Furniture News 420

#420 September 2024 www.furniturenews.net

AGE OF ICONS

Enter Carpe Diem Beds’ new era of sleep

BED SHOW | MANCHESTER FURNITURE SHOW LONG POINT | AUTUMN FURNITURE SHOW RETAIL TECHNOLOGY | BEDROOM DINING | TRADE SERVICES

DUX IN A ROW Inviting retailers to a premium party Furniture Sales Solutions in action Dreams goes for Olympic gold

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Editor's comment Paul Farley Editor-in-chief

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

“Selling is so integral to business that it’s baffling the discipline isn’t paid more attention “Sell me this pen.”

Whether you’re a Wall Street wolf or just striving to hit your targets in a furniture store, you’ll have some kind of response to Zig Ziglar’s fundamental (if reductive) test of salesmanship.

Selling is so integral to business that it’s baffling the discipline isn’t paid more attention. Lessons are handed down via various parties and resources, often along the lines of “this is how we’ve always done it”. Rarely do businesses take a structured approach – but when the footfall isn’t forthcoming, guaranteeing better conversion rates and margins is very much the name of the game for brick-andmortar retailers.

I’ve always been fascinated by the psychology of selling, and seeing how it plays out in our industry – so, ever since Furniture Sales Solutions emerged on the scene in 2021, I’ve enjoyed absorbing Adam Hankinson’s advice on how to overcome objections, find the upsell opportunities and close the deal.

Having run a regular column from Adam for some time, we thought we’d delve deeper into his methods by grilling a few of his ‘students’. From p30 you’ll find accounts from the likes of Caseys, Fairway and Gillies which spell out how Adam’s training regimen was deployed in their stores, and how his techniques have impacted the bottom line.

That said, for salespeople to win, the product needs to sing – and September is one of the best times of year to find it. In this issue, you’ll find previews of Long Point (p42), the Autumn Furniture Show (p68) and the Bed Show (p52, and do take a look at this month’s Bed Buyer supplement for the full exhibition lowdown and insights from the sector), plus the second part of our Manchester Furniture Show coverage (p74).

Two of Sweden’s premier bedmakers are in the spotlight this month, with our cover star Carpe Diem Beds outlining The Iconic Collection’s rollout (p20), while DUX explains what it looks for in a retail partner (p10). In other bedroom news, we’ve the latest from Dreams, as CMO Jo Martin reveals the new technology developed to help athletes sleep better at this year’s Olympics (p16), plus updates from Rauch (p24), Kaydian (p22) and Simba (p92).

Elsewhere, meet Saxon Furniture’s Mark Denby (p28), get personal with agent Phil Gant (p26), and discover what our feedback panellists are doing to meet demand from younger shoppers (p114).

You’ll also find opinion pieces from Steve Pickering (p107), Gordon Hecht (p106), Jonny Westbrooke (p113) and the aforementioned Adam Hankinson (p108), plus advice on asset disposal from BPI’s Richard Travis (p110).

Oh, and about that pen? Jordan Belfort revealed that from his POV, the question’s a trap. Most will try talking up the pen’s benefits, but the best response is to open a conversation. Ask the customer whether they want a pen and what they want from it, rather than wasting your time trying to sell a pen (however amazing it may be) to someone who doesn’t want one.

In short, focus on the customer’s needs, not your own (I think the likes of Carnegie, Barragan and Ogilvy would concur).

And no, I don’t need a pen. But I could probably be persuaded.

Paul Farley

5

#420 September 2024 www.furniturenews.net

Contents AGE OF ICONS

10

Enter Carpe Diem Beds’ new era of sleep

BED SHOW | MANCHESTER FURNITURE SHOW LONG POINT | AUTUMN FURNITURE SHOW RETAIL TECHNOLOGY | BEDROOM DINING | TRADE SERVICES

7

NEWS

10

INSIGHT

10

DUX

16

Dreams

18

Erdem Fabrics

20

Carpe Diem Beds

22

Kaydian

24

Rauch

26

Getting personal

28

60 seconds with …

30

Furniture Sales Solutions

40

EVENTS

42

Long Point

52

Bed Show

68

Autumn Furniture Show

74

Manchester Furniture Show

84

PRODUCTS

88

Retail Technology

92

Bedroom

94

Dining

96

Trade services

DUX IN A ROW Inviting retailers to a premium party Furniture Sales Solutions in action Dreams goes for Olympic gold

COVER FEATURE FN420_Pages.indd 1

22/08/2024 15:07

20 CARPE DIEM BEDS

EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul@gearingmediagroup.com X @FurnitureNewsED SALES SALES AND MARKETING DIRECTOR (FURNITURE NEWS PORTFOLIO) Sam Horscroft 07764 650655 sam@gearingmediagroup.com X @FurnitureNewsAD

Kevin Slade DUX

16

SALES EXECUTIVE Caroline Littler 07861 231461 caroline@gearingmediagroup.com OVERSEAS AGENT Casey Loo (Asia) +65 973 00123 (WhatsApp) casey@apsmediagroup.com

Jo Martin Dreams

34

PRODUCTION PRODUCTION MANAGER James Ash james@gearingmediagroup.com 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

Tom Coyne Caseys Furniture

78

106 Hope for the best, prepare for the worst 107 Why shoulder the blame?

108 New salesperson? Fake it till you make it!

CHAIRMAN Nigel Gearing

110 Asset disposal – a smooth exit for owners

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 2024 WWW.FURNITURENEWS.NET

106 OPINION

113 Partner comment 114 Feedback Choukri Zerhouni Claimlane

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.

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

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NEWS 7

White Stores is opening a concession within GO Outdoors’ 125,000ft2 York location on Vangarde Shopping Park, reportedly the biggest outdoor store in Europe

ufurnish.com has launched its consumer-facing Home Awards, in conjunction with Stylist Magazine, to recognise leading homeowners, influencers, innovators, bloggers, retailers and manufacturers

Arlo & Jacob is opening a new showroom, on Broad Street in Bath, Somerset

Next saw full-price sales grow +3.2% YoY in Q2, exceeding its expectations by £42m. UK sales were only slightly ahead of expectations, up +0.4, while overseas online sales grew +21.9%

The Furniture Makers’ Company’s Young Professionals Industry Experience (YPIE) saw eight “future leaders” complete a three-week tour of UK furniture businesses this summer

The Young Furniture Makers exhibition, an event showcasing furniture, lighting and textile designs from emerging designermakers, will return to Furniture Makers’ Hall and the Dutch Church in Austin Friars, London, on Wednesday 2nd October

Christy has appointed Claire Hester (ex-Loaf, White Company) as director of design, merchandising and sourcing

IKEA is rolling out an upgraded AIpowered drone system capable of continuously operating alongside staff in fulfilment units and DCs READ MORE ONLINE AT WWW.FURNITURENEWS.NET

BFM roundtable seeks fire regs solutions Last month, the British Furniture Manufacturers (BFM) hosted a discussion event at Furniture Makers Hall aimed at creating a consensus on fire regulations in the furniture industry.

With a broad range of representatives, from sole traders and retailers to manufacturers and academics, the BFM Fire Regulations Roundtable brought together expertise from across the industry to garner views on the proposed Flammability Regulations, in a bid to understand the significance of the plans in relation to testing and standards, commercial viability, impact on circular economy and chemical transparency.

BFM MD Phil Spademan says: “This event was a first step towards the industry pulling together as a whole. From here, we can build, and consolidate, then start communicating with Government via the BFC to lobby decision-makers and ensure they are aware of the issues in our industry.”

The event included short presentations, a Q&A and four roundtable discussions. Main facilitator, David Fitzsimons, says: “The UK has become an outlier globally in saying it’s more important to give

people time to get out in the event of a fire, rather than avoid using chemical compounds in furniture that could have serious negative health effects. It’s why we’ve got so many different people in the room.

All sorts of commercial implications and health effects are of concern.”

Phil adds: “Although we don’t have an immediate solution, it is encouraging that the majority of people in the room seemed to be in favour of reducing chemical fire retardants from furniture and ultimately finding a safe route forwards to remove them completely. From that perspective, the industry is aligned in making products healthier, safer, and fire resilient as well.”

Nick Scali outlines Fabb acquisition progress Australia’s Nick Scali Ltd has reported its results for the year ended 30th June 2024, the period in which it acquired retail chain AHF (Fabb Furniture).

Following an equity raise in April to fund the acquisition and support future investment in the UK, Rodney Orrock (former CEO of Best & Less) was appointed to lead the UK growth strategy transformation, based full time in the UK. Nick Scali’s product has now been adapted to UK compliance, arriving into UK showrooms this month, and store refurbishments are under way. A total of 20

UK stores were added to the store network with the acquisition of Fabb Furniture – the long-term outlook for the UK store network has not yet been confirmed.

“Written sales orders are down, affected by a combination of tougher market conditions, longer lead times due to supply chain disruptions, and commencement of store refurbishments,” says Nick Scali of the UK business to date. “Trading is expected to deteriorate further in the first half of FY25 as disruption increases due to store refurbishments and change in the product range.”

FSB sets out vision to transform high streets Supporting pop-ups and temporary-use initiatives for new businesses, creating mobile phone-based loyalty programmes, and showcasing local high streets in major tourism campaigns, are some of the recommendations set out to revive the UK’s village, town and city centres in a landmark new report by the Federation of Small Businesses (FSB).

The Future of the High Street report builds up a picture of life for small firms in and around the high street and sets out a plan to help transform them into places that meet future needs and support the next generation of entrepreneurs, which the FSB says is “essential for a thriving economy”.

The research also found that: plummeting consumer spending (70%), falling footfall (47%) and crime or anti-social behaviour (47%) are the biggest risks to high streets, according to the small firms based on them; over half of local businesses (57%) say a diverse range of independent businesses is

one of the most important features for the long-term sustainability and future of their local high street; and good transport links are also key, according to almost half (43%) of small businesses based on high streets.

Around half (49%) of small high street businesses say parking facilities are managed poorly – and, since the beginning of the pandemic, most local saw closures on their local high street, including: retail stores (72%), hospitality (69%), banks (58%), post offices (28%), and entertainment venues (20%).

Tina McKenzie, policy and advocacy chair at the FSB, says: “Our small businesses are an integral part of the high street and will be central in leading the transformation of their local economies. By providing the infrastructure, flexibility and digital connectivity that modern businesses demand, high streets will have the resources available to become resilient, dynamic hubs ready for the future.”

8 NEWS

M&S decision prompts change at Westbridge Sofamaker Westbridge has entered a period of consultation with employees across its managerial and support functions, with the resulting changes being implemented this month.

In an already challenging retail market, Westbridge says it was further impacted by M&S’ decision to exit the bulky furniture market in March.

It is understood that M&S’ decision led to a number of initiatives within the business to drive efficiencies and manage resources in the short term, with volume recovery being driven through new ranges launched in Q3 with Westbridge’s key retail partners.

Tom Prestwich, CEO of parent company The Belfield Group, comments: “During what is now considered the most challenging retail market since the financial crisis of 2008, we have been working hard to transform our business to be more efficient, more responsive and more customer focused, ensuring we can adapt to the market softness and laying the foundations of a more successful business for our employees, customers, suppliers and shareholders in the longer term.

“However, we recognise that to ensure the longer-term success of our business, we need to make more substantive changes in order to protect

the business in the short term and ensure our future resources are in line with the latest demand profile in discussions with our customers.

“The decision to announce these proposals has been an incredibly difficult one and is in no way reflective of the hard work and dedication shown by our employees over the last few months, which has ultimately enabled us to retain our entire skilled operational workforce through short-time working rather than redundancy.

“As a result of these proposals, we believe that Westbridge will become a more resilient and profitable business, ensuring we can safely navigate the short-term market impacts and repositioning us as a more agile, more cost-effective partner in the medium to longer term.”

CMA aims to clarify rules of online mattress selling In the wake of various high-profile instances of perceived breaches in conduct, the Competition and Markets Authority (CMA) has published a guide to the discount and reference pricing principles of selling mattresses online.

“These principles are intended to help traders in the online mattress sector understand and comply with their existing obligations under consumer protection law when making price reduction claims online,” states the CMA. The guide explores offer durations and volumes, and the implications of failing to comply with the law.

The CMA concedes that “the use of reference pricing is complex”, and says it will “continue to look into traders’ practices and to take action to tackle harmful practices where required in the future. This may include issuing further principles or guidance”.

Emma is currently facing the possibility of court action unless it changes its approaches, while

Simba has signed undertakings in relation to its online selling practices, committing to, among other things, an agreed set of rules around the use of discount claims and urgency claims (such as countdown clocks).

Simba CEO Steve Reid comments: “Simba has welcomed the CMA’s involvement in the sector and wider online choice architecture, and has been working closely with them across 2024 to ensure Simba continues to uphold industry-leading, transparent and fair consumer practices now, and moving forwards.

“We are very pleased to have worked with the CMA to set new standards for online price promotions. We would urge others in the sector to work collaboratively with the CMA to ensure that they update their business practices as soon as possible, to reflect the CMA’s new standards and in order to enhance their consumer proposition.”

Bensons acquires 19 Carpetright stores Bensons for Beds has acquired 19 locations where Carpetright was trading previously. CEO Nick Collard says: “Increasing the number of Bensons stores remains a key growth priority and we are excited about this opportunity to take on 19 store units. This announcement supports our overall plan to expand our current 162-strong store estate to over 200 over the next few years.”

Bensons plans to start trading in the first location within the next few months. It hopes that this

move will help to create opportunities for former Carpetright employees in Aberdeen, Ashton, Belfast, Canterbury, Edmonton, Exeter, Irvine, Kettering, Old Kent Road, Oldbury, Portsmouth, Salisbury, Slough, Sutton, Torquay, Bath, Eastbourne, Gillingham and Solihull.

Nick adds: “Whilst market conditions for higherticket purchases have remained very challenging, Bensons has continued to make real progress, by remaining focused on those things in our control.”

Ekornes, owner of the Stressless brand, has announced that SVP Europe James Thompson, and sales director for UK and Ireland Geoffrey Stafford, will be leaving to pursue careers elsewhere.

Andrew Davies (head of finance, Europe) will manage the UK business while replacements are sought

The Floor Room, a sister entity of Carpetright, has also been placed into administration, as it depended on the latter for a number of essential support services. A subsidiary of Nestware Holdings, the company operates across the UK and has 201 employees

Respa Beds’ Thomas ‘Thosh’ Kellett has passed away. Thomas joined the Oldcastle, Co Meathbased company alongside his father in the 1960s, serving as MD up to 2012 and chairman until he retired in 2017

Get Laid Beds has announced the planting of 100,000 trees across Africa, in partnership with the International Tree Foundation

Fenwick has appointed Nigel Blow (currently CEO at department store Morleys) as CEO, replacing John Edgar

Wayfair declared a total net revenue of $3.1b for Q2, down -1.7% YoY, with an international net revenue of $387m (up +0.3% YoY). Gross profit was $941m (30.2% of total net revenue), yet a net loss of $42m was recorded.

CEO Niraj Shah says the results reflect gains in a market facing similar pressures to those that faced the sector following the 2008 financial crisis

READ MORE ONLINE AT

FURNITURENEWS.NET

N E W CO L L EC TIO N Inspired by our heritage, designed for the modern bedroom. The Iconic Collection features floating beds with unparalleled comfort and exclusive fabrics. Handmade in Sweden

1 5 W I G M O R E ST R E E T I LO N D O N W 1 U 1 P I M A RY L E B O N E @ CA R P E D I E M B E D S . C O . U K I + 4 4 ( 0 ) 2 0 3 9 8 2 3 2 5 2 I CA R P E D I E M B E D S . CO . UK C O P E N H AG E N

G OT H E N B U R G

LO N D O N

SEOUL

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Bed: Vindö I Fabric: Designers Guild’s Skye Chalk I Rug: Hemsedal 2500 I Bed Linen: Vindstilla I Bedside table: Holme Chrome M A D E B E S P O K E W I T H FA B R I C S F R O M D E S I G N E R S G U I L D , KVA D R AT A N D T H E R O M O G R O U P

10

DUX in a row

What do glamour model Melinda Messenger, football legend Ossie Ardiles and a unique spring system have in common?

Furniture News’ Paul Farley knows that the Swedes make some of the best beds – but just had to ask Kevin Slade directly what it takes to be invited to DUX’s party …

Kevin outside DUXIANA Marylebone

INSIGHT 11

The Jetson And Karin chairs, designed by Bruno Mathsson

Melinda Messenger

Ossie Ardiles, DUX Group CEO Henrik Ljung, and Ledley King

In June, Swedish bed and furniture brand DUX threw open the doors of its Marylebone showroom to members of the press, an array of celebrities, sporting partners and trade professionals, to unveil the result of a collaboration with Danish audio wizards Bang & Olufsen.

‘The world’s most opulent headboard’ is a solid oak (also available in walnut) model flanked by composite stone side tables, featuring integrated Beosound Level speakers. Tiina Alahuhta-Kasko, head of industrial design at Bang & Olufsen, describes the partnership as pushing “the boundaries of design and technology, redefining luxury with integrated audio and sleep solutions”.

As a statement piece, the headboard says a lot about DUX’s pioneering attitude and its ability to deliver beyond limitations. As a commercial prospect, it is priced at £41,750, making it the world’s most expensive headboard, too.

It may be a fitting centrepiece for a room packed with celebs, but all its pomp and bombast cannot overshadow the core principles of the brand behind it, says DUX’s avuncular director of growth, Kevin Slade.

“Tech has been in the bedroom for a long time,” he explains, “and furniture producers are going to continue to find ways to integrate technology in their products. But I think they need to stop and think about what they’re trying to achieve – tech needs to be used in the right way.”

Having spent much of his career in consumer electronics before joining DUX five years ago, Kevin admits that he “loves a good gadget”, but he’s a purist at heart, committed to the principles of healthy sleep and delivering an unmatched experience through his product.

“If our brand integrates technology, we do it seamlessly, and put heritage first,” he explains.

“Brands can become confusing if they integrate technology and don’t communicate it properly.”

This particular headboard, then, is not just a publicity stunt, but a considered marriage of two complementary Scandinavian household names that happens to take the notion of ‘luxury’ to an extreme.

“DUX Group’s chairman is not a fan of the word ‘luxury’ being used to describe our range,” adds Kevin.

“He believes that DUX should be accessible to all – a ‘premium’ product.”

As a brand, from its traditional roots to global expansion, DUX has a lot to say – so much so that the launch event, scheduled to last three hours, runs to five, as press from various sectors mix with the brand’s principals, 90s pop singers, and footballers Ossie Ardiles and Ledley King.

The latter are particularly relevant. For two years (and counting), DUX has enjoyed a close partnership with Tottenham Hotspur, which approached the brand upon recognising its ability to meet the myriad sleeping demands of its players.

“When they were deciding on an official supplier, Spurs were looking for one system that could meet the needs of a whole team,” Kevin explains. “From Lucas Moura to Eric Dier, that means catering to some very different body shapes – and our customisable bed very much fits the bill.”

“DUX is the religion, DUXIANA the church

››

12 INSIGHT

The ‘world’s most opulent headboard’ from DUX and B&O

DUX’s continuous spring system

“We produce and sell physical comfort

DUX’s product portfolio also comprises a range of Scandinavian-style framed mattresses (with legs screwed in directly), which boast significant breathability and the brand’s trademark spring system, a continuous coil design made from the brand’s unique ‘multilastic’ wire. Most models also feature Pascal, DUX’s customisable comfort zone system.

“Our product is one of a kind,” says Kevin, “and that’s because we employ completely different ways of working. We make our own unique spring system, which features interchangeable comfort zones of lesser/greater spring density, which can be moved around by the user to suit.”

For Kevin, who was able to adjust his own mattress to better support physical injuries he sustained before

joining the group, the concept was a game-changer: “It really is a bed designed to suit every body, from everyday use to emergency scenarios. There’s even additional adjustable lumbar support on our top model. How different can you make one mattress feel, depending on your needs? Completely different.”

He explains that the mattress comprises separate, easily accessible components – “you can literally unzip it and get inside” – so the user can adjust theirs with ease.

DUX recently opened a new chapter of its near100-year history when it launched its new bed collection in London this spring, in the wake of global previews in Milan and Copenhagen.

According to Kevin, the collection is more revision than revolution, but is significant nonetheless: “We’ve been holding back a bit on going all out in the UK until this launch. It may not appear so at first glance, but it’s a complete remake of our key line. Like when Porsche bring out a new 911, there’s lots of changes under the hood!”

As well as beds, DUX offers a range of easy chairs, sofas and loungers, including five iconic models from Swedish designer Bruno Mathsson, who created the timeless Jetson, Pernilla and Karin chairs for DUX in the 1960s, and continues to work with the brand.

DUX currently operates in 35 countries, with some partner and owned stores (“our product brand is DUX, and our retail concept DUXIANA, the brand’s home – I like to say that DUX is the religion, DUXIANA the church”) going back as far as three decades. Its Marylebone corporate store has existed for some 30 years, and is just one of numerous shop-in-shops and monobrand stores set up to preach this premium furniture religion on a global scale.

13

DUX 6006 DUX 8008

“Until recently, I’d say that in the UK we were that brand that no-one had really heard of,” says Kevin, who now sits as a senior advisor to the company’s board, and leads the brand’s growth across all those territories.

It’s quite the remit (“I’ve the best bed in the world and I hardly get to sleep on it!”) – and is fundamentally about building relationships, establishing partnerships with outlets best suited to the brand.

Here in the UK, Kevin, together with territory manager David Jacobs, is in talks with several retailers with a view to expanding DUX’s footprint beyond Marylebone and the store it opened in Peterborough four months ago – he’d like establish around five more locations this year alone.

“Our partner programme focuses on the type of partner, not the type of retailer,” says Kevin. “How do they sell sleep as a lifestyle, not just a product?

“I care about how we look and operate, but our brand representation and customer experience must be spot-on. We produce and sell physical comfort – we want to create an environment of comfort, as buying a bed can actually be a pretty uncomfortable experience!

“Our sales process can take anything from 45 minutes to three hours to conduct. Store staff are trained to stand in the right places, ask the right questions … it’s more of a consultation about their individual needs than a sales process.”

Going back to that point about ‘luxury’, DUX is very much a premium brand, with beds typically retailing around the £10-15k mark. As a thoroughly considered

purchase, it’s crucial that every aspect of the brand’s delivery is on point, and true to the ambitions set out by its founder, Efraim Ljung, in 1926, concludes Kevin: “Through it all, we aim to convey that we’re offering something unique, and that it’s a brand they can believe in.”

As the party in Marylebone finally calls it night, we can confirm that DUX is most assuredly a brand with both style and substance. www.duxiana.com

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16 INSIGHT

Going for gold

Two types of sleep pods were available to Team GB

Enter the Sleep Retreat…

“Our longstanding partnership with Team GB continues to deliver commercial success

What sort of things are athletes saying about sleep this year?

As you’d expect, athletes are well versed in the importance of a properly structured routine, with rest and recovery being key parts of the puzzle.

We had the pleasure of chatting with Team GB weightlifter Emily Campbell, who told us all about her

Jo Martin

How is Dreams’ relationship with Team GB looking this year?

We’re extremely proud to be the Official Sleep Partner of Team GB, supporting our athletes for another Olympic Games. We became Team GB’s first-ever Official Sleep Partner in 2019, and have been promoting the importance of sleep, rest and recuperation for sporting success ever since.

This year, we combined our expertise in craftsmanship and quality with that of UK Sports Institute performance innovation consultant Dr Luke Gupta, to help Team GB deliver on their ambition to elevate performance through sleep. This included kitting out Team GB’s Performance Lodge with a Sleep Retreat featuring eight innovative sleep pods.

Our longstanding partnership with Team GB continues to deliver commercial success, with our Dream Team range of mattresses, inspired by Team GB, accounting for 40% of our mattress sales volume.

Our Dream Team ranges include some of our most premium offerings and innovative products to date.

The Olympics concluded on 11th August, with a spectacular closing ceremony and Team GB celebrating a 65-medal achievement. For the team’s Official Sleep Partner, Dreams, the event also provided a successful trial of new technology designed to deliver more beneficial R&R, explains the retailer’s CMO, Jo Martin …

dedication to obtaining 10 hours’ sleep whenever possible. A self-proclaimed Queen of Sleep, Emily explained how a good night’s sleep helps her to “enter training on a positive note”, and how she ensures this with a tranquil sleep setup featuring fairy lights and calming sleep mists.

What sleep tech did Dreams develop for Team GB this time around?

For the Paris Olympics, we kitted out Team GB’s Performance Lodge with a Sleep Retreat dedicated to all things rest and recuperation.The Sleep Retreat featured eight sleep pods designed for napping, to optimise the quantity and quality of sleep for athletes.

This is really exciting for us, as it marks the first time sleep pods have been available to athletes and staff at Team GB’s Performance Lodge.

The decision to support athletes in daytime napping whilst competing was made by Greg Retter, head of performance services for Team GB, and guided by Dr Luke Gupta, sleep expert at the UK Sports Institute.

We made two types of sleep pods available to Team GB: the MetroNaps EnergyPod; and the PodTime Ultra.

The MetroNaps EnergyPod is the world’s first chair designed for napping. It includes several features designed to help users relax and feel ready to sleep. It features a privacy visor, built-in timer, and specifically composed sleep music. When the user reaches the end of their nap timer, the EnergyPod wakes them up with a gentle but effective combination of light, sound and vibration.

The PodTime Ultra is a more spacious sleeping pod designed for deeper rest. Offering users the room to lie down, it provides greater privacy and security.

The Podtime Ultra features ambient noise reduction and a gentle translucence to support visibility while inside the equipment.

These pods are not only beneficial for wellbeing, but also the environment, with 75% of all build materials used for the sleep retreat fully recyclable.

17

Whinnie Williams has been appointed Dreams’ interiors expert Dreams became Team GB’s first Official Sleep Partner in 2019

Dream Team Gold

Does any of the discourse around napping contradict accepted best-practice sleep models?

Our research didn’t contradict the accepted best practice for sleep, as all sleep is restorative and beneficial. However, we did uncover some surprising insights on how best to schedule sleep to maximise performance.

For example, many of us look at the post-lunch slump as something negative. However, it may actually be of benefit, with our research finding that a nap of at least 30 minutes after lunch has a positive effect on physical performance, boosting cognitive performance and reducing perceived fatigue.

What’s more, while we have all heard about the value of power naps, for elite athletes, the optimum nap time is more significant, ideally lasting between 60-90 minutes.

Our research noted that napping can provide a supplemental benefit for sporting performance, irrespective of sleep quality the night before – meaning that even those who enjoyed a good eight hours of shuteye could gain an advantage from a daytime snooze.

Can you reveal any other areas of innovation you’re looking into?

We recently appointed Whinnie Williams as our interiors expert. Whinnie will be sharing the latest trends, expert tips and innovative ideas to help our customers design the perfect sleep environment.

Is any of this new sleep technology likely to find its way into your shopfloor offer?

We’re absolutely thinking about how we translate these latest advancements into solutions that benefit the everyday customer, and finding new ways to facilitate exceptional sleep.

We understand that our customers’ needs are always evolving, which is why we continuously seek out new ways to meet these demands. From our industry-leading gaming bed to advanced materials that promote cooling or offer antibacterial properties, we are committed to innovating and staying ahead of consumer trends. www.dreams.co.uk

“Napping can provide a supplemental benefit for sporting performance, irrespective of sleep quality the night before

18 INSIGHT

Reimagining a fabric legacy for the UK

Şahika’s ambition is to help make Erdem Fabrics a leading supplier of emerging fabric trends

In the world of textiles, where tradition meets innovation, few stories are as compelling as that of Erdem Fabrics – a brand now making waves in the UK, which carries with it a rich history steeped in craftsmanship, family legacy, and a bold vision for the future …

At the helm of this venture is Şahika Karagoz, an enthusiastic leader who has transitioned from a decade-long career in finance to spearheading the UK and EU operations of her family’s business from Bournemouth.

Born and raised in Turkey, Şahika’s journey to becoming the face of Erdem Fabrics in the UK is as inspiring as the brand’s collections themselves.

“Growing up in a family business, I spent countless summers working alongside my mother and uncles, absorbing their expertise in transforming living spaces, and learning invaluable lessons from their interactions with customers and partners,” she reflects, “but my path initially took me into the world of finance.”

The call of her family’s legacy was always beckoning, and, early this year, Şahika decided it was time to step into the family business. “I felt it was the perfect time to bring our heritage and expertise to the UK market while incorporating my own design vision,” she says. “To pay tribute to my grandfather, who started this incredible journey, I named the brand after him.”

Since 1963, this Turkish-based company has offered exclusive in-house and curated collections to international markets. Its flagship location in northern Turkey, established in 1971, has become a landmark in the region,a and, over the decades, the business has built relationships with numerous selective fabric mills.

“Our strength lies in our ability to curate exclusive collections from various mills – not just from the renowned Bursa region, but also from the heart of Anatolian weaving in Maras, Urfa, and Mardin,” Şahika explains.

“From silk to leather, viscose to cotton, chenille to boucle, our collections are a testament to the richness and versatility of Turkish textiles.” This diversity is what sets Erdem Fabrics apart, she adds, allowing the business to cater to both contemporary and traditional tastes while maintaining high standards of quality and exclusivity.

In the UK, Erdem Fabrics operates primarily as a wholesaler, with a strong focus on MTO requests and door-to-door delivery. “We understand that, in this industry, time is of the essence,” Şahika notes. “That’s why we’ve streamlined our operations to ensure that our maximum lead time is six weeks, including the FR treatment. We stock our inventory at our warehouse in Turkey and, depending on the order volume, we can fulfil and deliver orders in under six weeks as well.”

What drives Şahika and her team is a mission to bridge the gap between beauty, functionality and availability in the supply chain. “We recognise the challenges our customers face with sourcing times and stock availability,” she says. “By bringing our toptier collections from Turkey to the UK, we’re not just offering fabrics – we’re offering solutions.

“We aspire to be recognised as a leading supplier of emerging fabric trends,” she continues. Backed by a dedicated R&D team and market knowledge spanning Canada, the US and the Middle East, Erdem Fabrics is poised to offer customers valuable market insights and trend information. “Our goal is to give our clients a competitive edge and a sense of exclusivity in an increasingly competitive market,” Şahika adds.

“We’re excited to showcase our collections. Visit our website, and don’t hesitate to reach out. We’re here to help you find the perfect fabrics for your needs, and we look forward to working with you.” www.erdemfabrics.com

“By bringing our top-tier collections from Turkey to the UK, we’re not just offering fabrics – we’re offering solutions

20 INSIGHT

Seize the day – and a new era of sleep

Hällsö

Be transported to the shores of Sweden “The magic of The Iconic Collection begins with its design,” explains Carpe Diem Beds. “Founder Börje Thuleskär’s encounter with weightlessness on the island of Stora Kornö inspired the floating design concept that defines this collection.”

Indeed, the central leg piece, a hallmark of the design, imparts a sense of weightlessness, making each bed appear to float effortlessly in the room. “This unique design element is more than just aesthetic – it creates a tranquil atmosphere that echoes the serene shores of Lysekil,” states the brand.

Accompanying this innovative design are new fabrics that draw inspiration from the natural hues and patterns of the Swedish archipelago. These fabrics integrate with the existing assortment, offering nearendless possibilities for creative expression.

“Whether you prefer the timeless elegance of classic designs or the boldness of modern aesthetics, The Iconic Collection has something for everyone,” says Carpe Diem Beds.

A symphony of design and comfort The Iconic Collection comprises four bespoke bed models, each named after a different island in the archipelago.

Astol

“This bed sets a new standard in personalised comfort

Inspired by the serene beauty of Sweden’s West Coast archipelago, this collection is more than just a range of beds, says Carpe Diem Beds: “It is an invitation to experience sleep in a whole new light.”

The Iconic Collection was created to honour the ethereal beauty of Scandinavian landscapes – and fittingly, the collection combines modern Scandinavian design principles with innovative comfort solutions, including the brand’s own patented Contour Pocket Spring System. “This innovative system provides unparalleled support,” says Carpe Diem Beds, “creating a sleep experience that surpasses the ordinary.”

Kungsö

In the world of bedroom furnishings, few names evoke the same level of luxury and innovation as this month’s cover star, Carpe Diem Beds. The latest addition to its esteemed portfolio, The Iconic Collection, stands as a testament to the manufacturer’s commitment to redefining comfort and style in the modern bedroom …

Carpe Diem Beds describes the Kungsö continental bed as “a masterpiece of modern design”: “Its elegant, centred leg piece creates a floating visual effect that elevates the entire room’s atmosphere.

Kungsö is not just a bed – it is a work of art, that transforms the bedroom into a sanctuary of style and comfort.”

The Hällsö Walnut and Hällsö Upholstery bed frames, meanwhile, “exude timeless charm and sophistication”. The handcrafted walnut frame, with its natural wood variations, ensures that each bed is a unique piece of craftsmanship – while the fabric-padded elegance of the upholstery frame complements modern interiors, adding a touch of luxury to any bedroom setting.

The crown jewel of the collection is the Vindö adjustable bed, which offers the same luxurious, floating design as the other models, but with the added benefit of adjustability. “This bed sets a new standard in personalised comfort,” says Carpe Diem Beds, “allowing users to customise their sleep experience like never before.

As the bedmaker eloquently puts it: “Experience a floating sensation that transports you to the tranquil shores of Sweden.” This is eminently more than just a slogan – it is “a promise of unparalleled luxury and comfort, meticulously crafted to enhance your nightly ritual”.

COVER STORY 21

Hällsö

Expanding horizons in the UK While The Iconic Collection is an impressive example of Carpe Diem Beds’ innovation, the company is also making waves with its expansion in the UK market.

Since entering the UK wholesale market, Carpe Diem Beds has embarked on a transformative journey, culminating in its recognition as Best Newcomer in the 2024 Furniture News Readers’ Choice Awards.

“This recognition is a testament to our innovative spirit and dedication to redefining the bedroom experience,” says GM David Zettergren. “We are on an exciting journey, and this confirms that we are on the right track.”

Carpe Diem Beds’ growth strategy focuses on expanding its product range, while maintaining close collaboration with interior designers to stay ahead of market trends – and the introduction of The Iconic Collection is just the beginning of this journey. As David explains: “We want to inspire our customers to transform their bedroom into a sanctuary – a room where they want to spend time. This vision is reflected in our concept and assortment.”

Kungsö

Calling potential partners As Carpe Diem Beds continues to expand, the business is actively seeking new partners to help distribute its products across the UK. With a strong

network of dealers and flagship stores already established, the company is poised to strengthen its presence in the market.

“We are committed to building a strong distribution network throughout the country, and we invite likeminded partners to join us on this journey,” says David.

With participation in key industry events such as the 2024 January Furniture Show, and a growing presence in prestigious retailers including Heal’s, Carpe Diem Beds is on a journey to becoming a household name in the UK, its combination of Scandinavian design, innovative sleep technology, and forward-thinking mindset setting them apart from the competition.

Experience “the future of sleep” “Carpe Diem Beds is more than just a furniture brand – it is a visionary company that is shaping the future of sleep,” states the bedmaker. “With The Iconic Collection, we invite you to experience a world where comfort, design and innovation come together to create a truly unparalleled sleep experience.

“Whether you’re a customer looking for the perfect bed, or a retailer seeking a strong partnership, Carpe Diem Beds is the name you can trust to deliver excellence.”

Discover The Iconic Collection at Carpe Diem Beds’ flagship store on Wigmore Street, Marylebone, and online. For partnership inquiries, contact Oliver Bowen at oliver.bowen@carpediembeds.com. www.carpediembeds.co.uk

“We are committed to building a strong distribution network throughout the country

22 INSIGHT

How Kaydian stays in the frame In just one sentence, tell us what your company does …

We are one of the leading suppliers of upholstered bed frames in the UK, using the latest premium fabrics and finishes to create beautiful results.

Mark Simmons

Kaydian is one of the UK’s leading suppliers of upholstered bed frames, and strives to deliver a first-class offer right across the business. UK account manager Mark Simmons tells us more …

Where are you based, and how long have you been around?

Kaydian is UK-wide, with a head office in Newcastle and a DC in Alfreton, Derbyshire. Kaydian was established in around 2004.

Walkworth ottoman

“We believe in the principles of great design, and have taken great care to retain the appearance of traditional bedsteads across our range

What do you do better than anyone else?

We believe in the principles of great design, and have taken great care to retain the appearance of traditional bedsteads across our range. We work hard to offer a high level of customer support, with dedicated UK account managers providing aroundthe-clock support and regular account servicing.

With a thoughtful and design-led focus on the details, we use the latest premium fabrics and finishes to create the beautiful results we know customers love – and our consistent provision of product lines means retailers can guarantee a reliable supply of our bed frames.

Please briefly outline your product offer …

Kaydian offers a range of beds to suit all budgets, and are specialists in offering a one-stop shop with an impressive collection of individual upholstered bed frames ranging from traditional and transitional through to contemporary designs in a range of leather, faux and fabric covers.

What’s your star performer?

The Walkworth and Accent beds are our star performers, and very popular with all our stockists.

How would you describe your customer service offer?

Our whole team works hard to provide outstanding levels of customer service, and we have the systems in place throughout our business to ensure we can meet your orders at speed, alongside working hard to offer a high level of customer support.

Accent ottoman

Has the way you do business changed in recent years?

Yes, of course – Covid and the cost of living crisis meant that all our practices and offerings had to change, including shipping, sales meetings/calls, suppliers etc. But being a large supplier, we’ve taken on these challenges and been able to pivot to ensure Kaydian can still excel and maintain our leading supplier status.

Can you share any plans for the company’s directions?

Kaydian is not only supplying beds, but we’re also beginning to supply and stock sofas which are of a high quality and stylish design. More information to come … www.kaydian.co.uk

24 INSIGHT

Rauch gathers momentum Rauch is inviting interested parties to visit its HQ this November

Off the back of a strong summer, German wardrobe wizard Rauch is looking ahead to a season of shows and further success.

Furniture News caught up with Rauch’s head of UK business, Peter Friend, to find out more about the opportunities for existing and would-be stockists in his territory …

It’s been just over a year since you joined Rauch – how are you finding the marketplace?

I’d say business is ticking along pretty healthily! July was certainly positive. In all, it’s been an OK summer.

We’ve analysed a lot of sales data and applied our findings to retailer displays, which is working well.

And those stock-light retailers that had previously been stock heavy are taking advantage of some great purchasing opportunities from us, finally freeing up space for new lines and additional volumes.

One year in, there’s still no firm trading patterns, as such – but we’re doing pretty well.

A visit to Rauch’s factory promises to deliver “complete immersion in our company and its values”, says Peter

“We’ve analysed Where are you finding growth in the UK? It’s still a mixed bag. Some areas of the business are a lot of sales performing massively above expectations, and others below. One area that’s working really well is our UK data and customer base that utilises our DHD service – growth here has a really positive effect for our logistics P&L. applied our What approaches are your most successful findings to stockists taking with your product? retailer displays Buying more of it! Aside from volumes, though, we’re

seeing definite uplifts from the right application. We’re blessed with masses of data, and, as I mentioned, we’ve been able to analyse this and apply it logically across the business – which is working really well when it comes to retailers’ new displays.

What’s new in terms of product?

We’re in the process of introducing a hybrid of our premium wardrobe range. It’s a modular system, and provides real solutions for individual customer needs.

The concept behind it originates from ranges that have been refined (from both manufacturing and design perspectives). This makes delivery of even better quality/price value possible. It also sharpens our good/better/best offer for our product quality segments, yet still providing enough variation in product to address different levels of the market.

How else is Rauch refining its offer?

One of our current main focuses has been both the field and back office sales team. On the road we now have Mike Tattersall on board – he’s responsible for our customers in the North West of England, and Scotland, and has both great customer and product knowledge.

Rauch stalwart Brian Westman continues to be responsible for central UK, and David Bark has extended his southern area to the South East of England too.

25

Matthew Kirk stretches his North East England patch by jumping over to Northern Ireland every month or so, while Trevor Nash, our key account merchandiser, is taking on more responsibility for looking after our independent customers, as well as for training and PoS support. Our aim is for Trevor to be joined by an additional merchandiser later in the year.

Our back office continues to develop an improved company sales support culture, managed by Vicky Adams. There’s also lots more focus on our DHD service, led by Catherine Wilson, who has returned to the team at 100mph to deliver our new DHD portal software! The whole home delivery operation has improved thanks to our own DHD portal, which offers real-time updates and PODs for our retailers.

Rauch can handle bespoke design requirements

How are you looking to take Rauch’s DHD proposition forward?

Currently, the process operates with MTO-only goods, which are typically in customers’ homes in anything from 7-9 weeks. Our big customers know the importance of rapid delivery to consumers – this is a demand that we’ve already satisfied in other markets, so applying this experience throughout is key to growth.

The other side of this is dealing with more individual customers’ bespoke designs and requirements, where our teams are offering more of a bespoke service.

How are you planning to take the brand to market in the coming months?

We will of course be showcasing the brand at our annual German trade event in September, and will have a strong emphasis on our new premium product at this year’s Brussels Furniture Fair.

On top of that, we’ll be working hard to grow the success of our at-home fair in Germany for UK customers this November (11th to 22nd), which was very well received last autumn. The opportunity to display our product portfolio in the perfect surroundings, coupled with a real insight into the company values – topped off with some German hospitality – is very valuable.

Would you recommend the latter for any prospective customers wishing to find out more about the business?

Absolutely. We’re happy to invite interested parties to our factory in Germany this November – our sales team will be in touch with a number of stockists, while new customers can contact me directly, via peter. friend@rauchmoebel.de.

Based on last year’s experiences, visitors will see new products, manufacturing processes and logistics developments – all while enjoying some good oldfashioned German hospitality!

For anyone looking to properly engage with the brand, a visit is a must. You’ll enjoy complete immersion in our company and its values, have all your questions answered, and more. We are considering establishing a permanent showroom space here in the UK, but the opportunity to see first-hand where the company and its values originate from can’t be beaten. www.rauchmoebel.co.uk

“For anyone looking to properly engage with the brand, a visit is a must

26 INSIGHT

GETTING PERSONAL

Phil Gant Cashmere Gold, Vogue Beds

How might a child describe what you do?

Drive and talk.

Phil joined the industry in 2013, and worked as a sales rep for Kettle Interiors until late last year.

Now self employed and running sales agency PG Agencies, Phil looks after the Midlands for the likes of Papaya Trading, Vogue Beds, Sofitalia and SoftNord.

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

The flow of sales has been changed by the Covid years. I hope that they return to ‘normal’ over the next five years. Planning around this is probably the biggest hurdle.

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

I would get a much bigger car – my current car is trying to remove my spine.

What would be the title of your autobiography?

Big, Bold and Beautiful …

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

Being able to get back in time to see my kids before bedtime and being able to switch off, without work stress creeping into life stress. The latter is often difficult.

Who’s been your most influential professional mentor?

My dad has been a huge influence on my professional career. He has always been there to offer sound advice. He has a wealth of business knowledge.

Kingsbury, Papaya Trading

What advice would you give your younger self?

Don’t worry as much– everything works out in the end if you stay true to yourself.

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

Nothing beats scratching the pad with multiple containers – nine boxes of cabinet to one customer a few years ago felt pretty special.

What’s the biggest myth about our industry?

I would say that we are always looking for excuses for why it’s busy/quiet. It’s not the weather.

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

I’m not convinced about one set thing that people should do/not do, other than we should probably be less moany. Furniture people love a moan (myself included).

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

I think there will be a larger focus on recyclable furniture and further plastic waste reduction. Perhaps a resurgence in reupholstering or repairing furniture, rather than buying a new suite?

What question do you wish we’d asked? How would you have answered?

Q. What’s a hobby you enjoy?

A. I love BBQ – check out my Instagram page @ bigphilibbq for BBQ updates throughout the summer.

Phil can be reached at phil@pgagencies.co.uk

“The flow of sales has been changed by the Covid years. I hope that they return to ‘normal’ over the next five years

28 INSIGHT

60 SECONDS WITH …

Mark Denby To mark its 60th anniversary, The Furniture Makers’ Company looked to the future by highlighting 60 of the industry’s most promising young professionals (aged under 35) through its ‘60 for 60’ campaign.

To discover how they view the trade, Furniture News is inviting these rising stars to share their stories – this month, our quickfire questions go to Mark Denby, head of sales at Saxon Furniture …

In one sentence, describe what you do …

I head up multiple sales departments for our B2C and B2B brands to ensure that all of our customers, retail or commercial, are getting the best quality furniture with the service to match.

What makes you well suited to the role?

My combination of a cool head under pressure and a genuine appreciation for our customers makes me exceptionally well suited to the role. I approach each interaction with empathy and a commitment to delivering exceptional service. By consistently putting myself in the customer’s shoes, I can anticipate their needs and proactively address any challenges that may arise. I am dedicated to continuously improving our processes and services to ensure that we exceed customer expectations and drive long-term satisfaction and loyalty.

How did you come to work in the furniture industry?

I had never considered that my professional journey would take me into the world of furniture, and more specifically, into that of Chesterfields. It was post-university that I stumbled upon a position that required linguistic expertise in German for a local Chesterfield company that was experiencing international growth. Seeing an opportunity to leverage my language skills, I decided to seize the chance, and this marked the beginning of my unexpected journey into the furniture industry.

How has your career progressed since you started?

My journey began with a role that seemed relatively modest in scope – a junior sales administrator tasked with routine admin duties. As I demonstrated an ability to grasp the complexities of our industry, my visibility within the organisation increased. Colleagues and supervisors recognised my contributions beyond the confines of my job description. I wasn’t just an administrator – I was someone who could offer insights and strategic thinking to drive business growth.

Today, as I reflect on how far I’ve come, I’m proud of the accomplishments I’ve achieved. From a junior sales administrator with limited responsibilities to a seasoned professional with a comprehensive

understanding of the commercial landscape, my career progression has been a testament to hard work, dedication, and a commitment to excellence.

Where do you want to be in five years’ time?

I see my immediate future here at Saxon Furniture, helping to create a better sales environment and pushing the business forward in to new markets and bringing exciting new products to market.

What’s been the biggest surprise in how the industry operates?

The furniture industry behind the scenes is actually incredibly small and it always amazes me how similar companies can operate – little and large, the processes remain mostly the same.

What does being named one of the ‘60 for 60’ mean to you?

It’s an honour to be named among such great emerging talent. I look forward to catching up with my fellow winners in the years to come.

What would you say to encourage others to join the industry?

Do it. It’s a great industry with many areas of expertise that you can choose to pursue, it doesn’t just have to be sales or the manufacturing aspect of it. If you can find a company that makes a brilliant product with great values, you’ll find yourself really enjoying coming to work each day.

Find out more about the ‘60 for 60’ stars at www.furnituremakers.org.uk/60for60

“Post-university, I stumbled upon a position that required linguistic expertise in German for a local Chesterfield company

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How to sell furniture and influence people Against a trading backdrop in which every penny counts, Adam Hankinson’s Furniture Sales Solutions (FSS) has fast become a go-to provider of retail sales training, delivering impressive results from across the sales floor and beyond. This month, Furniture News enlists the help of some of Adam’s clients to illustrate just what his approach means to them …

FURNITURE SALES SOLUTIONS INSIGHT 31

Dale Carnegie’s seminal 1936 self-help book, How to Win Friends and Influence People, remains one of the world’s must-read guides to sales, influencing millions and still very much resonating to this day.

Based on the fundamental truths of human psychology – and how salespeople can recognise and respond in order to get what they want – it’s a text that reminds the reader of what careful study and practice of the discipline can achieve.

The book is often cited by veteran furniture sales trainer Adam Hankinson, himself a firm believer that every sales process can be improved, and that no matter how good a salesperson might be, they can always be better – and incremental gains in technique can lead to momentous benefits.

After a long career in furniture retail, working for Waring and Gillow, Maples, Queensway, Allied Carpets, and 20 years with industry leader DFS, Adam launched Furniture Sales Solutions – a family-run, industry-specialist training service that set out to deliver tailored courses based on his vast experience in the sector – in January 2021.

Adam quickly established his credentials, and the validity of his process, entitled 7 Habits. His direct, yet affable approach fast won cheerleaders from across the industry, from business leaders to sales staff in training.

Having shared much of Adam’s advice in the forms of columns and opinion pieces, Furniture News decided to go directly to some of those clients enjoying the results of his expertise, and asked them to share their experiences – such as Stewart Smith, retail and operations director at Housing Units, who said: “Working with FSS (Adam and Ruben) has been a game-changer for our teams.

“Their personalised approach to our business values, its training needs, time on the floor coaching, and passion, is different to anything we’ve seen before! We would highly recommend them for anyone wanting to improve their sales!”

Need a little more convincing? Over to you, Adam …

What’s your elevator pitch?

Every day in a furniture store near you an order is lost.

Whether it’s an unmotivated salesperson, a missed buying signal, rapport undeveloped or any other of a myriad of reasons, an average of £1500 per day, per store, is lost. For stores trading 363 days per year, that’s an average of £544,500!

That’s why, at Furniture Sales Solutions, we live and breathe sales training, motivation and sales management, and coaching skill development.

Why does good selling matter right now?

Current trading is tough. The unexpected Covid boom, where no ‘selling’ was required, has been replaced with a much longer period of low customer confidence, greatly reduced footfall and altogether tougher trading, requiring us to do a better job selling to those fewer opportunities.

So, how can you guarantee more sales?

Welcome every customer, ask great questions,

“The relationship between your customers and your salespeople is the foundation Can you tell us a bit more about what that process looks like? of your business We’ve over 50 years of experience working within the furnishings industry, in sales and management roles, as a furniture so we know the unique challenges of your business.

Our bespoke transformational programmes are retailer promote relevant benefits, always ask for the order, and smile!

None of these are ground-breaking concepts, but if you can get your entire sales team to follow these and a handful more foundational habits day-in, dayout, then underperforming salespeople and KPIs will become a thing of the past.

We see it time and time again in every store we visit. Conversion, ATV, revenue, customer satisfaction and referrals increase dramatically by following our multi-award-winning 7 Habits sales process.

designed specifically to overcome these obstacles and provide tools and techniques that have been tried and tested in the real world, on the shop floor.

A programme usually consists of five key stages …

1. Meeting the team Gaining input from owners, shareholders and key players so we can incorporate your unique challenges and business goals into the programme.

2. Coaching the salespeople Engaging and interactive ‘classroom’ sessions introducing your whole sales team to the seven habits and the new techniques that will transform their individual performance and the performance of the business.

3. Coaching the managers When we’re not in-store, the managers will be the ones responsible for ensuring that everyone continues to implement the new techniques. These sessions are designed to reinforce the importance of managers and coaches in the success of the business.

››

32 INSIGHT FURNITURE SALES SOLUTIONS

4. Follow-up We’ve heard from several clients that this is the single most influential part of the programme. Our trainers will spend weeks in-store alongside your salespeople and managers helping to instil the new sales process and, crucially, celebrating every successful customer interaction.

5. Round-the-clock support Our online sales platform condenses the whole 7 Habits process into easily digestible videos designed to be watched every day and whenever anyone needs a quick reminder.

Surely retailers already know how to sell? Why is your training necessary?

I’m always astounded by the number of companies that we come across who happily spend tens or hundreds of thousands every year on marketing, but who haven’t invested a penny in training.

The relationship between your customers and your salespeople is the foundation of your business as a furniture retailer. We’ve all been to a restaurant or store where the food or product is fantastic, but

the whole experience was soured by a poor staff interaction. The same is true in a furniture store, which is why we emphasise how vitally important skills like asking great questions, truly listening, maintaining a positive attitude, rapport building and encouraging referrals are.

As you’ll see from the following testimonials from some of our beloved clients, the influence our training programmes can have on everything from customer satisfaction to turnover can be huge … www.furnituresalessolutions.com

“I’m always astounded by the number of companies we come across who happily spend tens or hundreds of thousands every year on marketing, but haven’t invested a penny in training

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34 INSIGHT FURNITURE SALES SOLUTIONS

VIEWPOINT

CASEYS FURNITURE By sales and marketing director, Tom Coyne Please outline the size and scope of the team being trained …

The team consists of approximately 30 salespeople, two store managers, five other managers ranging from online to marketing, and four directors. All were involved in the initial training when we started back in March 2023.

The ongoing training focuses on the sales team, store managers and myself. The team operate out of two locations (Cork and Limerick). The experience levels vary from new starts to many long-serving team members, some with over 30 years’ experience!

The sales team covers all departments within the store – flooring, dining, sofas, bedroom furniture and mattresses.

“Difficult as the mystery shop results were at the time, it was the catalyst for us seeking out a solution

What prompted you to seek staff training, and from Furniture Sales Solutions in particular?

On the back of a few strong years in the furniture trade, there was a sense that a tightening in the market was on the horizon. We carried out some mystery shop audits in both stores, and these indicated gaps in our sales process. Difficult as the mystery shop results were at the time, it was the catalyst for us seeking out a solution.

FSS was on our radar following some articles on LinkedIn and seeing positive comments from like-minded retailers about the success of their journeys with them. We sought some feedback from these retailers before further exploring FSS, and that feedback made our decision straightforward.

Was Furniture Sales Solutions’ approach tailored to your specific needs?

FSS has a proven approach that works, and while it was tempting for us to tweak/tailor it to suit us, we put our trust in Adam and his team to deliver a programme that suited our business.

“I’ve been involved in many training sessions throughout the years, related to health and safety, skills, upselling etc, and I can honestly say that the sales training with Adam was head and shoulders above anything I’ve done. The training was engaging, relevant and fun, which, despite being over two days, kept the group interested for the entirety.

“For me personally, I would have already used a lot of the key points from this course – what’s the project, treating every customer equally, and asking the relevant questions – but from the first hour I could tell I was doing this incorrectly, asking closed questions and giving customers the easy out. What I have taken the most from it, is to just talk to people, ask the right questions to open the doors at a later stage, and to not jump at closing the sale before knowing what the whole picture is.

“From conversations with my colleagues, I believe every single member of staff gained at least one improvement from this programme (many more in most cases). The after-visits are key, because I think it’s human nature to apply these newly sharpened skills and have the extra pep in the step, but then fall back into old habits.”

Alex Forde, sales consultant, flooring, Cork

FSS were clear – everyone had to attend, even the best and most experienced, and we backed this up and gave the programme 100%, from our MD to the newest salesperson.

FSS’ expertise is in this industry and in sales, so it made no sense for us to tell them how to deliver the programme – we identified that we needed their help, and we invested in the process fully.

What evidence have you seen of the programme’s success?

We continue to carry out monthly mystery shop audits in both locations, and the results are consistently high (95- 100%). We tailored these audits to focus on nonnegotiable elements of the sales process, and these elements are marked 0-10 (0 if not asked, and 10 if asked, with no in between).

Whilst trade is challenging this year, our AOV is up on last year, and up +10% on before training began.

Guardsman policies are a measurable area of focus in our sales process as a result of the training, and these are up +98.7% this year on the same period in 2022 (before we began our journey with FSS).

Mattress protectors are another measurable area focused on in the training, and we are up +388.8% up this year on the same period in 2022. In the case of both Guardsman and mattress protectors, the only difference is FSS. Meanwhile, we’ve had feedback on Trustpilot calling out the exceptional service our sales team deliver. Team communication has improved, with daily morning meetings on the floor before start of play, and a weekly training/product champion session – both as a result of Adam and his team.

This next point is not measurable with data, as it is more of a feel for the business, but being on the shop floor, the awareness of the sales team and the experience they deliver by implementing the ongoing training is very positive.

What would you say to others considering using Furniture Sales Solutions’ services?

The quality of training provided by FSS is excellent. It does what is says on the tin.

The impact on our team – and, as a result, our customers – has been very positive. Their expertise in the furniture industry and sales is invaluable. The support and follow-up provided is key in ensuring it gets embedded.

There is an added value in working with FSS as a training partner, in that you get to tap into their vast experience in this industry. For us, it is like having a mentor on hand.

We initially signed up to a three-year programme with FSS. We are halfway through this period now, and our intention is to continue our partnership into the future, well after this initial programme ends. www.caseys.ie

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36 INSIGHT FURNITURE SALES SOLUTIONS

VIEWPOINT

FAIRWAY FURNITURE

By MD, Peter Harding Please outline the size and scope of the team being trained …

We engaged FSS to run their ‘7 Habits’ training course for every member of our team involved in the sales or sales management aspects of the business.

Additionally, everyone from the senior leadership team (including myself) attended the two-day course, to ensure that those attending felt it was fully inclusive (and not just the management thinking that the sales teams needed more training).

This ‘buy-in’ was, to me, essential, and leads to great conversations when you meet team members at our stores, because we’ve all had the same training so can discuss any aspect of it and help share best practice across each.

“Retail is all about making sales, yet specific selling skills training can often be something of an afterthought

What prompted you to seek staff training, and from Furniture Sales Solutions in particular?

Like many furniture retail businesses, we had seen sales surge during the pandemic, but as activity levels normalised, we saw a contraction in demand.

Alongside this, and having had a significant portion of our company’s sales team move on in the preceding five or so years – through retirement or a desire for new challenges – finding the right people, with the skills needed for ‘big ticket’ retail, was proving more and more difficult in a tight labour market.

As a business, we needed to find an improved way to recruit and retain the best people, and this meant thinking outside the box. Past experience had shown that some of our best consultants came from non-frontline sales roles, so we worked on finding people who were a good fit for our company’s ethos and values, who we could train to become great consultants for our customers.

With a group of sales consultants, many of whom had not worked in furniture sales, we needed to help them improve, hone their skills and avoid some of the

bad habits that could easily derail their sales careers.

In the past we’d used external sales trainers every few years to work with our teams, and I had seen how they could help improve performance.

I first came across Adam Hankinson when he had pitched a previous sales training offer with Instil in the late 2010s, and felt that someone with that depth of experience and fun, engaging style could be a good fit for our relatively young and fresh sales teams. After an initial call and some reference calls to previous clients, I decided to engage FSS to work with us for an in-depth training programme that would skill-up our teams and set us, I hoped, on a path to sustained improvement.

Was Furniture Sales Solutions’ approach tailored to your specific needs?

While FSS’ 7 Habits course is relatively tightly structured, so that it covers all the key areas you would expect of a sales training programme, the work that FSS do before the training starts is an important part of ensuring the programme’s success.

Adam spent several days scoping out the programme with myself and other members of the senior leadership team, then a few days in each store observing both the sales teams and the store management team’s working patterns. This then fed into the structure and design of the training sessions themselves.

As we were having all our sales teams and management trained, working with Adam we made sure that each of the groups going through the twoday training comprised attendees from each store and a range of time-served with us, so there would be a spread experience and input.

Alongside the main training, FSS also ran management-specific workshops, to build on the sales team training and develop coaching skills, so they could mentor and encourage their teams to get the very best value from the training. This was then followed up with weekly group calls in which the store management teams (and FSS) would discuss successes and challenges, and work to help each other drive their respective teams to improve, within the comprehensive FSS framework.

What evidence have you seen of the programme’s success?

We ran the FSS 7 Habits programme throughout autumn 2024, starting in September. This meant it was an intensive period of training, but at a time of year when footfall into stores was still reasonably strong, giving opportunity for sales consultants to put their training into practice.

Prior to the training starting, out YTD sales performance had been reasonable, but I felt there was scope to improve. We were low single digits up YTD when the first class of attendees started the training, and as each group went through the

37

“We feel that our relative outperformance of the market was, to a significant degree, down to the FSS training programme programme and the store management teams had their additional coaching and mentoring training, we saw this steadily improve.

The FSS programme training finished in late November, and by the time we reached our year-end on 31st January 2024, the steady improvement we saw through the autumn meant our performance had improved from a low- to high-single-digit increase LFL. In a furniture retail trading climate that we know from industry press reports and our own contacts was challenging in 2023, we feel that our relative outperformance of the market was, to a significant degree, down to the FSS training programme. The confidence that it gave all our sales consultants – whether seasoned furniture salespeople or those new to ‘big ticket’ retail – was palpable, and we saw marked improvement in sales across all areas of our product offer.

Into 2024, the improvements we saw in Q4 2023 have continued, and we’re once again trading a high-single-digit up, which we believe compares favourably with many other retailers in what is a very subdued market. In particular, add-on product sales performance has leapt in those areas where it had traditionally been lowest, while the usually successful areas have improved further.

What would you say to others considering using Furniture Sales Solutions’ services?

Retail is all about making sales – without them, we don’t have a business. Yet specific selling skills training – thinking about product knowledge, systems training, etc – can often be something of an afterthought.

Monitoring performance across sales, add-ons, customer satisfaction, etc is commonplace, but how often do businesses like ourselves, who are too small to have training departments, commit to regular and extensive external training?

We were faced with a set of challenges brought about by a somewhat unique confluence of factors, and commissioning a ‘ground-up’ sales training programme was key to getting our business fully skilled up and ready for the challenges ahead.

I’d have no hesitation in recommending FSS’ services to anyone that wants their business to get the best from its sales team. While it represents a significant investment, I believe that our performance illustrates that it’s possible to get payback in a relatively short period. What’s more, the programme

Can you share any feedback from staff on the process/outcomes?

Our sales teams were very enthused by the FSS programme, and there was a marked initial ‘bounce’ in their performance. FSS’ Adam Hankinson delivered the programme with great humour, speaking with the benefit of his years in furniture sales. That is important, as it helps those attending better understand that the person training them has been there, done it, got the T-shirt!

Here are some quotes from some of our team: “Even though I’ve been selling furniture and carpet for several years, the most important thing I learnt was how to handle the objections better. Customers are pretty hard to open up sometimes, and Adam helped me work out how to deal with that.”

Sam (sales consultant) “I’d not sold furniture before, having worked at a timber merchant where sales skills were not really needed. I’d been with Fairway for about a year before they got FSS in to do this training, and although I thought I was doing well, the way Adam delivered the training led to a ‘lightbulb’ moment. After the two days of training, I tried just one of the introductory methods when I greeted a couple the next morning. Within an hour, I’d closed the £3k order, and this was on their first visit! I didn’t think it would work, but it’s so simple. Since then, I’ve really pushed on, and use the FSS skills every day.”

Brad (sales consultant) “As a relatively new store manager, I thought the training was a brilliant platform to help me develop my sales management skills. Doing the core training was great fun, and the extra store manager sessions really added to my skillset. Coaching your sales team can seem like hard work, but working with the ‘7 Habits’ framework, and with the support of the senior managers, I’m a much better sales manager now, who can lead the team in a way I simply wouldn’t have before.”

Jon (store manager) “The biggest benefit for me from doing the FSS ‘7 Habits’ training has been making me much better at conversation with customers. I used to spend lots of time with them, but used to let them lead. Now, I have the tools to help spark meaningful conversations that help me make sure I meet their needs and close the sale more quickly.”

Jo (sales consultant) “Selling was always the part of my job I needed to improve most, as I struggled to achieve the performance that was needed in my role. Having done the training with Adam, I have improved a lot, and now have a far better idea of how to alter my approach dependent on the customer, so they get the right products, and I get the sale.”

Keith (assistant store manager)

provides a great framework, within which any business can then develop ongoing repeater training at store level.

The extensive FSS programme includes great printed materials and video masterclasses for easy bite-size refreshers, all delivered in a very engaging way that draws the best out of everyone taking part.

As a good friend in the industry who has also used FSS said to me when we were talking about sales training, the most important thing is to do it often enough that it keeps performance levels as high as possible, but as infrequently as possible that the business gets great value for money. With FSS, we feel we have struck that balance well, including factoring in that as team make-ups change, we will have FSS run biennial refresher workshops. www.fairwayfurniture.co.uk

38 INSIGHT FURNITURE SALES SOLUTIONS

VIEWPOINT

GILLIES

By operation director, David Philp Outline the size of the team being trained …

Gillies is an independent furniture and flooring retailer which operates across five main stores with two smaller satellite stores, over the North East of Scotland. We have over 60 sales consultants, specialising in the different areas of furniture, beds, bedroom furniture and flooring. Many of our team are experienced salespeople and have been with the company in excess of 20 years, whilst we also have some who are brand new to sales in general.

What prompted you to seek staff training, and from Furniture Sales Solutions in particular?

A number of years ago, Gillies identified that there was a need for a more standardised form of sales training, not only to guide any newer members of sales staff to the sales process, but also to enhance and improve our longer-serving team members. We tried several companies over this period with varying levels of success, without really finding the ideal fit for our people and our customer base. Gillies first spoke with Adam Hankinson at FSS in June 2021.

“We’ve seen the improvement in attitude, confidence and capability of our people “Personally, I found it was the most enjoyable sales course I have ever been on, and Adam was very engaging, his energy was great.”

C Hunter, general store manager, Inverness “I believe any training will always teach an old dog new tricks, and from being a veteran to all of the training programmes, this rates as one of the best.”

C Roger, general sales manager, head office “It is very easy to forget things. However, the videos enable you to refocus and refresh how you do things.”

L Whitaker, sales consultant, Perth “From a personal point of view, I found Adam’s training to be amongst the best I’ve seen in the industry (and I have seen a few!). His execution is fun, engaging and uplifting, as well as experience-based and easily applicable – in short, his methods just work!”

S Downie, general sales manager, Aberdeen

“The training has benefitted myself during my time with Gillies by using the simplified approach of the 7 Steps.”

C Rennie, sales consultant, Broughty Ferry “Thoroughly enjoyed both Adam’s sales and management courses – so much so, I have completed the sales one twice! Adam has also been of huge help in my own personal development.”

K McGregor, area manager “The training provided by FSS has been invaluable. The combination of expert knowledge, practical application and approachable leadership has made a significant difference to my sales technique and confidence.”

R Turner, sales consultant, Aberdeen

Was Furniture Sales Solutions’ approach tailored to your specific needs?

Adam created a bespoke two-day sales training programme, centred around our teams, stores and values, and this was then rolled out company-wide.

Adam’s training was informative, engaging and fun, with his passion and energy shining through from the first meeting. He also spent some invaluable time over the next year with our management teams throughout the company, improving their core skills and enabling them to succeed as coaches and leaders.

What evidence have you seen of its success?

Not only have sales and KPIs increased over this last three years, whereby we now maximise every opportunity, but we’ve also seen the improvement in attitude, confidence and capability of our people.

Gone are the days whereby you were unsure how to deal with the ‘browsers’, or actually manage to ask for the sale. With Adam’s training, the whole process is broken down into bite-size pieces, with the FSS library of videos also available to help you. This is a crucial part of our continued learning, whereby a salesperson can focus on a particular issue they are having and obtain the answers and techniques to solve them.

The training doesn’t stop there – Adam and the FSS team are on hand at all times. Whether this is one-to-one training with a member of staff, Teams sales meetings, general sales or admin enquiries across the stores or just a quick discussion about how your salespeople are performing, it’s reassuring to know that you’re not alone on this journey. Our teams regularly ask Adam for advice, and he’s always keen to help. Customers also benefit from the training our people receive – by asking better questions and really listening to the customers’ needs, we can identify exactly what the customer is looking for and help them by making their considered purchase an enjoyable one.

What would you say to others considering using Furniture Sales Solutions’ services?

To anyone considering using FSS, do not hesitate.

The whole process is a positive one, whereby you can actually see improvements being made, right from the very first training day. The skills and techniques Adam has passed on are extremely relevant within this tough sales period, and have greatly impacted on everyone who has undertaken this training. www.gillies.co.uk

“If I find something challenging, after reviewing his videos, I usually have an answer to my issue which allows me to implement changes and adapt my approach and mindset as I learn.”

T Paris Landsborough, sales consultant, Aberdeen

To find out more about Adam’s services, visit www.furnituresalessolutions.com, email ruben@furnituresalessolutions.com or call 07817 162359

SUN. 3 - WED. 6 NOV. 2024 BRUSSELS EXPO WWW.FURNITUREFAIRBRUSSELS.BE

40 EVENTS

INDX FURNITURE

www.indxshows.co.uk

Returning to its state-of-the-art exhibition venue, Cranmore Park, from 17-20th January 2025, INDX Furniture promises to be “the ultimate destination” for furniture retailers seeking inspiration and business opportunities.

Offering a dynamic platform to explore the latest trends across upholstery, living room, dining room, garden, and accessories, the show is set to deliver an expertly curated selection of market-leading brands, innovative products and industry insights.

Exclusive to Associated Independent Stores (AIS) members on day one, the show opens to the general trade from 18th January, promising a friendly and focused environment for building relationships and sourcing new products.

“Organised by the UK’s leading buying and services group, AIS, INDX Furniture is your gateway to success,” says the organiser.

“Grow your business, close deals, and build connections at INDX Furniture.”

Delivering one of the UK’s busiest retail trade show calendars, INDX Shows offers all attendees free on-site parking and complimentary refreshments.

FURNITURE COMPONENT EXPO

www.fcexpo.co.uk

The Furniture Component Expo 2025 is set to welcome all sectors of the industry, with ready availability for small businesses.

“FCE 2025 recognises the importance of our industry’s up-and-coming players,” states show organiser, BFM. “For smaller businesses, we offer a dedicated pavilion, a cost-effective way to connect with a focused audience and gain valuable exposure alongside established brands.

“In addition, furniture manufacturers crave a wider selection of fabric suppliers. Position yourself in front of a targeted audience and reach a concentrated pool of furniture manufacturers actively seeking the latest and most innovative fabrics to elevate their designs.

“Stand packages are tailored to meet your needs. Fill a growing industry need by being at the forefront as we bridge the gap between buyers and providers. Network and forge valuable connections with key decision-makers, generate high-quality leads, and establish yourself as a leader in the furniture market.”

When asked why suppliers should exhibit at FCE 2025, the BFM replied: “There’s a combination of reasons. Exhibitors lauded FCE’s unwavering focus on the furniture manufacturing supply chain. Unlike broader trade shows, FCE delivers a concentrated audience actively seeking the latest components, tools, machinery, and more!

“And the 2024 expo wasn’t just about window shopping. A significant portion of visitors were there to find or meet new suppliers and source innovative products. FCE provides the perfect platform to showcase your brand and generate high-quality leads that can

translate into real business growth.

“From organisation to attendee quality, the 2024 expo garnered rave reviews, showcasing the undeniable value FCE brings to the industry. Reserve your space today!”

Visit the FCE website for more information, or make an enquiry directly through the exhibitor enquiry form at https://wkf.ms/3vsOeqI.

Want to exhibit or sponsor? Scan here:

The one-stop shop for everything in the furniture manufacturing supply chain “With significant foot traffic and an electric atmosphere, the event provided an ideal platform to engage with industry professionals”

2024 Exhibitor Event Sponsors

fcexpo.co.uk

Organised by:

42 EVENTS LONG POINT

Find newness at autumn’s Long Point

Siren

At The Helm

The biannual Long Point show brings together the newest product from the manufacturers based in and around Long Eaton, plus guest exhibitors and a growing number of businesses with permanent showrooms there.

New exhibitors at the autumn edition include At The Helm (The Exchange), La-Z-Boy UK (Wade Exhibition Centre), Sofa Connections (Westgate Suite) and Webs Training (Leopold Street reception), which will join a host of event regulars in venues around the town.

The Long Eaton Guild of Furniture Manufacturers has held trade exhibitions for over 50 years in the East Midlands town, where fine upholstery has been made for over 100 years.

In 2014, Long Eaton was recognised as the UK Centre of Quality Upholstery Manufacture – so it is a fitting backdrop for manufacturers and importers of a wide range of upholstery, alongside cabinet, bedroom

Andrew Paul

“It’s the ideal vehicle for manufacturers and retailers to work together

Harrington Mills houses many of the show’s exhibitors

In the wake of a successful spring edition, the Long Point show returns to Long Eaton, Derbyshire from 16-18th this month, to showcase the newest quality products from a mix of 33 local manufacturers and guest exhibitors.

and accessory products and allied services, says the guild’s chairman, Andrew Mitchell: “Long Point enjoys the reputation of being the most enjoyable and relaxed furniture exhibition within the UK, and is the ideal vehicle for manufacturers and retailers alike to work together.”

All locations are situated close to the town centre and railway station. Visitors can contact the event helpline on 0115 9734481 for assistance.

“A warm welcome awaits at all locations, so come along and enjoy the show,” Andrew concludes. Read on discover a few of this season’s highlights … www.longeatonguild.co.uk/longpoint/

YOUR INVITATION TO VISIT

THE UK’S PREMIER FURNITURE EXHIBITION

16TH  18TH SEPTEMBER 2024 Located in the famous furniture town of Long Eaton, just one mile from Junction 25 of the M1.

View the latest collections from over 30 leading UK and International brands of Upholstery, Cabinet, Bedroom and Lifestyle accessories.

Exhibitors and showroom locations are available to view on our website. www.longeatonguild.co.uk Not on our mailing list? Please send your name, address and email to: ajm@leguild.co.uk Helpline: 0115 973 4481

44 EVENTS LONG POINT

Discover Siren’s new design directions

Carpella

“Siren has transformed the entirety of its showroom this year

Somerton

Siren Furniture is set to unveil new, trend-led upholstery collections exclusively at autumn Long Point – the launch of a further four new models at the September show swiftly following the recent reveal of its largestever launch of traditional and trend-led collections, plus a dramatic showroom redesign which marked a step-change in design aesthetic and expansion for the brand …

Highlights Long Point visitors can expect to see include the expansion of Siren’s show-wood ranges to introduce new accent chairs, more models with contemporary curved silhouettes, and new fabric additions, including leather options for a comprehensive leather offer.

The latest developments, alongside the upcoming launch of a new website, reflect Siren’s ambition to grow the brand and maintain its momentum in an evolving creative direction. Investing in product development, technology and luxury design will increase Siren’s range, and promises to appeal to both existing and new customers – while the brand maintains the solid customer care and communication for which it is known.

On the second floor of the iconic Harrington Mill, Siren has transformed the entirety of its showroom this year to deliver trend-defined, curated roomsets that showcase its ranges – maintaining a considered view to enhance the heritage of the building’s original features and natural lighting.

Designed in partnership with one of the industry’s most renowned award-winning creatives, each aspirational space in Siren’s showroom is distinct in decor, to complement the new collections. By creating an immersive experience that helps to visually represent a lifestyle, Siren hopes to bring to life an inspired vision of each piece within a suggested retail environment.

Siren will host an open showroom during the three-day Long Point show, with its team on hand to guide visitors around the new ranges in the renovated showroom. “Come over to meet the experts and make yourself comfortable,” suggests Siren.

In with the new The new ranges include Somerton, a show-wood range and a modern take on a classic mid-century style, thoughtfully designed with attention to the finer details “to blend superior comfort with lasting luxury”.

Consciously crafted with subtly curved clean lines to present an inviting, softer, sleek silhouette, “Somerton’s single foam and fibre-wrap seat cushion and plush back cushions offer ample space for a very comfortable sit,” says Siren. “The exposed solid ash wooden plinth and elongated legs are beautifully hand-finished to accentuate the natural grain, with fixed arms neatly finished with piping trim. It is upholstered in a textured tonal weave fabric for sumptuous comfort, with three new high-quality aniline leather options being introduced for this autumn/winter.”

Next up is Carpella, a modular range that promises to be versatile in form and function, offering a flexible seating solution that can be adapted to create a design configuration for any living space.

The modular seating components span out from the curved corner element, and are tapered by design, with fixed high-back cushions and deep-seat, pocket-sprung cushions. Upholstered in a supersoft, easy-clean fabric, finished with piping detail for

45

Pebble II

Behind the scenes Siren Furniture is a brand rich in heritage and expertise, specialising in the design and manufacture of design-led contemporary and traditional designs since the turn of the century. Siren’s range of modular groups, sofabeds and accent chairs are all available on an MTO basis, in fabrics and leathers which are hand-picked from some of Europe’s finest mills and tanneries.

Siren’s team works closely with key customers to design and develop specific looks and ranges, including to contract specification for commercial and hospitality sectors.

Burley

“superior supportive comfort and luxury that lasts”, Carpella also features crocodile clips for installation ease and a secure connection. A matching footstool is also available.

Then there is Burley, a modern interpretation of a classic style, which “embodies timeless charm and contemporary design”, says Siren. The plush scroll arms elegantly curve around the back to form a shapely silhouette, enhanced with deep-foam, fibreback cushions for welcoming comfort. Elevated with solid tapered oak legs and upholstered in a soft-touch textured fabric, Burley is finished with piping detail to ensure long-lasting durability.

This month’s Long Point will mark the debut of the Burley sofa, upholstered in a high-quality semi-aniline leather with a velvety finish and a gentle waxy touch – and not forgetting Pebble II, a bespoke occasion chair crafted to make a statement in any interior space, available in an array of fine fabrics and with a fixed or swivel function.

“Be embraced by the curvaceous Pebble II, with tapered arms that gently sweep around the upholstered frame in a super-soft boucle texture, for that cosy cocoon seating experience,” says Siren.

Quality is Siren’s primary focus, and all products are handmade to high standards in one of its trusted factories – the majority of which are family businesses, and the relationships with them longstanding. Every sofa, including components and fabrics, undergo strict performance testing to ensure the best quality and value for customers and the endconsumer.

This year, Siren has increased its frame guarantee from 10 to 25 years, reinforcing its dedication to durability and customer satisfaction.

Siren is also making conscious strides in working towards reducing its environmental impact. All inhouse products are crafted in FSC-accredited timber sourced from responsibly managed forests. Notably, Siren has started to introduce recycled fillings and environmentally friendly foams as part of its journey toward greater sustainability. www.sirenfurniture.com

“Siren’s new range promises to appeal to both existing and new customers

46 EVENTS LONG POINT

Meet At The Helm in Long Eaton

Kensington in Chiltern Brindle

Paolo in Padley Lichen

“Excitement is building for what promises to be an extraordinary event

“The show is particularly exciting for those passionate about luxurious and premium furniture,” states At The Helm. Visitors will have the chance to experience the full spectrum of the brand’s high-end collections, including Signature Heritage, Modern Explorer, and Wanderlust. Alongside these, a new cabinetry line will be launched, integrating with the existing ranges to offer “a cohesive and versatile lifestyle offering”.

The Signature Heritage collection continues to celebrate timeless design with a modern twist.

Inspired by classic pieces, this collection combines traditional craftsmanship with contemporary touches, resulting in furniture that is both elegant and relevant for today’s homes. Each item is a testament to meticulous craftsmanship, featuring intricate details and luxurious finishes.

The Modern Explorer collection, meanwhile, caters to those who appreciate sleek lines and bold designs.

This range represents “a fusion of adventurous spirit and modernity, incorporating materials that signal the future while still being rooted in quality and durability”.

Wanderlust is another stand-out collection, bringing “a touch of enchantment into the home”.

Inspired by remote destinations and the rich tapestry of global cultures, Wanderlust’s designs aim to “transport you to far-flung locales, infusing your space with a sense of adventure and global allure”, says At The Helm.

One of the most anticipated features of the Long Point show is the unveiling of new models. This year’s event will showcase fresh designs that have been kept under wraps, pushing the boundaries of traditional concepts and exploring new avenues in furniture innovation – indeed, these new models are expected to set new standards in design trends, reflecting At The Helm’s commitment to staying at the forefront of the industry.

Additionally, the show will introduce the At The Helm Zenith Collection of cabinetries, featuring

Livingstone in Single Malt

At The Helm has been renovating its new showroom at West End Mills, Long Eaton, over the past few months – and despite the ongoing transformation, the showroom doors will be fully open for the upcoming autumn Long Point show, for which the brand warmly welcomes all customers to explore its latest offerings and innovations as the space evolves …

three unique collections. Each has been specifically designed by At The Helm to complement its upholstery collections and extend the brand’s lifestyle offerings. These exclusive lines are manufactured from a fusion of materials, and promise to provide a different and fresh offering to the UK customer.

“The Zenith Collection offers versatile options to complement various interior styles,” the brand adds.

“As Long Point approaches, excitement is building for what promises to be an extraordinary event,” states At The Helm. “Even amidst the ongoing renovations, the At The Helm showroom will be a vibrant space where creativity and craftsmanship take centre stage.

“Whether you are a new or existing customer, or simply an enthusiast of beautiful interiors, this is an event not to be missed. The Long Point show is more than just a furniture showcase – it’s a celebration of the artistry and innovation that transform a house into a home.”

Find the At The Helm showroom in West End Mills, Leopold Street, Long Eaton (opposite Harrington Mills). www.atthehelm.com

Autumn Long Point Show: 16-18 September 2024 At The Helm Showroom, West End Mills, Leopold St, Long Eaton, Nottingham NG10 4QD www.AtTheHelm.com

48 EVENTS LONG POINT

MICHAEL TYLER FURNITURE/ HJORT KNUDSEN

www.sofaconnections.co.uk

SOFA CONNECTIONS

Last month, Michael Tyler and Hjort Knudsen attended AIS’ INDX Furniture show – the latter’s first outing as a full member of the buying group, where it showcased some exclusive models and launched a new stock programme.

“Combined with new range debuts from Michael Tyler and an updated fabric collection, we were really excited to present this new offer to our customers,” says MD Kai Winders.

At this month’s autumn Long Point show, the brands will present their collections at their (now established) Long Eaton showroom at the foot of Harrington Mills. All enquires should be directed to adam.peek@michael-tyler.co.uk.

Sofa Connections is a family-run business based in the heart of the West Midlands. With over 30 years of knowledge and manufacturing experience, Sofa Connections boasts high-quality, high-end furniture at “a very reasonable” price point.

Find Sofa Connections at Long Point, where the business will be showcasing its attractive Blakedown sofa, alongside other customer favourites.

“We can’t wait to meet even more customers after our successful Manchester Furniture Show,” states Sofa Connections. “Our aim is to support retailers and designers, no matter their size, with excellent customer service and a good quality product.”

Cadenza

www.michael-tyler.co.uk

Charlie

COUCH & CO

www.couchandco.uk

Wing

Team Couch & Co is looking forward to welcoming visitors to its exclusive showrooms at this year’s autumn Long Point, where they will be able to enjoy a coffee while taking in the supplier’s extensive upholstery collections.

The stars of Couch & Co’s luxury static collection will all be on display in their bestselling and finest top-grain leathers and exclusive fabrics, with some of the most eyecatching accents to complement any decor.

Whilst all of the supplier’s multifunctional recliner collection will be showcased, Couch & Co will be featuring the bestselling models that are part of its forward-order programme, from which stockists can offer their customers a lead time of 10-14 days on selected covers/base options, subject to availability.

Product highlights include: Charlie, whose deep, sumptuous seat and back cushions with

feature pinch-quilting detail make it a versatile, comfortable, on-trend sofa for any living space; and the Wing recliner range, just one of many that form Couch & Co’s forward-order programme, offering “unparalleled support”, with a height-adjustable headrest providing “a perfect resting position”.

Email sales@couchandco.uk to book an exclusive Long Point show presentation.

Classic Elegant Sofas with a Modern Twist

Browse Our Website andrewpaulfurniture.co.uk 0115 9725 020 | orders@andrewpaulfurniture.co.uk

andrewpaul furniture

50 EVENTS LONG POINT

Wiemann targets the triple this autumn

Denver

The company, which recently topped the Best Importer category in Furniture News’ Readers’ Choice Awards, will be at Long Point (Long Eaton, 16-18th September), the NBF Bed Show (Telford, 24-25th September) and the Autumn Furniture Show (Stoneleigh, 8-9th October).

The Wiemann stand at all three events looks set to impress as the team behind the brand looks forward to showing off the quality products and customer service commitment it believes lay behind its summer award success.

Litmus Furniture is Wiemann’s sole agent for the UK and Ireland. MD Simon Hewitt comments: “Colleagues across the business all work extremely hard to produce and deliver amazing products which are beautiful, practical and excellent quality. To be consistently recognised for this is obviously pleasing and much appreciated.

“However, we never rest on our laurels. We are passionate about bringing stunning furniture to the market and backing it up with an enviable delivery, installation and customer service. We are excited to show off our products and catch up with friends and customers, new and existing, in the coming weeks.”

Lagos

“We are passionate about bringing stunning furniture to the market

Monaco

Award-winning German bedroom manufacturer Wiemann is taking its latest contemporary bedroom furniture to three autumn trade exhibitions this year …

Wiemann has a long history of producing highquality contemporary bedroom furniture, being particularly known for clever design which promises a total bedroom solution for any size or style of home.

In December 2023, it celebrated the 20th anniversary of working with Litmus, a partnership which has seen the UK and Ireland become well established as Wiemann’s largest export market.

Simon adds: “Wiemann is a tried, trusted and reliable brand, qualities which are so important in today’s climate and which we value highly.”

Some of Wiemann’s latest ranges due to be on show have been proved popular, with Denver and the new-for-2024 Lagos proving to be hits. Kai Schwenke, Wiemann’s export manager, says: “Customers like Denver’s urban chic decking-effect panel on slider doors for an on-trend look, while the stylish floor-toceiling handles can be made into a stand-out feature on the Lagos range by optional downlights. A new wood-effect finish, Nordic oak, was introduced this year, and this has nicely ticked the naturals box for buyers. And the Monaco system continues to be a solid bestseller, with new accessories added all the time. This collection really does have something to suit every size and style of home.”

For those who cannot get to the trade exhibitions, Wiemann operates two permanent showrooms, in Harlow, Essex, and Long Eaton, Derbyshire, and appointments to view at these can be made by emailing enquiries@wiemannuk.co.uk. www.wiemannuk.co.uk

STUNNING BEDROOM SOLUTIONS FROM WIEMANN

Lagos from Wiemann

BEDROOMS OF DISTINCTIVE STYLE, QUALITY AND VALUE See us at Long Point (September 16-18), the NBF Bed Show (September 24-25) and Autumn Furniture Show (October 8-9) enquiries@wiemannuk.co.uk | www.wiemannuk.co.uk HOME DELIVERY & INSTALLATION | SALES TRAINING | MARKETING SUPPORT | UK CUSTOMER SUPPORT

MADE IN GERMANY

52 EVENTS BED SHOW

The nation’s bed showcase returns The NBF Bed Show returns to The International Centre, Telford, from 24-25th September. Organised by the National Bed Federation (NBF), the trade association for UK and Ireland-based bed manufacturers and their suppliers, the event will again feature approved UK and Irish bed manufacturers, component suppliers and a selection of guest exhibitors.

This year, the halls will be occupied by more than 70 brands, from big industry names to small niche companies, showcasing their latest innovations, offers, promotions and sales support for the UK and Irish markets.

Retailers and specifiers interested in UK- and Irish-made mattresses, divans, bedsteads, futons, headboards and bedding (pillows and toppers) will find the latest offerings at the event, while bed manufacturers and specifiers looking for ticking, springs, foam, fillings, bed machinery, and any other bed-related components, should make the popular Supplier Zone their first port of call.

There are three cafe areas this year, while additional Chat & Chill seating in the Supplier Zone will provide a space to sit away from the hubbub of the exhibition stands.

Visitors are also encouraged to get ready for a night of celebration at the bed trade’s gala dinner and awards ceremony, taking place on the first evening.

This year’s theme connects the bedroom with the ballroom, in honour of celebrity host and Strictly Come Dancing star, Anton Du Beke. Hypnos is 2024’s headline sponsor of the awards, drinks reception and live band, promising “an evening filled with fun and celebrations”.

Read on to discover a few of this year’s highlights, and take a look at our annual Bed Buyer supplement for a comprehensive lowdown on the sector and its key show. www.bedshow.co.uk

WIEMANN

www.wiemannuk.co.uk Lagos in champagne and bianco oak

STAINGARD

www.staingard.co.uk

Staingard is looking forward to seeing existing and prospective customers at the Bed Show, where the supplier will unveil its new Mattressgard packaging and stand options from its award-winning range.

Voted Furniture News’ Best Product Protection Provider 2024, Staingard will present its extensive Homecare range – including Staingard, Mattressgard and Floorgard – on stand D70.

“We’re your one-stop shop for furniture care and warranty,” says national sales manager, Rob Jones. “Contact us at sales@staingard.co.uk or by calling 01244 888658.”

Award-winning German bedroom manufacturer Wiemann is once again taking its latest contemporary bedroom furniture to the NBF Bed Show (stand E120).

Simon Hewitt, MD of Litmus Furniture, Wiemann’s sole agent for the UK and Ireland, comments: “Our popular VIP ranges, Lagos and Monaco, will be on show. Both offer flexible, well thought-out furniture with stunning contemporary looks. Monaco comes with many different options and a full collection of accessories. Lagos adds depth with its elegant floor-to-ceiling handles with optional downlights.”

Kai Schwenke, Wiemann’s export manager, adds: “We are excited to show off our products and catch up with friends and customers, new and existing, at the Bed Show.”

24 – 25 SEPTEMBER 2024 TELFORD

From the biggest brands to smaller niche players The ONLY place to see so many UK and Irish bed manufacturers and component suppliers all under one roof WHY YOU SHOULD VISIT • Unprecedented gathering of UK bed manufacturers and suppliers • Latest innovations, offers and promotions in one place • Prime networking opportunities

• Gala Dinner and Awards Ceremony hosted by Strictly Come Dancing’s Anton Du Beke • Voted ‘Best Furniture Trade Show’ and ‘Best Furniture Exhibition’ 2023

• Supplier Zone

www.bedshow.co.uk @thebedfed | #BedShow2024

54 EVENTS BED SHOW

A new chapter for Sweet Dreams

Cameron

“At the heart of Sweet Dreams is an unwavering commitment to crafting exceptional sleep experiences,” states the business. “Through meticulous design, premium materials, and an unparalleled dedication to customer satisfaction, the company has built a loyal following.

“The impending rebrand is a testament to Sweet Dreams’ aspiration to ascend to new heights, positioning itself as a purveyor of luxury sleep solutions.”

A cornerstone of this evolution is the introduction of a new product line encompassing beds, mattresses and bed frames – an expansion driven by a desire to offer a comprehensive range of sleep options, each infused with cutting-edge technology and opulent materials.

UK sales manager Nick Williams comments: “By placing a premium on personalised comfort, Sweet Dreams aims to cater to the diverse preferences of its target market.”

Felix Opulence

“We’re placing a premium on personalised comfort

Anise

Sweet Dreams, a respected name in the sleep industry, stands at a pivotal juncture. With a legacy stretching back to 1988, the company has cultivated a reputation for quality, customer focus and product innovation – but now, as the sleep landscape evolves, so too must the business, so the brand is embarking on a significant refresh, “to align with the contemporary demands of a discerning clientele” …

New look, new collections The new bed range focuses on seven new collections. “The Premium range features our bestselling pocket spring systems, with sumptuous knits, pillow and box tops,” Nick explains, “while the Landmark collection, successfully launched at last year’s Bed Show, features FR chemical-free, eco-friendly, sustainably sourced materials that are 100% recyclable at the EOL. Using our quality pocket spring systems, Landmark comes in a range of 1000, 1500 and 2000 spring counts, with tufted and quilted choices. The bases and headboards are FSC compliant and made from 100% recyclable fabric.”

Next is the Defined Edge range, which offers a high-quality encapsulated finish, with a wide choice of pocket counts. This year, both quilted and tufted options are available.

New for the Bed Show is the Naturals collection, a high pocket count line (4000, 4500 or 5000) featuring 24mm latex to the full FR chemical-free sleep surface, matching up with a combination of wool, lambswool, cashmere and mohair.

Also new for 2024 is Sweet Dreams’ refreshed and revitalised Wellbeing collection, which offers high-quality quilted knit and tufted beds, featuring a range of health-promoting wellbeing properties. All are based on the manufacturer’s bestselling pocket

55

Sweet Dreams’ showvan will be on the road following the Bed Show

Responsible delivery As the new lines demonstrate, Sweet Dreams is taking its sustainable responsibilities seriously.

Recognising the environmental implications of the sleep industry, Sweet Dreams is focusing on sourcing fabrics and fillings from more and more UK-based suppliers, and its UK-made bed frames, hybrid beds and TV beds remain a priority for further development this year, with several new products being launched for 2024.

Nick continues: “A commitment to the NBF’s Pledge for Our Planet in 2022 has put in place a drive to more sustainable ‘cradle-to-grave’ product offer, highlighted by our first sustainable, eco-friendly range, Landmark.”

To complement its product offerings and elevate brand perception, Sweet Dreams also continues to provide speedy delivery. Covering the whole of the UK, and investing in fit-for-purpose vehicles to improve accessibility to inner-city areas, Sweet Dreams is now able to offer more efficient deliveries to customers where delivery space is at a premium.

Naturals

spring systems, and, to increase the comfort factor, a selection of memory foam models complete the range.

“The Traditional range has long been a strength for Sweet Dreams, and the 2024 collection really delivers,” Nick continues. “With fabulous new ticks, along with our high-quality pocket spring system, this really hits the mark on premium value and price.”

The Premium, Defined Edge, Naturals, Wellbeing and Traditional collections all come with FSCcompliant bases and matching full-size and strutted headboards, with a wide choice of storage and fabric options.

Finally. there is Sweet Dreams’ Bonnell collection, which features both ortho and comfort Bonnell springs, and is focused on value for money and boasts a great entry-price point, says Nick. Bonnell offers a choice of quilted or tufted models, with memory options. This year, the Bonnell collection will continue to use the FSC Ridley base and matching headboard collection, with a choice of three value-led fabrics.

A selection of the new collections will be on display at the Bed Show, where attendees can pick up their copy of the brand-new product catalogue, which encompasses the whole of Sweet Dreams’ range, including beds, mattresses, frames, TV beds, sofabeds and sofas.

“The NBF Bed Show presents an opportune platform to unveil the rebranded Sweet Dreams and introduce the new product line,” adds Nick. “By generating buzz and anticipation, the company can effectively communicate its brand story, highlighting its rich heritage and unwavering dedication to quality – and the new range offers an everyday low price and has very commercial floor display discounts, allowing customers the opportunity to display great new product at an attractive price.”

Following on from the Bed Show, Sweet Dreams’ dedicated bed and mattress showvan will be out on the road. Designed to maximise space, it will give Sweet Dreams’ customers the opportunity to review key products in the range at their leisure, and at a time that suits them.

In conclusion, the Sweet Dreams rebrand is a strategic manoeuvre designed to elevate the brand’s stature, expand its product portfolio, and enhance overall customer experience.

“By emphasising luxury, innovation, and sustainability, the company aims to solidify its position as a leader in the sleep industry,” Nick explains. “With a focus on personalised comfort and rapid delivery, Sweet Dreams is poised to captivate a discerning clientele and drive sustained growth.”

Find Sweet Dreams on stand B40 at the Bed Show, taking place in Telford from 24-25th this month. www.sweetdreamsuk.com

“Sweet Dreams is poised to captivate a discerning clientele

56 EVENTS BED SHOW

Highgrove – building on success

Coppersleep – featuring Highgroves Eco-AdvantEdge spring system

Upton, with Ergomatic action

“98% of all orders are delivered within seven days of receipt

Head of marketing Shane Harding is confident that Highgrove continues to deliver the UK’s best-value bed brands, combining the widest choice of comfort and support options with the latest sleep technology.

“The business continues to move forward and reacts quickly to new opportunities with a total focus on meeting customers’ needs,” he says. “There’s no doubt that the market remains challenging, but we are pleased with our progress, and continue to take market share from our competitors.”

Highgrove’s unique Eco AdvantEdge models will feature strongly at the show, with the introduction of four new 4000-pocket Deep Pillow Top specifications to the collection, all boasting the same health-focused attributes. The models – Zenith Copper, Nexus Gel, Quantum Latex and Celeste Natural – each come with their own unique selling story, and the added benefit of glue-free construction to enable easy end-of-life recycling.

Several new Ergomatic Adjustable beds will also be unveiled, with functionality ranging from massage and sleep enhancement, to mobile phone operation which reduces the need for traditional handsets.

The ever-popular ErgoSense range has also been expanded with two new pocket single-sided Deep Pillow Top options making an appearance and taking this specification to a new level of comfort, says Shane.

Base enhancements include a new contemporary base on legs and fashionable new covers, with additional stylish headboards also added to the range to deliver more designer-focused appeal.

Throughout the stand will be a selection of stylish bed frames, including electric ottoman storage that promises to prove a profitable addition any bed shop floor, notes Shane.

Side-lift ottoman

The Bed Show will see Highgrove Beds launch new products and innovations across an impressive stand featuring 34 models, targeting virtually every market sector, from entry-level value to the traditional high end …

The entry-level HG Collection, meanwhile, continues to represents impressive value, and now provides consumers with a ‘rolled to go’ option for added convenience, with a choice of Bonnell, pocket or foam specifications.

High impact in-store displays, associated PoS and sales aids are available free of charge to qualifying Highgrove stockists, and these can also be viewed on stand C20 at the Bed Show.

To keep pace with changing customer needs, Highgrove has invested a further £1m in 2024, with capital projects including a 20,000ft2 extension to its headboard- and bedstead-manufacturing operation, plus £600k in green initiatives, ranging from additional solar panel technology to state-of-the-art, on-site waste disposal that will also help heat the impressive factory – one of the largest and most modern in Europe.

All Highgrove products are manufactured at the company’s impressive Liversedge site, which Shane believes is a major competitive advantage, adding: “With 98% of all orders delivered within seven days of receipt, it’s no coincidence that Highgrove has won not one, but two Best Bed Supplier awards from two of the UK’s leading trade publications – made more special because they are voted for by our customers.

“This recognises the hard work and dedication of the entire Highgrove team in continually striving to achieve the highest standards of quality and service.” www.highgrovebeds.co.uk

You do…

We’ve got some great show offers and look forward to you visiting our Stand C20 at The Bed Show, 24th - 25th September, Telford International Centre.

Highgrove is delighted to win not one, but two Best Bed Supplier awards from two of the UK’s leading trade Furniture publications – Interiors Magazine and Big Furniture.

The awards are made more special because they were voted for by our customers and recognise the hard work and dedication of the entire Highgrove team in continually striving to achieve the highest standards of quality and service.

So, a big thank you to those customers that made us your number one and also to our employees, suppliers and all stakeholders who share in this success.

What’s not to love?

Highgrove Beds, Headlands Road, Liversedge WF15 6QA

T: +44(0)1924 406 600

highgrovebeds.co.uk

58 EVENTS BED SHOW

Celebrating five decades of Sealy UK Since its inception, Sealy has risen to prominence as a leading name in the bedding industry, synonymous with cuttingedge technology. As Sealy UK commemorates its 50th anniversary of manufacturing in the UK, the company reflects on five decades of achievements, and looks forward to a bright future of excellence and ongoing innovation …

Sealy Posturepedic Exquisite

Dr Addison and Dr Bechtol, the original developers of Posturepedic Criteria

Sealy Posturepedic Elevate Ultra

Former Sealy UK MD John Hancock MBE with the (then) Prince Charles

“Sealy’s commitment to R&D positions Sealy Posturepedic at the forefront of the industry

At this year’s NBF Bed Show, Sealy will extend a warm invitation to attendees to visit stand D10, where a wide range of products, each range featuring one of its patented coil systems, will be on display.

Designed to cater to a variety of consumers, the product range is structured around a hierarchy of unique spring technologies, designed and developed at Sealy’s world-class R&D facility, ensuring that everyone can experience “the exceptional support and comfort for which Sealy is renowned”.

One of the on-stand highlights will be the flagship Sealy Posturepedic Exquisite collection. This ultrapremium range exemplifies Sealy’s commitment to leadership in luxury, while promising unrivalled support performance. Sitting at the top of the tradeup platform, Exquisite features the next-generation RestSupport coil, married with the latest in comfort materials and impressive aesthetics.

Sealy will also unveil the brand’s new 50thanniversary product range, Sealy Posturepedic Elevate UltraLux. This launch introduces the latest in the Sealy Posturepedic line-up, with a host of unique features and all of the performance expected from the Sealy stable. Visitors will have the opportunity to experience first-hand the quality that sets Sealy Posturepedic apart.

And there is more. This year, Sealy UK’s presence at the NBF show is not only about showcasing product – it also celebrates the brand’s remarkable journey as it looks ahead to the future.

“Those who have attended the show in the past will be familiar with Sealy’s Posturepedic range,” states the bedmaker. “The Sealy Posturepedic mission remains straightforward, yet ambitious – to provide the best night’s sleep for everyone, everywhere.

“The company’s dedication to its core product principles of genuine support, true comfort and dependable durability remain as steadfast as ever.

With coil design and development informed by research from the Orthopaedic Advisory Board, the Sealy Posturepedic range embodies their dedication to enhancing sleep quality through providing correct support for the body during rest.

“Sealy’s commitment to R&D positions Sealy Posturepedic at the forefront of the industry, making it a trusted and loved brand, both across the UK and the globe.”

Join Sealy on stand D10 to find out more about the range, including the new Sealy Posturepedic Elevate UltraLux collection. www.sealy.co.uk

The Past, Present and Future of Sleep We’re celebrating 50 years of Sealy UK. Join us at the 2024 NBF show as we reflect on five decades of achievements, and look forward to a bright future of innovation.

Experience first-hand the wide range of products, each one featuring the patented coil systems that set Sealy apart. This year, we will unveil Elevate UltraLux. The latest in the Sealy Posturepedic line up, designed to deliver the exceptional support and comfort performance for which Sealy is renowned.

We’ve been putting the ‘Heart & Soul of Sleep’ into every mattress we’ve made for the last 50 years, and we will be doing it again today, tomorrow... ...and everyday thereafter.

www.sealy.co.uk

Experience the difference: Stand D10

60 EVENTS BED SHOW

Shire – “the brand behind your brand”

“When the products were launched they were an immediate success

The transformative effect of a new team, new products and new customers has had a positive measurable impact 12 months on from the changes, says Shire, while focusing on own-branding for many of its existing and new customers has seen an increase in its own brand recognition.

In May 2023, Shire Beds made a strategic move to disrupt the market in the traditional hand-sidestitched mattress sector. Working with industry expert Stuart Hibbert, the company has since increased its market share and now has a greater presence on the high street.

By analysing market trends, Shire focused on innovation, and developed products that have expanded its presence in the traditional handcrafted mattress sector. With hand-side-stitched products being the preserve of a few, the manufacturer recognised a gap in the market, and decided to offer it more widely. Furthermore, it was able to offer this approach under the customers’ own label and branding.

Own-branding required innovation at several points, says Shire – everything in the process had the option of being personalised to each retailer to allow the protection of IP, and to give retailers an exclusive ownbrand product – and the opportunities in both margin and personalisation have been seized by stockists, with own-branding now offered to nearly 100 retailers, and counting. Shire Beds’ ability to innovate and implement structural and organisational changes to enable this has been key to the success of the ownbrand policy.

Ravello

The Shire Beds brand has enjoyed a significant boost since it became a white-label high street manufacturing partner – whilst the economy was still reeling from cost of living crisis, the bedmaker took the bold decision to change the company’s strategy and direction …

The Capri and Ravello brands have also been developed further. Additional models are now offered with higher spring counts, pillowtop and zip-and-link options. The new Solitude collection, meanwhile – a natural, high-spring-pocket collection, has already proved a hit, says Shire.

“The development of these ranges has been meticulous,” says Stuart. “The differentiation of feels was achieved through regular testing and market feedback, so when the products were launched they were an immediate success.”

Shire also invested heavily in upskilling its workforce, to become one of the UK’s leading manufacturers of hand-side-stitched mattresses.

“With one of the best sales forces in the industry, Shire Beds created a seamless sales journey,” Stuart continues, “from product selection to delivery and after-sales service – while a retailer visits programme

Capri

has seen our quality showroom put to good use.”

With extended and no-quibble returns guarantees, there is greater confidence in Shire Beds’ products – and the business has also developed its ability to produce marketing collateral in-house, and to personalise it without any cost to its customers, which it says has been a game-changer for the own-branded options. It also remains committed to sustainable manufacturing.

“Shire Beds set out to be the white-label supplier of choice, with its high-quality, hand-side-stitched products offering retailers significant margins,” Stuart concludes. “It has achieved commercial partnerships with excellent retailers in a short timescale, becoming a major supplier of own-label products for the domestic and contract sector.”

The Bed Show (stand G10) will see The Shire Bed Company unveil further products including an innovative new mattress range, as well as exhibiting its trend-led headboards, divans and ottomans. www.shirebeds.co.uk

T

WINNER

A

THE FURNITURE

Best of British

AWARDS 2022

THE BRAND BEHIND YOUR BRAND

ER 2 EPTEMB 4 – 25 S D R TELFO

24 – 25

024

BER 2 SEPTEM D R TELFO

24 – 25

BE SEPTEM D TELFOR

024

R 2024

STAND G10 MODEL: SOLITUDE 11000

www.shirebeds.co.uk

01924 439898 | info@shirebeds.co.uk

62 EVENTS BED SHOW

Sleepeezee offers more reasons to celebrate

Campaign for Wool

“It’s been a fantastic year for the Sleepeezee team

The four collections planned for launch will be refreshes of some of Sleepeezee’s bestselling ranges – including Campaign for Wool, a price-conscious naturals collection, which will feature enhanced spring counts with Calibre Edge for extra side support and additional natural comfort fillings, all with the Campaign for Wool branding in support of the charity of which HRH King Charles II is a patron.

Sleepeezee’s bestselling PocketGel Plus range will also be getting a complete overhaul in design, becoming ActivFlex Response, with upgraded features and new ActivFlex spring foam – a unique comfort material that takes the benefits of pocket springs and foam and combines them to create a comfort layer that is able to adapt and flex to sleepers’ unique body shape, promising superior support.

Alongside these collections will be a new Graphite memory foam range, and the Cool Refresh Collection, which features Sleepeezee’s Cool Touch cover, which is designed to reduce body temperature to help deliver the ideal sleep temperature for a deep and undisturbed night’s sleep.

Finishing off the new launches for the show, Sleepeezee will also have new fabric options, headboard designs and divan offerings to go alongside the new range launches.

Head of marketing Amy Curtis comments: “It will be another exciting show for Sleepeezee, with four new ranges launching for our retail partners, as well as some new design options too.

“It’s been a fantastic year for the Sleepeezee team celebrating our centenary, so we look forward to

ActivFlex Response

As Sleepeezee marks its 100year birthday, it has confirmed the launch of four ranges at the upcoming NBF Bed Show – backed with robust marketing and in-store support for its retail partners, as well as a promotional calendar for the new year …

being able to see our retail partners again to show them what we’ve been working on for the last six months, and to raise a glass in celebration at the Sleepeezee on-stand (B20) bar.”

Sleepeezee was also proud to have recently won Furniture News’ Readers’ Choice Awards Best for Staff Welfare award, and the Big Furniture Group’s Best Mattress Supplier award – both voted for by readers. “These awards are testament to the hard work of the entire Sleepeezee team, demonstrating the superior product offering and service we can provide,” Amy concludes. www.sleepeezee.com

Quality comfort, naturally

64 EVENTS BED SHOW

Aidan

SWEET DREAMS

www.sweetdreamsuk.com

UK sales manager Nick Williams says: “By placing a premium on personalised comfort, Sweet Dreams aims to cater to the diverse preferences of our target market.”

The new bed range focuses on seven new collections, all of which will be revealed at the Bed Show. Visitors will be able to pick up a copy of the new product catalogue, which encompasses the whole Sweet Dreams range

Ravel

Sweet Dreams, a respected name in the sleep industry, stands at a pivotal juncture. With a legacy stretching back to 1988, the company has cultivated a reputation for quality, customer focus and product innovation – and now, as the sleep landscape evolves, so too must the brand, which is embarking on a significant refresh to align with the contemporary demands of a discerning clientele.

Thyme

including beds, mattresses, frames, TV beds, sofabeds and sofas.

The new range promises everyday low prices and very commercial floor display discounts, giving customers the opportunity to display “great new product at an attractive price”, says Nick. “We look forward to welcoming customers old and new to our stand (B40), where they will be able to view the new collections and discover how our brand journey has revitalised the business.”

Read more on p54.

Medizone bed with Somerset headboard

SOFTHEADS GROUP

www.siestabeds.co.uk

Mulliners bed with winged Chesterfield headboard

Softheads Group, which consists of Siesta Beds, Mayfair Beds and Mulliners Beds, has launched a number of new products in 2024, and these will be exhibited at this month’s Bed show.

The new models will compliment the group’s existing ranges: Medi Zone edge-to-edge encapsulated-pocket range available in 1000 and 2000 spring counts, with engineered medical-grade foam promising superior support and unique comfort; the ZoneX edge-to-edge encapsulated range, available in 2800, 1800 and 1400 spring-count models (a zoned latex pocketed line, providing greater support to the back in the zoned areas); the Hybrid collection,

which offers a conventional pocketed spring unit with 3000 2000 or 1000 individual pocketed springs (the edge of the mattress has additional support from butterfly springs placed along the perimeter, giving extra support which helps with longevity – and upholstered with gel to the top, to help control body temperature, with memory foam below); and finally, the Mulliners Natural Handmade

bed collection, in which all models are handside-stitched and upholstered with cashmere, silk, mohair, wool and bamboo – comprising the Arcadia 8000 pocket spring, Oriana 6000 pocket spring, Azura 5000 pocket spring and Aurora 3000 pocket spring variants.

Siesta Beds says its comfort- and qualityassured range of beds is recognised for its ethos of value and quick delivery.

SIESTA BEDS COMFORT & QUALITY ASSURED Est 1986

A Life Changing Choice Exhibiting at NBF Show Telford 24th 25th September 2024

STAND F25

ZoneX Latex zoned support.

Superior Edge to Edge encapsulated Pocketed Springs 2,800 1,800 and 1,400 Series

Natural Bamboo Fillings Tencel Soft touch fabric Hand Tufted

Copper Latex Encapsulated Pocketed

Bamboo 3,000 Pocketed Springs

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

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

2024

STAND F25

Tel: 0121 773 9969 Fax 0121 766 7413

WIDER CHOICE, BETTER VALUE, FASTER DELIVERY, IMPROVED MARGINS! Our extensive Highgrove Collection ensures that you can offer consumers the widest choice of sleep comfort, along with stylish base and headboard options.

Our latest models incorporate many unique features, ranging from our innovative Eco AdvantEdge® spring system to Coppersleep®, Chirogel® and Ergosense® with a real focus on healthier sleep.

We’ve added exciting new features and size options to our Ergomatic™ Adjustable Bed Collection, extended our range of fashionable Bed Frames and added a wide range of stylish new covers.

Highgrove use the finest quality components and fittings, combined with the latest sleep technology to ensure we continue to deliver the UK’s best value bed brand.

7 day delivery service and high impact in-store support, this ongoing commitment provides With our stockists with a real competitive advantage and the opportunity for improved margins and increased profits. What’s not to love?

Don’t just take our word for it, Highgrove is delighted to win not one, but two Best Bed Supplier awards from two of the UK’s leading trade Furniture publications – Interiors Magazine and Big Furniture.

Highgrove Beds, Headlands Road, Liversedge WF15 6QA

T: +44(0)1924 406 600

highgrovebeds.co.uk

We’ve got some great show offers and look forward to you visiting our Stand C20 at The Bed Show, 24th - 25th September, Telford International Centre.

68 EVENTS AUTUMN FURNITURE SHOW

Stoneleigh is calling …

The Autumn Furniture Show, organised by the Minerva Furniture Group, is returning to Stoneleigh Park Exhibition Centre, Kenilworth on 8-9th October to give buyers another opportunity to source new product ahead of autumn/winter.

Furniture News presents some of the highlights of this year’s show …

“Stoneleigh Park is the perfect exhibition facility

“We are pleased to be hosting the Autumn Furniture Show at Stoneleigh Park Exhibition Centre on Tuesday 8th and Wednesday 9th October,” says the buying group’s CEO, Jim Orr “Stoneleigh Park is the perfect exhibition facility, with extra-large show halls and an excellent on-site restaurant, and is centrally located in Kenilworth – ideal to reach by car, or train.”

This year’s event will see some of the top furniture suppliers from around the world present their latest upholstery, cabinet, bedroom, bed and accessory ranges for the forthcoming autumn/winter season.

“All our suppliers will be presenting carefully curated product ranges specifically selected to meet

market trends and the current commercial climate,” Jim continues.

The Autumn Furniture Show is an open show, so it welcomes buyers and representatives from all retail businesses. “The show is also an excellent opportunity to meet current and new suppliers, as well as to network with other business colleagues,” adds Jim. All visitors to the show are invited to enjoy a complimentary hot or cold lunch at the on-site restaurant, Strollers.

“We look forward to welcoming all visitors to the Autumn Furniture Show,” Jim concludes. www.theautumnfurnitureshow.co.uk

The Autumn Furniture Show NAEC, STONELEIGH PARK, WARWICKSHIRE

Open to all Furniture Buyers

8th and 9th October 2024 Showcasing: Leading Global Upholstery Cabinet, Bed & Accessory Suppliers Register at www.theautumnfurnitureshow.co.uk

70 EVENTS AUTUMN FURNITURE SHOW

SYNCA WELLNESS

https://uk.johnsonfitness.com/collections/synca

WIEMANN

www.wiemannuk.co.uk Denver

In a world where self-care often takes a back seat, the Synca Rei Foot Massager offers “a luxurious escape for tired feet”.

Combining advanced Shiatsu technology with soothing heat, this piece of furniture promises to bring the spa experience into the living room, says Synca: “Its sleek design fits seamlessly into any home, while its powerful features work wonders on sore muscles and tension.

“Ideal for anyone in need of the ultimate relaxation, the Rei isn’t just a foot massager – it’s a step towards a more balanced, rejuvenated lifestyle.”

Find Synca Wellness in Hall 2 at the Autumn Furniture Show.

Award-winning German bedroom manufacturer Wiemann is launching new products at the Autumn Furniture Show. The company will also present its latest lines at autumn Long Point, where, in its Harrington Mill showroom, Wiemann is set to unveil New York, an eye-catching semisolid wood contemporary collection, featuring hinged door wardrobes plus a full selection of chests, bedsides, beds and accessories (see p50).

Kai Schwenke, Wiemann’s export manager, says: “Those seeking an up-to-date look blending naturals with urban living will love New York. We can’t wait to reveal the full range at Long Point alongside our 2024 bestsellers Denver, Lagos and Miami Plus. Visit us in our newly refurbished showroom to find out about our catalogue of excellent-quality bedroom furniture and our customer service, design and installation offering.”

The Furniture Makers’ Company the furnishing industry’s charity

SUPPORT FOR FURNISHING INDUSTRY PEOPLE Struggling financially? We’re here to help!

As the charity for the furnishing industry, we have been supporting the welfare of people working in the trade since 1903. We help furnishing industry people by providing financial grants and practical, useful advice.

020 7256 5558 07366 568 458 welfareofficer@furnituremakers.org.uk www.furnituremakers.org.uk/welfare The Worshipful Company of Furniture Makers’ Charitable Funds incorporating the Furnishing Trades Benevolent Association is a registered charity in England and Wales (no. 1015519) and a registered company (no. 02759359) in England and Wales

Supporting Furnishing Industry 1-2 page.indd 1

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Get in touch with us: “73% of UK survey respondents considered wellness to be a top priority in their everyday lives” - McKinley 2024 report

Jay Gezer Head Of Sales jay.gezer@jhtgroup.uk 07974 065437

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74 EVENTS MANCHESTER FURNITURE SHOW

Bringing back Manchester Furniture Show Where were you on 10-11th July?

The Furniture News team was at Manchester Central, enjoying the return of one of the industry’s favourite fixtures, the Manchester Furniture Show. This month, Furniture News presents the second part of our coverage from the event …

After a five-year hiatus, thousands of visitors from across the UK and beyond attended the event, cementing its place in the industry’s calendar as “a must-attend for any furniture professional”, says organiser Clarion Events.

Clarion Retail’s portfolio director, Zoë Bonser, comments: “It was wonderful to see the show have such a successful return, and to celebrate with a brilliant party!

“We can’t wait to bring the show back next year, even bigger and better!”

With a women’s networking event, exclusive VIP areas and a Summer Solstice Show Party (sponsored

by Furniture News) bringing fresh energy to the show’s well-established format, visitors and exhibitors

Watch our extensive video coverage from Manchester Furniture Show by following the links provided …

Vintage Metals’ technical director James Turner explains the creative approach behind Vintage Metals’ unique, scooterinspired furniture (bit.ly/3M7PVP8)

Harmony Furnishings’ director Jason Stone introduces the wardrobe specialist’s latest models (bit.ly/3WPOM3I) Sofa Connections’ operations manager Sarah Oakley introduces the business and its newest models (bit.ly/3SUqGDQ)

Claimlane’s co-founder and VP, Choukri Zerhouni, introduces his class-leading warranty claims and returns solution (bit.ly/3Me77Co)

Buyline’s head of business development Leon Robinson explains why retailers should be working with the PoS retail finance provider (bit.ly/3SUhX4s)

New Trend Concepts’ CEO Giuseppe Vittorio Castellano explains why retailers need look no further than his Italian upholstery brand (bit.ly/3SUdvmj)

Bolt Cover’s head of partnerships Steve Goknel outlines the benefits of working with the product protection insurance specialist (bit.ly/4cznlB1)

Lebus Upholstery’s director of sales John Wakeman discusses value, new models, and returning to Manchester Central (bit.ly/3WUzYAC)

Whitemeadow Furniture’s head of national sales, Oliver Keating, shares what’s new from the brand (bit.ly/4cNfMqB)

alike branded the comeback event a success – twothirds of the 2025 edition, taking place on 6-7th July next year, have already been rebooked.

In last month’s issue, Furniture News shared a few of our highlights from the event – and there are more in the pages ahead, including a few snaps from the buzzing show party.

Over on www.furniturenews.net, you’ll also find links to a series of videos we shot at the event, including viewpoints from the Women in Furniture Network Network (WIFN) event (with keynote speaker, La-Z-Boy Inc’s Melinda Whittington) and testimonials from several exhibitors (see boxout). www.thefurnitureshows.com

“A must-attend for any furniture professional

STROOLMOUNT

www.stroolmount.co.uk

Leading supplier of furniture and floor protection systems Stroolmount enjoyed a successful return to Manchester Central, seizing the opportunity to introduce more customers to the notion that “small products can make a big difference”.

Stroolmount’s Gill Finch says: “You plan. You design. You install. You worry about every little detail to make sure it’s perfect. And now you can protect your investment in flooring and furniture with

cost-effective ideas from Stroolmount.”

According to Gill, the protection solutions specialist saves architects, designers and refurbishers thousands in costly repairs, replacements and insurance claims, with simple protection solutions costing as little as 1p.

“As well as innovating to solve customer problems, Stroolmount is a one-stop solutions shop for all these, and more,” Gill concludes. “Why not get in touch to find out more?”

76 EVENTS MANCHESTER FURNITURE SHOW

Go Configure, says Alpha Designs

Juniper

“We thought our customers deserved some newness and innovation

Sofamaker Alpha typically tackles trade shows with gusto, but Manchester Central saw the launch of perhaps its most radical concept to date.

“MFS was great, and we’ll be back next year,” enthuses sales director Nichola Bell. “We launched five new products there – but the real headline was our new range, Go Configure.”

Pitched as a concept which can give independent customers an edge over their bigger, more techsavvy competitors, Go Configure was developed with today’s challenging marketplace very much in mind.

“We understand how tough trade is at the moment, so thought our customers deserved some newness and innovation,” Nichola explains. “We’re lucky enough to have our own in-house CGI department, and we wanted to take more advantage of this asset to help our independent customers. We also understand the need for digital imagery – as well as the cost and timescales involved for any retailer wishing to create their own.

“So we did it for them.”

The Go Configure range comprises three sofa shapes offering five unit sizes each, available in three fabrics, with a choice of 17 colours, and light or dark feet. That’s a sizeable number of permutations – but simplicity is this collection’s watchword, says Nichola.

“It’s a smaller-scale product, but every model boasts broad appeal,” she explains. “They’re very competitively costed – the keenest we offer – and all units across the range are costed at the same price,

A QR code enables shoppers to configure each model to their tastes

Some would say that CGI represents the future of furniture selling – but for many independent retailers, the technology (and the benefits of marrying online and offline sales it promises) is simply out of reach. Yet this year’s MFS saw the emergence of a new offer designed to overcome this very issue, courtesy of Alpha Designs Upholstery …

perfect for kickstarting sales this autumn. The fabric swatch is restricted, but again, every fabric is costed at the same price.”

Another benefit of Go Configure is its speed to market. Being MTO in the UK, the models can be delivered to the end-customer within just four weeks.

Rounding off this triple threat is an online configurator that Alpha is providing its customers free of charge – meaning that even the smallest traditional retailer can go some way to competing with their rivals offering endless aisle technology and omnichannel selling.

“We’ve created a QR code to display on each model in-store, from which shoppers can access the configurator via their smartphone, and choose the size and colour they want,” says Nichola. “Every unit of every model in every fabric has its own CGI image, specs etc.”

Nichola says the concept aims to help bridge the gap between online and in-store sales, giving bricksand-mortar shoppers the same benefits as online buyers – while streamlining the in-store sales process for the salesperson, and creating a transaction that’s attributable to them.

“I like to think of it as the ultimate in-store ‘silent salesman’ tool,” says Nichola, who was overjoyed with how well the concept was received at MFS: “You never quite know how well new concepts like this will work in execution, but it’s opened new doors for us already. Stockists love the fact that, no matter their size or digital capabilities, they can benefit from offering their own product configurator. And the more tech-savvy retailers will be able to make the most of all our digital assets, which we’ll happily share with them.”

Go Configure is going to market this month, and Nichola is looking forward to hearing more feedback.

“It’s British made, but at a price point and speed to market to rival the imports – and because we’ll be able to identify which models are the clear winners, we can look at the possibility of keeping our order book open closer to Christmas, giving our stockists some advantage over the groups,” she adds.

Want to know more? Go Configure.

Alternatively, contact Nichola at sales@alpha-designs.co.uk for more information

To Discover more about our interactive GO CONFIGURE ranges please contact sales@alpha-designs.co.uk

78 EVENTS MANCHESTER FURNITURE SHOW

Simpler, faster furniture returns

Consumers are able to provide simple feedback

“Managing returns and claims in the furniture industry is historically defined as being overly complex and incredibly inefficient

Why was Claimlane established?

Managing returns and claims in the furniture industry is a process historically defined as being overly complex and incredibly inefficient.

Claimlane was established to completely overhaul this. Its overriding goal is to provide a streamlined, technology-driven solution that simplifies and accelerates the handling of product returns, repairs, and warranty claims. This approach ultimately reduces costs and improves customer satisfaction.

Based on retailer feedback, how do most independents handle returns? And what problems does the process cause?

Most retailers and brands handle returns manually, often using cumbersome and manual tools such as email, paper forms and spreadsheets. Some use inadequate solutions not designed for product claims and complex returns.

This approach can lead to long resolution times, errors, and a lack of visibility into the status of customer issues. Problems include increased administrative workload, slower processing times, and potential loss of customer trust due to inefficiencies in managing returns and claims.

Can you suggest three things Claimlane delivers to alleviate these issues?

First up is streamlined communication. Claimlane ensures the collection of accurate data and evidence for each claim and return. This thorough approach guarantees that all necessary information is gathered at the outset, significantly improving both efficiency and accuracy in the process.

Next, Claimlane provides a clear overview of claims and returns across the business, ensuring that every department has visibility into the process. This comprehensive view allows businesses to build and tailor workflows specifically for their requirements.

By having a clear overview, retailers and brands can ensure that each claim and return is handled in the most effective manner possible, reducing processing times and improving overall operational efficiency.

Thirdly, Claimlane analyses the data collected from claims and returns, enabling companies to make better, more informed decisions based on these insights. By becoming more data driven, businesses can identify trends, pinpoint recurring issues, and implement strategies to prevent future problems, ultimately enhancing customer satisfaction and reducing costs.

Furniture as a category is pretty notorious for returns. Have you seen the landscape here shifting in recent years?

Yes, the landscape is evolving. With increasing online sales and higher consumer expectations for seamless service, there has been a shift towards more self-service, streamlined, and tech-driven

Choukri Zerhouni

Claimlane is rapidly establishing itself as one of the globe’s leading returns platforms for brands and retailers. Following the company’s successful appearance at the Manchester Furniture Show, Furniture News caught up with Claimlane’s co-founder and VP of sales, Choukri Zerhouni, to learn more about the company and its ambitions in the UK market …

returns management. Retailers and brands are increasingly adopting solutions like Claimlane to keep pace with these changes and improve their returns processes.

Can you take us through a step-by-step example of a claims process?

Here’s an example. A customer reports an issue with their furniture product, such as a defect or damage, by submitting a claim using Claimlane’s self-service customer portal. This submission includes all necessary data, fault evidence, pictures, and other relevant information.

In the next step, the retailer reviews the claim details and fault pictures to determine the best way to assist the customer. In many cases, they might need to forward the claim to their brand or manufacturer for a decision.

The brand then reviews and approves the claim to arrange for a replacement or repair as needed.

Finally, the customer is notified of the resolution, and the system updates the claim status. This ensures that everyone is informed and the entire process is tracked efficiently.

Without Claimlane, this simple example can be a painful and manual process, causing long resolution times, higher costs, and poor customer experience.

Have you heard from any existing clients regarding how much help Claimlane has been?

Many of our clients, such as Cult Furniture, have reported significant improvements in their returns and claims processes. They’ve highlighted reduced processing times, reduced costs, enhanced customer satisfaction, better operational efficiency, and accurate data reporting as key benefits of using Claimlane.

Can you point us towards any case studies/ champions of your cause in the sector?

Certainly. Cult Furniture is a great champion and

79

Chat functionality ensures greater communication between all parties, while simple interfaces make for a more efficient claims process

success story in the sector, after successfully implementing Claimlane. They have cited an overall positive impact on their returns management and overall operational efficiency.

How does your solution fit within existing IT/ payment/support service frameworks?

Claimlane integrates seamlessly with the existing IT ecosystem. It is designed to complement and enhance current workflows, supporting various service frameworks without requiring extensive changes to existing infrastructure.

Is onboarding a simple process?

Claimlane’s onboarding is straightforward. Our team provides comprehensive support during the set-up process, including training and guidance to ensure a smooth transition. The goal is to get clients up and running quickly, with minimal disruption to their operations.

Are there any upcoming legislative changes the industry should be aware of that could impact purchases and returns?

As of now, there are ongoing discussions and potential changes related to consumer rights and returns policies.

It’s important for retailers to stay informed about legislative updates that may impact their operations.

We recommend consulting legal experts or industry associations for the latest information.

“Claimlane is designed to be userfriendly and integrate smoothly with existing systems

How did Manchester Furniture Show go?

The Manchester Furniture Show was highly productive, with many promising leads and valuable insights. We had the opportunity to connect with industry professionals, discuss emerging trends, and showcase how Claimlane can address specific challenges in the furniture sector. It was also a great opportunity to meet the team at Furniture News in person, to connect and communicate the value of our solution, and how we can support the industry.

What do you think might be holding retailers back from embracing your solution? What would you say to them?

Some retailers might be hesitant due to concerns about change or the perceived complexity of implementation. However, Claimlane is designed to be user-friendly and integrate smoothly with existing systems.

I would encourage them to explore the benefits of our solution through a demo or trial to see how it can streamline their processes and improve efficiency.

We can make a big difference in the industry – it is amazing what a 30-minute discovery chat can do!

How can interested parties find out more?

They can visit our website for more information, request a demo, or contact me directly by emailing chz@claimlane.com www.claimlane.com

Return to start Claimlane is an innovative Danish start-up currently in its scale-up and growth stage.

The business offers an intuitive product claims and returns management platform tailored for retailers and brands.

Since expanding to the UK in 2021, Claimlane has gained significant traction, with over 8000 clients globally benefiting from its solution. The platform streamlines communication with customers and across the supply chain, optimises back-office workflows to meet diverse B2B and B2C requirements, and simplifies the traditionally complex and inefficient returns process.

Claimlane is committed to enhancing customer experiences, automating processes, leveraging data insights for operational efficiency, and paving the way towards a sustainable future.

Choukri, who is spearheading Claimlane’s ongoing commercial growth in the UK and internationally, brings nearly 15 years of enterprise software experience to the company. He leads Claimlane’s commercial strategy and recruits top talent to ensure the company’s continued evolution across sectors where the claims and returns process is complex (such as furniture, DIY and homewares, baby and nursery, outdoors and travel, department stores, and fashion and accessories).

80 EVENTS MANCHESTER FURNITURE SHOW

Summer scores Summer Solstice Show Party Junction Bar, Manchester Central Wednesday 10th July Manchester Furniture Show (MFS) has always been known for its social side, and organiser Clarion Evenets went all out to ensure this summer’s comeback edition was as convivial as possible, with a Summer Solstice Show Party celebrating MFS’ return taking place on the show’s first evening.

With drinks sponsored by principal media partner Furniture News, Manchester Central’s new Junction Bar and restaurant was packed with visitors and exhibitors – who also enjoyed watching England emerge victorious against the Netherlands in the Euros semis.

Clarion Retail’s portfolio director, Zoë Bonser, says: “It was wonderful to see the show have such a successful return and to celebrate with a brilliant party! There was no better way to mingle with the industry and make the most of our time together in the vibrant city of Manchester.” www.thefurnitureshows.com

A month after the Manchester Furniture Show we caught up with Leon Robinson, Head of New Business at UK Point of Sale finance provider Buyline.

Interviewer: Buyline exhibited at the Manchester Furniture Show in July. How did you find the show?

Interviewer: And what about their customers?

Leon: We loved the experience! It was fantastic to meet so many businesses, many of which faced similar challenges.

Leon: We offer a full range of interest rates, from 0% interest-free up to 19.9%, with terms ranging from 6 to 48 months. Our goal is to provide the right finance products to both our partners and their customers.

Interviewer: What challenges did they face?

Interviewer: Don’t businesses need to be regulated?

Leon: Many small retailers struggle to compete with larger retail park competitors who offer finance options.

They often find it difficult to secure a lender willing to support them, and when they do, they sometimes feel they don’t receive the necessary guidance to make retail finance work effectively.

Leon: No, with our BuylineGo product, we can offer 0% finance for up to 11 months without the need for regulation. If regulation is required, we can help them transition to our BuylinePro product, which offers a full range of options.

Interviewer: What else do you offer your business partners?

Leon: We focus on building strong relationships. Our partner success team provides full training and a suite of point-of-sale materials for use in-store and online. We ensure our partners have the tools they need to succeed.

Interviewer: How does the process work?

Interviewer: How can Buyline support these small businesses?

Leon: As a small business competing against the big lenders, we understand their challenges. We don’t have a minimum turnover or trading period requirement, and we review businesses based on merit, allowing us to be more flexible.

This enables us to support them by removing barriers.

Leon: It’s simple. Our partners access a portal to either process credit agreements for customers or send them a link to complete on their own device. The application is submitted for credit scoring, and our decisions are ethical, utilizing the latest open banking technology.

Once approved, the customer signs the agreement, and we pay the partner within 72 hours.

Interviewer: Do you offer online finance?

Leon: Yes, we have a full multi-channel solution, allowing our partners to process finance agreements in-store, over the phone, or as part of their online checkout. It’s another tool to help them compete with large online retailers.

Interviewer: How else do you support your partners?

Leon: We’re proud of our data-driven approach. We provide demographic data to help partners understand their customers and target new ones. We also discuss their sales journey to ensure they’re using finance to meet their goals and help their customers get the products they want.

The champions of the SME. hello@buyline.co.uk | buyline.co.uk Tel: 03330 230 134 (Relay UK 18001)

82 EVENTS

King of the swingers National Golf Day / Northamptonshire County Golf Club / Wednesday 24th July Industry participants from across the UK took part in this year’s National Golf Day, The Furniture Makers’ Company’s longest-running charity event (sponsored by Bensons for Beds). Almost 50 golfers took part in the tournament, an 18-hole Stableford competition which concluded with lunch, a prize-giving ceremony, charity auction and raffle.

The event raised a total of £7663 for the charity. The winners of the competition were: team winner – Ocee & Four Design; team runner-up – NEJ Stevenson; individual winner – Martin Flowers; and runner-up – Jim Sutherland. The Furniture Makers’ Company thanks the companies and individuals that sponsored the event – Bensons, Jay-Be, Ocee & Four Design, NEJ Stevenson and Crofts & Assinder. www.furnituremakers.org.uk

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84 PRODUCTS

HARMONY FURNISHINGS

www.harmonyfurnishings.co.uk

Harmony’s stylish new Elgin sliding door wardrobe was extremely popular when launched at the recent Manchester show, says the supplier.

Its strong, clean, elegant lines are accentuated by the sleek black floor-toceiling handle, which contrasts well with the cashmere finish.

A German-engineered sliding track system ensures the doors move gracefully to reveal generous amounts of storage and hanging space.

Elgin is available from UK stock in both 181cm and 228cm widths.

Elgin

MANDARIN ARTS

www.mandarinarts.co.uk Mandarin Arts’ impressive range of lamps promises to soften the transition from autumn to winter. From cranes and blue tits to passion flowers and jasmine blossom, there are lamps to suit many different room styles – the featured lamp, with its popular shape, has butterflies and sprigs of flowers etched into the lamp base, inviting people to rub their hand over the tactile surface. The faux silk shade glistens when the light is switched on, and is a perfect complement to the base, says the supplier.

Aside from lamps, Mandarin Arts also offers a rich collection of both ornamental and useful products from the Far East. The supplier can be reached on 01873 812255 or by emailing info@mandarinarts.co.uk.

LOUIS DE POORTERE

www.louisdepoortere.com

The Ecorugs collection by Louis De Poortere is making a circular product possible – but only because the manufacturer’s Take Care Program sets out a path to recyclability.

When it developed the mono-material 100% polyester construction of its new Ecorugs collection with the intent of achieving product circularity, Louis De Poortere had two significant challenges to meet: first to ensure it maintained the aesthetic qualities of its designs; and secondly to make sure that Ecorugs could be recycled back into new rugs.

In fact, with the Belgian manufacturer’s experience in working with polyester, the first challenge was relatively easy to solve. Yet to meet the second proved more complex, and has seen Louis De Poortere create its own path to reuse and recycling through the launch of the Take Care Program.

COO Louis Dryon says: “We believe that circularity is a way we can reduce the impact of our products on the environment, but in order to do that properly, we need to make sure we’re in control of the product cycle. Just producing a recyclable rug is not enough, we want to take responsibility for the whole process. The Take

Care Program is our way of doing that, and starting the journey to true product circularity.”

The Take Care Program is based on two principles – a long life through the rug’s machine-washable construction, and a returns process which is simple for the customer and ensures that Louis de Poortere is in control of reuse and recycling. Once the original purchaser has finished with their Ecorug, they simply scan the QR code which comes on every rug’s label to arrange free collection and return.

The rugs are then returned to Louis De Poortere for re-sale or recycling into a new Ecorug.

Keeping the returns process simple and free for the purchaser was an important part of the development of the programme, Louis explains: “We knew that in order for our journey to circularity to reach its conclusion, we needed to ensure that as many rugs as possible were returned and that we shouldn’t expect the customer to pay to return the rug. Take Care needed to be simple, and it needed to be free, so we created a service which is exactly that.”

The Louis De Poortere Ecorugs collection is now available for retailers looking to take a more thoughtful approach to the environment.

MARVELLOUS

Marble

Add a touch of style to a room with our beautiful Amalfi tables, now back in stock. Crafted from marble.

The solid top and base show the natural pattern of the marble to great effect whilst the base features gently curved tops to create a stunning design feature.

Scan the QR code for more

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

86 PRODUCTS

At home with Bluebone Bluebone has become a stalwart of the furniture shows over the last 25 years, exhibiting regularly at the NEC in January, the Manchester summer shows and numerous spring and autumn – even London – formats.

This November, however, is a first, as Bluebone will host its inaugual ‘at home show’ at its recently extended Manchester showrooms …

Green Cuisine

Arc

“Come and spend the day at Our Home!

Bluebone’s Our Home event will run from 3rd-7th November, and will create an opportunity to preview the supplier’s new launches for 2025, explore current ranges and browse the archive rooms, amid a relaxed, homely atmosphere with “delicious food and great music”, says the business.

“Following several extremely fruitful sourcing trips in 2023-24, we are delighted to present a huge array of new product,” states Bluebone. “Enjoy exclusive previews of our serious new dining collections – three sublime solid oak Hardwick dining tables, two solid aged pine Norfolk dining tables, and elegant chair options to complete the settings.

“And many of the new collections are already in stock – we can offer immediate delivery, or you can plan your space for spring 2025 and book a forward order.”

Visitors will find a plethora of new product and inspirational settings, Bluebone continues: “Our Natural Luxe story fits all the current interior trends, and combines solid teak occasional pieces, storage and homeware with real leather in a natural colour palette, woven and slung across natural teak frames.

“Arlo and Arc, meanwhile, offer a sophisticated take on mango wood living and dining furniture, Arlo’s dark

walnut colour highlighted with antique brass trims, and the Arc pale honey finish highlighting its carved deco curve detail.

“We have also added many new lines to our Green Cuisine range of kitchenalia, including coastal blue and white bowls, and Scandi print platters and boards – and there’s a new outdoor area displaying our extensive range of GRC pots and creatures, plus a room dedicated to the Bramble and Steven Shell collections.

“We have also transformed the back of our warehouse into a treasure trove archive room, filled with end-of-lines and last-chance-to-buy pieces that are ready to go, and perfect winter sale stock. These items are priced to offer genuine deals, with up to -80% off original trade prices. There is also a fabulous sample sale, with one-off pieces, exclusive to Our Home guests.

“To top it off, we’ll serve a splendid lunch each day, with great music and company. We invite you to come and spend the day at Our Home!”

Book to visit online at www.bluebone.co.uk/ourhome-event-2024, or contact sales manager Elaine Anderson on elaine@bluebone.co.uk (0161 330 8959) to register interest. www.bluebone.co.uk

Recline, relax, recharge

Lawton

Lawton - Blending classic comfort with modern style. Features deep-fill cushions, curved arms, and a power footrest. Customise your sofa with premium fabrics and scatter cushions. Also available as a static model and with an optional footstool.

88 PRODUCTS RETAIL TECHNOLOGY

The future of retail management Microsoft partner and retail sector specialist Sci-Net Business Solutions, based in Oxfordshire, says its software and cloudbased solutions are transforming furniture businesses across the UK – Furniture News asks MD Duncan Fergusson for the lowdown …

“It’s all about giving choice and a great customer journey

In brief, what does your product do?

In simple terms, Sci-Net’s ERP>Retail makes running a furniture business so much easier. It is built on Microsoft Dynamics 365 Business Central – the world’s most popular ERP system – and we created ERP>Retail specifically for the furniture industry.

Our solution helps you manage everything, from keeping track of your inventory with options and a configurator to handling sales, customer information, buying, finance and management reporting – all in one place. So, whether you’re running a single store or hundreds of stores, along with a seamlessly integrated ecommerce site with an accessible customer portal, it’s all organised and efficient, helping you stay on top of and grow your business.

Can you share the names of any furniture retail clients you’ve recently onboarded?

We are onboarding Housing Units and Arighi Bianchi, and recently won another large national furniture retailer, as well as the new Carpetright business. With Carpetright, we implemented our ERP>Retail flooring solution, allowing them to do quotes, take orders, receive money, and place supplier orders with one week’s notice.

What does Sci-Net offer retailers struggling to grasp the costs and implications of upgrading their IT systems?

Sci-Net offers our clients a clear step-by-step plan with timescales to help simplify the process and understanding of upgrading their systems.

As we specialise in furniture retail and have written our ERP>Retail for furniture retailers, we are very experienced in understanding their business and requirements. For most furniture retailers we have extensive functionality they can leverage that they don’t necessarily have available now – this helps them understand the cost versus benefits of an investment like this.

After spending time with the retailer, we quote for the effort and cost to implement the system in their business. We also really explain the processes and steps of the implementation and, very importantly, what effort is required on their side. Additionally, SciNet’s team provides guidance and training to ensure a smooth transition, helping our clients to understand the long-term benefits and ROI of their IT upgrades.

Do you see ERP>>>Rapid as a standalone solution, a stepping stone to ERP>Retail, or something else?

ERP>>>Rapid is a best-of-breed templated set-up and implementation of ERP>Retail, which will suit most smaller- to mid-size furniture retailers.

The product is the same – ERP>Retail – but ERP>>>Rapid allows smaller retailers to benefit from ERP>Retail without the larger implementation costs that the bigger retailers can afford. The set-up can still be changed and optimised for each customer, but delivering the vast majority out of the box cuts down on time and money, and still delivers huge benefits of ERP>Retail for the furniture industry.

Duncan Fergusson

How do you see the relationship between in-store sales staff and technology developing beyond tablet-supported interactions?

We are evolving the tablet sales experience to be far more visual. Beyond this, I believe the relationship between in-store sales staff and technology is likely to evolve through more interactive solutions, in particular the use of augmented reality (AR) so customers can actually visualise products in their homes using mobiles, tablets, and even headwear.

These advancements will help sales staff deliver more personalised, efficient and engaging customer experiences.

How are retail management systems – and yours in particular – currently evolving?

We have found that retail management systems, particularly our ERP>Retail solution, are evolving to meet the growing demands for integration, real-time insights, and enhanced customer experiences.

In particular, we have seen the rise of omnichannel retailing, so deep integration between ecommerce, marketplaces, PoS, back office and any third-party warehouse is essential. The customer has to be able

Paperwork is contained within one complete solution

Business managers can enjoy complete visibility of their operations

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Given the global disruption of Microsoft’s cloud services in July, how can you ensure your technology is robust enough to weather similar eventualities?

To ensure the robustness of our ERP>Retail solution against disruptions like the recent global outage of Microsoft’s cloud services, we implement comprehensive backup strategies and have a robust disaster recovery plan in place. With regular testing, proactive monitoring and close collaboration with Microsoft further enables us to react quickly and effectively.

We also communicate with our customers as soon as possible, and provide timely support updates to ensure they remain informed and secure should a crisis arise.

What benefits can clients expect from partnerships like the new one with delivery software specialist DispatchTrack?

Part of Sci-Net’s strength lies in our growing partner

Stock management is clear and straightforward

to interact and transact with the retailer through any channel or device.

Our ERP>Retail software has evolved to provide a true omnichannel experience through multiple channels, including traditional brick-and-mortar stores, ecommerce site, customer portals, online marketplaces, social media platforms, and mobile apps. This allows retailers to create a seamless shopping experience across different touchpoints, so customers can now shop and transact as they go, 24/7.

Modern systems are also increasingly incorporating advanced technologies like AI and machine learning to provide a better and more personalised customer experience. It’s all about giving the customer choice and a great customer journey.

ecosystem. The relationships we build with third parties like DispatchTrack mean we have triedand-tested solutions that are quick to hand for our clients, which may not be standard in MS Business Central. This makes working with known partners more time- and cost-effective for both the customer and the team. It ensures that our customer service is maintained at the highest level, by providing the right solutions for their specific needs.

Finally, why should furniture retailers be using a system like yours?

Sci-Net’s ERP>Retail is a game-changer for furniture retailers. It helps you streamline your operations, manage inventory better, and boost customer service, all of which will keep you competitive now and in the future.

With ERP>Retail, you get real-time data and insights to make intelligent decisions. It also connects different parts of your business, making everything run more smoothly. Sci-Net and our whole team are really passionate about furniture retail and our solutions, which is driving new innovation and winning exciting new customers we love working with. www.sci-net.co.uk

“ERP>Retail makes running a furniture business so much easier

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ADVERTORIAL

HARMONIZING FURNITURE RETAIL

How 3D technology enhances consumer and vendor experiences The furniture retail industry is undergoing a seismic shift. And as customer expectations evolve, brands reliant on traditional retail methods will be left in the wake of those that embrace digital innovations.

Two thirds of consumers are now shopping for home furnishings online, 36% consult websites before visiting a store, and 56% say they value sales support during their buying journey (source: HomeByMe survey).

Omnichannel shopping is no longer an alternative – it’s the new normal.

Given this development, it’s no wonder that 60% of furniture retailers are expanding their use of technology. Nor is it a surprise that digital first brands are 64% more likely to have exceeded their top business goals (HomeByMe).

Without the latest technology, it’s impossible to create exceptional online experiences, let alone integrate digital and physical operations seamlessly.

What types of technology do furniture retailers need?

Almost half of consumers now look for inspiration online (HomeByMe), and the ability to customize and visualize individual products and full room designs is the key to igniting their imaginations at the inception phase.

So, as digital transformation initiatives sweep across the furniture retail industry, 3D room planners and product configurators must become the foundation of advanced retailers’ sales strategies.

An element of the best 3D solutions, augmented reality (AR) allows customers to

superimpose items into their spaces to see how customized products will look. The technology provides buyers with the necessary assurance to make a purchase, and it’s now really catching on – according to Insider Intelligence, 38% of US adults were at least somewhat interested in trying AR while shopping in 2022.

Recognizing the importance of visualization tools, 59% of furniture retailers are expanding their current use of 3D and AR products, and 68% are allocating between 10-25% of their budget towards this technology (Retail Times).

Those retailers that don’t act now are likely to see declining web traffic and fewer in-store leads, while those at the cutting edge will see improvements across the board.

Additional benefits of 3D experiences Yes, lots of customers are going online for furniture purchases nowadays, yet retailers’ physical locations remain essential: 53% of consumers say they require in-person advice from sales experts during the decision-making process, and 29% go so far as to state that this is their favorite stage of the buying journey (HomeByMe).

Furniture retail catalogs can be enormous, but with advanced 3D visualization solutions at their fingertips, all this information is accessible to sales staff in just a few clicks. With this aid, sales have the necessary knowledge to deliver the well-informed interactions that customers are after when making the journey to a brickand-mortar store.

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ADVERTORIAL

Over 85% of consumers now expect retailers to know them as they switch from channel to channel (Gladly), and 3D visualization tools make this possible. Sales and customers can collaborate on projects customers started before the store visit, making them feel valued and eliminating time spent at computers creating new designs.

Not only that, but through the creation of extensive customer data, 3D digital experiences such as configurators or 3D space planning solutions facilitate personalized communications and recommendations and make furniture retailers vastly more agile in responding to changing customer demands and marketing dynamics. This creates exceptional customer interactions across all touchpoints, and results in better product innovation, faster production times, and more efficient workflows end to end.

The best solutions on the market HomeByMe – a Dassault Systèmes brand – offers a comprehensive suite of solutions that can take furniture retail businesses to the next level. With its Product Configurator, 3D Room Planners, and Retail Operations solution, all powered by the cloud, both customer experiences and sales staff workflows are enhanced at every stage of the buying journey.

Product Configurator HomeByMe’s Product Configurator allows customers to tailor products to their preferences, starting at home and continuing instore with expert assistance. With photorealistic 3D views and AR functionality, users can see every detail and visualize how products will look in their space.

3D Room Planners 3D Room Planners enable customers to design entire rooms using products from a retailer’s catalog, generate shareable 3D renderings, flag design/availability issues, and facilitate collaboration between customers and sales in-store.

Retail Operations Management By automating every stage of the purchase journey and serving as a data repository, HomeByMe’s easy-to-use cloud-based sales operations manager streamlines administrative tasks, creates insights, and frees up sales to deliver exceptional customer interactions.

With this technology in place, retailers can shift from selling individual home products to selling entire projects, increasing average basket size and encouraging repeat business as customers become more engaged with brands.

Early adopters of HomeByMe’s solutions, such as US retailer City Furniture, have reported substantial improvements. By integrating HomeByMe’s product configurator and AR options, City Furniture enhanced user engagement and saw an increase in in-store leads and sales productivity.

The next step for furniture retailers To learn more about how to implement a successful digital transformation initiative and what exactly its impact will be, download HomeByMe’s latest guide.

In it there are answers to the ten most burning questions that furniture retailers have about digital transformation, shining a light on how to achieve quick and sustained ROI. HomeByMe is ready to guide furniture retailers through every step of the digitalization process, offering the expertise and innovative solutions needed to thrive in today’s market.

3DVIA.Sales@3ds.com www.enterprise-home.by.me Photorealistic images powered by HomeByMe

92 PRODUCTS BEDROOM

New bedfellows for Simba’s mattresses

St Ives

“We designed the bed range primarily as a response to customer feedback

This meticulously crafted collection, made in the heart of Yorkshire by skilled artisans, combines quality, extensive customisation and choice, andresponsible sustainability credentials.

The new bed range from Simba was developed in direct response to customer surveys and feedback, which revealed that Simba customers wanted the same Simba quality and expert design for their beds as they were enjoying with their Simba mattresses.

Top of their tick-list was choice and customisation – the ability to tailor their bed to suit their individual style and needs. Simba’s new bed range achieves this with an impressive palette of 34 fabric colours (launching this month), leg options and a wide range of textures or contemporary weaves, resulting in over 6000 unique combinations – and probably the ideal bed for every possible bedroom decor.

The other key concern from customers was lack of bedroom storage. Consequently, Simba’s new bed range offers no less than five different styles of underbed storage – two-drawer, fourdrawer and ottoman, along with the just-launched electric ottoman and side ottoman – ensuring both functionality and style are “seamlessly integrated”, says Simba.

The range also includes two slatted ottoman beds with roomy, easy access storage that is designed to offer superior support to the sleeper as well as extra air circulation.

As Mary Love, Simba’s product director comments: “We’re delighted to be able to introduce a wide range of storage options for our customers. I’m particularly pleased to include our exceptionally space-efficient, side-lifting ottoman, and our electric ottoman, which is so helpful to any customers concerned about the physical challenge of raising the ottoman top by themselves.”

Every bed in Simba’s new range is made by experienced craftsmen in the UK (using responsibly sourced timber wherever possible), and quality is evident in every detail, says the bedmaker, “from

Portobello

Sleep-tech firm Simba, renowned for its award-winning mattresses, has unveiled a new premium bed range in response to persistent customer feedback …

the sturdy frames and luxurious headboards to the seamless assembly process”.

It therefore seemed appropriate to introduce a premium delivery service to match, says CEO Steve Reid: “We designed the bed range primarily as a response to customer feedback, but also as a continuation of our commitment to innovative, high-tech designs and excellent service, such as we already offer with our award-winning mattresses.

And for those who prefer an even more effortless experience, we now offer a VIP delivery service, where a specialist team deliver and assemble the bed, remove all packaging, and take away any old bed for recycling for a small extra fee.”

To support this new venture, Simba has launched a complete revamp of all its bed photography, reshooting roomsets and investing in 3D photography (for a Q4 launch).

Marketing director Jon Moore comments: “We realised that the bed is going to be the centrepiece of any customer’s bedroom, so we wanted them to be able to get a feel for how it would actually look. We felt the answer was to invest in 3D models and new lifestyle imagery, to accurately portray the beds and to reflect the premium nature of the product.”

Offering everything from classic luxury to designer chic, roomy storage to contemporary simplicity, Simba’s new bed range reflects the company’s ongoing commitment to quality, innovation and customer satisfaction. So of course, every bed is accompanied by a reassuring 10-year guarantee and a 200-night trial period with free returns – and, as the UK’s first B-Corp sleep brand, customers can trust Simba to operate as sustainably and responsibly as possible.

“Simba really is helping our customers put bad sleep to bed,” the brand concludes. To find out more about the new bed range, visit Simba’s website. www.simbasleep.com

USA Market Leading

Premium Mattress Protection Brand Launches In UK

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In store TV display stands

Contact: sales@purecarehome.co.uk

Visit: www.purecare.com

94 PRODUCTS DINING

WOODMAN CHAIRS

www.woodmanchairs.co.uk

decided edge with your customer, over a oneoption-fits-all supplier, or if you are buying direct by container. We hold good stocks and have short lead times otherwise, so you don’t need to have all that cash tied up in your warehouse or in delayed shipping.

“We make, and we wholesale. We bring new ideas to market. We are one step from the raw wood. Try us.”

Woodman Chairs can be reached on 01884 841789.

enables rapid dispatch, but also guarantees that items are readily available, reducing frustrating lead times.”

Customer experience is further enhanced by a UK-based customer service team, ensuring that any queries or concerns are handled promptly and professionally. Additionally, FTG’s self-assemble furniture range is designed for ease, allowing customers to create attractive spaces with minimal hassle.

Recognising the importance of marketing, FTG also provides comprehensive marketing materials to its customers, empowering retailers to effectively showcase their products. FTG says that this full-service approach, combined with its commitment to quality and affordability, makes it a leader in the UK furniture industry.

“With over 1500 SKUs, FTG is your one-stopshop destination for furniture,” concludes the supplier.

Beech chair frames

Ox-Bow table

“We don’t just make our own chairs, but also make bespoke tables, chairs, frames or stools, plus components for many applications outside of these broad types,” says established importer, Woodman Chairs.

“MOQs may apply for bespoke orders, but we can try and work with you on this, and lead times will be good.

“Our emphasis is on full sustainability, quality and an ability to offer choice – of styles, finish and seat coverings. This choice can give you a

FURNITURE TO GO

www.furniture-to-go.co.uk

In today’s competitive furniture market, Furniture To Go (FTG) stands out for its unique blend of quality, convenience and affordability.

As a leading UK furniture supplier, FTG says it has carved a niche by prioritising everyday low prices without compromising on quality, ensuring customers can furnish their homes stylishly “without breaking the bank”.

One of its standout features is its free next-day delivery service: “In a world where customers increasingly demand immediacy, FTG has risen to the occasion by holding stock within the UK,” states the supplier. “This not only

96 PRODUCTS TRADE SERVICES

Get the look – and feel – with CLEAF

Made in Milan, CLEAF luxury decors are now supplied exclusively in the UK and Ireland by James Latham. Pictured is Cheope

Primofiore

“Like CLEAF, we’re well known for pushing the envelope

Access to CLEAF’s extensive ranges of premium melamines, laminates and matching edgings will be opened up nationwide, with a collection of over 100 attractive finishes in a variety of different tones, colours and patterns, plus a ‘made-to-order’ option on thousands of additional combinations, available only from James Latham’s 11 strategically located timber and panel depots.

CLEAF is widely known for the uncompromising high quality of its surfaces. Evocative of its roots in Milan, the European ‘Capital of Design’, CLEAF is a brand that prides itself on always being ahead of the zeitgeist. Regularly consulting with some of the world’s leading designers to develop ‘the next big thing’ for high-end interior decor specification, it has established a position for itself as one of the most sophisticated and stylish decor brands on the market.

What sets it even further apart are its unique processing techniques. When applied in the manufacturing process, the results are deeply textured surfaces which make its product nearly indistinguishable from the natural materials they mimic, says James Latham – woodgrain, natural stone, burnished metals, fluted marbles and plush, full-grain leathers are just some of the decorative finishes that add a natural style to interiors featuring CLEAF products.

CLEAF’s proprietary detailing methods also mean each of its panels are incredibly robust. The decorative layers are tightly bonded to a solid and sustainable chipboard substrate, making them suitable for almost any built-in or free-standing furniture application. Whether that is an ultra-cool bar in a five-star hotel, or a sophisticated wardrobe for a spacious bedroom, CLEAF offers just the right materials – with just the right look – for the job, says the distributor.

Sherwood

CLEAF has a long track record of delivering best-in-class finishes.

Founded in 1975 in Italy by the Caspani family, CLEAF has grown into one of the world’s most respected and celebrated decorative surface brands – and now, almost 50 years on from its founding, CLEAF’s attractive materials will be available within the UK and Ireland exclusively from market-leading independent distributor of timber, panels and decorative products, James Latham …

Durable, tactile surfaces “Not only do CLEAF’s products look great – they stay looking great,” states James Latham. “CLEAF’s panels are durable, easy to clean, and ideal for high-traffic areas in commercial spaces, hospitality locations or the home.

“They also combine distinct visuals with tactile sensations that make them as good to touch as they are to look at. For example, Primofiore mimics the look and feel of full-grain leather to provide a sensuous surface, in colours ranging from muted to bright hues.

“Panels like Sherwood and Yosemite apply timber effects to stunning effect, and the Riga texture showcases a fluted marble effect that feels like the real thing.

“And that’s just a flavour of the sweeping range of finishes now solely distributed in the UK by James Latham.”

A market-leading distributor By partnering with James Latham, CLEAF is putting its products in the hands of a tried and trusted distributor. Already established as a partner that

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Concreta

A winning match As two brands with their fingers on the pulse, CLEAF and James Latham make for a winning match, explains Nick Widlinksi, panels director at James Latham: “We know what audiences want, and we know how to give it to them.

“It’s CLEAF’s pioneering spirit, shared by James Latham, that makes this a perfect partnership. Like CLEAF, we’re well known for pushing the envelope and launching industry firsts which often become the norm. Like them, we’re constantly engaging with our audiences to offer them the very best, highest quality possible, across everything we do.

“Both organisations benefit from this collaboration, reinforcing our positions as the premium proposition within our markets, only working with like-for-like businesses.”

Yosemite

understands CLEAF’s materials and customers, James Latham’s reach across decorative surface markets promises to bring the brand’s finishes to as wide an audience as possible.

“As the appetite for luxury interiors grows for residential and commercial design spaces, CLEAF’s premium products offer balance between form and function, and are capable of achieving any look whilst delivering a robust, easy-to-maintain finish,” states the distributor.

“With the help of James Latham’s formidable distribution network, CLEAF finishes are set to take the furniture industry by storm.”

Discover CLEAF surfaces with James Latham CLEAF surfaces are now available exclusively through James Latham, with the full range in stock from this month. A Clerkenwell showroom is also set to follow later this year, enabling visitors to witness these impressive surfaces in person. www.lathamtimber.co.uk/products/melamine/ cleaf

“The products are nearly indistinguishable from the natural materials they mimic

98 PRODUCTS TRADE SERVICES

Essex Flameproofing has developed an eco-friendly FR treatment

ESSEX FLAMEPROOFING

www.essexflameproofing.co.uk

Complimentary in-house indicative testing is provided for all customers

Essex Flameproofing, a leader in textile finishing, is proud to announce its new advancement in flame-retardant (FR) treatments – the company now offers an eco-friendly alternative for both domestic and contract applications, promising the highest safety standards without compromising environmental responsibility.

This new treatment is free from harmful compounds such as bromine, antimony, organophosphate fluorocarbons, and bioaccumulative substances. “This innovative approach provides superior flame resistance a safer environment. We provide complimentary in-house indicative testing for all customers, guaranteeing our treatments’ effectiveness.

“Choose Essex Flameproofing for your textile finishing needs, and join us in making a positive impact. Our dedication to quality and sustainability means you can trust our products to protect your space and the environment.

Contact us today to learn more about our ecofriendly FR treatments, and achieve a safer, greener future.”

Traders can issue a partial refund when goods are returned only after six months from the date of delivery has passed. This means that when accepting returns within the first six months, the consumer always receives a full refund.

A consumer can enforce their legal rights under the Limitation Act 1980, for a period of six years from the date of delivery, to take a case to

court. The ombudsman applies the same rule, unless there is a longer guarantee.

FHIO provides training and advice to its members on all aspects of the customer journey, including legal obligations and how they interact within the context of the supply chain more broadly. For more information, visit the FHIO website.

Image courtesy Shutterstock/William Potter

while aligning with our commitment to sustainability,” states Essex Flameproofing, which routinely treats fabrics for some of the world’s largest fabric suppliers, manufacturers and interior designers.

“Our advanced, non-toxic treatment ensures that textiles are safe for everyday use while maintaining their durability, suppleness and aesthetic appeal. Whether you are furnishing a home or a large commercial space, our ecofriendly FR treatment offers peace of mind and

THE FURNITURE & HOME IMPROVEMENT OMBUDSMAN

www.fhio.org

When buying products such as beds and mattresses, there are time limits that affect the application of consumer rights. The Furniture & Home Improvement Ombudsman (FHIO) outlines some of these, and provides top tips for business to help ensure their processes take these into account in a way which is fair and meets the requirements of the law.

A consumer has to exercise their right to cancel contracts made at arm’s length within 14 days, starting on the day after the delivery, for goods bought using distance channels (such as online) or off-premises (such as in the home). A consumer has to exercise their short-term right to reject goods under the Consumer Rights Act 2015 within 30 days to exercise short-term right to reject, which means they can return goods that do not conform to contract for a full refund.

A trader has 30 days to deliver goods, unless they state a different lead time. A consumer can state that delivery within a certain time is ‘essential’ and will have rights if that is not met.

100 PRODUCTS TRADE SERVICES

Setting a home delivery benchmark In today’s highly competitive home delivery market, customer expectations have never been higher. Ecommerce has revolutionised the retail landscape, making fast, reliable, and professional delivery services essential – and among the leading providers in this sector, Rhenus Home Delivery UK has distinguished itself as a front runner, offering “unparalleled” service that has earned it a coveted 5-star rating on Trustpilot.

“Rhenus’ success can largely be attributed to its ability to tailor services to meet the specific needs of each client

Rhenus says that what sets it apart from its competitors is its unwavering commitment to customer satisfaction. Every aspect of its service, from the initial order to the final delivery, is designed with the customer in mind, and Rhenus’ success can largely be attributed to its ability to tailor services to meet the specific needs of each client, whether they are individual consumers or large retail businesses.

Rhenus Home Delivery UK specialises in two-man deliveries, a service that has become increasingly popular for delivering large or bulky items such as home and garden furniture. This service ensures that items are handled with the utmost care, from the moment they leave the warehouse to when they are carefully positioned in the customer’s home. The company’s highly trained crews are not only adept at managing complex logistics, but also at providing a level of customer service tha promises to exceed expectations.

A comprehensive service offering Rhenus Home Delivery UK offers a range of services that are both comprehensive and flexible, catering to the diverse needs of its clientele. Rhenus’ standard delivery service includes two-man home deliveries, where items are delivered to the room of choice if required, unpacked, and assembled. This level of service is particularly valuable in the furniture industry, where customers expect their purchases to be fully functional upon arrival, without the hassle of unpacking and disposing of the packaging.

101

Embracing technology for superior service In addition to its “outstanding” personnel and service offerings, Rhenus Home Delivery UK leverages cutting-edge technology to enhance the customer experience. Its advanced tracking systems allow customers to monitor their deliveries in real time, providing transparency and peace of mind. This level of communication ensures that customers are always informed about the status of their delivery, reducing anxiety and building trust.

Rhenus also employs sophisticated routing software to optimise delivery schedules, ensuring items arrive “on time, every time”. This technological integration not only improves efficiency but also minimises the environmental impact of its operations by reducing unnecessary mileage.

A 5-star reputation Perhaps the most telling indicator of Rhenus Home Delivery UK’s prowess is its 5-star rating on Trustpilot.

“Achieving such a rating is no small feat in an industry where customer feedback is often harsh and unforgiving,” says the fulfilment specialist. “This accolade reflects the consistently high level of service that Rhenus delivers, earning us the trust and loyalty of our customers.”

Indeed, customers frequently praise Rhenus for its professionalism, punctuality, and the care with which it handles deliveries – positive reviews which are a testament to the company’s dedication to maintaining high standards and continually striving for excellence. www.rhenus.group/uk/en/supply-chainsolutions/home-delivery/

“Achieving such a rating is no small feat in an industry where customer feedback is often harsh and unforgiving

102 PRODUCTS TRADE SERVICES

SATRA

www.satra.com SATRA’s furniture testing facility is an international centre of excellence for assessing the safety, quality and durability of manufacturers’ and retailers’ products. Its expertise makes SATRA an ideal technical partner for the industry.

With over a quarter of a century of experience in testing products for the furnishings industry, and impressive ISO 17025-accredited laboratories, SATRA has become established as one of the market leaders in the testing of domestic and contract furniture, beds and mattresses, furniture for the educational sector, and flooring.

It also supports the furniture industry through the assessment of sofas, chairs, cabinets, tables and other furniture against national, European and international standards and key retailer specifications, to give its customers confidence that their products are fit for purpose and safe to use.

Assessing products for the UK domestic market, where all domestic upholstered furniture must meet the Furniture and Furnishings (fire)(safety) Regulations, is a key part of SATRA’s testing service. This is in addition to testing upholstered furniture for use in contract situations against specifications such as BS 7176.

In addition to the physical and flammability

testing capabilities, SATRA also boasts an extensive chemical testing laboratory to assist with customers’ restricted substances testing, to demonstrate compliance with legislation such as REACH and POPs. SATRA will be at the Bed Show on 24-25th September: “Come and see us on our stand, and our team will be happy to meet you and to discuss any testing-related matters.”

Weavers’ water-free fabrics are produced using advanced technologies that either eliminate or drastically reduce the need for water in their creation. One such method is air-dyeing, where colour is applied using air pressure instead of water, significantly cutting down water use and reducing energy consumption. Another approach involves using super-critical CO2 as a solvent in dyeing, which

“These fabrics not only conserve water but also contribute to less pollution and lower energy use, aligning with the global push toward more sustainable and ecofriendly practices in the fashion and textile industries,” states Weavers. “As consumers and manufacturers become more environmentally conscious, water-free fabrics are gaining popularity, paving the way for a future where fashion doesn’t come at the cost of the planet’s precious water resources.”

WEAVERS

www.weavers.com.tr/en Weavers’ water-free fabrics are an innovative solution to the environmental challenges posed by traditional textile production.

Conventional fabric manufacturing processes, particularly dyeing, consume vast amounts of water – often thousands of litres per kilogram of fabric, says the Turkish textile manufacturer: “This not only strains water resources but also leads to significant pollution, as the water used is typically contaminated with chemicals and dyes.”

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104 PRODUCTS TRADE SERVICES

OMNI CAPITAL RETAIL FINANCE

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Omni Capital Retail Finance has continued its recent expansion by partnering with national furniture retailer Stokers as the sole credit provider to its customers. Omni will provide interest-free credit facilities in-store and online across Stokers’ 10 stores, which includes the Stokers Fine Furniture, Christpher Pratts, and Russell Dean brands.

Andy Paver, commercial director at Omni Capital Retail Finance, says: “I’m delighted that we’ve partnered with Stokers, one of the UK’s leading high-end furniture retailers, and look forward to being able to help their customers purchase quality furniture for their homes in an affordable way, using our market-leading credit services.

“Stokers’ customer-first

approach aligns closely with our own values, so I’m certain that our partnership will be a success for Omni, Stokers, and their customers alike. It’s another example of how Omni can serve the customer finance needs of retailers across a broad range of retail sectors.”

Jonathan Stoker, MD at Stokers, adds: “We were very impressed with the interest-free credit option that was available from Omni Capital Retail Finance, together with the quality of their team, service and systems. We are delighted to have them on board as our credit provider, and are confident that the products and service they offer will make the purchase of furniture across our range of stores an even better experience for our customers.”

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106 OPINION

Hope for the best, prepare for the worst

By Gordon Hecht

Mid-July was a great time for travel by car or bus. But not so much for airline travel.

I, like millions of other people, felt the impact of the global IT outage that caused flight delays and cancellations around this big blue marble we call Earth.

My retail experience reminds me of stressful situations trying to recover service failures for one or two customers. I sympathise for the front-line gate agents and phone crews of the major airlines.

They had to resolve thousands of issues with limited resources.

With all the chaos, my airline treated me quite well.

I won’t tell you which carrier I used, but there was very little delta between their regular service level and their crisis service level. They found me another flight, although I had to change airports. They kept delays under two hours. And they awarded me 20,000 Sky Pesos towards another flight. All without asking.

We of the retail world have to master the art of customer service recovery. There’s so much that can go wrong on the path from shopper to owner. Errors in advertising, incorrect stock count, delivery truck issues, worker call-offs, product damage, delayed shipments, and general human error.

Chances are good that you and your team can manage the one-off situations. You might even have a written procedure that includes recommended guidelines and allowances for severe issues, remembering that it’s always less costly to give merchandise than money.

But do you have a plan for a massive issue? One that affects hundreds or thousands of customers? Any of these situations could affect you …

Vehicle fleet vandalism Imagine that your operations team is about to start loading the delivery trucks for the day’s route. Except there is a problem. Some nutjob slashed tires on every one of your vehicles.

Beyond the repair cost, think about the delays.

You’ll lose the delivery slots today, and tomorrow’s schedule is already filled to the brim. Multiple customers disappointed for multiple days.

Whether you have a single pick-up truck or a fleet of bobtails, you can expect the truck breakdown issue will hit you at some point.

Prepare today. Open an account with your local truck rental offices. You’ll have a membership number

Is your retail business ready for whatever the world throws at it? (photo courtesy 123RF/photoschmidt)

Stuck in an airport with nowhere to go? When the CrowdStrike tech outage brought global travel to its knees this July, our US correspondent Gordon Hecht was reminded that it pays to have long-term plans, because – even in furniture retail – you never know what’s round the corner …

that will save time in the rental process. While you are doing that, open accounts with a couple of local tire dealers (especially those that do fleet service).

Create a triage process to separate the ‘musthave’ customers from the ‘will wait’ customers. Some people are forgiving. Others are not.

Your staff chucks a sickie People get sick. A couple of years ago we encouraged them to work through it. Things have changed. Today, we prefer that employees stay home.

But what if the entire staff at a location or department all got the creeping crud, and you had nobody to cover their absences?

On the retail side, you may have to close a store location for a day or two. On the operations side, you’d have to get someone to man the fort.

Take preventative action now. Cross training is necessary for the operational team. Personnel changes happen without notice. The greater the number of people that can perform multiple tasks, the lesser the chance that your service level will be diminished.

On the retail side, create a plan for fill in staff. Goal #1 is to keep the door open – whether other stores provide temporary coverage, or you have designated floaters. If there simply is no way to get coverage, post the closing on your website, Google for Business site, and when possible, a sign on the door.

If your store is equipped with a phone-answering device, post that change so incoming callers will know you have a brief time change in schedule.

“Chances are good that you and your team can manage the one-off situations. But do you have a plan for a massive issue?

107

Buyer, buyer! We’re on fire!

It will probably never happen. But you should prepare for that catastrophic event to your locations. Fires, earthquakes, floods and extended power outages have all affected US retail stores in the last year.

Fires or floods at your warehouse can destroy your inventory in a matter of moments. Those disasters could close a retail location for months or longer.

You can ease the pain of recovery by keeping a current and accurate inventory of merchandise and equipment on paper and on a Cloud storage system.

In my days at Tumbleweed Tech I learned that a picture is worth a thousand words, and a video is worth a term paper. Take that iFruit phone around your locations and snap photos or create a video that covers your assets. Shoot those up to the Cloud to avoid a storm in the future.

Fortunately, your vendors should be able to rush replacement merchandise to you quickly. Start by ordering replacements for sold orders first. As for storage, consider using empty shipping containers.

They provide a quick, low-cost alternative should you lose your warehouse.

While you are opening accounts at vehicle rental and tire stores, you can add in suppliers of logistical equipment. Forklifts, dollies, moving pads. Some items may be available for rent.

Extended power outages may mean closing locations, depending on the weather. Too hot or too cold, nobody wants to work in that environment. In

the case of a short-term outage, you need a method to process a written sales order. Good old pen and paper with a calculator.

Keep a small supply of paper sales orders on hand.

Simple copies of your standard slip. Be sure your sales team knows how to figure tax on a sale. Your staff can snap a photo and text your customer a receipt.

Next time you are at the bank, ask if they have some of those old-fashioned carbon credit card slips, too.

Train your team to print the name, account number, expiration date, and three- or four-digit verification number on any bank card receipt they prepare.

“It will probably never happen.

But you should prepare for that catastrophic event

Be prepared It took the airlines four days to resolve and repair their IT failures. Considering the thousands of flights cancelled, affecting millions of passengers, it’s amazing that things were back to normal by day five.

That recovery didn’t happen by accident.

Preplanning, personnel mobilisation, flexibility with pricing and scheduling, coupled with ongoing communication updates, kept the event from becoming travel armageddon.

You can plan for worst-case scenarios too. Learn what you team can (and cannot) do, train for flexibility, and secure your assets and resources ahead of time.

Some day – and that day may never come – you will be happy you did.

Gordon can be reached at gordon.hecht@aol.com

Why shoulder the blame?

Tasked with both absorbing criticism and redistributing credit, the lot of a good leader can appear to be a thankless one, writes Steve Pickering, the ‘unorthodox’ CEO of South East independent bed retail chain Sussex Beds. Yet, he adds, the rewards are significant …

As CEO, I’m prepared to ‘carry the can’ for failures. In leadership, accountability isn’t just a responsibility – it’s a privilege.

‘Carry the can’ means to take responsibility for a mistake or misdeed: “If anyone makes a mistake, it’s the senior person who has to carry the can.”

Ultimately, I am accountable – the buck stops with me. When challenges arise, it’s my job to manage the fallout and protect my team. Conversely, during times of success, credit and kudos flow outward to the team. In essence, we take responsibility for things that go wrong and distribute credit for everything that goes right.

Some might see this as unfair

or unjust. However, it’s a valuable freedom that business leaders have and can leverage (this tool is often limited or unavailable in political or public service roles, where the complex environments and media scrutiny can make taking ownership appear more negative).

To me, leadership is the ability to guide, influence and inspire individuals or groups toward achieving common goals. A leader not only directs but also supports and develops their team, ensuring accountability and recognising contributions to maintain a culture of trust and excellence.

What challenges might a leader face when trying to implement

this leadership style, and how can they be overcome? The pressures of short-term results, balancing diverse stakeholder interests and maintaining transparency can be daunting. However, with a clear vision, consistent communication, and a commitment to ethical behaviour, these challenges can be managed effectively.

I’d love to hear your thoughts and experiences on leadership and accountability. What strategies have you found effective in your journey?

Discover more of Steve’s thoughts in his blog, at www. linkedin.com/in/stevepickering-unorthodox-ceo/

“We take responsibility for things that go wrong and distribute credit for everything that goes right

108 OPINION

New salesperson? Fake it till you make it!

By Adam Hankinson

Basic product knowledge Understanding the basics of the products you’re selling is crucial. When we’re first starting out, we’re obviously not going to know all the ins and outs of every product like an experienced salesperson might.

However, it’s still helpful to impart the small amount of product knowledge that we might have to the customer.

For example, by knowing a handful of key things: options – the layouts and sizes on show are likely not the only ones you’ve got available, and you may have the same style in a variety of options; range – learn which tables, wardrobes, drawers etc come as part of a range; and lead times – you’d probably know from your ticketing what was in stock and what wasn’t (otherwise, you’ll get to know that particular manufacturers usually have specific lead times, for example, Venjakob lead times might be 12 weeks).

You’ll soon be able to answer the majority of customers’ most frequently asked questions.

Being helpful View selling not as a transaction, but as an opportunity to help customers solve a problem or fulfil a need. If a customer is looking for a comfortable yet stylish sofa, your role is to match them with the perfect piece. This mindset not only makes the process enjoyable for the customer, but also lessens the pressure on you.

Creating inner confidence Confidence comes from within. Remind yourself daily that you are capable, and here to help. Dress well, maintain good posture, and smile. Positive body language can significantly boost your confidence and make customers feel more at ease.

Basic questions to ask Asking the right questions can uncover your customer’s needs and preferences. Start with: what room are you furnishing?; what style do you prefer?; and what are your configuration/colour/ comfort preferences? These questions help guide the conversation and show that you are interested in meeting their specific needs.

Handling rejection Rejection is part of sales. If a customer decides not to buy, don’t take it personally. Politely thank them for their time and express your willingness to help in the

New salespeople will benefit from Adam’s simple checklist (photo courtesy 123RF/jackf)

Starting a new career in sales, especially in a high-end furniture store, can be both exciting and intimidating, writes industry training specialist, Adam Hankinson (Furniture Sales Solutions) – the key to success lies in confidence, product knowledge, and a genuine desire to help customers find solutions to their needs. Here’s how to navigate this journey effectively, even if you’re just starting out …

future. Every interaction is a learning experience and an opportunity to improve.

Explaining payment options High-end furniture often comes with a high price tag, so be ready to discuss payment options, including financing. Clearly explain the benefits, terms, and any interest rates. For example, “We offer 0% financing for the first 12 months, which can make purchasing this set more manageable.”

Viewing it as a friendly conversation Approach each interaction as a friendly conversation.

Customers appreciate authenticity and genuine interest. By being personable and attentive, you create a pleasant experience that encourages them to return.

Asking for the order When you’ve never done it before, asking for the sale can be daunting. A straightforward approach works best. For instance, after discussing a stock product’s benefits, you might say, “We’re in your area this Friday, does that work for you for delivery?”, “You said you wanted it as soon as possible and the lead time is 12 weeks, shall we get this ordered for you?” or, “How would you like to pay?”. These questions are direct, yet friendly, guiding the customer toward a decision.

In summary, succeeding as a new salesperson in a high-end furniture store involves combining basic product knowledge with a customer-focused mindset.

By asking the right questions, maintaining confidence, and viewing each sale as a helpful conversation, you’ll not only ‘fake it till you make it’ but genuinely thrive in your new role. www.furnituresalessolutions.com

“View selling not as a transaction, but as an opportunity to help customers solve a problem or fulfil a need

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110 OPINION

Asset disposal – a smooth exit for owners

By Richard Travis

For furniture business owners nearing retirement, selling an entire company can be a daunting prospect. The traditional route of selling the business as a going concern often involves lengthy negotiations, complex due diligence procedures, and the potential for ongoing liabilities. This drawn-out process can significantly delay retirement plans and cause unnecessary stress.

Fortunately, a strategic alternative exists – asset disposal. By partnering with a reputable asset disposal specialist, furniture business owners can achieve a fast, efficient, and financially rewarding exit strategy. This allows them to focus on a smooth transition into retirement while maximising returns on their assets.

The benefits of asset disposal Choosing asset disposal offers several advantages over selling a business as a whole: speed – asset disposal can be completed in weeks, compared to the potentially years-long process of selling a business; maximised returns – asset disposal specialists can accurately value materials, equipment and machinery, often achieving higher returns through online auctions; and streamlined retirement – asset disposal offers a simple, stress-free way to close a business while maximising the value of its assets.

Finding the right asset disposal partner Choosing the right asset disposal partner is crucial to ensure a successful outcome. Look for a company with a proven track record, a commitment to sustainability and exceptional customer service.

Key qualities include: industry knowledge – understanding the furniture industry ensures accurate asset valuation and effective buyer targeting; marketing expertise – a strong marketing strategy ensures your assets reach a wide audience of qualified buyers; and online auction capabilities – reach a 24/7, global audience, generating competitive bidding and higher returns.

Carving out a new future London-based Axion Furniture Makers closed its doors recently, due to the challenges facing many in the sector. The decision was made easier by the fact that the owners were looking for an efficient way to exit their business that would also top up their pension pot.

Photo courtesy 123RF/olegdudko

Britain’s furniture industry is grappling with a harsh reality – surging costs, increased red tape and a stagnant market are putting immense pressure on this traditional sector, forcing many businesses to reconsider their future, says Richard Travis, industrial specialist at BPI Asset Disposal Solutions, who looks at why asset disposal is becoming an increasingly attractive option for furniture business owners, and particularly those nearing retirement and seeking a swift and efficient exit strategy.

BPI’s industry knowledge and expertise made them the ideal partner for Axion’s needs. They conducted a thorough review of Axion’s assets, meticulously cataloguing and photographing over 70 lots of woodworking machinery and tools. Leveraging extensive industry contacts, BPI reached out to potential buyers specifically interested in high-quality woodworking equipment, ensuring a wider audience and maximising value for Axion’s assets. Following this targeted marketing approach, BPI conducted an online auction.

The efficient five-week process proved highly successful. In the online auction, the majority of the lots sold, generating a total of £17,000 for Axion.

“We are incredibly grateful to BPI for their support during this time,” commented a representative from Axion Furniture Makers. “Their professionalism and expertise made the process of selling our equipment stress-free. We highly recommend BPI to any woodworking business looking to dispose of assets efficiently.”

A smooth transition into retirement Asset disposal offers a speedier, less complex, and potentially more profitable exit strategy for furniture business owners.

As Axion’s story demonstrates, partnering with a reputable asset disposal specialist can lead to a successful closure, even in challenging circumstances. With the right expertise, furniture business owners can achieve their retirement goals, maximise returns on their assets, and confidently transition into the next chapter of their lives. www.bpiauctions.com/assetdisposal

“By partnering with a reputable asset disposal specialist, furniture business owners can achieve a fast, efficient, and financially rewarding exit strategy

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Hydeline Furniture Ltd is currently recruiting a Regional Area Manager (Central) to develop At The Helm and Hydeline brands in central UK. Both brands enjoy a well-established presence in the UK and Ireland, supplying many of the leading independent and national retailers.

Our collections include hand-rubbed, vintage pull-up and Italian leather designs, all handcrafted to be classic, meaningful pieces made for modern living. This is an exciting opportunity for the right candidate to join a friendly, motivated team and develop the business across the region.

THE ROLE You will have sales experience within the furniture industry, can support and actively grow the business and be an integral member of the team. The role requires you to work closely with furniture retailers and expand sales through excellent customer service, negotiation and experience.

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Attractive salary and benefits package, negotiable dependent on experience.

APPLY To apply, please send your CV to sharon.occleshaw@hydeline.co.uk Closing date 09.09.2024

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Thursday 13th September 2024 North East Meet and Greet (Members and non-members welcome)

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Friday 13th September 2024

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Monday 30th September 2024

Election of Lord Mayor and Lunch (Liverymen only) Guildhall and Furniture Makers’ Hall

The Furniture Makers’ Company is the City of London livery company and charity for the furnishing industry. Our membership comprises individuals and businesses that make up the diverse, vibrant and creative furniture and furnishing industry.

For further information please visit:

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PARTNER COMMENT OPINION 113

THE FURNITURE MAKERS’ COMPANY

Make a difference City of London livery companies, with their roots in the medieval era, are often misunderstood, writes Jonny Westbrooke, CEO of The Furniture Makers’ Company.

To many, these institutions appear as relics of a bygone era, irrelevant to today’s society.

However, this perception couldn’t be further from the truth …

By Jonny Westbrooke

One common misconception is that livery companies are merely antiquated trade guilds. While they did originate as trade associations to regulate standards and practices, their roles have evolved significantly over time. Today, many livery companies focus on charitable activities, education and professional standards, while also playing an important part in the governance of the City.

At The Furniture Makers’ Company, we are unique in being both the livery company and charity dedicated to the furniture and furnishing industry.

Unlike other livery companies that support external charities, we directly deliver charitable outcomes through welfare grants and educational initiatives.

Over the past five years, we have awarded over three-quarters of a million pounds in annuities and welfare grants to industry professionals facing financial hardship. In fact, our welfare spending has exceeded budget for the past two years.

Recently, we’ve seen an increase in applications from younger people, those on long-term sick leave with complex physical and mental health issues, and individuals struggling with significant debt.

Our welfare officer, Jo Goga, is available to guide applicants through the process, and we strongly encourage HR professionals in the trade to connect with her.

For our sector to thrive, attracting top talent from among school leavers and graduates is crucial.

That’s why we have invested considerable effort into developing an educational programme that connects young learners with incredible opportunities in the industry.

Our initiatives include fostering engagement between industry and educational institutions, promoting apprenticeships, launching a recruitment and training brand and website for early careers, hosting an annual Young Furniture Makers exhibition to showcase emerging talent, and offering continuous professional development to support career growth.

“By joining, you’re not only gaining access to a network of industry peers, but also directly supporting our charitable work Most of our educational activities are made possible through the support of our members, which brings me to another point. There’s a belief that livery companies are exclusive clubs for the wealthy and well-connected. While historically, some livery companies may have had such reputations, modern livery companies, including ours, are committed to inclusivity and diversity.

All our members, whether corporate or individual, must have a connection to the furniture and furnishing industry, including beds, fabrics, kitchens, carpets or floorcoverings. This industry focus ensures we remain relevant, and facilitates meaningful business connections among our members, who share a passion for the industry and a philanthropic desire to give back, while wishing to engage with likeminded individuals.

Pleasingly, in the past six months, we’ve seen a +20% rise in corporate membership – businesses joining because they recognise the positive impact our charitable activities have on the trade.

By joining The Furniture Makers’ Company, you’re not only gaining access to a network of industry peers, but also directly supporting our charitable work. If you’re interested in learning more about membership – whether corporate or individual – we’d be delighted to hear from you. www.furnituremakers.org.uk

INDUSTRY PARTNERS

“Modern livery companies, including ours, are committed to inclusivity and diversity

Women in

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114 OPINION FEEDBACK

THIS MONTH, WE’RE ASKING …

How is your offer evolving to suit younger shoppers?

As our ranges develop, we always look to appeal to the widest possible market. It may be a controversial view, but I am cautious about chasing a market that does not instinctively understand our brand as suited to their needs, wants and tastes.

Moreover, when we range what could be described as more modern younger outlook furniture, it is invariably purchased by customers in our core demographic of 45+. I think the key word here is ‘outlook’ – I don’t buy what my parents bought when they were my age, and this is true across the generations. I’ve recently devoured Joseph F Coughlin’s work, The Longevity Economy, and would recommend it to anyone in business looking to recognise how the consumer landscape is interpreted Darryl Simpson (WJ Aldiss)

Our exclusive snug chairs/beds are targeting a new audience – perhaps not the right price point for ‘Tiktok made me buy it’, but it creates a lot of attention at shows, etc Brian McCann (DFI Beds)

We’ve embraced online and ecommerce channels in recent years, both from a sales and marketing perspective, as we understand that this is how younger people typically purchase today – particularly post-Covid. We’ve also recently launched our new Wellness Essentials Collection, which is targeted at that younger, cost-conscious market, so that we can make a healthy choice attainable for all John Tuton (Mammoth)

Our offer isn’t about age – it is about appealing to a design-savvy audience who wants the very best quality and craftsmanship, regardless of how old they are. Having said that, we do have more pieces at lower price levels, and we have beautiful smaller pieces to fit into more compact homes Hamish Mansbridge ( Heal’s)

The challenge with younger shoppers is affordability Anthony Joyce (Wolf Components)

We’re adapting our route to market to better engage younger shoppers by leveraging social media platforms like TikTok and collaborating with influencers. This approach highlights our features and functionality in a way that resonates with a younger audience, ensuring our products reach and appeal to them effectively Nathan Edwards (The Furniture Consultant)

We added payment methods like Klarna Ashley Hainsworth (Flair Furniture)

We’ve been working on customer segmentation over the past year and are beginning to see that adaptation begin to filter into our showrooms.

It’s about getting the balance right between the segments and then delivering an offer that compels within that framework – if your target is younger, then having that focused approach will show in your ranging decisions John Pattison (Sterling Furniture Group)

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