#429 June 2025 www.furniturenews.net
AI
gets real
presti.ai sets the scene
MANCHESTER FURNITURE SHOW BEDROOM | TRADE SERVICES LONG EATON SUPPLEMENT
PERFECT (PILLOW) PARTNERS 100% Comfort and Harrison Spinks unite Meridian Upholstery levels up Oak & Honey gives mid-century a modern twist
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
3
Editor's comment Paul Farley Editor-in-chief
01424 776101 paul@gearingmediagroup.com @FurnitureNewsED @Furniture News www.furniturenews.net
“Find out why Long Eaton deserves to be branded the UK Centre of Quality Upholstery Manufacture – and much more besides Welcome to June’s issue! Despite spring’s balmy weather (rarely great news for furniture retailers) it’s been a frantic month for the Furniture News team, who attended exhibitions in Telford and Solihull, witnessed the installation of the Furniture Makers’ new master at glorious Mansion House (best of luck Debbie!), took a few shots at the posts in Manchester’s National Football Museum courtesy of Silentnight, and walked the streets of Long Eaton to better understand what’s in town (more on that later). I’m relieved to see the summer shaping up to be a little more positive than what’s gone before. Next month sees Manchester Furniture Show back in town, building on last year’s spirited revival, and we’ve the complete lowdown on the exhibition (and the latest Women in Furniture Network event) from p36. Look out for more on MFS in July’s issue. We’ve plenty of success stories from the bedroom sector, as the likes of Hypnos and Simba celebrate their latest achievements, while 100% Comfort and Harrison Spinks give us the inside scoop on their new luxury pillows, from conception to deployment (p25). Other highlights include an introduction to cover star Presti AI’s new video capabilities (p14), the latest from a fitter, happier Meridian Upholstery (p18), and a milestone marked at Peak Converters (p60). You’ll also find interviews with Oak & Honey’s Ella Taslaman (p12), Trago Mills’ James Hollas (p20) and Heal’s Hamish Mansbridge (p22), and from p62, columns on keeping the right members of staff, brand authenticity, D2C selling, and EU legal disputes. As Marks and Spencer continues to reel from that recent cyber attack, Retail Revealed’s Simone Ward closes the issue by explaining how retailers at every level can better prepare themselves for such an eventuality (p73). But that’s not all … this month, we’ve also gone all out to deliver a project that’s long (no pun intended) been on our ‘to-do’ list – a supplement dedicated to the furniture businesses of Long Eaton. In an attempt to better put the town’s manufacturers, showrooms, suppliers and unique qualities on the map, we’ve quizzed industry stakeholders including Adam Thompson MP, WEBS Training, the Long Eaton Guild and many more to find out why Long Eaton deserves to be branded the UK Centre of Quality Upholstery Manufacture – and much more besides. We hope you enjoy our little Derbyshire excursion. All that remains for now is to remind you that voting closes on our Readers’ Choice Awards on Friday 6th June, so please, if you haven’t done so already, visit https://bit.ly/fn-readers-choice-awards-2025 and have your say before it’s too late!
Paul Farley
Long Eaton
A FURNITURE NEW
S SUPPLEMENT DEDI
CATED TO THE LONG
5 FURNITURE HUB
EATON FURNITUR
E INDUSTRY
#1
#429 June 2025 www.furniturenews.net
AI
SCENE SE T Inside At The
Helm and Hyde
line’s new show
room
gets real
Contents
presti.ai sets the scene
PROFILES | PRODUCTS INTERVIEW S | HISTORY
| DIRECTOR Y
LongEaton_Cover1
.indd 1
7
NEWS
12
INSIGHT
14 PRESTI AI
12
Oak & Honey
SUPPLEMENT COVER FEATURE
14
Presti AI
16
Hypnos
18
Meridian Upholstery
20
Mind of the buyer
22
Getting personal
25
100% Comfort/Harrison Spinks
30
EVENTS
30
INDX Beds
32
VIFA ASEAN
34
BIFE-SIM
36
Manchester Furniture Show
50
PRODUCTS
52
Bedroom
58
Trade services
62
OPINION
62
Speeding up the revolving door
66
Overseas law and courts in uncertain times
68
Why furniture brands choose to go D2C
70
Woke washing – why authenticity matters
73
Partner comment
74
Feedback
16/05/2025
MANCHESTER FURNITURE SHOW
12
PERFECT (PILLOW) PARTNERS 100% Comfort and Harrison Spinks unite Meridian Upholstery levels up
BEDROOM | TRADE SERVICES LONG EATON SUPPLEMENT
16:01
Oak and Honey gives mid-century a modern twist
FN429_Pages.indd 1
COVER FEATURE
20/05/2025 17:22
12 AT THE HELM/HYDELINE FURNITURE
EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul@gearingmediagroup.com X @FurnitureNewsED
Ella Taslaman Oak & Honey
22
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
Hamish Mansbridge Heal’s
62
PRODUCTION PRODUCTION MANAGER James Ash james@gearingmediagroup.com DIGITAL MANAGER Nyall McCurrach nyall@gearingmediagroup.com COPY ADMINISTRATOR Steve Merrick 01424 776108 production@gearingmediagroup.com ACCOUNTS ACCOUNTS/GENERAL MANAGER Wendy Williams 01424 817433 wendy@gearingmediagroup.com
Gordon Hecht
73
CHAIRMAN Nigel Gearing SUBSCRIPTIONS (UK-£65, Europe-£85, RoW-£95) subscriptions@gearingmediagroup.com REPRO, PRINT AND DISTRIBUTION Stephens & George GEARING MEDIA GROUP LTD 4 Red Barn Mews, High Street Battle, East Sussex TN33 0AG ISSN No: 1475 - 3731 © Gearing Media Group Ltd 2025 WWW.FURNITURENEWS.NET
Simone Ward Retail Revealed
GENERAL INFORMATION No part of this publication may be reproduced without the specific prior written agreement of the Publisher and may not be stored on any type of retrieval system. Furniture News/ Gearing Media Group Ltd accepts no responsibility for variations in colour reproduction. Special colours (Pantone etc) can be catered for with prior arrangement. Some elements of the editorial content in this publication are submitted by the trade, however, all efforts are made to ensure that the editorial remains true to fact and unbiased. Monies may have been accepted to offset the costs of colour reproduction. Gearing Media Group Ltd reserves the right to alter without prior notice any content other than customers’ advertisements. No correspondence will be entered into regarding altered or adjusted editorial content. The editor’s decision is final. All material submitted for inclusion in Furniture News is done so entirely at the owner’s risk and no responsibility is accepted for the safekeeping or return thereof. Advertiser information is reproduced in good faith and Gearing Media Group accepts no responsibility in respect of adverts appearing in the magazine, and the magazines expressed do not necessarily reflect the publisher’s views. The Publisher accepts no liability for any loss arising from an advertisement’s late or non-appearance.
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 th - 2 6 th A u g u s t 2 0 2 5
REGISTRATION NOW OPEN SECURE YOUR www.ifhs-tradeshow.ie
BADGE HERE
NEWS 7
Dunelm has acquired the Designers Guild brand and design archive from Designers Guild Ltd and, in a strategic collaboration, has licensed the brand and archive back to the business, enabling it to continue operating independently
Minerva Furniture Group has announced the appointment of Julian Cox (ex-Maples, Harrods, Courts, Furniture Village, Willis & Gambier, Baker Furniture and AIS) as its COO
Wolf Components’ George Joyce raised almost £5000 for the Furniture Makers by running the TCS London Marathon
OKA will open a new outlet store at Bicester Avenue Garden Centre, close to Bicester Village, this month
Tamarisk Designs has appointed Suzanne O’Flynn (ex-John Sankey) as its design director
Frank Olsen Furniture has secured an £80,000 NPIF II loan to invest in product development and focus on new markets
Wayfair has reported “further share capture with robust profitability” in Q1, achieving total net revenue of $2.7b (up just £1m YoY), with international net revenue at $301m, down -10.9% YoY. Gross profit was $837m, yet the business made a net loss of $113m
The Sleep Charity has announced the theme of its annual Sleeptember campaign, ‘Better Sleep Starts Here...’, and its 2025 sponsor, Bed Advice UK – the NBF’s consumer arm
READ MORE ONLINE AT WWW.FURNITURENEWS.NET
Furniture Makers installs 63rd master On 12th May, Debbie Johnson was installed as the 63rd master of The Furniture Makers’ Company, succeeding Brian Ahern. The annual ceremony took place in the Long Parlour at Mansion House, London, the official residence of the Lord Mayor of London. During the same ceremony, Jessica Alexander and Alistair Gough were installed as the new senior and junior warden of the company, respectively. Debbie joined the Furniture Makers in 2011, became a liveryman in 2013 and has served on the court – the company’s board – since 2016. Her early work included nursing and working in retail, followed by a career at the Post Office in marketing
and business administration. She moved on to print publishing, including with Cambridge Newspapers Group, before running an independent publishing company. Her career included publishing trade magazine Cabinet Maker until 2018. Post-retirement, Debbie has worked with the City Livery Club and is a trustee for the Andrew Johnson Rowing Foundation. In her spare time, she obtained an Association of Master Upholsterers & Soft Furnishers diploma. The ceremony was followed by the dinner in the venue’s Egyptian Room. Around 200 guests were in attendance, and were joined by City dignitaries including the Lord Mayor. Debbie says: “It is a great honour to be installed as the 63rd master. My passion for both this livery and our industry fuels my commitment to serve you well. I am grateful for your trust and look forward to representing The Furniture Makers’ Company and strengthening our community together.”
Hypnos secures long-term financing commitment Mattress manufacturer Hypnos has secured long-term financing from Independent Growth Finance (IGF), providing “a strong foundation for growth”. Hypnos says the new asset-based lending facility will provide the business with a platform to capitalise on growth and development opportunities across the UK and internationally. The refinancing follows a period of strategic change and focus for the group over the last two years, with significant investment in new IT infrastructure, a new logistics partner for a more sustainable delivery service, and exiting from five operating sites. Together, says Hypnos, these changes will see it focus on its core and historical specialism of handcrafted mattress and bedmaking through “a more efficient and sustainable operating model”.
“This is an extremely positive start to 2025 for the team at Hypnos, supporting our ambitious goals for future growth,” says David Baldry, Hypnos’ group MD. “The company still has some optimisations to make and we will continue to evolve with business and market needs, however we now have a secure operational and financial foundation for growth over the coming decades.” Having experienced a strong start to 2025 in the UK across retail and hospitality, the brand recently launched a new Wool Series mattress collection into the US, and is seeing international growth thanks to its partners in Europe, South Korea, South Africa and beyond. PwC’s Debt & Capital Advisory team advised on the deal.
Employment Rights Bill putting brakes on hiring A survey of HR directors (HRDs) of leading retailers carried out by the British Retail Consortium (BRC) reveals the scale of concerns about the impact of the incoming Employment Rights Bill. Over 70% of retail HRDs felt the bill would have a negative or very negative impact on their business, with fewer than one in 10 believing it would have a positive impact. Over half (52%) suggested the bill would result in a reduction in staff numbers in their business, while 61% said it would reduce flexibility in job offerings. The biggest concern for HRDs is around proposals to establish rights to guaranteed hours, which risk making it much harder to offer people part-time jobs – 1.5 million of the 3 million people in retail currently work part-time. Costs were another concern, with 52% of respondents expecting the bill to increase prices.
Helen Dickinson, chief executive of the BRC, says: “Those in charge of retail hiring are clear – unless amended, the bill will make it even harder to keep and create jobs and reduce the flexibility that defines many existing retail roles. This matters – local, flexible retail jobs are an important stepping stone for those entering or returning to the workforce. Retailers agree with Government on the need to crack down on unscrupulous employers, but in its current form the Employment Rights Bill could backfire, putting the brakes on hiring, or worse still, putting retail job numbers further into reverse. “The Government wants growth and wants to reform welfare and increase the numbers in work. We are aligned on the objectives. Now it’s about making sure the implementation of policies help, not hinder, retailers’ ability to provide the very jobs the economy needs.”
8 NEWS
BFA forum discusses HR solutions A special interest group established by the British Furniture Association (BFA) is providing a platform for professionals to put forward ideas, consider solutions and share best practice. The BFA’s HR Forum was formed in collaboration with Sarah Jane Hutchinson, head of group HR at Whitemeadow. Having identified the potential value to be gained from establishing networking opportunities and sharing best practice among furniture HR professionals, she hosted the first BFA HR Forum at Whitemeadow’s HQ last September. Sarah-Jane says: “HR professionals throughout the BFA membership are at the forefront of dealing with ever-changing landscapes of day-to-day operational business requirements and needs within furniture manufacturing. Thanks to the success of the inaugural forum, we now have a network of like-minded individuals who can provide support outside of their own organisations. Attendees forge new connections, share insights and learn from each other.” The second forum was held on 6th March at DFS in Doncaster, with members discussing minimum wage increases, the BFA Wages Survey and employee retention. Representatives from G-Plan, Parker Knoll, DFS, Lebus Upholstery, Dreams and Silentnight were in attendance. BFA MD Phil Spademan says: “HR teams within
the sector of manufacturing, supply and retail have to develop as new working practices emerge, being driven by technological advancements, changing employee expectations, and nationwide events.The BFA HR Forum is dedicated to bringing HR professionals together to learn, network and share best practice – providing non-competitive opportunities to get the whole furniture sector involved to discuss common issues and challenges. The feedback we’ve had so far is that the forum has been both useful and highly beneficial to those who have attended.” The next HR Forum will be hosted by Lebus Upholstery in Scunthorpe on 18th September. BFA members working within HR can join the forum by emailing joanna.privett@bfa.org.uk.
Pottery Barn to launch in the UK Pottery Barn, a portfolio brand of Williams-Sonoma, Inc – which also owns West Elm – has announced that the brand will launch in the UK this autumn. It says Pottery Barn’s UK website will offer customers a selection of furniture, bedding, lighting and decorative accessories from Pottery Barn’s signature offerings of home furnishings and decor, and that its expansion to the UK marks “an exciting new chapter” for the home furnishings retailer. “We are committed to long-term growth and expanding the reach of our brands where we see meaningful market opportunity,” says WilliamsSonoma, Inc’s president and CEO, Laura Alber. “We believe great design and quality craftsmanship have universal appeal and we look forward to bringing
Pottery Barn’s signature aesthetic to the UK.” Pottery Barn president, Monica Bhargava, continues: “Our curated assortment for the UK market celebrates Pottery Barn’s commitment to helping customers inspire great style for spaces small and large that are beautiful and functional. Whether furnishing a new flat, refreshing a family home, or entertaining with family and friends or thoughtful gifting, we are proud to be providing the UK market with thoughtfully designed pieces that meet the needs of modern living.” The Pottery Barn UK launch will also introduce Pottery Barn’s free design services to customers looking for personalised interior styling assistance, both at home and online.
January Furniture Show named event awards finalist Clarion Events has announced that the January Furniture Show has been named a finalist in the Best UK Tradeshow (More Than 8000m2) category at the AEO (Association of Event Organisers) Excellence Awards 2025. The show organiser says this recognition celebrates the January Furniture Show’s continued commitment to “delivering an outstanding event experience for the UK’s furniture and interiors industry”. “We are thrilled to be recognised as a finalist for this year’s AEO Awards,” says Zoë Bonser, portfolio
director, The Furniture Shows, Retail Division at Clarion Events. “This is a testament to the dedication of our team, the loyalty of our exhibitors and visitors, and the show’s continued relevance as a vital platform for the furniture sector.” The AEO Awards celebrate excellence across the events industry, highlighting innovation, growth and impact. The winners will be announced at a ceremony on 13th June at Grosvenor House, London.
HSL Chairs has relocated to a larger showroom within the Greenway retail centre in Ravenswood, Ipswich
The National Bed Federation has appointed three new members to its council: Matthew Richardson, head of manufacturing at Bensons for Beds; Nick Booth, MD at Harrison Spinks; and Mark Cort, returning in his new position as commercial director at Hypnos. Mark Baron, sales and marketing director at John Cotton Nonwovens, was re-elected
Nolte Mobel’s UK business went into administration last month, following lengthy insolvency proceedings at its German parent company
Next’s sales in Q1, thanks chiefly to fashion sales, were “better than expected” – in the 13 weeks to 26th April, the retailer’s full-price sales were up +11.4% YoY, +£55m ahead of the forecasted +6.5%
The Malaysian International Furniture Fair (MIFF) 2025 attracted 19,556 trade visitors from 120 countries and regions, including 5606 international buyers (up + 3.4% YoY)
Aldiss (Norfolk) reported record sales at both intake and delivered sales levels for the second year running in the year ended 28th September 2024, VAT-inclusive order intake reaching £26.303m
The Furniture Makers’ Company has marked a milestone after raising more than £250,000 for good causes in the sector over the last year via fundraising events across the UK
READ MORE ONLINE AT WWW.FURNITURENEWS.NET
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
MEET THE
SIMBA HYBRID® ULTRA
With 11 layers of our most advanced tech, our highest spring count ever & luxurious natural materials, this really is our dream mattress.
Up to 7300 springs for responsive comfort
FusionCool™ top layer for fresher sleep
Latex & coconut blend for flexible cushioning
SupportCore™ base for fresher sleep
simbasleep.com
12
Land of Oak & Honey “Built to last, designed to wow” – website Oak & Honey Furniture was founded by Ella Taslaman a year ago, and now boasts 240 SKUs (and growing), attracting 1500–2000 unique visitors each month. Despite Ella being just 25 years old, her business was 100% self-funded and profitable in year one, with £20,000 revenue in the first three months from SEO alone. “We design furniture that makes you fall in love with your home again,” she explains …
INSIGHT 13
Why visit your website? Oak & Honey Furniture was designed with both style and usability in mind, thanks to my background in web design. I’ve built the site to be seamless and intuitive for customers, with features that actually convert. Customer service is a major priority! We offer four easy ways to get in touch – live chat, email, phone, and social media. You’ll always get a response the same day, usually within the hour. Picture reviews are front and centre, so customers can see how the furniture looks in real homes. How did you enter the industry? I’ve always loved interior design, even though I didn’t have formal experience. Since I was 15, I spent hours pinning furniture inspo on Pinterest, and that passion has never faded. I wanted to make mid-century furniture – typically a quite expensive style – more accessible. That’s why Oak & Honey is positioned in the mid-luxury range – you still get beautiful quality at a more affordable price. I live and breathe furniture, but especially midcentury design with a modern twist. Who is your ecommerce hero? Grace Beverley, CEO of TALA, is a huge inspiration. Her marketing is incredibly strategic and unique – it’s captivating, effective and authentic. I study everything she puts out – her Klaviyo email flows, her social content, even how she structures her brand’s messaging. Her journey really inspires me. Describe a typical business day … Every day is different, but right now I wear every hat – customer service, admin, web design, supplier negotiations, product uploads, social media, marketing, SEO and blogging. My days are long, usually 15 hours, but I always start with customer service. I reply to emails, live chats and DMs, and make sure no one’s left waiting. From there it’s analytics, bug fixes, product sourcing, content creation and outreach. It’s non-stop. What part of the job would you prefer to avoid? Although I genuinely love my customers, replying to everyone quickly can be time-consuming. I made a promise to respond within the same day, ideally within an hour, and I take that seriously. It’s not a chore, but it is demanding. Admin work is probably the hardest part. What’s been your biggest challenge to date? Definitely imposter syndrome. I started this business on a tiny budget, with no prior experience and no formal education, after dropping out of school at 16. I’ve worked as a waitress and always dreamed of having my own business. I brought together my passions for web design, interiors, and retail to launch Oak & Honey – but procrastination and self-doubt, especially when facing big to-do lists or corporate meetings, can still be a struggle.
How much do you invest in making your site more visible? SEO is my best friend. With no budget for ads, and not feeling ready to be the face of the brand on social media, I leaned heavily into SEO, and it worked. I rank first on Google for high-traffic keywords, I blog, I optimise every page. I made £20,000 in revenue in the first three months through SEO alone. It’s been my most powerful tool. What’s your take on the future of online versus physical retail? Physical retail will always have a place, but online is growing fast and isn’t slowing down. It’s more convenient – people can compare prices, check reviews, and avoid that in-store pressure to buy. Online shopping lets people browse thoughtfully and on their own terms. Do you have plans to grow your business? Absolutely! Growing Oak & Honey is always on my mind. I’m starting to scale, planning to invest in paid ads next month, and I’m getting serious about social media. I’m looking to hire a social media manager to help reflect the brand more and boost visibility. Growth is the top priority. What advice would you offer an aspiring e-tailer? Just start. You’ll never feel fully ready or have the perfect branding or budget, but that’s okay. You learn as you go. You don’t need a degree or a big team – everything is learnable through YouTube, books, and trial and error. Don’t let fear hold you back – your life is too valuable for regrets. www.oakandhoneyfurniture.co.uk
“I wanted to make midcentury furniture – typically a quite expensive style – more accessible
COVER FEATURE
14 INSIGHT
Presti’s Video brings products to life Presti AI empowers companies to save time, cut costs, and enhance visual storytelling
This month’s cover star, Parisbased startup Presti AI, is rapidly making waves in the furniture industry with its cutting-edge generative AI platform, initially known for producing high-quality lifestyle imagery in seconds. Now, the company is taking a bold leap forward with the launch of its new Video feature, enabling brands to create photorealistic product videos – complete with motion, human interaction and cinematic depth – “just as easily as generating a static image” …
Presti’s new video capability enables users to create lifestyle videos with people or pets interacting with furniture
“With video, our customers can showcase their products in motion and context
From advanced imagery to immersive motion The latest Video capability builds on this innovation, Presti AI explains. With just a product image and a simple text prompt, users can now generate: 360° product spins – smooth rotations to showcase design details; lifestyle videos – including people or pets interacting naturally with furniture; room walkthroughs – AI-generated scenes that reflect any described setting; and ultra-fast output, with cinematic results delivered in under a minute.
“We’re redefining what’s possible in furniture merchandising,” says Hamza Bennis
Founded in 2022, Presti has earned the trust of over 300 furniture manufacturers and retailers globally, including top-tier brands seeking to streamline their visual content creation. By replacing traditional photography and CGI workflows with scalable AI tools, Presti empowers companies to save time, cut costs, and enhance visual storytelling. “We’re redefining what’s possible in furniture merchandising,” says Hamza Bennis, the co-founder of Presti. “With video, our customers can showcase their products in motion and context – without the cost or complexity of traditional production.”
Powered by advanced video diffusion models, Presti says its system produces “long-range coherence and richly detailed motion” – bringing products to life in ways that static images simply cannot match. “We’re in video now, where we were in image generation just a year ago,” Hamza explains. “There’s a lot more coming, and it’s coming fast.” Existing customers have quickly embraced the new video generation feature – over 1000 videos were downloaded within the first week of launching. Some of the most popular prompts that have been entered include: “A woman enters the room and places a flower vase on the sideboard”; “A dog walks in and jumps onto the sofa”; “A slow camera rotation around the main product, in slow motion”; and “A woman gets into bed and lies down.” Looking ahead With a strong R&D pipeline, Presti is actively refining features like perfect room consistency, and expanding its video tools to support longer scenes. This evolution marks a significant step toward the future of product marketing – where brands can move from static images to fully dynamic digital showrooms with minimal effort, says Presti. “As Presti continues to evolve, it is not only solving longstanding industry challenges – it is setting a new creative standard for how furniture is visualised, marketed and sold,” concludes Hamza. www.presti.ai
16 INSIGHT
Hypnos celebrates award-winning team
Martin Atkins, James Keen, His Royal Highness The Duke of Gloucester, and Ashley Garside
David Baldry, James Keen and Ashley Garside
“We’re lucky to have a broad range of skills, knowledge and experience
For over a century, Hypnos has been making luxury beds and mattresses, relying on the skills and expertise of its team to handcraft what it calls “the most comfortable beds in the world”. This people-first approach to creating quality products remains to this day, with every Hypnos mattress carefully sourced, tailored and made to order. Hypnos’ success under the steerage of the Keen family owners – chairman Peter Keen and, today, CEO James Keen (fifth generation) – has seen the brand grow with confidence. With a strategy proritising people, partnerships and skills, Hypnos is an example of how a 120-year-old British business with strong ethics and a quality product can excel both nationally and internationally in both retail and hospitality sectors. Last month, Hypnos’ strong heritage, family values and commitment to developing its people were recognised by the industry. Peter Keen was celebrated for his contribution to the British furniture industry and presented with a Lifetime Achievement Award by The Furniture Makers’ Company at a ceremony at Mansion House in the City of London.
Hypnos’ head of operations Ashley Garside won the Production Leader category at The Next Generation Awards
Bedmaker Hypnos is seeing the results of its “people-first” approach enjoy widespread recognition, with key individuals across the business recognised through industry award wins …
Peter built on Hypnos’ people-first legacy, but also championed furniture recycling and the launch of the NBF’s annual Bed Show. Serving on the boards of several industry organisations, Peter has been an influential figure and a long-standing advocate for charitable causes and conservation in Buckinghamshire, where Hypnos is based. He has dedicated time and energy to preserving the area’s furnituremaking heritage and natural beauty. Meanwhile, Hypnos’ head of operations Ashley Garside recently won Production Leader at The Next Generation Awards. Awarded by Commercial Interiors UK, the programme spotlights young emerging leaders within the British contract furnishing industry. Ash was selected by the judges for demonstrating his significant project and team leadership skills while expanding operations at Hypnos’ Princes Risborough facility – building skills, efficiency and team culture, alongside fulfilling ongoing commitments to UK and global customers. Ash headed up this crucial operational project while ensuring his teams felt supported and valued throughout, and his efforts typify why Hypnos holds the value of people in such high regard, says the business. Hypnos’ group MD David Baldry says: “I am so proud of our heritage and the leadership that exists within the business. The senior leadership team are committed to building the next chapter at Hypnos, investing in new systems and our dedicated skilled teams to create authentic, handcrafted mattresses and quality upholstered furniture. “We’re lucky to have a broad range of skills, knowledge and experience – people like Martin Atkins are at the heart of the Hypnos business. Martin is a master upholster who’s been a part of the Hypnos family since 1981. To ensure his skills are harnessed by subsequent generations, he’s now passing his expertise on to a new generation after almost 45 years of special design and upholstery projects, including updating furniture for the Royal Household.” www.hypnosbeds.com
18 INSIGHT
Meridian levels up
Utah
“Our goal is to build a global upholstery business
Has the business’ strategy changed much since you first emerged in the UK retail scene? It has, although retail is a hugely important part of our business now. With our future plans, we recognised early on that the amount of investment needed to build a long-lasting retail business was going to be considerable, so we pushed back heavily into the contract and marine markets, where we can balance out our workflow and generate higher margins to subsidise investment in our retail arm – which is starting to come together really well now. What else has been keeping Meridian busy for the last couple of years? We’ve kept a lot of floor space and have had a very consistent flow of repeat orders, but we feel now we have a better understanding of the market – what models to produce, and how to properly curate them for the right retailers in terms of comfort, fabric choice and price point. We’ve invested significantly in expanding our retail business, with a new in-house training school, a new state-of-the-art Pathfinder fabric- and leather-cutting machine, and a whole host of new team members to properly support our retail partners going forward. Furniture News understands you took your new models to market last month – how did it go? We looked to rent space for the Long Point show but were unable to secure anything to suit our needs, so we made the decision to show in the Village Hotel, which was probably the most successful show we’ve
Charleston
Building on its background of commercial furniture production, Meridian Upholstery burst onto the UK furniture retail scene in 2022, and made such an impression that it was voted Best Newcomer in Furniture News’ Readers’ Choice Awards. It has made good inroads since – only last month, Meridian showcased its newest lines to the trade, and things are looking up, explains MD Jonathan Eager …
had – albeit the smallest we’ve done! Our permanent showroom is part of the factory at Newton Aycliffe, Co Durham, just 15 minutes’ drive from Darlington. Please remind us of the breadth of your range … Our customers span from single-store independent retailers to billion-dollar cruise ships, and the local pub to superyachts, so we have such a diverse offering in terms of products and capabilities. Our goal is to build a global upholstery business, and to do that we need to keep as many doors open as possible, and to nurture, grow and improve all areas. Retail will always be a massive part of that, hence the continued investment in our factory, products and team.
19
Merdian’s factory showroom
Do any new styles/materials/colours dominate the latest offering? Two of our models, our Carolina and our Utah went down a treat at the show. Both models were super comfy and dressed in the perfect fabric story that captured the interest of the retail buyers that came to see us, which we were so grateful for. The Utah is a bandage-arm model, which can be struggle for retail – yet it’s the bestselling model for three multi-store retailers who manufacture a version of it, so we created and dressed it in a way to capture those customers who buy them. Our Carolina is probably the most comfortable model we’ve ever produced, and was praised by everyone who sat on it. It’s a double-arm design with neat piping detail, priced keenly, and will be landing on plenty of retail floors over the coming months Is white-label provision still an important part of your business? Yes, it’s still a major part of what we do. We offer this service to a number of retail partners and also quite few own-brand online retailers. We’re keeping our fingers crossed and hoping to win another couple of contracts over the coming weeks, which will create even more jobs and help us invest further.
The new Carolina
The new Utah
Have you made any significant advances in sustainability/services/technology or any other operational area? Yeah, as mentioned the Pathfinder machine will not only improve quality and speed of cutting, but will also better nest and maximise fabric usage. We use around 3500m of fabric a week – if the machine can help reduce waste on that by just -5%, that’s a considerable amount staying out of landfill. Our in-house training school will also help us train the next generation in the diversified fields we work in, and create jobs for lots of young people who may not
always have the best opportunity to get a well-paid, exciting and rewarding job. How can interested parties find out more? Our showvan is out and about regularly, and we have our dedicated showroom within our factory which retailers are always welcome to visit – our factory is different to most, and well worth the visit. The team are currently planning our next series of shows – I’m not sure which ones at this stage, but there certainly will be more investment in exhibitions so we can show every improvement and advancement we’ve made to as many retail partners as possible. Given the challenges facing today’s marketplace, how well positioned is Meridian to make its mark? We’re diversified, so shielded from the peaks and troughs of operating in a single market. We’re debt free. The team are fired up to push forward, our long-term plans are starting to bear fruit, and our short-term targets are being met. Our team and factory can handle up to 20,000 pieces of furniture per year, and that’s before the new cutting machine lands. We own the land outside the factory, so we can easily extend and expand to better serve the growing needs of our client base. I have a lot of belief in my team, and am extremely optimistic for the future despite the political and world challenges we’re facing! www.meridianupholstery.co.uk
“Our retail arm is starting to come together really well now
20 INSIGHT
THE MIND OF THE BUYER
James Hollas Trago Mills’ superstore in Merthyr Tydfil (photo courtesy iStock/Ceri Breeze)
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, James Hollas, group senior furniture buyer at Trago Mills, shares his views. James was the group buyer (furniture) for Morleys Stores for 10 years, and, among other roles, a buyer at Walmsley’s (six years), DFS (five years) and Bensons (five years).
How did you become a buyer? I was promoted from a department manager role. What are the key qualities the role demands? Negotiation, understanding of power imbalances, empathy and persistence. How do you keep on top of sales/demand trends? Furniture News, trade shows and talking to industry colleagues. Outline a typical day’s work … Analyse sales figures and review. Talk to sales staff. Talk to suppliers. Address short-term goals. Address long-term goals. How has buying changed since you started out? Long-term strategic planning, enforced by longer supply chains. What was your most successful purchase? Your Bed Your Way (Bensons) – within six months it was doing £25m (pro rata).
Photo courtesy Bensons for Beds
… and your biggest flop? Painted bedroom furniture (also Bensons) that looked beige under the store lights – it was actually grey. There were 16 containers to sell through!
How much do personal feelings influence your decisions? Not a lot! I’m not sure I have any of my own views any more – I get excited about products, but only with regard to their commerciality. However, I am fascinated by the customer buying process, and by how other people decide what they like. How do you balance working with existing partners and new opportunities? This depends on the size of the decision and the difference in pricing – reliability and trusting someone you know must be a factor in decision-making. What’s the most satisfying part of the job? Picking a winner! What’s the biggest misconception people have of furniture buyers? That we buy what we (personally) like, and that it’s an easy job! What would you say to anyone considering a career in buying? Most of the time it’s great fun! www.trago.co.uk
“I’m not sure I have any of my own views any more – I get excited about products, but only with regard to their commerciality
Send ns notificatio ers to custom with LIVE tracking links!
Customer’s location
Driver’s location
Live ETA
Your driver is on their way 20 mins
Keep your customers in the loop, every step of the way! Live tracking links in customer notifications Send automatic updates with a real-time tracking link See the delivery van on its way Customers know exactly when their order will arrive Reduce missed deliveries & support calls Fewer “Where’s my order?” calls means happier customers
Start Offering a 1st Class Customer Experience. www.smartroutes.io
22 INSIGHT
GETTING PERSONAL
Hamish Mansbridge Coming from a background in financial services, Hamish entered the world of furniture retail in 2003, when he joined The White Company as FD. From there, he went on to work for ski clothing and equipment retailer Snow&Rock, before taking the helm of iconic British retailer Heal’s in 2015. His tenure to date has seen him oversee significant changes in the business, modernising much of it while preserving the heritage for which it is famed, while championing the work of new furniture designers.
How might a child describe what you do? The boss of a big furniture shop in London. What’s the biggest long-term challenge you face? Staying relevant – especially in the face of fewer people physically coming to stores. If you had 10 x your working budget, what would you spend it on? Brand awareness. What does ‘work/life balance’ mean to you? Work hard, but try to completely switch off when you stop work. Who’s been your most influential professional mentor? Neil McCausland, my chair at Snow&Rock, who really instilled a sense of self belief when I was first acting as CEO there. What advice would you give your younger self? Follow your gut – you’ll mostly be right, and even if you’re not, you’ll learn a lot from the failure.
What’s been your best day in business to date? There are loads. My best day of the year is our internal ‘bake off’ because I get to judge about 20 different cakes! Coming back after Covid was brilliant. Re-opening a 200-year-old store at Tottenham Court Road after a massive refurbishment was fabulous. And financially, returning Heal’s to profit after almost two decades of losses was incredibly satisfying. What should everyone in our industry either stop or start doing? Stop copying other people and come up with your own s***! Where do you see the industry going in the next 5-10 years? More polarisation between success and failure. More fallout as a consequence. More online, obviously, but supported by better web tools and improved retail estates. www.heals.com
“Returning Heal’s to profit after almost two decades of losses was incredibly satisfying
23
YOUR 2025/6 SUCCESS STRATEGY 5 ESSENTIAL WAYS TO MAXIMISE YOUR SALES AND PROFIT
SIZZLE THIS SUMMER!
• ADVERTISING – Most advertising does not work very well. If yours isn’t, stop wasting your money now. Don’t blame the media, blame the message. Re-design your advertising in a benefits-orientated-style. Call Greenwood for effective copywriting and marketing know-how. • PRODUCTS – Be ruthless with your precious floor space. If a product or collection isn’t performing after being given a fair trial, then clear it and replace it with a faster selling line. Test and measure the selling potential (or not) of your products in an accelerated Greenwood Sale.
It’s heating up out there, and time to be bold, confident and seen by buyers! Through our magazine, website, email and social channels, we’re all set to put your business in the spotlight this July. The issue will feature:
• SELLING SKILLS - Get good at selling. Most retailers don’t employ a proper retail sales process for big ticket goods. The most successful ones do. Invest time and money in quality sales know-how. Call Greenwood to arrange an effective sales training course for your team.
MANCHESTER FURNITURE SHOW The main summer event is back! To make the most of it, promote your stand and new lines in the concluding part of our preview, and take advantage of our extra show distribution
• COMPETITION – Check your competition to find out what they are offering. Avoid all-out price wars. Out-perform your competition on the most relevant beneficial points including choice, quality, value and service. Call Greenwood to mystery shop your competitors.
DELIVERY FULFILMENT Swift, reliable fulfilment has never been so vital. Put your business in the driving seat!
• PROMOTION – Promote your business effectively. Every good retailer from Aldi to Harrod’s does. Consider using a Greenwood Sales Promotion to increase sales, turn stock into cash and win future market share, while protecting your profit at the same time. Call Greenwood!
BEST OF BRITISH Made in Britain? Make your mark here! SHOW REVIEWS Looking back at LONG POINT and the SPRING FURNITURE & BED SHOW
FIND OUT MORE ABOUT GREENWOOD SALES… Grow your business, build your order book and win future market share with a Greenwood Promotional Sale or, realise the enormous value of your goodwill using a Greenwood Business Closing / Retirement strategy. Either way you can generate record-breaking sales and profits.
Plus the latest in LIVING, DINING and BEDROOM furniture, and TRADE SERVICES
GET AHEAD THIS SUMMER WITH THE INDUSTRY’S TOP TRADE TITLE!
Greenwood Sales work. To find out more, call or e mail me Bernard Eaton now on 07771 700247, and I’ll explain the exciting options and possibilities for your Greenwood Sale without obligation.
BOOK BY MONDAY 16TH JUNE
NOW BOOKING LATE 2025 AND INTO 2026 CALL ME NOW ON 07771 700247
#424 January 2025 www.furniturenews.net #422 November 2024 www.furniturenews.net
#420 September 2024 www.furniturenews.net
#418 July 2024 www.furniturenews.net
#417 June 2024 www.furniturenews.net
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
FN418_Pages.2 PF.indd 1
23/05/2024 15:21
FN420_Pages PF.indd 1
| 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
FN422_Pages_converted PF2.indd 1
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
FN424_A.indd 1
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?
BUYING GROUPS & ASSOCIATIONS FN417_Pages PF2.indd 1
#412 January 2024 www.furniturenews.net
BEST OF Defining BRITISH Decor
SCI’S THE LIMIT
INDX BEDS & BEDROOM
#414 March 2024 www.furniturenews.net
FN414.2_Pages.indd 1
27/02/2024 10:00
25/10/2024 14:44
16/12/2024 13:34
Contact Sam Horscroft on 07764 650655 or email sam@gearingmediagroup.com
GREENWOOD RETAIL LTD
UK and Ireland’s Leading Experts in Retail Sales Promotion
sales@greenwoodretail.com www.greenwoodretail.com
JOIN US JOIN USUS AT JOIN ATAT The Spring Furniture & Bed Show The Spring Furniture & Bed Show The Spring Furniture & Bed Show 20th & May 21st May 20th & 21st 20th & 21st May 2 Stand Hall 2Hall Stand 373737 Hall 2 Stand
MADE IN AQUINOS MADE ININ AQUINOS MADE AQUINOS
ALBERT sofa ALBERT sofa setsetset ALBERT sofa
Phone Number: 07734 265599Phone Phone Number: 07380 536067 Phone Number: 07734 265599 Number: 07380 536067 Phone Number: 07734 265599 Phone Number: 07380 536067 Phone Number: 07734 265599 Phone Number: 07380 536067 Email:brendan@theukagency.co.uk Email: chris@theukagency.co.uk Email:brendan@theukagency.co.uk Email: chris@theukagency.co.uk Email:brendan@theukagency.co.uk Email: chris@theukagency.co.uk Email:brendan@theukagency.co.uk Email: chris@theukagency.co.uk
7 k
Perfect (pillow) partners
New bedding enterprise 100% Comfort (see January’s issue for our interview with the company’s founders) has been hard at work developing groundbreaking new lines of pillows and toppers – and now it’s doing so in partnership with one of the UK’s top bed brands. Here, Greg Suthern (co-founder and joint CEO at 100% Comfort) and Graham Astle (sales director at Harrison Spinks) explain why this new collaboration is the perfect match … Ewe need to feel it to believe it – Harrison Spinks’ Deluxe British Wool and MicroSpring Pillow
t
INSIGHT 25
››
26 INSIGHT
The range was launched at INDX Beds this spring. Pictured are 100% Comfort’s head of buying Rebecca Maloy and head of B2B Neil Robinson, with Graham Astle
“100% Comfort What exactly does 100% Comfort do? Greg: 100% Comfort was founded by Mike Clare, Nick were fabulous Worthington and myself to be the one-stop shop for all things comfort. We have developed a wide range of at taking the pillows, toppers and mattresses and we supply ownheadache out of label, white-label and branded goods. We have a clear focus on making our products the whole R&D different and better, and as such we don’t stock ‘commodity’ products, but rather we have innovative process and super-comfy products, many of which are also specifically designed to help with the most common of sleep issues. How did the partnership with Harrison Spinks come about? Greg: Mike, Nick and I have worked with Harrison Spinks for over 30 years, and we’ve always respected how they do things properly, whilst aiming to be different too. We were aware they didn’t have pillows in the market and so we simply picked up the phone and started working together on this project.
Retailers visiting INDX Beds were keen to learn about the partnership
Graham: We knew the guys at 100% Comfort for decades, and their reputation for success. When Greg reached out to us it was a no-brainer to talk and listen. Both sides got excited quickly because we could see the potential. Why does Harrison Spinks not produce its own pillows? Graham: While we had a small pillow offering, mainly to support mattress demonstration, our strategy has always been to concentrate on making the very best mattresses and beds, without distraction. By working with 100% Comfort, we were able to be involved in the R&D phase and product signoff, whilst leaving the production and distribution to the pillow experts.
Why exactly did Harrison Spinks choose to partner with 100% Comfort, as opposed to any other white-label bedding producer? Graham: We never wanted to produce just any pillow. The pillows had to match our standards and our values, and live up to the expectations of our retail partners and, ultimately, the customers sleeping on our beds. Greg and the team got that from the very start and have worked with us as partners ever since.
Harrison Spinks’ Premium British Wool Pillow
Please describe the product development process, from creation to testing … Greg: After our first call it was clear we both wanted the same thing – we wanted to produce luxury pillows that heavily leant on the traditions and values of Harrison Spinks. The R&D process involved studying the mattress collections in great detail and identifying comfort levels and materials that would help the Harrison Spinks pillow collection to stand out in the market, whilst complementing the beds perfectly. We then set to work combining the finest traceable British wool with luxury organic cotton covers and the exceptional micro-spring system that Harrison Spinks are famous for developing. After extensive sleep trials with different filling levels and combinations we hit on the perfect pair of pillows to launch this collection.
27
Traceable British wool comes as standard in Harrison Spinks’ pillows
Graham: Whilst we were involved every step of the way, I have to say that 100% Comfort were fabulous at taking the headache out of the whole R&D process. Their level of care and attention to detail not only mirrored our approach to handcrafted quality, but it also gave us great confidence. The sleep trials were amazing – lots of different types of sleepers of all ages, sizes and sleeping positions, to ensure we covered as many variations as possible. The trials continued until we were all happy that we had the very best pair of pillows for launch: one luxury wool pillow, slightly softer and lower profile; and one deluxe wool pillow with our micro-spring technology, that adds a little more loft, support and breathability – an absolute winner with side sleepers. How is 100% Comfort ensuring the new range meets Harrison Spinks’ high standards of quality and sustainability? Graham: This was really important to us, and the 100% Comfort team went out of their way to ensure everything sourced for the pillows met our very high standards. From traceable British wool that we use in our beds, to organic cotton covers and, of course, our glue-free micro-springs that add sleeper support and boost airflow. Did you encounter any unexpected challenges during the project? Greg: We always say “expect the unexpected” so we knew there would be challenges. That said, because
“By listening and adapting the feel over time we were Graham: For me it was the sleep trials. With so many different testers, we had lots of opinions. By listening able to create and adapting the feel over time we were able to create the perfect pair the perfect pair of pillows that the trialists simply fell in love with. of pillows we meticulously planned the R&D and sleep trials, we had mapped out where we thought the challenges would come. Finding the perfect balance of comfort and support for the micro-spring unit took a while but I’m really glad we took the Goldilocks approach and waited until it was just right.
What exactly does the range comprise? Greg: We have decided to launch with two luxury pillows that complement the Harrison Spinks bed collection. This gives bed retailers a perfect add-on sale to every Harrison Spinks bed they sell, and general retailers a super-luxury pillow pair for any customers looking for something special.
››
28 INSIGHT
“The 100% team have been professional and worked as real partners from day one
The first pillow is the Harrison Spinks Premium British Wool Pillow, made with authentic traceable British wool, all wrapped up in a luxurious organic cotton cover. The second pillow is the Deluxe British Wool and MicroSpring Pillow. This has the addition of a Harrison Spinks micro-spring core that adds superior support and comfort whilst boosting breathability. Graham: As Greg said, this is our collection for launch, but I’m sure there will be more development and options to follow too, we’ve already discussed some very exciting new ideas. Will these pillows be sold by Harrison Spinks’ sales network, through the 100% Comfort website, or both? Graham: Our sales team will be introducing the pillows to all of our customers, so we expect to see them in stores in the coming weeks. 100% Comfort have designed and created a fantastic wholesale web store where an account can be set up and orders placed.
The pillows employ micro-pocket spring technology
Greg: We wanted to make it as easy as possible for retailers to order, so we developed the brand-new web store where they can register for an account and then order the pillows with full visibility of their order and complete history of every transaction. The Harrison Spinks pillows sit at the top of the 100% Comfort architecture – they are the ultimate in luxury and are deservedly at the top.
How well has the project gone? Was it easy to work with one another? Graham: From our side, the project has been incredibly smooth. The 100% team have been professional and worked as real partners from day one, and I know everyone at Harrison Spinks feels that. Greg: Having known the Harrison Spinks team for many years certainly helped us to hit the ground running. The passion and enthusiasm from everyone there made it a real pleasure and really helped immerse us in the brand. Was working with manufacturers on branded product always part of 100% Comfort’s plan? Greg: Yes. The team at 100% Comfort have done this in 40 markets around the world in previous roles, working with some of the biggest brands, so it made sense that we would do it, if and when the right opportunity arose. Where/how can interested parties find out more? Greg: Anyone wanting to find out more can go to our website or contact us direct at hello@100comfort. com. Most people reading this probably have my mobile number too, so they can just give me a ring! I look forward to hearing from you. www.100comfort.com www.harrisonspinks.co.uk
The Ultimate Sleep Luxury
Two Pillows. One Mission: Perfection. The Premium British Wool Pillow
The Deluxe Wool & MicroSpring Pillow
Softer, lower, and filled with traceable British wool, wrapped in breathable organic cotton.
Our signature MicroSprings deliver bounce-back support and airflow - a side-sleeper’s dream.
AVAILABLE EXCLUSIVELY AT 100% COMFORT LTD Stock the Pillow Collection Your Customers Will Thank You For Learn more and apply for a trade account at 100comfort.com Email hello@100comfort.com or call Neil Robinson on 07776 296718
30 EVENTS
Dreams come true at INDX Beds
Harrison Spinks at INDX Beds
Offering attendees a curated exhibition selection and market-leading brands across beds, sofabeds and bedroom furniture, visitors were treated to new brands including Brooke & Wilde, Hyders Beds, Loren Williams, Novaluna and Vispring. AIS members not only enjoyed exclusive product ranges from Sweet Dreams and Ashley Manor, but also the long-awaited launch of the new AIS ownlabel Dreamworld Collection. Brought together by AIS category manager, Joanna Fielding, and head of Furniture and Home, Emma Rackley, the collection was unveiled from a central stand, with partner suppliers Gainsborough, Relyon, Sweet Dreams and MA Living on hand to provide sales support to the AIS team. Offering a ‘good, better, best’ proposition, the launch of the Dreamworld Collection was very well received, says Joanna: “We were thrilled with the response – everyone involved has worked incredibly hard over the last year, and it really showed. I feel very fortunate to have such a supportive and collaborative supply base and team within AIS. The show truly highlighted the strength of these partnerships.” Sweet Dreams’ national sales manager, Nick Williams, adds: “The Dreamworld offer was an absolute game-changer! Sweet Dreams experienced record-breaking success at the show, securing an
Photo courtesy INDX Shows
“We were thrilled with the response
Harrison Spinks at INDX Beds
INDX Beds returned to Cranmore Park at the end of April for its two-day 2025 event, with day one reserved for AIS members and day two open to trade visitors.
unprecedented number of premium floor placements across our entire product line. This was unequivocally our most impactful show in years, and we’re thrilled by the immense opportunities it has unlocked!” Morgan McCarthy, representing MA Living, comments: “The exciting launch of the new Dreamworld collection went off with a bang at AIS recently, and we at MA Living were absolutely delighted to be included as the only supplier for the Dreamworld bedframes.” Meanwhile, Relyon’s brand director David Wescomb says: “It’s been a privilege to be part of the revamping of the Dreamworld Collection, and a superb range of beds has evolved under the direction of Joanna Fielding.” Among the wider exhibitor base, Harrison Spinks enjoyed a good event, says UK national sales manager, Jon Varley: “It was fantastic to connect with our valued retailers at another really successful show. We received positive feedback on the new seasonalturn models in our Pure Performance collection, and unveiled our brand-new luxury pillow range – developed to complement our mattresses using traceable British wool, organic cotton covers, and even our famous micro springs [find out more on p25). “We’re continuing to support retailers with showroom and website updates to help promote their ranges, and welcome anyone to get in touch with us for further assistance.” While INDX Beds is set to return from 28-29th April 2026, the AIS team has its sights firmly set on delivering their next calendar trade show, INDX Furniture, which will run on 27-28th August 2025 (AIS members only on day one). Promising a product showcase covering upholstery, living, dining room and garden, the show’s brand list is soon to be revealed, and visitor registration can be completed online. www.indxshows.co.uk
32 EVENTS
Invitation to ASEAN The Vietnam ASEAN International Furniture & Home Accessories Fair – VIFA ASEAN – is set to make a powerful return this August, boasting an expanded scale and improved business networking opportunities for manufacturing enterprises and buyers from Vietnam and across the world …
“The ideal destination for international importers and buyers seeking high-quality goods
The import/export event, a leader in the South East Asian region, will take place from 26-29th August at the Saigon Exhibition and Convention Center (SECC), District 7, Ho Chi Minh City, Vietnam. According to Milan’s CSIL, in 2024 Vietnam established its position as the sixth largest furniture producer globally, and the second largest exporter worldwide – and against this backdrop, VIFA ASEAN has emerged as “an unmissable destination for international buyers seeking high-quality and reliable furniture from Vietnam and the South East Asian region”, says the show’s organiser, adding that this year has seen a significant rebound in Vietnam’s real estate market, driving a surge in demand for furniture across thousands of construction projects. “VIFA ASEAN 2025 strategically capitalises on this golden opportunity,” says the organiser, “acting as a bridge to directly connect manufacturers with: international importers and buyers seeking highquality, reliable furniture that meets export standards; investors and contractors representing construction projects, apartments, condominiums, hotels, resorts, airports, schools and more, both in Vietnam and internationally; design experts and architects looking for innovative designs and smart, customisable furniture solutions for residential, commercial and construction projects; owners and managers of hotels, restaurants, resorts, high-rise buildings etc, responsible for interior decoration and space design; and business owners seeking new products, expanding their product portfolios, and establishing strategic partnerships. “VIFA ASEAN 2025 is not just a product showcase – it is a strategic networking platform and a hub for direct and effective trade between the South East Asian furniture manufacturing community and tens of thousands of potential buyers from all over the world,” says the organiser, which also delivers the wellestablished VIFA Expo each spring.
“The event serves as the opening act for the autumn 2025 furniture exhibition series in Asia, providing international buyers with a first-mover advantage. This prestigious series includes VIFA ASEAN, KOFURN (Korea), MFFM (Malaysia), Maison Shanghai and CIFF Shanghai (China), Furniture China, and IFFINA (Indonesia). With an anticipated scale of over 1000 booths and the participation of 350 enterprises from Vietnam and the ASEAN countries, VIFA ASEAN 2025 promises to present a professional and diverse exhibition space, featuring prominent sectors including: residential and commercial furniture (50%); home decoration, household items, and handicrafts (20%); design, architecture, construction, and trends (20%); machinery, equipment, and materials (5%); and ASEAN House (5%), a dedicated area showcasing distinctive products from Vietnamese provinces and ASEAN nations. “VIFA ASEAN 2025 is poised to solidify its position as the ideal destination for international importers and buyers seeking high-quality goods that meet stringent export standards,” the show organiser concludes. “The gathering of hundreds of reputable enterprises from the region will offer a rich and varied display with countless designs, enabling customers to easily find and select suitable products, optimising their time and costs. Simultaneously, VIFA ASEAN serves as an effective bridge for investors and contractors to access stable, high-quality and competitively priced supply sources, as well as a platform for design professionals to explore the latest trends and updates on advanced interior solutions. “The resounding success of VIFA ASEAN 2024 serves as compelling evidence of the exhibition’s appeal and effectiveness. The event attracted 7128 visitors, including 1835 international buyers from 60 countries and territories. The strong presence of buyers from key markets such as China, Japan, Taiwan, the US and India firmly established VIFA ASEAN as a leading furniture import/export event and a vital trading centre in the region. “Don’t miss the opportunity to join the dynamic and promising South East Asian furniture community – register for your booth at VIFA ASEAN 2025 today to receive attractive discounts from the organiser!” www.vifaasean.com
34 EVENTS
Discover Romania’s evolving industry Romania’s furniture industry is undergoing a significant transformation, and BIFE-SIM 2025 – the most important national event dedicated to this sector – represents a pivotal moment in that evolution, writes the show’s organiser …
“Romania’s dedication, innovation and craftsmanship will be brought into the spotlight
Organised by ROMEXPO in partnership with the Romanian Furniture Manufacturers Association (APMR), this year’s edition promises to be “a true celebration of both tradition and innovation”, says the organiser. “Taking place from 18th-21st September, the event is set to become an essential platform for networking, collaboration, and growth for all industry professionals.” Romania has a long and rich tradition in furniture manufacturing, and BIFE-SIM 2025 seeks to showcase this heritage while emphasising the technological innovations shaping the future of the industry. From eco-friendly furniture and the integration of smart technologies into production lines to cutting-edge machinery and creative accessory design, the exhibition promises to highlight the best of Romanian craftsmanship and innovation. An emerging industry leader? Romania is already well known for its high-quality furniture, and appreciated internationally for its innovative design and the craftsmanship of Romanian artisans. BIFE-SIM 2025 will offer a unique opportunity for Romanian companies to present their products on an international stage, with the aim of attracting investors and partners from around the world.
This event is not only a platform to promote products, but also a space for the industry to learn, to grow, and to develop new strategies to meet global market demands. Collaboration and technological exchange One of the defining aspects of BIFE-SIM is that it is more than a traditional event, says ROMEXPO: “It functions as a specialised B2B platform where industry professionals come together to share ideas, build partnerships, and explore innovative solutions. The programme will include curated networking events, live product demonstrations, panel discussions, and expert-led conferences. These activities are designed to foster collaboration, enhance production efficiency, support international expansion, and transform traditional processes into sustainable business models.” An invitation to shape the future “BIFE-SIM 2025 is the space where Romania’s dedication, innovation and craftsmanship will be brought into the spotlight,” the show organiser concludes. “It is an event that will not only reflect the present, but also help define the future of the national furniture sector. Bringing together professionals from across the industry, BIFE-SIM 2025 will be the moment where transformation becomes tangible. Join us at BIFE-SIM 2025, and be part of this evolution.” For more information and to register as an exhibitor, visit the show website. www.bife-sim.ro
Rated Excellent
NATIONWIDE
Furniture Repair & Restoration Fabric & Leather
Cabinets & Wood
Beds & Mattresses
Furniture Repaired in the home
Electric & Motorised
Full National Coverage Technicians throughout the UK & Ireland visiting over
Minimise your returns
25,000 customers
Maximise your profit
each month
Award-Winning Service • Full UK & Ireland Coverage • Online Portal with Real-time Reporting • Independent Comprehensive Reporting
• 17 Point Mattress Inspection Report
• Customers can arrange their own visits via our live booking system
• Full Description & Liability Assessment Report
• Technician Tracking and SMS ETA Updates for Customer
• Image & Video Reporting
• Comprehensive van stock to maximise first call resolution
01384 473000 info@emmieragroup.com www.emmieragroup.com
OFFICIAL PARTNER
The Furniture Maker’s Company
Scan QR Code to Visit Website
36 EVENTS MANCHESTER FURNITURE SHOW
Optimise opportunity in Manchester As summer approaches, anticipation builds for one of the UK’s most important midyear trade events in the home, furniture and interiors calendar, the Manchester Furniture Show (MFS). Taking place on Sunday 6th to Monday 7th July at Manchester Central, MFS 2025 is not just a marketplace, says organiser Clarion Events: “It’s an opportunity for the sector to reset, reconnect and refocus as the second half of the year comes into view.”
“For retailers, time is everything – and MFS delivers maximum impact in just two days
In a year marked by cautious optimism, economic headwinds, and ongoing shifts in consumer behaviour, the 2025 edition of MFS arrives at a pivotal moment. With a diverse mix of established names, new brands, and dynamic networking opportunities, the show offers not only inspiration but also the practical support buyers need, says Clarion. A mid-year milestone — and a moment to look ahead In retail, timing is everything, and the Manchester Furniture Show’s mid-summer position on the calendar could not be more significant. Strategically placed between the January shows and peak Q4 trading, MFS offers something unique – a mid-year reset. “It’s a chance for buyers to reflect on their performance so far, recalibrate strategies, and react to emerging trends while there’s still time to make a tangible difference for the year ahead,” says the show organiser. “For retailers, it’s an opportunity to top up on proven performers, discover trend-forward products, and secure stock lines ahead of autumn. For suppliers, it’s a platform to preview new launches, gather buyer feedback, and shape manufacturing priorities for Q3/Q4. For the industry as a whole, MFS serves as a space to explore not just what’s trending, but what works in the current and ever-changing retail climate.” Zoë Bonser, portfolio director, Manchester Furniture Show, adds: “For retailers, time is everything – and Manchester Furniture Show delivers maximum impact in just two days. You can meet suppliers face to face, compare ranges side by side, and source fresh product lines that will set your store apart going into the second half of the year. There’s no substitute for seeing what’s new, building relationships in person, and getting the insight you need – all under one roof. After such a strong comeback last year, it’s brilliant to see MFS firmly back as a key fixture on the retail calendar.”
What’s on at MFS 2025 This year’s show will span two days, featuring hundreds of exhibitors across upholstery, cabinet, furniture, beds, home decor and accessories. Designed for convenience and maximum impact, MFS’ concise format makes it the ideal mid-year buying touchpoint – particularly for those looking to top up ranges, discover new launches, or explore fresh innovations ahead of the crucial autumn season. Visitors can expect a curated mix of: • Big-name brands and rising stars – from longstanding UK manufacturers to up-and-coming designers, MFS promises to present an inclusive selection that reflects both heritage craftsmanship and contemporary flair • New collections, mid-year launches, and product exclusives, many designed with the autumn retail season in mind • Networking and collaboration – buyers, suppliers and designers can connect at dedicated networking events, including the Official MFS Show Party, the Women in Furniture Networking Brunch & Panel, and the Spritz Bar, making the show ideal for deal-making, inspiration, and industry insight. As one past visitor, a director at Hafren Furnishers, summed up: “Very pleased to have the show back, we’ve missed it! I love the ease of the venue and its location, the social side, renewing your contacts, and discovering new business. It gives you an opportunity to fill in the gaps in your warehouse you might have.”
37
What’s coming up – product previews and new launches While many exhibitors keep their headline launches under wraps until the doors open, several have already teased previews of what’s to come – and it is shaping up to be one of the most dynamic product showcases yet. Among the early highlights are: • Scatterbox, returning with a series of bold new soft furnishing launches, blending expressive colour palettes with premium textures. The supplier’s summer collection is set to further bolster the brand’s reputation for trend-led, high-impact home accessories • Maiullari, known for its contemporary Italian style, will make its MFS debut. Expect sleek, designforward upholstery and case goods that balance sophistication with functionality – ideal for retailers targeting aspirational interiors
• Matahari Interiors, another debut brand, says it “blends timeless design with artisan craftsmanship, offering distinctive, high-quality furniture that adds warmth and character, ideal for retailers seeking standout, story-driven home decor”
“After such • Allports, another first-time exhibitor, brings a growing a strong reputation for innovation in bedroom and occasional comeback last furniture. With a focus on durability, affordability, and clever space solutions, the range is eminently suitable year, it’s brilliant for the demands of modern living, says Allports After visiting last year’s show, a buying manager at to see MFS The Very Group commented: “MFS has a wonderful range of products and brands. We’ve had a busy two firmly back as days with booked appointments, and it’s been great to network with people all in one place. a key fixture “Being local to Manchester has been very convenient for me. My visit was really positive, and on the retail this is a great show to look for newness and trendy products!” calendar ››
38 EVENTS MANCHESTER FURNITURE SHOW
Sourcing unique stock: With consumers increasingly looking for fresh, design-led pieces, retailers are under pressure to stock ranges that feel new, exclusive and differentiated, says Clarion, and finding those products, especially at scale, can be difficult. “MFS offers a genuine solution. From niche suppliers and emerging designers to exclusive product previews, it’s the place to spot trends before they go mainstream and secure lines that your competitors haven’t yet seen.”
“MFS is where the industry comes together – relaxed, reenergised, and ready for what’s next
Challenges ahead – and how MFS can help Retailers today are under more pressure than ever to stay agile, balancing evolving customer preferences, cost pressures, and the ongoing need to keep ranges fresh and commercially competitive. In this environment, having access to the right products, partners and insights – all in one place – is “not just helpful, it’s essential”, says Clarion. “The Manchester Furniture Show is designed to meet these needs, offering a focused, two-day platform where retailers can make efficient, confident decisions that will impact performance in the months ahead. “From our conversations with buyers and industry insiders, four key challenges consistently rise to the top:
Rising costs: With inflation and supply chain pressures still impacting margins, buyers need suppliers who offer practical solutions. Many MFS exhibitors are responding with: flexible MOQs; UKbased warehousing; cost-efficient packaging; and affordable, design-led ranges “The show provides a vital opportunity for buyers to have in-person conversations that make tailored, commercial deals possible,” says Clarion Events. “At MFS, you can negotiate on the spot and build mutually beneficial solutions directly with suppliers.”
››
Introducing the Volcano Range - a bold expression of raw beauty and refined craftsmanship.
Designed and meticulolllsly handcrafted in the UK, this collection captures the fluid energy of volcanic formations through dynamic metallic waves and rich, layered textures. The palette blends deep bronze, gold, copper, and carbon black to evoke a sense of timeless drama. Crafted on mirror and mixed media surfaces, every design offers both reflection and depth. No two pieces are alike, making each one a unique statement in contemporary wall decor. These artworks are made to order, ensuring attention to detail and exclusivity.
www.rnstyle.co.uk
Tel: 01616 221959 Email: sales@rnstyle.co.uk Unit SB (4th Floor), Chadderton Mills, Oldham OL9 8PD
40 EVENTS MANCHESTER FURNITURE SHOW
Changing customer trends and tastes: Today’s furniture buyers are navigating fast-evolving consumer expectations – from value-conscious shopping to sustainability, flexibility, and trend-led design – and the demand for practical, stylish, and ethically aligned products is stronger than ever, says the show organiser. “At MFS, you’ll find suppliers directly responding to these shifts, whether through modular furniture, eco-conscious materials, or statement pieces inspired by social media trends. To further enhance the experience, our online exhibitor list allows buyers to filter brands by value-based shopping categories – from sustainable sourcing to affordability, Britishmade products, and design innovation, making it easier than ever to find the right partners for your customer base.” Securing reliable retail partnerships: With so much change in the air, building long-term relationships is more crucial than ever. Retailers are seeking trustworthy brands that can deliver on their promises and adapt to shifting demands. “MFS excels in fostering meaningful, in-person connections that go beyond just transactional exchanges,” says Clarion. “The show’s relaxed, yet business-first atmosphere encourages renewed supplier relationships and helps build new partnerships. “To further facilitate networking, the Official MFS Show Party is free to all attendees, offering an ideal setting to continue conversations in a more informal environment. This event is designed to help buyers and suppliers connect on a deeper level, making MFS not just a trade show, but an opportunity to build longlasting, mutually beneficial partnerships.”
“Social. Summer. Sourcing.” At a time when smart decisions, strong relationships and stand-out products are more important than ever, the Manchester Furniture Show offers retailers a rare and valuable opportunity, says Clarion: “Everything you need, all in one place, in just two focused days. “It’s where sourcing meets strategy, conversation sparks collaboration, and the season’s key trends come to life in real time. Whether you’re refreshing ranges, building new partnerships, or simply getting inspired for the months ahead, MFS is designed to make your time count. “More than a trade show, MFS is where the industry comes together – relaxed, re-energised, and ready for what’s next. “Social. Summer. Sourcing. Join us this July and make the most of your mid-year. Register now, and be part of it. Register to attend at bit.ly/43wtEno www.thefurnitureshows.com
“MFS excels in fostering meaningful, in-person connections
41
Seconique Furniture Ltd, Boulton House, Owens Trading Estate, Wobaston Road, Pendeford, Wolverhampton, WV9 5EY
Seconique Furniture
Verona Ottoman Bed
Tel: 0121 506 4888 Fax: 0121 506 4889 Email: sales@seconique.co.uk Website: www.seconique.co.uk
Fenton Dining
Paris Bedroom We look forward to welcoming you at the
Manchester Furniture Show 6th- 7th July
We look forward to welcoming you at the
Manchester Furniture Show 6th- 7th July
By Seconique
Windsor Bedroom Range Seconique Furniture Ltd, Boulton House, Owens Trading Estate, Wobaston Road, Pendeford, Wolverhampton, WV9 5EY
Tel: 0121 506 4888 Fax: 0121 506 4889 Email: sales@seconique.co.uk Website: www.seconique.co.uk
42 EVENTS MANCHESTER FURNITURE SHOW
Momentum grows for WIFN
La-Z-Boy’s Melinda Whittington at last year’s MFS WIFN event
“A more diverse, collaborative leadership isn’t just welcome, it’s essential
“Held at Mansion House on 12th May, the evening was not only steeped in tradition and celebration, but it also offered a moment to reflect on the growing diversity of voices shaping our industry,” says the team behind MFS. “Debbie’s appointment highlights the growing recognition of women’s leadership across the sector and reinforces why the Women in Furniture Network (WIFN) exists, and why its events at our shows continue to resonate so strongly. “Last year’s WIFN Leadership Brunch at the Manchester Furniture Show created an incredible atmosphere. Melinda Whittington, the president and CEO of La-Z-Boy Inc, delivered a keynote that was insightful and authentic, and resonated with the entire room. From personal reflections on navigating a corporate career to encouragement for women at every level to trust their instincts and support one another, the response was overwhelming. Attendees praised the honesty, accessibility, and clarity of the conversation, and the room buzzed with energy and connection well after the event ended.
Clockwise from top left: Fara Butt, Jan Duckworth, Nic Furlong and Kellie Wyles
Attending the installation of Debbie Johnson as the 63rd master of The Furniture Makers’ Company was “a truly special moment” for the Manchester Furniture Show team – which hopes to deliver a similarly inspiring presentation from its panel of high-powered female role models at the show’s Women in Furniture Network (WIFN) Panel & Brunch …
“Looking ahead to this year’s WIFN Panel & Brunch, we’re thrilled to be continuing the conversation with an exceptional line-up. Four dynamic leaders from across the industry will share their unique perspectives on innovation, leadership, and the future of furniture: Kellie Wyles, head of upholstery and brands at DFS, who has redefined what brand collaboration can achieve – her work has lifted sales and reshaped how consumers interact with design; Nic Furlong, MD at Ashley Manor Upholstery and Alexander & James, who brings a wealth of manufacturing and design expertise, constantly evolving the craft for today’s consumer; “Jan Duckworth, MD of Cox & Cox, who is helping drive a premium retail experience with her customerfirst strategy and keen sense of design trends; and Fara Butt, director at Shire Beds and chair of the West Yorkshire Manufacturing Advisory Board, whose commitment to growth and education has made her a stand-out voice in the sector. “Each panellist brings a different lens to what it means to lead in 2025. What unites them and Debbie Johnson is their commitment to quality, innovation, and the shared goal of creating a thriving, inclusive industry. “The WIFN initiative isn’t about drawing lines, it’s about opening doors. Join the conversation at the Manchester Furniture Show on 7th July from 11:30am, and be part of a platform where ideas are shared, progress is driven, and future leaders are inspired. As the furniture industry continues to evolve, one thing is clear – a more diverse, collaborative leadership isn’t just welcome, it’s essential,” the MFS team concludes. www.thefurnitureshows.com/women-in-furniture
44 EVENTS MANCHESTER FURNITURE SHOW
Fashionable, flexible Lebus Upholstery
Midsummer
At the NEC in January, Lebus launched several new models – the Ashford, Glamour, Midsummer and Canterbury proving the most popular with customers. The manufacturer also introduced Finley, a model featuring an electric foot incliner – a flexible feature which captured the attention of buyers. Now, it is again looking ahead. Inspired by the latest fashion trends in the UK and overseas – including a pull towards earthy tones, alongside warmer neutrals like caramels and biscuits, as well as clever construction coming through with the introduction of modular units which offer great flexibility with layout options – Lebus plans to integrate some of this newness in the designs it is bringing to the Manchester Furniture Show.
Ashford
“A commitment to British manufacturing, investment in people, and continuous improvement
Glamour
Lebus enjoyed a successful January Furniture Show this year, prompting it to exhibit at the exhibition’s sister event in Manchester this summer …
All the sofas are handcrafted in the UK by Lebus’ skilled design and development team. The company excels at manufacturing commercial, quality furniture at competitive prices, and its dedication and hard work has been recognised in the industry and reflected in several award wins. Lebus is totally integrated, with the whole manufacturing process carried out in its purposebuilt factory – which, when combined with a large, dedicated workforce, has proved a winning formula, it says: “The company has grown to become one of the largest and most respected upholstery manufacturers in the UK, supplying to large retailers and independent shops. With a commitment to British manufacturing, investment in people, and continuous improvement, Lebus Upholstery remains a trusted name in the furniture industry — built on decades of experience, passion and quality.” To find out more about the company and view its range of independent models, visit the Lebus Upholstery website – or see its new models in Manchester next month. www.lebus.co.uk
2024 www.Lebus.co.uk
Value & Quality WITHOUT COMPROMISE
COME & SEE OUR LATEST RANGES AT MFS STAND C50
46 EVENTS MANCHESTER FURNITURE SHOW
Bluebone – from Our Home to MFS As it looks ahead to MFS, Bluebone reports that its latest Our Home open-showroom event was “a tremendous success”, drawing in loyal customers, design enthusiasts and industry professionals for four days full of inspiration, conversation, and delicious lunch served on the supplier’s new riverside deck …
Outdoors or indoors, Bluebone’s new lines shine
Bluebone’s team takes a moment to enjoy the sun at the supplier’s open house event
Causeway
Bluebone’s mammoth mirror – a striking statement piece
“We’ll be showcasing a dynamic mix of design and bold innovation
“As the doors opened to our recent showroom event, we were greeted by a rare and welcome guest – glorious sunshine,” the supplier begins. “With clear blue skies above, and over 70% of our range now suitable for both indoor and outdoor use, it was a perfect setting to unveil the latest additions to our collection.” Indeed, Bluebone’s carefully curated selection of indoor/outdoor furniture and homewares is designed to blur the boundaries between the comfort of interior living and the serenity of the outdoors. Solid teak dining tables, benches, chiller table and bars are ideal for patios, while evoking Scandi-style interiors, says the supplier. “Equally well-received were our new over-size pots. Thoughtfully crafted from GRC, they are thoroughly weatherproof, and designed to complement gardens, terraces and stylish interiors. With texture, tone, and tactile finishes playing a leading role in this year’s look, these pieces will add depth and personality to every corner of the showroom.” But what truly elevated the atmosphere was the harmony between product and environment, says Bluebone: “Guests were able to envision how each item might live in their own stores, and took time to plan their spaces. We designed several bespoke galleries with retailers, a concept we look forward to developing further over the next few months.
“Looking ahead, we’re thrilled to announce our upcoming presence at the Manchester Furniture Show (MFS) this July, where we’ll be showcasing a dynamic mix of design and bold innovation. “Our stand will feature an elegant selection of our latest dining furniture, including the Hardwick Oak and Norfolk weathered pine tables, paired with new Lincoln cashmere high-back chairs. We will also bring striking statement pieces that bring personality and distinction to any space – our reclaimed teak room divider and mammoth mirrors are proving to be very popular. “Of particular excitement is the official launch of our new Carob range. This collection spans dining and occasional furniture, and features a stunning king-size bed, marking a return to bedroom furniture for Bluebone, with more pieces planned for autumn 2025. Crafted from solid mango wood finished in a restful greywash, the pieces have a beautifully turned detail reminiscent of an organic seed pod, providing a graceful timeless appeal. “If you are planning to visit the Manchester Furniture Show, why not combine it with a visit to our showroom? We are located less than eight miles from the venue, and will be happy to provide transport to and from the show.” Find Bluebone on stand D60 at this year’s MFS. www.bluebone.co.uk
6 - 7th July 2025
Stand D60
Teak Chiller Table in stock for Summer
VISIT OUR CHESHIRE SHOWROOM. RIVER MILL 2, PARK ROAD, DUKINFIELD SK16 5PD 0161 3308959 • sales@bluebone.co.uk • www.bluebone.co.uk
48 EVENTS MANCHESTER FURNITURE SHOW
Sherwood
SOFA CONNECTIONS
Belfry
www.sofaconnections.co.uk
Blakedown
With the move to a new factory also imminent, Sofa Connections is looking forward to bringing a new Core fabric range to this year’s Manchester Furniture Show (stand F24), complementing its existing Standard and Deluxe lines. “The Core range features the same excellentquality fabric, but, with a commitment from us, we are able to buy in bulk to offer our customers a lower price point,” says operations manager Sarah Oakley. The range features a waterfall of 27 new fabrics and colours, which will be launched at MFS.
Untitled-1 1
“We are also showcasing a brand-new model there, the Kingston, a splay-arm sofa,” Sarah continues. “Also coming along are firm favourites Belfry, Blakedown and Churchill, with our newer models the Oxley, Drayton, Sherwood and Hagley. “I’ll be attending the WIFN event again, and I’m looking forward to hearing more inspiring stories (and hoping to sign up for their mentorship programme). We’re also partnering with the BFA and loaning them a sofa for their stand. See you all there!”
16/05/2025 12:48
Crafted by us, branded by you
JOIN US AT THE
STAND F24
Tel: 01384 476614 Email: info@sofaconnections.co.uk www.sofaconnections.co.uk
50 PRODUCTS
Antiquarian collection (Suzani)
LOUIS DE POORTERE
www.louisdepoortere.com Louis De Poortere has introduced four new designs into Antiquarian, one of the most popular collections in its 100% recyclable Ecorugs. Antiquarian is a collection of Ecorugs designs inspired by the rich and long heritage of rug and textile craftsmanship. With styles rooted in cultural significance and the artistry and regionality of traditional weaving, it is an eclectic array of designs that is now welcoming in four new patterns. Louis De Poortere has added Suzani, Tabriz, Antalia and Kasak, all available in a range of colourways and six standard Ecorugs sizes. All designs are made from 40% recycled polyester (up from 20% in 2024) and can be fully recycled through the Belgian weaver’s simple-to-use, free Take Care programme.
Suzani is a vibrant reimagination of traditional embroidery from central Asia that draws from a rich tapestry of ancient motifs from traditional Suzani patterns. In Tabriz, the rugmaker has taken Persian design, a signature for the brand, and added a modern twist. Its three colours stay true to its Iranian roots but present a contemporary monochromatic palette and layers of nuance.
For the three designs of Kasak, the weaver has been inspired by the striking geometrics and vibrancy of traditional Caucasian rugs, blending their symbolism with a modern aesthetic and a palette of rich reds, earthy tones and ivory. Finally, Antalia’s single design is a recreation of an antique shop find that has been reinvigorated with a fresh, minimalist interpretation.
GALLERY DIRECT
www.gallerydirect.co.uk
BRITANNIA MIRRORS
www.britanniamirrorsltd.co.uk
Britannia mirrors has been established for over 30 years and still operates as a respected, family business, offering an extensive range of mirrors for the home – including lounge, bedroom and bathroom mirrors in a range of designs (ovals, circles, teardrops and petals, to name but a few), in both traditional and contemporary designs, and all British made. Britannia has also introduced a brand-new range exclusively from China, resulting in more competitive price and design packages. “We also supply artwork, mirror/reflective furniture and accessories to complement all mirrors,” states the supplier. “We pride ourselves on supplying the trade with quality products and excellent, friendly customer service.”
From 8-10th July, Gallery Direct will make its debut at SOLEX, the NEC’s Summer Outdoor Living Exhibition (on stand 5-612). Gallery’s product and sales director, Peter Delaney, says: “We can’t wait to exhibit for the very first time at SOLEX, with it being such a key outdoor event within the industry. This marks an important and exciting step in further strengthening our presence in the outdoor category.” With a reputation for innovative design and high quality, Gallery’s award-winning outdoor collection combines style, comfort and durability – “conveying the elegance of indoor living outside”. Visitors to the show will be able to explore Gallery’s latest ranges, competitive trade pricing, and the service delivered by its knowledgeable sales team – and its complete collection is also available online, along with the support of dedicated key account managers.
SINCE 1973
With its chic woven design, the elegant Holton Rectangle Dining Set brings style and comfort to your outdoor space. Crafted from durable rattan and finished with plush cushions, it offers the perfect setting to relax and soak up the summer sun. Designed for both dining and lounging, this versatile set adds function and flair to any garden or patio. The Holton range also includes a variety of sizes and shapes with one set even featuring a firepit table, making it easy to find the perfect fit. Our 2025 Outdoor Collection boasts over 10 new ranges, thoughtfully designed to elevate your garden while withstanding the ever-changing British weather. Each collection combines durability with impeccable style, ensuring there is no compromise on design or functionality.
A proud member of
View our full collection online at www.gallerydirect.co.uk Scan the QR code for more
52 PRODUCTS BEDROOM
Yorkshire bed brands in partnership Yorkshire-based wool bedding brand, Floks, has partnered with fellow Yorkshire luxury bedmaker, Harrison Spinks, to create a premium range of responsibly sourced wool mattresses.
“The key is working closely with Harrison Spinks to complete the fully ethical sleep story
United by a shared passion for ethical manufacturing, quality, and support for British farming, the collaboration combines Floks’ expertise in sustainable wool bedding with Harrison Spinks’ heritage in crafting mattresses from natural materials. The pair say that this collaboration represents a new benchmark in wool-rich sleep solutions that prioritise comfort and the environment – all handmade in Yorkshire. Floks is dedicated to providing the best night’s sleep possible while supporting British farming and local manufacturing. Specialising in wool bedding, the brand’s products are naturally hypoallergenic, temperature regulating, and biodegradable, making it an ideal partnership to complement Harrison Spinks’ responsibly made wool and hemp mattresses. Harrison Spinks is a fifth-generation luxury bedmaker based in Leeds, and has been handcrafting mattresses and beds in Yorkshire since 1840. As one of the most vertically integrated bed manufacturers in the world, the company controls every aspect of production, from growing hemp and flax on its Yorkshire farm to designing unique recyclable pocket spring-systems in-house. Sophie Platts, founder and CEO of Floks, says: “For us, the key is working closely with Harrison Spinks to complete the fully ethical sleep story. We exist to help people enjoy their very best sleep in the most responsible way, and these products we have created together offer the ideal sleep microclimate to promote healthier and more restorative sleep. “The fact we’re both based in Yorkshire and are passionate about utilising wool to improve sleep is incredible, and we feel so excited about the potential of our partnership. Wool is a miraculous fibre, offering both comfort whilst being regenerative, and together we are creating a stand-out product that not only supports British farming but offers a truly luxurious and environmentally responsible sleep experience.”
Wool fibres are naturally absorbent, durable and antibacterial, producing a sumptuous, breathable and temperature-regulating mattress filling that keeps the body cool, dry and comfortable. The material is extremely beneficial for sleep, says Floks, helping to create the perfect microclimate, being dust-mite and mould resistant, as well as anti-allergy. It is also naturally fire-retardant, so the mattresses do not need to be treated with potentially harmful FR chemicals, as they are encased in a flame-resistant wool fabric which is woven in-house at Harrison Spinks. Nick Booth, MD at Harrison Spinks Beds, adds: “Floks is another Yorkshire brand that shares our ethos and passion for responsible sourcing, ethical manufacturing and quality. “At Harrison Spinks we’ve always championed the use of natural materials like wool and hemp in our mattresses, and with this collection we’re crafting a sleep experience that prioritises comfort and health whilst respecting the environment. Yorkshire has a rich heritage in textiles and manufacturing, and collaborations like this showcase the very best our region has to offer.” The mattress collection has been created with traceable British wool in partnership with British Wool and its Traceable Wool Scheme, which supports UK farmers in getting a premium price for their product and ensures a transparent supply chain, further supporting low-impact farming and manufacturing in the UK. www.harrisonspinks.co.uk www.floks.co.uk
Cut from a different cloth
We’re passionate about making luxury mattresses and beds in the most responsible way. It’s why we grow comfort fillings on our Yorkshire farm, weave naturally FR chemical treatment free fabrics in-house and make our own award-winning springs. Our unique approach to luxury bed making makes us different. It’s why each and every one we lovingly handcraft is proudly cut from a different cloth.
ARDS FOR E AW N ’S
EN
TA
IN
M
SUS
T
RISE RP TE
THE K IN G
HARRISONSPINKS.CO.UK
P A B 2024 O LE DEVEL
54 PRODUCTS BEDROOM
Maysons’ legacy and modern vision
Catania
“Furniture should not merely fill a space – it should define it
Portofino
In the world of premium bedroom furniture, where design must serve both lifestyle and longevity, Maysons says it has quietly – and confidently – set the benchmark …
With over 38 years of heritage, Maysons is a British B2B manufacturer, trusted by retailers across the UK. Its reputation is built on substance, it says: “Timeless design, meticulous craftsmanship, and the unwavering reliability today’s retail environment demands. “At Maysons, we believe furniture should not merely fill a space – it should define it. With over 28 refined ranges, our portfolio has been developed to serve every segment of the purchasing demographic – from first-time buyers to design-led consumers seeking understated sophistication. “Each collection is a statement in cohesion, offering fully co-ordinated solutions where wardrobes, chests, bedsides and dressing tables come together in seamless harmony.”
Signature ranges such as Naples White, Portofino and Catania have become synonymous with the Maysons brand, combining elegance with everyday functionality “in a way that resonates across showrooms nationwide”, says the manufacturer. “But what truly sets Maysons apart is not just what we produce – it’s how we empower our trade partners,” it continues. “We understand the needs of both large-scale retailers and independent stores. That’s why we offer more than furniture – we offer a complete service proposition. From reliable lead times and streamlined logistics to high-quality marketing collateral, our partners gain access to the tools needed to present, promote and sell with confidence. Our digital assets, lifestyle photography and showroom support materials ensure that Maysons products stand out – both online and on the shop floor. “This May, we were proud to showcase our latest collections at the Spring Furniture & Bed Show at the Telford International Centre. The event was a fantastic opportunity to connect with both longstanding stockists and new retail partners, and to share our newest finishes, design innovations, and plans for the seasons ahead. “As we look to the future, our mission remains unchanged – to deliver beautifully made, readyassembled furniture that offers more than aesthetic value – it offers commercial clarity, design consistency, and brand credibility. “For retailers seeking a dependable, designfocused partner that understands the realities of the trade, Maysons stands ready to deliver.Maysons – where British heritage meets modern retail excellence. Designed for life. Built for business.” www.maysonsfurniture.com
SIGNATURE COLLECTION for you....
by you
U.K. Manufactured bedroom furniture 18 Collections 29 Styles 82 Finishes
MAYSONSFURNITURE.COM
A proven & reliable sales support service 0121 794 0053 muhammad@acf-uk.com
56 PRODUCTS BEDROOM
Bensons now in bed with Simba Bensons for Beds has announced a new partnership with British sleep tech company Simba, marking a new step in Simba’s retail growth, and in Bensons’ strategy to expand its mattress range.
Bensons’ expansive store portfolio will mean Simba’s physical presence is significantly enhanced
“Bensons’ reputation and reach on the high street make them the ideal partner to help us connect with more people
The agreement sees Bensons for Beds stock Simba’s bestselling Hybrid mattress range across its nationwide retail network, while also exclusively launching Simba’s new Earth range in selected stores. The partnership signals Simba’s growing presence in high street retail. With over 175 stores across the UK (the initial rollout of Simba will be in 20 Bensons stores, five of which will stock the Earth Range), the retailer gives Simba access to a wide customer base looking to ‘try before they buy’. The partnership supports Simba’s move towards omnichannel retail, allowing customers to experience its mattresses in person while shopping in-store. Simba’s CEO Steve Reid says: “We’re delighted to bring our products to physical stores through this exclusive partnership with Bensons. Their reputation and reach on the high street make them the ideal partner to help us connect with more people. We’re especially pleased to be offering our new Earth range in store for the first time.” Mark Slater, CCO at Bensons for Beds, adds: “We’re obsessed with sleep, and always want to offer our customers the very latest and best in sleep tech. Adding Simba to our brand collection is part
of our wider strategy to house well-known brands at affordable prices, and we’re thrilled to welcome them into the Bensons family, bringing even more diversity to our portfolio.” Simba launched in 2016, and quickly became one of the UK’s best-known mattress brands. It is the world’s most five-star-reviewed mattress brand, with over 350,000 five-star reviews and more than 100 industry awards, and the company was the first UK sleep brand to earn B Corporation status – the gold standard in ethical business – for its sustainability strategy, centred on the three pillars of people, planet and health. The Hybrid mattress range remains Simba’s bestselling line, and was designed to offer support, comfort and breathability through a combination of foam layers and patented Aerocoil micro-spring technology. The newer Earth range brings a natural, handcrafted-in-Hampshire option to the table, using local British wool for natural comfort and breathability. The range reflects Simba’s broader sustainability goals, which include reducing its environmental impact through local manufacturing, using recyclable components whenever possible, and circular product initiatives. For Bensons, the addition of Simba complements its efforts to build a curated brand portfolio that includes well-known names and in-house collections. The retailer, backed by specialist investor Alteri, has been investing heavily in its stores, manufacturing base and product offering since becoming a standalone business in 2020. The partnership marks a natural next step for Simba as it continues to grow its retail footprint beyond ecommerce. Having built a strong reputation online, Simba is now focused on making its products more accessible in-store, offering customers the chance to try before they buy and reinforcing its position as a leading name in UK sleep tech. www.simbasleep.com
WHY NOT? IMPROVE PROFITABILITY REDUCE RECYCLING COSTS HIT YOUR ESG GOALS Imagine, no landfill, no greenwashing, just a genuine solution that positively impacts your business and the environment, and reduces your disposal costs from day one of starting with the programme. This is not a pipe dream; this proven business model exists, and it’s gathering momentum and growing, with your competitors taking full advantage. Trusted by leading UK logistics operators, manufacturers, and retailers, with full traceability, measurable carbon savings, and the creation of a genuine circular economy, ethical, environmentally friendly, and socially responsible, all without costly financial implications for you, or your customers.
Too good to be true?
58 PRODUCTS TRADE SERVICES
Reborn – rethinking mattress waste
Reborn’s circular process ‘remanufactures’ old mattresses
“Our goal is to process one million mattresses annually
“Since 1840, we’ve built mattresses without a plan for their end-of-life,” he continues, “and today, the result is landfill overload, rising carbon emissions, and widespread greenwashing.” Reborn was created to disrupt this cycle, he affirms: “We’re not just recycling – we’re building a closedloop, circular manufacturing model that designs out waste, tackles fraud, and proves that sustainability can be both ethical and commercially viable.” A circular force driving “real change” Paul says Reborn now accounts for an estimated 95.7% of the UK’s “genuine” mattress recycling – diverting over 13 million kg of material from landfill. “We’ve transformed this waste into remanufactured, traceable products for the furniture, bedding, packaging and homewares sectors,” he explains. “This includes everything from new mattresses to seating cushions, garden planters and pet beds – all made with recovered materials and legal compliance. “We’ve saved an estimated 54,000 tonnes of CO2e – the equivalent of removing over 31,700 cars from UK roads for a year – by remanufacturing materials locally and reducing dependency on virgin imports.” Carbon-cutting with purpose Reborn’s circular model is also a social innovation, Paul explains: “We’ve pioneered production in UK prison workshops, combining carbon-saving local manufacturing with purposeful vocational training and rehabilitation. Products made in these settings are sold from our on-site Reborn Shop and supplied to retail stores, charity shops, garden centres and
Used mattress components go on to become new mattresses – as well as everything from seating cushions and garden planters to pet beds
With 6.4 million mattresses discarded in the UK every year and only around 14% effectively recycled, the mattress industry is facing a waste crisis it can no longer ignore, explains Paul Beckett, the founder of innovative mattress remanufacturing operation, Reborn …
wholesalers, demonstrating full transparency from recovery to resale.” Solving “the industry’s dirty secret” “The mattress recycling sector has unintentionally fuelled a £100m-a-year fraud issue,” says Paul, “where recovered materials are sold back into the market as new. “Our approach eliminates this risk. By controlling the entire loop and creating value-added products inhouse, we ensure that recovered materials are used ethically and transparently.”
59
Paul sees the circular economy as “the only viable path for a sustainable furniture industry”
A model built for the industry Yet Reborn was not created to be a standalone business – it was originally intended to be a practical, scalable solution for the wider industry. But with many recyclers reluctant to change, Reborn chose to prove the model itself, says Paul: “Our intention was to prove that we could take in a client’s product when it reached end-of-life and repair, reuse, rejuvenate, refurbish, repurpose and remanufacture it into something new – a product that the client could then add as their very own sustainably manufactured finished product. “Our goal is to process one million mattresses annually, using closed-loop hubs that remanufacture waste locally and reduce carbon footprints. And our team of circular specialists – bringing more than 80 years of combined experience in mattress design, logistics, and waste recovery – guides everything we do.”
Some 6.4 million mattresses are discarded in the UK every year, says Paul Beckett
Real products, real impact “Unlike traditional recyclers, we don’t depend on offloading materials into low-value resale markets,” says Paul. “Instead, we reclaim every viable component and remanufacture it into new products. This means a material that might fetch £20 a tonne from an offtaker becomes a product worth over £1000 a tonne – and diverts it from the rogue supply chain.
“And our circular products emit up to -79% less carbon than their virgin equivalents. We work with local authorities, universities, national retailers and charities, providing traceable ESG outcomes and building closed-loop partnerships.” Scalable, ethical and global Reborn is already influencing international practice, says Paul, who has shared the business’ model with organisations in France, Australia, Belgium and beyond, in an effort to prove that real circularity is not just possible, but replicable. “We offer a clear, data-backed path forward – recover waste, remanufacture locally, and deliver circular products with integrity,” he explains. “Our aim is to give organisations the tools to close their own loops – returning their waste as circular products they can use, track, and proudly stand behind.” For Paul and the rest of the Reborn team, circular economy is not just a trend, but the only viable path for a sustainable furniture industry. “Reborn is here to prove it can be done,” he says, “ethically, profitably, and at scale. “Let’s not just tick ESG boxes – let’s build something better, together.” www.reborn-products.com
“Recover waste, remanufacture locally, and deliver circular products with integrity
60 PRODUCTS TRADE SERVICES
Peak Converters’ milestone anniversary In the wake of a successful Furniture Component Expo, foam and fibre converter Peak Converters is marking its 5-year anniversary with a company-wide celebration.
“We have made huge strides forward across all areas of the business
The Derbyshire-based business, known for its customer service and innovative, high-quality foam and fibre products, is one of the UK’s leading suppliers of upholstery kits and cushions to the trade, producing around two million kit components every year. These are supplied to some of the largest furniture, caravan and mobile home manufacturers in the UK. While furniture is its bread and butter, the company also manufactures components for hundreds of other applications, from car sponges to pipeline pigs. With a rich history spanning 50 years, the company, formerly known as Breasley Pillows Ltd, rebranded and relaunched in 2020 following the sale of its mattress business, and now converts a total of around 1000 tonnes of foam and 250 tonnes of fibre annually. From humble market stall beginnings, where business partners Alan Crowshaw and Pete Walker started selling foam-filled pillows in the early 1970s, the company has evolved to become the industry’s go-to partner for innovative, high-performance, ecofriendly foam and fibre solutions, and was recently awarded the Excellence in Sustainability award by the British Furniture Association for its commitment to sustainable manufacturing.
Now run by Alan’s son, Mike Crowshaw, the business comprises 60 people. Says Mike: “Since we relaunched as Peak Converters five years ago, we have made huge strides forward across all areas of the business. From utilising next-generation raw materials, to improving operating efficiencies, reducing lead times, modernising our staff facilities, and even repurposing over 400,000 plastic bottles through our use of fibre fillings this year alone. We are continuing on an exciting transformation journey. “Everything we do is driven by a desire to be better, and is executed by our team, who have a wealth of knowledge developed over many years. We are immensely proud of our ability to retain staff, with several of our team members having over 25 years’ service.” The ‘recognition day’ in celebration of the company’s 5-year anniversary will acknowledge everyone in the business, and especially those employees who have been with the company for five or more years, as a token of the company’s gratitude. The receipt of the Excellence in Sustainability award at the Furniture Component Expo which, according to Mike, is evolving into a mainstay industry event, rounded off two busy days for the company, which participated for a second year running. www.peakconverters.co.uk
Where Expertise and Innovation meet Your trusted partner for innovative, high-performance, eco-friendly foam and fibre solutions.
sales@peakconverters.co.uk +44 (0) 1629 823680 www.peakconverters.co.uk
62 OPINION
Speeding up the revolving door Staff retention is not just about keeping your whole retail team happy, explains business growth and development consultant to the retail home furnishings industry, Gordon Hecht, writing for US trade magazine Your Source News – but about keeping the right players motivated, and making sure they’re a good fit to begin with … By Gordon Hecht
In March’s issue, I wrote about how best-in-class companies attract and retain great, productive employees. Everything from giving an unlikely candidate a chance to paying compensation that rewards high performers. You may have seen those same policies in place in your shop. Keeping the best people on your team increases the level of customer service and reduces the heavy cost of recruiting, training and lost revenue due to empty seats. My career has allowed me to work for a few exceptional organisations. In the past few decades, I’ve also worked for and observed some dreadful workplaces. Their operations, policies and culture tend to drive off top performers, leaving second-string players to fight the retail battle. Check your own four walls for these scenarios. What’s it all about? There’s no need to wait until a candidate is hired to expose them to the job expectations. They may be an addition to your home delivery team or a new GM. The last part of the final interview, before making a hiring offer, needs to be a tour of the business. Start with expectations on arrival, dress code, pay schedule, and physical plant tour. Next, outline the specific job duties and challenges. Follow up with the metrics you use to measure performance. State what the minimum expectations are to keep the job and goals for advancement. Finally, introduce them with their immediate supervisor. The conclusion is to ask the candidate if they can work within the set guidelines. If they answer “no”, you’ve saved yourself a bad hire. A positive response means they are ready to join your team with a clear vision of job responsibilities. Two ears, one mouth It’s surprising that many of the lowest-paying positions in retail are the jobs that are customer facing. It may be your delivery helper, office cashier, or customer service phone rep. They earn the least, yet have the greatest knowledge of what your shoppers and customers want and expect. The clerks and labourers have some pretty wild ideas on how to improve your business. And they deserve to be heard. Many of the suggestions will be costly and unworkable. Conversely, other small improvements may save you operational dollars, or
help you avoid returns and cancellations. Take time to listen to their comments. The information may be distasteful but is also vital to your long-term success. Think of a reason to say “yes”, or “tell me more.” Ask how they would accomplish the changes, and what problems it would solve. If you’re temped to reply, “That’s not the way we do it here,” or “We’ve always done it this way,” you are surely on the way to losing a caring employee. “My way or the highway” sets them off looking for other opportunities. Payrises and surprises Salary increases used to be a reward for performance. Now it barely helps your team members stay even with inflation. The standard +3% increase realistically puts them -2% further behind. I still recommend payrises. But understand that the joy of receiving a raise is short lived. Grant a +3% increase to someone earning $60,000. That’s $1800 a year ($150 a month). Take our taxes, and they are down to $100 a month, $25 a week, or 63 cents an hour. Soon, the person who thinks, “I can’t believe the work I do for only $60,000” is thinking the same thoughts, with $61,800 substituted for the lower amount. Do you want to make your people happy? Alan Wolf suggests that you give employees proper recognition and thanks for a job well done. (Reward them with) dinner for two, a gasoline or supermarket gift card. Putting some extra green in their hand goes a long way – as does a pat on the back or a simple “thank you”. If you’re reluctant to praise workers for fear that they might ask for a raise, remember that it’ll cost you way more in the long run to have to find and train a replacement. Your evolving new policy Once you expand your store’s team from one employee to two, you’re likely to experience imperfect performance. It happens in every organisation. Tardy arrival, sloppy dress, incomplete paperwork, careless work habits, sneaking a cancer stick in the boy’s room. The list can go on for miles. Each time you or your company leaders observe poor performance, they have a choice. Ignore it (just too much hassle) or confront and correct it. ››
“I’ve worked for and observed some dreadful workplaces. Their operations, policies and culture tend to drive off top performers
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
64 OPINION
If managers take the time to listen to frontline staff, their efforts will be rewarded (photo courtesy 123RF/gorgev)
“Substandard performance that you don’t address now becomes part of your company policy and culture Know this – any substandard performance that you don’t address now becomes part of your company policy and culture. See a retail sales associate eating on the sales floor and fail to say something? You just signalled to your team that Pop Tarts and Chik-fil-A are now okay to munch on with display merchandise. Hear the operations people drop a few F-bombs? Let it go, and your language and respect level just tanked. Did you ever wonder who on your team dislikes the laggards and underachievers the most? Hint – it’s not your managers. It’s the high performers, aka your best people. When you don’t confront and correct inferior work or behaviour, you’re simply giving your highest producers another reason to leave.
It’s easy and inexpensive Make it a point to walk around your empire today. Keep your eyes open, and catch someone doing something right. Let them know you appreciate their hard work. Weed out your breakroom lounge lizards and other bad players. It’s all part of building a solid, durable team and delivering consistently great customer service. This article was originally published by YourSource News, the US news and information platform of BrandSource. Gordon can be reached at gordon.hecht@aol.com
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
66 OPINION
Overseas law and courts in uncertain times When appointing an agent to represent your brand outside of the UK, the key issues are which law will govern the agency agreement, and which courts will determine disputes – and furniture businesses do not need to accept EU country laws and courts in their agency and distributorship agreements, explains Stephen Sidkin, a commercial law partner at Fox Williams … By Stephen Sidkin
Over the last few months, there have been reports that German agents in particular are claiming that the agency agreements under which they act must be governed by German law and the German courts must determine disputes. The basis of this claim is that this is a requirement of German law. This is not, however, the case. What is the position is that for some time the protection given to agents by EU law has been mandatory. In other words, attempts to provide in an agency agreement that it is governed by, for example, the law of the state of California, have been rejected by the European Court of Justice and the national courts of member states. This has been on the basis that California law does not provide the same degree of protection to agents that is given to them by the EU Agents Directive. However, this is not the case so far as UK law is concerned. Further – for the sake of completeness – it was not the case before 31st January 2020 when the UK left the European Union, nor since 1st February 2020! If anything, this was reinforced with the decision in February 2025 of the UK Government not to deregulate the Commercial Agents Regulations in Britain (Northern Ireland never got to the position of considering whether to deregulate or not!) so far as England, Scotland and Wales are concerned. It follows that there is no basis going forwards for claiming that UK law does not provide an agent in an EU member state with the same degree of protection as under the EU Agents Directive, unless and until as a result of court decisions there is a divergence between EU and UK law. Why does this matter? As is the case so often in sport, so too in the law! For a brand appointing an agent to provide in the agency agreement that disputes will be determined in, for example, the English courts, will provide an advantage to the brand. This is because, in the event of a dispute, the agent will be forced to bring its claim in the English courts and instruct local lawyers to advise and deal with the claim. Further, whilst there is harmonisation – that is, considerable similarity – between English agency law and, say, German agency law – as a result of the EU Agents Directive, differences do exist.
These differences can often be used to the advantage of the brand: when drafting the agency agreement before the agent has been appointed; and in the event of a dispute, when the agent will be taking advice as to its position. What if law and courts are not stated in the agency agreement? Failure by a brand to state in the agency agreement what law is to govern the agreement and which courts will determine disputes can be regarded as missing a penalty in a World Cup final. This is because EU law provides that in this situation the agency agreement will be governed by the law of the agent (for example, German law) with the agent’s courts (German) determining disputes. Not forgetting distributors It is the case that there is no single EU law that provides protection to distributors in a way comparable to agents. On a number of occasions, proposals have been made by the EU Commission to make an EU Directive that provides such protection. However, these proposals have not progressed. Nor is there any prospect of their doing so in the foreseeable future. However, that is not the end of the matter. It is the case that the national laws of many EU member states do provide protection for distributors in a way which is easily comparable to the protection given by the EU Agents Directive to agents. Often this member state’s national law will be mandatory – providing for the agreement to be governed by English law may not work. As a result, it is critical that when appointing a distributor in, for example, Germany, the distributorship agreement is considered both as to the law which is to apply and which courts are to determine disputes. Failure to do so may result in the brand being in a position where, when the distributorship agreement ends, the brand faces a claim by the distributor for compensation for the loss of the distributorship, and that this claim is considered by the courts in the distributor’s own country! www.foxwilliams.com www.agentlaw.co.uk
“It is critical that the distributorship agreement is considered both as to the law which is to apply and which courts are to determine disputes
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
68 OPINION
Why furniture brands choose to go D2C The UK home furnishing market is going through a rapid revolution, as the industry adjusts to a new trading landscape – and more and more businesses are adopting direct-to-consumer (D2C) selling as a result, writes ufurnish.com’s Deirdre Mc Gettrick … By Deirdre Mc Gettrick
In the past 10 years the UK industry has seen sweeping changes in key areas such as consumer shopping behaviours and the move to online, the high street’s decline, digital innovation, higher supply chain and logistics costs, and of course, Brexit. In 2025, the UK home furnishing market is projected to reach £41b in revenue, and the market is growing at a CAGR of +9.4%. But against that backdrop, many furniture retailers have been struggling, and there’s been a dynamic shift in the market, with many supplier/manufacturer brands moving into D2C selling. While many need to maintain a balance between their retail channels and going direct, there are myriad reasons why brands are moving into D2C … Ecommerce growth The pandemic accelerated online shopping habits in the UK, in particular for larger items like furniture. Circa 90% of British consumers start their home furnishing journey online, so ecommerce is a critical component of success. Consumers are now more willing to buy big-ticket items online, making D2C models more viable. In 2025 some £2.7b will be spent on ecommerce transactions for home furnishings. Higher profit margins The rise in ecommerce has opened the opportunity for brands to retain more of the revenue from each sale they make. Although D2C selling is challenging, strong brands have realised that they potentially have enough brand equity with consumers to successfully sell directly. This allows them to better control pricing and improve profit margins on key lines. Control over brand experience Selling directly to the market allows brands to manage every customer touchpoint. From online experience to product delivery, selling D2C gives them greater control over how their brand is perceived and further understand their customer in a way they would have previously found difficult to achieve. Access to customer data D2C enables brands to collect valuable customer data directly, which they can use to personalise marketing, improve products, and foster brand loyalty. Faster feedback loops Without a retailer acting as a buffer, brands can respond more quickly to customer feedback and
market trends, improving product development and customer service. In a highly competitive market, this is so valuable for brands in developing their USPs. Logistics and tech improvements Advancements in logistics and technology such as ecommerce platform capabilities, 3D visualisation tools, Augmented Reality (AR), third-party logitstics and white-glove delivery services have reduced the challenges of selling and delivering furniture directly. Increased competition and market saturation Traditional retail channels are crowded in the UK. D2C offers a way to differentiate brands through a stronger online presence, better storytelling and customer advocacy, and lifestyle branding that clearly outlines the brands value proposition. At ufurnish.com, we work with many brands who operate both through the retail partner channel and D2C very successfully – brands such as Silentnight, FurnitureBox, Hemming & Wills, nkuku vary in their market offering, but each has established a successful model in scaling revenue as a D2C proposition, without detracting from their retail business. And in some instances, the rise of retail media among big retailers such as John Lewis and Wayfair has helped these brands grow awareness which is benefiting their D2C business. The challenge, of course, in building a D2C brand is that it takes real investment in time and money. Developing the mechanisms to transact and support customers, and marketing and running an entirely parallel business alongside an already-established B2B operation is difficult. There is a risk that brands underestimate the scale of the challenge and underinvest. My advice on this would be to set out a 3-5year D2C strategy with significant investment, and be prepared to fail, and learn, then grow. With home furnishing market projections continuing to grow digitally in the years to come, I expect we’ll see more and more brands adopting D2C models. Change is rapid, and opportunities exist for those who embrace the challenge. Public voting has begun for the ufurnish.com Home Awards 2025, with which furniture brands can find cost-effective opportunities to reach relevant consumers. Visit http://bit.ly/4hIcnvB to find out more. www.ufurnish.com
“We work with many brands who operate both through the retail partner channel and D2C
70 OPINION
Woke washing – why authenticity matters In their efforts to convey genuine values to the consumer, do businesses instead risk creating scepticism and negativity? This month, Steve Pickering, the ‘unorthodox’ CEO of South East independent bed retail chain Sussex Beds, shares his views … By Steve Pickering
Businesses that genuinely commit to social responsibility build trust, credibility, and long-term loyalty from their audience. But beware – support perceived as a marketing ploy rather than an authentic commitment can backfire spectacularly, eroding the very trust you aimed to build. Recently, I was offered a low-cost service to ‘green’ our business – a simple plug-in to plant trees alongside customer orders. I declined. Not because environmental sustainability isn’t important, but because it isn’t currently
a core cultural value in our organisation. We could have easily implemented this initiative, ticked a ‘sustainability box’, and marketed ourselves as environmental champions. But that approach felt fundamentally dishonest – a superficial gesture rather than meaningful action. The reality? Countless worthy causes exist, and no organisation can authentically champion them all. I believe support must genuinely align with your company’s values and purpose, or stem from personal experience and
connection. Anything less risks being perceived as opportunistic ‘woke washing’ – and today’s audiences can spot insincerity from miles away. What causes does your organisation authentically support, and why? Discover more of Steve’s thoughts in his blog, at www.linkedin.com/in/stevepickering-unorthodox-ceo/ or listen to his new weekly podcast, An Unorthodox CEO, available through Apple Music, Spotify and YouTube
“I believe support must genuinely align with your company’s values and purpose, or stem from personal experience and connection
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 https://bit.ly/fn-readers-choice-awards-2025 Hurry! The voting window closes on Friday 6th June
Time to shine
in the NBF Bed Industry Awards
2025-2026
The prestigious Bed Industry Awards recognise excellence across manufacturing, supplying and retail. Retailer Awards Small NBF Retail Champion of the Year Medium NBF Retail Champion of the Year National Bed Retailer of the Year Online Bed Retailer of the Year
Gala Dinner & Awards Ceremony on 23rd September Enter now at bedshow.co.uk/awards
Member Awards Bed Product of the Year Component Product of the Year Bed Manufacturer of the Year Supplier of the Year
23rd – 24th September @TheBedFed
PARTNER COMMENT OPINION 73
RETAIL REVEALED, CLARION EVENTS
Cybersecurity isn’t just for the big guys The recent cyberattacks on Marks & Spencer, Co-op and Harrods sent shockwaves through the UK retail sector, and reminded us that every retail business can be put at considerable risk with little or no notice. But, no matter their size, there are steps retailers can take to prepare for the worst, says Simone Ward, content manager at Clarion Events, writing for online resource hub, Retail Revealed … By Simone Ward
These weren’t just headline-grabbing hiccups – they disrupted payment systems, brought online orders to a halt, and even led to empty shelves and cancelled promotions. Easy to dismiss as something that only affects the big chains, right? Think again. Cybercriminals are opportunists. They’re not only targeting retail giants, they’re increasingly going after smaller, independent businesses. Why? Because they suspect you don’t have the same defences in place. And too often, they’re right. So, here’s the question every independent retailer should be asking – how protected am I, really? If giants like M&S can be taken down, it’s a wake-up call for the rest of us. And while these brands have crisis teams and legal departments to mop up the mess, smaller businesses often don’t. Which makes the impact even more damaging. Here’s what a cyberattack can look like for an independent retailer: no ability to take payments – including contactless; website outages – orders paused, customers turned away; stock chaos – disrupted deliveries and confused inventory; trust issues – when data is compromised, loyalty disappears; and financial risk – from fraud, fines, and loss of business. And that’s just the short-term fallout. While the headlines might be alarming, the truth is this – many independent retailers can respond faster and more effectively than large corporations. You’re nimble. You can make decisions today that protect you tomorrow. Here are 10 steps you can take: Only keep what you need: Data is a double-edged sword. If you don’t have it, it can’t be stolen. Ditch old customer info you no longer use. Less is safer. Pick a trustworthy ecommerce platform: Choose a provider that prioritises security. Look for regular updates, strong user support, and UK-compliant privacy features. Run regular security checks: Use tools (or a local IT partner) to scan for vulnerabilities. Many affordable services are built specifically for small businesses.
Use payment verification tools: Address Verification Services (AVS) and CVV checks are simple but powerful. Most decent payment processors include these – make sure they’re switched on. Ditch outdated software: If your website or POS system is running on old, unsupported software, update it or switch. Weak software is an open door for attackers. Strengthen your password policy: Encourage the use of password managers and multi-factor authentication. Educate your team—it’s not just an IT issue, it’s a business-critical habit. Encrypt everything: From website traffic to customer emails, SSL certificates are now easy to implement and often free. Make sure checkout pages are secure. Get your team on board: Make cybersecurity part of your culture. Train staff, run refreshers, and use realworld stories to make it hit home. Back it up – and plan for the worst: Daily backups and recovery plans might sound like overkill until something goes wrong. Then, they’re a lifeline. Show customers you care: Display security badges, share your data policies, and be transparent. Trust is fragile – handle it with care. You’re not on your own. These resources are a great place to start: the National Cyber Security Centre’s Small Business Guide; Action Fraud; and local business networks and chambers of commerce. If there’s one message to take from recent events, it’s this – don’t wait. Cybersecurity isn’t about fear, it’s about preparation. Independent retailers are the lifeblood of the UK high street and digital marketplace. And in this increasingly risky digital landscape, protecting your business is part of protecting your future. www.retailrevealed.com
INDUSTRY PARTNERS
“Cybersecurity isn’t about fear, it’s about preparation
BRITISH FURNITURE
ASSOCIATION
Young Furniture Makers exhibition.
Women in
FURNITURE
74 OPINION FEEDBACK
THIS MONTH, WE’RE ASKING …
What regulative change would you most like to see in our industry? I’d like to see the outdated Furniture & Furnishings (Fire) (Safety) Regulations 1988 updated to reflect modern materials and reduce reliance on chemical fire retardants, while maintaining safety standards
National Insurance tax reduced on the self employed Paul Irwin (Smiths of Harrogate)
Nathan Edwards (The Furniture Consultant)
Given there are no more houses burning down in Europe
Is it now time for Sunday shopping to be deregulated in the whole of the UK? Darryl Simpson (WJ Aldiss)
than there are in the UK, I’d have to say that some of the UK regulations around fire retardancy could do with an update in order to allow better technologies to enter the market and also enable advancements in the use of chemicals that are more sustainable – in line with the demands of the modern consumer John Tuton (Mammoth)
I know it’s controversial, but with FR in the foam already, could we remove the FR laws on fabrics? We would all have so much more choice and would be able to access so many more designs and colours if this were the case. My fantastic upholstery agency, SoftNord, supply fabric upholstery all over Europe, and because of FR laws the UK customers can only access a fraction of the fabrics available Daryl Drylie (ID Agencies)
The current business rates system Garry Preston (TR Hayes)
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
Better protection for design classics, to avoid copies Hamish Mansbridge (Heal’s)
Changes to the EN747 bunk bed regulations to allow for more creative product development, and the UK FR regulations to be scrapped Ashley Hainsworth (Flair Furniture)
BRING COLOUR TO EVERY ROOM! Two new fresh takes on contemporary living. KLARA, in a rich dark grey, adds a touch of elegance, whilst SALI’s soft sage green and light grey finishes bring a calm, Scandinavianinspired feel. These stylish finishes are perfect for brightening up any space. Your customers will love this vibrant update. FTG is your one-stop shop, all in stock and ready for next-day delivery.
KLARA
SALI LIGHT GREY
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
SALI SAGE GREEN
HIGH PERFORMANCE MANUFAKTUR
VANS FOR SALE INTERNATIONAL VAN OF THE YEAR
NOW IN STOCK | HIGH PAYLOAD CAPACITY
CELEBRATING
MANUFACTURING YEARS OF EXCELLENCE
VISIT US ONLINE
ALWAYS 200 DELIVERY VANS IN STOCK READY TO GO
Finance Lease | Hire Purchase | Contract Hire
CALL OUR EXPERT SALES TEAM TODAY: 01673 863300
UNMATCHED UNRIVALLED LOW LOADER