjoys the backing of the Amynta Group, a global insurance services company which Guardsman says has seen the business’ potential “to achieve greatness, even during the most challenging times”, and has recognised that its focus should remain on delivering exceptional customer service, while continuing to work with the demands of the regulator for its Furniture Protection Plans, and providing high-quality products for retail partners and customers alike.

“There’s no getting away from the fact that the FCA plays an important role in ensuring consumer fairness, and that their focus on furniture protection plans is ongoing,” comments Guardsman’s operations director Pauline Chiverton.

“However, our team is strong – especially because the leadership team have such a wealth of insurance industry knowledge and expertise, including deep regulatory understanding, which gives us a much clearer insight into what is required to protect all parties involved.”

Guardsman’s commercial director, Lyndon Willshire, who joined the business in the latter part

of 2022, comments: “I’m thrilled to be part of such a strong team, whose focus is growing the business, building strong and long-term partnerships with our existing retailers, as well as looking at new opportunities”.

Lyndon, who built the foundations of his career at specialist insurance provider DAS, has held previous senior insurance roles, as well as being part of Direct Line’s corporate partnership division. He continues: “This is an exciting new era for the Guardsman business, and I look forward to sharing some of the new initiatives we have planned for 2023 and beyond.

We are absolutely committed to supporting the furniture industry, and helping retailers protect their brand and grow their business.”

In February, the business appointed Russell Philpott as its risk and compliance director. Russell previously worked at The AA, covering both regulated and non-regulated product lines, and has extensive experience within the insurance industry after working with Swinton and BGL Group (the owners of Compare the Market).

Then, in March, the team welcomed MD Mark Potter, who brings over 20 years’ experience in the insurance industry. His expertise is in driving businesses toward success through organic growth, business development, new product development and sales growth.

Lyndon concludes: “Our team has changed over the last few months, bringing in a huge amount of insurance industry expertise to complement the strong existing team. We are in a great position to continue to support our retail partners and drive Guardsman UK and Ireland to new heights, ensuring we continue to follow the correct pathway, building fully compliant and successful partnerships.”

Anyone interested in finding out more or partnering with Guardsman can contact Zeyn Kassam, head of sales and business development, on 07508 007786. www.guardsman.co.uk

Our success is your success Join the leaders in furniture protection..

Protection Plans Warranty Repairs Specialist Care Kits Mattress protectors Furniture glides

If you are interested in finding out more about our products and services then get in touch!

www.guardsman.co.uk

62 PRODUCTS TRADE SERVICES

Honouring emerging talent The Furniture Makers’ Company is celebrating 60 years since becoming the 83rd livery company of the City of London in 2023, by honouring 60 outstanding young people working in the furnishing industry and showcasing them as ‘ones to watch’ for the future …

Amanda Waring

“Instead of reflecting on past successes, we want to look to the future of the furnishing industry and recognise emerging talent

The ‘60 for 60’ campaign, which launches this month, will celebrate a cross section of the most accomplished and promising people, 35 years or younger, who are demonstrating outstanding commitment to their career and the businesses in which they work.

Following the campaign’s launch, nominations and self-entries will be sought, with the winners selected by a panel of experts from the industry, including Amanda Waring, master of The Furniture Makers’ Company. The 60 award winners will be officially announced at an awards evening in October.

City of London livery companies comprise London’s ancient and modern trade associations and guilds.

The earliest guilds date back to the 12th century, when people working in the same craft in London grouped together to regulate competition within their trade and maintain high standards.

The term ‘livery company’ was introduced when guilds started introducing their own clothing and regalia – or livery – to distinguish their members from other guilds. Today, there are 110 liveries, that support matters of trade, education, charity and fellowship within their sector. They also play an integral part in the City’s governance. The Furniture Makers’ Company was founded as a guild in 1951 and granted

livery status in 1963, and was incorporated by Royal Charter in 2013.

Amanda says: “For over 60 years, The Furniture Makers’ Company has brought together some of the most influential people and recognised brands from the furnishing sector with the purpose of cultivating bonds of fellowship and fortifying the industry though charitable endeavours.

“Instead of reflecting on past successes, we want to look to the future of the furnishing industry and recognise emerging talent. The 60 for 60 campaign is our way of recognising and lauding the disrupters, the promising leaders and business lynchpins.”

As part of the campaign, The Furniture Makers’ Company wants to raise £60,000 in sponsorship, which will be used to give the award-winners an unforgettable awards evening, as well as to fund events and initiatives to support their ongoing development throughout 2023 and beyond. Surplus funds will be used to drive forward the organisation’s educational and training strategy, which aims to reduce the industry skills gap.

Businesses wishing to support the campaign can do so by becoming a sponsor or a principal partner.

For information about sponsoring 60 for 60, email marketing communications manager George Cooper at george@furnituremakers.org.uk, or call 020 7562 85222.

Amanda adds: “This is the major fundraising campaign for my year as master, and I hope you will consider supporting the initiative by becoming a sponsor or principal partner. I’m very excited about 60 for 60 as I think it’s an excellent way of demonstrating to young people in our sector that we are an industry that cares about them and recognises the vital role they play.” www.furnituremakers.org.uk

The Furniture Makers’ Company the furnishing industry’s charity

Feeling low?

Overwhelmed?

Stressed?

Talk to us.

Text ‘COMFORT’ to 85258 for free and confidential support, 24/7

in partnership with Texting ‘COMFORT’ is anonymous and will not show up on your phone bill.

shout

64 PRODUCTS TRADE SERVICES

RHENUS HOME DELIVERY UK

www.rhenus-home-delivery.co.uk

Rhenus Home Delivery UK operates a premium home delivery service, and its top priority is customer satisfaction. Rhenus’ specialist two-person teams place great importance on handling the storage and transportation of goods with great care, so they arrive at the customer’s home without any damage.

The fulfilment specialist says it is able to provide five-star delivery services thanks to a range of

approaches, such as ensuring multiple points of contact with the customer: “We ensure that your customer is kept up to date throughout the delivery process,” states Rhenus. “This includes: an estimated three-hour time slot, sent the day before delivery; an updated arrival message after leaving the designated depot on the morning of delivery; a message at the previous delivery point to give a precise expected time of arrival; and a pre-delivery call from our drivers to alert the customer that we are on the way.”

Rhenus’ customer service and driver team is at the centre of all operations, with a focus on providing customer-focused solutions. Rhenus have partnered with What3Words, a precise location technology that facilitates a more efficient delivery by reducing search and wait times.

Meanwhile, seamless stock and delivery management is guaranteed by an efficient client portal, which enables the customer to locate their stock from the moment it is scanned into the depot. Products are then distributed utilising either a cross-dock process or storage solutions.

Several products can be linked from multiple suppliers for any given customer order, while a bespoke track-and-trace system enables Rhenus to follow the delivery to completion.

Master Oak is often mistaken for wood veneer, says the surfacing specialist: “In fact, it is a highperformance HPL surface that offers three times more scratch resistance, easier maintenance and excellent durability. Master Oak can be used to bring the look and feel of natural oak in a range of applications including furniture, shelving, wall panels, doors and storage.”

Ann De Blanck, product manager at Unilin Panels, says: “Being recognised for the innovation, functionality, quality, design and sustainability of Master Oak by the respected judging panel of interzum awards 2023 is hugely satisfying. Master Oak’s High Product Quality in Materials and Nature joins a growing roster of international accolades, including DNA Paris

Design Awards and MIAW Innovation Award – evidence of its excellence as an interior finish.”

Looking to global trends, and exploring how natural wood finishes are used in commercial interiors, Unilin’s design team has put together a range of six authentic oak looks that are versatile and applicable to real-world applications. Two of the options – Elegant Black and Everest White – are exclusively available in Unilin’s coloured-incore HPL. This construction ensures that edges are the same colour as the Master Oak finish.

Suitable for furniture and cabinetry construction, coloured in core leaves a smart edge. Matching edging tape and end-grain edging tape is also available for all six Master Oak colours.

Unilin Master Oak

UNILIN PANELS

www.unilinpanels.com

Unilin Master Oak in natural white

Experts from the fields of design, materials science and architecture have judged Unilin Master Oak high pressure laminate (HPL) to have “High Product Quality” as part of this year’s interzum awards. Looking at innovation, functionality, quality, design and sustainability, the judges decided that Master Oak stood apart from comparable products in the field of Materials and Nature.

Master Oak looks and feels exactly like real oal, says Unilin. Featuring Unilin’s patented Timber Touch Technology, which adds “more depth, clarity and texture than any other HPL”,

Market Leading Mattress Protector Brand, Featuring Cutting-Edge Materials Including Copper, Graphene, Charcoal and Bamboo!

• Professional Sales Training & Motivational Programme • Best in Class Product Innovation and Cooling Technology • Genuine 15 Year Guarantee Programme • State of the Art Dynamic Display Bays • Award Winning Customer Service & Claims Resolution

Contact Protect-A-Bed ® to start increasing your prof it: sales@protectabed.co.uk | 02087 310020

66 PRODUCTS TRADE SERVICES

Bye Bye Bed sees mattresses Reborn Yorkshire-based mattress recycler/ manufacturer Bye Bye Bed is on a mission to “rebuild the world”, says founder Paul Beckett, who has utilised an innovative circular manufacturing model to create a new mattress brand, Reborn …

Reborn 100% recycled mattress

“Recycling alone isn’t enough

“It’s never too late to do the right thing,” says Paul, who strives to lead the way in sustainable manufacturing, “setting worldwide remanufacturing benchmarks and standards for eco-design, flammability, integrity and cleanliness”.

The need for new thinking has never been more pressing. According to Paul, allocated lanfill space is dwindling fast, so the costs of mattress disposal will soon become prohibitive. When considered against a backdrop of material shortages and the looming climate change crisis, Paul’s solution offers the bed sector a timely opportunity to get ahead of the curve.

“Recycling alone isn’t enough,” he explains.

“Some 70% of the components that come out of a deconstructed mattress have little or negative financial value when diverted to reprocessors (which are already at capacity), and the value of the remaining 30% doesn’t offer a financially viable and sustainable revenue stream unless it is sold back into industry.

“In the 30+ years that I’ve been active in the mattress and mattress fillings industry, I’ve seen margins reduce, standards drop, businesses fail and shortcuts taken, just to be able to compete. The mattress industry in the UK has declined faster than the consumer goods and services sector overall – but we’re confident that our circular-economy solution is a crucial step in tackling the primary negative factors of declining life cycles and high competition.”

Paul says Bye Bye Bed has found a sustainable, ethical and circular solution for 100% of the separated components, and is steadily building up its portfolio of sustainably manufactured products, which include solutions for a range of sectors including pet,

packaging, insulation, horticultural and leisure – plus recycled mattresses, pillows and toppers.

“Our pocket mattress will hopefully soon achieve 100% recycled content verification,” Paul continues.

“It has a highly competitive breakeven manufacturing cost, and offers eco-conscious organisations perhaps the most environmentally friendly (non-greenwashed) mattress to date.”

Paul says his business has the ability to remanufacture 100% recycled and 100% recyclable products, and offers those wishing to dispose of products a firm assurance that their end-of-life mattresses will not end up in landfill.

“As well as helping businesses achieve Scope 3 and a fast track to net zero, we’re offering the consumer a choice they’ve never had before – either purchase a product manufactured from virgin raw materials (and pay the economic and ecological price), or choose a Reborn product, of the same integrity and legal compliance, but at a fraction of the price and a tiny fraction of the ecological impact.

“Not only does our circular and ethical solution offer the only ‘real sustainable solution’ to prevent the 4.8 million mattresses still entering UK landfill sites each year, but it conquers the £100m mattress fraud recently reported by the NBF,” he concludes.

With continuous improvements taking place, and a potential crowdfunding drive in Paul’s sights, expansion is just around the corner – many will be hoping that it comes soon enough to help deliver the change the industry needs. www.reborn-products.com www.byebyebed.com

GLOBALINDO

FURNITURE

Outdoor living, dining and occasional furniture and accessories

METAL DEPARTMENT CNC Machine In-house Powdercoating

• • • •

CUSHION & UPHOLSTERY DEPARTMENT 40+ Sewing Machines Foam Cutting Machine Upholstered Outdoor product

Sustainably sourced timber Precision machining

In-house production

Designed to deliver comfort and style

Creating high-end outdoor furniture for export since 2004 07424 595757 ayaz@globalindo-furniture.com

J l . K e d i r i - K e r t o s o n o K m . 1 3 D e s a M i n g g i r a n , K e c a m a t a n P a p a r , K e d i r i , J a w a T i m u r

PT. GLOBALINDO FURNITURE

68 OPINION

Seize the American Dream The US market may be an attractive prospect for expansion-minded furniture businesses, but despite its similarities with the UK, going West requires a careful, systematic approach, says Jon Staker, CEO of global expansion specialist, Vanquish Commerce Group …

By Jon Staker

There is plenty of info out there about ‘US Expansion’ – just hit Google search. Much of the advice will wax lyrical about the virtuals of going global, with checklists of things to consider – but it’s all cookie-cutter.

I have the distinct advantage of not only having done it several times myself, but of working with many wonderful furniture and home businesses on a dayto-day basis to achieve successful market entry.

After a while, you figure out what works and what doesn’t, and you see the patterns. Those patterns allow you to build a framework that can be repeated over and over again to produce a similar result. Of course, the product has to be great – but provided you have that covered, the rest is formulaic.

When it comes to international expansion, there is nowhere quite like America for us Brits (and indeed our European neighbours), and for good reason. With $1.1t in ecommerce sales, a unified language and a favourable legal and regulatory environment, it is a wonderful place to find growth. If you’re a Britishbased brand, for example, you are literally looking at a 10x growth potential per SKU. If you get the following things right, you will be 10 years ahead of other ‘give-it-a-go’ brands …

1. Strategy It sounds obvious, but so many just Google a 3PL, throw up some listings and fire in some stock, hoping to be the next US success story. Nine out of 10 times it ends up in failure and leaves them smarting from another failed launch.

You should carry out deep research such as market trends, SERP data, customer landscaping, target audience mapping, industry benchmarking and regulatory requirements. You should then be looking at existing metrics such as AoV, CVR, buying cycle, brand awareness, RPR and more. I know, there’s lots of jargon here, but in a nutshell, we want to know who we’re selling to, what we’re selling and how we’re going to sell it.

You’re then going to want to do your due diligence on distribution mapping. What are the best-fit sales channels, where will you market it, and who will fulfil orders?

Use all of this information to build a comprehensive ‘game plan’ so robust you could take it to an investor.

It should include an actionable roadmap, with KPIs to measure the success of the launch.

2. Foundational setup Getting the basics right is essential when launching anything in business, especially something as critical as an overseas expansion. There are some things which are non-negotiable, as boring as they may be.

You’ll need to make sure your legal and regulatory house is in order (legal identity, tax requirements, filing compliance and banking, etc). No two instances are the same, and it is often a misconception, for example, that a British or European entity will need a US entity such as an LLC to trade in the US. Often the inverse is true, and it can be detrimental to set up a US entity. Tax and trade treaties exist between us and the US which make trade very accessible and very simple, providing the correct advice and setup is carried out.

Then it’s onto trademarks, brand registries and IP. You don’t want to be poised to sell and then lose out on brand protection and eligibility to sell.

3. Power positioning Now it’s onto something that you won’t find anyone else talking about, and I could well be giving away my secret sauce here … but here goes!

Retailers and platform resellers have tightened up vendor application acceptance since Covid.

Many of the top platforms, such as Overstock and Target+, have clamped right down and will only want to listen if you have a presence and a captivating proposition. America is not like the UK, they don’t buy and sell features, they buy and sell great stories. I’ve personally been in meetings with major retail buyers there who have said, “No, no, forget the features and price, those things are commodity – what’s the story?”

Here is what we recommend you do to offer the best chance at breaking into those exclusive relationships: • Develop a compelling brand story with a clear Unique Value Proposition. If this means creating a fresh, US-oriented brand, then so be it. Otherwise, it’s about taking stock and cleaning things up.

• You will then need to create great sales collateral which tells this story in a succinct, very formulaic way.

• You will need a US geo-based website, which will act as the nucleus for your multichannel ecosystem.

“I can guarantee that you will be 10 years ahead of your competitors

69

Is your business ready to cross the pond? (photo courtesy 123RF/bilanol)

Vendor managers and buyers will always go to clicks first to validate who you are. If you don’t have a USbased website, they don’t want to be your guinea pig, not in this economy!

• Finally, you will need key social media channels with optimised and targeted content for your new US audience. You will want a minimum of one month’s worth of regular posts before you stick your head above the parapet.

These crucial things give you credibility, validity and desirability in the eyes of your stockists and your mutual consumers. It’s win/win.

4. Pricing Another thing people omit to talk about is pricing, as though that’s just a thing that ‘happens’. It doesn’t.

Get it wrong, and your expansion plans will be over before they started.

The right pricing structure will set you up with a profit matrix that works from MSRP to wholesale, but crucially will allow for the allowances, discounts and fees that each retail partner or platform will want to deduct from you. I have seen people set up to ‘double up’ and end up breaking even (or worse) by overlooking these details. Get the pricing right from day one, it will (quite literally) pay off later.

5. Fulfilment This bit will make or break your American dream – trust me, as it almost broke mine back in 2016. Like you, I thought I’d find some 3PLs on Google, read some reviews, and give them a go. What could go wrong with putting labels on boxes and handing things to carriers?

Turns out, everything. My first warehouse experiences in the US cost me over $300,000 in losses, and six moves (it’s not cheap to uplift furniture and truck it across America, btw) but, never one to give in, I made it work. I spent eight months travelling the US, interviewing warehouses and finding the right ones.

The right 3PL for you isn’t the right 3PL for the next guy. Product profile and category, location, proximity to economical entry port, carrier integration, etc are all deep considerations.

Then you must consider retail compliance. Will you sell on Amazon? Wayfair? B2B Retail? D2C? All of the above? Whatever the answer, it has to be clear that the 3PL warehouse of your choice can handle things like Seller Fulfilled Prime, third-party billing, dropship collect, LTL [less than truckload], and so on. Getting this wrong can be fatal, especially if you find out they cannot handle these things once orders are starting to come.

Get warehousing right, and you’re 90% of the way toward making this thing work.

6. Onboarding Long gone are those heady days of ‘list it and forget it’. Every platform is a minefield of requirements and compliance. You are going to need to spend time learning – or find someone who already knows – each platform inside out. This won’t be the same person, as no one size fits all, no matter what those overzealous agencies might tell you.

To onboard, setup, integrate build-out listings and stores, syndicate reviews, and build robust, compliant fulfilment SOPs per channel requires deep expertise – but it can be done. You’ve done it in your home country, you know this stuff takes effort, and you’re willing to put in the time!

With all of these things in place, I can guarantee that you will be 10 years ahead of your competitors looking to launch in the same market, and in immaculate shape to build your US business!

What’s more is that, if done right, it can be done in 90 days or less if you set your stall out and you’re prepared to put in the work. Imagine that – selling in the US within three months. How awesome could that be?! www.vanquishcommerce.com

“With $1.1t in ecommerce sales, a unified language and a favourable legal and regulatory environment, the US is a wonderful place to find growth

70 OPINION

How late payments can impact retailers How quickly does your business pay creditors? And how often are incoming payments overdue? Cash flow is crucial to any business’ effective operation, and a culture of late payments can cause irreparable damage, writes UK Business Finance’ Karl Hodson …

One of the first tell-tale signs that a business may be on the road to becoming insolvent is poor company cash flow. If a business is consistently cash poor, this means that it is probably cash-starved, and therefore can’t tend to company liabilities such as staff wages, rent, utility bills and stock replenishment costs.

The latest high-profile casualty for the furniture industry was the administration of Made.com, as it ran out of cash – this shows that the time is ripe for even the most in-demand retailers to work harder to protect their financial position and secure a fighting chance to stay afloat amid the energy crisis.

Late payments – how rife is the practice?

The Time is Money: The Case for Late Payment Reform from the Federation of Small Business (FSB) includes up-to-date findings on late payments that highlight the current state of play between businesses in relation to payment timeliness and tardiness. The findings include: • 52% of businesses experienced late payments • 25% of businesses reported increased late payments • 37% of businesses applied for credit to manage their cashflow To cope with the damaging impact of late payments, over one-third of businesses turned to alternative avenues to maintain company cash flow.

Without sufficient cash flow, a business can rapidly collapse under the weight of growing overheads and persistent pressure from creditors to make payments.

While over half of businesses reported late payments, a quarter reported increased late payments, which shows that the practice is widespread, with little in the way to deter big businesses from engaging in this manner.

In the retail space, the practice of late payments is a hot topic, with industry leaders being called out for unfair payment practices.

The IPSE Payment Practices Index ranks the payment practices of some of the largest companies in the UK, including furniture retailers Furniture Village, Dreams and Oak Furnitureland. Here’s how they ranked, including average time to pay,

“In the retail space, the practice of late payments is a hot topic, with industry leaders being called out for unfair payment practices percentage of invoices paid within 30 days, and percentages of invoices not paid within the agreed terms.

The following furniture retailers took between 50 to 67 days on average to pay invoices: Furniture Village (67 days); Dreams (67 days); Oak Furnitureland (33 days); DFS (29 days); and Habitat (50 days).

The percentage of invoices paid after 60 days are as follows: Furniture Village (54%); Dreams (57%); Oak Furniture Land (2%); DFS (4%); and Habitat (30%), and the percentage of invoices not paid within agreed terms include Furniture Village (11%), Dreams (12%), Oak Furniture Land (26%), DFS (52%) and Habitat (22%).

While only two of the five furniture retailers hit an average around the 30-day mark, what happens when the tables are turned, including the long-term effects of late payments on retailers – particularly when the business is cash poor?

Why late payments can make or break a business Late payments can fuel a cycle of disruption for businesses as, if a string of invoices are paid late, this could trigger payment delays to a wide range of creditors, including suppliers, HMRC, landlords, staff and customers. Once this domino effect is in full swing, it has the power to cut off the ability of the business to fuel investments, such as upgrades to business operations, recruitment drives and stock diversification.

If the pool of company cash is stagnant, this can hinder progress and cut away at the ambition of the business, which can be damaging to its financial future. www.ukbusiness.finance

“Without sufficient cash flow, a business can rapidly collapse under the weight of growing overheads and persistent pressure from creditors

72

Senior Buyer

DO YOU ENJOY ASSISTING CUSTOMERS? PERHAPS YOU HAVE A BACKGROUND IN FURNITURE SALES ROLES?

Furniture & Home Accessories

If so, our key account development manager role could be perfect for you!

Limelight Beds have enjoyed another successful year, and are now looking to recruit to expand our client management team.

Location:

Ayrshire, Scotland (hybrid role with 2 day per week office-based)

We are looking for an exemplary person, dedicated to look after and grow our key accounts portfolio – development is key.

Salary:

You will be their first point of contact, helping with product, pricing and scheduling enquiries. You will develop these key relationships to ensure the client base are well looked after, which in turn will deliver high growth and retention levels. Experience in B2B selling is essential, and you will preferably have already dealt with big groups.

£40k + £10k annual bonus

Job Outline:

As a Senior Buyer, you will be responsible for sourcing, selecting and negotiating with suppliers to ensure the best possible products are available for our customers.

Excellent customer service skills, an ability to build rapport and willingness to learn and grow with the company are key.

The role is based at our premises in Barwell, Leicestershire, but will also involve visiting clients at their premises across the county, therefore a driving licence and own vehicle are vital for this role.

You will also work closely with our merchandising and marketing teams to ensure the right products are available at the right time and at the right price.

This is an ideal opportunity for someone to prove their worth.

Full job description available at FurnitureNews.net

Our team enjoy: training and development opportunities; attendance at business trade events; and the autonomy to drive forward their respective area.

To apply, please submit your CV and cover letter to jobs@thedesignerrooms.com highlighting your relevant experience and qualifications.

To apply, in the first instance, please send a covering email and CV to Aiyub I Sidat, director, at aiyub@limelightbeds.co.uk

2021 #385 October news.net

www.furniture

LimelightBeds_401.indd 1

13/01/2023 TDRClass.indd 10:37 1

16/05/2023 16:05

#388 January 2022 www.furniturenews.net

HOT PROPERTY Sizzling CGI

from Chilli

Pepper Designs

D2C DIRECTIONS | BEDROOM HOME OFFICE SERVICES LIVING | TRADE

FN385_Pages.1.indd

The D2C dilemma hybrid cons of going The pros and boxes clever Simba’s CEO need a holiday Why salespeople 30/09/2021

1

AREA SALES MANAGER – SOUTH OF ENGLAND

We have an opportunity for a talented Area Sales Manager to join Kaydian working within the South of England area. Key requirements are previous sales experience and a proven track record with success in winning new customers.

VOYAGE OF DISCOVERY

Join At The Helm’s bold adventure

THE ROLE • Reporting to the Sales Director you will join a well-established company within the wholesale bed market.

• As Area Sales Manager you will be developing relationships with a wide range of customers and looking for areas of growth within our existing customer base and developing new business within the designated geographical area.

• Your role will largely be field based either working remotely from home or building relationships with new and existing customers.

A man’s world?

Evaluating gender equality in the furniture industry JANUARY FURNITURE SHOW INDX FURNITURE | BEDROOM LIVING | DINING | TRADE SERVICES

Behind the rise and rise of Qualita Forecasting the product trends of 2022

FN388_1_Front PF1.indd 1

20/12/2021 14:53

REQUIREMENTS • Previous sales experience in selling would be advantageous.

• Experience working within a sales / target driven role.

• Experience in attending Trade Shows and presenting new products.

• Able to regularly stay away from home at least one night per week.

• Must hold UK Drivers Licence for more than 12 months.

BENEFITS Salary + Commission -OTE £45,000.00 per annum Permanent Full Time Position Car Allowance Mobile Phone Allowance Company Pension Scheme Discounted Product

HOW TO APPLY To apply with CV please email Stuart Priestley at stu@kaydian.co.uk

The International Alliance of Furnishing Publications (IAFP) comprises 17 of the world’s leading industry trade publications.

As the IAFP’s UK representative, Furniture News can offer exporters and importers market information, contacts and reach through the most effective B2B channels.

2021 #383 August enews.net

www.furnitur

PICTURE PERFECT Sit pretty with

ing CGI

Orbital’s award-winn

www.iafp.info

AWARDS READERS’ CHOICE | TRADE SERVICES ROLLED MATTRESSES

FN383_Pages.1.indd

KaydianClass.indd 1

22/05/2023 15:18

1

Channel hopping routes to market OKA takes new shipping crisis Notes on the lockdown trading out of

The ethics of

28/07/2021

13:08

12:19

PARTNER COMMENT OPINION 73

FURNITURE INDUSTRY RESEARCH ASSOCIATION (FIRA)

Carbon reporting in focus Carbon reporting is the latest focus for the Furniture Industry Research Association (FIRA), which recently held a members’ forum dedicated to the topic, writes John Hubbard, technical consultant at FIRA International (the association’s service provider) …

By John Hubbard

The Furniture Industry Research Association recently hosted a Carbon Technical Forum for its members.

Hosted by association chair Brian Ahern, the forum aimed to help members understand more about carbon measurement and ecolabelling, and to provide an opportunity to share the challenges, good practice and complexities around the different approaches that are being adopted in the supply chains, and how the industry can work together to present a clear strategy towards zero carbon.

I kicked things off by giving the attendees an introduction to carbon measurement, looking at the three scopes included in an organisational carbon footprint: Scope 1 – direct emissions under the control of the organisation; Scope 2 – indirect emissions from purchased electricity; and Scope 3 – indirect emissions from supply, purchased goods and services, and distribution.

I then went on to explain how carbon measurements were used in the tendering process, and examined the challenges of presenting carbon emissions in different ways – such as a carbon footprint for the whole company, against assigning carbon emissions to individual products such as an item of furniture.

Ecolabeling was also discussed, with a look at how these are being used in the furniture industry, and some of the limitations to their wider adoption.

Joanna Knight, furniture consultant and FIRA council member, then expanded this topic using her experiences of working with SMEs and how they respond to questions raised by their customers in the supply chain.

Following these background presentations, an open panel discussion took place where delegates, who represented a range of organisations across the supply chain, from manufacturers to distributors and retailers, shared their experiences and raised concerns about how there is a need for meaningful and coherent information that can be readily

compared and that does not require vast resources to administer, but also allows the industry to work towards challenging carbon-reduction targets in a timely manner.

During the forum, a decision was taken by the association to issue a statement in support of the furniture supply chain using a similar approach regarding the measurement and communication of embodied carbon in products.

The statement, which can be found on the FIRA website, addresses the key points that were raised by members during the discussions at the consultation event. This document is intended to be a starting point for debate and collaboration across the supply chain, to demonstrate that the furniture industry is taking meaningful action on the journey towards carbon zero.

It shows that we are working together to develop good practice, along with a meaningful exchange of information with a clear destination in mind, taking into account the diversity of materials, products and businesses that form the modern furniture supply chain.

The intention is to start an ongoing dialogue involving manufacturers, distributors, retailers and specifiers, but we are also looking to include large corporate and public bodies which have major furniture demands and are key players in the supply chains.

Carbon measurement and reduction is just one part of the modern sustainability landscape, and activities around carbon reduction should be sympathetic to the other aspects which are becoming more significant – such as material resource preservation, circularity in the supply chain and preventing waste and pollution.

For more information on any sustainability topic, please contact me personally via email at jhubbard@ fira.co.uk. www.fira.co.uk

INDUSTRY PARTNERS

“There is a need for meaningful and coherent information that can be readily compared and does not require vast resources to administer

Young Furniture Makers exhibition.

74 OPINION FEEDBACK

THIS MONTH, WE’RE ASKING …

What do you do in your personal life that helps your work?

Time out on our boat, cruising the River Shannon, helps me to stop and reflect

My hobby is also my career (website and web systems development)

Yes, I exercise – swim, walk, yoga, paddle board, barre and weights. For me, exercise relaxes my mind, and enables me to think more clearly and to focus on what is really important.

I am also an artist, a graphic designer and a writer, and all three help with the creative, marketing and design side of the business

I really enjoy taking my dogs out camping in the woods. I do this most weeks. It allows me to relax and switch off, but still be very close to work

Mark Gannon (Sofa Source)

Wendy Martin Green (Peter Green Furnishers)

Run. It is a great way to keep your head clear so when you are at work you can focus more. It is also hard to stress too much when you can’t breathe!

Keiran Hewkin (Swyft Home)

I’m a massive routine person and generally go swimming most days. It definitely makes my brain more clearly understand the best option, and not make a decision too quickly Martin Seeley (MattressNextDay)

I’m a keen reader of business books, in particular those on the psychology of decision-making and branding. Understanding how you can move the customer through the complex process of buying high-ticket products is really helpful in furniture David Kohn (The Multichannel Expert)

Nothing conciously, but I’m always looking for new opportunities when I’m out. It does irritate the wife at times!

John Northwood (agent)

Neil Barker (Barkers Furniture)

George Sinclair (Nimbus Beds)

I help to run a charitable organisation that buys and sells stock – it helps to remind me of some of the challenges that face retailers Mike Whitman (Iconography)

I try to exercise regularly, but fail miserably Shane Harding (Highgrove Beds)

I work as a school’s director, charity treasurer and borough councillor. These all help with networking and personal skills for dealing with difficult people Huw Williams (Toons Furnishers)

Running and exercise – it provides perspective and thinking time Steve Reid (Simba Sleep)

My work/life balance isn’t amazing at the moment. I am married to my co-founder so it can be hard to find a way to switch off, even out of hours and at the weekend. I find the thing that helps me most is listening to music – it always relaxes me if I’m listening to Ludovico Eniaudi, or gets me in positive mode if it’s a high-tempo artist like Shakira Deirdre Mc Gettrick (ufurnish.com)

I love to run, but I get very little time owing to my five-year-old little girl Jade Farthing (Haskins Furniture)

WE WANT TO HEAR FROM YOU! • Follow Furniture News on LinkedIn • Join us on Twitter @FurnitureNewsED • Contact the editor at paul@gearingmediagroup.com • For advertising and subscription enquiries, see p3

HUMBER Stand out Mid-Century style with a dramatic black solid oak angled frame and contrasting natural weave upholstery, the new addition to our Humber family is sure to be a beautiful addition to any space.

The design includes the deep pull detail and stunning smooth lines that is a unique feature to the family and is sure to be suited to vintage and modern style homes alike.

Scan the QR code for more



View our full collection online at www.gallerydirect.co.uk

LOW LOADER VAN

MANUFAKTUR VANS IN STOCK NOW FOR IMMEDIATE DELIVERY

RENAULT

FREIGHTLOADER Price starting from £36,995 + VAT

MAX PAYLOAD

VAUXHALL

FIAT Price starting from £38,990 + VAT

Price starting from £36,995 + VAT

MAX VOLUME

MAX EFFICIENCY

Competitive finance and lease deals available View extensive stock online maximover.co.uk | 01673 863300 Understandably the preferred choice to many of the UK’s leading transport, logistics & distribution companies