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#428 May 2025 www.furniturenews.net

LONG POINT | SPRING FURNITURE & BED SHOW FURNITURE COMPONENTS EXPO | INNOVATION IN BEDDING EVOLUTION OF FLATPACK | LIVING | TRADE SERVICES

COMFORT WITH CHARACTER Diversification by design at Whitemeadow Inside the mind of the buyer Hypnos’ commercial director beds in

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Editor's comment Paul Farley Editor-in-chief

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

“The theme of innovation runs right through this month’s issue Steve Jobs said: “Innovation is the ability to see change as an opportunity – not a threat.” It’s natural to fear change. It’s probably inevitable at a genetic level (unless you’re one of those thrillseekers that relishes the feeling of your heart racing as the unknown looms). But you have to admit that some of the processes you use from day to day aren’t as effective as they could be, and in some cases might be seriously holding you back. I know I cling to some technologies and methodologies others would call outdated. It’s hard to give up the familiar, yet the refrain of “we’ve always done it this way” has killed many a business. It may have come about more by accident than design, but the theme of innovation runs right through this month’s issue. It’s packed with tales of businesses exploring novel methods of handling today’s challenges, and equipping themselves to evolve and better deal with all that inevitable change. Discover how Reborn Products’ remanufacturing programme is making a dent in mattress landfill (p72), and, on p70, how Hypnos is harnessing untapped plant fibres (kapok and pineapple, anyone?). Read about the latest parts and tools unveiled at the Furniture Component Expo (p38), and what’s coming at interzum this month. From p76, Forte explains how its EasyKlix range has turbocharged the flatpack furniture assembly process, while Whitemeadow demonstrates its versatility in design and manufacture, as it delivers its most diverse upholstery portfolio to date (from p23). And innovation is taking place beyond the product – the bespoke bed maker putting a unique spin on marketing (p14), the Government programme helping SMEs embrace digital technologies nationwide (p7), the visualisation specialist making online shopping more immersive (p82), and the daring mavericks disrupting the marketplace (p90). It’s fitting that developer/designer/digital artisan Iconography takes pride of place on this month’s cover, having successfully deployed its OMNIS Retail system at Somerset’s Haskins Furniture (read all about it on p16) – and we present our first quarterly trend tracker from ufurnish.com on p64. Take it from me, there are few more innovative than this bunch – and their consumer-facing Home Awards are still accepting entries/sponsorships (get in touch if you’d like to know more). As if all that wasn’t enough, we’ve previews of Long Point (p44) and the Spring Furniture & Bed Show (p58), an interview with Hypnos’ new commercial director Mark Cort (p10), the lowdown on the legalities of franchises (p86), and the first in a regular series of interviews with industry buyers, exploring the attitudes and mindsets behind the role (p18 – thanks to Sussex Beds’ Sue Skinner for kicking things off). Closing out the issue, Romania’s Imre Zilahi offers his take on the topic that’s been dominating the news cycle all month, suggesting that Trump’s tariffs could mean a new world order for furniture imports and exports (p89). Next month, we’ll be covering outdoor furniture and eco-conscious developments, and looking ahead to the Manchester Furniture Show. We’re also publishing an exclusive supplement dedicated to the furniture businesses of Long Eaton – if you’re one of them, don’t miss out on this unique opportunity! And there’s still time to cast your votes in our Readers’ Choice Awards, at https://bit.ly/fn-readerschoice-awards-2025 (and yes, there’s a category for innovation).

Paul Farley

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#428 May 2025 www.furniturenews.net

Contents

OMNIS Retail at Haskins Furniture

10 LONG POINT | SPRING FURNITURE & BED SHOW

NEWS

INSIGHT

Hypnos

The Odd Company

Iconography

Mind of the buyer

Getting personal

Whitemeadow

EVENTS

Furniture Component Expo

Long Point

Spring Furniture & Bed Show

PRODUCTS

ufurnish.com trend tracker

Innovation in bedding

Evolution of flatpack

Living

Trade services

OPINION

The masters of the big-ticket sale

How much difference can a job title make?

Franchising – the legal essentials

Partner comment

Feedback

COMFORT WITH CHARACTER Diversification by design at Whitemeadow Inside the mind of the buyer

FURNITURE COMPONENTS EXPO | INNOVATION IN BEDDING EVOLUTION OF FLATPACK | LIVING | TRADE SERVICES

Hypnos’ commercial director beds in

FN428_Pages.indd 1

24/04/2025 18:18

COVER FEATURE 16 ICONOGRAPHY

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 OVERSEAS AGENT Casey Loo (Asia) +65 973 00123 (WhatsApp) casey@apsmediagroup.com PRODUCTION PRODUCTION MANAGER James Ash james@gearingmediagroup.com

Mark Cort Hypnos

Suzanne Skinner Sussex Beds

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Darryl Simpson WJ Aldiss

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NEWS ? 7

Housing Units has appointed Martin Norris (ex-DFS, Furniture Village, Next) as its furniture buyer

Vogue Beds has entered administration, with CB Business Recovery appointed the administrator on 1st April. The family-owned bedmaker offered brands including Repose and the Hampton Bed Company, and says the decision was made “after exhaustive efforts to navigate the increasingly challenging economic climate the company has faced after Covid”

Furniture Outlet opened a new store on Stone Lake Retail Park in Charlton last month

HSL Chairs has appointed Ben Waters – previous operations director and third-generation owning family member – as CEO, following the departure of MD Vanessa Hodgson

Relyon Beds has appointed Jemma Frame (ex-FWG Sales and Millbrook Beds) as area sales manager (North)

Highgrove Beds has appointed Steaven Hodgson (ex-Harrison Spinks, Hilding Anders, Silentnight Group) as its new chief purchasing and innovation officer

The National Bed Federation is calling on the bed trade to support its May awareness campaign, May Be Time for a New Mattress, and is offering a free downloadable marketing toolkit

Sleepeezee has raised a further £30,000 for the British Heart Foundation (BHF)

READ MORE ONLINE AT WWW.FURNITURENEWS.NET

Feather & Black looks ahead Feather & Black, Dreams’ higher-end brand offering, is poised for a new chapter of growth driven by leadership changes and a further presence in Dreams stores. Dreams acquired Feather & Black in July 2020. The brand has since played an important part in Dreams’ diversification, and is set to play an even greater role in Dreams’ future, says the retailer, responding to customer demand for luxury bedroom furniture and bedding. Underscoring this ambition is the appointment of Sarah Morgan as Feather & Black’s GM, reporting directly to Dreams’ CEO Jonathan Hirst. Sarah brings commercial experience in merchandising, buying and brand development from across the fashion, furniture and homeware sectors. Her previous roles include commercial director for Pep&Co, commercial director for Wiggle and senior positions at Tesco and George at Asda. In her new role, Sarah will focus on Feather & Black’s in-store

experience and broader offering. Feather & Black is also expanding its physical presence with additional spaces in Dreams stores. On 4th April, Dreams opened the doors to its newest store in Altrincham, Greater Manchester (Sarah pictured centre), which features a 2300ft2 Feather & Black ‘shop in shop’. This will be followed by a second new 3200ft2 Feather & Black space in Dreams’ Bracknell store this spring. These openings will bring the total number of Feather & Black bricksand-mortar locations in the UK to 11.

PBT exceeded £1b in 2024, reports Next Next has published its results for the year ended January 2025. Full-price sales were up +5.8%, and total group sales (including subsidiaries) up +8.2%. The Next Group has reported a PBT of £1011m (up +10.1%). In retail (stores), full-price sales were down -1.1% YoY, and profit down -3.2%. UK online full-price sales were up +5.4% YoY, with profit (including lease interest) at £444m, up +8.0%. The average number of active customers in the year was 8.6 million, up +10% YoY. Subsequently, full-price sales in the first eight weeks of the year were ahead of expectations, and Next is upgrading its full-price sales guidance for H1 2026 to be +6.5% (from +3.5%). Group pre-tax profit guidance has been increased by £20m to £1066m, up +5.4%. In the year ahead, Next plans to open 10 stores, and re-site six to new locations. In addition, two

Home stores will be converted to fashion stores. “It is unusual for Next to begin a year on an optimistic note,” states the retailer, “yet that was our stance this time last year. It felt as though the company was entering a new era – the worst of the retail-to-online structural shift appeared to be behind us, the pandemic was well and truly over, and the cost of living crisis was abating. “That cautious optimism appears, now, to have been well founded – and the company went on to deliver growth in pre-tax EPS of more than +10%. We are as positive about the company today as we were then, albeit in an environment where the risks to the wider UK economy are growing.” The retailer adds that it is looking to enhance its sourcing capabilities from new and developing territories that are “closer to home”.

Support for manufacturers in Southern England Manufacturing leaders across Southern England are being urged to sign up to Made Smarter, the UK Government programme helping SMEs embrace digital technologies for growth. Registration is now open to access fully funded expert advice, leadership training, student interns and up to £20,000 technology grants to help them drive growth, productivity and sustainability. The programme is part of the Government’s commitment to improving productivity and driving the digital transformation of the manufacturing sector. With the successful launch in other English regions – including the North West, North East, Yorkshire and the Humber, the West Midlands and East Midlands – Made Smarter has already demonstrated how technology and digital skills can “revolutionise” manufacturing, and now

manufacturers in the South East, South West, East of England and London will now be “able to thrive in the digital age”, says Made Smarter. Brian Holliday, co-chair of the Made Smarter Commission, comments: “Made Smarter is a driving force for digital transformation in UK’s SME manufacturing. In the last six years the programme has empowered businesses to innovate, compete, and scale. This expansion clearly signals the Government’s commitment to the sector, driving competitiveness, sustainability, and productivity improvements for a robust industrial future.” The programme is open to SMEs with 250 employees or fewer and an annual turnover of £50m or less, who wish to overcome common challenges like productivity, decarbonisation and competition through the adoption of digital technologies.

8 NEWS

IKEA expands UK footprint with smaller stores IKEA is set to open three small stores in Chester, Harlow and Norwich this year as part of its plan “to be closer to where customers live, work, socialise and do their daily or weekly shopping”. The new stores will open on former Homebase sites in the Greyhound Retail Park in Chester, Harlow Retail Park in Harlow, and Hall Road Retail Park in Norwich. Peter Jelkeby, IKEA UK and Ireland CEO, says: “We know many people want to shop with IKEA, but in some instances we are just too far away. That’s why we are strategically expanding our UK footprint, with the aim of showing up in convenient, accessible locations for our customers. Centrally located in retail parks, our three new stores mark a major step forward in our expansion plan, making it easier than ever for customers in these areas to shop with us.”

Up to 5000 product lines will be on display, with 3000 available for immediate purchase and the full range discoverable through digital tools. Each store will offer customers complimentary personalised design support as well as click-and-collect services. The three new locations were announced ahead of the opening of IKEA’s store on Oxford Street this month, with the retailer set to open another city centre store in Brighton this year.

Furniture helps drive Dunelm’s growth in Q3 Dunelm reports that it enjoyed strong sales growth of +6.3% (to £462m) in Q3 (ended 29th March 2025), with broad-based growth across its homewares and furniture categories. “Our sales and volume growth was broad-based across our categories, and we saw a good start to our new spring/summer ranges, as well as a successful winter sale at the beginning of the period,” Dunelm explains. “Furniture categories again performed particularly well, as our extended ranges and bolder designs resonated with customers. Alongside this, we continued to grow our core textile-focused categories, from pillows to rugs, reflecting the ongoing work we are doing to elevate our products, offering quality at all price points.” The retailer explains that it has made progress with its strategic priorities. Product developments include the new Sophie Robinson collaboration, which offers “bolder, more colourful options, giving customers new ideas on how to create a maximalist look across their home” – while the relatively warm spring weather helped drive the performance of its Summer Living ranges, as customers prepared their gardens for summer.

In the quarter, Dunelm opened two new stores – a larger superstore in Merthyr Tydfil and a smaller superstore in Bracknell – and relocated its Peterborough superstore. It says it is on track with to open five new superstores in the full year (including one relocation). “We have also completed a freehold acquisition in Kingston upon Thames, a key target area of ‘white space’, which we expect to open as a Dunelm store in FY26,” it adds. “We are pleased that our own performance and that of the wider market has been stronger in Q3 than we saw in the first half, however it is too early to say whether or not we are seeing an improved trend. We are also mindful of increased levels of uncertainty and volatility in the current environment, and the known labour cost headwinds. We remain confident in our plans and the strategic progress we are making, and are on track to achieve our milestone of 10% market share in the medium term.” CEO Nick Wilkinson says: “We’ve had a good third quarter, with strong growth and further strategic progress. The Dunelm brand continues to attract a broad range of customers, offering outstanding value and quality, and we’re really pleased with how our new ranges are being received.”

New market leader in place at HTL UK HTL UK has appointed Chris Atkinson as its market leader for the UK and Ireland, succeeding the retiring Mark Flint. Chris, formerly HTL’s northern area manager, says he is “thrilled to be able to help drive growth for this global upholstery powerhouse in the UK market”. His promotion paves the way for Kristina Storrar to take on the role of northern area manager. “With this dynamic new leadership team in place, HTL UK is poised for an exciting period of innovation and expansion,” says the supplier.

Furniture Village has exchanged contracts on its largest store to date, in a prominent location adjacent to the M8 to the west of Glasgow

Gillies of Broughty Ferry MD Ian Philp has retired from the role after serving more than 25 years as MD. Former FD Tom Rodgers is to succeed him

Gallery Direct has officially integrated the Art Marketing business, after acquiring it last year, creating “a more streamlined and enhanced trading experience”

Vispring opened its new Milan showroom in the city’s design district during Milan Design Week, and has announced a comprehensive brand refresh

Aspire Furniture has signed a lease on a new 56,400ft2 facility at Copperworks 2 in Leeds, consolidating three existing warehouses into “a single, purpose-fit operation”

The British Furniture Association (BFA) has recruited Richard Naylor of consultant Hawksfield to provide sustainability support for its members

Sainsbury’s says it plans to bolster Argos’ Supplier Direct Fulfilment (SDF) model in categories including furniture

The Furniture Makers’ Company’s Big Shots clay pigeon shooting event will celebrate its 30th anniversary when it returns to Holland and Holland, Middlesex on 11th June READ MORE ONLINE AT WWW.FURNITURENEWS.NET

All Cort up? Last September, bedmaker Hypnos rounded out its senior leadership team with the appointment of Mark Cort as commercial director. Previously MD at Jay-Be – and a Bensons mainstay before that – Mark has brought both leadership and commercial focus to the bedmaker’s sales team, following a year of significant change and investment across the business. Having given Mark eight months to ‘bed in’ at Hypnos, Furniture News decided it was time for a catch-up …

INSIGHT 11

Hypnos’ factory team

How’s business in the current market? What factors are influencing demand for your beds? We’ve had a very strong start to 2025. Retail sales continue to outperform last year, both with our national and independent customers. It feels like we’ve maintained the momentum from before Christmas, and sales have remained buoyant. We’ve invested significantly with our retail partners over the last two years, with new ranges and greater digital and marketing support – and confidence in our brand remains high, due to our ongoing investment in all the right areas. We’ve also enjoyed some great projects with some beautiful international hotels, and March was particularly strong in order intake, both home and abroad. Eight months into the role, how are you settling in? I’m really enjoying it, and already feel very much part of the Hypnos family! I already knew many of the team and board ahead of joining, which certainly helped the settling in process, but we really do have great people across all key functions. We have a very strong and experienced commercial team, who have all made me feel very welcome – and, more importantly, have continued to bring in really strong sales numbers since I joined! My focus so far has been to spend time with the team on the road meeting as many of our customers as possible. It’s been great to have met so many already, and I’ve been really impressed with how our brand has been represented across the store portfolio.

Have there been any notable changes to the teams you’re working with? We have a really strong and experienced team, many of whom I already knew. I’ve taken the opportunity to align the UK retail team to our evolving customers needs, which includes the promotion of Michael Galloway to national training manager to support our UK retailers to enhance the retail brand experience with our partners. Also, a thank you from me and the Hypnos team to Gary Randall, who, after working with the team and our customers for several years, retired at Easter, and I know he will be greatly missed by all!

What are your principal duties at Hypnos as commercial director? I’m responsible for all retail and hospitality sales at Hypnos Beds – both in the UK and internationally. We have a great diversity of sales channels, which incorporates field teams in the UK as well as agents and licensee partners across the globe. I’m fortunate to oversee the commercial team and work with teams across the business who look after all of these exciting sales opportunities.

It may be too early to say, but how do you feel Hypnos differs from your previous appointments? It has really felt like a positive transition for me, and the one thing that has hit me is the power of the ‘Hypnos’ brand. We have a great team and many loyal customers and retailers who have trusted the quality of our fantastic brand over many years. We must continue to build on this for generations to come by developing our ranges further and providing an outstanding overall customer experience.

“One thing that has hit me is the power of the ‘Hypnos’ brand

››

12 INSIGHT recently transitioned to a new ERP “Quality relates Hypnos system. Are you seeing the benefits of this to durability and, personally? Since joining the company, I’ve only seen the benefits of all the teams’ efforts with this project. We’ve come in turn, less of a long way in the months I’ve been here and since we went live in May last year, evolving the system to be an impact on more interactive and powerful. We have access to far the environment better sales and product reporting, and this will only

improve, becoming more interactive and visual for our commercial teams to work with. Exciting times ahead! Has Hypnos’ online operation in general moved forward? Our sole focus with our website is lead generation for our partners. It is constantly improving, and we’ve worked hard to direct more consumers than ever into our retail partner networks. Our attitude to customer experience and consumer behaviour leads us to believe that people like to research and try a Hypnos first, therefore our online experience needs to be as inspirational as possible and is designed to deliver footfall to stores. As always, Hypnos has had a lot to celebrate of late. What have been the stand-out moments/ achievements for you? The Royal Warrant for me is the stand-out achievement – we’ve now retained this for over 95 years, which is an unbelievable accolade for Hypnos and the Keen family. Fittingly, I was at the top of a mountain in France when I heard the news just before Christmas, but it really does stand us at the ‘pinnacle’ of our trade, and it’s something we’re all very proud of. Now the hard (and fun) work begins with this appointment – all our marketing materials, assets, products and livery needs updating in line with the new King’s Warrant, and that will take place over the next year.

Can you share any insight into Hypnos’ overseas activities? We enjoy a very healthy relationship with our overseas partners – be they in retail or hospitality, the US, Europe, Middle East or further afield. I’m particularly proud of some of the stand-out hotel projects secured in the UAE, South Africa and Europe with our luxury hotel partner brands. We pride ourselves on having knowledgeable teams and partners across the globe that understand the market and added value from our brand, products and service proposition. In your commercial role, how easy is it to balance demand for growth against Hypnos’ sustainable imperatives? Quality relates to durability and, in turn, less of an impact on the environment. Our beds, whether they be sold through retailers or to hospitality customers, are made to last, made responsibly, and are recyclable. We can now deliver to our clients in a fleet of vehicles that have reduced our CO2 footprint by (we estimate) by at least two-thirds. As this was a key source of emissions, we’re all pleased to have tackled this head on, and we have more EVs to come. Our logistics team are also optimising how we can deliver to customers and also collect from suppliers to make journeys more efficient. Since arriving I was pleased to see that the team reduced our total CO2 footprint by -14.7% YoY, so I don’t have to balance it … it’s what Hypnos does naturally every day. What should we look out for next from Hypnos? Continued focus on our partners across the board. We’ll have more new products and concepts launching at the NBF show in September (which I can’t reveal just yet!), along with some further partnerships as our brand voice continues to strengthen throughout 2025 and 2026 – and of course the new marketing collateral around the Royal Warrant. www.hypnosbeds.com/uk

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14 INSIGHT

Odd squad What does The Odd Company do? The Odd Company specialises in bespoke luxury mattresses, bed bases, bedding, and headboards, crafted by hand in Yorkshire using traditional techniques and natural fillings. Every mattress is made to order and tailored precisely to the customer’s needs, with no restrictions on size or shape. Our aim is simple – to redefine the art of sleep through beautifully made, deeply personal sleep solutions.

Andrew Seed on the factory floor

From its factory in Elland in West Yorkshire, The Odd Company handcrafts beds and mattresses to bespoke specifications, selling D2C and putting a unique spin on everything from components to marketing. MD Andrew Seed tells us more …

“Whether it’s a round mattress, an angled corner, or a bed for an antique frame, we can make it

What sales channels do you operate through? We’re proudly a D2C business. Most of our sales happen via our website or over the phone, where we guide customers through the process to ensure they’re ordering the correct size and the best mattress for their needs. The bespoke nature of our products means that this kind of one-on-one service is essential. In recent years, we’ve also increased our presence within the interior design community, exhibiting at Decorex at London Olympia. It’s opened new doors and built relationships with designers who value our ability to create truly custom pieces from specific shapes and sizes to using clients’ own fabrics and unique headboard designs. We’ll be returning to Decorex this year, as the demand for customisation in interiors continues to grow.

The City Napper, a portable mattress designed to help commuters – and a novel April Fool’s Day gag

What brought you to this industry? The Odd Company was founded by my father, Neil, in the 1980s. His first business, Brass Knight, restored antique Victorian beds, which often came in unusual sizes. Customers needed matching, non-standard mattresses, and that’s how The Odd Mattress Company was born. In 2018, I took over the family business and rebranded to The Odd Company, to reflect the fact we now offer so much more – mattresses, bed bases, headboards and bedding, all bespoke and made to order.

What sets your product apart? Our core difference is in the detail. Everything we do is made to order, by hand, in our Yorkshire factory. Whether it’s a round mattress, an angled corner, or a bed for an antique frame, we can make it. That flexibility, combined with expert craftsmanship and traditional methods, is what makes us truly unique. We use only natural fillings like lambswool, cashmere and horsehair (never foam!), and every mattress is pocket sprung, hand-side stitched, and fully turnable. One craftsperson oversees each mattress from start to finish, ensuring total quality control. Please describe your typical customer … Our customers value quality, comfort and craftsmanship. They care about how things are made, prefer to support British manufacturers and independent, family-run businesses, and understand the long-term value of investing in a good night’s sleep. What’s your bestselling product? The Richmond 1350, a long-time favourite for over 30 years. It features deep cotton fillings on both sides and two rows of hand side-stitching for a luxurious feel and lasting support. How is your business adapting to today’s challenges? We’re committed to paying our team fairly. We’re a Living Wage employer and we’ve taken steps to reduce energy use, including installing LED lighting

and ensuring our factory is well insulated. We keep our supply chains short, working closely with local suppliers. And while consumer spending is shifting, we’ve found that the luxury end of the market remains resilient. We’re focusing on reaching the right customers and exploring export opportunities as we grow. How do you see the wider mattress ecommerce landscape evolving? Shoppers are more open than ever to buying mattresses online, especially when backed by a sleep guarantee. A good website can now act as a digital showroom that we can use video on to bring customers behind the scenes and showcase our craftsmanship. There’s a lot of consolidation in the market, but that creates space for brands like ours to stand out with a unique proposition. And with tools like AI, we’re exploring ways to help customers visualise our products in their homes. How would you describe your approach to marketing? We’re trying to bring some personality to our social media content to break up typical brand content that can feel quite stale. We lean into storytelling, using email and social media to share the craftsmanship,

people and process behind each product, not just the finished item – but with our Odd spin! We’ve also embraced more creative, guerrilla-style marketing around events like Decorex, helping us stand out in a crowded space. Digital PR continues to be a strong driver of awareness. Are you making progress in fulfilment or sustainability? Yes, sustainability is a major focus for us. We recycle all mattress and plastic waste, use energy-efficient lighting, and optimise delivery routes with our twoperson delivery teams, to minimise emissions. We also bale and recycle all surplus natural fillings. It’s about making considered choices at every step of the process. Annually, we also donate mattresses to a local sleep charity, Zarach. What’s in the pipeline? We’re expanding into natural sleep accessories with a new range of wool duvets, toppers and pillows, alongside a linen bedding collection. We’re also updating our fabric range to include locally sourced cotton and linen options, continuing to combine comfort, sustainability and style. www.oddmattress.co.uk

“We’re trying to bring some personality to our social media content

COVER STORY

16 INSIGHT

How Haskins embraced OMNIS Retail Was OMNIS worth the investment? Jade: Definitely. It’s been a really positive experience, and building the relationship between Haskins and Iconography was important to us. We saved time, it’s more efficient, it’s more effective, and we’re still moving forward. Every time we grow, we know OMNIS will keep up with us.

Jade in-store with Iconography director, Wayne Robbins

Iconography has provided Haskins Furniture with a cloud-based, end-to-end system handling all aspects of the retailer’s daily operations, from ecommerce to delivery scheduling, and everything in between. Furniture News asked Haskins’ Jade Farthing (MD) and Tiff Wiltshire (marketing director) to share their experience of moving away from a legacy furniture retail management system to Iconography’s OMNIS Retail …

What was the final trigger to move? Jade: Wanting to grow and change but lacking the support behind us to do that was a real frustration. Now it’s one system that constantly mirrors what is going on across the whole business, which is a massive positive. Are there any challenges you’re now able to overcome? Tiff: Managing stock is easier, it was very complicated before. OMNIS is perfect for me to find any cost prices and linked purchase orders I need.

Working with Iconography ahas been a “a really positive experience”, says Jade Farthing

“Wanting to grow and change but lacking the support behind us to do that was a real frustration

A lot of retailers have issues with integrations between systems – was that something you experienced? Jade: It was very clunky. It was two separate processes, we needed to ensure the prices were correct on both the showroom floor and on the website – that just takes time. Now it cannot be different because it’s one unified system.

throughout. They’ll sit on the sofa together and do all the pricing from the tablet. If the sale goes ahead, they can have a card machine on hand and take payment on the spot.

How has the team embraced OMNIS? Jade: It took us by surprise that they embraced it really quickly. We had one designated person who got on board quickly with it and could show other members of the team how it worked.

Do the team find it easy to keep track of stock levels? Tiff: They can clearly see in the PoS what stock we’ve got – whether that is reserved, on order or in the warehouse, they can allocate from there.

Can store staff be flexible when taking orders? Tiff: Yes! They take their tablet and card machine with them and don’t have to leave the customer’s side

How are staff finding the CRM? Tiff: It’s great for service issues, staff can easily see notes when they have a customer on the phone and advise on the status of the issue without hunting for the information. How do you find top-level reporting information? Jade: Previously, I had to take my laptop everywhere to see the data. Now, with a cloud system, anywhere I am, I can see what’s going on. If I’m visiting a supplier and need to know which model or fabric is selling well, I can easily look it up on my phone. What opportunities do you see for the future? Jade: The next phase is accessories. We’re looking forward to implementing the barcode system to scan small items for a very quick and easy sale. To watch the full interview and learn more about OMNIS Retail, visit Iconography’s website – and visit the company’s stand at this month’s Spring Furniture & Bed Show. www.iconography.co.uk/haskins-omnis-interview

Effective & efficient omnichannel retailing Competitive cost, comprehensive capability + Enterprise eCommerce + Point of Sale + Retail Management + Warehousing + Purchase Ordering + CRM + PIM

by Visit iconography.co.uk/omnis

See us at the Minerva Spring Show, Stand 17

18 INSIGHT THE MIND OF THE BUYER

THE MIND OF THE BUYER

Suzanne Skinner, Sussex Beds What does it take to be a furniture buyer? In this new regular feature, Furniture News explores the psychology and methodology of buying, and the attitudes and mindsets behind it, with insights from some of the industry’s top professionals. This month, Sue Skinner, product and buying director at Sussex Beds – the family business she joined in 1995, occupying the buyer role since 2015 – offers her take …

How did you become a buyer? I originally worked on the shop floor in sales, and loved talking to customers and understanding their needs and how a customer buys. I then worked my way up to buying by doing various other roles, but this role suited my strengths, and I love it! What are the key qualities the role demands? Products that sell are one of the most important things. However, we must ensure that the suppliers are supportive and that each product is of a quality that we are confident in selling. We must also have a strategy and plan of direction for the different product areas. How do you keep on top of sales/demand trends? Our new IT system gives us endless opportunities for different numbers, which is so valuable to help keep up with demand and trends within our business. Also, visiting trade shows and contacting current and new suppliers to learn about new things coming through – and looking at our competitors, magazines and things like Pinterest and other social media also offer insight into the latest trends. Outline a typical day’s work … Looking at my KPIs (product performance and product issues), and making sure our team in both sales and distribution are happy with the products we are selling. How has buying changed since you started out? It used to be mainly ordering bulk stock, but now most items within the company are made to order. Because of this, there’s a lot more planning and strategy behind each product. What was your most successful purchase? For our business model, it would be white label/own branding. This has been so successful for us. … and your biggest flop? Taking a gamble with suppliers that have not supported us and made promises that they have not followed through on. It was a big investment, and sadly, we have been let down.

“Tracking what’s selling, what isn’t, and why How much do personal feelings influence your decisions? Staying professional is important, and I must not let my emotions and personal feelings influence my decisions. It’s very hard though – I have to listen to the team and get views from others, they’re on the shop floor and hear what our customers are looking for. We have a product committee, which is a group of our sales team that helps gather information to help with this. How do you balance working with existing partners and new opportunities? We love looking at any new opportunities or new directions. It’s important to keep an eye on what’s happening in our industry. However, it’s also important to work with and support our existing partners. We look at them as if they are part of our team and family. Saying that, it is disappointing when you don’t feel that reciprocated, and that can lead to difficult conversations, but it is necessary for us to move forward. What’s the most satisfying part of the job? I love seeing new products on sale and hearing feedback from the team that they love the new products. It’s a great feeling! What’s the biggest misconception people have about furniture buyers? Furniture buyers must understand market trends, customer behaviour, pricing strategies, and logistics. They’re tracking what’s selling, what isn’t, and why. What would you say to anyone considering a career in buying? You get to meet lots of interesting people from all different backgrounds, and you get to visit some great places in the UK and abroad. www.sussexbeds.co.uk

“Staying professional is important, and I must not let my emotions and personal feelings influence my decisions

MANUFACTURERS AND WHOLESALERS OF QUALITY FRAMED MIRRORS Tel: 020 8804 0392 Email: sales@britanniamirrorsltd.co.uk

www.britanniamirrorsltd.co.uk Britannia Mirrors Ltd Unit 5, 87 Lockfield Avenue, Enfield, Middlesex EN3 7PY

20 INSIGHT GETTING PERSONAL

GETTING PERSONAL

Darryl Simpson Darryl is the MD of retailer WJ Aldiss, which operates two regional furniture and furnishing stores in Norfolk. He has been in and around the furniture business for 38 years, starting out aged 17 on the furniture floor at Oldrids of Boston, before progressing into merchandise management and store management, and being appointed to the board position of merchandise director at the age of 29. In 2013, Darryl was recruited to join WJ Aldiss as commercial director, and was appointed MD in 2016. Today, he is also the chairman of buying group Associated Independent Stores (AIS).

How might a child describe what you do? My children know I’m a ‘shopkeeper’. What’s the biggest long-term challenge you face? Attracting and retaining talent. If you had 10 x your working budget, what would you spend it on? I’d start with a new warehouse – operating efficiencies are key to future profitability. What would be the title of your autobiography? ‘The Secret of Planning Spontaneity’, or ‘I Haven’t Finished Yet!’ What does ‘work/life balance’ mean to you? I feel retailing is like farming – it’s not a job, it’s a way of life, a vocation. Who’s been your most influential professional mentor? I have been fortunate to have worked with some very special people: My dad (not a retailer, but a trader); Adrian Isaac, from Oldrids (Downtown) who gave me my first job in store retail and was the most committed enthusiast you could ever meet; his cousin Garth,

a true old-school merchant and my predecessor here at Aldiss; and Paul Clifford, who has a business intelligence I’m still trying to emulate. What advice would you give your younger self? Spend a month saying “yes” to everything. What’s been your best day in business to date? One of the best feelings was reopening the stores after lockdown. What’s the biggest myth about our industry? Sale ends Monday. What should everyone in our industry either stop or start doing? Stop asking, “How’s trade?” as you will either get an untruthful answer, or one you won’t find useful. Where do you see the industry going in the next 5-10 years? Fewer stores, fewer suppliers, but stronger B2B relationships. www.aldiss.com www.aistores.co.uk

“Stop asking, “How’s trade?” as you will either get an untruthful answer, or one you won’t find useful

“HALF A YEAR’S TURNOVER IN 3 WEEKS!”

“IT WAS JUST FANTASTIC!

LOCATION, LOCATION, LOCATION!

We hit the top of the target range with a good half a year’s turnover in just three weeks and, it’s still going strong after the event! We are very happy! Your Event Manager was extremely good. What a man. An incredible worker and the nicest guy – he made a great contribution to the outcome.

From Manchester to Long Eaton, June’s Furniture News will cover a host of UK buying opportunities, while celebrating the great outdoors!

I can recommend Greenwood Retail – you can let any retailer have my phone number and I’ll tell them how good Greenwood are and what a difference they make. Absolutely worth it.”

Take a look at the issue’s special features: Manchester Furniture Show – our big preview of the summer’s main event! INDX Beds – a look back at AIS’ April showcase

Austin O’Malley, M.D., Austin O’Malley’s Furniture & Carpets, Westport, Ireland.

Outdoor furniture – fresh new ranges for outdoor spaces Eco conscious – the latest in industry sustainability, processes and products

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Plus, as always, there’s the latest in Living, Dining, Bedroom and Trade services.

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BASED IN LONG EATON? June’s issue will be accompanied by an exclusive supplement dedicated to the inspiring showrooms, manufacturing capabilities and buying opportunities to be found in the UK Centre of Quality Upholstery Manufacture.

NOW BOOKING 2026 CALL TODAY - 07771 700247

If you’re there, you need to be part of this publication!

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Alpha Designs Upholstery steps up

How Sci-Net is taking Designer Sofas to new heights

TIME TO DINE FURNITURE COMPONENT EXPO TRADE SERVICES | AI OUTDOOR | NEW IN UPHOLSTERY

Think Rugs – for every home

AGE OF ICONSABOVE AND BEYOND

Enter Carpe Diem Beds’ new era of sleep

World Furniture’s wholesaling milestone

Dream big with Carpe Diem Beds

MAN MEETS MACHINE MANCHESTER FURNITURE SHOW How AI is changing the furniture industry SPRING FURNITURE & BED SHOW Calling out inappropriate behaviour LONG POINT | ECO-CONSCIOUS

DINING | TRADE SERVICES Retailers respond to consumer research findings

LONG POINT | AUTUMN FURNITURE SHOW What’s next for MattressNextDay RETAIL TECHNOLOGY | BEDROOM beds in at Westfield White City DININGEmma | TRADE SERVICES

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| INDX JANUARYFurniture FURNITURE FURNITURE Sales SHOW Solutions in action

SPRING FAIR | TREND FORECAST 2025-26 Dreams goes for Olympic gold

BEDROOM | LIVING | DINING | TRADE SERVICES

25/06/2024 14:06

British brands in harmony with Hypnos

BED INDUSTRY AWARDS PILLOW FLIGHT

100% Comfort lifts off BED SHOW | LONG POINT

THE FURNITURE AWARDS INTO INDUSTRY SPRING FAIR | BEDROOM | TRADE SERVICES Welcoming the next generation LIVING | AFTERSALES, CARE & REPAIR How Suns makes outdoor living shine

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EMBRACING EQUITY Leading industry women share their stories

PROFIT GENERATION Are you engaging with younger shoppers?

JANUARY FURNITURE SHOW The inside scoop on product placement SPRING FAIR | LIVING | DINING M.A. Living talks industry and investment BEDROOM | TRADE SERVICES

Forecasting the trends of 2024/25 60 for 60 – spotting the industry’s rising stars

Celebrating the brightest in beds

LIVING | TRADE SERVICES ethnic diversity Exploring the industry’s

Reimagining retail with Kate Hardcastle 23/08/2024 16:14

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STRENGTH IN UNITY JANUARY FURNITURE SHOW

DUX IN A ROW Inviting retailers to a premium party

FUTURE SHOCK BED SHOW MANCHESTER FURNITURE SHOW How| might the industry look in 2034?

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#412 January 2024 www.furniturenews.net

BEST OF Defining BRITISH Decor

SCI’S THE LIMIT

INDX BEDS & BEDROOM

#414 March 2024 www.furniturenews.net

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23 – 24 SEPTEMBER 2025 TELFORD

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

• Voted ‘Best Furniture Exhibition’ 2024

• Prime networking opportunities

• Supplier Zone

• Gala Dinner and Awards Ceremony with VIP host

• FREE parking • FREE lunch vouchers for visitors

www.bedshow.co.uk @thebedfed | #BedShow2025

INSIGHT 23

Comfort with character Meet Whitemeadow’s new icons

Elton

Whitemeadow stands proud as one of the UK’s leading upholstery manufacturers, with a reputation built on three steady decades of craftsmanship, innovation and commercial design. In this special feature, the sofamaker reveals some of the new models that reflect its mastery of the craft – and promise to appeal to a broader audience than ever before …

››

24 INSIGHT

With four sites located in the heart of Nottinghamshire, Whitemeadow has become synonymous with reliable British manufacturing, producing thoughtfully designed, handcrafted sofas that blend comfort, durability and style. Its in-house team of skilled designers and developers work collaboratively to deliver commercial, modern collections that meet the evolving tastes of today’s consumers. From bespoke projects to largescale retail partnerships, Whitemeadow combines grounded values with forward-thinking creativity, making it a trusted name for retailers across the UK.

Elton

Design diversity Whitemeadow set out to showcase its versatility in both design and manufacturing at this year’s January Furniture Show, where its latest launches demonstrated the breadth of its creative and production capabilities. From sophisticated scroll arms that nod to classic elegance, to sleek, contemporary silhouettes that capture modern minimalism, the latest collection offers something for every taste and interior style, explains Whitemeadow’s sales and marketing director, Daniel Oscroft: “We’ve worked hard to reflect our ability to cater to a diverse audience of customers – from traditionalists seeking timeless comfort, to the trendconscious seeking the latest look in design-led living. “We’ve carefully considered the details, introduced new fabrics and pushed the boundaries wherever

Elton

“A perfect balance between comfort and character

possible, while still offering great product with commercial appeal. Our adaptable approach enables us to respond quickly to emerging trends while maintaining the reliability and craftsmanship that Whitemeadow is known for.” Each new range brings its own personality and market appeal to the spotlight, but there are some stand-out newcomers that truly deserve recognition …

George

Elton

“Designed with both practicality and personality in mind, Elton continues to resonate with customers looking for a stylish, yet accessible, sofa range.”

›› George

Elton “It’s always exciting for us when a new hero is born,” says Daniel, “and there’s no doubt our Elton range has earned its place in the spotlight.” Since its launch, Elton has quickly secured its place as one of Whitemeadow’s top five bestselling collections, and it is not hard to see why. “With its recent recover and thoughtfully developed range extensions, Elton now offers even greater versatility,” Daniel continues. “A new foam interior has been widely welcomed to present a well-priced option, whilst the neutral cover story in a soft-handle weave is easy to love. “We’ve designed Elton with today’s customer in mind, intending to offer an ideal choice for a wide variety of modern living spaces. Its neat, quirky and plump aesthetic strikes a perfect balance between comfort and character, while its soft, forgiving proportions lend themselves beautifully to contemporary environments such as new-build homes, city apartments, and open-plan kitchendiners.

George Offering a completely different look for a different customer, the George range made its impressive debut at the January Furniture Show, and this muchloved model is quickly gaining traction, says Daniel, “thanks to its effortlessly relaxed aesthetic and thoughtful alignment with the rising coastal trend we’ve spotted within the interior landscape”. Featuring a generously proportioned pillow-back design and contrast piping, George brings a fresh, loungy feel that promises comfort while still delivering on style. “Its laid-back charm and sink-in sit make it the perfect choice for customers seeking a casual yet intentional look,” says Daniel. “It’s ideal for light-filled spaces, seaside-inspired schemes, or anyone drawn to a relaxing palette within the home.”

“The perfect choice for customers seeking a casual yet intentional look

26 INSIGHT

Paisley

“A nod to the charm of traditional British upholstery, brought into the modern era A year to remember accreditation. “This is a highly important certification within our industry, and we’re the only UK manufacturer to receive this accreditation,” says Daniel proudly. The sofamaker has been awarded the following certificates: ISO 9001 - Quality Management, which ensures that Whitemeadow achieves consistent levels of quality; ISO 14001 - Environmental Management, which ensures Whitemeadow provides a framework upon which it minimises its environmental impacts; and ISO 45001 - Occupational Health & Safety, which ensures that Whitemeadow meets the requirements for the management of health and safety, minimising incidents and accidents. “There are so many intricacies that go into creating a safe, responsible environment to develop consistent, quality products,” Daniel explains. “Our ISO accreditation offers a badge of trust that shows our efforts towards maintaining high standards when it comes to our systems and processes. “By holding ourselves accountable to this standard, we’re helping to maintain our efficiency, minimise risks, and deliver great products.”

Paisley

During the past year, Whitemeadow has celebrated some impressive milestones, of which the team is rightly proud, explains Daniel: “Our 30th anniversary saw us host a summer party with our valued employees, who we recognise contribute massively to where we are today. From those who are just beginning their journey with us, to those who have been with us from the start, we marked the occasion together as one team. “Our fun get-together was hosted last summer on our home turf at the Whitemeadow Orchard Way site, with great food, fun games, live music and a lovely early Friday finish for everyone.” The business also achieved an Investors In People accreditation during the past year. “The survey, conducted within the organisation, held a focus on staff retention, as we set out to learn about what we do well, and what we could do better,” says Daniel. “We’re proud to say that not only have we received our accreditation, which reflects a positive attitude within our workforce, but we also have a clear pathway for future improvements suggested by our people.” Another major recent achievement for Whitemeadow was passing its ISO

Paisley “Paisley has been a pleasant surprise within our latest line-up, with customer uptake exceeding expectations and reaffirming a trend insight we suspected,” says Daniel. “There’s certainly a strong (and growing) appetite for more traditional upholstery styles, but reimagined with fresh fabric stories for today’s customer. With its elegant bandage arm detail and refined silhouette, Paisley brings a timeless charm to our collection, offering a more classic aesthetic that still feels relevant in today’s market.” Jack Duffell, Whitemeadow’s head of design, adds: “The Paisley was born as a nod to the charm of traditional British upholstery, brought into the modern era. It is quiet and elegant in its styling, with generous proportions, deep seats and classic scroll arms that subtly reference tradition without feeling ‘old-fashioned’. “The silhouette was designed alongside a considered fabric story, that built upon interesting layers of texture and detail. We wanted to help the Paisley feel familiar but fresh, creating a look of comfort and quiet sophistication.”

While Whitemeadow has long been recognised for its modern, loungy sits, Paisley showcases the manufacturer’s ability to deliver traditional design with equal finesse and authenticity. “Its success has broadened the perception of what we can offer, and confirmed that our craftsmanship and design expertise extend well beyond contemporary styles,” explains Daniel. “Paisley marks an exciting step forward in our journey, and it’s certainly a space we intend to explore further following its positive reception.” New horizons “At Whitemeadow, our strength lies in the breadth of our range, the flexibility of our manufacturing, and the depth of our fabric options – all of which allow us to create upholstery that adapts to a wide variety of tastes, spaces and customer preferences,” Daniel explains. “Whether it’s contemporary, relaxed, or classic, our collections offer something for every interior, backed by 30 years of manufacturing expertise. “We’re genuinely pleased with how positively our new ranges have been received, and we’re feeling optimistic about what lies ahead. With momentum building and valuable insights gained, we’re gearing up for a meaningful in-house show this September. “Here’s to a strong and successful year for our retail partners – we’re excited to continue the journey together,” concludes Daniel.

On the pulse Whitemeadow’s new models are clearly hitting the right note with retailers and consumers alike, but what is driving demand for new styles in upholstery, and how does the manufacturer respond to fresh insights? “We conduct extensive research, not only into current and upcoming interior trends, but into consumer insights too,” explains Daniel. “We’ve recognised a drive for product that caters towards multifunctional living, offering customers product with customisable elements that works harder for them. “For example, modular styles are proving popular, as the customer can adapt the product to suit their everchanging needs. From an everyday family-friendly corner group to creating a cinema seating space for movie-night hosting with friends, modular ranges offer great adaptability. This trend has also led us to develop new product with modular, glass-topped tables, with our Niko range displaying a positive uptake. “Today, life is dynamic and fast paced, and there’s a demand for product that

offers more than one solution. “Conversely,” he continues, “we place huge value on the insights and feedback we receive from our trusted retail partners. “With their ear to the ground, they offer a vital perspective on what’s resonating with customers in real time, as well as what might be missing from their current offering. “Their day-to-day interactions with shoppers provide us with invaluable information – from emerging preferences in style, comfort and functionality, to gaps in the market that could inspire future product development. Whether it’s requests for more compact designs for urban homes, or traditional shapes that never go out of style, our retailers’ knowledge plays a crucial role in informing smart, relevant innovations across our collections. “We’re pleased to say we’re already beginning to develop some newness off the back of some brilliant feedback, and we can’t wait to show our retail partners,” Daniel concludes.

Paisley

www.whitemeadow.com

“Whether it’s contemporary, relaxed, or classic, our collections offer something for every interior

By R o ya l A pp oi n tmen t Established in 1904 and proud Royal Warrant Holders for over 95 years Carbon Neutral | Inspired by Nature | 100% Recyclable | hypnosbeds.com

30 EVENTS

CIFF Guangzhou sets new records The 55th CIFF Guangzhou concluded on 31st March, reaffirming the event’s position as one of the world’s foremost furniture exhibitions (and certainly its largest) …

“This exceptional success highlights CIFF Guangzhou’s pivotal role

This edition set new records, achieving concurrent growth in exhibitor participation, visitor numbers and international engagement. Spanning 850,000m2, the fair hosted over 4900 domestic and foreign exhibitors, a new record high, showcasing their latest innovations to a reported 363,825 professional visitors from 187 countries and regions. Notably, the number of overseas attendees reached 56,794, marking a +10.91% YoY increase and setting a new benchmark for CIFF’s international presence. “This exceptional success highlights CIFF Guangzhou’s pivotal role in stabilising foreign trade and boosting market demand, while also driving high-quality development, industrial optimisation and sustainable innovation within the furniture sector,” states the fair’s organiser. Divided into two phases, CIFF Guangzhou again provided a comprehensive overview of the entire supply chain, featuring Home Furniture, Office & Commercial Space, and CIFM/interzum guangzhou. Under the theme ‘Navigation’, the Home Furniture event showcased everything from creative home

aesthetics and high-end interior decorations to intelligent sleep technology and refined outdoor living. “Reflecting a strong industry shift toward sustainability, smart home integration, and personalised design solutions, the trendsetting exhibition played an essential role in shaping the future of home environments,” states the organiser. CIFF Guangzhou also further strengthened its reputation as a cultural and creative hub, featuring 12 curated design exhibitions and over 100 forums. Among the highlights were the Contemporary Design Fair, CD Awards, World Design Summit, China-Europe Summit of Interiors Designers Associations, and the China Asean Furniture Leadership Conference. “This year’s edition was not just an event, but a catalyst for progress, setting the stage for a more connected, sustainable, and design-forward future,” the organiser concludes. “Looking ahead to 2026, CIFF Guangzhou will continue to evolve, anticipating the needs of a rapidly changing market and redefining the possibilities of furniture and interior design. With new ideas, fresh collaborations and groundbreaking solutions on the horizon, it remains a driving force in shaping the future of the industry.” The 57th CIFF Guangzhou will take place from 18th-21st and 28th-31st March 2026. www.ciff-gz.com

Largest Furniture Show for the Middle East & Africa

Visit Explore

32 EVENTS

I Saloni reaffirms its global relevance This year’s Salone del Mobile – which took place last month against a backdrop of market turbulence – attracted 302,548 visitors, a figure in line with 2023’s edition (which also incorporated the biennial Euroluce exhibition). Present were 2103 exhibitors from 37 countries.

Visitors from outside Italy accounted for 68% of the attendees – the highest-ever percentage of foreign professionals present, representing 151 countries. China ranked first for country of origin, evidencing a slight drop compared to 2023. This was balanced out by the overall stability in European visitor numbers, says the fair organiser. Germany took second place, followed by Spain and Poland. The UK ranked 12th, accounting for 1.7% of the international visitors. In the aftermath of the announcement of the US tariffs, the 2025 edition reflected opportunities from new business geographies – 350 major investors, buyers, retailers, contractors and media from 50 countries with 27 delegations from Asia and the

“A beacon in a 2025 riddled with global challenges

Gulf countries attended the trade fair, thanks to the support of the Italian Trade Agency. Key markets driving the change of demand include the UAE, which doubled its attendance at Fiera Milano, and Saudi Arabia, while Japanese attendance rose from 20th to 13th place. The number of students visiting was in line with 2024 and sharply up on 2023. On top of these were the 39,000 visitors to SaloneSatellite, which comprised 700 participants from 37 countries. As the fair drew to a close, Maria Porro, president of the Salone del Mobile.Milano, said: “The 63rd edition of the Salone del Mobile was a beacon in a 2025 riddled with global challenges – it demonstrated strength and shared vision. “The around 302,548 presences were testament to the centrality of the event in creating connections between over 2100 exhibitors from 37 countries and a community that has chosen Milan. The sector demonstrated yet again that quality and innovation in process and product are key ingredients in an increasingly challenging international competition. “In line with expectations, Euroluce redefined the future of lighting design, creating a boost in competitivity between cutting-edge Italian companies – with over 80% of total turnover generated from abroad – and 45% of foreign companies, leading the sector. “SaloneSatellite celebrated 700 emerging talents, opening up new reflections on the possible interactions between craftsmanship and industrial design. The Cultural Programme also hit the mark, creating new cultural bridges. “Over the last few days we have tried to build new lines of thought, together with some of the most visionary protagonists of the contemporary. Now we look forward to 2026 with determination – new, great challenges await us next year. Our promise is to work on an even more inclusive format, with a focus on SMEs and on emerging markets. We will do this hand-in-hand with the industry, with the aim of turning difficulties into opportunities.” www.salonemilano.it/en

34 EVENTS

Return to the home of summer sourcing This July, the UK’s second-largest furniture trade event returns with renewed energy, a sense of community, and an essential opportunity to source, connect and grow, says Clarion Events, as the Manchester Furniture Show (MFS) arrives at Manchester Central on from 6–7th July, once again setting out its stall as the furniture industry’s home for summer sourcing …

“Where relationships are built, orders are placed, and ideas come to life

With more than 120 furniture and interior brands under one roof, and over 4000 visitors expected, MFS offers a strong mid-year platform for professionals looking to discover seasonal collections, product launches and industry insights – all in a relaxed environment. “This isn’t just another trade fair,” says Clarion. “MFS is where relationships are built, orders are placed, and ideas come to life.” Attendees can look forward to bold product showcases from established names including LaZ-Boy, Bluebone, Alpha Designs, Taylors Creative Living, Buoyant Upholstery, At The Helm, Premier Housewares, and many more. The curated mix covers everything from living room and bedroom furniture to lighting, rugs, home office, lifestyle pieces, and decorative accessories, offering real value to buyers preparing for Q4 and beyond.

One of the show’s greatest strengths is its accessibility and welcoming atmosphere. Located in the heart of Manchester, MFS attracts independent retailers, department stores, interior designers and contract buyers from across the UK – particularly the North, Ireland and Scotland. With 86% of buyers placing orders in the second half of the year, according to Clarion data, MFS is firmly positioned as a commercial catalyst for summer sourcing. “MFS is more than just business,” Clarion continues. “It’s also the industry’s most sociable show, featuring networking events, a central Spritz Bar, and the highly anticipated Summer Party on the evening of 6th July. These moments are designed to bring the sector together to reconnect, refresh, and recharge.” A key highlight for 2025 is the return of the Women in Furniture Network (WIFN), with a panel discussion on 7th July. Led by Zoë Bonser, portfolio director at Clarion Events, and featuring high-profile voices from across the trade – including Kellie Wyles (DFS), Nicola Furlong (Ashley Manor and Alexander & James), Jan Duckworth (Cox & Cox), and Fara Butt (Shire Beds) – the session will explore this year’s IWD theme, ‘Accelerate Action’, and aims to drive meaningful conversations around leadership, inclusion and innovation (see boxout). “WIFN’s presence underlines MFS’ commitment to championing diversity and empowering professionals at every stage of their careers,” states Clarion. “For exhibitors, MFS offers unbeatable commercial value. The show continues to attract high-quality, repeat buyers with significant spending power. It’s a cost-effective way to connect with hard-to-reach retailers and launch new products in a setting that blends legacy with opportunity,” the show organiser concludes. “Whether you’re a buyer looking to refresh your range or a brand seeking new connections, MFS 2025 is the must-attend event this summer. Register now at thefurnitureshows.com.” www.thefurnitureshows.com

Accelerate Action with WIFN at MFS The Women in Furniture Network (WIFN) is set to host an inspiring panel discussion on 7th July at the Manchester Furniture Show, once again bringing together some of the most respected voices in the furniture and interiors industries. Leading the conversation is Zoë Bonser, portfolio director at Clarion Events, who has spent over 20 years shaping some of the UK’s biggest retail trade shows, including

the January Furniture Show, Manchester Furniture Show, Home & Gift, and Top Drawer. A passionate advocate for women in the industry, Zoë has been instrumental in launching WIFN, creating a platform that champions visibility, connection, and opportunity for women in the sector. Attendees can expect an engaging and lively discussion covering leadership, challenges in the industry, and what is

next for the furniture and interiors market. This panel will also explore the recent International Women’s Day theme, Accelerate Action – diving into how the industry can drive meaningful change, break down barriers, and create a more inclusive and dynamic future for women. “Don’t miss this chance to hear from some of the most inspiring women in the industry,” says Clarion.

Kellie Wyles

Head of upholstery and brands, DFS Kellie drives DFS’ brand collaborations, working with well-known names including Joules, French Connection and Country Living. Her creative approach to licensing helped boost DFS’ sales by +35% last year.

Nic Furlong

MD, Ashley Manor Upholstery and Alexander & James Having spent over 30 years in the industry, Nic brings a wealth of experience, blending traditional craftsmanship with modern technology to create stylish, high-quality furniture for high-street retailers.

Fara Butt

Director, Shire Beds, and chair of the West Yorkshire Manufacturing Advisory Board Fara is a well-known leader in manufacturing and marketing, named Yorkshire Choice’s Business Woman of the Year. She brings valuable expertise in business strategy, education, and industry development.

Jan Duckworth

MD, Cox & Cox With a career spanning retail, fashion and interiors, Jan has a sharp eye for trends and a deep understanding of what makes customers connect with a brand. Since stepping into her role at Cox & Cox, she has focused on refining the customer experience, curating distinctive collections, and driving innovation to keep the brand at the forefront of the premium homeware market. Her leadership is helping shape a fresh, customer-first approach in the industry.

“Don’t miss this chance to hear from some of the most inspiring women in the industry

36 EVENTS

INDX FURNITURE

www.indxshows.co.uk/shows/ furniture

INDX Furniture returns to Cranmore Park on 27-28th August (with the first show day reserved for AIS members). Market-led, and driven by insight and innovation, INDX Furniture is committed to meeting the diverse needs of today’s furniture stockists. Bringing together an engaging product mix across categories including upholstery, living and dining

room, visitors can look forward to exploring “a stellar exhibitor line-up”, says show organiser Associated Independent Stores (AIS). “Build your network, unlock exclusive deals to drive sales, and get direct access to the best brands in the business.” Register for a free ticket via the above web address.

I r e l a n d ’ s P r e m i e r

F u r n i t u r e

H o m e w a r e s

S h o w

2 4 t h

A u g u s t

2 6 t h

& 2 0 2 5

Visit our website to find out more www.ifhs-tradeshow.ie

38 EVENTS FURNITURE COMPONENT EXPO

Celebrating innovation and insight The Furniture Component Expo 2025, hosted by the British Furniture Association (BFA), took place on 19-20th March at the Telford International Centre, bringing together manufacturers, suppliers and industry leaders in the furniture sector to explore innovations, network, and gain critical insights into the industry’s future …

“A must-attend event for anyone involved in furniture manufacturing

Building on the success of its inaugural edition in 2024, this year’s expo proved an even greater triumph, reports the BFA, with expanded offerings and a robust seminar programme that addressed pressing issues in furniture manufacturing. “The expo is a one-stop-shop for furniture manufacturers, enabling them to review, network, and purchase products across the entire supply chain,” states the BFA. The event featured over 70 exhibitors showcasing machinery, components, software, fabrics and timber, and also provided attendees with access to exclusive seminars led by industry experts, fostering meaningful discussions about challenges and opportunities in the sector. Visitors praised the expo for its value in facilitating face-to-face interactions. Sarah Osborn of Sarah Osborn Upholstery noted: “As a result of meeting a sewing machine supplier I have now purchased a machine from them, which I wouldn’t have done were it not for the show.” Kingcome Sofas, meanwhile, emphasised the importance of physical demonstrations, stating “Seeing examples in person really is quite valuable” – while Craftwork Upholstery also benefited from the event, reporting: “Got a few new suppliers at better prices.” These testimonials highlight how the expo bridged gaps often left by online-only interactions, says the BFA. Exhibitors shared similarly positive feedback about their experiences. Ben and Paul Falkingham of PCD Tooling Solutions remarked: “We have made some good contacts, and hope to develop some good business relationships, and we have pencilled in the calendar for next year.” Dean Bradley, sales director at Glazpart, called it “the event to be at if you are involved in the design and manufacture of furniture in the UK” – while Chris Green from Plasfoils praised its comprehensive approach: “A very good show, covering all aspects

of the furniture industry rather than focusing on one specific area. We look forward to reattending next year.” BFA members enjoyed special privileges at Club BFA, a dedicated lounge offering refreshments and networking opportunities in a relaxed setting. This perk underscored the association’s commitment to supporting its members while facilitating connections among industry professionals. Engage and develop The seminar programme was a popular feature of the expo, addressing critical topics that are shaping the future of furniture manufacturing. Some of the most impactful sessions included: Unraveling EU Policy & Regulations, in which experts delved into sustainable product design, labelling requirements, and digital passports for furniture products, providing on provided clarity on compliance with evolving EU regulations, enabling manufacturers to better navigate policy changes; Made Smarter: Technology Solutions for Major Industry Challenges, led by Will Kinghorn from Made Smarter, and highlighting five major issues facing furniture manufacturers while demonstrating how technology can address these challenges effectively; Future Trends in ESG (Environmental, Social, Governance), which examined how ESG principles are influencing business practices in furniture manufacturing – attendees learned about strategies for integrating sustainability into their operations while maintaining profitability; Intellectual Property Protection – a vital topic for manufacturers looking to safeguard their innovations and designs against infringement, the seminar offered practical advice on navigating IP laws; and Health Guidance in Manufacturing, a session which focused on improving workplace safety and ergonomics in manufacturing environments, ensuring employee wellbeing while boosting productivity. Additionally, attendees enjoyed a live recording of the Sit On This! podcast hosted by Vicky Grubb and Ray Clarke, which featured lively discussions about upholstery trends and challenges in modern manufacturing.

Planetmark’s James Shorey discussed sustainable manufacturing

Products and people Many exhibitors showcased cutting-edge products and services designed to enhance efficiency and sustainability in furniture production. Highlights included: Peak Converters, which debuted its fully recyclable sprung-sofa cushion, PeakPocket, catering to eco-conscious manufacturers; Erdem Fabrics, which introduced flame-retardant velvet collections that combine safety with luxury; and Spinks, which celebrated its 100th patent for a new coil design that enhances comfort in bedding and seating applications. These innovations demonstrated the industry’s commitment to sustainability and technological advancement. Networking was another key benefit of attending. Delegates had ample opportunities to connect with suppliers and industry peers face to face. The central location and focused nature of the event allowed attendees to engage in meaningful discussions about ongoing projects while exploring potential collaborations, says the BFA, with many exhibitors reporting significant foot traffic at their booths, and some describing the atmosphere as “electric” due to vibrant interactions. Competitions such as Jet Press’ distance estimation challenge added a fun element while promoting brand awareness. CPS Group’s Great Label Count Challenge offered prizes that incentivised participation, and The Insert Company hosted raffles

with Amazon vouchers as rewards. These activities helped foster informal connections among attendees while showcasing exhibitors’ offerings. As part of the expo’s agenda, the BFA also hosted its annual Future of Furniture Awards ceremony. These awards celebrate businesses and projects, focusing on sustainability and education in the sector, with judges including Amanda Moore from Achieve & Partners, and Tom Malkin from Planet Mark. The winners were recognised for their innovative contributions to training programmes and environmentally friendly practices – see overleaf for more. Looking ahead In the main, visitors appreciated the focused format of the event, which catered specifically to furniture manufacturers’ needs, reports the BFA, while exhibitors noted an influx of inquiries and promising leads that reflected strong interest in their offerings. Testimonials from the show floor praised the event’s organisation, central location, and value in connecting industry professionals under one roof. BFA MD Phil Spademan expresses his satisfaction with the event’s success: “Once again, FCE was all about backing the British furniture industry. Comments from delegates and exhibitors have been extremely positive.” Plans for Furniture Component Expo 2026 are already under way. Scheduled for 11–12th March at Telford International Centre, next year’s event promises even greater opportunities for innovation and collaboration in the furniture manufacturing sector. “Overall, the Furniture Component Expo 2025 was a resounding success that not only showcased advancements in technology but also fostered meaningful connections among industry professionals,” concludes the BFA. “By addressing critical topics through seminars and providing a platform for innovation, it has solidified its position as a must-attend event for anyone involved in furniture manufacturing.” www.fcexpo.co.uk

“Visitors appreciated the focused format of the event, which catered specifically to furniture manufacturers’ needs

40 EVENTS FURNITURE COMPONENT EXPO

Future of Furniture winners revealed

BFA chair Nick Garratt with Peak Converters’ MD Mike Crowshaw and Phil Spademan BFA chair Nick Garratt with Harrison Spinks’ technical manager Ethan McGuigan and Phil Spademan

“A hallmark of forward-thinking businesses

The awards were announced by BFA MD Phil Spademan, who said: “Our Future of Furniture Awards are recognised as a hallmark of forward-thinking businesses. They provide an ideal opportunity to shine a spotlight on some of the excellent work around training and sustainability that is happening in the furniture sector.” Yorkshire-based Fibreline secured the top Excellence in Education accolade, which highlights excellence in training. Established in 1982, the company is one of the largest independently owned cushion fillings suppliers in the UK. The judges gave the award to Fibreline for its commitment to providing a pathway for talented trainees to work and thrive in the furniture manufacturing sector. The award was presented to Richard Prudhoe, Fibreline’s MD, who said: “Our culture is to work together as a team, learn from one another, and grow from our experience. It’s truly rewarding to see our dedication to enhancing training and development within the business acknowledged.” Peak Converters, a Wirksworth-based foam and fibre manufacturer, won the Excellence in Sustainability accolade. Its solar panel project impressed the judges – including Tom Malkin, sustainability expert at Planet Mark – as a model for integrating renewable energy solutions into existing manufacturing operations. MD Mike Crowshaw said: “Sustainability takes centre stage in everything we do. We have significantly reduced our carbon footprint and advanced our commitment to sustainability.” Employing more than 60 people on its Wirksworth site, Peak Converters manufactures foam and fibre components for hundreds of applications from upholstery to packaging to mattresses.

BFA chair Nick Garratt with Fibreline’s MD Richard Prudhoe and Phil Spademan

Industry award winners demonstrating excellence in sustainability, education and training in the furniture sector were named by the British Furniture Association (BFA) at a reception at this year’s Furniture Component Expo.

The awards also recognise an individual who has gone above and beyond to champion sustainability in the workplace. Harrison Spinks’ technical manager, Ethan McGuigan, secured the title of Sustainability Champion. Ethan joined Harrison Spinks in 2022 as part of the sustainability team, with the task to further improve the company’s self-sufficient, vertical marketing ethos. He says: “I was delighted to win this award and am committed to making Harrison Spinks the UK’s most sustainable bedmaker. Sustainability is not about drastic change – but focusing on responsible business and being more flexible to the changing business environment.” Harrison Spinks designs and manufactures its own springs in-house at its Leeds site, as well as rearing sheep and growing natural hemp fibres and linen flax on its Yorkshire farm. It was the first bed manufacturer to win a Queen’s Award for Enterprise in Sustainable Development, in 2013, and was recognised again in 2019, and most recently in 2024 with a King’s Award. www.bfa.org.uk/about/the-future-of-furniture/

M AT T R E S S

FURNITURE

BEDDING

LEISURE

SOLUTIONS

A HIGHER LEVEL OF INNOVATION Discover how our new foams and innovative products can enhance your creations. Visit us at Interzum, Cologne 20th-23rd May, Hall 11.1 Stand A-030

For more information about our innovative products contact us on 01457 861141 or Email : sales.uk@carpenter.com The Carpenter logo and We bring comfort to your life® are registered trademarks of Carpenter Co.

www.carpenter.com

42 EVENTS FURNITURE COMPONENT EXPO

CARPENTER

www.carpenter.com

Carpenter Ltd exhibited as a headline sponsor at the second Furniture Components Expo, citing “great success”: “Our stand was busy with both current customers and new contacts, experiencing our latest innovations in comfort technology,” states the supplier. “We showcased several new products, with the stars being Serene Foam with Supportive Air Technology, Podz mini and the Podz Pocket foam springs, a unique supportive foam layer, and our graphite-infused Aurora+ and Celsius+ foams which allow the transfer of heat away from the body, available in both high-resilience and memory foam options. “Our innovations have been created to be sold across a range of markets, be it furniture, mattresses, bedding or leisure industries, so customers can specify multiple products utilising the same technology.

TAKE READERS CHOICE AWARDS YOUR 2025 PICK! Make sure the industry’s stand-out suppliers get the recognition they deserve – vote for your favourites today Link: https://bit.ly/fn-readers-choice-awards-2025 Cast your votes by Friday 6th June

Crafted by us, branded by you

Tel: 01384 476614 Email: info@sofaconnections.co.uk www.sofaconnections.co.uk

44 EVENTS LONG POINT

Discover the latest from Long Eaton

Siren Furniture

Steed Upholstery

“A warm welcome awaits

With a legacy spanning over 50 years, Long Point continues to be a cornerstone event for the furniture industry, bringing together top manufacturers, retailers and industry professionals in inviting and relaxed environments across the Derbyshire town. Exhibiting at this year’s event are all the guild’s members and associate members, including Artistic Upholstery, Iain James Furniture, David Gundry, Gascoigne Designs, Duresta, Parker Knoll, Siren Furniture, Steed Upholstery, and Hunter Knight Upholstery. Alongside these brands, guest manufacturers and importers will showcase a diverse selection of upholstery, cabinet furniture, bedroom furnishings and accessories – with over 30 manufacturers and suppliers occupying showrooms throughout the town. Other exhibitors include Hartmann, Andrew Paul, Ashwood Designs, Contrast Upholstery, Alexander & James, Abode (formerly Fortune Woods), Ashley Manor, Couch & Co, At The Helm, Orbital Vision, Baker Furniture, Tamarisk, Carlton Furniture, Warwick Fabrics, G Plan, Hjort Knudsen, Kesterport, Mastersofa, Michael Tyler Upholstery, Violino, Wiemann and WEBS Training.

David Gundry

Boasting over 30 local and guest exhibitors, this year’s spring Long Point will take place from 12-14th May in Long Eaton, the UK Centre of Quality Upholstery Manufacturing, reports the show’s organiser, the Long Eaton Guild of Furniture Manufacturers …

››

THE UK’S PREMIER FURNITURE EXHIBITION

SPRING LONG POINT 12th to 14th MAY 2025 Long Point is the UK’s premier furniture exhibition, located in the famous furniture town of Long Eaton, just one mile from Junction 25 of the M1. Showcasing the latest collections from leading UK and International brands of Upholstery, Cabinet, Bedroom and Lifestyle accessories. A warm welcome awaits you at our various showrooms

www.longeatonguild.co.uk If you would like to keep up to date with all the news and information about the upcoming exhibitions please send your details to ajm@leguild.co.uk to be added to the mailing list.

46 EVENTS LONG POINT

Iain James Furniture

Location, location, location “The most Long Eaton, steeped in over a century of fine upholstery craftsmanship, provides an ideal backdrop enjoyable and for Long Point. Many of the showrooms are housed historic buildings such as Harrington Mills, one of relaxed furniture inNottingham’s premier lace-making hubs, built in 1885. exhibition within Today, these heritage spaces offer a unique and characterful setting for visitors to explore some of the UK the finest in British furniture design, and more. Other

Gascoigne Design

Artistic Upholstery

show locations include Wade Exhibition Centre, Novotel Nottingham Derby, Westgate Suites and Westend Mills. All are conveniently situated within a mile of the town centre, railway station, and J25 of the M1, ensuring ease of access. Visitors arriving by train can arrange transport to the showrooms by calling the event helpline in advance on 0115 973 4481, while street parking is available for those travelling by car.

Invitation to inspiration Andrew Mitchell, chairman of the Long Eaton Guild of Furniture Manufacturers, highlights what makes Long Point a must-attend event: “Long Point enjoys the reputation of being the most enjoyable and relaxed furniture exhibition within the UK, and is the ideal vehicle for manufacturers and retailers alike to work together. A warm welcome awaits, so please come along and enjoy the show.” Long Point takes place twice each year, in spring and autumn, with the next event scheduled for 1517th September 2025. Industry professionals are encouraged to register their attendance for free via the guild’s website to secure their place at either event. Read on to discover some of the highlights of this year’s spring event … www.longeatonguild.co.uk

NEW PERMANENT LONG EATON SHOWROOM OPENING 12TH MAY LONG POINT SHOW. 3RD FLOOR HARRINGTON MILLS

HJORT KNUDSEN D A N I S H

D E S I G N

48 EVENTS LONG POINT

Starting a new chapter in Harrington Mills

Serene

Raven cabinetry

“Experience the excitement and energy of our new space

The move is more than just a change of scenery – it is a statement of intent, says the supplier: “As two brands synonymous with craftsmanship, comfort and contemporary design, this new location gives us the space and inspiration to elevate your experience and showcase our collections in a fresh, immersive way. “The move marks an exciting step forward in the growth of our business, all while keeping us grounded in Long Eaton’s rich heritage of furniture craftsmanship.” This month, visitors to Long Point will be among the first to discover the At The Helm lifestyle brand in a new environment. “We’re debuting a host of brand-new models that continue our commitment to blending traditional artistry with modern comfort,” the supplier explains. “These pieces reflect our evolving aesthetic – designed for real homes and real lives.” The business is also revisiting and expanding on the success of its cabinetry and lighting collections, which made waves at this year’s January Furniture Show. Visitors can expect to see a carefully curated selection of returning favourites, as well as a couple of brand-new pieces that introduce fresh designs to the industry, offering both style and practicality, the supplier promises: “This is a perfect opportunity to see how these ranges can complement our core upholstered offerings, providing a cohesive vision of what your interiors could be.” The Hydeline Furniture brand will also be making its Long Eaton debut this spring, showcasing a selection of signature models in a range of new fabrics, carefully chosen for their visual appeal and lasting comfort. In addition, the spotlight will be on Hydeline’s lounge chair collection, presented in full, and “offering the perfect balance of comfort and style,” says the brand. “Whether you’re looking for stand-out accent seating or timeless staples, Hydeline’s latest offering delivers versatility and functionality in equal measure.

Nest and Ivory

This spring’s Long Point show marks the opening of a new chapter for At The Helm and Hydeline Furniture, which have relocated to the iconic Harrington Mills (ground floor, block 2). “Steeped in history and creativity, Harrington Mills offers a striking backdrop and new space for creativity,” states the supplier, “and we can’t wait to welcome you into our new home.”

“And that’s not all. We’re taking our passion for furniture on the road with the launch of our brand-new showvan – a mobile showcase that will be touring the country later this season. Designed to bring our latest collections directly to retailers, and partners who may not be able to visit us in Long Eaton, the showvan experience offers a curated, hands-on encounter with our newest launches – wherever you are. Think of it as the showroom that comes to you! “At The Helm and Hydeline have always stood for quality without compromise, and this spring we’re raising the bar once again,” the supplier concludes. “Whether you’re a long-time partner or discovering us for the first time, we invite you to experience the excitement and energy of our new space at Harrington Mills during the Long Point show. “There’s never been a better time to see what’s new – and what’s next – and we’ll be ready to welcome you in style.” To find out more, call 01908 968228 or email orders@hydeline.co.uk. www.atthehelm.com www.hydeline.co.uk

AT THE HELM AT HARRINGTON MILLS We’ve relocated and are thrilled to welcome you to our new showroom at the iconic Harrington Mills! Discover our complete lifestyle concept – from sofas to cabinetry and lighting – all under one inspiring roof.

50 EVENTS LONG POINT

Master Sofa takes up residence 9791

In the wake of a successful January Furniture Show, and having gained significant traction in the UK and Irish markets, Malaysia’s Master Sofa decided to open a permanent showroom in Long Eaton’s Harrington Mills …

9789

Master Sofa was established in Malaysia in 1992, and today operates out of factories in Malaysia and Vietnam. The business was founded with the aim of supplying quality motion sofas at competitive prices. Yet, says the business’ UK lead, Mike Conroy, what made Master Sofa different to its competitors was quite simple: “Master Sofa have always honoured our lead time commitment and have always given excellent aftersales service to our retailers. Even to this day, all our spare parts are held at Emmiera in Dudley, should an aftersales issue arise. Retailers love this speedy aftersales service level.”

3032

“This showroom is perfect for our business

Price is of course important, but, Mike continues, “retailers need the confidence of knowing there is a consistent, steady supply chain, and that the product will endure the rigours of day-to-day family life, and they need to trust that a supplier will offer them superb and efficient customer service when a problem occurs. Master Sofa tick all these boxes, and more”. It is therefore unsurprising that Master Sofa supplies some of the largest retailers in the UK and Ireland, including Furniture Village, ScS, EZ Living Interiors and NCF, to name but a few, alongside various blue-chip independent retailers. Mike says Master Sofa is delighted to be opening soon in Harrington Mills, describing Long Eaton as “the most prestigious and best-known area for quality suppliers”. He continues: “We have taken the former Parker Knoll showroom and, as we speak, work is being carried out which will bring a fresh, new look to this 4000ft2 unit. Natural light and good lighting are a good combination, and this showroom is perfect for our business – and what a location! “As Master Sofa are the leaders in the ‘motion sofameets-technology’ market, we need a permanent showroom to highlight the amazing advances we’re making in this fast-growing sector.” Master Sofa specialises in ‘Comfort meets Connectivity’, and its models which incorporate a cinema-style experience (incorporating features such as audio, vibration and massage) are achieving high levels of sales, says Mike. “Master Sofa believe it is important that our tech designs are stylish and commercial,” he adds. “Others in the sector are simply replicating the boring cinema look.” Watch this space for details of the showroom’s opening. “We can assure you of a very warm welcome,” Mike concludes. www.mastersofa.com.my

Where Technology Meets Comfort Welcome to the future of Motion Sofas Smart technology combined with Stylish,Commercial Power Recliner Sofas Bluetooth connectivity within a discreet Multi Function Media Unit Hidden inbuilt Speakers with superb Surround Sound Master Sofa - over 30 years of supplying UK & Irish retailers All spare parts held in stock at Emmiera for speedy aftersales experience

Master Sofa are the undisputed market leaders in the fast growing market of smart Sofa technology

NEW SHOWROOM at Harrington Mills, Long Eaton OPENING SOON! - Please watch this publication for details

Contact Mike Conroy to ensure your showroom is revitalised with commercial sofas Mike Conroy (Sales Director) M +44 7712 702044 E mike.conroy@mastersofa.com.my

www.mastersofa.com.my

52 EVENTS LONG POINT

Hartmann – recommended by nature

Caya

Audra

“The taste for solid, organic furniture was created, and Hartmann has been able to successfully establish itself in this niche

Germany’s Hartmann has a long and storied history, its origins dating back to 1911, when Bernhard Hartmann built a carpenter’s workshop, the business explains: “The typical business of these early years revolved around carpentry work of various kinds for the local region. “By the ’30s, the company was already specialising in the production of furniture. Bedroom furniture and living room furniture were made in small batches and delivered to furniture retailers. Independent sales agents on motorbikes sold the products in the Münsterland/northern Ruhr area. “At the start of World War II, the company employed around 15 people. During the war years, production almost came to a standstill – but with the end of the war there was a rapid rise in demand for furniture.” Optimism creates growth in furniture production, and the reorganisation and expansion of the company began in earnest in the 1950s, says Hartmann: “Inspired by the spirit of confidence of the early 1950s, the company now increasingly thought and acted on an industrial scale. “From 1967 onwards, the Cologne furniture fair became very important for Hartmann. In the meantime, dealerships had been established over the whole of Germany. Between 1965 and 1980 large production plants were built, and today these cover an area of approximately 22,000m2. At the end of the ’70s, in peak periods, up to 250 staff were employed at the factor in Beelen.

Linea

European furniture manufacturer Hartmann, which now occupies a permanent showroom space in Long Eaton’s Wade Business Centre, specialises in contemporary cabinet, built and delivered with sustainability in mind …

“The second half of the ’80s brought economic difficulties for the company. The appetite for rustic German period furniture declined, and was also threatened by an increased volume of cheap imports from Eastern Europe and the Far East. “Reduction in sales, short-time working and job cuts characterised the 1980s. During this period, Bernhard Heinrich Hartmann, the current owner, joined the company and the management team – and a couple of years ago, his daughter Katharina became involved, and is now one of the joint MDs. “At the start of the 1990s, thanks to innovative sales staff, the company was able to reposition itself in the market. The taste for solid, organic furniture was created, and Hartmann has been able to successfully establish itself in this niche. “The Golden M is the only officially recognised quality mark for furniture in Germany,” says Hartmann, “and is also regarded throughout Europe as strict proof of furniture quality. Our furniture has also passed all the DGM tests for durability, material quality, longevity, safety, health, and environmental compatibility. In 2019 and 2020 we won the German Design Award in the Excellent Product Design category. Our highboards from the Caya and Brik collection impressed with their elaborate design, in combination with high-quality and sustainable materials. “As a woodworking company, we are conscious of our responsibility for the environment and future generations – a new tree is planted for every one we use in production (around 7000 each year). We generate our own electricity, and thus save more than 700 tons of CO2 every year. Additionally, we use waste wood to heat our production areas, and consequently avoid about 950 tons of CO2 annually.” Hartmann is represented in the UK and Ireland by Tim Robinson Furniture Agencies. Tim can be contacted at tim@robinsonfurnitureagencies.com, and the brand occupies a permanent showroom space in the Wade Business Centre, Long Eaton, which will be open during this month’s Long Point show (and by appointment otherwise). www.moebel-hartmann.com

www.moebel-hartmann.com M: 07768 197111 T: 01858 565415 E: tim@robinsonfurnitureagencies.com Hartmann UK Showroom, The Wade Building, Wellington Street, Long Eaton NG10 4HS

Hartmann_JA.indd 1

25/03/2025 12:33

54 EVENTS LONG POINT

HJORT KNUDSEN

www.hjortknudsen.com

Carina

Hjort Knudsen welcomes visitors to its new permanent Long Eaton showroom, opening on 12th May at the upcoming Long Point show, and located on the third floor of Harrington Mills. Here, Hjort Knudsen will showcase a wide range of its bestselling products across recliner chairs, sofas, dining chairs and tables. Hjort Knudsen prides itself of innovation and functionality, with over 50 years of experience in producing market-leading products – and will also have its UK stock lines on show for those looking for “a great, fast-track proposition for their customers”

MICHAEL TYLER

www.michael-tyler.co

Michael Tyler is excited to introduce new and returning customers to its new permanent showroom, located on the third floor of Harrington Mills (the old Duresta showroom). Building on the success of the NEC January Furniture Show, the brand is now able to present its extensive collection of designs in the heartland of UK upholstery manufacturing expertise. “At Long Point, we will be introducing new fabric collections including vibrant velvets, as well as reimagining some of our classic shapes,” states the business. “Our continued commitment to innovative design, quality materials and craftsmanship establishes ourselves as a market leader in premium, high-quality product.”

COUCH & CO

www.couchandco.uk

Freddie

Join Couch & Co in Unit D0, West End Mill for this year’s Long Point spring show. “Step into our showrooms and sink into pure comfort,” says the supplier. “From plush sofas that beg to be lounged on, to swivel recliners that move with your every whim, we’ve curated a collection that turns everyday sitting into an experience.” To make an appointment, email sales@couchandco.uk.

F Edmondson & Sons

European Furniture Transport Specialising in the collection, distribution and delivery of high quality furniture throughout the UK and Europe for manufacturers, retailers and private clients.

+44 (0)1524 382211 sedmondson@edmondsonfreight.co.uk

www.edmondsonfreight.co.uk FEd_424JA.indd 1

05/12/2024 09:43

56 EVENTS LONG POINT

Wiemann opens new doors

Dubai

The long-established business will be found at Long Point from 12-14th May (at its newly revamped space in Harrington Mills), and the Spring Furniture Show in Telford (Hall 1, stand 4) from 20th-21st May. In addition, its ranges can always be viewed by appointment at its permanent showrooms in Long Eaton and Harlow. Wiemann will present its impressive catalogue of stylish bedroom ranges and wardrobes introduced this year, plus existing favourites sporting new finish options. Kai Schwenke, Wiemann’s export manager, says: “We have some gorgeous new VIP ranges, and Ohio is already leading the way. It’s not hard to see why – with sleek good looks, this range will add interest and sparkle to any bedroom.” Ohio features hinged, hinged combi, bi-fold and bi-fold combi options, plus a vertical light to finish off a contemporary vibe. It also brings order and organisation, with its clever storage and drawer options.

Ohio

“We have some gorgeous new VIP ranges

Cremona

Award-winning German bedroom manufacturer Wiemann is looking forward to showcasing a bumper catalogue of new-for-2025 products and updates this spring …

Kai adds: “Look out for other VIP choices such as Lugano and Cremona, alongside Linate, our new Shaker-style collection, which is busy notching up the orders. We look forward to talking about the Wiemann offer at both trade events.” Cremona features special heartwood/burnt oakeffect solid wood veneer doors, while Lugano is an eye-catching slider. Also new this year is Dubai, a sophisticated slider with see-through black glass feature doors. Wiemann has been busy developing its options for colours and finishes. Look out for lava grey, a new finish which is available on certain products, and stylish black handles, an addition which helps elevate Linate to the timeless classic category. Simon Hewitt, MD of Wiemann’s sole agent for the UK and Ireland, Litmus Furniture, says: “Wiemann is a tried-and-trusted brand with a well-deserved reputation for excellent products and customer service. It is a German manufacturer with a pan-European supply but a clear understanding of what buyers and consumers are looking for in the UK – and we are looking forward to meeting new and existing customers and showing off our products at the May shows.” www.wiemannuk.co.uk

The Couch & Co team is looking forward to receiving visitors at the brand’s wellappointed showroom during this year’s spring Long Point show. “We are a small but passionate, close-knit team with over 150 years’ experience in the UK furniture industry, and we have pooled our knowledge, experience and established networks to produce our exciting new ranges of furniture that are created with style and comfort at their core,” says the supplier. Find the Couch & Co showroom at Unit D0, West End Mill. To make an appointment, email sales@couchandco.uk.

Mollie

COUCH & CO

www.couchandco.uk

58 EVENTS SPRING FURNITURE & BED SHOW

New venue to help lift spring show The organiser of the Spring Furniture & Bed Show is delighted to announce the return of the popular exhibition, taking place from 20th–21st May in its new home, Telford International Centre.

Ashwood Designs

“Our 2025 spring show encapsulates decades of dedication to quality, innovation and industry collaboration

“Reflecting strong industry demand, exhibition stands are now almost completely sold out,” the organiser begins, “setting the scene for what promises to be an exceptional trade event. Visitors can look forward to valuable networking opportunities, exclusive market insights, and access to some of the UK’s leading furniture and bed suppliers.” Show consultant Roy Beagent comments: “Our 2025 spring show encapsulates decades of dedication to quality, innovation and industry collaboration. We’ve designed this event not only to honour our heritage, but to empower retailers and industry stakeholders with the insights and tools they need to succeed in the years ahead.” David Wescombe, brand director at exhibitor Relyon Beds, adds: “As an approved supplier, we really value the spring show as an opportunity to meet with customers, share new product ideas, and explore emerging trends. I’d actively encourage any supplier or retailer to attend and experience the benefits that come from connecting in such a focused and collaborative environment.” Exhibitor highlights The event will showcase a strong line-up of trusted and innovative brands, each bringing a distinct blend of design, quality and market insight. They include Alstons, one of the UK’s leading sofa manufacturers, renowned for its handcrafted furniture, which balances modern aesthetics with comfort. Alstons’ sofas are built in the UK using sustainable materials, making them a favourite among retailers looking for quality and reliability. Also representing the upholstery segment, La-ZBoy UK continues to push boundaries with innovative recliner technology and luxurious upholstery. Its new collections blend American heritage and UK-specific tastes, and promise to appeal to both traditional and modern consumers. From the bed sector, Yorkshire’s Highgrove Beds,

Expert-led seminars Visiting retailers will also benefit from a series of short, insightful seminars: • The Globe Company – Why Globes Matter in the Modern World (Tuesday 11:30–11:45am) • Iconography – How to Become a More Efficient & Effective Retailer (Tuesday 2:30–2:45pm) • Ashwood Designs – Maximise Your Sales Space (Wednesday 10:30–10:45am) • Sealy Beds UK – A Deeper Sleep is a Better Sleep (Wednesday 12–12:15pm)

one of the UK’s fastest-growing bed manufacturers, will be present. Known for its investment in advanced sleep technology, Highgrove offers a diverse range of mattresses and divans that focus on orthopaedic support, eco-conscious materials, and affordable luxury. Meanwhile, with over 100 years of expertise behind it, Sealy UK is at the forefront of sleep science. Its 2025 collections will include cutting-edge PostureTech systems, breathable materials, and ergonomic designs developed in collaboration with health professionals to promote deeper, healthier sleep. Also present will be premium German bedroom furniture specialist Wiemann, which offers fully customisable fitted wardrobes and sleek, contemporary ranges. With precision engineering and stylish finishes, Wiemanns collections combine functionality with minimalist design, ideal for today’s lifestyle-led interiors.

Sealy UK

Complete Colour

Wiemann

HTL

New venue, new opportunities Ths year’s Spring Furniture & Bed Show promises to offer “a fresh venue, and fresh energy for the trade, providing a welcoming platform to explore new products, connect with key suppliers, and strengthen business relationships”. Having relocated to Telford International Centre – a centrally located venue with good transport links and free parking – the event promises convenience and accessibility for all attendees. The event is organised by the Minerva Furniture Group. Established in 1990, Minerva is the UK’s premier independent furniture buying group, providing members with competitive advantages through collaborative purchasing power, expert advice, and bespoke solutions tailored to retail success. This year marks Minerva’s 35th anniversary – a milestone the buying group says will be marked by “innovation, collaboration and celebration”.

Retailers are encouraged to pre-register to secure their place and receive exclusive show benefits, at www.springfurnitureshow.co.uk/show-registration, and to follow the event on Instagram (@spring_ furniture_show), Facebook (Spring Furniture Show) and LinkedIn (Spring Furniture & Bed Show). www.springfurnitureshow.co.uk

“A fresh venue, and fresh energy for the trade

60 EVENTS SPRING FURNITURE & BED SHOW

COMPLETE COLOUR

www.completecolour.co.uk

With 30 years of innovation, quality and experience behind it, Complete Colour is a proud UK manufacturer of distinctive wall art, offering a comprehensive service which includes show/sales vans, providing customers with first-hand viewings and immediate sales from stock. Visit the Spring Furniture & Bed Show to see the manufacturer’s new and exclusive ranges, incorporating work from its own artists, “bringing quality to your walls, selling products which are ‘that bit different’,” says Complete Colour, which also offers modern lighting and mirrors, and dropship and bespoke services. “We pride ourselves on working with independents like a partner, not just a supplier,” concludes Complete Colour.

Spaceworks brings The Lounge Co to life in-store

SPACEWORKS INTERIORS

www.spaceworksinteriors.com Spaceworks is an expert in designing and delivering quality build and refurbishment projects, describing itself as “friendly, reliable, and passionate about delivering beautiful, functional spaces that work for your business”.

Spaceworks has delivered successful projects for many retailers across the UK, including Woods Dorchester, Fairway Furniture, Gillies of Broughty Ferry and Barbours of Dumfries, taking the role of main contractor in a design-and-build delivery method “where creativity meets practical thinking, and the bridge from vision to reality is met in a seamless, onerelationship process”. “We like to forge strong, honest and trustworthy working relationships with our clients,” concludes Spaceworks, “to ensure the end result meets content and budget expectations.”

MAKE A DIFFERENCE TO INSPIRE LIFE

HTL isis aa leading much admired and trusted global the upholstered HTL & well recognised global leaderleader in the in upholstered furniture furnitureforindustry over 45 HTL years. HTL has earned industry 49 years.for Since 1976, has Since earned 1976, widespread acclaim as a widespread acclaim as a trusted leader in leather tanning trusted leader in leather tanning and manufacturing of upholstered furniture.and manufacturing of upholstered furniture.

With its headquarters in Singapore, HTL has established a significant presence

With its headquarters in Singapore, HTL has established a formidable presence in over 52 countries across Europe, Asia-Pacific, USA, and the exporting more than 95% of its products globally. Middle East, exporting more than 95% of its products globally.

in over 52 countries across Europe, Asia-Pacific, USA, and the Middle East,

The company’s global footprint includes sales and marketing offices strategically located in key markets such as the USA, UK, China, Taiwan, South Korea and Australia, supported by authorized sales agents in France, Belgium, Netherlands, and Luxembourg. HTL continues to innovate and expand its reach, it reaffirms its commitment to delivering exceptional craftsmanship and unparalleled comfort to customers worldwide.

The company’s global footprint includes sales and marketing offices strategically located in key markets such as the USA, UK, China, South Korea and Australia, supported by authorized sales agents in France, Belgium, Netherlands, and Luxembourg. HTL continues to innovate and expand its reach, it reaffirms its commitment to deliver exceptional craftsmanship guided by stringent German manufacturing standards and bringing unparalleled comfort to customers worldwide.

HTL (UK) Limited HTL (UK) Units 9-11 Limited Park Hall Business Village, Park Hall Road, Longton, Units 9-11 Park Hall Business Village, Park Hall Road, Longton, Stoke-On-Trent, Staffordshire, ST3 5XA, United Kingdom Stoke-On-Trent, Staffordshire, ST3 5XA, United Kingdom Tel: 44 1782 406 666 Tel: 44 1782 406 666

For more moreinformation, information, please www.htlinternational.com. For please visitvisit www.htlinternational.com.

THE GLOBAL SOFA SPECIALIST SINCE 1976

OPEN TO ALL TRADE CUSTOMERS

NEW VENUE

20 - 21 MAY 2025 TELFORD INTERNATIONAL CENTRE TF3 4JH

Step into the future of furniture at the Spring Furniture & Bed Show 2025. Discover exclusive collections, meet leading suppliers, and gain a competitive edge for your business. From cutting-edge designs to timeless classics, this is the event where trade professionals connect, collaborate, and stay ahead. Back for 2025 – Industry Insights Explore a series of insightful sessions hosted by exhibitors, covering everything from innovative upholstery and e-commerce solutions to the latest in decorative trends. Keep an eye on our social media for speaker announcements! Register Now: springfurnitureshow.co.uk/show-registration

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64 PRODUCTS

ufurnish.com trend tracker: Q1 ’25 What’s trending in online furniture searches? Deirdre Mc Gettrick, the founder and CEO of home furniture search and comparison website, ufurnish.com, presents the first in a series of quarterly snapshots looking at the movers and shakers behind consumer demand … By Deirdre Mc Gettrick

“Garden furniture will continue to surge as consumers gear up for the summer

The UK weather is heating up, and hopefully that has a positive impact on the home furnishing market in the months ahead. From search data gathered on ufurnish.com between 1st January and 31st March, we’ve clearly seen trends emerging that speak to what consumers are looking for and where they are set to find it. In order of popularity, the top five categories searched on ufurnish.com over the first three months of 2025 were: sofas; duvet covers and sets; armchairs; dining tables; and sofabeds.From the beginning of February there was also a clear rise in the volume of searches for garden furniture (see our graph), and this began to seriously spike from mid-March. Within the searches that have been carried out on ufurnish.com we’ve identified specific trends that are coming through in what consumers are looking for. Five key trends we observed are:

Retailers such as Etsy and Andrew Martin are leaning into these trends in their product offerings. The two most viewed products related to ‘retro revival’ searches are: the Large Gold Credenza Sideboard (Etsy); and the Glazier Lagoon Outdoor Cushion (Andrew Martin).

1. Curved and sculptural furniture Soft, rounded silhouettes are prominent, with curved sofas, chairs and tables creating inviting spaces. These design choices are intended to promote a positive flow of energy and offer a safer environment, especially for homes with children. Homary is a retailer proving very popular in this area, and their Velvet Curved Sofa has been viewed thousands of times on ufurnish.com recently.

5. Functional and multifunctional pieces With the rise of compact living spaces, furniture that serves multiple purposes is in high demand through consumer searches. Items like foldable velvet chairs are popular for their practicality and style, with ufurnish.com seeing a +173% uplift across Q1 versus Q4 2024 in searches for multifunctional furniture. Cocoon has emerged as a leader in this space, with its strong offering in the sofabeds category. Given that ‘sofa beds’ is the fifth most-searched category on ufurnish.com, Cocoon is tapping into a growing trend of savvy furniture shoppers looking for quality and functionality. The Poppy Three Seater Sofa Bed has been particularly popular.

2. Sustainability and natural materials There’s a significant shift towards eco-friendly furnishings. Consumers are embracing pieces made from reclaimed wood, bamboo, cork, and other sustainable materials. The search trends show no doubt that people are much more conscious about exploring sustainable options in their selection criteria, with an +80% jump in search terms containing the word ‘sustainable’ seen in Q1 2025. We recently launched retailers such as eBay and Etsy onto our website, with a goal of increasing upcycled and sustainable inventory. 3. Retro revival Designs inspired by the 1970s are making a comeback. Low-slung credenzas, woven textures and earthy tones are being widely searched on ufurnish.com as consumers lean into vibrant touches for the home.

4. Maximalism and bold patterns Consumers searching for maximalism are looking for rich colours, diverse patterns and layered textures. This style touches jewel-toned velvets and eclectic art pieces, becoming focal points in living spaces. Retailers such as Rockett St George thrive in this space, and they’ve built an amazing business in doing so. Rockett St George actually sells the most-viewed maximalist product on ufurnish.com in 2024, which is the Sexy Gold Legs Candle Holder, garnering some 5000 views.

The months ahead indicate that garden furniture will continue to surge as consumers gear up for the summer. It’ll be intriguing to see what trends Q2 holds, as global events could impact consumer behaviours. Stay tuned for our next update … The ufurnish.com Home Awards 2025 are now open for entries, offering furniture brands cost-effective opportunities to reach relevant consumers. Visit http://bit.ly/4hIcnvB to find out more. www.ufurnish.com Searches for garden furniture across Q1

MIDLANDS TUG OF WAR TOURNAMENT & FAMILY FUN DAY Food trucks, bar, bouncy castle, raffle, tombola & games. Tug of War competitors and spectators welcome! SATURDAY 28 JUNE 2025 LONG EATON RUGBY CLUB, DERBYSHIRE

The Furniture Makers’ Company the furnishing industry’s charity For more information, please contact jessica@furnituremakers.org.uk

66 PRODUCTS INNOVATION IN BEDDING

HARRISON SPINKS

www.harrisonspinks.co.uk

Harrison Spinks launched a new luxury pillow collection at INDX Beds in Solihull last month. The new collection comprises a Premium British Wool pillow and a Deluxe British Wool and MicroSpring pillow. Both have been developed to complement Harrison Spinks’ range of mattresses, with traceable British wool, organic cotton covers, and even the famous Harrison Spinks micro-spring unit. Graham Astle, Harrison Spinks’ sales director, says: “These pillows are like mini mattresses for your head – so comfortable and supportive – and the logical addition to any Harrison Spinks mattress.” The pillows were designed and developed with the team at 100% Comfort, founded by industry veterans Mike Clare, Greg Suthern and Nick Worthington. Greg adds: “Months of development and extensive sleep trials have ended up with us having some of the most luxurious and comfortable pillows you can find anywhere.”

CARPENTER

www.carpenter.com

Carpenter continues to develop and create new products, as its success is based on “technical innovation, exceptional product quality and outstanding customer service”. The company’s R&D teams, based in Richmond, Virginia and Wetteren, Belgium are continually pushing the boundaries while looking for future innovations, with a focus on making comfortable products. Carpenter’s latest innovations for the mattress and bedding markets are Serene Foam, graphiteinfused foams and the Podz Foam Springs range. Serene Foam has been designed to offer optimal comfort and support, enhanced with billions of microscopic air capsules to cradle the body, increase the level of support and aid in reducing pressure on sensitive areas. “It gives an immediate comfort response at virtually any temperature, making Serene Foam the perfect comfort layer for mattresses, toppers and pillows,” says Carpenter. The new Podz Pocket design and the Podz mini are available in a full range of foam grades, offering enhanced support and performance when used as a base or comfort layer in a mattress, as a unique layer in a topper, or as a wrap or core in a pillow. “The options are

countless, and both designs are easily recyclable at the end of the product life without the need to segregate multiple component materials,” Carpenter explains. “The Podz Pocket and Podz mini are ergonomically designed to give a luxury feel, deliver excellent durability, respond to body movement and minimise motion transfer. The Podz mini offer the benefits of spring-like support, while the Podz Pocket give instant comfort and have the advantage of a firm edge -to-edge support on the sides of the mattress.” Meanwhile, Carpenter’s graphite-infused foam has been developed to help control the sleep

environment. Both Aurora +, a high-resilience foam, and Celsius+ visco-elastic graphite foam offer an improved transfer of heat in thermal conductivity testing when compared against a standard polyether or memory foam, says the supplier, which can lead to a cooler environment. “Aurora + Foam gives superior support and durability and has open-cell technology for increased airflow,” it adds. “Celsius+ Visco-elastic foam will contour to the body for personalised comfort and help ease pressure on sensitive areas. Both foams are melaminefree and are ideal for mattress and bedding applications.”

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68 PRODUCTS INNOVATION IN BEDDING

Discover cutting-edge innovation at interzum

NanoCoil

“Expect to see cuttingedge bedding advancements that push the boundaries

ActivEdge added-value set

Leggett & Platt International Bedding is set to impress at interzum 2025 – taking place from 20th-23rd May in Cologne – with a line-up of innovative sleep solutions.

The company will display ActivEdge, a spring perimeter system designed to enhance durability and support, along with the expanded range and application potential of its NanoCoil, a responsive, low-profile comfort layer aimed at boosting comfort performance, coil count, and preventing sagging.

Attendees can also experience Jo3y, a nextgeneration innerspring system with coil-within-a-coil technology for personalised comfort, and VariableRate Smart Coils, offering softness and immediate support through advanced spring geometry. Further advancing mattress design, Leggett & Platt will provide an up-close look at Multi-Layer Anatomic Zoning, promising precise comfort through strategic coil placement, and CombiCore, which enhances airflow, motion isolation, and overall sleep quality. Rounding out the showcase is Fusion, a line of Kayfoam specialty foams infused with temperatureregulating additives such as gel, graphene and copper, designed to release excess heat and optimise thermal management. “Those in attendance can expect to see cutting-edge bedding advancements that push the boundaries of comfort, support, and sleep technology,” says Leggett & Platt, whose family of comfort companies will all be showcasing in Hall 9, creating a unified, customer-centered opportunity to experience the company’s collective capabilities and expertise on one immersive stand. To view these products and more, visit Leggett & Platt International Bedding at interzum 2025, in Hall 9.1. www.leggett.com/interzum

Endless Ways to Elevate

Inspiration. Collaboration. Comfort. Our diversity and innovation elevate performance to provide a range of inclusive capabilities. With a renowned “global, yet local” approach, Leggett & Platt can deliver the breakthrough comfort technology you need with the service you deserve. Visit us at Interzum 2025.

One Leggett, One Location. Hall 9 • May 20-23, 2025 Cologne, Germany

70 PRODUCTS INNOVATION IN BEDDING

Hypnos embraces the power of plants At this year’s INDX Beds show, Hypnos expanded its handcrafted mattress collection for AIS members with a new range that fuses “the power of plants with the wonder of wool”.

Hypnos’ Origins Organic Collection boasts a multitude of innovative natural fillings

“We continue to lead the way in responsible bedmaking

After a strong start to the year, Hypnos’ approach to its partnerships is one of collaboration, working closely with its team and retailers to develop new and desirable sleep products, and championing the use of more natural and plant-based fibres. The British bedmaker and Royal Warrant holder presented its new handcrafted Legacy No-Turn Collection, available in two tensions, at last month’s Solihull show. The range offers a luxurious pocket spring story, with its premium model, Sherborne Sublime, featuring ReActivePro DUO springs with triple edge protection. Innovative natural fillings help to manage comfort and temperature control, with natural latex, plant and wool fibres. Hypnos is incorporating fibres not only from

traditional plants like cotton, with its well-known cooling properties, but fibres from further afield, with moisture-wicking Himalayan ‘allo’ naturally harvested by local Nepalese communities, and soft and light kapok fibre that comes from huge tree seed pods. Hypnos has also invested in innovative fibres grown from fruiting plants such as banana and pineapple, which offer drying properties, and soft and light fibres derived from oranges. Meanwhile, natural latex, tapped from rubber trees, is renowned for offering a responsive and luxurious feel. These materials, combined with temperatureregulating natural wool from British Red Tractorassured farms, enhance sleep comfort while protecting the planet, says the bedmaker – they are biodegradable, renewable, and can offer impressive breathability, strength and softness. “Achieving the highest quality and comfort is at the heart of everything we do, and finding new natural alternative materials has been key,” says Gary Mitchell, Hypnos’ head of sustainability, quality and development. “Our close partnership with the Eden Project has inspired the use of new plant fibres. By embracing these materials, we’re taking meaningful steps towards a positive impact on the environment and local communities.” David Baldry, Hypnos’ group MD, adds: “I’m proud of our approach to creating new and sustainable sleep experiences for consumers. This new collection for AIS complements our comprehensive and dedicated offering. Through our use of natural materials, ethical sourcing, and working with sustainability certification partners like Planet Mark, we consistently reduce our CO₂ emissions and continue to lead the way in responsible bedmaking.” www.hypnosbeds.com/uk

72 PRODUCTS INNOVATION IN BEDDING

Reborn Products turns waste into worth

An astounding number of mattresses are consigned to landfill, says Paul

“Businesses are incentivised to choose the sustainable route

Part of Reborn Products’ Dream Essentials range of remanufactured mattresses

Describing itself as “the world’s first sustainable manufacturer of products manufactured from components retrieved from post-consumer mattresses”, West Yorkshire’s Reborn Products has made waves in the industry since its inception, its remanufactured mattresses (and other products) offering a different way to make and sell bulky consumer goods …

“For many years, the mattress industry has grappled with sustainability challenges,” says Reborn’s visionary founder Paul Beckett, “yet despite its efforts, a fundamental issue remains – landfill is still the cheaper option. While policies, pledges and frameworks help to guide the conversation, they have yet to deliver a solution that makes recycling the logical financial choice for businesses. “At the same time, an even more pressing problem threatens the industry – mattress fraud, an illicit trade that is costing the industry an estimated £100m a year.”

Unlike traditional recyclers which break down mattresses for disposal, Reborn Products extracts any valuable materials, reprocesses them, and transforms them into ‘new’ products. Springs, foams, fibres, and fabrics are all repurposed, feeding back into the industry and creating a truly circular economy, says Paul. “By making recycling cheaper than landfill through reduced gate fees, businesses are incentivised to choose the sustainable route, reducing the need for landfill,” he continues. “Our pricing model establishes a clear and transparent price differential between products made from reprocessed materials and those manufactured from virgin components – which means no more disguising cheap, unregulated products as new. “By clearly identifying products that use reprocessed components, and ensuring full legal compliance, we empower legitimate businesses to compete on a level playing field – and cut rogue traders out of the equation. When consumers buy a mattress, they want confidence – confidence in quality, safety and sustainability. Our clear product differentiation between virgin and reprocessed materials ensures buyers make informed, responsible choices, without hidden risks. “We’re working closely with manufacturers, retailers and the wider industry to redefine sustainability in the bedding sector,” Paul concludes. “Rather than relying on regulation and enforcement, we make sustainability the most cost-effective option, turning recycling from an obligation into an opportunity. “At Reborn, we don’t see waste – we see opportunity. Let’s build a stronger, more sustainable industry – together.” www.reborn-products.com

76 PRODUCTS EVOLUTION OF FLATPACK

Forte’s click and easy innovation Founded 33 years ago, the family-owned company has built its reputation on a tradition of entrepreneurship, consistently offering customers functionally designed, high-quality products, and reliable service. Its extensive ranges include furniture for dining, living and children’s rooms, as well as bedrooms, offices and halls. Crucially, Forte has developed a robust approach to identifying and addressing challenges, sourcing solutions and delivering improved products to the market, and – most importantly – boosting sales and customer satisfaction. “Our esteemed team of designers and product development experts are constantly analysing everchanging customer demands to create functional and stylish furniture,” states Forte – an approach which has resulted in around 800 new products being introduced each year, joining the company’s portfolio of more than 3500 designs. Maria Florczuk, CEO of the Forte Group, explains: “Forte’s mission is to create better homes. Our customers expect comfort and functionality from our products, so we’ve long been searching for methods to simplify furniture assembly as much as possible. “The Threespine ID technology from Välinge, for example, has proven to be a brilliant solution. It not only makes furniture assembly easier, but also extends the product lifecycle. Improving the comfort of assembly, usage, and the entire purchasing process is definitely the direction we will continue to pursue.”

Forte’s Tanne factory priritises sustainable manufacture

“Threespine ID Point and click partnered with Swedish company Välinge technology from Forte Innovations in recent years to incorporate the Threespine Click Furniture Technology into Välinge not only latter’s its EasyKlix by Forte products. This state-of-the-art allows for assembly up to 10 times faster makes furniture technology than traditional methods, says Forte, and enhances assembly easier, the customer experience by avoiding time-consuming and complicated assembly instructions. The new but extends the technology also enables straightforward disassembly, extending the furniture’s lifecycle and addressing product lifecycle sustainability demands.

Forte Group CEO Maria Florczuk

Prominent Polish manufacturer of self-assembly furniture, Forte, has established a comprehensive development process to enhance product design, packaging and assembly instructions, pioneering the evolution of flat-pack furniture in the UK marketplace and beyond …

EasyKlix by Forte furniture was launched in UK in April last year, and was quickly hailed as a gamechanger, as its two ranges were exclusively rolled out at John Lewis stores, with the first unveiled at the retailer’s flagship London West End store in Oxford Street. Over the following month, EasyKlix was rolled out in shop-in-shops at John Lewis stores in Glasgow, Westfield Stratford City, Southampton, Solihull, Leeds and Liverpool. Currently available in two ranges – Sherbrooke and Harllson – EasyKlix comprises cabinets and sideboards, wardrobes, TV stands, chests of drawers and side and console tables, available in white, natural and sage green colours. Eye-catching details include: delicate wooden knobs that emphasise the style of the collections; tall, wooden legs that make the furniture appear visually light, and make it easy to clean beneath; soft-close systems, enabling doors to open and close gently and silently; and full-extension slides in drawers, offering full and easy access to storage space. The positive reception at John Lewis stores has encouraged Forte to expand availability to other retailers and further cement its reputation as a leading name in the UK self-assembly furniture market. Forte’s various initiatives offer stockists a host of advantages, including: a varied product range – a wide selection of designs, coupled with a ready supply of new products, means stockists can cater for a broad customer base with different preferences; enhanced customer appeal – innovations such as EasyKlix by Forte appeal to customers looking for user-friendly and sustainable solutions, thus boosting footfall and sales; and sustainability endorsement – stocking products from a manufacturer that has shown a commitment to environmental responsibility can boost a retailer’s image and win a nod of approval from eco-conscious customers. ››

WOOD, WONDERFULLY REIMAGINED! Nature is calling – and it’s arriving in style. At Furniture To Go, our growing range of wood-finished collections brings the outdoors in, capturing the soul and warmth of natural materials. From classic grains to modern silhouettes, these timeless designs reflect the enduring back-to-nature trend, offering something beautiful for every home and style. FTG is your one-stop shop, all in stock and ready for next-day delivery.

BARLOW

ROXBY

Call us at 02380 517067 and let’s see how we can support you. sales@furniture-to-go.co.uk | www.furniture-to-go.co.uk

LINLEY

78 PRODUCTS EVOLUTION OF FLATPACK

The furniture in the Easy Klix by Forte ranges can be assembled up to 10 times faster than traditional flat-pack models, says Forte

“We always set higher standards for ourselves than others do for us

Sherbrooke

Sustainability standards The Tanne chipboard plant plays an important role in Forte’s efforts to further implement sustainable practices. The panels produced there have very low formaldehyde emissions and meet both European standards and the strict California Air Resources Board (CARB II) standards. “We always set higher standards for ourselves than others do for us,” explains Maria. “That’s why we strive not only to meet all European legal standards, but to exceed them wherever possible.” Vertical integration means the production processes can be managed efficiently, reducing impact on the environment – indeed, the factory is designed to meet every one of Forte’s furniture production demands. Forte has proactively addressed several challenges to enhance its sustainability and promote environmental stewardship in the furniture industry. Recognising the importance of resource efficiency, Forte has implemented closed-loop processes for wood waste. Since 2020, the company has been using recycled raw materials to produce board in the

Harllson

Tanne particle board factory, including wood waste from furniture manufacturing processes or damaged pallets, as well as sawmill residues. Forte also ensures that all wood and wood-based materials are sourced from sustainably managed forests, avoiding materials from illegal logging or ecologically sensitive areas. The company holds FSC and PEFC certifications, guaranteeing the traceability and responsible origin of its raw materials. On top of that, Forte has established comprehensive environmental and climate policies focused on reducing material, fuel, energy and water consumption, and investments in energy-efficient technologies, such as the installation of solar power systems across its production plants, further support these goals. https://company.forte.com.pl/en/

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80 PRODUCTS LIVING

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MERIDIAN UPHOLSTERY

www.meridianupholstery.co.uk Meridian Upholstery states that it was created to prove that British upholstery can be worldclass – not just in quality, but in value. “Our mission is to create exceptional work that’s built to last, priced with honesty, and made to serve a global market that demands both excellence

Colorado

and affordability,” the manufacturer explains. “We’re here to raise the standard, to show that great doesn’t have to mean out of reach, and that British craftsmanship can compete at scale, without compromise.” Meridian’s aim is to build “the UK’s first truly global upholstery brand, that will be known, respected, and relied upon, from superyacht fitouts to flagship retail floors. A business driven

not by limits, but by belief – belief that one company can lead in every field, create lasting value, and build something the entire industry looks up to”. Meridian is launching four new models, along with a range of fabrics, at the Village Hotel, Long Eaton, from 12–14th May, and its team looks forward to reconnecting with buyers from across the retail industry.

Chesterton

Churchill

SOFA CONNECTIONS

www.sofaconnections.co.uk

In the wake of this year’s January Furniture Show, Sofa Connection reports that all of its floor models are now out on shop floors and being well received. “Although the market is generally quiet, we are taking this time to focus on our next event, Manchester Furniture Show,” says operations manager Sarah Oakley. “Development is in full swing, and we expect there to be at least one, if not two, new models to showcase there.” Production director Matt Oakley continues: “We’re working on expanding our fabric selection to make us even more competitive – in the current climate, you have to! – and we’re due to move into new premises very soon, so we’ll be having a busy couple of months.” Sarah concludes: “We’re also seeing success with our showvan in the Midlands, crewed by our sales agents Dave and Debbie Jenkins. You can’t beat taking the product to the retailer’s front door!”

TRADE SERVICES PRODUCTS 81

Tackling unfair commercial practices today

By Judith Turner

The Digital Markets, Competition and Consumers Act 2024 introduces significant changes to tackle unfair commercial practices. It strengthens protections against misleading and aggressive tactics, refining definitions and enforcement mechanisms. These changes enhance consumer rights and increase business accountability in a rapidly evolving market. This important piece of consumer protection legislation is being viewed as an opportunity for traders to look again at the consumer journey in order to avoid detriment and promote best practice. Some key changes include:

Photo courtesy Shutterstock/LALAKA

As the provisions of the Digital Markets, Competition and Consumers Act 2024 begin to take effect, it is crucial for businesses to stay informed and compliant, writes Judith Turner, group deputy chief ombudsman at the Furniture & Home Improvement Ombudsman (FHIO) …

* Unfair Commercial Practices will encompass the entire consumer journey, and traders need to be aware that the definitions are widely drawn. A transactional decision, for example, can include motivating a consumer to simply pick up the phone to ask for more information, and as soon as information about the price and main characteristics of the product are published, there is the potential for a range of other information to be considered to be ‘key’, mandating that it is made available at the same time in order to ensure compliance. This is likely to be one of the biggest challenges for traders, who will need to make sure consumers have the right information at the right time.

updated from 31 to 32 in number to include fake reviews. The list can be further updated, and the CMA is pushing for greenwashing to be added.

* A commercial practice will include an action which affects a consumer, so that a manufacturer who labels goods will be included within the remit of the new legislation.

The Furniture & Home Improvement Ombudsman (FHIO) is providing a series of webinars and helpful blogs to ensure traders can understand how these changes apply to them and enable them to meet their requirements. Regardless of to whom a trader targets its promotions and who buys its products, traders need to be aware of their obligations so that they can comply with consumer protection laws. This means that commercial practices should be fair and backed up by effective, legitimate and robust Alternative Dispute Resolution (ADR), thereby ensuring the highest levels of consumer protection and confidence.

* Even greater emphasis than before is given the information and the way in which this is presented to ensure it is clear and meets the requirements of honest market practice and good faith. It is very clear that information does not have to be false for it to be misleading. * The Competition and Markets Authority (CMA) now has direct enforcement powers and can impose fines of up to 10% of global turnover (or £300,000 if higher) for serious breaches. There are also monetary penalties for not engaging with Trading Standards’ information notices. * The unfair commercial banned-practices list is

* The legislation adopts a principles-based approach, which means that traders need to ‘show their working’, audit their commercial practices and ensure they comply at each stage in the consumer journey. * Alternative Dispute Resolution (ADR) involving consumers can only be provided by ADR bodies who are authorised to do so, making it even more important that traders offer ADR via trusted means, such as an ombudsman.

To find out more, visit the FHIO website and register for a free webinar taking place on 16th May, at webinars@disputeresolutionombudsman. org. www.fhio.org

“Traders need to be aware of their obligations so that they can comply with consumer protection laws

82 PRODUCTS TRADE SERVICES

Driving online success with 3D visualisation As the furniture industry continues to evolve, digital visibility and the quality of presentation are emerging as critical success factors – says ORANG3D, which provides a comprehensive suite of services that enables manufacturers, retailers and designers to display their products in a realistic, scalable and efficient way …

In ecommerce, visual quality builds trust and influences purchasing decisions, says ORANG3D

“Reliable renderings and interactive tools make a tangible difference in how products perform on digital platforms

From photorealistic 3D renderings to immersive technologies like augmented reality (AR) and virtual reality (VR), ORANG3D’s solutions are enhancing how furniture brands communicate, sell and grow online. “A major challenge for many furniture companies is conveying the intrinsic value and detailed craftsmanship of their products through digital channels,” says ORANG3D, which addresses this by producing visual assets that accurately represent materials, finishes and proportions – bringing every design element to life in a consistent and compelling format. “These renderings are not only aesthetically convincing but also serve as a reliable foundation for ecommerce, marketing and sales strategies,” the CGI specialist continues. “With online shoppers demanding precision and transparency, visual quality builds trust and significantly influences purchasing decisions across diverse markets. “What distinguishes ORANG3D is its capability to adapt to various operational scales. Whether partnering with a start-up launching its inaugural collection, a mid-sized brand expanding its digital footprint, or a large-scale manufacturer managing hundreds of SKUs, ORANG3D delivers solutions that are both flexible and cost-efficient.

“AI-supported workflows reduce production times while ensuring visual consistency, enabling businesses to update content rapidly in response to seasonal launches or product modifications. This agility promotes a dynamic approach to online merchandising and reinforces brand presence across all digital touchpoints.” The incorporation of AR adds another dimension of value. By enabling customers to virtually place furniture in their own spaces, AR bridges the gap between digital representation and physical experience, providing a clearer sense of scale, colour and compatibility – and VR further extends this concept, creating immersive environments where entire product ranges can be explored without the constraints of physical showrooms. “These interactive tools render product experiences more engaging and memorable,” says ORANG3D, “ultimately fostering more confident purchasing decisions – especially for items that rely on spatial context.” Efficiency is central to ORANG3D’s offering. Through streamlined processes and smart automation, even large volumes of data and image assets are managed with speed and precision. “Coupled with competitive pricing models and an unwavering focus on quality, ORANG3D delivers a scalable solution that meets the diverse needs of the furniture sector – from boutique studios and independent makers to well-established international manufacturers,” the business explains. International sales manager Tom Kemper continues: “Reliable renderings and interactive tools make a tangible difference in how products perform on digital platforms. Clarity and consistency of the visuals help build trust with customers.” As furniture brands continue to navigate the transition toward digital commerce, ORANG3D aims to provide the expertise and tools to keep them one step ahead. “Striking an ideal balance between innovation, usability and affordability, the company paves the way for a visual experience that benefits both businesses and their customers,” concludes ORANG3D. www.orang3d.com

We create your entire product line in 3D – before lunch. At ORANG3D, we bring your products to life with stunning, photorealistic 3D visualizations – faster than ever before. Showcase endless variations, colors, and angles without the need for time-consuming photoshoots. Once modeled, your product can be rendered in countless ways – tailored for high-performance online shops. Fast. Premium quality. Limitless possibilities.

orang3d.com In today’s competitive e-commerce landscape, providing customers with an engaging and interactive shopping experience is key to driving success. Leveraging advanced tools like 3D-Assets, Virtual Reality (VR), Augmented Reality (AR), and 360-degree product views, you can revolutionize how customers interact with your products and mwake purchasing decisions. These technologies not only enhance the visual appeal but also build customer trust, leading to increased satisfaction and higher conversion rates.

84 OPINION

The masters of the big-ticket sale

By Gordon Hecht

We of the furniture, appliance and mattress retail world think of ourselves as selling big-ticket merchandise. Thousand-dollar orders are mundane, five thousand are not uncommon. Depending on your merchandise selection, you may see orders of $1520,000 now and then. You and your frontline sales team may enjoy closing those five-figure tickets. But they pale in comparison to the sales team in the real estate biz – virtually no sales under six figures. In fact, the average purchase price in the US is $385,000. It’s over $800,000 in California. Even with recent changes to the law, agents’ commissions average 6%, meaning a payoff of about $25,000 on average, and close to $50,000 in sunny Cal. With so much dough riding on each sale, those real estate agents need to be on top of their game to survive and achieve success. This came to light recently, as me and my everlovin’ bride are considering a change in residence. As with almost any purchase, the path to buying started online. There are many websites to view homes for sale. A person can type in the name of a city or town, or even a street name to see what’s available and the selling prices of recent closed deals. Most of the posted homes have 20-30 photos. You know, the kitchen, bathrooms, bedrooms, backyard and more. Some have 360° images. The idea is to give a prospect an idea of what to expect. When you have 10 minutes, check out the listings online. Many homes have professionally shot photos. The homes look neat and orderly. However, many more listings have homemade photos. These are barely above a Kodak Instamatic quality. Someone must have shot them on Blackberry Curve. The photos are dark with poor angles. What’s worse is many kitchen and bathroom images show rooms disorganised, with clutter and junk everywhere. I’ve seen living rooms with pet beds and cat trees, an immediate turnoff for someone with allergies. Or you may see harvest gold appliances, and shag carpet, a tip-off that there’s been no updates since the Disco Era. You’d have to imagine that a tour through that sort of house, if it ever occurred, would win first prize for sales prevention. This has to be your year of putting your best foot forward, in-store, online, and in advertising media. That means clean and uncluttered. Modern and up to date.

Photo courtesy 123RF/freeograph

When it comes to big-ticket sales, they don’t get much bigger than a home, and there’s a lot retail sales staff can learn from estate agents, explains business growth and development consultant to the retail home furnishings industry, Gordon Hecht, writing for US trade magazine Your Source News …

The best place to start is at the beginning – your front door. Simply remove all stickers and signs from the window. All you need is your store hours and one decal with the credit cards or financing you offer. After that, you can add in a few 2025 model window posters. Next is the store floor. Just because manufacturers and suppliers send PoS your way, you don’t need to use it all. In-store promo tags on a few models will do. Not every bed or dining table needs a tent card. And, if you still have Black Friday and New Year’s tags on, it’s time to update! Then tackle your website. If your pop-ups look like a July 4th fireworks display, it’s a turn-off for shoppers. And, like those real estate websites, if you insist on posting ‘Call for Price’, you can plan on the phone never ringing. Here’s some other tips for winning from the real estate game: * Most agents won’t show a prospect any homes without credit pre-approval. It’s a fool’s errand to write an offer and then find out it’s beyond the buyer’s ability to pay. It’s a little different in your shop – but not by much. A good early qualifying question is to ask the shopper if they normally pay cash, credit card, or want to use your finance offer. If it’s the last, why not get them to do the application first. Their line of credit will affect their purchase amount. * Retail sales associates, take note of this – your store owner provides you with a building, website, phone, and array of display merchandise and inventory. All at no charge to you. Real estate agents pay for everything! They shell

“With so much dough riding on each sale, those real estate agents need to be on top of their game to survive

out big bucks for advertising, licensing, signage, vehicle, laptops, photos and more. Essentially, they pay upfront for every buyer and seller they talk to. Based on that, it’s imperative for them to convert every conversation into revenue. They gotta close darned near 100% to earn a living. Think about that next time you are tempted to burn an ‘up’ or fail to ask for the sale. * Real estate selling follows Pareto’s Law. It’s that 80/20 thing. Four-fifths (80%) of the sales goes to the top 20% of agents. The really successful agents work to build their clientele as they build their sales. Personally, I used a single agent for three transactions in a five-year period – and recommended that agent to multiple friends. * In our own retail world, it costs six times as much to attract a new shopper as retaining a previous customer. Whatever you sell, your merchandise can be placed in several rooms. Make it a rule to keep in contact with your current shoppers. When you make a sale, ask them what room they are working on next. Mattress shoppers have three or four bedrooms. People buying a fridge have laundry needs. Shouldn’t they get it all from you? * Before a salesperson will list a home for sale, they require the owner to fill out a disclaimer. It’s a written statement listing any problems the home may have

had. Electrical issues, roof leaks, structural problems, insects and more. Even if the owner fixed the issues, they need to document dates and solutions. We sell new merchandise, thus there are few product problems. But there is a need to outline fitness for purpose. In the mattress world, some beds are great for young kids or occasional guest use. They are simply not designed for 250lb poppa and 150lb momma to sleep on every night. A cheap metal bedframe without a centre support is a death knell for a queen or larger mattress. That space-saving stackable washer/dryer may look cool, and is probably perfect for single people or couples, or timeshares. But if your shopper has their four kids in tow, it may not be up to the task. If it’s not durability, it’s capacity. As always, it’s buyers’ choice. But you’ll build a better clientele by providing satisfaction compared to low price.

“This has to be your year of putting your best foot forward

Me and the everlovin’ are a lot like the shoppers in your market. We are planning a real estate tour soon. We’ll start off with a list of 10 or so dwellings and whittle them down based on information in the listing. Those listings with cluttered, dark images and incomplete features will be the first to go. This article was originally published by YourSource News. Gordon can be reached at gordon.hecht@aol.com

How much difference can a job title make? What’s in a job title? This month, Steve Pickering, the ‘unorthodox’ CEO of South East independent bed retail chain Sussex Beds, explains how a minor change of job description can have a major impact of the quality of candidates applying for the role … By Steve Pickering

A few weeks ago, we advertised a vacancy for a store leader externally. Up until now, store leader positions have been filled with internal promotions. However, recently, a limited number of potential internal candidates prompted a need to reach out externally going forward. The result was over 70 applications for the role. To put this into perspective, when we advertise for a sales adviser, we receive around 30 on average. The biggest difference, however, was the quality of applicants, which meant that at the end of the interview process, there were five exceptional candidates to choose from. The decision was made,

and one of these was offered the position – while another candidate was offered an open sales adviser role. Both gratefully accepted. My curious mind was intrigued by this process. Now, you may think this all makes perfect sense, as you are comparing a managerlevel role with a front-line sales role – which means higher salary and more responsibility. The fact is, though, the salary difference is minimal, and within our business, our sales advisers remain responsible for their orders and customer service. This begs the question – what other factors contributed to the significant difference in applications and quality of

candidates? Was it the title and status of the role? If this is the case, should we review job role titles to give them more kudos and status? Guess what? That’s exactly what I’m doing. What do you think? Have you ever applied for a role based primarily on its title? What job titles do you find most attractive or prestigious? Has your organisation experimented with creative job titles, and if so, what impact did it have? Would you rather be a ‘sales executive’ or a ‘sales assistant’, if the roles were identical? www.linkedin.com/in/stevepickering-unorthodox-ceo/

“At the end of the interview process, there were five exceptional candidates to choose from

86 OPINION

Franchising – the legal essentials Franchising is an attractive vehicle for business expansion, allowing franchisors to spread their brand and operational model widely using the foundation of franchisees’ investments, writes Stephen Sidkin, commercial law partner at Fox Williams LLP. However, he continues, before launching a franchise there are various commercial and competition law issues to be aware of in order to ensure its sustainability and legality … By Stephen Sidkin

At the outset, it is important to recognise that both franchisor and franchisee need to have the potential to realise a suitable return from the respective commitments to the franchise. A franchise operates on what is effectively a huband-spoke system. The hub represents the business and goodwill which is represented in the brand. The franchises are the spokes. There is a mutual dependence between hub and spokes. If a spoke fails, it could imperil other spokes, and ultimately the hub itself. It follows that the key component in this respect is the putting in place of a comprehensive franchise agreement which is legally enforceable. The franchise agreement not only sets the terms for the franchisor-franchisee relationship, but also acts as the foundation for the consistent operation of franchise units in alignment with the franchisor’s standards. A well-drafted agreement will specify the rights granted to the franchisee, including the use of the franchisor’s trademarks, other intellectual property rights, and proprietary business systems. It will also outline the fees involved, such as the initial franchise fee, ongoing royalties, and marketing contributions. The objective is to ensure clarity and prevent future disputes over financial commitments. Careful attention must be paid to specifying the duration of the franchise agreement and conditions for its renewal (if any). These aspects are crucial, as they define the duration of the franchisee’s rights and the possibility of extending the relationship. Equally important are the operational standards and procedures defined within the agreement, which are essential for maintaining brand consistency across the franchise network. The provision of training and ongoing support to franchisees should also be documented, ensuring that franchisees are suitably equipped to uphold the franchisor’s quality and service standards. It is critical that the franchise agreement addresses termination conditions expressly, outlining the grounds for ending the franchise relationship and determining the obligations of both parties posttermination. Such provisions protect the franchisor’s interests and set out the terms under which the franchisee must cease using the franchisor’s brand and return any proprietary materials. Additionally, in some countries, providing a comprehensive Franchise Disclosure Document (FDD) to potential franchisees is a legal requirement.

The FDD can be expected to need to include detailed information about the franchise system, financial performance, and the obligations of both parties. The objective is to inform potential franchisees of the full scope of their commitments. Brand integrity Brand integrity is key to any franchise, and marketing and brand management are in turn key to brand integrity. Maintaining suitable and consistent marketing efforts and brand management across all franchise locations is critical for preserving brand integrity. Franchisors often establish a national marketing fund contributed to by franchisees, which finances broader advertising campaigns. Clear brand guidelines are crucial for ensuring consistency in all marketing materials and communications. Providing franchisees with support for local marketing initiatives also falls under this purview, helping them to effectively promote the brand within their specific markets. Effective monitoring and quality control mechanisms need to be in place to ensure compliance with the franchisor’s standards. Regular compliance inspections and audits help assess franchisee adherence to operational standards. Implementing performance metrics provides benchmarks for evaluating franchisee performance, identifying areas requiring improvement, and recognising outstanding operations. Establishing feedback mechanisms where franchisees can communicate concerns or suggestions can help achieve a collaborative and supportive relationship, ultimately contributing to the network’s overall health and, in turn, the integrity of the brand. Constructing a strong sense of community among franchisees is equally important for nurturing a cohesive network. By establishing franchisee advisory councils, franchisors can facilitate input and foster a partnership-oriented approach. Regular meetings and annual conferences provide platforms for sharing successes, tackling challenges, and promoting best practices. Effective communication tools and platforms are essential for maintaining regular, open communication with franchisees, thereby reinforcing the franchise community and aiding in the smooth dissemination of critical information.

“Franchising involves navigating a complex web of commercial law issues … each step requires careful legal and strategic consideration

The right franchisee Recruiting and selecting the right franchisees is another important element. This process should be aligned with the franchisor’s values and business objectives. Potential franchisees’ business acumen, financial stability and personal alignment with the brand need to be assessed, to mitigate future risks. Training and operational support usually play a key part in a franchisee’s success and, subsequently, the franchise. Comprehensive initial training programmes should cover all business aspects, from operations and financial management to marketing and customer service. This foundational training can be expected to set the stage for consistent adherence to the franchisor’s standards. Continuing support mechanisms, including regular communication, field visits and access to resources, will allow franchisees to maintain high standards. An exhaustive operations manual serves as a daily reference guide, reinforcing the procedures and standards outlined initially. UK competition law When planning a franchise, it is important to be aware of UK competition law, to avoid practices that could be deemed anti-competitive. The key legislation includes the Competition Act 1998 and the Enterprise Act 2002. The critical considerations are: pricing – under the Competition Act 1998, franchise agreements must not impose fixed or minimum resale prices on franchisees, which could be seen as price-

fixing (prices can be recommended, but they cannot be mandatory); territory restrictions – while it is common to grant franchisees exclusive territories, it is necessary to ensure that these do not completely block competition or market entry, which could be seen as anti-competitive behaviour (the legislation allows for territorial exclusivity, but this must not restrict the franchisee’s ability to compete within their territory); and supplier agreements – if franchisees are required to purchase from designated suppliers, these requirements need to be capable of being objectively justified on the grounds of quality, consistency or efficiency. Overly restrictive agreements could be challenged under competition law if they hinder competition within the market.

“Maintaining consistent marketing efforts and brand management across all locations is critical

Franchise foundations Franchising, from a franchisor’s perspective, involves navigating a complex web of commercial law issues. From drafting comprehensive franchise agreements and selecting the right franchisees to providing thorough training, ensuring consistent marketing, enforcing quality control and managing growth, each step requires careful legal and strategic consideration. By addressing these issues proactively, franchisors can build a sustainable and thriving franchise network that remains compliant, consistent, and competitive. www.foxwilliams.com

ONLINE

BOOKSHOP TECHNICAL REPORTS, GUIDES AND TEMPLATES TO SUPPORT YOUR BUSINESS

Alpha Designs Upholstery Limited is a family-run business dedicated to creating classic and contemporary sofas and chairs. Based in the heart of the Midlands, we pride ourselves on our handmade upholstery that combines quality craftsmanship with innovative design. Summary We are seeking a motivated field-based Sales Representative to join our team. In this role, you will be responsible for building relationships and driving with our customers in the Southwest. Responsibilities • Identify, develop and maintain relationships with new and existing customers. • Manage territory effectively to achieve sales targets and KPIs • Provide in-store product demonstrations and training. • Deliver exceptional customer service throughout the sales process. • Attend trade exhibitions. Requirements • Proven experience in field-based B2B sales, preferably in furniture or upholstery (but not essential as product training will be provided) • Strong negotiation skills with a track record of closing deals. • Excellent communication skills, both verbal and written. • Ability to manage multiple accounts and territories efficiently. • Customer service-oriented mindset with a passion for helping clients.

Topics include sustainability, REACH, carbon footprinting, UKCA marking, flammability, lean manufacturing, FIRA standards, and more

www.fira.co.uk/bookshop

Remuneration • Competitive Basic salary • Un-capped Commission structure • Full Expensed Vehicle • Opportunity for career progression

If you have a passion for sales and want to join the exciting world of home decor and design, we invite you to apply today and become a part of our dedicated team at Alpha Designs Upholstery Limited! Closing Date 1 May 2025 Please send your CV to Kelly@alpha-designs.co.uk

PARTNER COMMENT OPINION 89

International Alliance of Furnishing Publications (IAFP)

Are you ready for the ripples? Whatever their end, Trump’s tarriffs will have far-reaching consequences for the dynamics of global furniture trading, writes the GM of Romania’s Fast Forward Consulting – and former International Alliance of Furnishing Publications (IAFP) president – Imre Zilahi … By Imre Zilahi

Anyone who can accurately predict the impact of the trade war initiated by the US president must possess clairvoyant abilities, but one thing is certain – the shift in strategy by Chinese (and other Asian) exporters, in response to the anticipated decline in American demand, will significantly influence the future of the European furniture industry. The new US tariffs targeting Chinese furniture (along with other categories of Chinese goods) are likely to cause a significant ripple effect across the global furniture trade. I guess it’s safe to say, the reorientation of Chinese furniture exports will cause a shift to alternative markets – if the US becomes less attractive or viable due to tariffs, Chinese manufacturers will likely intensify their focus on other major markets, including Europe, the Middle East, Africa, and South East Asia. We’ll be facing a pressure on prices. I foresee an influx of Chinese furniture at more competitive prices, close to dumping (with mainly the lowerand mid-range segments affected). The increased Chinese presence might make it harder for regional manufacturers to compete on price – particularly if they don’t have strong brand differentiation or efficient cost structures. Let’s call it ‘market saturation risk’. How will the European market retaliate? European retailers and importers might benefit in the short term from better purchasing terms. However, overreliance on imports might stifle local innovation and manufacturing investment. And we can’t exclude the possibility of strategic protectionism – some EU countries may lobby for anti-dumping measures imports, similar to the US approach, especially if unfair pricing practices are suspected. From a Romanian perspective, the role of Eastern European furniture manufacturing in this tariff war situation is worthy of attention. Eastern Europe (and especially Romania) is uniquely positioned to benefit from this disruption, assuming the sector can respond strategically. Eastern European manufacturers are geographically closer to key Western markets (Germany, France, UK, Netherlands, Italy etc), offering

shorter lead times, lower transportation costs, and better responsiveness. Countries like Poland or Romania already have established manufacturing hubs with skilled labour, production know-how, and experience in OEM and ODM contracts. There are also some challenges to overcome. Many Eastern European countries face demographic challenges and skilled labour shortages, which could limit their ability to scale up quickly. To truly capitalise, the sector needs investment in automation, digitalisation and sustainable production to remain competitive in the mid- and high-end segments. There is a lot of cost pressure. Labour and material costs are rising across the region, which could erode the competitive advantage if not managed through productivity gains. As the big boys clash in this global fist fight, Eastern European manufacturers need to calculate the strategic implications. A push for higher-value products might be a good idea, instead of competing head-on with low-cost Chinese goods. Back home, I’m recommending that Romanian furniture producers move up the value chain, focusing on design, quality, sustainability and customisability. A healthy move would be to seek to develop their own brands for the European market, rather than relying solely on OEM work. Eastern Europe could also fill supply gaps in other global markets where Chinese furniture becomes less competitive or politically sensitive – such as the US itself. The US tariffs on Chinese furniture will indirectly impact the European market by increasing Chinese exporters’ focus on the EU, creating price pressures and competition. Eastern Europe has the opportunity to step up as a flexible, near-market production hub – but this will require a strategic agreement among the players. In the mid- to long term, Western European distribution and retail companies could (and should) reduce the level of the risk by shaking hands with their Eastern European producers/suppliers. www.iafp.info www.furniturefromromania.com

INDUSTRY PARTNERS

“The shift in strategy will significantly influence the future of the European furniture industry

BRITISH FURNITURE

ASSOCIATION

Young Furniture Makers exhibition.

Women in

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90 OPINION FEEDBACK

THIS MONTH, WE’RE ASKING …

What’s the best case of market disruption you’ve seen? Netflix has to be well up there – my oldest child is four, and trying to explain there used to be no Netflix is almost laughable for her

The mattress-in-a-box companies changing the way people think about buying a mattress Ashley Hainsworth (Flair Furniture)

Brian McCann (DFI Beds)

In my 18 months at Sleepeezee, we’ve seen a huge gain in market share of quality beds in the ‘naturals’ category, and winning Bed Product of the Year at 2023’s NBF Bed Show really helped us disrupt the market and take serious floorspace from our competitors Daryl Drylie (ID Agencies)

I’m an admirer of anyone who dares to do things differently in a manner that’s consumer focused John Tuton (Mammoth)

Two university graduates in California developed grass that grows to a maximum of 12mm in height ... no more lawnmower development needed Phil Pond (Scarlet Opus)

The shipping costs during Covid Paul Irwin (Smiths of Harrogate)

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

We disrupt the market ourselves by exceeding expectations for innovative bespoke projects that customers haven’t been able to find elsewhere. Our brand colours are reflected in our distinctive machines, and we’ve diversified into the processing of components and material handling. Using customer feedback and industry analysis, you can create new products that customers can benefit from, before they even realise it Shaun Peel (MattressTek)

Tempur-Pedic Anthony Joyce (Wolf Components)

A well-known competitor used to run a series of 10am-10pm events in my time with them. The uplift seen, with no cannibalisation to days either side, was phenomenal at times John Pattison (ex-Sterling Furniture Group)

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