#433 October 2025 www.furniturenews.net
SIMBA GETS PHYSICAL Retail partnerships pay off for sleep-tech superstar
ECO CONSCIOUS BEDROOM TRADE SERVICES
WELCOME HOME Why Loaf’s family-friendly vibe pays off How fast is ‘fast furniture’? Tracking autumn’s furniture search trends
Telford International Centre, Telford, U K 11 and 12 March 2026
The UK’s premier trade show of products and services for the furniture manufacturing industry
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Paul Farley Editor-in-chief
01424 776101 paul.farley@lewisbusinessmedia.co.uk @FurnitureNewsED @Furniture News www.furniturenews.net
Editor's comment How’s business? Sometimes, that feels a dangerous question to ask. The autumn Budget always threatens to dull the lustre of retail’s ‘Golden Quarter’, and given the economic shifts the trade’s been forced to negotiate this year, it’d be easy to feel particularly wary of what’s round the corner. Which is why I’m happy that the feedback from those working last month’s trade shows tended towards neutrality, reflecting steady – if unexciting – levels of business. Behind all the doom and gloom in the news, the wheels are turning and the shoppers shopping, the reports from the coalface a timely reminder to put today’s pressures in context. This month sees Furniture News’ lens pan out to take in the bigger picture, as we return to the topic of sustainability in the furniture industry. Design Conformity’s Katryn Furmston kicks things off with by exploring the nature (and consequences) of ‘fast furniture’ (p48), while Protokol’s Matthew Eckholm suggests how furniture businesses can prepare for incoming regulatory changes (p54). Our regular contributors are showing their greener side too, as Retail Champion Clare Bailey highlights opportunities for smaller retailers (p50) and legal expert Natalia Samodina reflects on the realities and legalities of green claims (p52). For another glimpse of the industry’s future, we hope you enjoy reading the personal experiences of this year’s Young Professionals Industry Experience (YPIE) cohort, recounted from p14. This Furniture Makers initiative provides an invaluable opportunity for youngsters seeking a foothold in the trade, and this summer’s programme again delivered privileged access to some of the UK’s biggest brands. Elsewhere, you’ll find insight from sales specialist Gordon Hecht (p68), Sussex Beds’ Steve Pickering (p72) and FIRA International’s Howard James (p73), plus the next instalment in our exclusive series from Kate Hardcastle’s new book, The Science of Shopping (p70). We’re ‘getting personal’ with Greenwood Retail’s Bernard Eaton (p22), ufurnish.com’s Deirdre Mc Gettrick shares her tips for the season’s key furnishing trends (p44), and we present a plethora of show reports and previews, including my own takeaways (pizza pun intended) from the Hydeline/At The Helm showroom event that took place during Long Point (p26). Before all that, we’re taking it easy out of the gate, and making ourselves comfortable for a chat with Loaf’s Theo Sheppard about how the laid-back, family-friendly retailer has taken customer engagement to new levels with its newest store, which even boasts its own film lounge (with complimentary popcorn, naturally). We ask Theo about the commercial returns such activations deliver, and how new dining launches fit into the retailer’s established offer (p10). Next month sees the return of our official NBF Bed Industry Awards celebration, plus reviews of the season’s key shows – our sincere thanks to everyone who took the time to speak to us while out and about last month.
Paul Farley
“The autumn Budget always threatens to dull the lustre of retail’s ‘Golden Quarter’
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Contents 22
7
NEWS
10 INSIGHT COVER FEATURE 20 SIMBA
EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul.farley@lewisbusinessmedia.co.uk
Bernard Eaton Greenwood Retail
44
SALES SALES AND MARKETING DIRECTOR Sam Horscroft 07764 650655 sam@lewisbusinessmedia.co.uk
Loaf
14
Young Professionals Industry Experience
20
Simba
22
Getting personal
24 EVENTS 44 PRODUCTS
GROUP SALES DIRECTOR Emma Sharp emmas@lewisbusinessmedia.co.uk OVERSEAS AGENT Casey Loo (Asia) +65 973 00123 (WhatsApp) casey@apsmediagroup.com
12
Deirdre McGettrick ufurnish.com
54
44
Embrace the autumn blues
48
Eco conscious
60
Bedroom
62
Trade services
68 OPINION
PRODUCTION COPY ADMINISTRATOR Steve Merrick steve@lewisbusinessmedia.co.uk
68
Your convenience store
70
The evolution of retail
DIGITAL MANAGER Nyall McCurrach nyall@lewisbusinessmedia.co.uk
72
Is the fear of looking stupid holding you back?
73
Partner comment
74
Feedback
ART EDITOR Sarah Crowhurst sarah@lewisbusinessmedia.co.uk DESIGNER Tony Godwin
Matthew Eckholm Protokol
PRODUCTION EDITOR Allan Norbury allan@lewisbusinessmedia.co.uk
68
ACCOUNTS AND SUBSCRIPTIONS Kay O’Brien kay@lewisbusinessmedia.co.uk PUBLISHER AND MD Simon Lewis SUBSCRIPTIONS (UK-£65, Europe-£85, RoW-£95) REPRO, PRINT AND DISTRIBUTION Stephens & George
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Gordon Hecht
Disclaimer: All material submitted for inclusion in Furniture News is done so entirely at the contributor’s own risk. No responsibility is accepted for the safe-keeping of contributors’ materials. Whilst all attempts are made to ensure accurate reproduction, Furniture News accepts no responsibility for variations. Artwork undertaken by our studio remains the copyright of Lewis Business Media (Arts) Ltd and may not be reproduced or stored without prior permission. Some articles in Furniture News have been submitted by companies and organisations. Monies may have been accepted in some instances to offset production costs. All rights reserved. In respect of artwork originated free of charge as part of a booking, clients should know that excessive work (more than one set of corrections, known as ‘authors corrections’) is chargeable at £55 per hour. Data protection statement: Readership data held by Lewis Business Media (Arts) Ltd may be shared with any member of Lewis Business Media (Arts) Ltd and associated companies for the purposes of customer information, direct marketing or publication. Data may also be made available to external parties on a list rental/lease basis for the purposes of direct marketing. If you do not wish data to be made available to external parties for list rental or lease please write to: Lewis Business Media (Arts) Ltd, Suite A, Arun House, Office Village, River Way, Uckfield, East Sussex TN22 1SL, UK. Subscriptions: Refunds on cancelled subscriptions will only be provided at the publisher’s discretion, unless specifically guaranteed within the terms of the subscription offer. ISSN No: 1475-373 © Lewis Business Media (Arts) Ltd 2025
6 NEWS
JYSK delivers record global turnover
JYSK increased its turnover by +11.8% to €6.2b and welcomed a record 13.7 million new customers in its 2024/25 FY. JYSK, known for its Scandinavian sleeping and living offer, continued to invest in lowering its prices, resulting in an increase of +12.8% in the number of units sold. “I am very pleased with our turnover results for the FY 2024/25, which clearly shows the resilience and
strength of our JYSK concept in a retail market under pressure from global uncertainties and low consumer trust,” says Rami Jensen, JYSK’s president and CEO. “We continued our positive momentum throughout the year with focus on our customers, great offers and a relevant and attractive assortment.” JYSK opened 148 new stores and invested in 303 store activities, which included relocations and enlargements of existing stores, and updates to the newest store concept. It also expanded into Africa (Morocco) and South America (Uruguay). Its footprint now totals 3,500 stores across 50 countries. “Expansion is embedded in our DNA, and we have successfully been able to deliver record results while also investing in our existing and new stores, our distribution centres and competitive prices for our customers,” Rami adds. “I am happy to see that our great offers have attracted a record number of new customers to our stores in both Europe, Turkey and Morocco.”
Long-term investment dents JLP’s H1 results The John Lewis Partnership has published its unaudited interim results for the 26 weeks ended 26th July 2025. Partnership sales grew to £6.2b, an increase of +4% YoY, while total revenue grew 5% to £5.4b – yet the group saw a loss before tax and exceptionals of £34m. It says the results were significantly impacted by costs not present in the equivalent prior period, including £29m for the new Extended Producer Responsibility (EPR) packaging levy, alongside higher NICs. On a LFL basis, loss before tax and exceptional items (LBTBE) was broadly flat compared to last year’s £5m, the retailer notes. However, customer satisfaction stood its highest recorded level, with both Waitrose and John Lewis outperforming their respective markets during
the period (while My John Lewis loyalty scheme member numbers grew by +13%), and investment increased to £191m in the half, with a “significant uplift” planned in H2. The result also included a planned £30m of investment in operating costs – part of a strategy to accelerate store upgrades, digital services and modernisations to the retailer’s technology and supply chain. John Lewis sales rose +2% to £2.1b. The period saw a major refurbishment of the Liverpool store, and the introduction of more omnichannel shopping options. “Our first half investment allows us to look forward with confidence – our focus is now heading into peak, where we see significant opportunity for all our core assortments,” the retailer concludes.
Introducing the Excellence in Furniture Awards The Excellence in Furniture Awards, delivered by The Furniture Shows (Clarion Events), will launch at the upcoming January Furniture Show, taking The Furniture Awards to a new level. Furniture professionals will take centre stage alongside a celebrity host on Monday 19th January at the NEC Birmingham. Held in conjunction with the January Furniture Show, the organiser expects to welcome some 350 brands, retailers, manufacturers, suppliers and service providers. The award categories are: Best Furniture Start-Up; Best Marketing Campaign; Best of British; Design Innovation; Global Player; Independent Retailer of the Year; Retailer of the Year; Sustainability; Superior Service; Woman in Furniture; and Lifetime Achievement. The judging panel, representing decades of
expertise across retail, manufacturing and design, includes: Sarah Bianchi, Arighi Bianchi; Diana Celella, The Drawing Room Interiors; Paul Farley, Furniture News; Andrew Goodacre, bira; Brian Ahern, Debbie Johnson and Joanna Knight, The Furniture Makers’ Company; Gisela Lancaster, Sofology; Emma Leeke, Leekes; Deirdre McGettrick, ufurnish.com; Nicola Snell, Press Loft; and Malcolm Walker, First MW. Paul Farley, editor-in-chief of Furniture News, says: “I’m looking forward to helping take the programme to the next level in 2026 and celebrating more of the businesses and people that make our industry so special.” Businesses are encouraged to submit entries by Friday 3rd October. Entry enquiries should be directed to hello@excellenceinfurnitureawards.com.
The National Bed Federation has welcomed Adjust-A-Bed as a new member and “purpose-led UK mattress brand” Higgy’s as an associate member.
Swyft has announced a charity partnership with Furnishing Futures, an interiors-led social enterprise dedicated to transforming empty social housing into homes for women and children escaping domestic abuse.
The British Furniture Association has forged stronger links with Minerva Furniture Group to enhance member benefits.
Lee Longlands opened its new showroom spanning two floors and 29,000ft2, on Boulevard Retail Park, Peterborough this August.
IKEA opened a store on Hall Road Retail Park, Norwich in August, and plans to open a new small store on Greyhound Retail Park, Chester on 9th October.
Bensons for Beds opened a new 4,250ft2 store on Washford Trade Park in Redditch last month.
Fairway Furniture’s flagship Plymouth store was hit by flooding at the end of August, less than a year after its £1.5m refurbishment was completed, causing extensive damage to the fabric of the building, shopfittings and product displays. The store reopened on 30th August, following an intense restoration effort.
The Furniture Component Expo is set to remain at Telford International Centre for at least the next four years, reports organiser the British Furniture Association. READ MORE ONLINE AT WWW.FURNITURENEWS.NET
NEWS 7
EgoItaliano has opened its largest UK showroom and says the 7,000ft2 flagship space in Milton Keynes brings “the elegance of Italian living” to one of the UK’s fastest-growing cities.
Furniture Village has appointed Ian Oliver (Sofa Brands International) to its board as a non-executive director.
John Lewis has appointed Dom McBrien (Body&Fit, Glanbia Performance Nutrition) as its chief digital and omnichannel officer.
IKEA opened a Plan & Order Point in Clifton Moor Retail Park, York, on 29th August.
Arlo & Jacob opened a new showroom in Chiswick, West London, last month, marking the brand’s 14th location, and its eighth store opening in two years.
Bensons for Beds opened on Dudley’s Merry Hill Retail Park on 12th September, taking on 7,250ft2 of trading space and employing four members of staff.
Raskelf Group has appointed James Appleyard (ex-Deluxe Beds) as national sales manager, following the completion of a £1m factory extension.
Dreams has appointed Siobhan King (ex-Game Digital, Office and New Look) as its CMO, replacing Jo Martin.
Cox & Cox has lowered its prices in response to customer feedback, “to ensure that creating a stylish, well-considered interior is within easier reach”. READ MORE ONLINE AT WWW.FURNITURENEWS.NET
Laura Ashley returns to UK retail Laura Ashley, the British fashion and home brand founded in 1953, made its official return to bricksand-mortar retail in the UK last month with the opening of its first freestanding store in over five years. The flagship store opened on Lakeside Retail Park, Thurrock, on 26th September, spanning nearly 10,000ft2 and presenting the brand’s home, decor, fashion and girlswear collections within “an immersive brand environment”. The store is operated in partnership with Next, leveraging the latter’s advanced retail systems and stock management expertise, and demonstrates the strengthening partnership between Next and Marquee Brands, which acquired Laura Ashley in January 2025. “Laura Ashley stores have always been destinations of inspiration, where consumers could explore and immerse themselves in the brand’s world of design,” says Rachel Terrace, chief commercial and growth officer, Marquee Brands. “In partnership with Next, a leading retail partner for the brand, we are proud to reintroduce this experience in a refreshed retail concept. This opening
represents a significant milestone in Laura Ashley’s return to the UK retail market.” The store offers a mix of home furnishings, an extensive Sofa Shop experience and the Laura Ashley Interior Design Service, plus a Design Hub which invites visitors to explore made-to-measure fabrics alongside the brand’s wallpaper and paint collections. The assortment also includes decorative accessories, soft furnishings, lighting and tableware, complemented by an edit of Laura Ashley’s women’s fashion, sleepwear and girlswear collections, creating “a comprehensive lifestyle destination under one roof”.
Dunelm “just getting started” says outgoing CEO Dunelm Group has announced its preliminary results for the 52 weeks to 28th June 2025. The retailer reported sales of £1,771m, up +3.8% on FY24, and an increased share of the combined homewares and furniture markets to 7.9% (from 7.7%). Digital sales accounted for 40% of total sales (from 37% in FY24), with strong growth in click and collect. The period saw Dunelm open six new superstores (including one relocation) plus its first store in inner London, and complete two acquisitions – a 13-store retailer in Ireland, and the brand and archive of Designers Guild. It also invested in its own made-tomeasure blinds and shutters manufacturing facility.
Outgoing CEO Nick Wilkinson comments: “In my final set of results at Dunelm, I’m pleased to report another successful year, marked by growth in sales and profits, increased market share and meaningful strategic progress. “As I move on, I leave behind a special business, with a strong business model, well positioned for the future. Dunelm is evolving as a multi-category and multichannel specialist, The Home of Homes, making good progress towards its next market share milestone of 10%. With customers at our heart, and a commitment to long-term, sustainable growth, Dunelm is still just getting started.”
Upholstery brands in administration UK upholstery manufacturer Ashley Manor, and British-designed import business Alexander & James Sofas, both owned by TCM Living Group, have entered administration through liquidation following an unsuccessful search for new ownership. The companies, which first filed a Notice of Intention to Appoint Administrators on 27th August, have been unable to secure viable offers that would preserve the businesses as going concerns, reports Opus Restructuring & Insolvency, which will oversee the administration: “All parties who expressed initial interest ultimately withdrew, citing ongoing economic volatility and persistent industry headwinds as prohibitive factors for acquisition.” Andy Kennaugh, CEO of TCM Living Group, says:
“This has been an extremely difficult decision and one we deeply regret having to make. Despite our intensive efforts over recent weeks and the support we’ve received, we have exhausted all viable options for securing new ownership that would preserve these businesses. “Both Ashley Manor and Alexander & James have been well-respected brands in the UK furniture industry, and we are committed to handling this process with dignity whilst ensuring all stakeholders receive the support they need.” Both businesses ceased trading, with factory closures taking place on 15th September. Alstons Upholstery, which operates as a separate business in the TCM Living Group portfolio, is not included in this process and continues to trade normally.
10
Welcome home Loaf’s laid-back approach to retail has long made its stores popular with furniture shoppers. With the opening this summer of its 11th ‘shack’ (its take on a showroom) in Islington, London, the brand continues to refine its family-friendly vibe, with colouringin stations for the kids, treats for family pets, and Loaf’s first-ever movie theatre, explains CCO Theo Sheppard …
INSIGHT 11
Shoppers can settle in for a movie with popcorn
Situated on Essex Road, a short walk from Angel tube station, the 4100ft2 store was designed by Loaf’s in-house team in collaboration with Studio Jill – which, following its work on Loaf’s recent Chiswick opening, continues to help elevate the brand’s look, feel and overall experience offering, while staying true to its unique character. The Islington Shack is home to the retailer’s firstever Movie Lounge (complete with free popcorn and film screenings). It also boasts family-friendly additions such as a colouring-in station, free choc ices and dog treats. Loaf has always advocated the soft sell, its stores exuding a family-friendly feel that is relaxed, unhurried and hospitable – and there’s a clear correlation between longer dwell times and higher conversions, Theo explains … Since its inception, Loaf has offered a different spin on the traditional furniture store. Was this always part of founder Charlie Marshall’s mission? We want our stores to be inviting, relaxing and enjoyable places for all our visitors. Our philosophy has always been to create a space where customers can slow down, get inspired, and truly enjoy the process of browsing our products. We encourage everyone to ‘take a load off’ and spend as much time as they like in our stores. Whether that means relaxing and watching a movie, or letting your kids get creative with some colouring while you explore, we want you to feel at home. Roughly how does your in-store product offer break down these days? Our made-to-order upholstery, including sofas and armchairs, remains our top in-store category and is central to Loaf’s offerings, occupying most of our floor space. We also prominently feature beds and bedroom furniture in complete roomsets, allowing customers to easily envision our pieces in their own homes. We highlight three main ‘Loafing moments’ across our shacks – sofa time, bed time, and table time. These displays are designed to bring our spaces to life and show how our furniture fits into everyday living, whether it’s relaxing on the sofa, unwinding in the bedroom, or gathering around the table. Spending time around the kitchen table is such an important part of how many of us live and socialise today. At Loaf we call it ‘table time’, and this autumn we’ll be unveiling a host of new launches, from generous dining tables made for big family feasts, to cushioned chairs and benches that encourage lingering for longer. Last month, we expanded our range of top-quality light and dark oak pieces, including storage solutions, sideboards, coffee tables and side tables. To add layers of colour and comfort throughout the home, we also have a wide range of soft furnishings including jute and wool rugs, cosy lighting, colourful cushions and natural wool blankets.
What family-friendly features does the new Islington Shack offer? How do they address specific demands? We’ve always believed that furniture shopping should feel relaxed, enjoyable, and even a little bit fun. With the Islington Shack, we’ve leaned into that more than ever, introducing some thoughtful features designed to create a genuinely family-friendly, feelgood space. The Movie Lounge offers a full cinema set-up, complete with a big Cuddlemuffin corner sofa and family films, and is designed to feel just like a cosy night in at home. Guests can even snack on some popcorn while they unwind. It gives everyone, not just the kids, a chance to pause, relax, and experience our furniture the way it’s meant to be used. Whether you’re curling up for a few minutes or just taking it all in, it helps take the pressure off the shopping experience. It taps into a simple bit of shopper psychology – when people feel comfortable, unhurried and at ease, like they would in their own living room, they’re able to make better, more confident decisions. A low-key but hugely effective addition is our colouring-in station, featuring an exclusive Loaf illustration by Michael Parkin of a chaotic home scene that adds a bit of fun and character for the kids. Alongside this, we have a freezer stocked with choc ices, (nostalgic and a little bit different), which ties in nicely with the Movie Lounge, with choc ices being a ››
“The Shack truly captures Loaf’s personality
12 INSIGHT
“A genuinely family-friendly, feel-good space
classic cinema treat back in the day. These small touches and attentions to detail add personality and a sense of fun, encouraging visitors to spend more time in the space, imagine a Loaf home for themselves, and build a genuine connection with the brand that turns them into long-term customers. There’s also our pet-friendly areas. We know that for many people, pets are part of the family, and welcoming pets into our shacks reflects that. It also subtly changes the tone of the space, making it feel more relaxed and welcoming. Plus, the team love having pets around – there are even treats ready for them in a dedicated Dog Bar. It helps our customers picture their whole household enjoying their Loaf pieces at home. Did any of these require any careful planning or new approaches from a store design perspective? We put a lot of thought into integrating family and pet-friendly zones, working closely with our external design partner Studio Jill. Our goal was to make sure these features felt like a natural part of the design, not just an add-on. We also carefully designed roomsets to show how easily our furniture fits into real homes, and how Loaf pieces can be mixed and matched. The Shack truly captures Loaf’s personality – relaxed,
fun, and full of character. It’s designed to be an immersive and welcoming space where visitors can spend an afternoon and, most importantly, feel completely comfortable. In what other ways was the store designed to deliver the best possible customer experience? We’re really focused on our in-store experience, aiming to create a balanced environment that feels inviting, homely and inspirational, while also making it easy for customers to shop and compare our products. Regarding product selection and visual merchandising, we’re continuously reviewing our store layouts. We actively listen to feedback and observe customer behaviour to make necessary adjustments and evolve our approach. Our goal is for customers to feel inspired by the roomsets, confident in exploring colour and style choices for their own homes, and encouraged to stay awhile, relax, and literally get into bed. Do you have any data to support the notion that greater dwell time, relaxation or family engagement results in more sales? While we don’t share specific figures publicly, we do track customer behaviour closely, and we’ve seen a clear correlation between longer dwell times and increased conversions. When customers feel at ease, they tend to explore more, ask more questions, and ultimately feel more confident in their choices. Do you think your staff training differs from other retailers’ in this regard? Definitely. Our team are true comfort connoisseurs – and colour enthusiasts, too. We get to know people by listening and building real relationships, so we can understand their taste and lifestyle. That way, we can help them find pieces that feel right at home in theirs. For example, families might be looking for more durable fabrics, while Londoners often want clever storage solutions. Our team are also fabric specialists – they can guide you towards the right material for your home, making sure it works with your lifestyle as well as
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“Spending time around the kitchen table is such an important part of how many of us live and socialise
your style. They’re brilliant at helping customers find pieces they’ll love for years to come, and they can solve those common concerns like ‘will it fit?’ or ‘which fabric will work best?’ From understanding sit-style and design preferences, our team’s deep product knowledge means they can confidently guide customers to the perfect choice. This personal approach really makes all the difference. Buying a sofa or bed, or any piece of furniture, is personal, so we create a relaxed, home-like environment for the whole family that helps build real connections. When customers feel welcome and unhurried, they can explore and make confident choices together. This makes the experience truly memorable and strengthens the brand’s connection with the customer. How have your website and marketing evolved to suit the stores’ evolution? Our digital and physical spaces now work more closely than ever. We’ve introduced a brand-new
kiosk concept in the Islington Shack that connects the two seamlessly. Customers can see the full range and use the digital customisation tool to design their sofa from scratch, saving it to their shortlist on their Loaf account – bridging online inspiration with the in-store experience. In-store, they can test cushions, compare seat depths and styles, and choose their perfect fabric and colour, making the journey both seamless and personalised. What’s in the pipeline for your next store? We’re continually evolving the shack experience to meet changing customer needs. Each new store is designed to feel welcoming and intuitive, a place where people can slow down, get comfortable, and imagine how Loaf might fit into their own home. These spaces will keep growing and adapting alongside our customers and the communities we open in. www.loaf.com
14 INSIGHT
Broadening professional perspectives
“The experience was intense and incredibly insightful
From left: Miles, Carl-Henrik, Sinéad, Aamarah, The Furniture Makers’ Company master Debbie Johnson, Daniel, Jennifer and Jakub
This summer, eight young professionals completed the Young Professionals Industry Experience (YPIE), a unique three-week tour of UK businesses organised by The Furniture Makers’ Company. Furniture News asked a selection of the participants to share their feedback …
The 2025 programme marks the second year since the relaunch of the YPIE initiative, which provides a select group of professionals with an overview of the industry, covering everything from design and manufacturing to marketing, compliance, testing, sustainability and retail. This year’s participants were: Sinéad Ambrose, a multidisciplinary designer maker currently studying furniture design and make at Rycotewood College; Jakub Jedlecki, a technical designer at Lanserring with a background in architecture; Carl-Henrik Andersson, a building surveyor at Fluent Architectural Design Services and the founder of Category Furniture, with a focus on sustainability and circular design; Daniel Edmunds, team leader at Dreams, with 14 years of industry experience and a passion for leadership and personal development; Charlotte Ackroyd, head of manufacturing at HSL, who has spent over two decades with the business and is its first female in the role; Aamarah Noor, a selfemployed designer and 2024 Young Furniture Makers (YFM) award winner, passionate about function and sustainability; Miles Clifford, a designer/maker and YFM winner whose craftsmanship is influenced by his training at Rowden Atelier and work with Marc Fish; and Jennifer Seastone, a sculptural bespoke furnituremaker based in London and 2024 YFM winner, with a background in fine art, sculpture, and theatre. Over three weeks, the group visited 20 companies across the UK to explore the full spectrum of the furniture supply chain. Businesses opened their doors to deliver in-depth insights into design, component sourcing, production, marketing, customer service and innovation.
Participating organisations included Anti Copying in Design (ACID), Blum UK, Colebrook Bosson Saunders, Designer Contracts, Dreams, Ercol, Ergochair, FIRA, G Plan, Halstock Cabinet Makers, Herman Miller, Hypnos, a masterclass with John Makepeace OBE, MillerKnoll, Panaz, Prima Foam, SATRA, Sleepeezee, The Furniture Ombudsman, and William Hands. The experience concluded with a presentation lunch at Furniture Makers’ Hall in London on 17th July, where the participants shared reflections on their journey with supporters, industry leaders, and company hosts. Debbie Johnson, master of The Furniture Makers’ Company, comments: “The YPIE programme offers something truly rare – access, mentorship, and a panoramic view of what makes the UK furniture industry thrive. The 2025 cohort brought such energy, curiosity, and passion to the experience. We look forward to seeing how they take this learning forward in their careers.” Furniture News asked four of the participants – Aamarah, Carl-Henrik, Daniel and Sinéad – to recount their experiences … What prompted you to get involved in the YPIE? Aamarah: It offered a unique opportunity to visit industry leading companies shaping the future of design, manufacturing, sustainability and innovation. At the start of my career, this opportunity was invaluable in connecting academic study with professional practice. Carl-Henrik: I applied to the YPIE programme as I believed that, in order to innovate within my own
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What was the biggest challenge involved?
traditional and contemporary furniture design principles, manufacturing processes, and business practices.
Aamarah: With visits to 20 companies, including site tours, presentations and discussions, the experience
Daniel: I wanted to broaden my knowledge and see the
was intense and incredibly insightful. The challenge
furniture industry after working for Dreams for 14 years.
was processing and reflecting on all the information
Aamarah Noor
business, I first needed to fully understand both
in a short timeframe. Sinéad: Last year, I switched to studying at Carl-Henrik: My biggest challenge was preparing
with industry experience. I didn’t want to experience
and presenting my speech to sum up my experience
the ‘culture shock’ that can come after graduation
on the programme. As it was my first time writing and
when you’re faced with the realities of working life, so
delivering a speech, I struggled at first – but once it
I chose to start bridging that gap early.
was finished, I felt very proud.
I’ve always found that I learn best through initial repetition until something becomes second
Daniel: Introducing myself and meeting new people,
nature, and then I stay engaged through variation –
and believing in my own abilities.
probably linked to being neurodivergent. I’ve noticed this is something increasingly recognised and
Sinéad: For me, the biggest challenge was financial.
accommodated in workplaces, which made it even
My former employer kindly part‑sponsored me, but
more intriguing to see in action on some of our visits.
my contract ended just before the programme began. The structure of the course – three weeks of visits
and lived in a converted van in Oxfordshire to make it
spread over five weeks – made it harder to manage
happen. During the year, I became an estimator for
costs while between jobs. I kept expenses down by
Doig Furniture, and it was there that I spotted last
staying in my van rather than booking hotels, which
year’s YPIE programme in a magazine. It struck me as
made the opportunity possible for me. I’d love to see
a fast‑track way to gain exposure to the industry and
more companies sponsor their employees to take
its systems, and I couldn’t understand why I hadn’t
part, as this really is professional training with benefits
heard of it before. I knew instantly I wanted to apply.
that come back to the business.
What were you hoping to achieve from
What was the highlight of the tour for you?
Daniel Edmunds
I believed in this approach so strongly that I bought
Carl-Henrik Andersson
Rycotewood part‑time so I could combine my degree
the experience? Aamarah: The experience provided insight into the innovation and processes behind the scenes
of the industry, not only from a designer’s perspective
at leading companies. I valued the opportunity
but across the wider business, and to apply these
to connect with industry leaders and my fellow
insights to my own practice. I wanted to come
participants, whose experiences, insights and advice
away more informed, inspired and better prepared
were inspiring.
to navigate the industry, and to build a strong professional network.
Carl-Henrik: The highlight for me was the conversation with John Makepeace on the final day of
Carl-Henrik: I hoped to gain a deeper understanding
the programme. We covered many topics within the
of how the industry is structured and how it is
industry, from business to design, all of which were
addressing climate change. Moreover, I was
both inspiring and insightful.
particularly curious to explore the lifecycle of furniture, from how ideas are turned into reality, to
Daniel: Herman Miller. I have a real interest in
how they are sold to generate cash flow.
continuous improvement and lean management and wanting to improve my business, so seeing a
Daniel: I wanted it to help me work out which
business using the Toyota model of training, and
direction I wanted to take in my career and
seeing how efficient they are, was eye-opening, and
development, which it has immensely helped.
really nailed down what I want in my career.
Sinéad: I wanted to broaden my knowledge of the
Sinéad: Meeting people who clearly valued their
range of companies in the industry, how they operate
staff as much as their clients was the standout for
at scale, and how they view the future – not just in
me. I loved it when CEOs or tour guides referred to
terms of gender diversity (which is vital) but also
employees by name – it spoke volumes about
environmental and economic sustainability. It was my first real opportunity to introduce myself to CEOs and senior management teams, and I wanted to see behind the doors of different businesses to work out where I might fit. More than anything, I hoped to gather insight that would help me identify not just where I wanted to go, but also what I wanted to avoid.
“We weren’t just the culture. learning about The lunches and informal conversations were also special moments – hearing people’s career journeys companies, we and how they carved out their roles was inspiring. We weren’t just learning about companies, we were were learning learning about people, and the human element within business. ›› about people
Sinéad Ambrose
Aamarah: I hoped to gain a broader understanding
16 INSIGHT
What was the biggest surprise?
Please share one key lesson you’ve learned …
Aamarah: The experience gave me a deeper understanding of the scale and complexity of the industry. Seeing firsthand the many processes and challenges involved in bringing a product to market was eye-opening.
Aamarah: Networking and building connections in the industry is a key part of professional development. The phrase, ‘If you’re not feeling uncomfortable, you’re not growing’ resonated with me from the experience. It is a mindset I will take forward in my career.
Carl-Henrik: I was surprised by how sustainable the industry already is. I discovered that many companies naturally have an intuition to be more sustainable – such as Dreams’ zero-waste-to-landfill initiative, which has been ongoing for several years. Similarly, Blum and Panaz have both installed beehives next to their facilities, while Ercol and William Hands are using timber offcuts as an energy source for their factories, which I thought was an excellent example of timber being used to its fullest potential. However, I was most impressed by Vita Group and their new Orbis Ultra Foam technology, made from nearly 100% recycled foam, which now provides the furniture industry with a closed-loop solution for foam manufacturing. Daniel: My biggest surprise was the detail involved in designing a product and the steps involved. It was amazing seeing that side of a business, and seeing a design workshop. Sinéad: I was surprised by the scale and variety within the industry, and by how transferable certain systems and principles are, no matter the company size – things like investment in people, in machinery, in timing and risk. I was also struck by how many companies genuinely invest in community and environmental initiatives, not for publicity but because it’s the right thing to do. And while not every business aligned directly with my career goals, I always found something valuable to take away from each visit.
“I was surprised by how sustainable the industry already is
Carl-Henrik: The one lesson I have learnt is to spend more time completing my work to ensure the highest level of execution for each project. Daniel: Self discovery. I learned that I’m motivated by solving problems and creating improvements. The course showed me that I want to focus on project work and continuous improvement, using lean management principles to make processes more efficient and add value to the business. Sinéad: Strong employee culture and morale are everything. When staff feel valued and invested in, they take ownership, and that pride translates into the quality of the work and the client experience. As Richard Branson says, “If you look after your staff, they’ll look after your customers. It’s that simple.” Has the YPIE changed the way you view the industry? Aamarah: It showed me how forward-thinking and interconnected the industry is. Seeing cross-functional teams – researchers, designers, engineers, marketers and production – reinforced the importance of collaboration for success. I came away with a stronger understanding of how widely sustainability is implemented across the industry, with many companies placing it at the forefront of their practice. ››
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18 INSIGHT
Carl-Henrik: Yes, I believe it has. Travelling to all the different companies made me realise how much collaboration happens within the industry on a daily basis. This programme itself is just one example of how open and interconnected the industry is. Daniel: Yes, it has really opened my eyes to how thoughtful and people-focused businesses are. And how sustainability is at the forefront of what everyone is doing now. Sinéad: Completely. It’s challenged some of my assumptions and given me a clearer picture of where my skills could be best applied, as well as the paths I don’t want to pursue. It’s shown me that while there’s still room to bridge the gaps between design and making, or between office and workshop, there are companies out there proving it can be done. Do you think the YPIE has opened any doors for your career? Aamarah: The experience gave me exposure to leading companies, valuable insights and an expanded network, all of which form a strong foundation for the start of my career in the industry.
and a far deeper understanding of the industry, which I can now use to open doors for myself. It’s not about immediate job offers – it’s about building connections, context and confidence. The programme has saved me time in figuring out my next steps and given me an experience I couldn’t have bought. It’s shifted my mindset from student to professional. Can you share any funny/interesting stories or anecdotes from the experience? Aamarah: One of the funniest moments was how competitive we became – whether in darts, pool, cards, or mini golf! Those moments were always full of laughter, and I came away with lifelong friends. Carl-Henrik: I was ridiculed for saying that “Carlsberg is the best beer you can order at a Wetherspoons pub.” Daniel: I can remember spending time with my fellow YPIE colleagues for an evening meal (debrief of the day) and being chased out of the pub garden by a swarm of wasps – they must’ve liked my aftershave!
Daniel: Yes, it has given my line manager and director a direction to support me on my career path, finding my strengths and supporting me on my development.
Sinéad: Our cohort was a fantastic mix of personalities, and we spent as much time ‘networking’ with each other as we did with companies. A highlight was being invited into John Makepeace’s home, sitting in his kitchen having coffee and cake – a moment I’ll never forget. We left the programme with shared memories, real friendships, and a quote from the first week that stuck with all of us: “If you’re not feeling uncomfortable, you’re not growing.”
Sinéad: It’s given me an invaluable network
www.furnituremakers.org.uk/education
Carl-Henrik: The YPIE course has inspired me to apply my knowledge and experience from running my own business to explore the possibility of joining a company internally, helping them achieve their climate goals through both design and sustainability lenses.
“The programme has given me an experience I couldn’t have bought
Savannah in Roaming Grasslands Unmatched comfort, timeless beauty. Minerva Furniture Show 8 - 9 October | Stand 27
www.AtTheHelm.com
COVER STORY
20 INSIGHT
Not sleeping on success
“Each retail collaboration reflects a careful strategy
Simba’s game-changing Hybrid mattress
When Simba launched in 2016, the company’s science-backed sleep technology set out to solve the most common sleep problems customers face. Today, thanks to its pioneering Hybrid mattress and a successful D2C model, Simba is now one of the UK’s best-known sleep brands and the world’s most five-star-reviewed mattress company, with more than 350,000 customer reviews and over 100 industry awards …
With its ever-evolving ecommerce strategy continuing to gain significant traction and growth showing no sign of slowing, the business identified the opportunity to reach a wider audience by expanding into the physical retail space. Indeed, with many customers preferring to experience a mattress for themselves before purchase, it was a natural next step – a step which Simba believes both bolsters its existing strategy and makes its award-winning sleep products more accessible to shoppers. Simba’s retail model echoes the strategic success of its online one. With a physical presence in an impressive roster of UK retail locations, the newest and biggest to date is Bensons for Beds. Featuring across 20 city centre and retail park stores, Simba has succeeded in reaching both the urban dwellers and the rural families who make up the majority of its customer demographic. In addition, Simba mattresses are available to buy in 12 Barker and Stonehouse stores, five John Lewis stores, two each of West Elm and Land of Beds stores, plus a My Next Mattress and a Mattress Online store, as well as a widespread presence in Costco. Following the positive response to its try-before-youbuy approach, Simba is planning to roll out to more John Lewis stores and to Pottery Barn stores in 2026. In addition, Simba has created an interactive store finder for its website, showcasing the retail locations of its products – boosting brand awareness on both sides, while giving shoppers the opportunity to choose what works best for them. To develop and support the brand’s presence in physical stores, Simba has established a wholesale team dedicated to these partnerships. As well as video calls with store managers, the team also provides regular store visits and in-person presentations which include detailed training and product explanation. In addition, all members of Simba staff, whatever their department, are encouraged to support their local store by visiting to glean feedback from staff. Simba has also committed to supporting retail
partnerships on a broader marketing level – for example, by investing in significant campaigns to support the launch of both its Hybrid ranges in Bensons for Beds. Alongside PoS branding, the brand included Bensons for Beds in its linear TV campaign, highlighted the brand in sponsorship advertisements across Smooth, Capital and Heart radio, and targeted out-of-home activity in specific locations across the UK, encouraging footfall to nearby stores. PoS support is also provided at Barker and Stonehouse, West Elm and John Lewis, with the wholesale team working directly with each retailer to ensure the creative design is in tune with their respective retail environment. Simba’s retail offer has grown to feature many of its award-winning accessories – including duvets and pillows – enabling customers to experience Simba sleep solutions beyond the mattress. This success is paramount to maintaining and building partnerships, says Keri Blunden, head of wholesale and contract sales at Simba: “Each retail collaboration is incredibly important to us and reflects a careful strategy. We work with established retailers who bring strong customer trust and nationwide reach, helping us make our sleep technology products widely accessible.” Simba’s journey from an online ecommerce giant to a multichannel leader shows exactly how technology and innovation can drive growth across different retail landscapes. The brand has helped shape consumer expectations, proving that ecommerce success can translate into physical spaces when backed by a strong product story and a reputation for quality. With a growing roster of retail partners and a continued commitment to excellence and innovation, Simba is well positioned to strengthen its place as a leading UK sleep-tech brand – online, on the high street, and in homes across the country. To find out more about retail partnerships with Simba, email wholesale@simbasleep.com. www.simbasleep.com
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22 INSIGHT
GETTING PERSONAL
Bernard Eaton Bernard is the founder and MD of retail sales promotion specialist Greenwood Retail, which delivers unique, high-impact sales strategies for retailers looking to maximise turnover, fast. He is also one of the NBF Bed Industry Awards’ longest-serving judges.
How might a child describe what you do? We make parties for shops. What’s the biggest long-term challenge you face? The digitalisation of the retail world – although I believe that there will always be the need for physical stores. If you had 10 x your working budget, what would you spend it on? A helicopter – to save on travel time. What would be the title of your autobiography? The Pursuit of Happyness. What does ‘work/life balance’ mean to you? Family and friends plus happiness and health are all more important than money.
What should everyone in our industry either stop or start doing? Stop believing that the customer will return to buy – always ask for the order. Where do you see the industry going in the next 5-10 years? Upwards. We are currently in a slow growth decade. The next will likely be a boom decade. What question do you wish we’d asked? How would you have answered? Q. What aspect of your job do you find most satisfying? A. Seeing the ear-to-ear grin on the face of a retailer who is witnessing a queue at their door, a packed store and another queue at the tills! www.greenwoodretail.com
Who’s been your most influential professional mentor? My father. He was a successful serial entrepreneur and showed me the fundamentals of effective advertising. What advice would you give your younger self? Don’t ever think you know it all. Never stop learning. What’s been your best day in business to date? The day we passed 1000 sales events since founding in 2002. What’s the biggest myth about our industry? That the customer will return to buy on their own initiative.
“Stop believing that the customer will return to buy – always ask for the order
23
BEDS AHEAD November’s official Bed Industry Awards Supplement will put the NBF awards’ winners and finalists centre stage, alongside: • Reviews covering the NBF Bed Show, Minerva’s Autumn Furniture Show and autumn Long Point • A spotlight on Multifunctional Furniture • Our monthly round up of the latest in Bedroom, Living, Dining and Trade Services
BOOKING DEADLINE FRIDAY 17TH OCTOBER
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Come and see us on Stand 50 in Hall 2 at
THE AUTUMN FURNITURE SHOW within Telford International Centre from 8th to 9th October 2025
DISCOVER THE POWER OF GREENWOOD SALES… Greenwood sales work. You can reliably expect great results.
2025 .net
#424 January
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Award win cements Simba’s commitment to circularity
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ABOVE AND BEYOND Dream big with
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2024 #423 December .net www.furniturenews
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HERE COMES THE HIKE How retailers are managing rising costs The Readers’ Choice Awards return for 2025
INDX BEDS | TECHNOLOGY
28/04/20
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ALL SYSTEMS GO
The pros and cons of sales and discounting
LIVING | BEDROOM | TRADE SERVICES
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BEST IN SHOW Which businesses are leading the way? Swyft goes international How independents can thrive in ‘25
You can trust Greenwood – the UK & Ireland’s Leading Experts in Retail Sales Promotion – to help you optimise your next big sales event. Come and see us at Telford to find out more. We can usually outline your sales projections, margins and costs from a brief discussion. The show is open to the whole trade and there’s free parking and refreshments. We’d love to see you there, otherwise, please call Bernard Eaton directly on 07771 700247 to find out more or, to arrange your free, confidential, no-obligation on-site consultation.
NOW BOOKING 2026 SALES CALL 07771 700247
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Contact Sam Horscroft on 07764 650655 or email sam@lewisbusinessmedia.co.uk Want to reach the biggest furniture audience, getting your message to buyers at the JFS and INDX Furniture shows, and more? Book into January’s issue today!
GREENWOOD RETAIL LTD
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24 EVENTS
Innovation, inspiration and excellence The Irish Furniture & Homewares Show (IFHS), which took place in late August, once again proved why it is regarded as Ireland’s leading trade event for the furniture and homewares sector …
The awards ceremony paid tribute to the companies that have consistently supported the show
“A vital hub for growth, innovation and collaboration in an ever-evolving industry
A platform for growth and connection Over the past decade, the IFHS has gone from strength to strength, evolving into an international showcase that reflects the changing face of the furniture and homewares market – and this year’s show captured that evolution perfectly, with exhibitors highlighting new approaches to sustainable manufacturing, fresh design trends, and a renewed focus on customer experience. “The show continues to serve as one of the most efficient routes for buyers to connect with suppliers,” says IFHS. “With visitors arriving ready to make purchasing decisions, exhibitors benefit from high-quality engagement and strong commercial outcomes. At its core, the event is about more than just presenting collections – it is about cultivating
Best Sustainability Initiative category winner, Hermann Biederlack & Co
Hosted at the National Indoor Arena in Dublin, the show brought together industry leaders, international brands, retailers and buyers for three days of product launches, networking and celebration. Exhibitors presented thousands of new products across furniture, homewares, textiles and interiors, while buyers from Ireland, the UK and Europe were “out in force”, ready to place orders, discover new collections, and build new partnerships. “The atmosphere was unmistakably optimistic, with a strong sense of momentum,” says IFHS.
relationships that support the future of the Irish furniture sector.” This year also saw a particularly strong international presence, the organiser reports. Brands from across Europe and beyond joined leading Irish suppliers, demonstrating the global outlook of the event while keeping Irish craftsmanship at its heart. Spotlight on excellence A true highlight of the 2025 show was the Irish Furniture & Homewares Awards, held on the first evening and hosted by broadcaster Ruth Scott. Judged by architect and lecturer Amanda Bone, the awards honoured the products, people and companies driving the sector forward. The awards have become a centrepiece of the show, and this year saw a record number of entries across all categories. From sustainability to design and customer service, the shortlist was a testament to the talent and creativity that define the industry, says IFHS. The results were: Best Global Product – Global Home Ireland was highly commended, and Cófra the winner; Best Sustainability Initiative – Highgrove Beds was highly commended, and Hermann Biederlack & Co the winner; Best European Product – Mini Divani was highly commended, and Glamour Sofa the winner; Best Display & Exhibition Stand – the runnerup was Transformer Tables, and the winner Faith and Ethan; Best Supplier – Faith and Ethan; and Best Sales Representative – Andrew Heasley, Image Furnishings. The awards ceremony also included a tribute to
25
Faith and Ethan won both the Best Supplier and the Best Display & Exhibition Stand categories
Cófra’s Christina Byrne – the supplier was the winner in the Best Global Product category
industry goals of responsible manufacturing. “Innovation was another clear trend. From cuttingedge sofa designs to multifunctional tables and smart textiles, exhibitors proved that creativity and practicality go hand in hand. For buyers, this meant discovering products that not only look beautiful in homes and showrooms but also meet the modern consumer’s demand for functionality and value.” A word of thanks “The success of IFHS 2025 would not have been possible without the extraordinary effort of the exhibitors who brought their collections to Dublin, and the buyers and visitors who filled the halls with energy and purpose,” states the organiser. “We extend our deepest thanks to everyone who contributed to
Glamour Sofa topped the Best European Product category
making this year’s show such a triumph. “To our exhibitors – thank you for your creativity, your investment, and your commitment to showcasing the best of the industry. To our attendees – thank you for your engagement, your enthusiasm, and your continued belief in the importance of supporting the Irish furniture and homewares sector. “Events like IFHS thrive on the strength of
Image Furnishings’ Andrew Heasley (centre) was voted Best Sales Representative
community, and this year’s show was a powerful reminder of how collaboration drives success.” Looking ahead – IFHS 2026 “Plans are well under way for the next edition, with IFHS 2026 confirmed for 23rd-25th August 2026 at the National Indoor Arena, Dublin. Excitement is already building, with new exhibitors eager to join and established names preparing to return, ensuring that next year promises to be even bigger and better, says IFHS. “As the Irish Furniture & Homewares companies that have consistently supported the show for over a decade. Among those recognised were Keen Classic, Mini Divani, World Furniture, MPD Furniture, Global Home, and Tyrone Quality Framing – businesses whose loyalty and commitment have played a key role in shaping the IFHS’ success. “Award winners stood out for their achievements in individual categories while also representing a broader commitment to raising standards across the industry,” says the show organiser.
Show continues to grow, so too does its role as a
Sustainability and innovation at the forefront “If one theme defined IFHS 2025, it was sustainability,” IFHS continues. “From innovative use of recycled materials to eco-friendly packaging and energyconscious production, exhibitors demonstrated a shared commitment to reducing environmental impact while maintaining quality and style. “The Best Sustainability Initiative category in the awards reflected this shift, with Hermann Biederlack & Co taking top honours for their outstanding efforts. The judges commended their holistic approach to sustainability, noting how it aligned with broader
people behind them.
cornerstone of the industry. By uniting suppliers, retailers, designers and innovators under one roof, the show will remain at the forefront of conversations that shape the sector’s future. “The 2025 edition of IFHS went beyond the role of a traditional trade show, offering a platform to showcase the creativity, resilience and professionalism within the sector. With a busy exhibition floor and a wellreceived awards night, the event demonstrated the strength of both the products presented and the “As we look back on a successful 2025 and forward to the next edition in August 2026, one thing is clear – the Irish Furniture & Homewares Show is not only a platform for business, but a vital part of the story of Irish and international furniture industry. “We look forward to welcoming you to the Irish Furniture & Homewares Show 2026. Together, we are shaping the future of the industry – and the future has never looked brighter.” www.ifhs-tradeshow.ie
“Together, we are shaping the future of the industry
26 EVENTS
A taste of things to come
“It gives retailers an idea of how best to display our range
Earlier this year, the supplier took the opportunity to relocate the brands from its upstairs showroom in West End Mill across the road, securing the expansive ground-floor space that previously housed the likes of Collins & Hayes, Richard Stamp Agencies and Alexander & James. In time for May’s Long Point exhibition, the new occupant redecorated and dressed the rustic, industrial space to echo its award-winning January Furniture Show stand. In the case of At The Helm, this meant introducing rugs, translucent drapes and wall art to frame an array of roomset displays, each starring the brand’s trademark sofas and chairs, brought to life by the supplier’s wider lifestyle offering of cabinet and lighting. “We’re very pleased with how the showroom’s turned out,” CEO Jonathan Tan tells me. “It’s not only the perfect space for unveiling the more affordable models in our broadened ‘good, better, best’ offer, but it gives retailers an idea of how best to display our range.” At The Helm galleries are already bound for select Furniture Village stores and elsewhere, he adds, as a growing number of retailers recognise the attractiveness of such a coherent and considered product offer. At The Helm has always been keen to tap into consumer demand, and today’s presentation by trend forecasting agency TrendBible, which signals a partnership with the lifestyle brand, aims to summarise how furniture businesses can better understand what drives their customers (and in turn more closely address their needs). “People want fewer, high-quality, longer-lasting items,” explains TrendBible’s head of consultancy, Laura Jolly Yan, backed up by commercial director Jo Slaven (ex-Sofa Brands International and Belfield Group). Laura says businesses must focus more on the benefits of their products, not the features, and innovate to attract new audiences – while providing continuity and reassurance for existing customers. Clearly, in At The Helm, TrendBible has found a lifestyle offer full of potential. Since it first came
From left: Hydeline’s Jonathan Tan, Rochelle Bedford and Michael Sheedy, with TrendBible’s Laura Jolly Yan and Jo Slaven
Last month’s Long Point show saw the team behind upholstery brands At The Helm and Hydeline Furniture host an informative (and fulfilling) presentation at their new showroom in Harrington Mills, treating guests to fresh product, consumer insights and a tasty lunch, reports Furniture News’ Paul Farley …
to market in 2018, the brand has consistently demonstrated that it has the nous and vision to go far, and closer consumer engagement seems a logical next step. As the well-attended presentation draws to a close with questions from the floor, calls are heard from the doorway – lunch is ready. The sun has emerged, and the promise of complimentary pizza and salad draws a steady flow of showroom visitors and traders from elsewhere in the mills, squarely reinforcing the presence of both brands in their new home and Long Eaton’s wider furniture community. Commercial director Michael Sheedy and head of marketing Rochelle Bedford are visibly satisfied with the result, which proved a definitive highlight of Long Point, offering a tantalising glimpse of the brands’ next step. As one might say to the pizza chef, “top that”. www.atthehelm.com www.hydeline.co.uk
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28 EVENTS
Influential interior designs
Deirdre Mc Gettrick hosted the awards presentation
The second year of the ufurnish.com Home Awards, delivered in partnership with media partner Metro, attracted more than 1,000 entries and celebrated a wealth of UK talent in 18 categories. By public vote, Laura James won the Best Furniture Retailer category, sponsored by Furniture News, whose editor-in-chief, Paul Farley, presented the winner’s trophy. The other winners were: Best Bathroom, sponsored by Easy Bathroom – Anouska Lancaster; Best Bedroom, sponsored by Blinds 2go – Sal Riley; Best Before and After Transformation, sponsored by Rightmove – Kirstie Waterston; Best Dining Room, sponsored by OKA – Anouska Lancaster; Best DIY Creation, sponsored by Furniture Edit – Becky Russell; Best First Time Home Renovation, sponsored by Nationwide – Camilla De Cesare and Lou Crane; Best Garden, sponsored by Lights4fun – Roxanne Fregona; Best Hallway, sponsored by UK Flooring Direct – Natasha Landers; Best Home Office, sponsored by Home, Life & You – Sarah Twigg Doyle; Best Interior Instagram, sponsored by Cox & Cox – Daniel Bland; Best Kitchen, sponsored by George – Roxanne Fregona; Best Living Room, sponsored by ITV – Candice Guy; Best Nursery and Children’s Room, sponsored by
Furniture News’ Paul Farley with Laura James’ COO Matthew Talbot and Deirdre Mc Gettrick
“An inspiring, incredible day filled with amazing stories and a shared passion for home interiors
This year’s Home Awards winners
At a ceremony at London’s Kimpton Fitzroy Hotel on 5th September, UK search and comparison website for home furniture and furnishings, ufurnish.com, announced the winners of its 2025 Home Awards – recognising those who create and share interiors and designs of their own home, including content creators, influencers, home innovators and bloggers …
Mumsnet – Kerry Davison; Best on a Budget, sponsored by Wayfair – Hannah Doran; Best Rental Inspiration, sponsored by Ideal Home Show – Ammarah Hasham; Best Showstopping Home Feature, sponsored by Honeypot – Orima Kamalu; Best Use of Colour, sponsored by Dulux – Sarah Ellis; Overall Public Vote Winner: Abbey Brown; and Overall Judges’ Choice Winner – Claire Douglas. The ufurnish.com Home Awards attracted 22,920 public votes across 1,003 entries. The search platform assembled a line-up of expert judges to adjudicate the awards, including Barbara Chandler, Max McMurdo, Eva Sonaike, Jayne Dowle, Deborah Arthurs, Nicky Rampley-Clarke, Nicki Bamford-Bowes, and Deirdre Mc Gettrick, the founder of ufurnish.com and the ufurnish.com Home Awards. “The ufurnish.com Home Awards was an inspiring, incredible day filled with amazing stories and a shared passion for home interiors,” says Deirdre. “A huge congratulations to all the winners, runners-up and finalists – you make the home interiors world what it is! We’re already looking forward to the 2026 ufurnish.com Home Awards …” www.ufurnish.com/en-gb
29
Autumn Fair reports upbeat edition Autumn Fair 2025 at NEC Birmingham closed on a high note on 10th September, delivering “a dynamic and productive event that attracted thousands of influential buyers and suppliers from across the UK”, reports show organiser Hyve.
“Autumn Fair is not just about transactions
Cementing its position as a key order-writing show for the home, gift, fashion and garden sectors, this year’s edition saw a marked rise in retail decision-makers seizing the final major buying opportunity ahead of the crucial holiday trading season, Hyve adds: “With a bigger event footprint and record-breaking exhibitor growth, the show saw a +16% rise in total exhibitors and a +38% surge in new exhibitors. “Adding to its unique appeal, over 30% of exhibitors were exclusive to Autumn Fair. Over 800 brands presented thousands of new products and exclusive launches, and the halls were alive with colour, creativity, and commerce. “Retailers turned out in force over the four days, with thousands of influential buyers and suppliers from across the UK and overseas, and a marked rise in retail decision-makers seizing the final major buying opportunity ahead of the crucial holiday trading season.” Buyers from a wide cross-section of the industry, from national multiples, department stores and garden centres to independents, museums, activity centres and lifestyle brands shopped the show, including Fenwick, Tesco, Bradbeers, Argos, Frasers Group, Habitat, FW Homestores, Trago Mills, Vinterior, Next, Dunelm, The Very Group, Wayfair, TK Maxx/ Homesense and MFI. More than just a buying event, Autumn Fair 2025 also delivered an immersive retail experience, blending product discovery with a strong content programme, trend insights, mentoring, and activations designed to inspire and energise the retail community. “The upbeat energy throughout the show was echoed in the glowing feedback from exhibitors and buyers alike, who praised the standout new products, robust order volumes, and meaningful relationships forged during the event,” says Hyve. “Alongside these strong commercial results, visitors also commended the inspirational content programme, networking features, and immersive show experiences that made this year’s Autumn Fair more valuable than ever.” Highlights included the Retail Corner Stage, styled as a British high street shopfront, where sessions on trends, merchandising and retail innovation provided practical takeaways, and the Buyers Retreat, which offered, workshops, and networking. The Retail Makeover Mission was a particular highlight. The show brought the new initiative to life
with one-to-one mentoring sessions by the retail Task Team and talks. The sessions offered personalised advice tailored to retailers’ business challenges, and the mentors delivered over 20 hours of guidance covering everything from buying strategy to data. Jenny Brandon from Scape Interiors West in Bournemouth comments: “I’ve spoken to three of the mentoring experts, and I think everyone’s given me a very interesting perspective on marketing, on branding, and community engagement. We often get stuck in our own ways of doing things, and it’s interesting to hear their perspective. I would highly recommend anybody else to do it.” Soraya Gadelrab, event director of Autumn Fair, concludes: “Autumn Fair 2025 has truly been a record-breaking event, surpassing our expectations in terms of visitor numbers, order volumes, and overall energy on the show floor. It’s clear that retailers and suppliers alike see the value in coming together here to discover fresh products and build lasting partnerships ahead of the crucial trading season. “We’re proud to provide a platform that continues to grow and support the retail community at such an important time of year. Autumn Fair is not just about transactions, it’s about inspiration, education, and creating an experience that empowers retailers long after the show doors close.” Spring Fair will return to the NEC from 1st4th February 2026, and Autumn Fair from 6-9th September 2026, co-located with Glee, running from 8-10th September 2026. www.autumnfair.com
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Gallery Direct makes INDX debuts Having rejoined AIS (Associated Independent Stores), the UK and Ireland’s leading buying group for home, fashion and leisure, Gallery Direct took the opportunity to exhibit at both INDX Furniture and INDX Home (in August and September, respectively).
“The shows highlighted the real benefits of partnership
The events provided a platform for Gallery to reconnect with AIS members and present its complete lifestyle offering – including award-winning furniture, home accessories, textiles, wall decor, lighting and outdoor collections. The two shows resulted in “exciting new developments”, says Gallery, including discussions around store displays and concessions designed to support the buying group’s members with tailored retail solutions. Visitors were also among the first to see Gallery’s new AW25 furniture collections ‘in the flesh’, which proved “a resounding success”. The buying group’s homewares category management team comments: “We are absolutely thrilled that Gallery has joined AIS for both furniture and homewares. The Furniture and Home shows were a huge success and our members were delighted to welcome such an on-trend lifestyle brand. The stands for both shows looked incredible and the members absolutely loved them. We are excited for the growth potential this partnership brings for both our membership and Gallery.” Peter Delaney, sales and product director at Gallery Direct, adds: “Rejoining AIS is a great step forward for Gallery. The shows highlighted the real benefits of partnership, with members gaining access to our complete lifestyle solution and Gallery gaining invaluable insight from forward-thinking independent retailers. “The conversations held – from major account developments to concession opportunities – demonstrate the strength of AIS as a platform for collaboration and growth.” Chris Lewis, head of independent sales at Gallery, concludes: “Gallery’s return to AIS has already proven a huge success, and the Furniture and Home shows were the perfect showcase. The business remains committed to offering members not only outstanding products, but also the retail support and service that help them
flourish in an increasingly competitive market.” Gallery Direct says it looks forward to building on this momentum, developing closer partnerships with AIS members, and delivering new opportunities across the coming seasons. Gallery’s full AW25 collection – including new key furniture ranges Malvern, Hardwick, Camden and Acton – is available online. www.gallerydirect.co.uk
M A LV E R N
The Malvern range combines timeless design with practical versatility, making it a stylish choice for every room. Crafted from solid oak and veneers, each piece highlights subtle grain patterns and a warm finish, complemented by dark door knobs for a refined, understated look. Spanning living, dining, and bedroom furniture, the collection balances style with substance. From spacious sideboards and dining tables to practical storage and beautifully crafted bedroom pieces, bringing cohesion and elegance throughout the home. We are thrilled to of launched 40+ new furniture lines, 120+ new home accessories lines, and 55+ new textiles lines as part of our AW25 collection, offering piieces that not only elevate interiors but also stand the test of time.
SINCE 1973
View our full collection online at www.gallerydirect.co.uk Scan the QR code for more
32 EVENTS
VIFA duo affirm Vietnam’s global appeal The third Vietnam ASEAN International Furniture & Home Accessories Fair – VIFA ASEAN – which took place at the Saigon Exhibition and Convention Center (SECC) in Ho Chi Minh City from 26-29th August, featured 230 exhibitors, including 138 Vietnamese businesses and 92 international companies, further cementing Vietnam’s role in the global furniture supply chain …
Vietnam’s furniture industry has achieved remarkable growth in recent years, driven by a strong export performance and its competitive advantages in manufacturing. This summer’s VIFA ASEAN event showcased suppliers from Indonesia, Thailand, Cambodia, the US, China, India, Italy, Taiwan and Hong Kong, sharing the latest in furniture products and services – 62% furniture, 14% furnishings, 14% handicrafts, and 20% furniture materials, machinery, wood and supporting services – with a reported 8,926 visitors over four days. Of these, 2,037 were international visitors, from 67 countries and territories – primarily from China, the US, India, Hong Kong, Japan, Singapore, Taiwan, Korea, Australia, Philippines, Malaysia, Indonesia, Canada and the UK.
“A crucial export-import bridge for the global furniture community
The proportion of international buyers was noteworthy, states event organiser Lien Minh, with 76% from Asia, 12% from the Americas, 7% from Europe, 3% from Oceania and 2% from Africa. Three-fifths (60%) were returning visitors, with 68% expressing a demand for business matching. Opening the autumn’s Asian furniture fair circuit, which includes the likes of Kofurn (South Korea), MFFM (Malaysia), CIFF Shanghai and WMF, Furniture China and Maison Shanghai (China) and IFFINA (Indonesia), VIFA ASEAN 2025 attracted thousands of international buyers seeking furniture and home decor suppliers. The event offered a range of programmes to support global buyers’ travel and accommodation needs, such as airport support, free shuttle
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“VIFA EXPO is a must-attend event for anyone in the industry
buses, exclusive deals from official hotels, and complimentary hotel stay for VIP buyers, alongside factory tours, business-matching and seminars. “VIFA ASEAN 2025 was more than just a trade event,” says Lien Minh. “It was a crucial export-import bridge for the global furniture community to meet and connect with the Vietnamese market. The success of VIFA ASEAN 2025 affirmed the growing position of Vietnam’s furniture industry and positively contributed to the development of the South East Asian furniture sector.” Looking ahead to VIFA EXPO 2026 From 8-11th March 2026, Ho Chi Minh City will again become a focal point of Vietnam’s furniture industry, as the 17th Vietnam International Furniture & Home Accessories Fair (VIFA EXPO) takes place across SKY EXPO Vietnam Center and WTC EXPO International Exhibition Center (a shuttle bus journey of around 1.5 hours apart), bringing together more than 2,800 booths across some 51,000m2 and featuring in excess of 650 businesses from Vietnam and further afield. There will be a complete support programme for global buyers, from airport support and exclusive hotel deals (30-50% off), to complimentary hotel stays for VIP buyers. VIFA EXPO 2026 will be part of the March 2026 Asian show circuit, which includes IFEX (Indonesia), MIFF and EFE (Malaysia), PIFS (Philippines), and 3F
and CIFF (China). Building on the success of this year’s VIFA EXPO, which featured over 650 exhibitors and reportedly attracted more than 20,000 visitors (including more than 7,500 international buyers from 83 countries), Vietnam’s leading role in furniture manufacturing and export is set to be further affirmed, says Lien Minh: “This strong appeal highlights VIFA EXPO’s ability to effectively connect the Vietnamese furniture market with the global arena, fostering sustainable business relationships and creating new directions for the industry’s development. “VIFA EXPO 2026 offers an ideal platform for businesses to leverage Vietnam’s advantages as a rapidly growing furniture manufacturing hub. The fair is an effective bridge that helps businesses expand their market and strengthen their brand on the international stage. It is also a direct gateway to access the fastgrowing domestic market and attract interest from numerous global importers. Therefore, VIFA EXPO is a must-attend event for anyone in the industry. “Let’s welcome a new era for the development of Vietnam’s furniture, home decor, wood, and handicraft industries, with VIFA EXPO!” www.vifaasean.com www.vifaexpo.com
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Brussels finds room to grow There’s just a few more weeks to go before the 2025 Brussels Furniture Fair 2025 returns to Brussels Expo – from 2nd-5th November. Behind the scenes, work is still in full swing, but the spotlights are already in place, says the show’s organiser, adding that the exhibition plan is 99% finalised, with “lots of exciting things in store this year” …
The first of those is the show’s fast-growing Outdoor Living segment, the seed of which was planted last year, and now nearing an international level. This year, the event will welcome Roolf Living, Wünder, Umbrosa, &Moss, Tooon by Toon De Somer, Royal Botania, Chill Line, Richmond, and Mazu, with more to come. “Outdoor Living also comes with an outdoor drink,” adds Brussels Furniture Fair’s titular organiser. “Our Belgian mocktail bar provides the necessary refreshment on this island.” Brussels by Night continues to shine, too. The project, which began in 2022, has been bearing fruit for several years, says Brussels Furniture Fair, which is now seeing cross-pollination: “After Adova and Oschmann Betten last year and many Dutch players since 2023, we are seeing even broader international interest. “This year, we welcome Schramm Betten, Harisson Spinks, le sommeil Français, Aya of Sweden and others. More and more manufacturers from our own country are also finding their way back to Brussels, including LS Bedding, Belgian Bedding and Meubelfabriek Jooken. “But the most important thing, of course, is to offer continuity, which we do with our well-known exhibitors Revor Bedding, Equilli, Kreamat, Polypreen, Van Landschoot, Adova, Hilding Anders, Nill Spring, Hulka, Oschmann Betten, Recor Bedding, Aya of Sweden,
“What else is growing? Come and find out!
Mahoton, Carlina, Brinkhaus and many more.” The show’s Contract range is expanding each year, helping the event appeal to a wider audience. “We are noticing that more and more furniture manufacturers are focusing on the hospitality and office sectors in addition to furniture retail,” states the fair. “ Among other things, these offer a foothold when less is being spent on home furnishings in the private sphere. “Exhibitors who also focus on the contract market have long been recognisable at the fair, by the contract logo on the floorplan and nameplate. We address their audience directly by participating in events such as the hotel business event on 25th September and by direct mailing to buyers, interior designers and decision-makers within the project market.” Next is the Belgian Design Island, now finding its way to Hall 5. “This hub for design and decorative objects is undergoing a slight makeover, with the design being incorporated into the creation of the entrance area,” states the fair organiser. “This move also fits in perfectly with our philosophy – give young people and talent a worthy opportunity. “Students, young companies, established names and start-ups will all be featured here, and are ready to welcome retailers, manufacturers and interior designers alike. From now on, you can experience it all at the front of Hall 5!” In addition to new collections, there will be many new faces and old acquaintances. New additions in 2025 include Bree’s New World, Bert Plantagie, Diva Divani, Feel Design, Gregoir, Benix, Puszman, Comforteo, Kristensen & Kristensen, Jakobsen Home, Sympa, RB Collection, Gautier, and Gami – the current exhibitor list can be found on the show website. “What else is growing? Come and find out at our exhibition,” concludes Brussels Furniture Fair. www.furniturefairbrussels.be
SUN. 2 - WED. 5 NOV. 2025
Registration code
UKFN56348
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Why JFS is more important than ever In an increasingly digital world, where so much of the industry’s communication happens behind screens, the power of face-toface connection has never been more valuable, says Clarion Events, organiser of the UK’s largest and most influential furniture and interiors event, the January Furniture Show (JFS, taking place from 18th–21st January 2026, at the NEC Birmingham) – “where those connections truly come to life and the business of furniture begins” …
“Human interactions are critical, and JFS is where they happen on the biggest scale
For more than three decades, JFS has marked the start of the buying calendar – a place where products are launched, partnerships are strengthened, and the tone for the year ahead is set. And in 2026, that role is more important than ever, says Clarion: “With consumer expectations shifting, sustainability shaping sourcing decisions, and retailers seeking differentiated ranges, there is a growing appetite for collaboration and creativity – the kind that only happens in person. “Trade shows deliver what no digital catalogue or email campaign can – real life, hands-on experiences. They provide the chance to touch and feel materials, see innovation up close, and build relationships that last. In an industry defined by craftsmanship, comfort and aesthetics, those sensory, human interactions are critical, and JFS is where they happen on the biggest scale.” Feedback from this year’s edition confirms just how vital the show continues to be, with visitors describing the event as both inspirational and practical. “For us, it’s a really inspirational place,” said a Dunelm buyer. “We love walking around the stands and getting an idea of what’s coming … it’s really nice to network and meet with current and new suppliers as well.” The director of Arthur Llewellyn Jenkins, a longstanding attendee, stated: “We attend the January Furniture Show as we do most of our buying at this time of year. There’s some beautiful upholstery brands exhibiting and we’ve seen some really lovely fabrics and autumnal colours. There’s always loads to see at JFS!” For Wayfair, the scale and mix of exhibitors is unmatched: “The mix of suppliers brings Wayfair back to the January Furniture Show. We work with around 50% of the exhibitors, so attending allows us to recap the year, talk about 2026, and then the rest is discussing potential partnerships. We have a big team that works on the potential partnerships front, so it’s nice to have everyone in one place, it makes it easy for us. “January Furniture Show is an opportunity to understand exactly what’s going on in the market, the trends, the ideas that people are pushing out. There’s no better way to get a pulse of the UK market than the January Furniture Show.” Many retailers see JFS as the one event they cannot
miss. The MD of Cookes Furniture commented: “It’s the premier event, it’s the biggest show in the calendar. It’s all the big suppliers, all our key accounts, and it’s good to catch up with everyone. January Furniture Show is the number-one event of the year for furniture … it’s fabulous.” And many exhibitors echo this enthusiasm. himolla Polstermöbel states: “The January Furniture Show is the UK’s biggest, attracting the most buyers, existing customers, and plenty of new prospects. 2025 surprised us with just how many.” For Whitemeadow, the event delivers both sales and visibility: “We’ve seen all the right customers, it’s been busier than ever. We’ve launched new designs and fabrics, and written plenty of orders. There’s always lots of follow-ups.” Birlea Furniture (Sleepsoul, Willis & Gambier) agree: “It’s the best place to reach out to our independent retailers and bigger customers. This season’s been excellent, with fantastic feedback – a great success story.” That demand is reflected in the 2026 floorplan, says Clarion: “With more than 90% of space already booked, the Premium Design Hall [1] is expanding to accommodate new and returning brands. Buyers will once again find the widest and most inspiring showcase under one roof, from upholstery and cabinet furniture to beds and accessories. “January Furniture Show is more than an exhibition. It is the heartbeat of the UK furniture industry and an essential launchpad for the year ahead. “Visitor registration opens soon, and anticipation is already building. If you are looking to put your brand in front of thousands of key decision-makers and you haven’t yet secured your stand, now is the time. Join us in Birmingham this January and be part of the connections, commerce and creativity that will define 2026.” www.thefurnitureshows.com
18 - 21 January 2026 • NEC Birmingham
Building the future of furniture. Together.
20,000+ Buyers 500+ Brands 50,000+ Products 4 Curated Halls
Crafted Curated Connected Be Part Of JFS Crafted thefurnitureshows.com Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected
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A holistic vision for interior design From 13-16th January 2026, Frankfurt will once again become the focus of the global interiors industry, as Heimtextil opens its doors. Beyond its role as a trade fair, Heimtextil has evolved into “a complete showcase of design, materials and ideas that reflect the way we live, work and interact with spaces” … says organiser Messe Frankfurt …
“The fair does not just present products – it curates complete interior stories
This year, the event is taking a bold step forward – a new hall layout, the inclusion of non-textile flooring, and a greater emphasis on holistic design concepts that connect function with aesthetics. For interior designers, architects and buyers from the retail and hospitality sectors, Heimtextil promises to be a one-stop source of inspiration and solutions. The range is “staggering”, says Messe Frankfurt, from wallpaper and carpet to furniture fabrics, bed and bath products, outdoor textiles, and now flooring. “It is precisely this diversity that sets Heimtextil apart,” the show organiser explains. “The fair does not just present products – it curates complete interior stories.” Hall 3.0, for instance, brings together wallpaper, carpets, curtains and sun protection systems, allowing professionals to see how these elements interact. Major players from across Europe, Turkey and the US are unveiling new collections, while DecoTeam and Patricia Urquiola’s latest installation promise to inject fresh creative energy. “These collaborations highlight how Heimtextil is moving beyond the traditional trade show format toward becoming a hub for design thinking,” says the organiser. “Textiles remain the fair’s soul. Halls 3.1 and 4.1 host the world’s largest presentation of furniture and decorative fabrics. Here, function and design blend seamlessly, whether in contract fabrics for commercial use or in the high-quality decorative weaves that define home comfort. Exhibitors from Italy, Spain, the UK, Turkey and beyond demonstrate how traditional craftsmanship and industrial innovation can co-exist.” And the carpet and rugs segment continues to thrive, now expanding into flooring, Messe Frankfurt continues: “Halls 11 and 12 showcase everything from hand-woven treasures to large-scale solutions, complemented by the new Flooring and Equipment area. “This expansion is more than a product diversification – it reflects the industry’s growing need
for integrated solutions that unify textile and nontextile elements under one design vision.” Hospitality remains a major focus. In halls 5 and 6, visitors will find the Bed, Bath and Living segment, with brands offering finished products that meet the requirements of hotels and contract projects. Short lead times, flexibility and quality define this space, where leading European manufacturers will present everything from luxury bedlinens to smart bedding innovations designed for restorative sleep. What ties all this together is a sense of completeness, explains show director Bettina Bär, adding that the international market has shifted: “Clients want everything in one place. Heimtextil responds with a curated, structured environment that makes navigating this vast landscape efficient and inspiring. “In 2026, Heimtextil is not just displaying fabrics, floors and furnishings. It is presenting a vision of interiors where every element, from curtains to carpets to duvets, works together in harmony. For professionals shaping the spaces of tomorrow, this January in Frankfurt is a date not to be missed.” www.heimtextil.messefrankfurt.com
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ARIGHI BIANCHI’S SEASONAL ACTIVATIONS Luxury interiors retailer Arighi Bianchi is setting the stage for an “inspiring” autumn/winter season with a calendar of experience-led activations designed to “surprise, delight and engage”. At the heart of the programme is the brand’s
Arighi Bianchi’s landmark Macclesfield store
www.arighibianchi.co.uk
popular Postcards From… series. This winter’s edition will spotlight products and design inspiration from a Scandinavian destination, showcasing its unique approach to comfort and style – bringing hygge spirit, timeless craftsmanship and practical elegance into UK homes. “Follow Arighi Bianchi’s journey to its next destination,” says the Cheshire retailer, which is also embracing the wellness interiors movement, with a campaign that explores the connection between home and wellbeing. In partnership with The Fine Bedding Company, customers have the chance to win a wellbeing hamper filled with indulgent home comforts, and in-store there is a brand-new Stressless studio and promotions demonstrating how thoughtful design can create spaces that actively support relaxation. Seasonal shopping events add further appeal, with collaborations from local partners creating one-off evenings that promise to be full of atmosphere, gifting inspiration and exclusive offers: “From curated Christmas gift ideas to festive experiences, the store promises to make homes feel warmer, cosier and more personal this winter. “Together, these activations reinforce Arighi Bianchi’s mission to turn shopping into an experience – blending lifestyle, storytelling and community to keep its 170-year heritage thriving today.”
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cologne, germany the interior business event
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MIFF promises more for buyers The Malaysian International Furniture Fair (MIFF) has officially opened visitor registration for its 32nd edition, taking place from 4-7th March 2026 across two venues, the Malaysia International Trade and Exhibition Centre (MITEC) and World Trade Centre Kuala Lumpur (WTCKL). Showcasing its signature concept of ‘1 Fair, 2 Venues, 17 Halls’, MIFF 2026 once again promises to be the region’s hub for global buyers and suppliers …
“MIFF is a trusted marketplace
The announcement follows MIFF 2025’s success, which generated an estimated $1.31b in on-site sales – up +3% YoY. The 2025 edition attracted a reported 19,556 trade visitors from 120 countries and regions, connecting them with 742 exhibitors across 100,000m2 of exhibition space. Since its debut in 1995, MIFF has evolved into South East Asia’s largest export-oriented furniture trade show, gaining global recognition as a “real business show” where deals are struck. Kelie Lim, MIFF’s GM says: “Buyers don’t just come to look – they come to place orders and pay deposits on the spot. Our rigorous vetting process for exhibitors saves buyers valuable time and ensures they meet reliable suppliers who can deliver.” Renowned for boasting the world’s widest selection of Malaysian-made wooden home and office furniture, MIFF features different hall segmentation with product categorisation to streamline sourcing in both venues. Its commitment to excellence and innovation was recognised when its 2024 sustainability-focused Tree Planting campaign received the Merit Award for Event Technology Excellence from the Malaysian Association of Convention & Exhibition Organisers & Suppliers. MIFF offers a comprehensive suite of hospitality programmes designed to further enhance visitor experience, including: the Valued Visitor Privilege Programme, with complimentary hotel accommodation for first-time early-bird international visitors; a Hosted Buyer Programme, offering exclusive benefits for international trade delegations; and Airport Fast-Track, with priority clearance at Kuala Lumpur International Airport (Terminal 1) for registered overseas buyers. Kelie adds: “From saving costs on registration to simplifying travel logistics, our hospitality
programmes ensure that buyers can focus fully on sourcing and building partnerships.” MIFF 2026 is set to spotlight design innovation, technology and sustainability through a series of initiatives, including the xOrdinary Showcase, KL iDesign Week, My Favourite International Design (MFID) Awards and the MIFF Furniture Design Competition (FDC), focused this time on children’s bedroom furniture. There is also MIFF Furniverse, an upgraded digital ecosystem featuring interactive floor plans, intelligent lead retrieval for exhibitors, intuitive navigation tools, and personalised matchmaking services, and the return of MIFF’s Tree Planting campaign. “In today’s shifting global supply chains, Malaysia is a key beneficiary of the China+1 sourcing strategy,” says organiser Informa. “International buyers increasingly turn to ASEAN for its exceptional craftsmanship, design intelligence, supply reliability, and robust export capacity. “Malaysia’s furniture industry generates approximately $4.2b in revenue, supported by worldclass export infrastructure and a skilled workforce. By connecting global buyers with Malaysia’s manufacturing excellence, MIFF continues to drive exports and strengthen the country’s position in the global market.” With over 700 exhibitors lined up, MIFF 2026 will once again be a hub for buyers seeking South East Asia’s furniture and global sourcing opportunities. Registration is now open. Trade visitors can secure free admission by registering before 13th February 2026. Contact MIFF’s team to find out more about exhibitor opportunities. www.miff.com.my
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FCE promises “dynamic” exhibitor line-up The Furniture Component Expo 2026 is gearing up for another “exceptional” edition at the Telford International Centre on March 11–12th, with over 60% of the floor space already sold to “a dynamic mix” of returning supporters and exciting new exhibitors.
Among the new faces debuting are 3D Ply, Apropa Machinery, Cordeks Nonwoven, Taka WPR and Polar Bear Supplies. “These newcomers bring fresh energy and innovative solutions across various segments of the supply chain,” says show organiser, the British Furniture Association (BFA). “Products include advanced plywood known for strength and design versatility, cutting-edge machinery, high-quality nonwoven fabrics, innovative panel production with sustainable and high-performance materials and specialised furniture accessories and components.” Returning exhibitors, which remain backbone supporters of the expo, include headline sponsors BeA Group and Carpenter, both known for fastening and tool solutions that underpin furniture assembly. Enkev returns with its sustainable materials focus, Assyst Bullmer and Pathfinder Cutting Technology
“Attendees can explore a comprehensive range
with machinery, and Limoss. LiDR Contract Furniture and Leggett & Platt maintain their presence as providers of innovative contract furniture components and bedding systems, while JetPress and Handy also continue to participate, contributing printing technology and eco-friendly adhesives and tapes to the diverse product offering. Attendees can explore a comprehensive range of materials, machinery, hardware, and software solutions, all tailored to the evolving needs of kitchen, bedroom, bathroom, and contract furniture manufacturing. For the latest news and exhibitor updates follow the Furniture Component Expo on LinkedIn and subscribe to the official newsletter. To see who is exhibiting, visit https://fcexpo.co.uk/exhibitors-2026. www.fcexpo.co.uk
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Embrace the autumn blues The Slow Swing blue colour palette, from Dulux
What’s trending in online furniture searches this autumn? Deirdre Mc Gettrick, the founder and CEO of home furniture search and comparison website, ufurnish. com, presents the second of a series of seasonal snapshots looking at the movers and shakers behind consumer demand … By Deirdre Mc Gettrick
As the leaves begin to turn and a crispness fills the air, autumn 2025 ushers in a new era of home interior trends in the UK. On ufurnish.com, we’re seeing a beautiful blend of comforting familiarity and exciting innovation, with a strong emphasis on sustainability, individual expression and colour. From the much-anticipated Dulux Colour of the Year, which is a key driver in home interiors, to a renewed love for textured fabrics and natural materials, we take a deep dive into what will be defining British homes this autumn, and outline eight key trends you will see in the market … Rhythm of Blues Every year, the reveal of the Dulux Colour of the Year is a highly anticipated event, setting the tone for colour palettes across the nation. I was lucky enough to attend their London launch event where Dulux unveiled Rhythm of Blues for 2026.
Dulux has concluded that fluid blues are leading the way, bringing a calming effect to homes. There are three key colour palettes that Dulux centred on: Slow Swing, Free Groove, and Mellow Flow. These colours pair effortlessly with natural wood tones, warm neutrals, and deeper, earthy shades, creating an inviting and harmonious atmosphere in the home. Expect to see it widely adopted in living rooms, bedrooms, and even kitchens, promoting a sense of peace and wellbeing for households across the UK. 1. Embracing biophilic design The enduring popularity of biophilic design continues to strengthen into autumn 2025. This trend, which focuses on bringing the outdoors in, goes beyond just adding a few houseplants. We’re seeing an intentional integration of natural elements into consumer searches, and this trend is growing. To conceptualise this, think living walls, botanical
“On ufurnish.com, we’re seeing a beautiful blend of comforting familiarity and exciting innovation
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Tactile textiles are trending this autumn
“Dulux has concluded that fluid blues are leading the way
prints and furniture crafted from raw, organic materials. The aim is to create serene, restorative environments that mimic the natural world, promoting mental clarity and relaxation – a trend that is clearly coming through from Dulux’s research on trending colours.
3. Sustainable and ethical choices Conscious consumerism is no longer a niche concept but a driving force in home interiors. For autumn 2025, sustainability and ethical sourcing are at the forefront of consumers’ minds and actions. We have seen users increasingly seeking out furniture made from reclaimed wood, recycled materials or sustainably harvested timbers, and vintage and antique searches are up +87% YoY! This trend extends to textiles too, with organic cotton, linen and hemp gaining popularity as
4. Statement lighting as art Lighting is no longer purely functional – in autumn 2025, it’s a key design element and a form of artistic expression. We’re seeing a shift towards searches for sculptural lighting fixtures that double as statement pieces. Oversized pendant lights, intricately designed lamps and innovative wall sconces are taking centre stage. Materials like rattan, frosted glass, aged brass and ceramic are popular as they add texture and warmth to home interiors even when the light is off. ›› Lighting is increasingly taking centre stage
2. The allure of tactile textures Autumn is synonymous with warmth and comfort, and in 2025, this translates into an abundance of tactile textures within our homes. Boucle sofas, chunky knitted throws, velvet cushions and woven rugs are all trending incredibly strongly in consumer searches on ufurnish.com. Velvet cushion searches are up by +273% compared to this time last year! The popularity of these materials is that they invite touch and create a sense of luxurious cosiness, perfect for curling up indoors as the weather cools. For retailers, layering different textures is key to achieving this look and feel in products.
consumers are tending to choose them for their natural origins and durability.
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to be both functional and aesthetically pleasing. ufurnish.com Home Awards winner Sarah Twigg Doyle emphasises this with her innovative and versatile home office design.
Will dark wood accents return in strength this season?
8. Bathroom retreats Bathrooms are evolving from purely functional spaces into luxurious retreats. Autumn 2025 sees a focus on spa-like elements – freestanding tubs, large walk-in showers with rainfall heads and natural materials like stone and wood are definitely on trend. Soft, indirect lighting, candles and high-quality towels contribute to the serene ambiance. Expect to see touches of biophilic design even coming in here, with small potted plants or botanical art enhancing the connection to nature (even if they are faux plants). The colour palette often mirrors the rest of the home, utilising calming blues and warm neutrals to promote relaxation. As we enter into peak home furnishing season, ufurnish.com predicts that we’ll see continued growth on these trends. It’s been a very warm summer, for which the movement of these trends feels a little before the season proper, but the surge in searches across these eight trends indicates that we should lean into what consumers are thinking and feeling to embrace the opportunities ahead. www.ufurnish.com 5. The return of dark wood accents After years of lighter woods dominating the home interiors scene, dark wood accents are making a sophisticated comeback. Rich walnut, deep oak and even ebonised finishes are appearing in consumer searches across furniture, flooring and decorative items. ufurnish.com has seen a +183% uplift in dark wood searches across multiple categories in the past three months, indicating that this is a trend which is here to stay. These darker tones add a sense of gravitas, warmth and luxury to a space, contrasting beautifully with the lighter neutral palettes and Rhythm of Blues blue colour. 6. The comfort of the ‘cocooning’ bedroom Bedrooms are transforming into ultimate sanctuaries, embracing a ‘cocooning’ effect. This trend emphasises consumers searching for plush bedding, soft lighting, soundproofing and calming soft furnishings. Upholstered headboards, often in luxurious fabrics like velvet or linen, are really trending this autumn, with search volumes up +96% YoY on ufurnish.com. 7. The versatile home office nook With flexible working continuing to be a part of many lives, the home office remains a crucial space. This autumn the trend is towards versatile and integrated home office nooks rather than dedicated rooms. These spaces are often carved out of living rooms, spare bedrooms or even hallways. They are designed
Sarah Twigg Doyle’s versatile home office nook
“We should lean into what consumers are thinking and feeling
48 PRODUCTS ECO CONSCIOUS
How fast is ‘fast furniture’? Image courtesy Shutterstock/Shavel
Fast furniture – trend-driven buying, or a sustainability headache? From flat-pack living room sets to trendy accent chairs, the modern furniture market is dominated by items that are inexpensive, stylish, and quickly replaced. But how ‘fast’ is fast furniture – and what does it mean for the industry and the environment? PhD candidate in furniture value and longevity, Design Conformity’s Katryn Furmston, explores the problem and its potential solutions … By Katryn Furmston
The speed at which furniture is produced today results from centuries of innovation. The industrial revolution introduced mass production, machinery, and standardised components, while modern technologies like computer-aided design and automated manufacturing have further increased output. So when we talk about ‘fast furniture’, we’re not really referring to the speed of production. The ‘fast’ in fast furniture is cultural – it’s about how quickly we consume, replace, and discard our furnishings. Market size and waste concerns The global furniture industry was valued at over $579b in 2024 (Statista). Despite this economic significance, furniture waste is a growing concern. WRAP reports that the UK alone discards 12 million tonnes of furniture annually, much of it still fit for use. The sector’s environmental footprint is increasingly scrutinised. While industries like
fashion or electronics have gained attention for their disposability, furniture is only now becoming a focal point for sustainability discussions. What is fast furniture? First appearing in mainstream media during the 1990s, the term ‘fast furniture’ now describes pieces that are quick and cheap to buy and easy to discard. Common traits include: affordable prices, mass production, trend-driven appeal, short lifespan, and easy to dispose of. However, the furniture itself isn’t always the issue. Industry insiders often emphasise that ‘fastness’ relates less to how products are manufactured, and more to how they are used. A mass-produced table may last for years if properly cared for – but in reality, many consumers replace it well before it wears out. In other words, fast furniture is as much a cultural construct as it is a manufacturing approach.
“Fast furniture is as much a cultural construct as it is a manufacturing approach
49
“Reducing as the primary factor influencing purchases in the UK complex. Not every affordable, mass-produced piece furniture waste furniture market, with 80% of consumers planning to is destined for landfill. Some consumers extend the prioritise it over the next 12 months. Price, which was life of their furniture through care, repair or resale. depends on once the dominant consideration, has fallen to fifth Others donate or upcycle. But the waste statistics place among younger adults aged 25–34, who are rethinking the remain daunting. among the most active buyers. Landfills are filling up with sofas, tables and Nearly half of UK consumers who bought furniture wardrobes discarded long before their time. And while entire cycle, in the past year did so as a way of self-reward, while recycling efforts are in place, the variety of materials from design over two-thirds are willing to pay extra for high-quality, (from particleboard to laminates and plastics) makes durable items. Furniture News’ 2024 survey adds disassembly and reuse difficult. to disposal that 80% of consumers see value for money as the The sustainability issue, then, is less about blaming Consumer insights
A complicated sustainability story
According to Mintel, quality has now overtaken price
So, is fast furniture inherently ‘bad’? The answer is
most important criterion, and 48% plan to keep their
brands and more about changing consumer culture.
furniture for at least five years, highlighting a trend away from disposability. In terms of brand popularity, the ‘big three’ of UK furniture retail – IKEA, Next and Dunelm – dominate both online and offline visibility. IKEA leads with 3.35 million branded searches per month, while Next and Dunelm maintain strong recognition through their combined high street presence and digital growth. However, consumer understanding of the term ‘fast furniture’ remains limited. Although more shoppers now prioritise durability and sustainability, few directly associate these values with the fast furniture debate. Instead, brands like IKEA are mainly linked to affordability and convenience rather than disposability, suggesting that even retailers often labelled ‘fast’ continue to benefit from positive consumer perceptions and strong brand loyalty. Industry perspective Furniture professionals, meanwhile, resist the label of ‘fast’. Designers and manufacturers often argue that longevity is achievable, but it’s consumer demand for new styles that shortens the lifecycle. Trends now change every one to four years, meaning manufacturers must constantly refresh collections. As one design report in The Conversation noted, the product doesn’t necessarily fail – the style simply falls out of favour. The cycle of trends, not the manufacturing process, is what compresses furniture lifespan. This tension between durability and desirability lies at the heart of the debate. While
As WRAP notes, reducing furniture waste depends on rethinking the entire cycle, from design to disposal. Rethinking value If fast furniture is characterised by speed and disposability, then rethinking value becomes essential. What if consumers focused more on longevity and repairability? What if design trends prioritised timelessness over novelty? And what if brands made circularity – designing products for reuse, repair and recycling – a default rather than an exception? Some companies are experimenting, with rental schemes, repair services, and take-back programmes gradually emerging, particularly in Scandinavian and European markets. However, widespread change requires both supply and demand to shift, as consumers need to be willing to invest not just money, but care. The future – slowing down the cycle Fast furniture is a cultural and consumer-driven phenomenon. Future industry directions include educating consumers on furniture lifespan and maintenance, exploring regional variations in trend cycles and consumption habits, examining commercial furniture where lifespans are more regulated, and expanding sustainable design practices alongside circular solutions. The key point? Fast furniture is not a fixed category but a flexible one, shaped by how we buy, use and
furniture could last, consumer behaviour makes it ‘fast’.
dispose of items. In a culture obsessed with novelty,
The psychology of replacement and disposability
products, it may necessitate a shift in mindset.
Why do we replace perfectly functional furniture? The answers reflect the psychology of fast fashion. Sometimes it’s practical – a broken leg, a wobbly frame. But often, it’s aesthetic – a style that feels ‘dated’, a colour scheme that no longer matches. Interestingly, many consumers insist they only
slowing down may require more than durable
Final thought Our homes are filled with objects that quietly shape our lives. A chair is not just a chair – it’s a seat at the dinner table, a reading nook, a place for conversation. When these pieces become
replace furniture when it breaks. Yet, sales figures
disposable, what does that say about how we value
and waste data suggest otherwise. The reality may be
our spaces – and ourselves?
that we underestimate how often fashion, rather than function, drives replacement. As one sustainability report from the Ellen MacArthur Foundation puts it: “Short-lived consumer
Fast furniture isn’t going away any time soon. But as environmental concerns grow, the question isn’t just ‘how fast is fast furniture?’ It’s ‘how long do we want our homes to last?’
goods are rarely about poor quality, they’re about cultural impatience.”
www.designconformity.com
50 PRODUCTS ECO CONSCIOUS
How smart sellers can turn green into gold
By Clare Bailey
If you think being green is just a nice-to-have or a ‘tick-box’ exercise, think again. It’s now a major driver of customer loyalty and sales, especially for independents who want to stand out. The fact is that big names like M&S and the Coop have been banging the sustainability drum for years with initiatives like M&S’ Plan A. But here’s the thing – you don’t need a corporate budget to make sustainability work for you. Today’s shoppers – and I’m talking Gen Z and younger Millennials, soon to dominate home buying and renting – care deeply about what’s behind their furniture. They want to know how it’s made, where the materials come from, and the impact of shipping it to their doorstep. If you’re still ignoring this shift, you’re effectively telling these customers you don’t care about what matters to them. And that means they’ll take their wallets elsewhere. But here’s the kicker – sustainability isn’t just about selling a green product. It’s about telling a story – a credible, transparent story that customers can connect with. They want to see proof that you’re not greenwashing – no hollow claims or vague ‘ecofriendly’ buzzwords. They want facts. How do you source your timber? Are you cutting plastic packaging? Using recycled materials? Partnering with local or nearshore suppliers to shrink your carbon footprint? This is where your marketing needs to step up. Sustainability must be baked into everything you do – social media posts, blogs, newsletters, your website, and even in-store displays. Don’t just say it – show it, prove it. Share videos of your products’ journey from forest to front room. Flaunt certifications like FSC or Carbon Trust. Highlight your partnerships with suppliers who put the planet first. And don’t forget about energy efficiency. Investing in low-energy lighting, smart heating, or energyefficient appliances isn’t just good for the planet, it slashes your operating costs. Yes, there’s an upfront cost, but those savings on energy bills can protect your margin over time. This is how sustainability becomes a win-win – better for the environment, better for your business. But let’s be clear, this is an investment. It takes time, effort and money to source products responsibly and build a genuine sustainability story that resonates. But the payoff? Attracting and keeping customers
Photo courtesy Shutterstock/Dr. Victor Wong
In her previous columns, retail expert and high street advocate Clare Bailey covered pre-peak selling and supply chain smarts, and touched on how cutting down on long-haul shipments isn’t just good for the planet, but can also impact a retailer’s bottom line. This month, she’s talking about the bigger picture – sustainability as a powerhouse strategy for furniture retailers …
who will reward you for walking the talk. The younger generations are brutally clear on this – they want retailers who behave ethically and environmentally. They will remember who’s real, and who’s just paying lip service. So, here’s your quick-hit playbook to turn green into gold: Get transparent: Know your supply chain and be ready to share the facts, not just marketing fluff. Customers want proof, not promises. Show, don’t tell: Use video, social posts and in-store storytelling to bring your sustainability efforts to life. Make your story real and relatable. Cut plastic and packaging waste: Small changes like using recycled materials or minimal packaging add up and resonate strongly. Support local and nearshore suppliers: Reducing shipping distances lowers your carbon footprint and builds local goodwill. Invest in energy efficiency: Low-energy lighting and smart heating save money long term and demonstrate commitment beyond products. Earn credible certifications: FSC, Carbon Trust, or similar seals of approval build trust and make your sustainability claims undeniable. Sustainability done well isn’t a cost or compliance headache. It’s your sharpest competitive edge, if you’re brave enough to shout about it. www.retailchampion.co.uk
“If you’re still ignoring this shift, you’re effectively telling these customers you don’t care about what matters to them. And that means they’ll take their wallets elsewhere
Recharge your sales Terry Bridger terry.bridger@kaymed.co.uk
52 PRODUCTS ECO CONSCIOUS
The legal realities of green claims Image courtesy Shutterstock/Ivan Mark
The urgency of climate disruption and resource depletion has shifted eco-consciousness from aspiration to imperative – one now embedded in law, boardrooms and consumer expectations, writes our regular legal contributor, Natalia Samodina. Here, she explores the key domestic and European legislation around green claims and greenwashing applicable to British furniture operators … By Natalia Samodina
For British furniture businesses, this shift means that environmentally conscious – or ‘green’ – claims, whether made in marketing materials, supplier communications or binding contracts, must meet rising standards of legal accountability under UK consumer law, international trade rules and environmental regulations. What are green claims? Green claims are environmental representations made in product descriptions, advertising, packaging and supplier documentation. They suggest that a product, service or the business has a positive or reduced environmental impact.
In the furniture sector, they often relate to: materials – ‘FSC-certified oak’, ‘100% reclaimed teak’, ‘low-VOC finishes; circularity – ‘zero landfill manufacturing’, ‘post-consumer waste frames’; carbon use – ‘carbon-neutral production’, ‘renewable energy manufacturing’; and chemicals – ‘OEKO-TEX certified fabrics’, ‘no toxic dyes’, etc. To be compliant with the existing regulatory framework, these claims must be truthful, specific and substantiated to withstand scrutiny from regulators and commercial partners. What Is greenwashing? Greenwashing occurs when ‘green’ claims are
“British furniture businesses must treat environmental claims with the same rigour as financial or contractual representations
53
“Claims must • A ban on placing on the EU market articles made Examples include vague terms like ‘eco-friendly’, be truthful, of wood and rubber (with some exceptions), unless selective disclosure (for example, highlighting (1) those are ‘deforestation-free’ and specifically recycled packaging while omitting that the product specific and for wood products that such have been harvested is made from virgin tropical hardwood), misuse of without ‘forest degradation’, and (2) they have been certification logos, and presenting future goals as substantiated current achievements (claiming ‘carbon neutral’ status produced fully in accordance with the laws of the to withstand country of origin; and prematurely, for instance). Even visual cues, such as natural imagery or earthy branding, can mislead if not • An obligation to submit a due diligence statement scrutiny from backed by verifiable environmental credentials. (DDS) via the EU’s central TRACES system before placing products on the market confirming (1) that the All (and more) of such claims are banned as unfair regulators and carried out due diligence has detected ‘no to negligible commercial practices under the Digital Markets, risk’ of non-compliance, (2) the geolocation data of Competition and Consumers Act 2024 (DMCCA). commercial the harvested plot, and (3) risk mitigation measures DMCCA, in force since 6th April 2025, gives CMA (if required). Because the UK is a third country under direct powers to investigate and penalise misleading partners false, misleading (including by silence or omission),
businesses (30th June 2026), UK furniture exporting
exaggerated or unsubstantiated.
operators would be under:
practices – including greenwashing – with fines of up
EUDR, UK businesses must obtain an EU Economic
to 10% of the offender’s global turnover.
Operator Registration and Identification (EORI) number,
Although CMA’s Sarah Cardell confirmed that the first 12 months of DMCCA’s new regime would
often through a representative or partner in the EU, to access TRACES and submit the DDS.
be spent by CMA offering guidance and education,
Although EUDR requirements do not obligate UK
we are now over halfway through that initial period,
entities as non-EU players directly, the distinction is
which expires on 6th April 2026 – and that’s when
meaningless as the UK exporter’s European chain
enforcement can begin in earnest.
supply participants will be under EUDR obligations and will increasingly demand EUDR-compliant
Practical tips
documentation to shield themselves from liability,
• Avoid sweeping statements, like implying product
often as a condition of sale or shipment.
sustainability if only part of the product qualifies. • Be specific – general claims like ‘sustainable’ or
GB Illegal Timber Regulation 2010 (UKTR)
‘green’ need context.
For UK-only sales, UKTR (the UK version of EUTR)
• Do not cherry-pick by highlighting one
remains in force, and compliance with UKTR is still
environmentally positive feature and omitting the full
required (although is sufficient). The risks of non-
(and different) environmental impact.
compliance are real.
• Trust your instincts – if a claim feels hard to justify, rethink it.
In October 2017, Angora 2011(trading as Lombok) became the first UK furniture retailer convicted under UKTR. The company failed to exercise due diligence
EU Deforestation-Free Regulation 2023 (EUDR)
when importing an artisan sideboard from India and
Despite some beliefs, deforestation is driven less
was fined £5,000 plus costs. The judge emphasised
by the timber trade and more by agricultural land
the importance of protecting biodiversity and public
conversion, which is legally permissible in many
confidence in sustainable sourcing.
jurisdictions, even when it results in permanent forest
Exporters into the EU must meet both UKTR and
loss. The EU Timber Regulation 2010 (EUTR), which
EUDR standards, creating a dual compliance burden.
focused solely on preventing illegally harvested timber from entering the EU market, proved insufficient to
Conclusion
address this broader environmental impact.
With regulations like the EUDR, UKTR and DMCCA
To close this regulatory gap, EUTR was replaced
reshaping the legal environmental landscape, British
with EUDR, a more expansive framework that
furniture businesses must treat environmental claims
requires businesses selling into the EU market
with the same rigour as financial or contractual
to demonstrate not only the legality of timber
representations.
sourcing but also that no deforestation or forest
The pressure isn’t just legal. Investors expect
degradation occurred in relation to timber (with
ESG alignment, consumers scrutinise sustainability
some exceptions, such as bamboo and rattan) and
narratives, and reputation hinges on environmental
six other agricultural commodities (including rubber),
credibility. Whether refining product descriptions or
regardless of local laws.
preparing due diligence for EU markets, the priority is
EUDR categorises market participants as
clarity, traceability and defensible claims.
‘operators’ (any person first placing relevant products
And in a sector defined by material choices and
in the EU) or ‘traders’ (any person other than operator
design integrity, it’s also a commercial differentiator.
who makes products available in the EU). Operators’ obligations are stricter than traders’. With the compliance deadline fast approaching for
The content of this article does not constitute legal advice. To receive tailored advice on the
medium-sized and larger businesses (30th December
subjects covered here, contact Natalia at
2025) and the extended one for small- and micro-
natalia@interiordesignlawyer.co.uk.
54 PRODUCTS ECO CONSCIOUS
The ESPR’s DPP countdown
By Matthew Eckholm
The EU’s Ecodesign for Sustainable Products Regulation (ESPR) has quickly shifted from a distant policy discussion to a pressing priority for the furniture industry. Since coming into force in mid2024 with the aim of making sustainable products the standard across the EU, furniture manufacturers, suppliers and retailers have been working to understand its implications. The regulation applies to any business placing furniture or related components on the EU market, with compliance requirements centring on the introduction of Digital Product Passports (DPPs). These passports are expected to capture details such as material composition, sourcing, repairability and recyclability – core issues for a sector under growing pressure to extend product lifecycles and reduce waste. With its uniquely complex supply chain considerations, and the added scrutiny it receives due to its high environmental impact, the furniture sector has a particularly extensive task ahead when it comes to compliance. To support furniture businesses that want to ensure they stay ahead of the regulation’s mandate, we’ve mapped the three key milestones they need to have on their radar in the coming year … 1. The publication of the ESPR and Energy Labelling Working Plan 2025-30 (released in April 2025) After the ESPR came into force in July 2024, there has been a long wait for the next official news on the specific requirements for businesses across priority sectors. Finally, in April this year, the working plan was published, outlining its improvement expectations for all affected sectors – including the furniture sector. The working plan states that every product for which ecodesign measures will have to be adopted will need to have a DPP (a digital record of information about the product), to enable transparent data on a product’s composition and environmental impact to be shared with businesses and consumers alike. Knowing at this stage that this will be a mandatory requirement means that businesses can begin to focus on strategies for the deployment of DPPs, such as determining where data that may be needed resides or engaging with DPP solution providers. 2. Release of the delegated act (expected by 2028) By 2027, the EU is expected to have outlined its first set of delegated acts – guidelines referring to the exact requirements for the data required in DPPs for each
Image courtesy Shutterstock/ImageFlow
The EU’s Ecodesign for Sustainable Products Regulation (ESPR) is no longer a distant policy, but an active regulatory shift that’s set to reshape the future of furniture sold in Europe, writes Matthew Eckholm, DPP specialist at Protokol. Here’s how furniture brands can proactively embrace ESPR compliance around design, materials and supply chains …
priority group. For certain industries, such as furniture, these details aren’t expected until 2028 or later. The exact requirements for each industry are expected to include the specifications for the data to be collected and made available. For the furniture industry, this could include requirements for data on material sources or information on repairability and recyclability. Ahead of the delegated acts being announced, prepared businesses should already have a clear view of where any of the data that may be required resides within the business or supply chain, an implementation strategy, and be in a position to begin piloting with a trusted partner. 3. Deadline for compliance (18 months after the delegated act is released) The deadline for compliance is expected to be up to 18 months from the publication of each of the delegated acts, however the EU can shorten this period if it is well justified, for example through environmental urgency or alignment with other policies. Following the publication of the delegated act, furniture businesses should be in a good position to learn from their pilots, and be confident in their DPP implementation plan to achieve compliance. They can also look to industries that have been higher up the priority list (such as iron and steel, that is expected to see the publication of a delegated act in 2026, or textiles, which will see its delegated act published in 2027) to see what has worked well for them. While the compliance deadline is a few years away, each milestone presents a crucial opportunity for furniture businesses to consider, in order to secure their path to regulatory compliance ahead of schedule. www.protokol.com
“The furniture sector has a particularly extensive task ahead when it comes to compliance
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56 PRODUCTS ECO CONSCIOUS
FORTE www.forte.com.pl
At this year’s MOW trade fair in Bad Salzuflen, Germany, Forte introduced more than just new collections, bringing “fresh energy, bold ideas, and a clear vision for the future of living spaces”. From reinvented bestsellers to cutting-edge designs, the spotlight was firmly on what sets Forte apart – smart functionality, timeless style, and a deep commitment to collaboration. “For over 30 years, partners have counted on Forte as a reliable and forward-thinking ally,” says Forte Group CEO Maria Florczuk. “Building on that foundation, we’re now going beyond ‘just’ manufacturing – delivering complete solutions that drive sales and fuel long-term success.” At Forte’s showroom, visitors were invited to explore a world of new experiences, “where design meets retail-ready innovation”: Mix & Match, a flexible
concept that combines different shapes, colours, and styles, making it easy to create personalised, character-filled displays that “stand out and inspire consumers”; Smart Storage, Stylish Solutions – a thoughtfully developed wardrobe concept that proves practicality and style can go hand in hand, offering retailers versatile options tailored to modern storage needs; and a completely updated floor of bedroom collections featuring fresh designs, revamped bestsellers, and inviting upholstered beds, alongside clever combinations of complementary furniture with continental beds that open up new ways to inspire bedroom shoppers. The fair also saw Forte unveil its refreshed visual identity. The redesigned logo, still featuring the elephant motif that has accompanied the brand since its inception, is “a symbolic continuation of its transformation rather than a starting point”, says Maria: “The elephant has always symbolised strength, growth and stability. Today, it looks different than it did 30 years ago – just as we ourselves look different. Yet the values it represents remain unchanged. This visual evolution is a natural step forward, not a revolution.” The new slogan, ‘Choose your kind of comfort’, highlights the diversity and comprehensiveness of Forte’s offer, from its wide range of furniture and flexible interior concepts, to the company’s reliable service and long-term partnerships.
PEAK CONVERTERS
LOUIS DE POORTERE
www.peakconverters.co.uk
www.louisdepoortere.com The machine washability of Louis De Poortere’s EcoRugs has been put the test by The Independent newspaper, scoring 4.5 stars out of five and rated Best Luxury Washable Rug. Today, every Louis De Poortere Ecorug is not only made to be recycled or reused through the Take Care Program, but also easy to clean – they can be machine washed to remove the dirt and stubborn marks that regular vacuuming and spot cleaning cannot shift. Every Ecorug can be washed on a gentle spin cycle at 30°C to restore its appearance.
As one of the UK’s leading foam and fibre converters, Peak Converters is striving to set the standard for environmental responsibility. The company says it has embedded sustainability at the heart of its operations, powering its entire factory with self-generated solar energy, transitioning its company car fleet fully to electric vehicles, and working towards drastically reducing its paper usage by the end of the year. With these initiatives and more, Peak Converters is on track to achieve its goal of becoming a net-zero supplier.
During The Independent’s tests on rugs from different suppliers, shoes were left on, pets were allowed, and spills applied. The results were judged on washability, and the feel and look both pre- and post-wash. The newspaper says Louis De Poortere’s Mad Men Griff rug looked like a “rug you’d expect to tiptoe around, not chuck in the washing machine – but that’s exactly what made it so impressive”. Alan Russell, sales director, Louis De Poortere, says: “Naturally, homeowners want their investment to last and stand up to life. It’s the idea of machine washing that gives customers confidence.”
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58 PRODUCTS ECO CONSCIOUS
CARPENTER www.carpenter.com/europe/en
Sustainability and eco-design are at the heart of the latest developments launched by Carpenter. Described by the foam specialist as “the next generation of sleep innovation”, the Podz Mini and Podz Pocket foam springs promise comfort that is “smart, sustainable and supportive”. “Designed as an alternative to metal springs, they deliver responsive comfort and firm support,” says Carpenter, “and here’s the bonus – these clever foam springs are fully recyclable, making mattress disposal simple and sustainable. “Podz foam springs offer a unique proposition, being available in our full foam range, giving different feels – soft, medium and firm – and can be produced at varying heights, to enhance the quality of sleep with a more sustainable choice at the end-of-life.”
Podz Mini
Podz Pocket
60 PRODUCTS BEDROOM
Komfi expands retail presence
Zip-and-Link
Komfi enters October with strong momentum after a successful return to the NBF Bed Show, which offered the brand an opportunity to reconnect with industry professionals, showcase an expanded product selection, and highlight the benefits of British-made sleep solutions for the retail sector.
“The feedback across every range was extremely positive
With the show now complete, Komfi’s latest collections are officially available to order, bringing innovation and variety to stores and showrooms across the country. The Infinity collection has been redesigned to meet the growing demand for luxury comfort backed by real quality. Available in three levels named Elite, Prestige, and Imperial, this range combines refined finishes with advanced 4G foam technology and a choice of specifications. Infinity helps retailers offer customised solutions that appeal to customers who value modern comfort along with durability and function. The Vitality collection, meanwhile, shows that everyday practicality and attractive design can work well together. With options ranging from the Ultra Firm model to the balanced Hybrid and supportive Vitality
Max, this collection meets a wide range of sleep preferences. “Vitality delivers dependable comfort that makes it ideal for households that want good value without cutting corners on quality,” says Komfi. The popular SleepShaper range also returned, seeing strong interest from visitors, reinforcing the continued popularity of mattresses that are easy to store and convenient to deliver. With eight clearly defined models, SleepShaper is suitable for compact living and works just as well for online retail as it does in physical stores. By combining comfort, convenience and affordability, it offers retailers “flexible choices that connect with today’s consumers”, says Komfi. Komfi also introduced FlexiWell, a completely new addition to its offering. This is the first adjustable bed collection in the company’s portfolio, designed to meet the growing demand for products that support both comfort and wellbeing. Drawing on Komfi’s experience as a trusted supplier to the NHS, FlexiWell promotes healthy spine alignment, reduces pressure on joints, and provides personalised support. It helps retailers reach customers who are looking for sleep products that also support health and lifestyle goals. Reflecting on the show, commercial director Richard Gretton says: “The Bed Show gave us the perfect platform to showcase our refreshed and expanded collections. The feedback across every range was extremely positive and we are delighted that these products are now available nationwide. October signals the start of an exciting new chapter for Komfi, our trusted partners, and those joining us for the first time.” With a focus on British manufacturing, sustainable materials, and products that genuinely enhance rest and recovery, Komfi says it continues to push industry standards forward: “The arrival of these latest collections means retailers can now offer relevant and high-quality options for every type of customer.” To learn more or enquire about stocking Komfi’s collections, visit its website. www.komfi.com
Vitality Max
SleepShaper
62 PRODUCTS TRADE SERVICES
Exceeding clients’ delivery expectations Executive Home Delivery understands that its clients’ customers expect nothing less than a seamless experience when it comes to receiving their furniture – which is why the delivery specialist has been a trusted partner for furniture retailers and manufacturers across the UK and Europe for their delivery needs in Scotland and the north of England for over 25 years …
“We handle all furniture types with precision and care
The family-run business specialises in providing tailored B2B fulfilment solutions, ensuring products are delivered with professionalism, care and reliability. From single items to large-scale deliveries, Executive Home Delivery says it handles every order as if it were its own: “With 600,000 miles driven annually and over 20,000 furniture pieces transported each year, we’ve built our reputation on exceeding expectations – both yours and your customers’.” This year has seen the business make further significant investment in infrastructure, digital capabilities and training, introducing its own trailer fleet in order to better fulfil its customers’ needs. “We know furniture delivery requires specialist handling and an understanding of the retail industry’s unique logistics needs,” Executive Home Delivery explains. “Our carefully tailored services are designed to meet and exceed these needs. “From bulky sofas to intricate living room sets, we handle all furniture types with precision and care. Our B2B partnerships allow large retailers to trust us for direct, white-glove deliveries to their customers’ homes. “Our secure and conveniently located storage facilities are available to accommodate your inventory, enabling a smooth flow from stock to customer, and our delivery crews and customer service teams work as an extension of your brand, providing polite and professional communication and ensuring that each delivery is a positive reflection on your business. By choosing us, you can focus on your core operations while we handle the logistics.”
The delivery specialist also offers reverse logistics solutions, carefully managing furniture removals for customers requiring returns or exchanges. “When you partner with Executive Home Delivery, you’re choosing more than just a transport company – you’re investing in a fulfilment partner that will enhance your operational efficiency,” the business explains. “We seamlessly integrate into your existing operations, ensuring a smooth flow, and our team works closely with yours to provide clear communication every step of the way. “With decades of expertise in home delivery and furniture transport, we’ve built a reputation as a reliable B2B delivery partner. Our fleet and experienced teams have been rigorously tested by the demands of busy retailers like yours. “Your customers deserve the best, and we deliver nothing less. Whether it’s a two-hour time slot notification or a driver going above and beyond to make a customer feel valued, we understand the importance of a positive delivery experience – and we know that damaged furniture or late deliveries can impact customer satisfaction, and your brand reputation. That’s why our team goes the extra mile to ensure every item is carefully handled, loaded, and delivered as promised.” As a family-run business, Executive Home Delivery is structured in such a way that it is able to keep operational costs under control and pass the benefits on to its customers, with a pricing structure that offers ‘exceptional’ value. “Executive Home Delivery is here to help you grow your business, while keeping your customers happy,” the business concludes. “With our B2B furniture delivery expertise, flexible fulfilment solutions, and commitment to service excellence, you can rest assured that your customers receive the care and reliability they expect.” www.executivehomedelivery.co.uk
64 PRODUCTS TRADE SERVICES
SWAN RETAIL www.swanretail.co.uk
Photo courtesy Getty Images/supersizer
Retail’s ‘golden quarter’ has always been a peak season for retail sales – but this year, despite stronger-than-expected results in August, experts warn that the final months could be more challenging, with rising costs and shifting customer priorities casting a shadow over shopper confidence, warns software provider Swan Retail. So, how can a retailer set up their store for success despite this uncertainty? “First, win over cautious customers with exceptional service. Tools like customer ordering apps empower staff to take orders and manage deliveries anywhere, speeding up processes and ensuring a smoother, higher-quality service,” says Swan. “Next, drive footfall and encourage spending with personalised deals shared through a loyalty app. Segment customers and use purchase data to deliver offers that are tempting enough to win sales over your competitors. “You should also prioritise inventory management. When demand is unpredictable, keeping the right products in stock is crucial. Real-time inventory management helps you track top sellers, optimise stock levels, reduce holding costs, and never miss a sales opportunity.” Visit Swan’s website to discover more ways it can help with the running of a thriving furniture store – regardless of the economic climate.
OPTIMUM TIMBER SUPPLIES www.optimumtimber.co.uk Optimum also offers finished dining chairs
Optimum Timber Supplies prides itself on delivering top-quality timber products tailored to meet the diverse needs of furniture manufacturers, kitchen fitters and interior designers across the North of England. Established in 2003, the familyrun business says it has built a reputation for excellence, offering a comprehensive range of materials to support its clients’ craftsmanship. Its extensive selection includes kiln-dried, edge-glued solid wood panels crafted from premium
hardwoods and softwoods: “Whether you’re seeking the fine grain of European oak, the versatility of radiata pine, or the lightweight strength of paulownia, our panels provide the perfect foundation for your projects. “In addition to our solid wood panels, we offer a variety of sheet materials such as MDF, moisture-resistant MDF, and oak-veneered options, ensuring you have the right materials for every aspect of your work. Our turnings and components, including legs, knobs and cladding, provide the finishing touches needed to complete your designs.” With no MOQ and the flexibility to mix and match products, Optimum caters to large-scale projects and bespoke requirements, and its team ensures prompt delivery from its South Yorkshire warehouses, “providing exceptional customer service every step of the way”.
VISIT THE FIRA ONLINE BOOKSHOP fira.co.uk/bookshop Access expert technical resources for the furniture industry - reports, guides, and templates covering sustainability flammability, ergonomics, product safety, FIRA Standards and more... 3 Free for members 3 Easy purchase for non-members 3 Instant access, anytime
Want free access? Email info@fira.co.uk to learn about membership
65
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Choosing the right finance product with Short-term BNPL is fantastic! It’s a great product that conveniently allows you to spread the cost of small purchases over a short period of time. The leading product splits it into three payments—the first payment is made on day one, and the next two are due 30 days later. For clothes, lower-priced accessories, and consumer electronics, it’s a must-have product. Every retailer should offer a low-value BNPL option. However, it has its place, and high-value sales are not it. The math is simple: when making purchases over £300, the payments are all over £100, which starts to feel unaffordable. When payments reach three figures, they seem like a lot, but splitting the purchase into six payments makes £50 feel much more manageable. Subprime finance options are crucial, especially in a difficult financial environment where many customers struggle to obtain credit but still need to make purchases and rebuild their credit files. However, due to its high interest rates, subprime finance is designed for a specific customer. It can also create a negative impression for your high-quality customers. Prime customers want and deserve interest-free options, or at the very least, interest rates lower than the average credit card rate. If you are looking to offer your customers credit, consider what’s more appealing to display on your storefront or website: 0% or 29.9%? What makes your products more affordable: splitting the cost into three payments or twelve?
that frequently have sales—always offer long interest-free periods to attract customers: prime customers EXPECT 0% finance to be available. Short-term BNPL is critical for capturing sales below £250, and high-interest subprime finance can help convert customers who don’t qualify for mainstream prime lenders. However, neither should be your primary offering. Your main finance product should be the one most appealing to the majority of your customers: a good, old-fashioned 0% interest-free offer. For interest-free credit, smaller bite-sized payments over a longer period provide a huge benefit to customers. For unregulated businesses, our Buyline Go product is available for up to an 11-month term. This means that for all sales below £1,000, monthly payments remain under £100. If you choose to take a deposit, you can use this product for much higher basket values. Remember, for an interest-free agreement, the customer isn’t penalised by any interest charges and can pay off the balance at any time with no additional fees. Of course, if you are regulated, you can offer longer-term interest-free or interest-bearing finance. Our Buyline PRO allows you to extend terms up to 48 months, making higher-value purchases even more affordable. However, this comes with additional costs but you can keep those lower by introducing sensible interest rates
The furniture industry attracts some of the best customers in the finance world. The vast majority are homeowners who are financially stable and responsible. These are people who do not need finance but will use it when it’s available. There’s a reason why some of the biggest brands in the UK—the ones
At Buyline, we’re not just a lender - we’re your partner in success.
Tel: 03330 230 134 hello@buyline.co.uk | buyline.co.uk
Why furniture retailers are turning to Buyline for POS finance solutions In today’s increasingly competitive furniture market, customer expectations are evolving faster than ever. A beautiful showroom or website is no longer enough - customers want flexibility at the checkout just as much as they want comfort in their new sofa. That’s where point-of-sale (PoS) finance comes in, and more specifically, why a growing number of independent and mid-sized furniture retailers are turning to Buyline. Let’s be clear: offering finance isn’t a luxury anymore - it’s a necessity. According to industry data, nearly 29% of shoppers abandon their carts simply because flexible payment options aren’t available. On the flip side, retailers who do offer buy-now-pay-later (BNPL) or 0% interest finance have seen conversion rates increase by as much as 40%. For high-ticket items like furniture, those numbers aren’t just promising - they’re game-changing. But not all PoS finance providers are created equal. Many businesses in the sector have shared stories of cumbersome onboarding, clunky systems, and poor communication from larger finance institutions. That’s where Buyline seems to be quietly rewriting the script.
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Since partnering with Buyline, our written business is on track to grow by 86% year-on-year.
In a recent partner survey, 79% of businesses reported a positive impact on their sales after implementing Buyline’s solutions. Even more telling, 92% said they would recommend Buyline to other businesses, with many citing the human factor as a key differentiator.
Importantly, Buyline is helping businesses grow, not just survive. “Since we signed up with Buyline, our monthly turnover has increased without a doubt,” noted one long-time partner. Another shared, “Offering finance enables us to complete more sales.”
“The team is friendly and approachable, always helping to resolve any problems that arise,” said one partner. Another echoed: “They’re a million miles away from other providers we’ve used in the past.” It’s a sentiment that appears repeatedly - praise not just for the product, but for the people behind it.
Beyond functionality, what stands out is the consistency of feedback about the service and support. Multiple businesses praised specific team members for their patience, professionalism, and quick responses. “Nothing was too much trouble,” said one retailer. “They walked us through the whole process.”
From onboarding to payout, the system is designed to be fast, clear, and intuitive. As one retailer put it, “Once the application is completed by the customer and Buyline is informed, the funds are released to us without any issues - that’s a great advantage for us.”
It’s not hard to see why furniture retailers, especially those navigating tight margins and rising customer expectations, are embracing this kind of partnership. With streamlined processes, competitive terms, and a real focus on relationships, Buyline offers more than just a finance tool - it provides a growth strategy. In a market where differentiation is key, offering simple, trustworthy finance options could be the tipping point between browsing and buying. And for many retailers, Buyline is proving to be the partner that helps them get there.
To find out more speak to us on 03330 230 134 or visit our website www.buyline.co.uk
Buyline, the champion of the SME
...it’s as easy as 1,2,3
buyline.co.uk Buyline Ltd is authorised and regulated by the Financial Conduct Authority. Firm Reference Number 805162. However, credit agreements that are interest free and less than twelve months are unregulated. Registered office: B12 Elmbridge Court, Cheltenham Road East, Gloucester, GL3 1JZ
68 OPINION
Your convenience store Convenience store owners recognise the gains that can be made by offering the consumer a hassle-free experience, says business growth and development consultant to the retail home furnishings industry Gordon Hecht, writing for US trade magazine Your Source News – so why don’t furniture retailers take the same approach? By Gordon Hecht
You’d probably never do a week’s worth of grocery shopping there, but it sure is nice to have a convenience store in your neighbourhood. You know the place – whether it’s 7-11, Quik-Trip, AM/PM or the local Stop ‘N Rob. You can pick up a gallon of milk, gas up your Suburban Assault Vehicle, get a hot dog and a 12 pack of happiness. You’ll pay more than at Wal-Mart or any other GinormousMart in your area – and you’ll pay it happily, for the convenience of saving time, steps and hassle. Your newest shoppers, aka older Gen Zs, are now in their mid-to-late 20s. They feel the same way about major purchases as you feel about grabbing some milk. In almost every market study, convenience outweighs price for the reason Gen Zs decide on a purchase. As an example, Amazon.com doesn’t always have the lowest price. In fact, they show their customers which vendors have better pricing. However, they almost always can deliver faster than any of their lower-price suppliers. It’s more than speed – they post shoppers’ reviews, product information, and side with the customer in product disputes. Think about how your shoppers would review your current operations. How often would the words ‘above and beyond’ appear? With 2026 just around the corner, you may want to consider making plans to seek out and eliminate the hassle factor in your business. Everything we do to enhance the shoppers’ experience will result in long-term survival and growth. A great-looking store, website and display will get you additional sales. A legendary after-sale experience will get you great reviews and attract more new shoppers. Not long ago, I spent some time with an independent mattress and furniture store owner. Although about two-and-a-half decades separated our ages, we had a lot in common. We both worked on furniture delivery trucks on our way through college. This owner worked so well and so hard that he eventually bought the business he worked for. He now sets his home delivery schedule to be a triple win! Shoppers who become customers benefit from the fact that during the week their store starts their deliveries at about 5pm – about the same time most operational teams shut down. Customers love it, because they don’t have to take time off work to accept a delivery. And because the delivery team starts late in the afternoon, he is able to hire and keep college students
needing some extra do-re-mi, but not wanting to miss classes. And his sales team loves the fact that they can offer evening delivery during the week, and daytime delivery on Friday and Saturday. You don’t have to be a genius to be the next Amazon, Uber, or Grub Hub. Each of those companies looked at current business models, figured out the roadblocks and hassles that shoppers hate, and developed a better plan. Each of these suggestions may help smooth out the pathway to purchase: Invite your shoppers to stay home: After they’ve shopped in your store, people may need to verify measurements or discuss the financials with their main squeeze. Most websites already have an option to let people order merchandise online. How about giving up waiting on the be-back bus, and supply the notes and information they need to click to order from their home? Be their personal shopper: Whether you do it in person, or research online, let them know what your competition offers, item for item and service for service. Progressive Insurance built a business by being transparent about how they stack up against the other people in their business. Expose your competitor’s small print exclusions, or show how, spec-for-spec, your products are better. Create a spreadsheet or book that shows how you win. Bedding date night: Have you ever had that objection about having to bring in a spouse to make a purchase decision? Last year, while still in the bedding business, I had to wait five months to make a buying date with my Everlovin’ Spouse. How about staying open extra-late one day a week (or a month). Have some activities for the kiddies, and bring in pizza and soda, or chocolate and ice cream, and create a bedding date night. Boost that on your Facebook page and become the store of choice in your area. Have a constraint in your selling and delivery process that you can’t seem to overcome? Send it my way and we’ll work to unknot it together. This article was originally published by Your Source News. Gordon can be reached at gordon.hecht@aol.com.
“Think about how your shoppers would review your current operations. How often would the words ‘above and beyond’ appear?
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MIDFIELD
70 OPINION
The evolution of retail
By Kate Hardcastle
Retail is much more than a mechanism for transactions – it is a mirror of our lives, shaped by the societal shifts that influence how we live, think and connect. From the bustling markets of ancient times to the rise of department stores, and now the dominance of online shopping giants, the journey of retail has been one of continuous adaptation. At its core, retail is about people – their needs, their desires and their stories. But shopping is not merely functional – it is deeply personal. It’s a way to express individuality, to connect with trends and even to define identity. Whether buying out of necessity or indulgence, the act of shopping reveals the interplay between practicality and aspiration. While macro changes like technological advancements and globalisation have transformed the industry, the heart of retail remains unchanged – the ability to create meaningful connections with consumers. A new framework for understanding consumer behaviour In navigating this complex relationship, one of the frameworks I’ve developed over the years, the Buyerarchy of Needs, emerges as a critical tool. Inspired by Maslow’s hierarchy but adapted for the retail world, it recognises that consumer behaviour is fluid, not fixed. While Maslow’s pyramid suggests a progression from basic to higher-order needs, the Buyerarchy reflects the realities of modern retail – consumers frequently move between levels, driven by emotions, peer influence or changing circumstances. Take, for instance, the meteoric rise of fast fashion. On the surface, it addresses a practical need – affordable clothing. Yet brands like Zara and H&M have mastered the art of triggering emotional responses. They play on the desire for novelty, the influence of social media and the fear of missing out, encouraging consumers to prioritise wants over needs. This dynamic interplay between necessity and desire lies at the heart of retail’s evolution. Similarly, ethical considerations have begun to factor into consumer choices. Shoppers are increasingly balancing their aspirations for affordability and trendiness with the desire to support sustainable and socially responsible brands. These shifting priorities illustrate the layered complexity of modern consumer
Photo courtesy Shutterstock/NDAB Creativity
In the second of an exclusive series of columns taken from her new book, The Science of Shopping, retail expert Kate Hardcastle explains how, from high-street store to online marketplace, retail has evolved – and that while the fundamentals remain as relevant as ever, businesses must continually reassess their relationship with the consumer …
behaviour, where financial means, emotional desires and social values constantly interact. The enduring heart of retail As we continue to explore the future of retail, it’s important to remember that retail is not static – it evolves with society, technology and consumer expectations. Yet its essence remains rooted in human connection. Brands that thrive in this everchanging landscape are those that understand their customers not just as buyers, but as people with emotions, aspirations and stories. The evolution of retail reflects how far we’ve come – and where we’re going. By focusing on personalisation, building emotional resonance and tapping into the fluid nature of the Buyerarchy of Needs, retailers can position themselves to meet the demands of today’s consumers while paving the way for tomorrow. The journey is not just about selling products – it’s about shaping experiences that matter. Excerpt from The Science of Shopping, courtesy Kogan Page. To buy a discounted copy, visit bit.ly/3Jo5xQb and enter code KOGANPAGE25 at checkout.
“Brands that thrive in this ever-changing landscape are those that understand their customers not just as buyers, but as people with emotions, aspirations and stories
72 OPINION
Is the fear of looking stupid holding you back? This month, Steve Pickering, the ‘unorthodox’ CEO of independent bed retail chain Sussex Beds, explains that it’s perfectly acceptable – indeed, essential – for managers to admit they don’t understand everything about their business … By Steve Pickering
It’s OK to put your hand up and say, “I didn’t know that” or “I don’t understand”! In fact, this is the very best way to learn and grow. If you think about it, much of this irrational fear stems from school. You’d only ever put your hand up if you knew the answer to a question, for fear of being ridiculed by your classmates or, even worse, a teacher. When really, the opposite should be encouraged – admitting when you don’t know or understand is how we learn and grow. I now make a conscious effort to put my hand up and say, “I don’t know or understand.” Here are some real examples from my
learning journey … Profit versus cash generation: We’re profitable, making money on paper – so why isn’t our cash growing? Because loan repayments and dividends come out after profit is calculated! I put my hand up – I didn’t understand that. Now I do. Depreciation and amortisation: These accounting methods spread the cost of assets over their useful lives rather than recording the entire expense upfront. This gives a more accurate picture of profitability instead of showing artificially low profits in the purchase year followed by artificially high profits later. Hand up again – I didn’t understand that.
Now I do. Balance sheets: I’ll admit, I still don’t fully grasp these. But gradually, through each patient explanation from our accountant, they’re making more sense. The point is simple – if you don’t know, ask. Query. Question. Keep asking until you do understand. Your ego might take a small hit, but your knowledge – and your business – will grow exponentially. Discover more of Steve’s thoughts at www.linkedin.com/ in/steve-pickering-unorthodoxceo/ or listen to his podcast, An Unorthodox CEO
“Admitting when you don’t know or understand is how we learn and grow
Sales Development Manager - Kyoto Futons Ltd Based in Market Deeping, this exciting role offers the chance to be at the forefront of a growing UK furniture brand. As Sales Development Manager, you’ll take the lead in driving new business opportunities, nurturing client relationships, and representing Kyoto at trade shows and exhibitions. It’s a hands-on, commercially focused role where no two days are the same - from pitching innovative product ranges to analysing market trends and shaping sales strategy. We’re looking for a confident, relationship-driven professional with proven B2B sales experience and a genuine passion for growth. In return, you’ll enjoy a competitive salary, commission, benefits package, and the opportunity to make a real impact within a dynamic, creative team. T: +44 (0)1778 380555 W: www.kyoto.co.uk
Whitemeadow Area Sales Manager (South West England & South Wales) We’re on the lookout for an exceptional Area Sales Manager to join our passionate and forward-thinking team at Whitemeadow, one of the most respected names in British-made upholstery. Covering a thriving territory across South West England and South Wales, this is not just a sales role - it’s an opportunity to become part of a privately owned company that’s synonymous with a dynamic approach to the market, and values long-standing customer partnerships. You’ll be stepping into a well-established and high-potential region, working with a loyal customer base of independent and national furniture retailers. We’re looking for someone who doesn’t just sell - but connects, consults, and brings energy and ideas to every conversation. Location: Field-Based with regional travel (South West England & South Wales) To read the full vacancy and for more information, please visit: whitemeadow.com/careers/area-sales-manager
PARTNER COMMENT OPINION 73
FURNITURE INDUSTRY RESEARCH ASSOCIATION
Beyond pass or fail In an industry governed by both mandatory and voluntary standards, furniture manufacturers often find themselves navigating a complex landscape of compliance – which is where the Furniture Industry Research Association’s latest guide, authored by Howard James, technical manager at FIRA International, can prove invaluable … By Howard James
While the UK Furniture and Furnishings (Fire) Safety Regulations (FFFSR) may be the only legally mandatory tests, the GB, and EU General Product Safety Regulations (GPSR) are the real backbone of consumer protection. They demand that all furniture sold in the domestic market be safe under normal and foreseeable use. That’s a broad remit, and one that requires more than just passing a test. This is where FIRA’s latest guide becomes essential reading. It doesn’t just walk you through the structural testing process – it challenges the way we interpret results and think about product safety. We wanted to create a resource that helps manufacturers and suppliers not just understand the testing process, but also interpret what the results actually mean. A test report is more than a pass or fail, it’s a snapshot of how a product performs under specific conditions, and that needs to be understood in context. Take for example, the concept of failure. In many cases, a failed test result is seen as a red flag – but not all failures are created equal. A failure in a test doesn’t automatically mean a product is unsafe. Context matters. The nature of the failure, and when it occurs during testing, can dramatically alter its implications. Was the failure catastrophic or minor? Did it occur early in the test or under extreme simulated conditions? These nuances can mean the difference between a product that needs redesigning and one that simply requires clearer usage guidelines. A failed test might indicate a design flaw, or it might simply reflect a limitation that’s acceptable within the product’s intended use. Understanding the difference is key to making informed decisions. The FIRA guide also breaks down the structure of standards into six key areas – safety, stability, strength, durability, user instructions, and markings. Each plays a vital role in ensuring that furniture not only performs well but protects the people who use it. Safety-related tests, for instance, address hazards
such as sharp edges, exposed burrs, and shear points in adjustable mechanisms. Stability tests simulate real-world scenarios, like opening a top drawer or leaning sideways on a chair, to ensure products won’t tip or collapse under foreseeable use. We’ve included practical examples throughout the guide to help users relate the standards to everyday situations. It’s about bridging the gap between technical requirements and real-world application. Importantly, the guide also highlights the role of user instructions and markings, especially in children’s and nursery furniture. These aren’t just nice-to-have, they’re critical safety features. Clear, accurate information can prevent misuse and reduce risk, making them as vital as the product’s physical design. We’ve made sure the guide reflects that, so manufacturers understand exactly what’s required, from wording in instructions to permanent safety markings. The guide also includes an annex listing all the currently designated standards, making it a practical tool for anyone involved in product development, compliance, or quality assurance. Ultimately, understanding your test report isn’t just about meeting regulations – it’s about making safer, smarter products for the people who use them. The new guide, Understanding Your Furniture Test Report – Structural Testing, is available to download free for association members via the website, and can be purchased by non-members through the FIRA online bookshop. FIRA are planning to release further guides focused on flammability and materials testing, to further support companies in interpreting these types of test reports. This is just the beginning. The association are committed to helping the industry navigate the complexities of product testing with clarity and confidence. www.fira.co.uk
INDUSTRY PARTNERS
“Not all failures are created equal. A failure in a test doesn’t automatically mean a product is unsafe
BRITISH FURNITURE
ASSOCIATION
Young Furniture Makers exhibition.
Women in
FURNITURE
74 OPINION FEEDBACK
THIS MONTH, WE’RE ASKING …
How has your approach to sourcing/ buying changed this year? It has slowed down. Whilst we are updating discontinued models/ranges, we are also focusing on ranges that haven’t performed, moving them on and focused on clearing stock Kathryn Lukehurst (Lukehursts)
It hasn’t particularly changed. Good buying principles always apply – quality, value-for-money products with reliable availability from trustworthy sources who are interested in genuine partnerships Andy Stockwell (Kuhn Rikon UK)
We’re looking at overseas in more detail as a way to mitigate the increasing costs of UK-sourced products – by no means are we moving away from primarily UK manufacturing, but more as a potential blend to help with rising costs Steve Adams (Mattress Online)
The post-Covid legacy of continued reluctance by some suppliers to either exhibit – or exhibit in any meaningful way – at the key UK shows means sourcing and buying remains a far more fragmented and time-consuming function. This means we naturally have to take more risks on models we have perhaps not seen, as well as relying more on feedback from other retailers to help frame our decision making Peter Harding (Fairway Furniture)
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It hasn’t, really Wayne Robbins (Iconography)
We are seeking out more exclusivity and own-brand lines, balancing the range better for keener competitiveness, without compromising on quality, style or design Jan Duckworth (Cox & Cox)
The advice I give is focused on more nearshoring, more collaboration with suppliers as partners, less blind faith in ‘cheap’ containers from far away Clare Bailey (Retail Champion)
It’s become more data-driven, more flexible, and more focused on partnerships than transactions. Gut instinct still plays a role – but now it works alongside a dashboard Steve Pickering (Sussex Beds)
Over more recent years I have learnt to take a more detailed look at the factory itself and their supporting infrastructure – product pricing and quality should not be sole considerations. I can see this off-product expectation is growing YoY with buyers, and now look to ready-build the answers into any tendering Ian Priestley (Furntech)
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