Furniture News 421

#421 October 2024 www.furniturenews.net

WHAT’S IN STORE Simba gets into bed with retail

BACK TO LIFE The growth and impact of furniture reuse ECO CONSCIOUS | CHILDREN’S BEDROOM | LIVING | TRADE SERVICES

Arighi Bianchi turns 170 Gordon Hecht’s hottest sales tips

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Editor's comment Paul Farley Editor-in-chief

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

“Today’s greener (and often leaner) consumer is increasingly likely to seek out reused product Found on Facebook Marketplace: “Double mattress, used. Some staining, but good condition otherwise, with plenty of life left in it.”

OK, that’s a pretty extreme example, but whatever you feel about secondhand furniture, it’s a growing market. Sure, there’s quite some difference between that worn-in mattress and a vintage G Plan dresser, but, according to research by GlobalData, today’s greener (and often leaner) consumer is increasingly likely to seek out reused product – especially when ‘reuse’ might mean that the mattress in question is stripped, sanitised and built anew.

Faced with startling reminders of the scale of the waste disposal crisis, there’s a possibility our industry can manufacture its way towards a more circular economy and save us from being buried in old sofas and mattresses – but what might this movement mean for the traditional supply chain?

This month, as part of our recurring Eco Conscious spotlight, we’re exploring furniture reuse, by looking at how retailers are testing the waste-reduction waters, and sharing viewpoints from the industry (p30).

And, whether you view ‘greener’ directions as threats or opportunities, there’s added food for thought courtesy of sustainability consultant Richard Naylor (p40) and shipping COO Francis Goh (p42), plus a Q&A with Design Conformity’s Katryn Furmston as we continue to spotlight The Furniture Makers’ Company’s ‘60 for 60’ cohort (p14).

Elsewhere in this month’s issue, you’ll find: Nick Bianchi’s reaction to the family business reaching the astounding milestone of 170 (p10); Suzanne Macleod’s explanation of how Sourcebynet wants to reshape the children’s furniture market – starting with new Disney-licensed ranges inspired by Bluey and Moana (p44); and trend forecaster Phil Pond’s personal take on business and the wider industry (p16).

Meanwhile, Gordon Hecht shares his hottest sales tips, straight out of Sin City (p60), Adam Hankinson suggests how retailers can overcome the post-promotion lull (p62), Bill McLoughlin explains why the term ‘value proposition’ needs to be reassessed (p65), Steve Pickering reveals how his team overcame tension by opening up (p64), and our Feedback panellists single out the business function they’re happiest to outsource (p66).

Next month sees return of our official Bed Industry Awards winners supplement, plus a retrospective of the Young Professionals Industry Experience (YPIE), our autumn exhibition reviews, and much more.

And yes, I expect that mattress is still available (if you’re able to collect).

Paul Farley

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

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#421 October 2024 www.furniturenews.net

Contents

WHAT’S IN STORE Simba gets into bed with retail

10

6

NEWS

10

INSIGHT

10

Arighi Bianchi

14

60 seconds with …

16

Getting personal

18

EVENTS

18

IFHS

20

Autumn Fair

22

Furniture Component Expo

24

MIFF

26

PRODUCTS

30

Eco conscious

44

Children’s

46

Bedroom

50

Living

54

Trade services

60

OPINION

60

What happens in Vegas …

62

How to maintain the holiday sales streak

64

Express yourself!

65

Partner comment

66

Feedback

BACK TO LIFE The growth and impact of furniture reuse Arighi Bianchi turns 170

ECO CONSCIOUS | CHILDREN’S BEDROOM | LIVING | TRADE SERVICES

Gordon Hecht’s hottest sales tips

FN421_Pages.indd 1

COVER FEATURE

19/09/2024 14:13

46 SIMBA

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

Nick Bianchi Arighi Bianchi

32

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Carly Downer Sofalistic/Rehome Platform

40

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6 NEWS

John Lewis relaunches Never Knowingly Undersold John Lewis & Partners has relaunched its Never Knowingly Undersold pledge, promising customers an assurance on quality, service and price, matching prices in-store – and now online – with 25 retailers including Amazon (on technology), AO.com and M&S – plus Argos, Dunelm, Dreams, Furniture Village, Heal’s, House of Fraser and Next.

A new brand campaign, featuring actor Samantha Morton and music artist Laura Mvula, celebrates 100 years of Never Knowingly Undersold.

“The Never Knowingly Undersold brand promise was a hallmark of customer trust in John Lewis for nearly a century,” states the partnership. “It was paused two years ago after customers told us the price promise was too complicated and the exclusion of online retailers did not reflect how they were shopping. In a recent survey of 5000 customers, three quarters of them told us that a modernised version of Never Knowingly Undersold would improve their feeling of getting good value for money at John Lewis.”

Following a multi-million pound investment, an improved and simplified price promise will utilise AI technology to check prices. It will be supported with John Lewis’ biggest-ever marketing campaign.

John Lewis is poised to reinvigorate its Home offer, and has pledged to set a high bar in ethical sourcing and technical standards, with a commitment to using only sustainable or recycled

cotton, cashmere and timber in its own-brand products by 2025. The retailer says it will invest in “more partners where customers need them the most”, plus leading guarantees and warranties, including 25 years on John Lewis & Partners sofa frames, at no extra cost.

Store investment will include a new Oxford Street beauty hall and rooftop cafe, and major upgrades to the High Wycombe and Cheadle stores, connecting shop and online distribution with, for example, ‘ship from store’.

Executive director Peter Ruis (pictured), says: “100 years ago, John Spedan Lewis created Britain’s most innovative and famous brand mantra. It defines why John Lewis is so special, and its unique position in the retail landscape. For the past seven months I’ve talked to our customers and our partners about what John Lewis means to them. [Now], we’re kickstarting our brand for the next 100 years, the perfect fusion of heritage and British eccentricity blended with radical relevance for the modern customer.”

Ancient Mariner under new ownership Husband and wife retail entrepreneurs Jodi and Carrina Skelton have taken ownership of furniture and lifestyle goods wholesaler, Ancient Mariner.

Hunter Imports, trading as Ancient Mariner, was formed in 2024 following years of a professional and personal relationship between the Skeltons and original owner James Ellis and his family, who had supplied Uneeka.home, Jodi’s other business venture, for over 10 years.

“James has been a supplier for many years,” explains Jodi. “We’ve always been impressed by the selection of high-quality and unique pieces he had to offer. When we heard James wanted to step back from the business and focus on his family and other

projects, we saw the opportunity to keep this great business trading.”

With over 20 years spent in the ethical retail industry, Jodi’s expertise will be key to sourcing unique items, while Carrina’s background in communication and management promises “a smooth, first-class service”. The imports, predominantly from Indonesia and India, range from solid wooden tables, chairs and cabinets to decorative lifestyle items and one-off vintage pieces.

The Skeltons aim to keep it a family business, “ensuring excellent, efficient and personal service, supplying customers with good-quality products at a great value”.

La-Z-Boy partners with DFS Having concluded its supply arrangement with ScS, global specialist in motion upholstery La-Z-Boy Incorporated has announced a new partnership with DFS. Through this exclusive national partnership in the UK and Ireland, DFS will introduce a range of recliner sofas in-store and online this month The products will be manufactured at La-Z-Boy’s factory in Lancashire, and will bear the Made In Britain mark.

Currently available in a choice of fabrics, leather options will be introduced in the coming months.

Tristan Pyke, MD of La-Z-Boy UK, says: “This

partnership marks a new phase in the brand’s history, representing an important step forward for La-Z-Boy in Europe, and internationally.By joining forces with DFS, we are enabling new opportunities for growth, and our team is excited about the possibilities ahead.”

Nick Smith, DFS’ CEO, adds: “Comfort is king in our business, so we’re very excited to be introducing La-Z-Boy into our portfolio of brands. It’s an important strategic addition that will enhance our recliner offering, and we’re very much looking forward to retailing such an iconic global brand.”

Sainsbury’s has reached an agreement to acquire 10 leasehold stores from HHGL (trading as Homebase) for conversion into Sainsbury’s supermarkets

Bed Kingdom has appointed Josh Branigan (ex-BuyItDirect) as buyer

Henge, an Italian furniture and accessories brand, is opening its latest store on London’s Brompton Road

Get Laid Beds’ team walked the equivalent distance from its hometown of Leicester to Gambia in Africa last month, in aid of charity Shout

MattressNextDay has added Vispring to its portfolio

Hypnos has appointed Mark Cort (ex-Jay-Be, Bensons) as commercial director

Caseys Furniture has opened a shop-in-shop on the second floor of Arnotts, Dublin

Artisan Furniture, which specialises in Indian furniture and homewares, has expanded its North American operation by launching a dedicated Canadian website and establishing a presence in Toronto and Mississauga. It also plans to open a fulfillment centre in California

Ercol is to open its first branded store this autumn, a 3500ft2 flagship on the Kings Road, Chelsea

READ MORE ONLINE AT WWW.FURNITURENEWS.NET

NEWS 7

The Furniture Makers’ Company has appointed Jessica Land as its new regions and fundraising administrator

DFI Beds is investing £500,000 in new machinery and five new job roles to support its UK expansion plans this autumn, plus a new division, DFI Toppers

Bensons opened its first store in Braintree last month, a 4241ft2 shop on Braintree Retail Park next to outlet destination Braintree Village

Leekes plans to open a new store on Cheltenham’s Kingsditch Retail Park in November, taking over the site previously occupied by M&S Home

Deepsleep Beds has recruited Mark Hughes (ex-Breasley, Millbrook) to manage its key accounts

Wayfair and Brighton & Hove Albion FC have partnered for the 2024-25 football season

John Lewis’ sales were down -3% to £2b in its H1 ended 27th July 2024, with lower demand for bigticket items meaning softer Home sales during the period

MattressNextDay marked its 20th anniversary with a celebration at Whitstable Castle & Gardens last month

The Furniture Makers’ Company’s annual clay pigeon shoot, Northern Big Shots, will take place on 17th October at the Catton Hall Shooting & Sporting Grounds in Cheshire READ MORE ONLINE AT WWW.FURNITURENEWS.NET

Refurb and rebrand at Mattressman Mattressman’s Northampton store on Nene Valley Retail Park has undergone a £50,000 refurbishment, while the brand, which celebrates its 20th birthday this month, is embracing a new look.

Starting out in the market town of North Walsham in 2004, Mattressman now employs more than 100 people, owns nine stores across the East of England and stocks a wide range of mattresses, bed frames, divans and bedding.For the year ended 31st March 2024, the company saw an +11.1% increase in total sales, rising from £22.4m in 2023 to £24.9m.

Mattressman has now updated its logo, in-store look and core messaging, as it looks to expand across the country.

As well as a new visual identity, the company has launched products from brands it is working with for the very first time, including Tempur, Willis & Gambier, Little Seeds, and an exclusive in-store

showroom forVispring at the flagship Norwich store.

MD Andrew Kerry says: “We felt it was the right time to update the stores’ aesthetic to better align with the company’s image and values. This new look is the final piece of the puzzle for us alongside our product range, the in-store experience, free delivery, expert staff and amazing customer service. There’s no doubt that we will be the market leaders across the nation for the next 20 years, and can’t wait for our customers to experience it.”

Dunelm makes gains in “softer” market In its preliminary results for the 52 weeks to 29th June 2024, Dunelm reports that total sales increased +4.1% to £1.71b, despite the “softer” market, as it continued to take market share (to 7.7% in combined homewares and furniture) and grow its active customer base (+5.1%).

It recorded a strong gross margin of 51.8% (from 50.1% in FY23), benefiting from net freight tailwinds and a tighter operational grip, and delivered growth across both stores and online. Digital sales now comprise 37% of the business’ total sales. PBT increased +6.6% to £205m, and Dunelm opened six new stores (including one relocation).

Looking ahead, Dunelm expects sales growth in FY25 to be driven by volume and further market share gains, and now sees a runway to grow its store estate by 5-10 per year in the medium term (to be evenly split between larger and smaller stores).

CEO Nick Wilkinson says: “In a period when consumers faced inflationary pressures and competing demands for their disposable income, we have continued to raise the bar on the relevance and value we offer at Dunelm.

“The continued delivery of volume-driven sales growth and further share gains in this softer market underlines this, and the strength and resilience of our business model.

“As we evolve our strategic thinking in this changing environment, we are now even clearer on the areas which will help us to unlock our full potential as The Home of Homes.

“Whilst we are gradually seeing improvements to economic indicators, we are yet to see a meaningful change in consumer spending habits in our markets. Against this backdrop, and compared to a strong first quarter we have made a satisfactory start to FY25. Our plans gives us a clear pathway to reaching our next milestone of double-digit market share in the medium term, and we remain very confident in our ability to deliver long-term sustainable growth as a result.”

As Dunelm celebrates the 40th anniversary of its first store in Leicester, the retailer also notes that it is seeing the resurgence of some of the key 80s interior trends, including bright primary colours, and earthy tones.

IKEA trials next-generation lockers with Tesco IKEA and Tesco are expanding their partnership by adding next-generation, self-serve IKEA lockers at Tesco’s Dereham Extra and Cambridge Newmarket Road superstore as part of a new trial to make collecting IKEA online orders easier.

Customers can order a wide range of IKEA products for “hassle-free” collection at their nearest automated pick-up locker, 24/7.

Customers within 100km of the lockers will be able to make use of the new service. Once an order has been confirmed, they will receive an email and text containing a code to unlock the locker and collect their order. Orders placed before 6:30am will

be available from the same day, while orders placed after 6:30am will be eligible for collection from the following day. Collection slots can be booked up to five days in advance, subject to availability.At each store, orders will be available for collection from one of 35 differently sized lockers that can accommodate furniture of almost every size (larger orders may be split across multiple lockers).

These lockers build on an existing partnership between IKEA and Tesco which has seen over 100 mobile pick-up points launched at Tesco stores across the UK. A further 100 points are planned to launch, half of them this year.

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10

Icons, interiors and ice cream Macclesfield independent Arighi Bianchi has reached the grand old age of 170, and marked the occasion in style this summer. Here, brand director Nick Bianchi (also co-founder of The Sofa Stories podcast) reveals the steps the storied retailer is taking to ensure it remains relevant for many years to come …

INSIGHT 11

Arighi Bianchi was established in 1854 by Antonio Arighi and Antonio Bianchi, and is now run by the fourth and fifth generations of the Bianchi family.

When founder Antonio fled the Italian civil war to set up shop in Macclesfield selling clocks and barometers – soon joined by is nephew-in-law Antonio Bianchi, a master craftsman and cabinetmaker – he chose Macclesfield due to its reputation as a thriving silk hub, and the town remains home to its landmark 70,000ft2 store, a four-storey structure with grand Italianate plate-glass windows.

The building, now Grade II listed, is the most iconic representation of the brand, and a familiar sight for anyone travelling along the Manchester-to-London railway line.

Nick’s sister, CEO Sarah Bianchi, says: “Reaching such an incredible milestone is something we are hugely proud of. The Arighi Bianchi brand has been such a big part of the UK retail sector for so many years and it’s a pleasure to have helped so many UK consumers make their house a home for almost two centuries. As we continue to listen to our customers’ needs, we’ve embarked upon a new strategy which is taking Arighi Bianchi beyond the interiors sector, as we evolve into a trusted lifestyle brand.”

The company’s strategy has included a revamp of the store and the launch of a new accessories lounge.

The retailer has also launched new campaigns such as the Postcards From series, which aims to bring the best of interiors, food and drink and ‘how to get the look’ from leading global destinations.

On 29th June, Arighi Bianchi threw a birthday party at the store. Having recovered from all the ice cream, Nick now shares more about the brand’s old charm and new directions …

Congratulations on reaching 170 years of business! How does it feel to be hit this milestone?

It’s wonderful, and also very humbling at the same time. It has been a time for the family to pause, reflect and celebrate our history and heritage.

For me personally, it’s important to pay tribute to our two co-founders Antonio Arighi and Antonio Bianchi (my great-grandfather), who, back in the 1800s, escaped the Italian civil war and made the

arduous journey from Lake Como to Macclesfield, to create the business we have here today. They were highly skilled craftsmen, who were willing to take risks, overcome adversity and do business differently – it’s those values we try to emulate today.

What did the in-store birthday event look like?

Firstly, there were queues outside the store from 8.30am! We were joined by hundreds of happy guests, who were treated to delicious fizz and food, entertainment, a resident DJ, prizes and lots of family fun. We also had hundreds of messages on socials from previous customers and fans from as far away as Australia, who shared their fond memories with us and wished us many happy returns!

It was even more special to be joined on the day by another family-run independent business with Italian roots – Granelli’s ice creams, who are slightly younger than us, at 135 years old (!), and delighted our guests with delicious free ice cream.

Did the celebrations and revamps help boost trade this summer?

Definitely. Over the last 12 months, we’ve evolved our marketing and brand strategy to deliver more multi-faceted campaigns, such as our Postcards From series, which encapsulate events, competitions, new product drops and exciting F&B takeovers too. This is being received extremely well by our customers, whilst helping us engage new audiences too.

“We must stay close to our What’s your personal outlook on trade for the next customers so 12 months?

We have seen some challenging times over the past we properly 12 months but hopefully we’re turning a corner, and understand the our approach is to constantly work on innovating and evolving our customer offer, whilst being mindful of impact of the current market conditions.

I feel now that, with the general election complete, economy and and interest rates hopefully set to reduce, this should bring some stability to the retail sector. Nonetheless can adapt to we must be constantly on the pulse of the market and stay close to our customers so that we properly what’s going on understand the impact of the economy and can adapt to what’s going on in their world. in their world ››

12 INSIGHT

“You will see the introduction of brands that aren’t found anywhere else in the region, or the UK

Are you doing anything else to position yourselves for success in that period?

We launched a strategic transformation plan in 2023 which captures all aspects of the business including a carefully crafted rebrand, new website, renovation of our store and cafe and the development of some amazing brand partnerships which will see the introduction of brands that aren’t found anywhere else in the region, or the UK. We aim to create a lasting brand legacy which is centred on delivering an enhanced store and online experience, whilst maintaining our values and supporting the community too. One element of our plan is our aforementioned Postcards From brand campaign, which is something truly unique and exciting for the customer.

What progress have you made on taking Arighi Bianchi from being a local to a national brand?

We have embarked on a series of national brand partnerships and collaborations over the last 12 months with fellow best-in-class national and international businesses from a range of different sectors. For example, we partnered with Laurent Perrier for Valentine’s Day 2024, and we have more carefully curated national partnerships on the horizon for the next 12 months.

We’re also seeing a broader reach through our content, and experiencing higher online delivery volumes from new customers across the UK, which is fantastic to see, and proves our model.

And how goes your journey from interiors into the broader lifestyle segment?

As our business continues to transition into offering a premium lifestyle experience, we are gaining and attracting new consumers with an engaging and impactful offer. In addition to our Postcards From Sicily campaign which runs throughout the summer, we’re hosting our very first Wellness Week in September, whereby we’ll help customers embrace the autumn season with events such as yoga, sleep workshops, pop-up nutrition bars and more amazing brand partnerships.

We know this will connect us with our target audiences, bringing something different to our offer and support our evolution into the lifestyle sector.

Can you namecheck any suppliers you’ve recently started working with, or noteworthy developments with existing ones?

We’ve welcomed in some fantastic new luxury brands including Assouline and Paul Smith Home, and we’re pleased to remain luxury retail partner for global brands like these. Through our Postcards From campaign, we’re also working with a number of high-end independents such as PF Candle Co (based in Los Angeles) and Sicilian-founded Ortigia, which features beautiful homewares and scents. We have many more on the horizon which I can’t reveal quite just yet, so watch this space! www.arighibianchi.co.uk

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14 INSIGHT

60 SECONDS WITH …

Katryn Furmston 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 questions go to Katryn (Katie) Furmston, PhD candidate, and head of design and research at sustainable retail consultant, Design Conformity …

In one sentence, describe what you do …

I research furniture sustainability, design education resources for furniture students, designers and manufacturers, and passionately talk to everyone about sustainable paths for the furniture industry.

What makes you well suited to the role?

I love talking to people! I was a lecturer in the Product Design team at Nottingham Trent University for seven years, which allowed me to learn how to talk to and teach a wide variety of people. During my time there I earned my PGCAP, which is a teaching qualification for academia, and as part of this became a fellow of the Higher Education Association. Teaching is so rewarding as you get to see students grow and develop, both in the knowledge they gain and in the personal journey they choose to follow.

I have an insatiable curiosity to understand furniture sustainability. No matter how much I find out, I always want to know more. My PhD research leads me down many rabbit holes, and I love exploring them. I know there is no need to, and often I would probably be better off time-wise not exploring them, but I love finding out new things, investigating new ideas, and reading about different viewpoints. I also love to talk about what I’ve learned, and you will often find me deep in discussion with anyone who dares to ask me about my research!

The passion I have for my research is one of my biggest drivers, personally and professionally. I would say this is probably what won my PhD interviewers over – and my boss, Adam Hamilton-Fletcher, when he interviewed me.

To me, sustainability within the furniture industry is an immensely important area, and one that has not had enough attention in the grand scheme of things. Not only do I continuously want to improve my knowledge and understanding in this area, I want to pass on everything that I have learned and am learning. It is so important that this knowledge is passed on to everyone in an accessible manner, something I like to think I am good at!

How did you come to work in the industry?

I unintentionally failed three of my AS levels, only passing Design Technology, and had to do a retake year. This made me reconsider what I would like to study at university. I settled on Product Design, as

this seemed to be where my academic skills were directing me.

I went on to study (BA) Product Design at NTU, and then during my placement year at university I worked with Max McMurdo and Sarah Turner.

Both thoroughly inspired me and helped me to identify that I had a passion for designing furniture and homewares. I transferred to (BA) Furniture and Product Design for my final year of university, where I designed and made a coffee table from part of an old lock gate and a chandelier from Orangina bottles.

After university, I was working with Sarah Turner and she put my name forward to work at NTU as a studio tutor, liaising between the first-year furniture students and their tutors. I worked in this role for three months before becoming a full-time lecturer. At the time, I was over the moon – however, on reflection, I definitely did not have enough life experience for the role! Although I was teaching and learning about the industry, I didn’t really feel a part of it whilst lecturing.

I completed a masters degree in Product and Furniture Design part-time at Kingston University, which opened my eyes to a very different view of the furniture industry – one very based on establishing your own design identity and potentially starting your own business. This highlighted that learning parttime was not ideal, particularly when I was lecturing full-time at the same time – definitely not something I would recommend to anyone!

Seven years after starting lecturing, completing my teaching qualification and gaining an MA I decided to quit my job and start a PhD to conduct a deep-dive into the furniture industry (and hopefully improve it!). It was at this point that I finally felt like I was starting to become part of it. A year into my research I met Adam Hamilton-Fletcher and he offered me a job at his company, Design Conformity. He had found me via my LinkedIn profile (not going to lie, I could not believe it!). This led to me starting my role as head of design and research, a job that has put me at the forefront of helping companies embrace sustainability across the furniture industry.

So, a slightly windy road to working in the industry, but I wouldn’t change it. I feel that I have gained a lot of knowledge and experience along the way that has helped me find my place within the furniture industry.

It’s a little different from automotive engineering, but I am no less ambitious in my career plans!

“There are so many areas of furniture that would benefit from proper investigation and development regarding sustainability

15

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

A billionaire living on my own island?! However, this is pretty unlikely as I don’t play the lottery and my PhD rules my life, keeping me pretty busy.

In five years’ time, I would love to be Dr Furmston!

Hopefully, I will have completed my PhD and will be classed as THE person to consult about fast furniture and sustainability. I would love to say that I will be a furniture sustainability expert, but, as Joanna Knight says, “There are no experts, only explorers,” so I hope that I will be leading the expedition to further explore and learn about how we can make the furniture industry more sustainable. As part of this, I want to help influence the regulations in place for furniture, to allow them to better serve our industry and planet.

In addition to consulting, I want to continue my research. There are so many areas of furniture that would benefit from proper investigation and development regarding sustainability, and I want to be at the forefront of that research. Alongside research, I believe that it is also important to engage with the community and educate. I want to pass on everything that I have learned and will be learning, so I hope that I will be teaching/ educating in some way. This could be through lecturing roles, online education workshops and focus groups – any and all of these would make me happy.

I intend to actively pursue all of these opportunities, and I hope Adam won’t have gotten rid of me, as I believe that I have a lot more to do and to offer to

Design Conformity works with retailers, brands, manufacturers and suppliers to introduce clear guidance to improve safety and reduce the carbon impact of fixtures and furniture in commercial store interiors

How has your career progressed since?

Firstly, and importantly, I have gained so much confidence! Talking to all the people I have had the opportunity to meet, networking with, and interviewing them, has expanded my views, my knowledge, and my understanding of the furniture industry. This has boosted my confidence to a point of feeling happy that I can hold, and contribute to, a conversation with others in the furniture industry.

I know that I am both learning from and teaching them something new – be that a perspective, or a fact, or just a recommendation. I am happy to learn and come from a position of not knowing, because it means I will learn.

Lecturing taught me to project my voice, so I know that at conferences, exhibitions or networking events, I will be heard! This gives me the confidence to speak up, ask my questions, and voice my opinion, regardless of whether others agree. Through doing this I’ve made so many new, valuable connections which just supports my growing confidence.

I’ve worked with Design Conformity for about a year, and I love it. The role has helped me massively, not to mention that I work with the most fantastic team. I’ve learned a lot about selling without being a salesperson – how to engage your target customers better, without trying to shove a sale down their throat! I’m also learning to conquer HubSpot and LearnWorlds, which is both challenging and rewarding! I’m now making good progress in my PhD, and am looking forward to presenting my work at several conferences this year.

“There are a lot of hoops that need to What’s been the biggest surprise in how the be jumped industry operates?

Making changes within the industry is a slow process! through just to There are a lot of hoops that need to be jumped raise the idea through just to raise the idea of a change, let alone actually making that change happen – particularly of a change, let where regulations are involved. As an industry, we do a lot of talking and don’t always act on it. alone actually What does being named one of the ‘60 for 60’ making that mean to you?

To be honest, I am still in shock a little bit! It’s such change happen Design Conformity – but I also wouldn’t turn down IKEA if they came and offered me a job to make their products/ practice more sustainable. I have a lot of ideas here, all centered around making profitable, sustainable changes!

an honour and a privilege, that goes a long way to further boost my confidence in myself and my work. I am proud to have been nominated amongst so many fantastic others, all doing incredible things for the industry. I hope that my nomination helps to highlight the importance of research within the furniture industry and shines a light on new paths for future industry leaders.

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

Just do it! You don’t have to use a conventional route, you don’t have to be the best drawer or the best maker. You don’t need to know how to create CAD models, or which materials to choose. You can learn it along the way. Learn through experimentation, be bold, learn how to fail, and have fun doing it! Furniture isn’t just about sofas or coffee tables, there are so many possibilities within the industry where you can specialise and tailor your expertise.

I always said I’m a creative – I can’t write, I can’t draw, I just like making. However, when I found my passion, I found a way to write that works for me, I draw in my own way, my own style, and it fits perfectly with what I’m doing – and I’m making a PhD work for me!

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

16 INSIGHT

GETTING PERSONAL

Phil Pond Phil Pond is a business strategist at trend agency Scarlet Opus, which offers businesses foresight and trend intelligence to help them rethink and reform their approach to product development, marketing and brand strategy. As the agency’s director of consumer foresight and trends, Phil is well placed to help guide progressive thinking in the furniture industry, and is currently working with buying group AIS to helps its team and members make data-led buying and sourcing decisions.

How might a child describe what you do?

Magical – perhaps playing, not working.

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

Almost every day since joining Scarlet Opus.

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

Staying alive until well over 100, and with strong independence.

What’s the biggest myth about our industry?

Are there any myths about this industry?

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

Paying three experts in their field to take on growing the company, and sending me my share of the profits.

What would be the title of your autobiography?

To Be Continued …

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

Work only as much as I need to in order to fund a simple life. Live that life the rest of the time.

Who’s been your most influential professional mentor?

A chap called Graham Petty. He taught me the importance of becoming a world-class listener.

What advice would you give your younger self?

Advice from elders is never taken until you are the elder considering what advice to give.

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

Stop considering their business strategy and plans looking through the business outward, and start viewing things through the eyes of the consumer.

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

Unfortunately, through a tough time before things start to get better toward 2027.

There has never been a better time to think about exactly what your products add to the lives of potential customers.

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

It’s hard enough thinking of my own questions for the trends business, never mind trying to be the backstop for you! www.scarletopus.com

“Stop considering your strategy and plans looking through the business outward, and start viewing things through the eyes of the consumer

17

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18 EVENTS

IFHS’ commitment to Irish industry “The Irish Furniture & Homewares Show (IFHS) is not just a trade show – it’s a decade-long commitment to the Irish furniture industry,” says event organiser Mark Gannon, reflecting on a successful edition, and the event’s place in the wider trade, 10 years in …

“Building a community that supports and elevates the Irish furniture industry

“Over the past 10 years, the show has strived to unite the industry, add value and foster growth,” Mark continues, adding that this year’s edition, which took place from 25-27th August at the National Indoor Arena, Dublin, proved the most successful to date, cementing the event’s position as Ireland’s premier trade event for the furniture and homewares industry.

“The IFHS 2024 was an excellent representation of the wide variety of furniture and homewares available in Ireland and the UK,” Mark explains. “With the show being the only one of its kind in the country, and attended by all the top furniture suppliers and businesses, it’s a great event for meeting others within the industry – and of course, this year’s show also had thousands of impressive and unique products on display.”

Over the past decade, the show has grown both in size and stature, and is now an international affair, featuring exhibitors from across Ireland, the UK and Europe. According to Mark, the event’s evolution mirrors the transformation of the industry it represents, which has seen a shift towards sustainable materials, innovative designs, and a renewed focus on quality craftsmanship.

Christina Byrne, director at first-time exhibitor Cófra (whose innovative Table 02 was named Best New European Product in the show’s annual awards), comments: “I’ve been a part of the show for a number of years in different capacities, and I’ve seen a lot of growth.

“Particularly this year, I’ve seen so much more diversity than usual, and it can only be a good thing both for suppliers and retailers alike. It’s really important to get in front of customers, and it can be difficult – so for us, attending the show was really important.”

Breaking records IFHS’ importance to the industry as a whole was reinforced by the numbers – whis year’s edition saw a record-breaking +28% increase in attendance across the three days, with attendees ranging from independent retailers to large-scale buyers, while demonstrating “a noticeable improvement” in customer mindset and purchasing activity.

Beyond the impressive footfall, exhibitors reported a substantial increase in sales and business inquiries, with many citing this year’s edition as their most profitable yet.

Sam Tippett, MD at exhibitor Think Rugs (also an award winner, in the show’s Best Sustainable Initiative category), says: “This is one of our best shows for return on investment. This show for us is very strong in terms of the amount of orders that we get, and especially for the cost – it’s very cost effective for us.

“The best thing about the show for us is that the Irish customer is always prepared to buy. Anyone that is walking on the stand, nine times out of 10 they’re placing orders, and good ones at that.”

Celebrating excellence As the show’s first day drew to a close, IFHS hosted an enjoyable awards night that brought together some of the brightest talents and leaders of the Irish furniture and homewares industry. “The event was a testament to a decade of innovation, collaboration and growth that has elevated the Irish furniture sector to new heights, says Mark, who, in his opening remarks, reflected on a journey that began 10 years ago.

“What makes this evening even more special is the milestone we’re celebrating,” he said. “This year,

19

the IFHS marks its 10th anniversary – a decade of showcasing the very best of our industry, building a community that supports and elevates the Irish furniture industry.”

The awards set out to celebrate the creativity, craftsmanship and business acumen that have defined the Irish furniture industry over the past decade. This year’s awards were again judged and announced by Amanda Bone – an architect, educator and broadcaster, widely known as a presenter on RTÉ Television’s Home of the Year.

“Amanda’s presence as head judge has greatly enhanced the awards’ significance,” says Mark, “solidifying their status as a platform that recognises the enormous efforts made by exhibitors. Her dedication to promoting excellence in the furniture and homewares sector aligns perfectly with the IFHS’ commitment to showcasing the very best in the industry.”

The awards presented during the night highlighted the achievements of exhibitors and professionals setting new benchmarks in the industry. The winners were: Best New European Product – Cófra, for Table 02; Best New Global Product – Sealy, for its cuttingedge mattress; Best Sustainable Initiative – Think Rugs, which was recognised for its commitment to sustainability; and Best Overall Exhibition Display – Scatter Box, for its “exceptional” showcase.

The Retailers’ Choice award for Sales Rep of the Year went to Terry McKeon from Annaghmore Agencies, who was honoured for his “outstanding service and dedication”, while the Retailers’ Choice awards for Best Supplier went to Annaghmore Agencies, “for its excellence in supply and partnership”.

Mark adds: “These awards underscore the incredible talent, creativity and innovation that are the driving forces behind the Irish furniture industry’s continued success.”

In it together The night also featured a special recognition ceremony for some of the long-time exhibitors which have been instrumental in the show’s success.

“These companies have consistently supported the IFHS and have been part of every event since its inception,” says Mark. “They have not only showcased their products, but have also played a crucial role in fostering growth and unity within the industry” The companies honoured were Brennans Furniture, Annaghmore Agencies, Buoyant Upholstery, Honey B, Gannon’s Furniture, Image Furnishings, Gleneagle, and GIE. “These exhibitors have been with us from the beginning, and their commitment to the Irish furniture industry has been a cornerstone of our success,” Mark explains. “Their partnership and dedication have helped us create a platform that unites, inspires, and drives the industry forward.”

An industry cornerstone The 10th anniversary awards night was not only a celebration of past achievements, but a look

“IFHS once again proved an unmissable event ahead to the future. As the IFHS continues to grow, its commitment to innovation, sustainability and excellence remains at the forefront, says Mark: “Exhibiting at the IFHS,is not only an opportunity to present new products, but also an investment directly in the stability and future of the Irish furniture sector.

Being part of the IFHS helps to unite every level of the industry under one roof, with a singular focus on adding value to the sector.

“The IFHS 2024 was a resounding success, marking a decade of growth, innovation, and industry leadership. With record-breaking attendance and sales, a diverse array of exhibitors, and a palpable sense of excitement on the show floor, the event was a fitting celebration of 10 years in business. As the show continues to grow and evolve, it is clear that the IFHS will remain a cornerstone of the Irish furniture and homewares industry for many years to come.

“For exhibitors, buyers and visitors alike, the IFHS once again proved an unmissable event, offering not only a platform to do business, but also a chance to support the Irish furniture industry. As the industry continues to innovate and adapt to changing consumer demands, the IFHS will undoubtedly remain at the forefront, driving the conversation forward and helping businesses thrive.

“IFHS 2025 is already on people’s minds, with current and new exhibitors looking forward to signing up for an even better event next year! Join us for the IFHS from the 24-26th August 2025, at the National Indoor Arena, Dublin,” Mark concludes. www.ifhs-tradeshow.ie

20 EVENTS

AUTUMN FAIR

www.autumnfair.com

Last month saw Autumn Fair cement its position as a key order-writing trade event, drawing in a high-calibre of decision-makers and influential buyers, says organiser Hyve Group: “This season saw a +6% increase in buyers actively looking to source and buy new products, a +20% rise in the number of buyers with sole or joint purchasing responsibility, and +30% brand-new buyers, underscoring the event’s continuing importance for the retail industry.”

Soraya Gadelrab, event director, adds: “50% of the buyers who attended are business owners who take the time away from their store to buy and source new products at Autumn Fair, which underlines the importance of coming. They love and value the community the show offers, and they trust in it to provide the newness they need for their valued customers.”

Buyers could discover more than 800 exhibitors and inspect over 500,000 products and new launches ready for immediate purchase.

“The show offered the chance for retailers to capitalise on the year’s final purchasing opportunity, as it continues to put the spotlight on Britain’s independent retailers and help safeguard their future,” says Hyve. “Regional growth was also evident with increases in visitors from the South East, the Midlands, South West, North West and London, showcasing Autumn Fair’s widening influence across the country.”

Online wholesale marketplace Faire began the week with the launch of new order-writing capabilities to bridge online and offline selling, while Product Trails, new lounges, pavilions,

seminars and masterclasses further enhanced the experience.

Soraya concludes: “Autumn Fair has once again proven to be the leading order-writing trade event in the UK, attracting a significant number of influential buyers and decisionmakers. With over 800 exhibitors and a wide range of new product launches, the show continues to be the destination for retailers to discover unique products, connect with peers, and prepare for the crucial holiday season.”

Hyve is now looking ahead to Spring Fair, which celebrates its 75th anniversary in February.

The centre of

EVENT DIARY - OCTOBER 2024

Wednesday 2nd October 2024 Young Furniture Makers Exhibition 2024 (Members and non-members welcome)

KNOWLEDGE

for the furniture industry

Dutch Church and Furniture Makers’ Hall, London

Friday 11th October 2024 Master’s Outing 2024 (Members only)

Thursday 17th October 2024

Northern Big Shots (Members and non-members welcome) Catton Hall Shooting Ground, Fordsham

Providing technical information and guidance covering everything from flammability to sustainability

JOIN TODAY and gain FULL access to our reports, guides and business support templates 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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22 EVENTS

FCE promises brand-boosting opportunities The Furniture Component Expo (FCE) returns to Telford on 19-20th March 2024, giving industry suppliers an opportunity to showcase their brand and connect with a targeted audience of engaged buyers , says organiser BFM …

“Imagine the impact you could have by sharing your expertise directly with potential customers

“There are opportunities to book your own seminar slot and reach a wider audience,” the trade association, which also organises the new event, begins. “Imagine the impact you could have by sharing your expertise directly with potential customers!”

Exhibitors and visitors alike praised the this year’s inaugural edition for its high-quality content and networking opportunities. LCK Internation said: “Our participation was marked by an influx of enthusiastic inquiries and promising leads, reflecting the vibrant interest in our offerings. With significant foot traffic and an electric atmosphere, the event provided an ideal platform to engage with industry professionals and showcase our innovative solutions.”

FCE ‘25 boasts new sponsorship opportunities to elevate a brand’s visibility beyond the stand, says the BFM, allowing exhibitors to increase brand recognition, forge deeper industry connections, and gain a competitive edge with targeted marketing options.

A dedicated pavilion showcasing smaller businesses promises to provide a cost-effective way for visitors to explore the market and discover new trends, while free visitor parking will help ensure a smooth, hassle-free experience, says BFM: “So, whether you prefer the ease of a pre-built shell scheme or the freedom of open-space solutions, FCE caters to your specific needs. Our experienced team will work closely with you to create the perfect platform to showcase your brand and products.

Reserve your space today!”

Visit the FCE website for more information, or make an enquiry directly through the form at https://wkf.ms/3vsOeqI. “We look forward to welcoming you to FCE ‘25 and helping you achieve your business goals,” the BFM concludes. www.fcexpo.co.uk

Want to exhibit or sponsor? Scan here:

The one-stop shop for everything in the furniture manufacturing supply chain “We found the show to be very beneficial for both our company and the industry“

2024 Exhibitor Event Sponsors

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24 EVENTS

Three decades in, MIFF looks ahead The Malaysian International Furniture Fair (MIFF) will usher in a new chapter in 2025, buoyed by an impressive three-decade legacy …

“First-time visitors should act quickly

During that period, what started as a Malaysian exhibitors’ export show has evolved into the largest industry event of its kind in South East Asia, and a global B2B market visited by buyers from as many as 140 countries and regions.

And MIFF’s story keeps growing. The show peaked this year at its 30th anniversary, with a record 715 exhibitors from 15 countries and regions, and sales orders of US$1.28b reported over the show’s four days.

Now, the momentum is building for another event, with 85% of the floor space already booked six months ahead. “There is no doubt that all 17 exhibition halls will be sold out for MIFF 2025,” says the fair’s organiser, “showcasing a dazzling array of innovative products and designs from over 650 exhibitors.”

The four-day annual event will be back from 1st-4th March at its twin venues – Malaysia International Trade & Exhibition Centre (MITEC) and World Trade Centre Kuala Lumpur (WTCKL) – covering some 100,000m2.

“We are thrilled by the strong early demand, but very excited at the same time because of the high-quality inquiries we’re receiving,” reports MIFF GM, Kelie Lim. “This indicates that the show will be very vibrant, offering exhibitors and buyers much to look forward to. MIFF is committed to elevating the

experience for all, creating an engaging atmosphere where attendees can enjoy the event while also attending to the serious side of business.”

MIFF’s reputation for organisation, value and attractive business prospects has long attracted furniture professionals seeking furntiure products of all styles, from bedroom and dining sets to modern workspaces in the office or at home, in addition to furnishings and accessories.

According to Kelie, buying has become even more robust following the pandemic, as retailers seek out more supply lines. “MIFF is also Malaysia’s biggest export platform for wood furniture, and unrivalled in South East Asia for office furniture,” she continues.

“What’s driving the show’s momentum is the rich diversity of products and suppliers.

“Interestingly,” she adds, “other major Asian furniture exporters also choose to exhibit in MIFF to capture international customers.” Indeed, the 2024 edition featured companies from Malaysia, Cambodia, China, Hong Kong, India, Indonesia, Japan, Singapore, South Korea, Taiwan, Thailand, Turkey, Vietnam, the UAE and US. Free visitor registration is now open on the show website. “First-time visitors should act quickly, as they have the chance to receive complimentary hotel stays through the MIFF Valued Visitor Privilege (VVP) programme,” says Kelie.

To see what’s new at MIFF 2025, visit the MIFF website or contact info@miff.com.my for information on exhibitors and visitor benefits.

“It’s time to plan your trip! What are you waiting for?” www.miff.com.my

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26 PRODUCTS

Get cosy with Gallery this autumn

Dry flower wreath, in rust

Gateford armchair in rust with Cannes furniture

Boucle cushions

“These statement lanterns will look fantastic individually or grouped together

Gallery’s Gateford range features armchairs and twoand three-seater sofas, all in a choice of three colours, one of which is a tasteful rich rust. The range offers stylish contemporary design with deep seat and back cushions for comfort, and turned wooden legs which, in a clever design detail, echo the shape of the arms.

Gateford is sold from stock held in the UK, ready for quick delivery.

Gallery’s Cannes collection of living and dining furniture offers a range of pieces including occasional tables, dining table and bench, media unit, sideboard and open display. All are crafted from richly grained acacia wood, with the designs featuring turned legs and uprights. The occasional tables have a woven rattan low shelf, which provide a stylish feature as well as added practicality.

To complement autumnal colours in furniture, or just to add a more subtle touch to rooms, decorative accessories can be used, says Gallery, whose collection includes its ceramic mushrooms, which feature a rich glaze to the cap, and the dry flower wreath in rust, which is full of texture and colour, featuring dried foliage highlighted by delicate, goldenorange Chinese lanterns. Both are suitable for adding a quick and easy seasonal accent.

Or, in Gallery’s artificial flowers and plants collection, there is a wide selection of sprays and stems that are ideal for autumn, including feathered and dry looks, which can be used to create bouquets.

Lanterns, votives and candles offer warm, subtle lighting, and are useful for adding ambience to rooms.

Among Gallery’s collection are the Alda lanterns, which are offered in three sizes, ranging from 63cm to an impressive 82cm tall. “These statement lanterns will look fantastic individually or grouped together,” states Gallery.

Alda lanterns and ceramic mushroom

Autumn colours look impressive outside, and can be used internally to add warmth and cosiness to rooms, explains Gallery Direct, whose catalogue offers a strong selection of tanand rust-coloured upholstery, deep-coloured wood, decorative accessories and textured soft furnishings to suit …

“Cushions and throws can be used to add warmth, colour and texture to rooms, and are perfect for snuggling up to relax as the evenings get colder. From rich, deep colours to more subtle muted shades, and from chunky knits and faux furs to boucles and chenilles, our collection offers a great choice, even including some pumpkin design cushions to add a fun touch to an interior!”

Take a look at Gallery’s website to peruse the supplier’s autumn lines and to find out more about all its products. www.gallerydirect.co.uk

New

AW24 MIRRORS

Our latest collection embraces the essence of autumn and winter with a series of warm, inviting colour palettes.

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28 PRODUCTS

IDS

SOFA CONNECTIONS

www.sofaconnections.co.uk

Warrington-based specialist in sliding door technology Interior Door Systems (IDS) has unveiled a new collection of hinged bedroom doors.

The portfolio is a versatile mix of traditional and more contemporary doors, and the comprehensive collection comprises eight ranges – Stratford, Lancaster, Chelsea, Warwick, Richmond, Winchester, Oxford and Windsor. All the new hinged doors come with a choice of complementary handles and are available in a selection of door and cabinet colours and finishes including high-gloss and super-matt paint, and wood grain and grained wood.

All images and information are collated in an easy-to-use, 36-page fullcolour brochure, which can be downloaded or sent out to retailers and end-users.

“The beautiful new hinge doors chime with tradition, with even the more contemporary styles evoking a timeless charm, perfect for adding a touch of elegance to bedroom storage,” says IDS.

Sofa Connections showcased its attractive Blakedown sofa, alongside other customer favourites, at Long Point.

Having enjoyed yet another successful show, the family-run manufacturer is looking forward to this month’s Autumn Furniture Show in Stoneleigh, and a strong winter sales period, says operations manager Sarah Oakley.

“With new product development already under way for launch at the January Furniture Show, now’s a great time to take a look at our offer,” she explains.

“Our aim is to support retailers and designers, no matter their size, with excellent customer service and a good quality product.”

With over 30 years of knowledge and manufacturing experience, Sofa Connections, based in the West Midlands, is poised for growth, its highquality British-made collections already attracting significant interest from the trade.

Lancaster

www.interiordoorsystems.co.uk

2021 #385 October ews.net

www.furnituren

HOT PROPERTY

#388 January 2022 www.furniturenews.net

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

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VOYAGE OF DISCOVERY

A man’s world?

Evaluating gender equality in the furniture industry

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

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SALES REPRESENTATIVE – BED MANUFACTURING - WEST YORKSHIRE The Savile Bed Company is a leading manufacturer of high-quality beds and sleep solutions. With a strong presence in the furniture industry, we pride ourselves on our innovative designs, craftsmanship, and dedication to customer satisfaction. We are seeking a passionate and dynamic Sales Representative to join our team and drive sales growth.

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• Product Presentation: Present our bed products to clients, highlighting features, benefits, and customisation options • Sales Targets: Achieve monthly and quarterly sales targets by developing and executing strategic sales plans

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

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

• Trade Shows and Events: Represent the company at industry events, trade shows, and exhibitions • Customer Service: Provide exceptional service and support to clients, addressing inquiries, resolving issues, and ensuring satisfaction

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

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30 PRODUCTS ECO CONSCIOUS

Back to life Would you buy used furniture for your home? With many consumers struggling to justify big-ticket expenditure, plus mounting demand for greener products and processes, the furniture reuse movement is fast gaining traction, with businesses such as IKEA and eBay leading the charge towards giving products a ‘second life’ in an increasingly circular economy. This month, Furniture News explores some of the drivers and exponents of this trend, and its possible implications for the traditional supply chain …

IKEA is trialling a digital secondhand marketplace

“The furniture resale market is ramping up

Driven by a raft of social and economic drivers, the UK furniture resale market is on the rise.

GlobalData believes it will grow by +40.8% between 2022 and 2027, to a value of £1101m – a rate that far outpaces the total market, as consumers increasingly find this shopping choice acceptable and accessible.

“The furniture resale market is ramping up, with an increasing number of players becoming active within the market such as Rehome and Vinterior, alongside furniture market leaders such as IKEA adding resale options to their offer,” notes GlobalData retail analyst, Sophie Mitchell. “These players are stimulating the resale market, as they are more able to meet changing consumer expectations and demand than traditional antique and charity shops.”

There has always been (and always will be) a market for used furniture. Generational handme-downs, and resold vintage cabinet furniture, for example, was once the norm.

But there has always been uncertainty around which goods consumers deem desirable and acceptable. The notion of sleeping on a used mattress, for example, remains out of the question for many, despite their budgetary constraints and increased awareness of the planet’s mounting waste surplus.

Yet times, and attitudes, are changing.

Younger demographics are driving growth within this market, reports GlobalData, with the highest purchase penetration being among 24-34-year-olds.

“These younger consumers are not only generally more concerned about the environmental impacts of new products, but are also facing a challenging housing market,” Sophie explains. “The resale market is therefore crucial for kitting out homes, as consumers will be on tighter budgets if they do manage to buy – and this is especially the case for first-time buyers.”

She adds that the improved communication of the qualities and specifications of used products is also helping make them more palatable to consumers.

Championing preowned In August, IKEA began trials of digital secondhand marketplace IKEA Preowned in Madrid and Oslo, connecting customers looking to buy and sell used IKEA products.

“The test will go on until December and during this time, we will be continuously interacting with users to understand customers’ behaviours and interests towards a digital secondhand marketplace, as well as

31

Circular Communities Scotland provides local authorities and housing associations with the opportunity to purchase sustainable, affordable furniture for residents

Full circle Last year, IKEA joined UK retailers including Very, Sainsbury’s, Dunelm and the British Heart Foundation (BHF) to form the Circular Change Council, a collective created by eBay UK and climate action NGO WRAP, that aims to increase circularity in the furniture industry and help reduce furniture waste.

WRAP’s research showed that 20% of home furniture that is discarded is suitable for reuse, and buying used could save households £2.37b, while avoiding 62,255 tonnes of carbon emissions (the equivalent of taking over 28,000 cars off the road for a year).

Having seen searches for secondhand furniture grow by over +140% YoY (the top items being used kitchens, wardrobes, chests of drawers and armchairs), eBay too was keen to promote re-commerce and tackle waste, said its (then) GM of Home, Refurbished and Electronics, Kumaran Adithyan: “There is a huge opportunity for the furniture industry to take on some of the challenges to help take steps towards a fully circular future.

Simba works with The Furniture Recycling Group to refurbish its used mattresses

what it would mean for us from a business perspective,” says Jesper Brodin, Ingka Group’s CEO. “After December we will evaluate and decide on the next steps.”

The pilot platform is free of charge, and lets users receive recommended prices, professional photos, and precise measurements. So far, most listed products are within segments such as living room, children, and storage, says IKEA, whose strategy already offers a buy-back programme, parts replacement, and investment in recycling initiatives such as RetourMatras, which recycles mattresses into materials for new mattresses.

“The global secondhand furniture market is growing rapidly, with a projected annual growth rate of +6.4% in 2024,” Jesper continues.

“Already today, 10% of the secondhand home furnishing market is made up by IKEA products.

With this platform we see possibilities to simplify and enhance experience for both sellers and buyers.”

“Now is the moment for secondhand to shine “There are some challenges we’ll work together [with WRAP] to tackle – from stigma for buying secondhand, to the language and framing that we use around non-new items. For 28 years, eBay has been providing the platform for non-new items and driving circularity. Now is the moment for secondhand to shine.”

With a mission to reduce waste, influence customer behaviour and ensure commercial viability for the retailers and furniture businesses involved, the Circular Change Council is planning to launch pilot projects to kickstart these changes.

WRAP CEO Harriet Lamb states: “From sofas to mattresses, tables to garden chairs, furniture waste is mounting. It’s high time that we addressed the impact on the environment, as well as looking at how we can all as citizens create positive change whilst saving money, such as encouraging people to buy pre-loved furniture as they do with clothes.”

Regarding reuse Alongside the secondhand movement exists a growing industry dedicated to reuse of a different kind.

The term ‘reuse’ is problematic, meaning both to use a product again in its original form, as well as breaking it down into its constituent parts, and rebuilding all or part of those into a new form. Consumers may be resistant to the notion of buying a secondhand mattress, but are likely to be more receptive to the idea of purchasing one made up of reconstituted foam, springs and fabrics, and innovative operators are finding plenty of ways to not only extend a product’s lifespan, but to give it a new life.

Such developments are seen as a crucial step, given the issues surrounding the disposal of such bulky items. Given the generous try-before-

you-buy pledges offered by the leading bed-in-abox brands, it is unsurprising that this industry in particular has generated a relatively high number of returns, necessitating robust resale and recycling programmes.

Emma’s Second Life programme offers consumers the chance to buy a used mattress that has undergone a “meticulous cleaning and sanitisation process”, while Simba offers a wide range of refurbished products via its online outlet – and there are plenty more examples of progressive operators to be found in the Register of Approved Mattress Recyclers (RAMR), such as Bye Bye Bed and The Furniture Recycling Group.

Here to stay Whether through reselling, reuse, repurposing or recycling, the furniture resale market is finding its place as a necessary, and long overdue, part of the circular economy.

GlobalData reports that more than one in four (26.5%) consumers would considering purchasing furniture via resale, while Furniture News’ own research, conducted this year with the support of 3D furniture product visualisation platform Chaos Cylindo, found that 15% of consumers planned to make their next purchase a used one, either from a charity shop or online/ social marketplace – and fresh approaches to manufacturing and distribution will only make them happier to do so.

But what might this movement mean for the furniture industry as a whole? Will a growing secondhand market impact sales of new products and threaten existing business models, or could it offer the traditional supply chain fresh opportunities?

We asked some of our regular contributors, as well as specialists in the field of repurposing and reuse, for their opinions …

32 PRODUCTS ECO CONSCIOUS

“Buying secondhand fashion wasn’t ‘cool’ at one point either

How does Sofalistic operate?

Sofalistic provides customers with preloved sofas by offering nationwide delivery and free collection for sellers. As an online marketplace, specialising in sofas, we are changing the way consumers are shopping for sofas, for the better.

How might your business impact the existing manufacturer/retail model?

Sofa retailers have created a problem for themselves by causing a lot of unnecessary waste and disposal for items that could and should have been rehomed, but with no solution other than relying on customers to sell on more generic marketplaces – or worse, disposing of them themselves. They have been forced to use disposal methods that are less than friendly for our environment.

A preloved sofa on Sofalistic

Carly Downer

Co-founder, Rehome Platform/Sofalistic

With tens of thousands of sofas being incinerated every single month, Sofalistic provides an alternative way for customers to buy and sell their preloved sofas, thereby putting more preloved sofas back into people’s homes.

We ultimately want to support retailers by giving their customers a far greener and planetfriendly way to rehome their old sofa in time for their own new arrival. Rather than retailers relying on waste disposal companies, we want them to encourage their customers to sell their preloved items using our marketplace, giving thousands of customers every single month the opportunity to have a sofa they otherwise could not afford.

We are the ‘Vinted for sofas’. We know there are customers who will just want new items.

And that’s fine. However, we recognise that until now, buying preloved sofas has never really been cool. It’s been seen as a cheap and less-than-desirable way to purchase – but remember, buying secondhand fashion wasn’t ‘cool’ at one point either.

With regards to manufacturers, we will always require new sofas. The market for new isn’t going away, we don’t expect that to happen and, in fact, preloved only survives because of new.

I do think the industry should be looking for more sustainable ways to produce sofas and furniture in general. Retailers have made throwing items away far too easy – whether that’s financially, with 0% finance, or just lowcost items that aren’t meant to last years and years.

So, do you think the furniture reuse trend is an opportunity or a threat to the traditional supply chain?

I just think customers are more aware of their buying habits and decisions. More and more people want to shop sustainably, and a marketplace like ours is going to support those who want to move in this direction.

Of course, I believe the reuse model will have an impact on the more traditional methods of sofa shopping, but I also believe that something needed to be done to prevent retailers from simply thinking new was the only option for customers, and that throwing away and burning perfectly good sofas is, and ever was, acceptable.

Do you see any potential to work more closely with the sector’s established retailers and suppliers?

Yes, absolutely. We can support retailers’ customers who are buying new, by giving them a way to sell their preloved items easily and in a far more sustainable manner.

If retailers are using waste disposal partners already, then the questions to ask is, why not encourage their customers to use a marketplace that can facilitate the sale of their preloved items, which will leave their customers feeling rewarded, and a sense of ‘feel good, by doing good’. www.sofalistic.co.uk www.rehomeplatform.com

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Brian McCann MD, DFI Beds

With mattresses, there is no opportunity for a second life in my opinion. There are very few people who would forego the difference in price to have a secondhand mattress (or even a bed), as it can be unhygienic.

Beds are personal, and it’s one area of the home which people like to make their own – it’s our private space, and the importance of it feeling clean and new, in my opinion, is very important. As manufacturers, this trend doesn’t really concern me too much.

Phil Gant

Owner, PG Agencies Whilst I see the merits in reuse, I can’t see it being a trend that will have a huge impact on the market. There will always be a demand for new furniture – but that may be less than there is now, and that is something we as an industry need to adapt to.

I have always been flabbergasted by the volume of furniture that is sold in the UK. The industry is currently worth just over £11b in the UK. Making the products easily recyclable at the end of their life has to be the future of the industry. To ignore that is selfish and will be to the detriment of future generations.

Daryl Drylie Sales agent

Is this a consumer demand, or is it driven by those on high? Either way, there’s no doubt that there is far too much waste in our industry, so I fully agree that we should be exploring any possibilities to reduce waste, recycle, upcycle and repurpose within the furnishings industry.

I can’t see this as a threat at all, as any new idea for the market has to actually get to market, so unless this area of the market is wholly internet-based, there will undoubtedly be a need for salespeople, agents and reps.

Anthony Joyce MD, Wolf Components

Reuse is a concern, given the potential confusion between reused and secondhand. All our products are fully recyclable and reusable, but not exclusively in the same product type.

We need to clearly illustrate the origins of the component parts of the furniture on offer and the recyclability of those components. I find the word ‘reuse’ to be extremely confusing, and potentially misleading.

34 PRODUCTS ECO CONSCIOUS

CCO, Dreams

At Dreams, we want to be a force for good.

This means doing right by our colleagues, the communities we touch, and the planet. So, for us, any initiative or behaviour change that minimises negative environmental impact is something we’re behind.

In 2013 we launched a refurbishment programme to restore returned products to ‘as good as new’ condition. Since then over 198,000 items, including mattresses, divan bases, bedframes and headboards, have been restored. In 2023 alone, 22,853 items that would have otherwise been unnecessarily disposed of underwent refurbishment for resale.

Refurbishment involves processing items that have been returned by customers because of minor marks and slight imperfections, or simply because the product didn’t fit in their bedroom.

Each refurbished product is carefully examined by our QC team before being thoroughly cleaned, recertified for sale and released to our stores that offer Blue X Clearance, and via Dreams’ eBay site.

The growing trend of furniture reuse presents both opportunities and challenges. The movement aligns with increasing consumer demand for sustainable and cost-effective solutions, promoting a circular economy where furniture is given a second life. However, the potential for this trend to impact the industry and individual businesses varies.

Embracing reuse can significantly reduce waste and promote sustainability, which resonates with environmentally conscious consumers. This trend also allows businesses to diversify by offering refurbishment programmes and eco-friendly product lines, potentially reaching new customer segments – and providing sustainable options can build a more loyal customer base that values

environmental responsibility.

However, there are also challenges.

Assembled furniture can be easily damaged during transit and handling, while items like mattresses present significant hygiene challenges, as consumers are unlikely to want to sleep on used mattresses. Insuring used items can also be more complex.

Given these factors, I’d say that the reuse trend represents a limited opportunity. While it offers promising avenues for sustainability and customer engagement, the practical challenges and logistical complexities present considerable hurdles. Consequently, it may not significantly threaten or revolutionise the industry, but rather carve out a niche market within it.

Paul Solly

We have no choice but to see this paradigm shift as an opportunity. It’s never constructive to see change as a threat if you are genuinely interested in progress.

We all know by now that we have a responsibility to be thinking in more environmentally responsible ways, and we’re all wrestling with our own work to become part of the solution, rather than part of the problem.

There’s no getting away from the fact that endlessly using up raw materials and natural resources isn’t a sustainable, long-term option.

At Mammoth, much of our focus is on recycling.

Of course, with a more intimate product like a

John Tuton

Founder and CEO, Mammoth

A year after launching this refurbishment programme, we launched a mattress recycling scheme to help our customers dispose of their old mattresses without sending any waste to landfill. We’ve worked collaboratively with several partners to ensure that recycled materials are well used, often in creative ways. For example, the metal springs from our recycled mattresses are transformed into new light-iron products, and the polyester padding is turned into various blended fibres, including pet cushions!

In the 10 years that this scheme has been available, we’ve recycled over 1.5 million items, and today, one in five of our customers opt for this service.

So, we’ve long been aware of the growing demand for greener solutions.

We are also at the exploratory stage of circular recycling. This involves investigating how the different elements of our beds can be separated, individually recycled, and then reused in future product development.

Nathan Edwards The Furniture Consultant

mattress, reuse is typically less appealing than for other furniture.

We are actively applying our own R&D time towards looking at where we can make improvements and explore new materials or manufacturing processes. We’ve already used recycled polyester layers within our mattresses, and recent manufacturing upgrades have seen us move to water-based rather than solventbased glues in our newest products, to ensure that the entirety of our foam mattress can be recycled.

We know there’s much, much more to do. But it’s a process. The key thing for me is that we continue to move in the right direction.

“We have no choice but to see this paradigm shift as an opportunity

35

“The principle of ‘primary function’ remains steadfastly important for consumers

Richard Naylor Consultant, Hawksfield

There is no doubt that the manufacture and sale of consumer goods (and in our case furniture) continues to be a critical component in efforts to build a more sustainable and inclusive economy. We only have to walk down the aisle of any UK supermarket to be confronted by products labelled as ‘fair-trade’, ‘environmentally sustainable’, or (my personal favourite, he quotes with a smidgeon of sarcasm) ‘ecofriendly’.

Aside from the credibility of the messaging, the desire for consumers to make environmentally and socially responsible purchases is growing exponentially within FMCG. Fuelled by increasing media and governmental reports on climate events, social inequality and biodiversity loss, there is no doubt consumers want their purchases to be more sustainable – but how far will consumers and businesses go in durable sectors such as furniture?

As the phrase goes, ‘talk is cheap’, and putting theory into action is much more difficult,

particularly when managing the expectations of consumers. A recent consumer study we conducted found that 68% of consumers viewed new ownership models for mattresses (such as leasing) ‘not at all important’, and only 1% viewed it as ‘very important’. Considering consumers’ lease cars, mobile phones and properties, this was an interesting result.

The same question was asked of the mattress value chain, which included raw material suppliers, manufacturers, retailers, recyclers and industry bodies. The majority of interviewees were in favour of trying new ownership models, with the exception of ‘mattress manufacturers’, who were consistently negative towards the concept of leasing mattresses. This position was primarily taken because manufacturers doubted the financial viability of such schemes versus current business models.

When consumers were asked if they would consider purchasing a ‘used’ or secondhand mattress as a replacement product, 78% responded ‘no’. In fact, the top three most important considerations for consumers when buying a new mattress were comfort, durability and hygiene.

Whilst mattresses do not represent the entire furniture trade, the principle of ‘primary function’ remains steadfastly important for consumers. However, consumers ranked sustainable manufacturing, improved recycling rates and circular legislation as the next most important considerations when buying a new mattress.

Whilst this research is not fully represented in this commentary, we can deduce that

consumers need their furniture purchase to function as intended. A bed needs to be comfortable, clean and durable, and the same could be applied to a sofa, chair or piece of cabinetry. Assuming these needs are met, the consumer is then making selections based on sustainability credentials.

So, is the traditional retail model under threat? My answer to this would be, not yet.

However, recognising that change is inevitable to solve the global grand challenges, all industries will need to think differently. This will mean bringing new eco-design thinking into products and economic systems in order to adapt to a changing world.

The question of whether ‘pre-loved’, ‘secondhand’ or ‘vintage’ furniture can be given a new life is of course ‘yes’. We have been doing it for years – this is not a new concept! The antiquities market, in particular, supports this notion.

However, antique furniture is typically of such a quality that it was made to last, so it could be intentionally handed down to the next generation or sold to a new owner. Furniture made as if it were ‘fast-fashion’ will inevitably have a shorter shelf life. This, coupled with changing interior tastes, may present a barrier to a healthy secondhand furniture market that is not solely based within charity shops.

Perhaps marketing can solve this – calling a product ‘vintage’ as opposed to used or secondhand adds value and allure. Perhaps I will refer to myself as ‘vintage’ going forwards!

I will watch with interest how this space evolves, and offer support to those organisations who want to evolve.

“It’s worth considering how you can make this consumer activity relevant to your business The industry should first think about this issue in a broader sense, as doing so will help them to make their decision in a more informed way.

Reuse and gifting-forward is a consumer-driven initiative, and it’s about consumers wanting to address their own footprint on the planet. It’s their action in reducing and controlling waste.

Look at sites such as Vinted. This is a longterm activity, over which the commercial world has no control, but could have influence. ‘Your’ furniture is going to be sold on, gifted-forward,

repurposed or reused, whether you play an active role in the process or not.

It is worth spending a good deal of time to consider how you can make this consumer activity relevant to your business – how can you assist it, help it, what role can you play.

Ignoring it is probably not a good option.

Considering it fully and purposefully making the decision to stay clear of this movement is at least a decision ... but not necessarily the best one.

Phil Pond

Client business strategist, Scarlet Opus

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38 PRODUCTS ECO CONSCIOUS

Fibreline’s eco-friendly commitment As the demand for environmentally responsible practices continues to reshape the furniture industry, many companies are stepping up to embrace sustainable business models. Among these trailblazers is Fibreline, a family-owned enterprise that has been committed to sustainability for over a decade …

“Fibreline continually seeks ways to minimise its ecological footprint

Fibreline’s journey began over 10 years ago with the installation of a 200kW solar panel array at its Keighley site. This forward-thinking initiative has since generated an impressive 26% of the facility’s electricity, and has contributed to a significant reduction of CO2 emissions (over 400 tonnes).

Today, the company is exploring the potential of battery storage systems to harness surplus electricity from its solar generation, which is currently being exported to the national grid. A decade ago, solar power was still emerging in commercial applications, but Fibreline recognised the crucial need for sustainable investment early on.

This ongoing commitment to environmental stewardship is evident as the company continually seeks ways to minimise its ecological footprint.

Fibreline collaborates with key suppliers, customers, and stakeholders to divert waste from landfills.

Remarkably, the company boasts a full-circle recycling initiative – 100% of its PU foam offcuts are repurposed for rebonded foam products, polyester offcuts are transformed into fillings for various applications, and fabric snippets are reprocessed into secondgeneration textiles like geotextiles. Furthermore, all plastic wrapping and cardboard is diligently collected and recycled.

In recent years, Fibreline has expanded its dedication to sustainability by incorporating more recycled and natural materials into its supply chain, exemplified by its Blue range of products. This product line includes GRS recycled fibre in the production of FibreFill Blue cushions, and plant-based polyols in the Origin Foam filling range.

Looking to the future, Fibreline is proactively designing its products for recyclability. The Encore range is particularly noteworthy as it is constructed for easy deconstruction, allowing for the separation of fabric, foam, fibre, and feather components.

Although the necessary recycling infrastructure is not yet fully established, Fibreline is keenly aware that such systems will develop over time. Consequently, it is committed to ensuring that its products can be recycled a decade from now.

Now in its fourth decade, Fibreline remains a family-run enterprise, with a third generation of the family now entering the business. “Their dedication to providing top-quality service and products is complemented by a strong commitment to sustainability, ensuring that future generations will enjoy the comfort and quality that Fibreline embodies,” states the business.

“As we move forward, Fibreline stands as a shining example of how the furniture industry can harmonise quality craftsmanship with environmentally responsible practices, paving the way for a greener tomorrow.” www.fibreline-ltd.co.uk

40 PRODUCTS ECO CONSCIOUS

Why tackling waste is never a waste of time Is thinking about waste a waste of time? With global forecasts verging on the catastrophic, sustainability specialist, experienced industry professional and consultant Richard Naylor suggests why furniture businesses must get to grips with the issue before it piles too high …

By Richard Naylor

According to the UN Environment Programme (UNEP), over 2 billion tonnes of municipal solid waste (MSW) are produced on an annual basis across the globe. This figure includes waste from households, commercial businesses, schools, hospitals, parks and gardens, etc. I bet I have your attention now!

From an international perspective: East and South-East Asia produce 25% of this waste; Central and South Asia produce some 12.5%; with North America producing around 15%. Northern Europe is responsible for approximately 2.25%, which on face value appears to be a comparably low figure.

However, when waste from the western world is understood from a per-person perspective, a different picture is presented. North America produces the most waste per person at 2.25kg per person, per day, with Western Europe, Australia and New Zealand coming in with around 1.5-1.6kg – while Northern, Southern and Eastern Europe come in at between 0.9-1.35kg per person per day.

These figures are double (sometimes triple) that of other parts of the world, which suggests that the more developed economies with typically higher average incomes consume more goods, creating more waste.

This correlation is probably not a surprise, but when you consider the rising wealth in the BRIC nations (particularly China and India) and then factor in the growing population of each of these countries, we can rightly assume that waste remains a wicked problem. In fact, the UNEP predict global MSW to rise to 3.782 billion tonnes annually by 2050. This near-doubling of the annual global waste figure is difficult to comprehend considering the current global population stands at 8 billion people and is predicted to hit 10 billion by 2058. These forecasts demonstrate that humans will produce more waste per individual as our collective desire to consume goods expands.

Typical global waste disposal methods consist of landfill, open dumping, incineration and recycling.

These can then be split into two categories, controlled and uncontrolled. Controlled is where an operation is bound by a legal and regulated framework (as in the UK), and uncontrolled is basically where it is not. For example, in Asia alone: 39.5% of waste is placed in open dumps (where it can be openly burnt); 6.7% in controlled landfill; 17% in uncontrolled landfill; 5.5% is incinerated; and the rest is either unaccounted for, is formally recycled (8.8%), or composted. Uncontrolled or informal recycling consists of litter pickers scavenging open dump sites to find items of value.

The UN estimate that one million people in the southern hemisphere die annually due to diseases and accidents related to mis-managed waste. The irony in this scenario is that managed waste from the UK is being sent to areas of the world where it will become mis-managed – how sad is that? Not only are their huge social consequences from poor waste management practices, but the environmental ones can range from greenhouse gas emissions to leachates, toxic gas emissions and marine pollution.

We’re surrounded by stark warnings of a bleak future, and in this case one that’s ‘littered’ with waste.

Could the UK furniture industry be an example to other industries on how to evolve product design, manufacturing processes and packaging to significantly reduce our impact on the growing waste issue? The short answer is ‘yes’, of course, and here are my top tips for getting to grips with your waste: Environmental Management Systems (EMS) Adopting a third-party EMS such as ISO14001:2015 will help drive a culture of waste management whilst also focusing on YoY business waste reductions.

Design thinking Bringing EoL waste considerations into product design will help to remove the barriers in design that create waste – such as packaging, disassembly issues, poor material selection (blends), etc.

Waste systems Understanding where end-of-product-life materials can be employed within the circular economy is essential. If there is no market for materials, or a system to collect and recycle, then a product claiming to be ‘eco-friendly’ is essentially greenwashing.

Education Benjamin Franklin stated: “An investment in knowledge pays the best interest.” Training colleagues and/or employing full-time people or consultants who can help bring new knowledge into the business is an investment in remaining relevant, Change for the better is in your hands, dear reader.

As Dr Seuss’ Lorax said: “Unless someone like you cares a whole awful lot …nothing is going to get better.

It’s not.” www.hawksfieldconsulting.com

“Could the UK furniture industry be an example to other industries on how to evolve product design, manufacturing processes and packaging waste?

41

Essex Flameproofing has developed an eco-friendly FR treatment

ESSEX FLAMEPROOFING

www.essexflameproofing.co.uk

Leader in textile finishing Essex Flameproofing has announced 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 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

Complimentary in-house indicative testing it provided for all customers

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 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.”

Chess

LOUIS DE POORTERE

www.louisdepoortere.com

“The beautiful designs and textures of Ecorugs

by Louis De Poortere are reason enough for homeowners to fall in love – but this is not where the story will end,” states the rug brand.

“Every Ecorug is made to be recycled or reused through the Take Care Program, but did you know that they are also wonderfully easy to clean? So easy, in fact, that they can be machine-washed to remove dirt and stubborn marks that haven’t come out with regular vacuuming and spot cleaning. Every quality Ecorug can be machine washed on a gentle spin cycle at 30°C to restore their appearance and give more years of use in the home.”

Extending the first life of Ecorugs in this way is instrumental to the circular philosophy of the collection, which promotes durability alongside recyclability as key in a truly sustainable product, says the supplier: “In fact, with a long life thanks to the washable polyester construction, Ecorugs have -50% less carbon emissions when compared to a cotton rug.”

Not only a good way to keep rugs looking like new and to improve product sustainability, ‘machine washable’ is also an attractive proposition for homeowners looking for a new rug, says sales director Alan Russell: “Naturally, homeowners want their investment to last and stand up to life, and so being able to machinewash their rug is going to appeal, even if it never makes it into the drum. It’s the idea of machine washing that gives customers confidence.”

With Ecorugs, Louis De Poortere is now bringing the appeal of machine washing to its high-quality woven designs, including library favourites such as Mad Men and Fading World

as well as new styles such as Pop, Cities and Sakura. As every new rug from Louis De Poortere is an Ecorug, the brand’s entire rug collection is now machine-washable and completely recyclable.

“Ecorugs gives high-street and independent flooring, home and interiors stores the chance to answer the loudening buzz around machinewashable rugs,” continues Alan. “With our unmistakable woven quality and exclusive in-house designs creating a distinct and unique proposition, retailers can offer a washable rug and uphold a reputation for better-quality products.”

42 PRODUCTS ECO CONSCIOUS

Sailing towards sustainability

By Francis Goh

Evolving consumer expectations, stringent regulatory requirements and the need to combat climate change means retailers face pressure to reduce their carbon footprint. Retail giants like H&M and IKEA have set aggressive climate targets – H&M aims to achieve net zero by 2040, while IKEA aspires to be climate positive by 2030. This involves not only reducing their carbon emissions, but also implementing strategies that remove more C02 from the atmosphere than they emit.

These ambitious goals require a comprehensive approach to sustainability, extending beyond direct operations to also encompass indirect emissions from transportation and logistics, an area where shipping plays a critical role.

A recent study by Oliver Wyman and EuroCommerce has shown that Scope 1 and 2 emissions – those directly from a company’s own operations and the energy it purchases – account for just 2% of the European retail and wholesale sector’s total emissions. In contrast, Scope 3 emissions, which include all other indirect emissions across the entire supply chain, such as the transportation of goods and emissions from suppliers, account for a staggering 98%. This underscores the importance of addressing broader supply chain emissions, particularly those involving transportation of goods.

Consumers increasingly favour brands with strong environmental credentials. Companies that prioritise sustainable practices in their logistics can enhance their reputation and customer loyalty. A 2024 PwC report says 80% of consumers are willing to pay more for sustainability, even as cost of living pressures weigh in.

Companies cannot afford to overlook the impact that sustainability has on their brand’s perception and long-term success.

The evolving role of shipping in achieving sustainability goals For retailers aiming to reduce Scope 3 emissions, sustainable shipping services is an avenue worth exploring. One key aspect – sometimes overlooked – is the role of maritime feeder services, which use smaller vessels to transport the goods from the main transhipment port to the smaller ports.

Feeder services play a crucial role in maintaining efficient and timely supply chains, particularly as the shipping industry increasingly turns to sustainable practices. Today, there is a sufficient quantity of alternative marine fuels made from biomass feedstock,

Image courtesy 123RF/enanuchit

Sustainable shipping methods are playing an increasingly important part in retailers’ journey towards net zero – and feeder services are playing a vital role in that transition, explains Francis Goh, COO at container carrier X-Press Feeders …

including green methanol, for maritime transportation to adopt.

The adoption of green methanol as sustainable fuel offers significant potential to reduce greenhouse gas emissions by up to -65% compared to conventional fuels. Recently, X-Press Feeders launched a scheduled feeder network powered by green methanol in Finland and the Baltics, a region chosen for its strong commitment to sustainable shipping. This initiative marks a significant step towards the broader adoption of green alternative fuels, underscoring the vital role of feeder services in advancing environmental goals within retail logistics and the global maritime industry.

Moreover, the integration of digital technologies, such as data analytics for tracking carbon emissions across supply chains and AI-driven logistics optimisation, is enabling more transparent and efficient shipping practices. These technologies provide greater accuracy in reporting emissions, and help companies demonstrate their commitment to achieving sustainability goals.

The relationship between retailers and shipping will become even more critical as both industries adapt to new technologies, regulatory changes and consumer demands.

The future of sustainable shipping in retail The maritime shipping sector – and particularly feeder services – is playing an increasingly vital role in helping retailers achieve their sustainability targets.

By embracing innovative practices and focusing on sustainable logistics solutions, the industry is well positioned to assist retailers in aligning their operations with broader environmental objectives.

This shift towards sustainability enables retailers to make significant progress toward their net-zero targets, enhance their brand reputation, and meet the rising expectations of consumers. www.x-pressfeeders.com

“The retailer/shipping relationship will become even more critical as both adapt to new technologies, regulatory changes and consumer demands

44 PRODUCTS CHILDREN’S

Sourcing, storytelling and puppy love

Bluey play sofa and teepee collection

“We are committed to creating something truly new and exciting for today’s parents

What is Sourcebynet?

Sourcebynet is a global furniture development and sourcing company headquartered in Singapore, offering innovative furniture solutions across living, bedroom, dining, children’s and outdoor categories for private label, own-brand and licensed partners.

Our sourcing operation is built around the fundamental principles of ethical and sustainable practice that enable us to supply great-value products with guaranteed quality and compliance to the strictest global standards. Strengthened by over 20 years of expertise, this ensures we have developed a robust supply chain and an established global network of trusted partners to deliver best value, quality and service excellence for leading global retailers via our network of offices in Europe, Asia and Australia.

How do you approach the UK marketplace specifically?

For the non-branded team, we focus on partnering with retailers to bring them best-in-class product solutions, delivered with excellence in quality assurance. Our branded division is currently focused on bringing a new vision for licensed furniture to market, one that we believe fits better in today’s homes.

What licensed products do you supply?

We are an official partner for Disney licensed furniture, and are pleased to announce we have been appointed as the official partner for BBC to develop a brand-new Bluey furniture range.

Princess Carriage Bed

Global furniture developer and supplier Sourcebynet is no stranger to bespoke commissions – but having secured the licence to deliver Disney-branded collections, it has gone all out to ensure its ranges do justice to the stories that inspired them.

Here, CCO Suzanne Macleod explains how Sourcebynet hopes to reshape the children’s furniture market, and what customers can expect from its new Bluey collection …

This is just one example of how major brands trust in our expertise and engage with our vision for a revolutionary shift in the children’s furniture market – where innovation meets storytelling, and functionality seamlessly blends with the modern lifestyle. We are committed to creating something truly new and exciting for today’s parents, delivering furniture that not only enhances the home but also captures the imagination of children.

We’ve worked closely with our partners to design and develop furniture ranges with a deep understanding of the needs of contemporary families – placing storytelling at their core, and combined with value and exceptional quality.

Sourcebynet is not just about furniture – it’s about creating a new standard for children’s living spaces, where every piece tells a story, serves a purpose, and offers longevity in durability and design.

45

How do you see it being rolled out to prospective UK stockists?

We’ll be launching on Amazon and in some UK retailers from October.

Are you a fan of the show yourself? Got a favourite episode?

I feel it has that Pixar magic to it, where it seems like it’s very focused on kids and yet it has something for everyone. It’s incredibly relatable! Favourite episode … it’s hard to say, but either ‘Whale Watching’ (as I think so many parents can relate) and, given that we’re a furniture company, I would also need to say ‘Flatpack’!

Sourcebynet Copen

Can you comment on any more general directions in children’s furniture?

We have an incredibly talented team, and I’m very excited by what Sourcebynet has in development, both with additional partnerships and our product strategy. Our vision is to partner with retailers to bring solutions-focused products to life in modern homes.

Which other product areas work particularly well for you?

Outdoor is one of our fastest-growing category segments, being led by our team in Denmark.

How is Sourcebynet’s sustainability strategy progressing?

Sustainability is ensuring conscious design, and responsible sourcing is second nature throughout our business. Our strategy holds us accountable for our actions, while helping our customers and suppliers adopt their own.

We’ve seen significant progress over the past 12 months, through achieving third-party verification of our Green House Gases, following the ISO 14064-1 standard. We now understand our impact, and are committing to targets to reduce. Our focus over the coming 12 months will be to lower the emissions of our products. Over 90% of measurable CO2e emissions from furniture retailers come from the products they design, source and sell.

We’re proud of the progress we’re making, and recognise that sustainability is an ongoing journey, yet has opportunities for improvement.

What’s in the pipeline for the next 12 months?

For the branded division, we have a significant development pipeline across a number of new categories including outdoor and play, as well as new partnerships and licenses coming online. We’re very focused on delivering enhanced value for our retail partners, and that now includes also helping them to identify brands and collaborations that will appeal to their customers, and managing that end-to-end process right through to delivery of the ranges.

On non-branded, we continue to grow and invest in dining, living, bedroom and outdoor, with a number of very exciting developments and new ranges coming.

Where can interested parties find out more?

Please contact our UK head of sales, James Kyte, on james.kyte@sourcebynet.com, find us on LinkedIn, or visit our website. www.sourcebynet.com

Suzanne Macleod

What does the collection based on the Bluey cartoon comprise?

As a partner, we wanted to take as much inspiration as possible from the content to create pieces that emotionally engage and inspire. Essentially, our approach was to capture the fun and imaginative play of Bluey on-screen and bring to life in the home. Bluey fans will recognise the reversible play sofa inspired by fan-favourite episodes ‘Cubby’ and ‘Neighbours’, and the teepee designed in our own unique Bluey print gives a nod to the ‘Camping’ adventures. We’ve purposely kept our first collection tight as we bring a new execution on licensed furniture to the market.

The Disney Home Moana furniture collection will launch ahead of the film’s sequel this autumn

How did Sourcebynet obtain this license, and what other IPs does it cover?

We were approached back in 2022, as Disney were on the brink of launching Disney Home and were looking for a diverse partner to take the brand into broader retail distribution with a focus on home specialists.

We’re confident that our new AW24 ranges – which include a first-ever Moana furniture collection, ahead of the big-screen release of Moana 2 – will challenge industry and consumer perceptions of licensed children’s furniture and have widespread appeal.

“We wanted to take as much inspiration as possible from the content

COVER STORY

46 PRODUCTS BEDROOM

Simba strengthens retail partnerships Simba says its aim has always been to engineer the perfect night’s sleep, for everyone – and what began as a reinvention of the mattress has now grown into a ground-breaking range of sleep products and an ongoing commitment to democratise access to great sleep.

As a pioneer in the bed-in-the-box category, Simba was originally launched as a D2C offering in 2016, providing a simple and fast solution for home delivery, with a 100-day money-back guarantee. Since its launch, Simba has received over 325,000 five-star reviews, while securing partnerships with major retailers such as Argos, Next, Very, MattressNextDay, John Lewis, and Mattress Online.

As part of its commitment to improving global sleep quality, Simba prioritises reaching customers through both brick-and-mortar and ecommerce channels, aiming to make its sleep technology accessible to as many people as possible, regardless of the platform – and Simba is now set to extend its omnichannel strategy by onboarding a series of new wholesale partners, ensuring that even more customers can experience its unique sleep technology.

“Our focus is to grow in a way that provides customers with more touchpoints, across a range of price points,” says Keri Blunden, head of wholesale at Simba. “We’re carefully onboarding new retail partners who share our values, ensuring our technology is accessible, while remaining true to the Simba brand.”

Simba Luxe

“We’re carefully onboarding new Strategic retail partnerships retail partners For the remainder of 2024, Simba’s wholesale who share our strategy is focused on expanding its presence with a variety of retailers, offering options tailored to the budgets and needs of their customers. values

Simba Pro

Sleep-tech firm Simba, renowned for its innovation in sleep technology and award-winning mattresses, has announced plans to further expand its retail partnerships both online and in-store, to ensure even more customers can experience Simba’s sleep products – no matter where they are, or how they prefer to shop …

The Simba Hybrid Original mattress, a popular online seller at John Lewis for years, is also featured in seven stores across the UK. Simba has also partnered with Barker & Stonehouse to make the Simba Hybrid Original, Pro and Luxe available on the retailer’s website and in 10 of its stores, including locations in Guildford, Battersea, Leeds, Newcastle and Teesside.

Next, Simba plans to launch in two London West Elm stores (Westfield and Tottenham Court Road) and online, bringing its premium products to design-savvy shoppers – and, building on a successful online soft launch with Costco, Simba has introduced its Comfort range in partnership with the world’s second-largest retailer, targeting customers at an entry-level price point.

Simba’s Bed Show debut In addition to retail growth, Simba showcased its commitment to the bed industry by exhibiting for the first time at the National Bed Federation (NBF) Bed Show last month, which provided a valuable platform for Simba to present its latest product innovations, including the new Earth and Contract mattress ranges, while engaging with potential buyers.

As Simba continues to expand, its focus remains on supporting retail partners, while aligning with retailers which share similar values and a commitment to quality. For brands or retailers interested in partnering with Simba, enquiries can be directed to the Simba wholesale team at wholesale@simbasleep.com: “Find out more about how we can work together on our mission to make great sleep accessible to everyone,” Simba concludes. www.simbasleep.com

48 PRODUCTS BEDROOM

GNG broadens Komfi’s appeal

Unity Supreme Classic

Komfi Infinity’s zip-and-link option enables the creation of two distinct feels in the same bed

“Exceptional comfort and value at every price point

Focusing on luxury, innovation and sustainability, these new collections build on GNG’s reputation for delivering high-quality sleep solutions, while also catering to a broad range of price points and sleep preferences.

At the forefront of the launch is the new Infinity collection, “which represents the pinnacle of luxury and innovation”, says GNG. Combining the cooling benefits of TrueGel with the breathability of TrueAir foam, Infinity promises to deliver “an exceptional sleep experience”.

The materials not only offer superior airflow and pressure relief, but are also tailored to adapt to the body’s movements, promising comfort throughout the night. A standout feature of this collection is its adaptability – thanks to its zip-and-link option, the Infinity range allows a mattress to offer two distinct feels, making it suitable for partners with different sleep preferences.

Komfi Infinity 8000

Following a successful appearance at the Bed Show, GNG Group has further cemented its position as an industry leader by unveiling new additions to its Komfi range …

“This unique innovation demonstrates that luxury and customisation are at the heart of Komfi’s offerings,” states GNG. Sustainability is another key theme for GNG’s new product launches, with the Harmony collection leading the way. The collection’s highlight, the Ocean model, combines eco-friendly Seaqual covers made from recycled ocean plastics with GNG’s signature Ecofoam, crafted from 100% recycled materials.

“This sustainable yet affordable mattress delivers outstanding comfort without compromising the environment, or the consumer’s budget,” says the bedmaker. By offering a carbon-neutral mattress from a carbon-neutral manufacturer, Harmony continues to reflect GNG’s dedication to both quality and environmental responsibility.

GNG has also elevated its KomfiMed collection by introducing a new quilted cover, adding an extra touch of elegance to a range already known for its superior comfort and support. The GelMed Hybrid model, designed with TrueGel technology, medically proven foam, and pocket springs, ensures enhanced pressure relief, spinal alignment, and temperature regulation, says GNG: “The combination of these advanced materials creates a mattress that not only supports various sleep styles but also elevates comfort to a new level of luxury, making it appealing to a broad consumer base.”

One of the key messages GNG aimed to convey at the show is that Komfi is not just an entry-level brand.

With its comprehensive range, GNG offers a sensible hierarchy of products designed to meet the sleep needs and preferences of all consumers, from those seeking affordable, eco-conscious options to those in the market for premium, luxurious sleep experiences, says GNG – each collection, from entry-level to high-end, is carefully crafted to deliver “exceptional comfort and value at every price point”.

The Komfi Unity collection continues to expand as well, offering retailers short lead times, reliable UK manufacturing, and convenient delivery options. This means retailers can stock up without the burden of high container costs or tying up capital in inventory.

To learn more about these new products and the full Komfi range, visit the brand’s website. www.komfi.com

High quality sleep solutions catering to a broad range of price points and sleep preferences. Offering retailers short lead times, reliable UK manufacturing, and convenient delivery options.

Please contact your local agent for more information Chris Lester

All of Ireland.

Tel: 00353 87 7779993 chrislester2000@gmail.com

Edward Bacon

North West & East Midlands.

Tel: 07976 061173

edward.bacon@icloud.com

Graham Dickinson North East & Yorkshire.

Tel: 07734 853473

grehamd@aol.com

Alan White

Scotland.

Tel: 07733 883611

alan.arredi@btinternet.com

Jason Hillier

South East & East Anglia.

Tel: 07876 508913

rosethornagencies@outlook.com

Nigel Hillier

South West, South Wales & West Midlands. Tel: 07971 484550 PMS 354

PMS 5470

10 Year Warranty

Made in the UK

komfi.com A division of the GNG Group.

NHS Approved Supplier

www.gnggroup.co.uk

Email: richard.gretton@gng-group.co.uk Telephone: 01924 950 300

nigel@nhillier.co.uk

50 PRODUCTS LIVING

Wanderlust offers freedom to roam

Sahara in Roaming Forests

Roaming Valleys

“The collection is poised to continue inspiring and evolving

Unveiled to a warm reception at this year’s January Furniture Show, the collection made an immediate and lasting impression, says At The Helm, capturing widespread attention and setting the stage for what has become a stand-out season for the lifestyle brand.

The Wanderlust Collection is defined by two key models, Atlantis and Sahara, which “beautifully capture the spirit of exploration, while embodying understated elegance”, says At The Helm. “These designs seamlessly blend contemporary style with timeless luxury, offering homeowners the perfect balance of craftsmanship and modern appeal.”

Both Atlantis and Sahara share common themes in design, yet each has its own unique features that sets its apart. Atlantis combines a “luxurious” mix of materials, with its scrolled arms elegantly finished in leather, accented by studding and deep tufting.

“This combination creates a refined, textured look that speaks to both opulence and comfort,” states the brand.

In contrast, Sahara offers a full-fabric construction that “exudes timeless elegance” – also featuring scrolled arms and intricate studding for a sophisticated, classic appeal. Both models are designed with versatility in mind, offering the option of scatter- or formal-back cushions, allowing customers to tailor the look and comfort to suit their personal style and living space.

“Following these models’ refined elegance, the Wanderlust Collection extends its immersion into nature’s beauty through two distinct colourways – Roaming Forests, and Roaming Valleys,” At The Helm explains. “The Roaming Forests Collection draws inspiration from the serene charm of woodlands, with deep, mossy greens and warm, earthy browns that reflect the calm and grace of natural surroundings.

This palette not only evokes tranquillity but also brings a sense of warmth and serenity to any interior space.

“Meanwhile, the Roaming Valleys collection captures the gentle beauty of rolling landscapes through a soothing blend of browns and muted, earthy tones, creating a peaceful sanctuary perfect for relaxation.

Roaming Forests

“As we transition into autumn, it’s the perfect time to reflect on the exciting launch of the Wanderlust Collection, a range that has introduced a fresh level of sophistication to contemporary furniture design,” begins At The Helm …

“In addition to the iconic models and colourways, the Wanderlust Collection features two exquisitely crafted footstools, Denali and Lima, which share common design elements yet boast subtle differences.

“Both footstools are meticulously crafted with deep, hand-tied buttoned tops, providing a timeless, tufted appearance that showcases high-quality upholstery.

Hand-applied studding along the edges adds a refined, decorative touch that enhances their classic aesthetic.

“Both models are identical in size, measuring 130cm square, making them versatile pieces that can be easily incorporated into various living spaces.

However, the Denali and Lima footstools differ in their proportions – Denali features a higher leg profile and a thinner border, lending it a sleek and elevated look, while Lima offers a deeper border and lower legs, giving it a more grounded and traditional feel. These differences enable each footstool to appeal to varying tastes, offering either a modern, airy touch or a more robust, cosy presence, while remaining cohesive with the overall elegance of the Wanderlust Collection.

“As the Wanderlust Collection continues to gain recognition, it’s evident that its journey is far from over,” At The Helm concludes. “Looking ahead to 2025 and beyond, the collection is poised to continue inspiring and evolving – with much more on the horizon.” www.atthehelm.com

52 PRODUCTS LIVING

Bluebone’s Our Home opens for business

Olive

Aspect

“The showroom displays are designed like a home

“The traditional exhibition calendar has become less defined,” Bluebone begins, outlining the thinking behind its inaugural at-home show, “and we’ve found that when our customers come to see us at our Manchester showroom, they can really explore our extensive ranges, and inevitably find more treasure than they would see at our trade show booths.”

Thus was Bluebone’s Our Home open week created – aptly named to reflect the nature of the showroom experience.

“We have doubled the size of our showroom to include a large downstairs room, an outdoor garden area, and a dedicated Bramble and Steven Shell room showcasing their unique bespoke ranges, which are available to order by container through Bluebone,” the supplier continues.

“The showroom displays are designed like a home – visitors will first pass through the garden area with full display of GRC-brand outdoor statues and sculptures including the loveable new labrador and stately lion’s head.

“The showroom then begins, with exclusive previews of new entrance hall and boot room pieces including solid mango shoe benches, storage and hooks, plus our natural teak console, shelving and boot racks.

“Move through to our brand-new solid oak room to discover Hardwick and Lille – serious living and dining ranges with a sophisticated edge. These higher-end ranges are an exciting development for Bluebone, and we think you’ll be pleasantly surprised”

Aspect

The countdown has begun to Bluebone’s first open week, with the Our Home event running from 3rd-7th November this year …

Bluebone has also extended its space upstairs, where there are now three rooms, offering more previews for 2025, new homewares and artwork.

“There’s also current lines, featured in a chilled bar and living zone where there will be great music, great heating (very important in November) and a delicious lunch that will be served each day,” Bluebone explains.

“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.

“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.

“We can’t wait for our existing customers to see the new-and-improved showrooms, and to welcome new faces to come and have a look at what we do,” the supplier concludes. “Meet the whole Bluebone team – we’ll be at Our Home from Sunday 3rd to Thursday 7th November.”

Book online at www.bluebone.co.uk/our-homeevent-2024, or contact sales manager Elaine Anderson, by calling 0161 330 8959 or emailing elaine@bluebone.co.uk, to register interest in a visit (the supplier asks that slots are booked in advance, so it can cater for lunch accordingly). www.bluebone.co.uk

Save the date ‘OUR HOME’ 3rd - 7th November 2024

YOU ARE INVITED TO THE BLUEBONE ‘OUR HOME’ SHOWROOM EVENT WHERE YOU CAN PREVIEW OUR NEW RANGES FOR 2025 LOCATION: BLUEBONE SHOWROOMS RIVER MILL 2, PARK ROAD DUKINFIELD SK16 5PD

BOOK YOUR VISIT: SCAN QR CODE 0161 330 8959 ELAINE@BLUEBONE.CO.UK

54 PRODUCTS TRADE SERVICES

Emmiera’s journey to excellence

Kate Cooke and the wellbeing team

“We’ve been working tirelessly to improve the quality and efficiency of the services we offer

“As we continue to be the UK’s leading furniture repair specialist, we would like to take a moment to thank our loyal clients for their unwavering support and trust,” James begins. “Your continued partnership has been instrumental in our journey of growth, innovation and improvement.

“Behind the scenes, we’ve been working tirelessly to improve the quality and efficiency of the services we offer. Over the past year, we’ve focused on streamlining our operations to ensure that we continue to exceed client expectations.”

Emmiera’s commitment to operational excellence has been led by its operations director Jason Grinnall, whose focus has been on enhancing quality, consistency, refining workflows, and improving the systems the business uses on a daily basis, says James.

“We are pleased to announce that our customer contact and lead times on appointments are now back in line across most areas in the UK, and our furniture repair first-visit fix rate is at its highest level ever,” he continues. “This improvement is the result of the hard work from all teams within the Emmiera Group, and the implementation of a more rigorous approach to the initial job setup, ensuring that we maximise results for every client.

Introducing the Technical Triage team “One of the key innovations we’ve introduced is the expansion of our Technical Triage team, led by Jason and supported by time-served technicians with decades of hands-on experience.

“This team plays a vital role in supporting the technicians out on the road, reviewing the information, images and videos provided by clients, and ensuring that each job is set up correctly, putting the customer first from the outset.

“By having seasoned professionals assess and triage each case, we can offer greater technical insight, resulting in better outcomes and more efficient repairs for our clients. This process not only improves the accuracy of our work but also significantly improves the customer satisfaction, which is echoed in our current 4.7 trust pilot review score.”

Focusing on people Emmiera recognises that its success is driven by its people, says James: “Over the past year, we’ve made significant investments in the wellbeing and morale of our staff, with the leadership of Kate Cooke, our HR manager. Kate and her wellbeing team have introduced a series of wellbeing activities aimed at supporting our staff, both professionally and personally, and this focus on employee welfare has had a tremendous impact on team morale, with staff reporting increased satisfaction and engagement.

“Our belief is simple – when our employees are happy and healthy, they deliver better results for our clients. We remain committed to fostering a positive

Jason Grinnall, Martin Hall and James Lane

Since its inception, furniture repairs and insurance specialist Emmiera Group has strived to provide the highest standard of service to its clients, and the business is proud of the strong relationships it has built over the years. Here, founder and CEO James Lane offers those customers his thanks for their support, while sharing news of how the group is moving forward …

and supportive work environment for our team, which in turn drives the quality and consistency of our service.

Insurance expertise meets client focus “We have also welcomed Martin Hall to Emmiera Group to support our Furniture Insurance department.

Bringing over 30 years of experience in insurance and compliance to our team, Martin’s vast knowledge of the insurance industry, combined with his deep commitment to client relationships, makes him an invaluable addition to our leadership.

“Throughout his career, Martin has guided and mentored businesses to optimise their insurance programmes, ensuring compliance while driving efficiency – and his expertise extends beyond advising clients. He has successfully grown, merged and acquired brokerages, making him uniquely equipped to provide strategic insights. His focus on training and coaching clients to navigate the complexities of the insurance and compliance landscape will be crucial in helping our clients achieve the best results.

“Martin’s hands-on approach to relationshipbuilding aligns perfectly with Emmiera’s values, and we are confident that his leadership will further enhance our service offering.”

Looking ahead As Emmiera looks to the future, it remains committed to continuous improvement in quality, systems, efficiency, and client satisfaction, says James, who has always championed family values, and states that this guiding principle will continue to shape the group’s journey as it grows.

“Once again, we would like to thank you, our valued clients and staff, for your continued support,” he concludes. “Your trust and loyalty have been integral to our success, and we look forward to continuing to provide you with exceptional service in the years to come.” www.emmieragroup.com

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56 PRODUCTS TRADE SERVICES

MEDITE bolsters bespoke bedroom joinery

Photo courtesy John Penny Joinery

Photo courtesy John Penny Joinery

“Fewer distractions, higher quality than with any other materials on the market, and faster installation – it’s a win-win for all

John Penny Joinery recently completed a bespoke bedroom suite in Edinburgh featuring a fitted wardrobe, set of drawers, table and nightstand. The business chose MEDITE MR PLUS, a premium whiteprimed, moisture-resistant MDF panel, to achieve a luxurious finish and long-lasting performance for the doors and drawers.

“MEDITE MR PLUS eliminates the need for primer, saving both time and money,” states MEDITE SMARTPLY. “The project took around two weeks – a reduction of 2.5 days from the typical span – and resulted in a -13% cost saving.”

John Penny, director at John Penny Joinery, comments: “Running a business means constantly looking for optimal solutions that provide superior end-product quality while ensuring cost-effective and efficient installation. With MEDITE MR PLUS, I managed to save 13% of the project costs. These savings came from reduced material and labour costs. It took us a few days less than usual to complete the entire suite, keeping the client happy.

Fewer distractions, higher quality than with any other materials on the market, and faster installation – it’s a win-win for all.”

MEDITE MR PLUS is a game-changer for joiners.

Its primed surface saves time, cutting out the need for additional priming. An added benefit is the reduced need for sanding, allowing the end-user to apply paint directly onto the panel. The matte low-gloss primer provides a base for further paint application, while the increased opacity of the primer reduces the need for multiple finishing coats, maintaining quality while saving on paint costs.

Photo courtesy John Penny Joinery

Edinburgh-based John Penny Joinery, which specialises in bespoke joinery and handmade furniture for residential and commercial projects, prides itself on its craftsmanship and the quality of its materials – and has consistently selected MEDITE MR PLUS MDF for its performance and versatility …

For this project, 12 sheets of MEDITE MR PLUS (1220 x 2440mm, 18mm thick) were used for the doors and drawers.

By selecting MEDITE MR PLUS, John looked to ensure the furniture’s longevity and durability – he also used Tikkurila Intact 8, a water-based, fast-drying, durable furniture paint for indoor use that leaves a smooth and hard surface. And the combination of white, walnut, and blue is impressive.

John adds: “I’ve been using MEDITE MR PLUS for the past nine months, and it has completely transformed my business. It’s my go-to material for all joinery projects because it’s easy to use, delivers stunning surface quality, and saves money. I highly recommend it to anyone looking for peace of mind and a flawless finish.”

MEDITE SMARTPLY is part of Coillte, an innovative, FSC-certified Irish forestry and forest products manufacturer. Based in Clonmel and Waterford, Ireland, MEDITE SMARTPLY produces a versatile range of MDF and OSB building products. For more information on MEDITE MR PLUS and its applications, visit the supplier’s website. www.mdfosb.com

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58 PRODUCTS TRADE SERVICES

CASTELAN GROUP

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“Our protection plans now offer the best levels of cover on the market for leather, fabric, dining and bedroom cabinet, beds and carpet, says Castelan’s CEO, Martin Napper. “That’s why we continue to attract new clients at both a national, region and local basis.

“We have worked tirelessly to create the very best compliant

schemes, to ensure that we are able to deliver the best possible outcomes for your customer, and that we provide a service that meets their (and your) expectations. This is not only a key expectation of the regulator (FCA) but is also, quite simply, the right thing to do for your customer, and means that we become an

extension of the service you want to deliver.

“An extensive range of care kit products means you really can offer your customers the complete package to look after and protect their investment in new furniture.

“Our Furniture Care Network is a key element of our protection plan offering and, with almost 100

technicians, we have all areas of the UK and Ireland covered, and are delivering an average lead time of five working days in most areas. This is the kind of service that your customer has come to expect, and we are committed to growing our network of technicians as the volume of our work increases.”

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60 OPINION

What happens in Vegas …

By Gordon Hecht

It’s always a gamble. Las Vegas is a city of winners and losers. It’s not unheard of for someone to drive to Glitter Gulch in a $35,000 Toyota and go home in a $250,000 Greyhound bus.

One of the major Strip resorts had a special room this summer where everyone there was a winner.

Fourteen top independent mattress and furniture retailers participated in a business strategy skull session to share their best business practices.

More than just ideas, each one is a proven sales, margin, or profit generator. The concepts keep their shops relevant, even in a difficult retail environment.

Most can be executed with little or no extra cost to how you are operating your business today. $100 store gift card with mattress purchase Perfect for furniture and appliance stores. Instead of dangerously reducing margins with price discounts, this retailer knows that shoppers have multiple merchandise needs. They keep the bucks in-house with allowances on other merchandise in their store.

Local sponsorships – the old TV show Cheers was a place where everyone knows your name. This retailer sponsors Little League, auto racing, and other community events. The name is everywhere – especially shoppers’ lists when they plan to buy.

Short Facebook/Instagram videos A picture is worth a thousand words. A video tells a story. Winning dealers create homegrown videos on their iPads or phones and post them daily to social media. It’s a quick and inexpensive way to tout today’s hot buy or another promo.

Charging for delivery, disposal, and all accessories This retailer knows that when someone gets something for nothing, someone else gets nothing for something. They have added bucco bucks to the bottom line just by collecting delivery and disposal costs.

Adding a fixed overhead percentage to all costs Your next shopper may believe that there are $900 margin dollars in a thousand-dollar mattress. They don’t add in the cost of your building, insurance, trucks, employees, or the delight you take in paying

Photo courtesy iStock/Valerie Loiseleux

This summer, our US correspondent Gordon Hecht, business growth and development consultant to the retail home furnishings industry, braved the Las Vegas heat to learn more about furniture retailers’ winning sales strategies – a sure bet if ever there was …

taxes! One contributing dealer told us they add a fixed overhead cost to the merchandise cost before figuring retail margin.

This simple tactic helps them manage cash flow, reduces discounting, and builds profitability.

Don’t try to do digital advertising yourself This new world seems to change every day. One of our guests decided not to conquer the digital world on their own. They hired an expert in the world of Google, SEM and SEO. You don’t need to add another person to your payroll. There are hundreds of experts willing to work for you in the gig economy, meaning pay by the job or month. Let them do their magic. They can manage your account and turn on a dime. And you can do what you do best!

Don’t chase the low-end business Here’s something you can figure without a calculator.

You make more money from one $3999 sale as 10 $399 sales. Operational costs drop and margins are better on high-end goods.

A contributor to our session exited from promoting lower-end merchandise. They can step up their service level, reduce delivery, warehouse costs, and maintain a steady retail volume.

Start at the top end and work your way down It seems that almost every shopper wants to play Let’s Make A Deal when it comes to your price tags.

A retailer shared their way of covering that issue – if price is an issue, they don’t lower it.

Instead, they introduce shoppers to the next model down. They compare features and benefits, building

“It was worth putting up with triple-digit temps to get those hot successful strategies from our dealer network

61

Photo courtesy iStock/nickbyrne

value into both product levels. Most of the time shoppers purchase the original higher-priced item.

Other shoppers choose the lower price. Either way, you win.

Sign walkers attract attention and builds traffic We heard a common theme at our skull session.

Footfalls are down. Less warm bodies walking into shops. Old-school can be the best school. A retailer shared with us that his store employs a sign walker, dressed in costume, carrying promotional signage.

The result is a few more shoppers cross the threshold.

That results in more sales.

Text message services get people to submit Google reviews We ate at one cheap buffet in Vegas because it had five stars on Google. But only two were coloured in.

Google reviews are important. People use them to judge your store.

When it comes to online reviews, more is better.

Especially when they are 4-5 stars. A star retailer knows they don’t have time to chase reviews. They employ a text message service to recruit shoppers and buyers for a quick review.

Friends and Family sale during a time when you’re normally closed Many stores have opted to close on Sunday. That works great for a family day and can help with scheduling and retaining staff.

Our retailer from the Midwest is closed 50 Sundays a year. But twice annually they promote a huge Four Hour Sale. It takes a lot of prep. They reach out to former customers, prospects, friends, family, anyone who needs their merchandise. Food, fun, and a party atmosphere is required. The net results in generating 14 days of normal sales in less than a full day.

Hire an email service for high-impact promotions Do you have 30,000 email addresses of people interested in home furnishings?

If not, follow the advice of this retailer. Seek out a service that can manage your messaging. Some can send your promotion to an audience the size of a medium city. And it’s not just tossing it out on the ocean. These are qualified leads. And you can be top of mind with less than 72 hours’ notice.

Best of all, the services can track your ROI. They can help you determine who got the message and who made a purchase.

Customer referral card Word-of-mouth advertising used to mean a couple of neighbours chatting over a fence. Now it means calls, texts, Facebook, Instagram and more.

Chances are good that each buying customer has a network of 200 friends, family, and co-workers. Why not pay them to share their fine experience with your products and service?

Our southern-based retailer maintains an active customer referral programme. When a purchase is made based on a customer referral, they reward the

original customer with a cheque or gift card to a local restaurant. It’s 10% of the purchase price, up to $100.

It works so well that some customers refer multiple shoppers. And wouldn’t you trade a $100 Starbucks card for a $2000 purchase right now?!

The Free Menu Your shoppers want it all! Free delivery, free pillows, free bedframe, free haul away. Our final retailer recommendation is to put all the choices on the menu and let your customer choose the ONE option that they want. This strategy cuts down on the amount of free stuff, but still lets the customer win.

You can create your own Free Menu. Add some spice by offering more Free at higher price levels – $300-999 gets one free choice, $1000-2499 gets two free choices, and on from there.

Las Vegas is hot in August. Locals like to say, “It’s a dry heat.” So is my oven, and I don’t want to summer there either. But it was worth putting up with tripledigit temps to get those hot successful strategies from our dealer network.

Gordon can be reached at gordon.hecht@aol.com

“More than just ideas, each one is a proven sales, margin, or profit generator

62 OPINION

How to maintain the holiday sales streak

By Adam Hankinson

It happens every year. During the summer sale we get a huge rush of customers, and making a sale feels like shooting fish in a barrel – then, once the sale ends, things settle down and we have to start working a little bit harder with our customers.

Feeling a lull is a common occurrence with every furniture retailer that we work with, and it’s something that we think is important to tackle head-on. The last thing we want is for our sales team to be off their game when every sale ends.

Maintain a consistent attitude This is something that we stress with salespeople again and again. Your attitude should be proactive and not reactive, meaning that every day, rain or shine, you step onto the shop floor with a rock-solid positive attitude.

Crucially, this doesn’t mean that you have to be bouncing off the walls, high-fiving everyone you see – but just being friendly and smiley with every customer, as you would be with a friend you were welcoming into your home.

It’s especially important to overcome a negative outlook after a sale has finished, because this is when many salespeople psych themselves out by assuming that customers won’t buy an item at full price. By deciding the outcome before we’ve even begun, our body language, attitude and tone will unconsciously display our lack of interest to the customer, actually reducing our chances of closing the sale.

If you can create this habit, then it means that even on those inevitable quiet days or periods following a sale, you’ll be able to start with a solid foundation of a positive attitude, rather than a doomed outlook of “the sale’s over, so the store’s going to be dead today”.

Slow it down One of the big benefits of a quieter showroom is that it gives us a chance to take our time and focus our attention on every customer.

This helps us in a few ways. We can build rapport with the customer, finding out where they’ve come from, if they’ve been visiting other stores, and their plans for the day. These are all great conversation starters that help the customer to relax and begin to open up.

It allows us the time to ask more questions and build a clear picture of what it is exactly that the customer is looking for.

It’s common for salespeople to feel demoralised in the wake of a busy period – but it’s important to overcome that negativity, says Adam (photo courtesy iStock/DrGrounds)

With the buzz of the summer sales behind us, it’s doubly important to approach the sales floor with a positive attutude, advises industry training specialist, Adam Hankinson (Furniture Sales Solutions) …

It also takes the pressure off the customer. If we have a relaxed attitude, then the customer is more likely to feel calm as well. Many common objections stem from the customer feeling pressured. “We’re just looking,” and, “We need to go away and think about it,” can be avoided or overcome by maintaining our relaxed demeanour.

Make every sale count A knock-on effect of slowing the sales process down is that you’ll have the chance to build the value of each sale with the customer. The more able we are to flesh out the picture of what our customer wants, the easier it will be to add additional products.

This doesn’t mean we’ll be chucking in every addon and random product that we can simply because we have the time. It means that by asking great open questions, especially, “What’s the project?”, we might come across items or add-ons that the customer actually needs, but perhaps didn’t even realise that you could provide.

I’ve witnessed many salespeople asking “Where are you off to next?” only to find out they’re going to a competitor for a product that the salesperson can provide instead.

Key takeaway It’s easy to get stuck in a predictable cycle of ‘boom then bust’, but implementing these few simple tweaks to our attitude and sales process means we can begin to smooth out many of these dips, making them much more manageable. www.furnituresalessolutions.com

“It’s especially important to overcome a negative outlook after a sale has finished, when many salespeople assume customers won’t buy an item at full price

64 OPINION

Express yourself!

Photo courtesy iStock/bubbalove

With tensions running high in the wake of a traumatic IT overhaul earlier this year, Steve Pickering, the ‘unorthodox’ CEO of South East independent bed retail chain Sussex Beds, decided to clear the air by formally recognising the validity of his employees’ emotions …

By Steve Pickering

On May 2nd, 2024, at 18:00, I called a meeting with my leadership team. Dubbed the ‘Leadership Wellbeing Meeting,’ the objective was simple – to create a safe, controlled environment where everyone could freely express their feelings and emotions.

The past few months had been intense. Six gruelling months of preparation leading up to the go-live and switchover to our new IT ERP system on April 1st were followed by a month of post-launch stress. As teams grappled with new processes and procedures, we were all pushed to our mental limits.

Frustration, finger-pointing and blame began to surface. Accusations of poor execution and insufficient effort fuelled anger and annoyance. We were exhausted, and it was clear this needed to be addressed – immediately.

I set the following agenda: Leadership Wellbeing Meeting agenda Purpose: To allow the emotions, feelings and viewpoints of the past two-plus months to be shared and understood by all. To foster a better understanding of each other, strengthen our bonds, and learn from our experiences.

Note: These are personal feelings and emotions.

Everyone needs to be open and honest. No personal attacks or blame – just feelings and emotions.

1. Leadership scorecard (biz and personal) 2. What went well during and after Project Mayhem?

3. What could have gone better?

4. (Around the room, individually) How do you feel?

What emotions have you experienced over the past two-plus months? What triggered these emotions?

How could this have been avoided, or what outcome do you hope for by sharing these feelings?

5. How do we build on this experience and become stronger as a team?

In situations like these, you always fear the worst – outbursts, arguments, confrontation. But there was none of that. The atmosphere was calm, and everyone offloaded their frustrations, leading to a mutual understanding.

I believe no-one can argue with how something makes you feel. It might not have been intended, but that’s beside the point.

The feeling or emotion is the person’s interpretation of your action or inaction.

The result of the meeting was an understanding of each other’s perspectives and feelings. There were a few tears and a few apologies. The air was cleared, and we are now ready to face the next challenge.

Do you have tensions within your team that need addressing? How do you handle conflict in your organisation?

Discover more of Steve’s thoughts in his blog, at www.linkedin.com/in/steve-pickeringunorthodox-ceo/ www.sussexbeds.co.uk

“In situations like these, you always fear the worst – but there was none of that

PARTNER COMMENT OPINION 65

INTERNATIONAL ALLIANCE OF FURNISHING PUBLICATIONS (IAFP)

What’s your value proposition?

Bill McLoughlin, editor-in-chief of trade magazine Furniture Today, the US member of the International Alliance of Furnishing Publications (IAFP), suggests it’s high time retailers rethought their response to an age-old question …

By Bill McLoughlin

What’s your value proposition? Ask most retailers this important question, and you’ll likely get a response that includes mention of things like price/value relationships and product quality. There might also be mention of elements related to breadth of assortment or superior customer service.

In the most common context, all of these are reasonable answers and are the attributes that define the traditional communication between most furniture retailers and their customers. It is a context defined by the perceived competitive environment in which similar business models compete against one another to capture the attention and discretionary dollars of a consumer looking to make a purchase.

The difficulty is that there are several underlying presumptions in that model that do not align with the reality of today’s marketplace.

The first is the perception of competition. At one time, brick-and-mortar stores competed against other brick-and-mortar stores, most often in the same community. In that environment, price, assortment and service served as effective differentiators, along with the ability to negotiate exclusivity on key lines.

In today’s environment, any given retailer is not only competing against like-formatted stores but also against massive, multi-line ecommerce giants,D2C brands, myriad niche furnishings sites, mass merchants and other multi-line retail formats.

While individual players within these channels come and go, the multiplicity of options available to consumers at any given time remains massive and continues to become more diverse and complex.

The second questionable assumption underlying traditional value proposition definitions is that the aim is to capture the discretionary dollars of consumers looking to make a purchase. One of the key challenges furniture retailers have faced for the past two years is a shortage of consumers looking to make a purchase.

But what if we phrased the question this way – what is the value proposition for furniture in the lifestyle of today’s consumer?

“There are underlying presumptions that do not align with the reality of today’s marketplace If you’re selling a mattress, for example, what is the value proposition of a good night’s sleep, or a healthier (and likely longer) life? That’s a very different answer, and a very different conversation with consumers who are less likely to be choosing between two furniture or mattress stores and far more likely to be choosing between a mattress purchase versus a movie, concert, sporting event or vacation.

That’s the value proposition discussion that the furniture and mattress industry need to start having with consumers – one that defines the way that attractive, thoughtfully designed furnishings can enhance someone’s daily life.You can see that some savvy businesses are starting to expand the lifestyle approach of their advertising to better connect with consumer aspirations.

To the extent that the industry can more clearly articulate the value proposition of home furnishings in the context of enhancing consumers’ lives, it will go much further toward bringing consumers back to stores than offering a larger discount or a longer payment plan.

Certainly, for those already in the market, there is validity to creating a strong traditional value proposition. But, for a new generation of consumers, the discussion needs to become broader and more aligned with their lifestyles.

So, let me ask the question again – what’s your value proposition? www.furnituretoday.com

INDUSTRY PARTNERS

“That’s the value proposition discussion the industry need to start having with consumers

Women in

FURNITURE

Young Furniture Makers exhibition.

66 OPINION FEEDBACK

THIS MONTH, WE’RE ASKING …

What business function are you happiest to outsource?

Last-mile delivery Hamish Mansbridge (Heal’s)

PPC. Google/Microsoft/Meta are forever updating, so trying to keep up with these is a fulltime job in itself

Specialised digital and/or tradesman work – website construction and joiners. Gillies generally prefer to keep business functions in-house

Auditing, both financial or quality

Jonathan Creese (Gillies)

Anthony Joyce (Wolf Components)

Accountancy, because the tax code was written with ink and quill

We try to do as much ourselves as is possible – I feel this gives a better reflection of our brand and our values (plus I’m a control freak!). Some things, however, make more sense to be run by third parties. These include out-of-area deliveries and PPC marketing

Phil Gant (PG Agencies)

We outsource the manufacture of some of the more intricate machine parts. It’s more efficient and often cheaper

Brian McCann (DFI Beds)

Darryl Simpson (WJ Aldiss)

Shaun Peel (MattressTek)

Accountants. They have highly transferable skills

Web development

Phil Pond (Scarlet Opus)

Ashley Hainsworth (Flair Furniture)

We’re lucky to have found a number of trusted partners through the years, but the cornerstone of that in recent times has been our outsourced finance department, led by our embedded CFO, Steven Robinson. Having the expertise of an accounting firm on hand – with their real-time experiences across a range of industries – has been an important part of shaping our business strategy, forecasts and financial control through turbulent times John Tuton (Mammoth)

My accounts. Much as it costs more money, I definitely see the benefit (and let’s be honest, it’s no fun!)

Daryl Drylie (sales agent)

Delivery – it’s a volumes game, and we’d like to stay focused on designing timeless furniture rather than trying to master affordable, efficient and environmentally friendly deliveries.

Our customers receive great service by leaving this to the experts Holly Yates (French Bedroom)

WE WANT TO HEAR FROM YOU! • Follow Furniture News on LinkedIn • Join us on X @FurnitureNewsED • Contact the editor at paul@gearingmediagroup.com • For advertising and subscription enquiries, see p5

21, 22 & 23 21, 22 & 23

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