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FROM SINGAPORE WITH LOVE Castlery’s considered expansion SHOWTIME JANUARY FURNITURE SHOW
The furniture industry’s state of play Online pricing under scrutiny
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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 “Could a ‘business-first’ approach from the top make all the difference? Welcome to our final issue of 2025 – a year that’s seen our sector endure more than its fair share of challenges but come through all the stronger for it. As we prepare to turn a new page and see what 2026 brings, Furniture News is taking stock of where we are as an industry. Last month the British Furniture Confederation (BFC) and The Furniture Makers’ Company invited many of the sector’s leaders to Westminster to discuss that very matter. Much was made of FIRA’s annual state-of-play report, which summarises the industry’s income, size, turnover and international trade, based on the latest available Government data – and Furniture News can again share an exclusive summary of that report with you (p16). Given the highs of the pandemic spending boom, it should come as little surprise that the industry experienced a decline subsequently. What’s more disconcerting is that we’ve likely seen this persist through 2025, while adjacent sectors such as housing and hospitality have continued to grow – “a very concerning indicator of the current state of our economy and the effect of current Government policies”, noted outgoing BFC chairman Jonathan Hindle. The BFC’s new leader, Tony Attard, has pledged to take action. “Far from helping, our Government appears to be hindering enterprise,” he stated. “In business, when faced with stagnation and decline, we do not throw up our hands in hope – we act. We cut non-essential costs to strengthen our position. We invest in people, rewarding those who drive growth and innovation. And we put more energy into marketing and sales, expanding our reach and ambition.” I’m writing this days before the big Budget announcement. Could a ‘business-first’ approach from the top make all the difference? Turning to the rest of December’s issue, following last month’s celebrations the winners of the 2025-26 Bed Industry Awards return to discuss the challenges facing their respective businesses and the wider industry (p54), while other commentators offer their own solutions: PR strategist Delilah Pollard suggests how reframing furniture as a long-term investment, rather than a quick fix, could help retailers secure those all-important peak purchases (p60); Gordon Hecht explains how any business with a smartphone and some chutzpah can seize their ‘15 minutes of fame’ (p62); and, with the holidays approaching, our regular contributors recommend some inspiring reads (p66). Looking ahead to 2026, you’ll find a handy yearplanner with this month’s print issue. With January’s key fairs kicking things off, our annual Showtime feature, starting on p34, flags up some of the shows that should be on your radar. Other highlights include an interview with Castlery’s Declan Ee (p10), Natalia Samodina’s warnings against misleading the consumer this Christmas (p58), and a look at the January Furniture Show ahead of next month’s unmissable preview (p30). If you want to be part of our unrivalled January issue, get in touch as soon as you read this! Until then, happy holidays, and a successful new year.
Paul Farley
18 - 21 January 2026 | NEC Birmingham
Building the future of furniture. Together.
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Crafted. Curated. Connected. Crafted. Be part of JFS 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.
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Contents 10
7
NEWS
10 INSIGHT COVER FEATURE 20 PRESTI
EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul.farley@lewisbusinessmedia.co.uk
Declan Ee Castlery
Castlery
16
The furniture industry’s state of play
20
Presti
22
Perfect Dreams
24
Getting personal
24
26 EVENTS
SALES SALES AND MARKETING DIRECTOR Sam Horscroft 07764 650655 sam@lewisbusinessmedia.co.uk GROUP SALES DIRECTOR Emma Sharp emmas@lewisbusinessmedia.co.uk
10
30
January Furniture Show
34
Showtime
52 PRODUCTS Greg Suthern 100% Comfort
26
54 OPINION 54
Steering the sleep sector
PRODUCTION COPY ADMINISTRATOR Steve Merrick steve@lewisbusinessmedia.co.uk
56
Mastering the digital landscape
58
Santa’s watching (as are the regulators)
DIGITAL MANAGER Nyall McCurrach nyall@lewisbusinessmedia.co.uk
60
The peak performance pivot
62
Your store’s 15 minutes of fame
63
My battle with rumination
ART EDITOR Sarah Crowhurst sarah@lewisbusinessmedia.co.uk DESIGNER Tony Godwin
Emma Rackley AIS (INDX Furniture)
65
Partner comment
PRODUCTION EDITOR Allan Norbury allan@lewisbusinessmedia.co.uk
60
66
Feedback
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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Delilah Pollard Holy Wow! 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
SPRING LONG POINT 11th to 13th MAY 2026
AUTUMN LONG POINT 14th to 16th SEPTEMBER 2026
Many showrooms will also be open on Thursday the 17th
The Long Eaton Guild of Furniture Manufacturers invites you to visit the UK’s premier furniture exhibition located here in the famous furniture town of Long Eaton in the heart of the East Midlands, just a mile from junction 25 off the M1 Motorway. Over thirty well-appointed showrooms will be showcasing the latest collections from leading UK and International brands of upholstery, cabinets and bedroom furniture. You will be assured of a warm welcome at all locations.
If you would like to receive an illustrated invitation brochure prior to these events, please send your name and address to sales@artisticupholstery.co.uk
NEWS 7
Sofology’s latest research reveals that social media is now the leading influence on home decor for younger households, with Instagram taking the top spot.
IKEA Retail served more customers in FY25 (to 31st August), increasing store visits by 1.3% and online by 4.6%. While it delivered global sales of €39b – a decrease of 1.6% YoY – it sold a higher quantity, up 1.6%, due to “a continued focus on keeping prices low”.
Wrought Iron & Brass Beds’ cofounder and MD Amanda Oldfield was named Inspiring Leader of the Year at the 2025 Made in Britain Impact Awards.
The Future of Furniture Awards 2026, delivered by the British Furniture Association, will be judged by Amanda Moore, Richard Naylor and Eleanor Garrett.
Harrison Spinks has announced its debut in Indonesia, launching its British Luxury Collection into one of the country’s leading retailers, Duta Abadi Primantara (DAP).
ufurnish.com has appointed current investor Ronan Dunne, the former CEO of O2 UK and Verizon Consumer Group, as chairman.
Oak & More has opened its second store, spanning 15,000ft2, on West Thurrock Retail Park.
The Sleep Group, parent company of Silentnight, saw revenues rise to a record high of £154m (up 7% YoY) in the last FY following its acquisition of Sleepeezee and significant investment across the business.
READ MORE ONLINE AT WWW.FURNITURENEWS.NET
Furniture industry unites at Westminster
The Furniture Makers’ Company held its 11th annual confederation lunch at the Houses of Parliament in partnership with the British Furniture Confederation (BFC) on 11th November. The event brought together industry leaders and MPs to discuss the sector’s £39b contribution to the UK economy and the priorities behind future growth. The lunch, held in the Terrace Pavilion at the Palace of Westminster and co-sponsored by FIRA, was attended by around 150 senior figures from the livery company and the trade associations that make up the BFC, and offered businesses access to the heads of the trade bodies and MPs of the All-Party Parliamentary Furniture Industry Group (APPFIG). The parliamentary host was Adam Thompson, chair of the APPFIG and Labour MP for Erewash.
Following a welcome from Jonny Westbrooke, CEO of The Furniture Makers’ Company, Jonathan Hindle (pictured right), chairman of the BFC, provided an overview of the state of the sector and the work the BFC has been undertaking with Government, and concluding by stepping down as chairman after 10 years in the role to introduce his successor, Tony Attard OBE DL (pictured left), founder and chairman of Panaz, who outlined his vision for the organisation. Says Tony: “There is much to do, as we grapple with a host of business challenges, both at home and abroad. If business is to survive and thrive, we need Government to listen and respond to our concerns. I plan to add the weight of our £40b industry to that of other prominent industrial groups in order to promote a pro-business economy that will drive prosperity for our sector.” Next, Brian Ahern, chairman of FIRA, gave an update on the ongoing reform of the UK’s flammability regulations, before Thompson welcomed guests to Parliament and reiterated his commitment to ensuring the sector receives greater recognition within Government. The speeches concluded with closing remarks from Debbie Johnson, master of The Furniture Makers’ Company.
Excellence in Furniture Awards shortlist revealed The Excellence in Furniture Awards, in partnership with Snap Finance, has revealed the shortlist for its inaugural ceremony, celebrating leading businesses across the furniture industry. Evolving from The Furniture Awards, the programme is now open to all stakeholders, from brands and manufacturers to retailers and service providers, and the shortlist features the likes of Furniture Village, Bensons for Beds, Arighi Bianchi,
La-Z-Boy UK, At The Helm/Hydeline Furniture, The Sofa Delivery Company (DFS Group), Tetrad and Castelan, among many others. The winners will be announced at a gala ceremony hosted by a surprise celebrity guest on Monday 19th January at the NEC Birmingham, bringing together the sector for an evening of celebration, networking and entertainment, complete with a three-course dinner and live music.
CMA targets Wayfair in online pricing crackdown The Competition and Markets Authority (CMA) has launched a major consumer protection drive focused on online pricing practices, opening investigations into eight businesses – including homewares retailer Wayfair, which has been targeted in relation to time-limited sales – while issuing advisory letters to 100 firms and publishing its finalised guidance for businesses. The CMA has announced the action, which covers practices including drip pricing and pressure selling, under the new Digital Markets, Competition and Consumers Act 2024 (DMCCA), to “ensure people can shop with confidence and fair-dealing businesses can compete on a level playing field”. The investigations launched by the CMA are the first enforcement cases opened using its new powers, which enable it to decide whether consumer laws have been broken, rather than
having to go through the courts. If the CMA finds there has been an infringement of the law, it can order businesses to pay compensation to affected customers as well as fining companies up to 10% of their global turnover. Sarah Cardell, chief executive of the CMA, says: “At a time when household budgets are under constant pressure and we’re all hunting for the best deal possible, it’s crucial that people are able to shop online with confidence, knowing that the price they see is the price they’ll pay, and any sales are genuine. “Since the launch of the new regime, we’ve been working hard to help businesses understand the law. But alongside supporting businesses to comply, we’ve always been clear that we will take swift action where we suspect potentially serious breaches of the law.”
8 NEWS
Maxfurn now fully operational in the UK Dutch furniture business Maxfurn has announced that its UK and Ireland team is now fully operational. Recently, Maxfurn welcomed Oliver Haetzman as a full-time member of the team. Oliver is a familiar face to many in the industry, with extensive sales experience in the furniture sector. Together with colleagues James Stafford and Kyle Hutchinson, Oliver is “building a strong position in this important market”, says Maxfurn. “Maxfurn is an all-round furniture manufacturer offering a broad range of living room programmes, sofas, and dining collections. With a focus on concept-driven design, Maxfurn provides great flexibility within a relatively compact footprint – an approach that retailers increasingly appreciate.” Production takes place largely in Maxfurn’s factory in Romania, which employs around 600. Construction of a new warehouse is also under way there, set to become operational in early 2026 and to include a dedicated upholstery department. In addition, Maxfurn collaborates with around 20 partners across Asia, co-ordinated by its own office in Shenzhen. Maxfurn will be exhibiting at this year’s January Furniture Show.
Mattressman to expand retail portfolio under new CEO Multichannel mattress specialist Mattressman is entering its next phase of growth under new CEO Mark Wootton, marked by a series of new store openings and the revival of its brand mascot. The Norfolk-based retailer is preparing to open three new stores in the coming months – one in Thetford, Norfolk, and two further locations in London – highlighting the brand’s continued investment in brick-and-mortar retail, supported by strong online performance nationwide. The expansion follows record sales of £30m for the FY 2024/25, alongside Mattressman being named Retail Champion of the Year by the National Bed Federation. “Mattressman is growing fast – but we’re making sure growth never comes at the cost of the customer experience,” says Mark. “Our stores bring
customers closer to our teams and their expertise, while our online journey makes mattress buying faster, simpler, and delivers unbeatable value. This hybrid strategy is central to our wider mission for the Mattressman brand.” As phase two of Mattressman’s brand’s evolution, which began with a visual refresh in 2024, the reimagined mascot – updated for a new generation – “will reintroduce warmth, joy, and familiarity to mattress shopping, bringing to life the brand’s promise of unbeatable sleep”, says the retailer. “In a market that’s become a little too vanilla, we’re choosing to stand out by bringing back a character that’s associated with playfulness, trust, and authenticity,” Mark continues. “It’s this kind of human, feel‑good retail that British shoppers connect with, and that’s exactly what Mattressman stands for.”
La-Z-Boy UK explores factory closure options Due to weak market demand, La-Z-Boy UK has commenced consultation plans regarding the potential closure of its factory in Colne, the former Furnico manufacturing unit it acquired in 2021, “Market conditions remain challenging across the furniture manufacturing sector,” explains La-Z-Boy UK. “Over the past two years, La-Z-Boy’s UK manufacturing business has experienced consistently low order volumes, which has impacted operational costs. “With no clear indication of dramatic
strengthening of demand in the near to medium term, the company has entered into a formal collective redundancy consultation process with the proposal to close the plant.” La-Z-Boy Manufacturing UK notified employees on 29th October about the consultation period, which will last at least 45 days. During this time, it says operations and production will continue. “No final decision has been made, and the company is continuing to explore all viable alternatives,” La-Z-Boy UK adds.
Sofa Club has opened its first Scottish showroom, at 2241 London Road, Glasgow, and covering over 3,200ft2. The brand reported tripling its opening day sales target.
Sci-Net Business Solutions has been acquired by ANS, a national digital transformation leader.
Argos’ sales were up 2.3% across the 28 weeks ended 13th September, as the retailer continued to grow its Supplier Direct Fulfilled offer, introducing more than 6,000 new products so far this year.
Simba has expanded a partnership with Bensons, so its mattresses and accessories are now available in 50 stores.
M&S has returned to Bristol city centre with a brand-new 80,000ft2 flagship store at Cabot Circus.
The Bazaar Group (now trading as icon) has appointed Leanne Cahill (ex-Bravissimo) as CEO.
Dreams has partnered with designer Sophie Conran to launch her debut bedroom collection, which features temperatureregulating technology, inspired by Sophie’s experience of disrupted sleep during menopause.
The Very Group, which operates Very and Littlewoods, is now under the ownership of global investment firm Carlyle.
Another Country has taken a majority stake and entered into a strategic partnership with design studio Goldfinger.
READ MORE ONLINE AT WWW.FURNITURENEWS.NET
18 - 21 January 2026 | NEC Birmingham
Building the future of furniture. Together.
20,000
£10bn+
global buyers actively sourcing new products
combined buying budgets represented on the show floor
Crafted Curated Connected Crafted Be part of JFS thefurnitureshows.com Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted Curated Connected Crafted 87% Curated of visitors said they will place orders as a Connected result of attending Crafted Curated
BOOK A STAND
10
THE RIGHT STUFF Singaporean furniture vertical Castlery launched online in the UK this autumn, a pop-up event during London Design Week marking the brand’s first foray into the European market. And it’s no flash-in-thepan expansion, asserts co-founder Declan Ee – with a string of global successes behind it, reinforced by a long-term partnership with Maersk, Castlery is more than likely to stick the landing …
INSIGHT 11
Avery swivel armchairs
“Our goal over the next five years is to have physical stores in the top 10 global capital cities
Why expand to the UK – and why now? We needed time to do our homework. Over the past year, before entering the market, we spent time deeply studying the UK, understanding its consumers, their design preferences, and the competitive landscape. We wanted to be sure that when we came in, we did so with the right categories, the right product mix, and the right promise – furniture that truly fits the way people live here, in both style and function, without the inflated price tags. At the same time, we’ve been laying the groundwork globally. Starting from Singapore, we built our foundation in supply chain, manufacturing and craftsmanship. Expanding into Australia taught us the baby steps of launching overseas, while scaling across the US over the past five years gave us the discipline and systems to deliver consistently in a large, complex market. Those lessons gave us both the confidence and capability to scale thoughtfully into the UK. Consumer behaviour here is also shifting. More people are investing in their homes and seeking pieces that are both beautiful and practical – furniture that looks good, works hard, and lasts. The UK, as the fifth-largest furniture market in the world, is both strategically important and naturally aligned with what we do. It’s a design-savvy market where customers appreciate quality, modern living, and thoughtful design. We saw a clear gap, and
Castlery fills that space – timeless, design-led pieces that bring elevated everyday living within reach. What exactly will the offer look like? Online pureplay, or multichannel? For now, we’re starting with a purely online experience. It gives us the chance to really get to know our UK customers and understand how they live, what they value, and what they need from us. When we hosted our townhouse pop-up during the London Design Festival, the response was incredibly encouraging, with over 800 people visiting in just three days. People connected with the warmth of the townhouse setting – it felt lived-in, not staged. We heard again and again that our products felt “real” – designed for homes, not showrooms. That confirmed what we already believed – people crave authenticity over perfection. It showed us there’s a genuine appetite for what Castlery offers, which is modern design that’s beautiful, practical, and fairly priced, and it’s influencing how we’ll shape our physical retail experiences moving forward. Offline will always be an important part of completing the Castlery experience, so I wouldn’t rule out a physical showroom in the future. But for now, our focus is on building strong relationships with our customers online first to earn their trust, listen, and grow from there.
››
12 INSIGHT
The Morrell Room display from Castery’s townhouse pop-up
Otto Room, from Castery’s townhouse pop-up
“Our approach was grounded in local insight rather than assumption
Can you give us an idea of the business’ scale in its existing markets? Castlery was founded in Singapore, and today we have a growing global presence across the US, Canada, Australia, and now the UK. We serve over one million customers worldwide and welcome more than 40 million visits to our website each year. From a team of 50 in 2020, we’ve grown to more than 500 people across design, operations and logistics, supported by an integrated global supply chain and over 10 warehouses and distribution centres. On the retail front, we continue to expand steadily. We opened our third Australian showroom in Brisbane this August, and are expanding our Sydney space. Our goal over the next five years is to have physical stores in the top 10 global capital cities. The US has become one of our fastest-growing markets, where we’ve built strong brand awareness and scaled our logistics network to support demand. This year has been especially significant, with our
launches in Canada and the UK, and the appointment of Steve Cordony as our first brand ambassador. It feels like a defining moment for Castlery, as we continue to grow and deepen our presence globally. How will your experience of selling in other territories influence your UK approach? Each market has taught us something different – from space constraints in Singapore, to outdoor living in Australia, to scale and logistics in the US. The UK shares traits with all three – design-savvy customers, limited urban space, and high expectations for service. We’re bringing those lessons here – from optimising delivery to designing collections that work beautifully in both flats and period homes. What have you done to ensure the product offer is suitable for this market? We’ve curated our UK range to reflect how people actually live here. That means designs that work for smaller city flats, but still scale comfortably for larger homes. We’ve focused on modularity, hidden storage, and performance fabrics – practical details that make great design work harder. Our approach was grounded in local insight rather than assumption. The team studied UK homes, layouts, and design preferences, looking at everything from lifestyle habits to how colour and texture are used. What we found was a preference for subtle warmth, softer neutrals, and craftsmanship that feels lived-in. We balanced our global bestsellers with pieces tailored for UK living – modular sofas for compact spaces, versatile dining sets, and durable materials for everyday family life. We also tested early feedback from customers to make sure our offer wasn’t just appealing, but truly relevant to how people live here. How would you describe the product offer? Can you give us some examples of some pieces that typify it? Any personal favourites? Our pieces sit at the intersection of style, function and longevity. You’ll find thoughtful design – clean lines, natural materials, and forms that adapt to real life.
13
Ashen sideboard
We’ve launched in the UK with a curated edit of our global favourites – pieces that customers in the US, Australia and Singapore have really embraced. The range covers everything people need to build a home – sofas, beds, dining, storage, and accent furniture that anchor the space. The idea is to start with our most-loved designs, that balance style, comfort and practicality – pieces that work harder for the customer. If I had to pick a favourite, it would be the Hugg nesting coffee table. It’s been a bestseller in every market because it does so much more than it looks – a coffee table with ottoman stools tucked underneath, perfect for game nights, unexpected guests, or simply putting your feet up. It’s clever, space-saving, and works beautifully in both small flats and large homes. The Hugg really sums up our philosophy – design that adds versatility without compromising on style. Is there anything typically Singaporean about what you’ve brought to the table? Probably our pragmatism. Singaporeans have a very practical way of looking at the world – we want things to work hard, last long, and make sense. That mindset runs through everything we do. Our designs are beautiful, but they must earn their place – engineered for real life, built for smaller spaces, and priced sensibly. Hence we talk about ‘designing for real life’. Our roots in Singapore have shaped that discipline. Homes there tend to be compact, so we’ve always focused on solving for real living – creating pieces that are versatile, modular, and adaptable as life changes. That approach has become one of our biggest strengths, even as we design for global markets. At the same time, we’re a global team spread across Singapore, Australia, the US, and now the UK. We carry that Singaporean instinct for efficiency and purpose, but layer it with international perspectives on design, craftsmanship and lifestyle. The result is furniture that’s thoughtful, functional, and deeply lived-in – never just decorative. In the wake of your pop–up, what else are you doing to promote the brand to UK consumers/businesses? We’re focused on storytelling and community. You’ll see collaborations with creators, stylists and designers who reflect modern British living. We’re also working on partnerships and experiential activations that help customers feel the brand – whether online or offline. It’s less about loud advertising, and more about genuine connection. What do you think of the fate of online furniture design brands like Made.com in the UK – what will
and optimise every stage of our operations. That gives us the ability to offer better pricing, stronger quality control, and faster, more consistent delivery. It’s also why we took our time before entering the UK. Over the years, we’ve built a strong foundation across every part of the business – from product and digital to supply chain and retail – learning, iterating, and improving in each market.
“Our goal is to earn trust, not just traffic
We’re not here for a quick win. We’re building for the long game – to be thoughtful, steady, and built to last. How does your partnership with Maersk help smooth over some of the difficulties involved in global furniture fulfilment? Our partnership with Maersk has been pivotal for Castlery, not only in navigating the complexities of global furniture fulfilment but also in supporting our expansion into new markets like the UK. Furniture logistics can be challenging – from freight to warehousing and overall supply chain management – and Maersk helps us streamline every step, ensuring our products reach our distribution hubs efficiently and reliably. It’s also about sustainability. Working with Maersk has helped us reduce our carbon footprint and minimise waste, which is central to how we approach growth. Most importantly, it’s a long–term partnership built on trust, where we can grow together and rely on each other to maintain quality, service and consistency for our customers. This collaboration allows us to deliver on our promise of well–made, accessible furniture without the usual frustrations of delays or inefficiencies in the supply chain.
you do differently? Will Castlery be around for the long–term? Made.com did a lot right – they made good design more accessible, and inspired a whole generation of online furniture brands. But the industry has evolved. Today, customers expect faster delivery, higher quality, and more reliability. Our model is different. We’re vertically integrated,
What are the key aims/targets you’ve set for the business in the UK, in terms of growth and customer satisfaction? We want to build a loyal community of customers who feel seen and supported. In practical terms – excellent delivery, fewer returns, and great reviews. If we get those right, growth follows naturally. ››
14 INSIGHT
Lira dining chairs
As a serial entrepreneur, what other enterprises are you personally involved in that might be of interest to our readers? As a homeschooling father of three young boys, I also live the reality our customers face every day – balancing beauty with practicality, chaos with calm. That perspective keeps me grounded and deeply connected to the people we design for.
Evelyn Room, from Castery’s townhouse pop-up
“I’ve lived the same milestones our customers are going through
How personally connected are you to the UK? Bringing Castlery to the UK is deeply personal for me. I lived in London for nearly a decade – it’s where I grew up, in many ways, shaped by the city’s mix of history, design and grit. I used to walk past the shops on Tottenham Court Road as a student, inspired by the furniture but rarely able to afford any of it. That experience stayed with me and, in many ways, planted the seed for what we are doing at Castlery. London is also where I had some of the most meaningful milestones in my life. I met my then– girlfriend, now my wife, there, and those memories have very much shaped the person I am today. Apart
from the pandemic years, I still come back every summer to the UK for 2- 3 months. During our townhouse pop–up, I found myself reflecting on how things have come full circle – from a student admiring furniture from the outside, to now welcoming customers, partners and media into a space that truly feels like our home in the UK. It’s a moment that perfectly captures the personal and professional journey that has brought Castlery here. What else about your interests and experiences qualify you to lead an international furniture brand? I wouldn’t say there’s a perfect qualification for leading an international furniture brand – but I’ve picked up a few useful tools along the way. My background in finance and law gave me structure and discipline, while building Castlery has taught me almost everything they don’t teach in business school – patience, creativity, and how to stay calm when everything’s on fire. I’ve always had one foot in the arts. I grew up in music and theatre, performed in over 10 musicals before I was 21, and even wrote and staged one during my time at University College London. Those experiences taught me how to tell stories that move people – something I think about a lot when we design furniture or communicate what we stand for as a brand. But more than anything, I think what helps me lead Castlery is that I’ve lived the same milestones our customers are going through – graduation, first job, first home, marriage, kids, even the occasional move or break-up. I understand the chaos, the compromises, and the small joys that come with each stage. That empathy shapes everything we do – creating furniture that’s not just designed for how people live, but how life actually feels. www.castlery.com/uk
Buoyant Tops The Premier League
Buoyant and Premier have come together to create an exciting new collection of leather and recliner sofas, which blend contemporary British design with world-class comfort, innovation and quality. With fresh designs, best lead times, and UK held stock, this collaboration makes leather living more accessible than ever.
See this exciting New Collection at the 2026 January Furniture Show, at NEC from 18th- 21st. you’ll find us in Hall 5 Stand F30 and G30
16 INSIGHT
The furniture industry’s state of play The latest edition of the Furniture Industry Research Association (FIRA) Statistics Digest for the UK Furniture Industry, published this autumn, is a valuable snapshot of the sector’s evolution, from pandemic highs to shifting overseas trade gaps. This month, Furniture News shares an exclusive look at the report’s key findings, including insights regarding the industry’s size, scope and activity …
The UK furniture and furnishings industry remains a vital contributor to the national economy, providing scale, employment and resilience across manufacturing, retail, wholesale and trade. FIRA’s new digest compiles the latest available data to offer decision-makers and stakeholders a clear, evidence-based view of current performance and structural trends, drawing from authoritative Government sources including the Office for National Statistics (ONS) and HM Revenue & Customs (HMRC), and covers 2019-24. Manufacturing data by product, sourced from the ONS’ Prodcom series, is available up to 2024, but data by business activity is only available to 2023. Based on historic publishing schedules, data for 2024 will be published in spring 2026, with the release of the Annual Business Survey results. The digest adopts a dual classification approach using the UK’s Standard Industrial Classification (SIC) system to assess domestic business activity, and the internationally recognised Harmonised System (HS) codes to evaluate trade performance. These frameworks allow for clarity in mapping production volumes, business demographics and global trade flows.
Image courtesy Shutterstock/Bolyuk Studio
Consumer spending trends UK household final consumption expenditure totalled
“While turnover has grown since 2020, employment has declined
£1.71t in 2024, an increase of 42% from 2020, largely driven by a domestic spending surge of nearly £480b. However, spending on furnishings and household equipment diverged from the general trend. After peaking at £79.5b in 2022, consumer expenditure in this category declined for two consecutive years, falling to £76.1b in 2024. More specifically, spending on furniture and furnishings fell by £3.2b between 2022 and 2024, landing at £21.5b. This contraction contrasts with growth in adjacent sectors such as housing (25% over five years), recreation and culture (35%), and restaurants and hotels, which more than doubled in value over the same period. Despite recent declines, some sub-categories have remained resilient. Spending on small household appliances rose in 2024, while investment in tools and equipment for the home and garden has held steady, near £9b. Routine household maintenance reached a five-year high at £12.5b, signalling sustained consumer engagement with home upkeep even as discretionary purchases softened. UK furniture manufacturing – activity and business structure The UK furniture manufacturing sector comprised 6,705 enterprises, supporting an estimated 72,000
Image courtesy Shutterstock/Halfpoint
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jobs, turning over £10.4b in 2023 (by activity, not product), according to the latest Annual Business Survey, published in April 2025. While turnover has grown since 2020, employment has declined over the same period, underscoring structural shifts towards automation, productivity gains or consolidation. Sub-sector activity shows diverse performance patterns: kitchen furniture was the largest segment by turnover, at £3.28b; other furniture was the most populous sub-sector by enterprise count (4,036 businesses); office and shop furniture turnover rose to £2.44b, recovering from pandemic lows; and mattresses turnover contracted to £858m in 2023, despite maintaining enterprise and employment levels. The sector is characterised by fragmentation and a reliance on small enterprises. Over 55% of manufacturers have annual turnover below £250,000. Fewer than 30 businesses report turnover above £10m, and only 15 exceed £50m. Employment data further reveals that more than 80% of furnituremakers employ fewer than 10 staff, and only 30 businesses employ more than 250 people. Furniture manufacturing is unevenly distributed across the UK. The South East (860 firms), Yorkshire and The Humber (845), and London (740) represent the leading regions by business count. Yorkshire also stands out in mattress production, home to 150 of the UK’s 245 mattress manufacturers. Meanwhile, Northern Ireland has a disproportionately high number of kitchen furnituremakers (195), despite a relatively modest total manufacturer base (345).
UK furniture manufacturing by product Total manufacturer sales across these categories amounted to £10.8b in 2024, including £7.25b in direct product sales and £3.5b in additional income from merchanted goods, services, and nonmanufacturing activities. Although down slightly from the 2022 peak (£11.43b), this total remains higher than 2019-21. Breakdowns by product type include: kitchen furniture, the leading product category, with product sales reaching £2.34b (note that kitchen manufacturers’ sales, by activity, are higher still); upholstered wooden seating (the proxy for sofas, and the largest single category of domestic seating) saw sales of £784m in 2024 – the lowest since the Covid period, and down 17% compared with 2023; in mattresses, coil and pocket-sprung mattresses remained dominant at £531.7m, with mattresses of other construction, including foam, at £79.8m; and in bedroom furniture, wooden bedroom furniture remained a top-selling cabinet category at £515.4m (although that represents a nine-year low). The manufacturing of office and shop furniture, plastic furniture, and component parts (wood/ metal) also contribute significantly to the domestic production landscape. The wider furniture and furnishings sector When accounting for the entire supply chain – manufacturing, wholesale, retail and services – the sector’s total value becomes even more substantial.
“The sector is broad-based, resilient, and integral to employment and regional development across the UK
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18 INSIGHT
Image courtesy Shutterstock/David Prado Perucha
“Spending fell by £3.2b between 2022 and 2024. This contraction contrasts with growth in adjacent sectors
According to the Annual Business Survey, total turnover across manufacturing, wholesale and retail came to over £38b in 2023, rising further adding imports, and the broader sector employed more than 225,000 people in 2023. Breaking this down by segment: in manufacturing, furniture accounted for £10.4b (75%) of all furnishingsrelated manufacturing turnover; furniture and floorcoverings wholesale was valued at £5.39b across 2,300 enterprises; furniture, lighting and floorcovering retailers generated £17.7b in turnover and employed over 108,000 workers; and rent and repair contributed a further £1.98b, with over 14,000 employees. This reinforces the furniture and furnishings sector as a major part of the UK economy, both in direct GDP contribution and as an employment generator. International trade – imports, exports and trade gaps The UK furniture sector continues to operate with a significant trade deficit. In 2024, imports under Chapter 94 of the Harmonised System (HS) classification totalled £10.29b, while exports reached £3.25b – a deficit of over £7b. This imbalance highlights the UK’s dependency on foreign manufacturing, especially from low-cost production economies. The top imports (by category) were: furniture and parts, at £4.27b; seats and seat parts, at £3.24b; and lighting, at £1.49b. China remained the dominant supplier, accounting for nearly 40% of imports (£4.06b). By contrast, leading European sources – Italy, Poland, Germany and France – all saw reduced shipments in 2024. The top exports (by category) were: seats, at £1.25b, driven by aircraft seating and seat components; lighting, at £557m; and furniture and parts, at £1.01b. Export gains were strongest to the US (up 24% to £741m), with notable increases also seen in the UAE,
India and Spain. Ireland, historically the UK’s secondlargest export destination, saw exports decline by 10% to £470m. The UK exported £1.25b in seating and imported £3.24b. Upholstered seats with wooden frames had imports of £1.05b, against exports of just £85m. Mattresses and bedding imports totalled £655m in 2024, and exports were £112m (foam and sprung mattresses continue to dominate). For wooden furniture, import values remain high across kitchens, bedrooms and dining segments, but exports are comparatively modest in all categories. The UK furniture and furnishings industry remains a cornerstone of the domestic economy, with a value chain spanning manufacturing, wholesale, retail and global trade. The total value of combined furniture and furnishings consumer expenditure, UK-manufactured furniture (by product), and imported furniture, was £47.9b in 2024. Despite headwinds in consumer spending and the persistence of a structural trade imbalance, the sector is broad-based, resilient, and integral to employment and regional development across the UK. FIRA’s digest identifies several challenges – most notably declining domestic production in some subcategories and a continued reliance on imports – but also opportunities for strategic expansion, innovation and trade diversification. The full report, which expands significantly on the findings shared here, is available free of charge to members of the Furniture Industry Research Association, or can be purchased from the association’s online bookshop. www.fira.co.uk
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20 INSIGHT
The future of furniture imagery
“One sofa image can quickly become a full room story, using only products the brand actually sells
Once rendered, an image model can quickly and easily be placed within realistic settings
“In home furnishings, imagery used to be a bottleneck,” states this month’s cover star Presti, “and beautiful photography was something you fought for twice a year, not something you could update every week. Presti 2.0 marks the moment when AI imagery stops being a side experiment and starts becoming core infrastructure for manufacturers and retailers …”
The journey of US-based manufacturer Dovetail Furniture, which works with Presti, captures that shift. Like many brands, Dovetail was launching hundreds of new SKUs every year while relying on a traditional workflow built around studio shoots, rented locations, stock backgrounds and intensive Photoshop compositing. “A single lifestyle image could take two or three days of work,” Presti explains. “In a good week, their small creative team might produce four lifestyles and end up using only two or three.” With Presti in place, the team has not grown, but its output has, says the CGI wizard: ”By uploading a clean product shot, choosing a brand-relevant setting and letting the platform handle cut-outs, composition and relighting, they now produce several times more usable images, across all channels, with the same five people. Homepage refreshes, lookbooks, marketplace assets, social campaigns and even billboards can be fed from the same pipeline.” Presti, known for its pioneering AI solution for furniture imagery, has now unveiled Presti 2.0, the direct result of what it has learned working closely with more than 400 customers across the industry. Presti 2.0 introduces three major shifts. First, the AI Assistant turns a dense toolkit into a simple conversation. Instead of hunting through menus, users can type what they want – for example, “Change the floor to wood and add a beige rug, bring in this coffee table, move this end table to the left” – and the system iterates on the same image in seconds. “Iteration that used to mean starting from scratch now happens directly on the image you already like,” Presti explains. Secondly, Presti 2.0 moves beyond single product
visuals. Brands can now combine multiple SKUs from their catalogue in one scene, build out families of products and accessorise with their own props, while keeping the shapes, proportions and colours accurate. That means one sofa image can quickly become a full room story, using only products the brand actually sells. Third, custom AI styles turn brand identity into a real performance asset. By training with a client’s existing photography and moodboards, Presti builds brand-specific models that understand what ‘California casual’ ‘outdoor greenery’, or ‘classic heritage’ look like for that company. “Instead of fighting with prompts on every image, teams simply select their style and generate rooms that feel like their brand from the first click,” says Presti. Around these pillars sit deeply practical features: premium relighting that makes difficult silo shots blend naturally into new spaces; ‘same room’ camera rotations that create multiple angles in a consistent environment; and enhanced silos that deliver elevated product shots for PDPs and campaigns at scale. “Crucially, Presti 2.0 does not aim to replace real world photography,” the AI pioneer clarifies, “it sits beside it. Hero shoots and on-location campaigns still define the brand, while AI extends that creative direction across the long tail of SKUs and channels that were previously under-served. “For furniture brands under pressure to launch faster, support more retailers and keep imagery consistently on brand, Presti 2.0 is less about special effects and more about control, coherence and speed. It is what happens when AI imagery finally speaks the language of the furniture industry.” www.presti.ai
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22 INSIGHT
Twenty years in beds
“The secret to our success is no secret
The independent retailer, founded in 2005 by Donna Daniel and her father John, has grown from a shop on Abergele Road, Colwyn Bay, into one of the region’s best-known names in beds and bedroom furniture. Today, the company operates two stores, one specialising in beds and mattresses, the other in bedroom furniture – as well as a store on Mostyn Street, Llandudno, which opened in 2014 to meet growing customer demand along the coast. Donna, originally from Queensferry and now living in Abergele, says reaching the two-decade milestone is a dream come true for the whole family: “When I first started, I hadn’t a clue about selling beds, but you soon pick it up. Now we know every product inside out, so when someone walks in or calls up, we can help them straight away. That knowledge and personal touch are what customers value most.” Her father John, who has spent more than 50 years in the bed industry, remains an active part of the business at nearly 80 years old. Having helped Donna launch the store, when he was both delivery driver and mentor, John still enjoys delivering to customers across North Wales and beyond. “Dad’s part of the furniture, quite literally!” says Donna. “He’s been delivering beds for decades and still loves being involved. He’s such a big part of who we are.” Now into its third generation, Donna’s daughter Danielle has also joined the family venture. After a career as airline cabin crew, Danielle returned to Perfect Dreams following the birth of her daughter, and Donna hopes the family tradition might one day continue. “Maybe she’ll join us too one day,” she says. “That
Donna, John and Danielle
Family-run retailer Perfect Dreams, which operates three stores in Colwyn Bay and Llandudno, is celebrating 20 years in the bed business.
would make four generations, and Dad would be over the moon to see that.” For the past 20 years, Perfect Dreams has served thousands of customers across North Wales, the North West and beyond, delivering as far afield as Portugal and the Ascension Islands, and even counting a few celebrity buyers among its customer base. “The secret to our success is no secret,” Donna adds. “Friendly staff, fair prices, and doing things properly. People just want a comfortable bed and to be treated with respect, and that’s always been our philosophy.” The retailer has navigated the many challenges facing small businesses over the years by staying adaptable and keeping its focus on community, she adds – while embracing technology, online sales and social media, Donna says the heart of the business remains face-to-face contact and trust. Perfect Dreams also supports local causes, including The Hummingbird Project in Abergele, donating a portion of profits from each bed sold to help families and individuals in need during regular campaigns. “We’re incredibly proud to be part of such a supportive community,” says Donna. “Colwyn Bay and Llandudno are full of fantastic independent businesses. We’ve had amazing support from our customers over the last 20 years and we hope to help them sleep soundly for many more to come,” she concludes. www.perfect-dreams.co.uk
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24 INSIGHT
GETTING PERSONAL
Greg Suthern 100% Comfort has partnered with Harrison Spinks to develop a range of branded pillows
Having worked in furniture in the UK and over 40 other markets since 1995, Greg is equally comfortable in D2C, B2B and omnichannel environments. He helped turn DFS and Dreams into brand leaders, and played a significant part in the growth of Furniture Village. As CEO of Studio Moderna, Greg opened global markets and factories for the Dormeo sleep brand and Octaspring technology. In 2023, he co-founded 100% Comfort, a sleep brand focused on pillows and toppers, which is making strong headway across the sector.
How might a child describe what you do? I help people sleep better. What’s the biggest long-term challenge you face? The unexpected – it’s always the unexpected that causes the biggest challenges, and they will always be there. If you had 10 x your working budget, what would you spend it on? The right things to grow the business profitably. Nothing flash or unnecessary, just the right things at the right time. What would be the title of your autobiography? Always Happy, Never Satisfied. What does ‘work/life balance’ mean to you? Being present in each moment, whether at work or home. I’m lucky that I can switch off and on quickly, so I don’t see work as an intrusion, it is part of me and what I do. What advice would you give your younger self? Don’t listen to your older self! Hindsight might stop you making mistakes, but mistakes are vital for learning, and they make you better at seeing future problems before they occur. Who’s been your most influential mentor? I’ve been lucky enough to work with some of the biggest names in the industry, but Graham Kirkham
was head and shoulders the most influential for me. I had almost a decade working closely with him during my formative years and his influence definitely helped shape who I am today. What’s been your best day in business to date? Today. Everything else is in the past and can’t be changed – today always has the opportunity to be the best day ever. What’s the biggest myth about our industry? That sales are genuine. What should everyone in our industry either stop or start doing? Start caring more about the customer. Those that don’t should, those that do should carry on. Where do you see the industry going in the next 5-10 years? Consolidating. Fewer and fewer manufacturers and retailers, and more vertical integration of the two. Independents will continue to close unless government steps in to save physical retail – our nation of shopkeepers is becoming a nation of online shoppers. What question do you wish we’d asked? How would you have answered? Q. Do you fancy a brew? A. Yes please, that would be lovely. www.100comfort.com
“Today always has the opportunity to be the best day ever. Everything else is in the past and can’t be changed
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THINK BIGGER
Need to make your mark in 2026? Look no further! With extra distribution at JFS and INDX Furniture, January’s issue is the essential B2B platform for the UK furniture industry, featuring: • Our unbeatable January Furniture Show preview • Excellence in Furniture Awards finalist focus • INDX Furniture (AIS) and Spring Fair previews • Spotlight on Buying Groups & Associations • Delivery fulfilment feature • Our annual Trend Forecast (2026-27) • Bedroom, Living, Dining and Trade Services
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26 EVENTS
Getting down to business What’s keeping you busy right now? I’ve been in the furniture industry for over 20 years, and during that time I’ve seen the sector face a complex array of challenges – and none more so than today’s demanding environment! From consumer price sensitivity and increased operating costs, to supply chain disruptions, what’s keeping me busy right now is working with my team at AIS to support our members and our global network of suppliers as they face these challenges head-on.
Emma Rackley
Taking place from 17-20th January (the first day reserved for AIS members only) at Cranmore Park, Solihull, the upcoming INDX Furniture show promises buyers valuable (and timely) opportunities, explains Emma Rackley, director of furniture and home at the event’s organiser, buying group Associated Independent Stores (AIS) …
How is AIS helping its members and suppliers at this time? We are continually looking at ways to help and support our community of members and suppliers. In today’s shifting landscape, that includes developing ways to help optimise the supply chain for value, elevate the digital experience for connection, and build lasting relationships through quality and common purpose.
“Tough times call for smarter choices
What can visitors expect to find at January’s INDX Furniture? Tough times call for smarter choices, and our role at INDX Furniture is simple – to provide the most efficient and effective meeting point for innovation and commercial business. We remain focused on creating authentic, trend- and market-driven shows that connect visiting retailers with the most forwardthinking suppliers in the business. Retailers need better products and stronger margins, and our suppliers need a clear path to market – the upcoming show will connect the two. Combining market insight and commercial expertise, visiting buyers can expect a carefully edited exhibitor line-up including HTL, G Plan Upholstery, Primavera, Kuka, Sofa Source and Gallery Direct.
What’s new? It’s always important to introduce new exhibitors to the show, and we are always looking for brands that will not only strengthen but also enhance and evolve our core of key returners. In January, we are delighted to be welcoming a hand-picked selection of suppliers making their INDX debut, including the highly commercial and affordable Zoy Furniture. Kuka Home, one of the top five manufacturers in the Far East, will be showcasing its collection of cool designs, and You’re Furnished will be joining the line-up, as a specialist in furniture with a reclaimed edge. Vale Bridgecraft is also not to be missed – handmade in the UK, and a big surprise (it’s not the Vale Bridgecraft you once knew!). Any closing words? The INDX Furniture show is where the UK furniture sector gets down to business, finds cost-effective solutions, and lays practical foundations for the next year’s success. The four-day January show will be a fantastic opportunity to explore exciting new design trends and innovation, streamline sourcing, and make meaningful business connections. We look forward to bringing everyone together and seeing the industry’s unstoppable innovation and energy back on our show floor. www.indxshows.co.uk/shows/furniture
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28 EVENTS
SWFMARF FURNITURE SHOW The South West Furniture Manufacturers Agents & Reps Federation (SWFMARF) Furniture Show, held at Junction 24 in Bridgwater in September, proved “a fantastic event for members, guests and exhibitors alike”, reports the federation. “The event was full of energy, showcasing an incredible range of furniture and ideas, and gave
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everyone the perfect chance to network, catch up, and see what’s new in the industry. Our visitor numbers were increased again, resulting in a growth for the last three years of both exhibitors and visitors which, in the current climate, is extremely pleasing, and rewards our efforts in organising the show. “A big thank you to everyone who took part in our raffle! Congratulations to our lucky winners. We hope you thoroughly enjoy your prizes! And it was wonderful to see some new faces at the SWFMARF show. We’ve received some lovely feedback.” One member shared: “Thank you for making me feel so welcome – it’s been a great start, and I’m excited to be part of the group.” Daffyd Davies, from Davies and Davies in Llandysul, commented: “It was nice to see the show being well supported again, it deserves it. Organised and run by some great people, with some great products on offer.” Sue Calladine, MD of Bedrock Furniture, said: “It’s great to have a show right here in the South West – easy to get to, relaxed atmosphere, and a really nice mix of products to view – especially with the added bonus of winning a hamper just for turning up!” SWFMARF concludes: “With such a strong start to the season, we can’t wait to share more events, shows, and socials with you all. If you’d like to become a member please head to our website and click on ‘Join us’.”
NEW FURNITURE MAKERS www.furnituremakers.org.uk/ new-furniture-makers-exhibition
The New Furniture Makers exhibition, organised by The Furniture Makers’ Company and principally sponsored by Furniture Village, took place on 29th October at Furniture Makers’ Hall and the Dutch Church in Austin Friars, London. More than 70 designs from emerging designermakers were exhibited at the one-day event, which was set up over 15 years ago for school children, students and graduates to showcase their work to the design community and connect with potential employers. Hundreds gathered to celebrate the winners of the show’s various awards and prizes, who were announced by Rupert Senior, one of the UK’s leading bespoke furniture designer-makers, and Francesca Rowan-Plowden, interior designer, entrepreneur and television presenter. Debbie Johnson, master of The Furniture Makers’ Company, says: “The New Furniture Makers
exhibition once again highlighted the outstanding and extraordinary design talent present in the UK. We are deeply thankful to our exhibition and award sponsors, whose continued commitment makes this inspiring event possible every year. I would especially like to express my gratitude to our principal sponsor, Furniture Village, for their generous support.” The 2026 edition will take place on 4th November.
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30 EVENTS JANUARY FURNITURE SHOW
More to discover at JFS The January Furniture Show (JFS) returns to the NEC Birmingham from 18th-21st January. As the place where new-season ranges are revealed, JFS continues to grow in scale, reach and relevance, says organiser Clarion Events, with this edition set to be its most diverse yet. Ahead of our big preview in next month’s issue, here’s a teaser of what visitors can expect to find …
“The year starts at JFS
The upcoming show promises 35% new exhibitors and 40% international brands, opening the doors to innovative manufacturers, fresh supply partners and new product directions from across Europe and beyond. For retailers, buyers and designers, that means a wider choice of ranges, new sourcing opportunities, and access to collections not previously available in the UK market. “JFS remains the point in the calendar where decisions begin, where you can see build quality for yourself, feel finishes, test comfort, check lead times, and negotiate directly with suppliers,” says Clarion. “It’s a first look at the styles and categories shaping 2026, with many exhibitors offering exclusive show-only discounts and incentives for those ready to commit on the stand.” Recognisable names returning include Buoyant, Whitemeadow, Sherborne, Lebus, Baker Furniture, Welcome, Ashwood and Westbridge, while Premier Furniture, Rattan Republic, Richmond Interiors and Ekornes are also back, bringing renewed momentum and added depth to the show’ lifestyle and premium sectors. For design-led retailers and interior specialists, the elevated Hall 1 (Premium Design) continues to expand, bringing together distinctive craft, material innovation, refined upholstery and contemporary styling. “This dedicated space once again underlines JFS’ widening appeal across mainstream, designer-led and luxury markets,” says Clarion. JFS has become more than a sourcing trip – it is a meeting place for ideas, conversations and community. Alongside four days of buying, the upcoming show will introduce new features designed to inspire and connect every corner of the industry. The new Retail Revealed Live Stage promises fresh perspectives on leadership, sustainability, consumer behaviour, technology and business growth, hosting open discussions with leading retailers, manufacturers, interior specialists and industry thinkers, while the Women in Furniture
Network returns with dedicated sessions designed to encourage open conversation, exchange experiences, and recognise progress across the sector. “The relaxed, curated setting helps build meaningful relationships while supporting women to grow in confidence, drive change and move forward together,” says Clarion. A new addition to the show, the Botanical Garden Bar will offer a vibrant yet informal environment in which to unwind – complete with a complimentary Happy Hour to bring the industry together at the end of each day. Meanwhile, the invite-only VIP Lounge will offer a quiet, hosted space for key buying groups, senior decision-makers and international partners, offering refreshments, private cloakroom access and reserved parking. Also new to the 2026 edition are the Excellence in Furniture Awards. Taking place on 19th January, the awards will celebrate stand-out products, leadership, innovation, and rising stars across the sector. With over 350 guests expected and limited tables remaining, the programme promises to become “a highlight of the furniture calendar”, says Clarion. “Whether you’re looking for the latest launches, new contacts, sourcing inspiration, or simply a chance to catch up with the industry, the year starts at JFS.” www.thefurnitureshows.com
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32 EVENTS JANUARY FURNITURE SHOW
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Monaco
Some of the new ranges fall into Wiemann’s premium VIP category. These will sit alongside the company’s current market-leading offerings, Monaco and Ohio, plus promotional ranges suitable for British bedrooms. Kai Schwenke, Wiemann’s export manager, says: “Customers know our high standards across all our products, and the new ranges are no exception. Prototypes have been shown at trade exhibitions in Germany in the autumn and they have been enthusiastically received. We are looking forward to launching them on the UK market at the NEC.” There will also be a chance to explore several other top-performing Wiemann ranges. Simon Hewitt, MD of Wiemann’s sole agent for the UK and Ireland, Litmus Furniture, says: “We have some fantastic products lined up for launch in January 2026, including VIP and semi-solid wood options, as well as entry-level wardrobes which will excite
Denver
“We have some fantastic products lined up for launch
Cambridge
New ranges for the UK market will be on show at awardwinning bedroom manufacturer Wiemann’s stand (3-D50) at JFS. The new collections are high quality, stylish and flexible, says Wiemann, offering “a total bedroom solution for any style or size of room”.
discerning consumers. Show specials look set to be popular – don’t miss our stand!” Wiemann is also delighted to be in the running for two awards at the Excellence in Furniture Awards, which will be awarded at the show. The company is a finalist in both the Global Player and Superior Service categories. Simon adds: “We are honoured to be named on the shortlist for these prestigious awards and will be keeping everything crossed, and wish everyone good luck for the finals.” Wiemann recently celebrated its 125th anniversary. Current MD Markus Wiemann is the great-grandson of founder Matthias Wiemann. He comments: “Throughout our 125 years, colleagues across the business have consistently worked extremely hard to produce and deliver excellent products. We are fortunate in having a dedicated, motivated and loyal team. “We are proud of our family values, culture of investment and high standards, and always striving to improve. We look forward to continuing to uphold these benchmarks for the next 125 years and beyond.” www.wiemannuk.co.uk
33
EDROOMS BEAUTIFUL FROM BEDROOMSWIEMANN FROM WIEMANN
Ohio
BEDROOMS OF DISTINCTIVE STYLE, QUALITY AND VALUE
enquiries@wiemannuk.co.uk | www.wiemannuk.co.uk
HOME DELIVERY & INSTALLATION | SALES TRAINING | MARKETING SUPPORT | UK CUSTOMER SUPPORT
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The Furniture Makers’ Company the furnishing industry’s charity
SUPPORT FOR FURNISHING INDUSTRY YLE, QUALITY PEOPLE AND VALUE
Ohio
www.wiemannuk.co.uk Struggling financially? We’re here to help!
As the charity for the furnishing we have been supporting | MARKETING SUPPORT | UKindustry, CUSTOMER SUPPORT the welfare of people working in the trade since 1903. We help furnishing industry people by providing financial grants and practical, useful advice.
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020 7256 5558 07366 568 458 welfareofficer@furnituremakers.org.uk www.furnituremakers.org.uk/welfare The Worshipful Company of Furniture Makers’ Charitable Funds incorporating the Furnishing Trades Benevolent Association is a registered charity in England and Wales (no. 1015519) and a registered company (no. 02759359) in England and Wales
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34 EVENTS SHOWTIME
Heimtextil leads the change Heimtextil will again be a rallying point for design, sustainability and global commerce for the textiles and interiors world, when it returns to Messe Frankfurt from 13-16th January.
“Heimtextil is not simply sticking to traditional categories
The upcoming edition of the international trade fair for home and contract textiles is themed ‘Lead the Change’, an invites exhibitors and visitors to “accelerate the transformation of an industry in flux”. “In recent years, the textile sector has grappled with profound shifts, from supply chain disruptions and rising raw material costs to an urgent reckoning with sustainability, circularity and design innovation,” says show organiser Messe Frankfurt Exhibition. Heimtextil 2026 aims to embrace these challenges head on. The show’s organiser has announced an optimised hall layout intended to shorten walking distances and facilitate “serendipitous” meetings, underlining the fair’s intent to foster meaningful connections, not just displays. Among the fair’s new features is the Sleep & Meet area, a dedicated hub for mattress and sleep industry players, and a refreshed Carpets & Rugs/Flooring & Equipment zone, now enhanced by the Future Floor content programme. “These additions signal that Heimtextil is not simply sticking to traditional categories but actively evolving to reflect how interior spaces are composed and experienced,” says the organiser. “Whether it’s the feel of underfoot textiles or the restful efficacy of bedding, the show is widening its lens.” Perhaps the most compelling thread is the role of sustainability and trends. The upcoming edition features the Heimtextil Trends 26/27 theme, ‘Craft is a verb’, which suggests a shift in mindset, says the organiser: “Craftsmanship isn’t something static to be admired, but an active set of practices implying care, context and responsibility. Such a framing invites those present to think in long-term cycles rather than seasonal turnovers.” The global nature of the event remains a major draw. Exhibitors report that Heimtextil attracts an international mix of visitors from Europe, Asia, Latin and North America, and for companies intent on exports or a global brand presence, it continues to offer a rich marketplace of ideas, orders and partnerships. “The fact that firms are already citing excellent visitor quality and meaningful new leads reinforces
that this is no ordinary trade fair,” says Messe Frankfurt Exhibition. Design veterans and newcomers alike will find reasons to attend. The fair’s collaboration with renowned designer Patricia Urquiola promises “an elevated design hotspot that merges vision with textiles”. It adds: “It’s a reminder that functionality and aesthetics are co-equal in contemporary interiors – consumers expect both durability and delight. “For visitors and exhibitors planning, it’s worth noting the timing. That early year rendezvous offers a strategic vantage point to preview trends for the year ahead, build networks and place orders before many seasonal cycles commence. “In short, Heimtextil 2026 is shaping up to be much more than a marketplace of fabrics and furnishings. It presents itself as a forum for change, for the textiles industry to rethink the way it works, what it values and how it connects. For those in the business of interiors, architecture, hospitality or retail, it’s a must-mark date. The opportunity is clear – to lead the change, not merely follow it.” www.heimtextil.messefrankfurt.com/frankfurt/ en.html
LEAD THE CHANGE info@uk.messefrankfurt.com Tel. +44 (0) 14 83 48 39 84
13. – 16. 1. 2026 FRANKFURT / MAIN
36 EVENTS SHOWTIME
Discover stand-out products at INDX Furniture Promising design innovation and retail inspiration, INDX Furniture returns to Cranmore Park, Solihull from Saturday 17th January to Tuesday 20th January, and promises to bring together a selection of some of the industry’s best brands, highlighting the latest ranges across upholstery, living, dining, garden and outdoor, and home furnishing accessories.
“As productive as it is enjoyable
Organised by award-winning buying group Associated Independent Stores (AIS), INDX Furniture is uniquely curated, with industry experts selecting every brand to ensure a highly commercial, trend-driven edit that “cuts through the noise”. Following its regular format, admission on the first day of the show is reserved for AIS members, while general trade visitors are welcome to attend through days two to four. The exhibitor line-up is set to include Abode, At The Helm, Avriio, Calia Italia, Canmov, Classic Furniture, Contrast, Couch & Co, Cófra, Flooring One, Gallery Direct, G Plan Cabinet, G Plan Upholstery, HND, HTL, Hestia Living, J&C, Kuka Home, MiBed, New Trend Concepts, Oti, Papaya Trading, Primavera Furniture, Sofa Source, Torelli, Wood Bros, You’re Furnished, and Zoy Furniture. Cranmore Park, the event venue, and home of
INDX Shows, is centrally located in the heart of the UK, just on the edge of Birmingham. It is easy to reach, with major air, road and rail links close by, and designed to encourage a professional, informal and friendly trade show exhibition environment. Visitors benefit from plenty of free on-site parking, complimentary refreshments and hospitality, ensuring a stress-free experience, and making a visit “as productive as it is enjoyable”, says AIS. “More than just a trade show, INDX Furniture is where the industry’s leaders connect, collaborate, and find the essential brands, insight and inspiration to fuel business growth. “Ready to discover the stand-out pieces and trendsetting designs that will make your store the retail destination? Register today at https://indxshows. co.uk/shows/furniture. Next year will also see AIS host INDX Home (24-25th February and 8-9th September), INDX Beds (28-29th April) and the INDX National Flooring Show (10-11th May). www.indxshows.co.uk/shows/furniture
38 EVENTS SHOWTIME
Discover “the alchemy of retail” at Spring Fair Spring Fair, the UK showcase for Home, Gift and Fashion, returns to the NEC Birmingham from 1st-4th February 2026 with a bold new creative direction, themed Retail Alchemists - Masters of the Mix …
Coach House
“The ultimate place to connect, collaborate and craft the future of retail
This new era signals Spring Fair’s evolution “from a traditional marketplace into an immersive experience, a living, breathing celebration of creativity and connection,” says organiser Hyve Group. “At its heart are the people who make retail magical – the buyers who mix the unexpected, the suppliers who spark what’s next, and the makers who turn stock into stories and shops into stages. They are the true alchemists of retail, masters of reinvention and experience, and Spring Fair 2026 is their stage to shine.” For over 75 years, Spring Fair has united thousands of brands, suppliers and buyers to discover, collaborate and shape the seasons ahead. The 2026 edition builds on that heritage with a re-energised visitor experience, an expanded show footprint (which includes a dedicated new Design at Spring Fair sector and the return of Glee at Spring Fair), and a bold new programme of content, networking and design-led innovation. Across the show, the new Retail Alchemists theme will be brought to life through “beautifully curated spaces designed to engage all five senses, turning every aisle into a modern apothecary of ideas”, says Hyve. “It celebrates the innovators who mix the elements of modern retail – people and purpose, technology and humanity, consumption and meaning.” The event remains the largest global showcase of gift, home and fashion, and a vital destination for buyers seeking “products that spark imagination and customer engagement”, who can explore over 1,200 exhibiting brands, offering over a million products across 16 curated destinations – with 38% of products exclusive to the show – to discover “the ranges that will define the 2026 retail landscape”, says Hyve. Its boldest evolution yet is the launch of Design at Spring Fair, a new destination dedicated to the world of interiors, architecture and hospitality. Representing a significant step-change for the show, extending its influence beyond retail into the wider design and specification community, the new destination aims to act as a sourcing and networking hub, connecting
designers, specifiers, developers and design-oriented retailers with a selected edit of design-led suppliers. “Design represents a significant evolution for Spring Fair and a bold step into the design and specification market,” says Gareth Watkins, editor of Design at Spring Fair. “We’re creating a space that sits at the intersection of creativity, craftsmanship and commercial application. The design community is increasingly looking for fresh sources of inspiration and specification-ready suppliers, and we believe Design at Spring Fair will deliver exactly that. Design is no longer a luxury, it’s a requirement.” Confirmed exhibitors include Coach House, Rama Carpets (featuring Christopher Guy and Calvin Klein), Gallery Direct, Mindy Brownes Interiors, The Libra Company, PR Home, Pacific, The Otters Brook Collection, Yearn Glass, One.World, and Light & Living. The new Licensing Lab launches in Hall 4, and the show continues to champion emerging talent through its New Business Pavilions, #SBS Village (in partnership with Theo Paphitis) and Gift of the Year Showcase – plus The Digital Foundry (a sleek innovation lab showcasing AI, e-commerce and retail tech), The Merchant’s Corner (a British high street–inspired space offering live pitch sessions and practical masterclasses for independents), The Design Studio (a trend-led stage and bar for networking within the Home & Interiors sector),and The Buyers Retreat (a botanical-inspired lounge offering a serene space to recharge and connect). “Beyond sourcing, Spring Fair continues to be the beating heart of UK retail, where relationships are formed, trends are discovered, and inspiration is shared,” Hyve concludes. “With buyers representing a collective purchasing power of over £2.25b, the show is the ultimate place to connect, collaborate and craft the future of retail. Join the community, discover the alchemy, and shape the next chapter of retail innovation.” www.springfair.com
WHERE
DESIGN TAKES
CENTRE STAGE From lighting and furnishings to textiles and home décor – find the pieces that will elevate your interior offering at Spring Fair 2026.
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40 EVENTS SHOWTIME
Meble Polska promises effective sourcing Registration for professional visitors to Meble Polska, which will take place from 24- 27th February 2026 in Poznań, is now open – furniture buyers, distributors, and representatives of retail chains are invited to register and obtain free professional tickets to one of Europe’s top furniture-sourcing fairs …
“The focus is on real business transactions rather than brand promotion
Meble Polska is recognised as a key meeting point for the global furniture industry at the start of each business year. The fair has attracted a growing number of international visitors year after year – in 2025, representatives from 71 countries attended, and 58% of the buyers came from abroad. Each edition gathers more than 15,000 professionals, making it an ideal platform to explore new products, establish supplier relationships and strengthen existing partnerships. “The event is strictly business-oriented,” explains show organiser, MPT Group. “Most visitors are purchasing professionals representing retail chains, wholesalers and large buying groups. The focus is on real business transactions rather than brand promotion, and many exhibitors confirm that contracts worth hundreds of thousands of euros are signed during the fair. For buyers, it is an opportunity to meet reliable suppliers and negotiate competitive terms directly.” Meble Polska is also known for presenting the world’s most comprehensive overview of Polish furniture manufacturing, complemented by selected international exhibitors. The 2025 edition featured 378 companies from 17 countries, filling nine exhibition halls and more than 60,000m2. Visitors can find a full range of furniture categories – upholstered and cabinet furniture, tables, chairs, mattresses and accessories – enabling them to source both large-scale collections and niche products in one place. An important component of the event is the hosted buyers programme, which supports the participation of key purchasing decision-makers from global retail chains and buying groups. The organiser provides logistical assistance, meeting spaces and on-site support to facilitate efficient business negotiations, helping connect leading furniture producers with qualified international buyers in a structured and productive environment.
In addition to formal business meetings, the fair offers opportunities for informal networking. Events such as the get-together party create a setting for establishing new relationships and exchanging ideas in a more relaxed atmosphere. “Participation in Meble Polska provides a clear overview of current market trends, access to verified suppliers, and insight into the latest innovations in the furniture sector,” MPT Group adds. “For professional buyers, it remains one of the most effective ways to plan purchasing strategies for the coming season. “The timing and location of the event are additional advantages. Meble Polska takes place in the last week of February, making it the first major furniture contracting fair in Europe each year. This period aligns with purchasing cycles for new season collections, ensuring that the event fits well into the planning calendars of industry professionals. Poznań is easily accessible by car, train, or plane, and special discounts on LOT Polish Airlines flights are available for registered exhibitors and visitors.” To register and obtain a free professional ticket, visit the show website and complete the online registration form. Early registration is recommended, as free tickets are available for a limited time. www.meblepolska.pl
42 EVENTS SHOWTIME
Global sourcing begins at MIFF Every year, the global furniture industry turns to Asia to set the tone for the sourcing calendar – and many buyers from Europe, the US and beyond begin their search for quality, innovation, and trusted partnerships at the Malaysian International Furniture Fair (MIFF), reportedly South East Asia’s largest furniture trade show.
“It delivers what matters most – reliability, diversity, and strategic advantage
From 4-7th March, MIFF will transform MITEC and WTCKL in Kuala Lumpur into a hub for over 20,000 trade professionals from more than 140 countries and regions. For more than 30 years, the fair has brought together manufacturers, importers, retailers and designers to meet trusted exporters and uncover the latest trends. At its heart is Malaysia’s wooden furniture, which combines craftsmanship, contemporary design and sustainable timber. In 2024, Malaysia’s wooden furniture exports grew by 8.4% YoY, accounting for over 40% of its total timber exports, to more than 160 countries. At MIFF, buyers can source responsibly made products endorsed by the PEFC-certified Malaysian Timber Certification Scheme (MTCS), ensuring eco-friendly, internationally compliant furniture suitable for European and global markets.
MIFF features home, office and commercial furniture, including the largest office furniture showcase in South East Asia. “Global buyers return to MIFF because it delivers what matters most – reliability, diversity, and strategic advantage,” says the show’s organiser, Informa Markets. “At MIFF, every visit combines discovery, inspiration and meaningful connections. Between meetings, there’s also the chance to enjoy Malaysia’s rich culture, diverse cuisine and tropical charm, striking the perfect balance between business and inspiration.” Boasting global reach – with 80% of Malaysia’s furniture exported to Europe, the US, Japan, Australia and the Middle East – and its ‘China +1’ sourcing advantage, MIFF offers efficient access to Asia’s manufacturing hub. “Discover why global buyers make MIFF their preferred first stop,” the show organiser concludes. “Register before 13th February 2026 to secure your free admission badge.” www.miff.com.my
4-7 MARCH MITEC & WTCKL KUALA LUMPUR www.miff.com.my
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44 EVENTS SHOWTIME
VIFA Expo “bigger than ever” VIFA Expo, Vietnam’s longeststanding international furniture and handicraft export fair, is set to hold its largest-ever edition from 8-11th March, 2026.
“The region’s most convenient and essential sourcing destination
Building upon a legacy of 16 successful editions, the 17th VIFA Expo will for the first time take place across two of Ho Chi Minh City’s exhibition centres, the WTC Expo (Binh Duong Ward) and the SKY Expo (Trung My Tay Ward). “The highly strategic expansion to WTC Expo in Binh Duong – Vietnam’s ‘furniture manufacturing hub’ – allows international buyers to easily access top supplier factories right after visiting the fair,” says show organiser Lien Minh. “This integration makes VIFA Expo 2026 the region’s most convenient and essential sourcing destination.” The organiser adds that the new dual-venue approach is a direct response to escalating international demand and the need to accommodate the fair’s growing scale, which is set to surpass previous editions this coming March. Over 650 exhibitors across a total area of 51,000m2 are set to attend, including Vietnamese and international brands from 16 countries and territories. These include Remacro, Michael Amini, Evergreen Home Furnishings, Kentex, Jiecang, Antique House,
Doan Ket I Handicraft, Accent Furniture, Najarian Furniture, Vina Arya Furniture, Hiep Long, Canadian Wood, Sangtang, Eurofar, Koda, Tay Ho, EFS, UE Furniture, Indochina, MP Crafts, Giao Chau, EZI, Transformer, Dai Hoang My, Henglin, Airpot, Fortune, BKG, Le Tran and Gia Nhien, among many others. The show will offer visitors a comprehensive support package that includes a complimentary two-way shuttle bus service between official hotels and the two venues, an exclusive hotel discounts (30– 50%) for visitors, gift packages and complimentary two-night hotel stays for international VIP buyers (including access to the gala dinner). VIFA Expo – which was recently recognised for its sustainable development and leading role in the furniture and handicraft industries by the Vietnam Record Organization (VietKings) – is part of the Asia’s furniture fair circuit this coming spring, which also encompasses EFE and MIFF (Malaysia), PIFS (Philippines), IFEX (Indonesia) and CIFF (China), enabling international visitors to attend multiple events during their journey. “With strong investment in scale and quality of service, VIFA Expo 2026 is ready to become a vital trade promotion destination in the region, boosting export activities,” Lien Minh concludes. “Join us at VIFA Expo 2026 to together explore the potential and solidify the position of Vietnamese furniture and home decor businesses on the international map.” www.vifaexpo.com
The annual old-established & LARGEST Int’l Furniture & Home Accessories Fair Brand in Vietnam (since 2008) (Certified by the Vietnam Record Association - August, 2025)
VIETNAM INTERNATIONAL FURNITURE & HOME ACCESSORIES FAIR
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8 11 MARCH WTC EXPO
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46 EVENTS SHOWTIME
FCE 2026 promises pipeline boost For suppliers of furniture components, materials and manufacturing technologies, the challenge is not just finding new leads, but ensuring investment leads to measurable returns – writes the British Furniture Association (BFA) ahead of its Furniture Component Expo (FCE) 2026, taking place at Telford International Centre from 11-12th March …
“Every conversation has potential commercial value
“At FCE, you’re not competing for attention in a crowded, unfocused environment,” the show’s organiser continues. “This is the UK’s only dedicated trade event for the entire furniture supply chain – covering everything from raw materials and fixings to upholstered components, machinery, finishes and digital solutions. “Its tightly defined visitor profile ensures that every conversation has potential commercial value. In 2025, 85% of visitors were decision-makers or actively influenced purchasing decisions in manufacturing businesses. “Instead of chasing leads that go nowhere, exhibitors engage with senior production heads, technical specialists and procurement leaders who come with real buying intent. The result – fewer casual enquiries, and a far stronger conversion rate. Exhibitors consistently confirm the show’s value in building brand recognition and securing high-value deals that extend far beyond the event itself. “The pain of content saturation – where your
marketing message is lost among endless digital noise – is replaced by the gain of live interaction. FCE delivers immersive, content-rich opportunities to tell your brand story through product demos, launches, and Innovation Trail features. These experiences become ready-made marketing assets for postshow promotion across social and digital channels, prolonging engagement and reinforcing your presence in the market.” Unlike broad consumer events, FCE’s focused format means every square metre of exhibition space works harder for exhibitors, the BFA continues: “You’re investing in a curated audience, extensive pre- and post-show media coverage, and yearround visibility through partnerships with leading trade publishers and the BFA. That precision helps exhibitors maintain cost efficiency while achieving greater market reach. “Beyond commercial gains, FCE provides the social proof that reinforces brand authority. Industry journalists, buyers and fellow manufacturers see your innovations in action, generating valuable endorsements and organic commentary. Exhibitors also benefit from partnership and sponsorship options that spotlight new technologies, sustainability credentials and digital manufacturing advances – ideal for positioning your company as a market leader. “If your goal is to expand your customer base, strengthen partnerships and boost your pipeline with serious, qualified leads, FCE 2026 is where it happens. Plan your involvement early, secure your stand, and turn your next exhibition into a measurable growth campaign – not just another line item on your budget.” Companies interested in exhibiting can enquire at www.fcexpo.co.uk/exhibit-sponsor/ while those looking to visit can register at www.fcexpo.co.uk/visit/. www.fcexpo.co.uk
Telford International Centre, Telford, U K 11 and 12 March 2026
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48 EVENTS SHOWTIME
Connections and creation at CIFF Guangzhou “The global furniture industry is moving through a moment of deep transition,” says the organiser of CIFF Guangzhou, which returns to the China Import and Export Fair Complex and PWTC Expo in Guangzhou Pazhou, China, from 18th–21st and 28th–31st March …
“Buyers are again looking to China for competitive and reliable sourcing
“New consumer behaviours, shifting trade patterns, rapid digitalisation and the rising demand for smarter, greener living are reshaping the way companies design, produce and bring furniture to the world,” CIFF continues. “It is precisely within this landscape that the 57th CIFF Guangzhou introduces its new theme – CONNECT · CREATE. More than a concept, it is a direction. A way of interpreting change and giving shape to the opportunities emerging across the global market.” Strong results from CIFF Guangzhou 2025 have laid the foundation for this evolution. In March, more than 4,900 exhibitors and 363,000 professional visitors from 187 countries gathered at the fair, marking a 10.91% increase in overseas attendance. “This remarkable growth reflects the renewed centrality of China within global sourcing, manufacturing and design – and underlines CIFF’s responsibility to offer not only a marketplace, but a vision.” ‘CONNECT’ aims to express CIFF’s role as a platform where people, ideas, goods and information converge, the organiser explains: “Today, international buyers are again looking to China for competitive and reliable sourcing, while manufacturers accelerate innovation in materials, technology and R&D. “At the same time, consumers are embracing new
digital models – VR home design, social commerce and omnichannel retail are transforming the shopping journey and raising expectations for products that are more adaptive, sustainable and personalised. “CIFF Guangzhou 2026 positions itself as the place where these dynamics meet. A space where manufacturers, designers, distributors and ecommerce operators can explore new partnerships, understand market shifts and build more resilient value chains.” If CONNECT describes the industry’s vital network, ‘CREATE’ aims to capture the energy that pushes it forward. “Innovation today is not only about technology,” states CIFF, “it is also about rethinking design, improving sustainability, addressing new lifestyles and embracing creative collaboration. With CREATE, CIFF aims to encourage companies to translate global trends into real competitive strategies, from smart manufacturing and digital innovation to new approaches in retail and international business.” The 2026 edition also introduces a refreshed visual identity that represents CIFF’s evolving role. Spanning 850,000m2, CIFF Guangzhou will again be split across two phases. The Home Furniture Exhibition (phase one) will highlight contemporary design, smart sleep innovations, outdoor living, pet-oriented products and new international collaborations. Phase two will deliver the Office and Commercial Space Exhibition and CIFM/interzum Guangzhou. “Together, these areas provide a comprehensive view of the industry – its present and its upcoming future,” CIFF concludes. “More than an exhibition, CIFF Guangzhou 2026 aims to be a catalyst – a place where companies can understand the changes ahead, find new inspiration, and build the connections that will guide the furniture industry into its next phase.” www.ciff-gz.com
50 EVENTS SHOWTIME
SPRING FURNITURE & BED SHOW/AUTUMN FURNITURE SHOW www.springfurnitureshow.co.uk
The Minerva Furniture Group’s two annual trade shows will return to Telford International Centre next year, the Spring Furniture & Bed Show on 20th-21st May and the Autumn Furniture Show on 7-8th October. Both of this year’s events proved a “resounding success”, states the buying group’s COO, Julian Cox, attracting “a strong turnout of visitors and exhibitors, and bringing together a dynamic mix of industry professionals who shared ideas, unveiled new products, and built new partnerships”. Having relocated from Stoneleigh to Telford last year, the shows continue to prove an important
meeting point for the buying group’s members, suppliers, and the wider trade. “The shows are designed to add value to any furniture business,” Julian continues, “and this year’s events featured a particularly strong line-up of new suppliers, eager to connect with retailers and industry professionals.” Alongside the respective exhibitor line-ups, the shows offer seminars, Best Stand in Show award presentations, and gala dinners – plus free parking and complimentary lunch, all in an eminently accessible location.
IRISH FURNITURE & HOMEWARES SHOW (IFHS) www.ifhs-tradeshow.ie
“As 2025 draws to a close, the Irish furniture and homewares sector stands at a defining moment,” says the titular organiser of the IFHS, which says that this year’s edition proved that the industry is “not only adaptable but thriving”. “IFHS 2025 went far beyond the expectations of a traditional trade show,” it continues. “It showcased the creativity, resilience and professionalism that continue to elevate Irish and international design. From a bustling exhibition floor to a widely celebrated awards night, the show highlighted the exceptional quality of the products on display –and, even more importantly, the dedication of the people behind them. “None of this success would be possible without the continued support of our exhibitors, buyers and wider industry partners. To every company that took the time to build a stand, launch a new collection, or travel to Dublin to be part of IFHS 2025 – thank you. To every buyer and visitor who walked the aisles, connected with suppliers, and championed the best of our sector – your support strengthens the show and, more importantly, strengthens the industry.” The next edition, taking place from 23rd–25th August 2026 at the National Indoor Arena, Dublin, will see the organiser focus on building this momentum. “We look forward to welcoming you to what promises to be our most forward-thinking and dynamic show yet,” it concludes. “The future has never looked brighter.”
From all at IFHS, we wish you a
Merry Christmas AND HAPPY NEW YEAR
23rd - 25th August 2026 NATIONAL INDOOR ARENA, BLANCHARDSTOWN DUBLIN
52 PRODUCTS
FURNT www.furnt.co.uk
Furnt blends contemporary UK design with skilled global craftsmanship to offer a collection of highquality, design-led furniture at competitive trade prices. Its products are designed in the UK and crafted worldwide using premium, responsibly sourced materials, “ensuring durability, comfort and timeless appeal”. The supplier offers a comprehensive range of sofas, beds and furniture pieces suitable for a variety of retail environments and interior projects. “Each item is created with both aesthetics and functionality in mind,” says the supplier, “making our collection ideal for customers who value style, quality and affordability.
FURNITURE DISTRIBUTION SPECIALISTS At Grays Transport, we specialise in tailored furniture transport and logistics solutions, proudly supporting leading manufacturers and retailers across the UK. We offer a range of services to the furniture industry. With efficient, cost-effective services, we simplify logistics, reduce costs, and ensure your goods reach their destination swiftly and securely. Our expert handling means fewer damages, greater flexibility, and reliable deliveries every time. Our commitment goes beyond delivering goods - we deliver reliability, traceability and excellence every time.
“As a trade partner, you will benefit from reliable stock availability, flexible order quantities, dedicated support, and consistent product quality. Whether you supply independent stores, online platforms or large retail chains, Furnt provides a dependable and designdriven furniture offering tailored to your needs.”
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54 OPINION
Steering the sleep sector In November’s issue, we celebrated the winners of this year’s NBF Bed Industry Awards in a comprehensive feature, and asked each what the win meant for them, and how they planned to make the most of it. This month, we’re returning to those winners to discover their views on the wider trade …
What’s the biggest challenge facing your business? Nick Collard (Bensons for Beds): Our mantra has been to focus on the things in our own control, and whilst every year will present challenges, I remain confident in our ability to deliver on those elements of our plan that are in our gift to deliver. Like most retailers, our concerns centre on those factors impacting both our market and the wider retail landscape more generally. I have never known an environment where so much increased cost pressure has been put on retailers, which is an industry at the forefront of creating opportunities and wealth for UK plc. Our hope remains that Government policy and other initiatives become more focused on helping us and other retailers do what we do best – drive innovation, offer great value to customers, and create opportunities for colleagues. Mark Baron (John Cotton Nonwovens): One of the biggest challenges currently facing our business, and the wider UK bedding industry, is the growing
presence of non-compliant mattress imports. These products often enter the market without meeting the strict flame-retardant and safety standards that all UK manufacturers are legally required to follow. This not only creates an uneven playing field for responsible, compliant producers like John Cotton, but also poses a real risk to consumer safety. We’re continuing to work closely with the NBF and our retail partners to raise awareness of this issue and champion higher standards across the industry, ensuring that safety, quality and compliance remain at the forefront of every product sold. Louis Mitchell (The M6 Bed Warehouse): One of the biggest challenges we face is simply not having enough showroom space to display all the beds we want to! Rising costs and increasingly discerning customers mean we must continually ensure our ranges remain competitive in a tough marketplace. Maintaining long-lasting, strong relationships with our key suppliers is crucial in helping us navigate these challenges and continue delivering the quality, choice and service our customers expect. Image courtesy Shutterstock/Hryshchyshen Serhii
“I have never known an environment where so much increased cost pressure has been put on retailers
55
mattresses that can be easily disassembled, recycled
we’ve had to manage stock and delivery delays, so
and reused at the end of their life.
we’ve really focused on improving our logistics and
Manufacturers should explore ways to reduce the
planning to keep our bestselling ranges in stock
use of glues, staples and adhesives, which currently
and available.
make recycling complex and costly. Innovations
Consumer behaviour is also changing rapidly
such as sonic welding and other mechanical
– balancing online growth with a strong in-store
bonding techniques are showing real promise in
experience is always a challenge, but it’s one
helping components be separated more cleanly
we’re embracing, with smarter systems and more flexibility. Martin Seeley (MatttessNextDay): We’ve had a lot of growth in recent years. Balancing growth with sustainability and efficiency is a constant challenge, but one we’re fully committed to meeting head-on! Mark Tuley (Sealy UK): While we clearly face the same challenges as other manufacturers in our industry – the tough market and ever-increasing cost pressures – we also have some unique challenges as we continue to grow as a business. Our manufacturing facility in Aspatria will have to evolve and grow with us. There is work ongoing to ensure this can happen, but this obviously brings its own challenges. We’ll also want to work closely with our valued suppliers to make sure they can also keep pace with our planned expansion and growth, in 2026 and beyond. Greg Flynn (The Vita Group): Like many in the sector, our biggest challenge is balancing cost pressures with maintaining the quality and service standards our customers have grown to expect. Supply chain volatility and fluctuating input costs remain a key factor of course, but our focus is on managing these pressures without compromising reliability or craftsmanship. … and today’s bed industry in general? Nick Collard (Bensons for Beds): The sector has been through some challenging times, from Covid to the cost of living crisis and just the general economic environment, all of which we know have impacted confidence and volume in the sector. Our experience has shown, however, that opportunities remain to be successful if you are focused on the customer. We consistently give a continued offer of great value for money, coupled with real advice and expertise in a category where customers really need help and support to make the right choice to get them the best night’s sleep possible. The sector is also a real test case for the power of physical retail. Whilst our online channel is an important part of our customer journey, the store
and efficiently. The challenge lies in balancing these sustainability goals with performance, comfort and cost, but it’s an essential step if the industry is to deliver genuinely sustainable sleep solutions for the future. Louis Mitchell (The M6 Bed Warehouse): One of the key challenges in today’s bed industry is helping consumers understand the process behind creating quality products, and the many stages and people involved. In recent years, social media has often promoted beds that seem ‘too good to be true’, leaving customers with poor – and sometimes unsafe – products. Educating consumers on the technical aspects of beds is essential, both to protect them and to help develop and strengthen our industry as a whole. Andrew Kerry (Mattressman): The industry is evolving fast. Consumer habits are shifting, technology is transforming the shopping experience, and competition from overseas continues to grow. Rising costs in the UK remain a challenge, too. The key is adaptability, understanding what customers want, offering real value and trust, and ensuring we as an industry keep promoting quality, safety and sustainability, all things the NBF stands for. Martin Seeley (MattressNextDay): Consumers are increasingly focused on sustainability, transparency and value. The industry must adapt quickly to meet those expectations, while managing economic uncertainty and evolving retail habits. It’s a period of rapid change, but also real opportunity for those who stay agile. Mark Tuley (Sealy UK): The bed industry itself is also facing challenges as Government changes bring potential changes to legislation. It is more than likely that any changes that come will add to the cost pressures that already exist. We hope all the talk of the need to drive growth in the economy will see less in the way of increased cost of doing business and more in the way of support for businesses who are well positioned to invest and grow, as we are.
experience (where we can deploy the skills and
Greg Flynn (The Vita Group): The industry as
expertise of our colleagues to support our customers)
a whole continues to navigate the cost of living
is at the heart of our business.
pressures that are shaping consumer spending. At the same time, there’s growing demand
Mark Baron (John Cotton Nonwovens): One of the
for sustainability, transparency and genuine
biggest challenges facing the bedding industry today
differentiation. Brands that can clearly demonstrate
is the drive towards true circular design, creating
trust, value and purpose will be best placed to thrive.
From top: Nick Collard; Mark Baron; Louis Mitchell; Andrew Kerry; Martin Seeley; Mark Tuley; and Greg Flynn
Andrew Kerry (Mattressman): Like many in retail,
56 OPINION
Mastering the digital landscape of ecommerce In this month’s instalment of excerpts from Kate Hardcastle’s new book, The Science of Shopping, the retail expert explains why it’s imperative to master the key principles of ecommerce … By Kate Hardcastle
In today’s retail landscape, ecommerce isn’t just a channel – it’s a mindset. The digital transformation of shopping has redefined consumer expectations, making it essential for businesses to evolve. Success now hinges on mastering a seamless blend of technology, convenience and personalisation. The modern consumer is no longer confined to a single shopping format – they expect a unified experience that moves effortlessly between physical stores, online platforms and mobile devices. This is where the concept of shape-shifting retail becomes crucial: businesses must be agile, adaptive and ready to meet customers wherever they are. There are five pillars of digital mastery: 1. Seamless integration Consumers don’t think in silos, and neither should retailers. Whether browsing a store’s website, engaging on a mobile app, or stepping into a bricksand-mortar location, they expect the same experience and service. Achieving this requires consistency across all touchpoints, from branding to customer interactions, ensuring that each channel feels like part of a cohesive whole. 2. Personalisation through data Data analytics is no longer optional – it’s the foundation of effective engagement. By leveraging customer data, retailers can create highly tailored experiences that resonate with individual preferences. Whether through specialised product recommendations or customised promotions, the ability to make customers feel seen and valued fosters deeper loyalty.
management, efficient order processing and responsive customer service. Retailers must view technology as a core investment, not a secondary tool. 5. Sustainability as strategy Today’s consumers are increasingly choosing brands that align with their values. Incorporating eco-friendly practices throughout the supply chain – whether through reduced packaging, sustainable sourcing or carbon-neutral operations – is not only an ethical imperative but a competitive advantage. Key takeaways • A seamless, omnichannel approach is vital. It ensures that customers experience consistency and ease, no matter how they choose to shop • Personalisation, backed by data insights enables growth. It builds stronger customer relationships and drives loyalty • Flexible fulfilment options enhance convenience and trust. These make it easier for consumers to choose your brand • Investing in robust technology infrastructure is key. It supports operational exellence and prepares retailers for future growth • Embracing sustainability is no longer optional. It’s now a necessary component of long-term success • Mastering the digital landscape isn’t just about technology. It’s also about creating a customer journey that feels effortless, personal and meaningful at every step
3. Flexible fulfilment options Convenience is king in ecommerce, and flexible fulfilment is its crown jewel. Offering options like kerbside pickup, same-day delivery, or buy online, pick up in-store (BOPIS) meets diverse customer needs while reinforcing trust in a brand’s ability to deliver – literally.
Shape-shifting is the ultimate key to thriving in the digital era. As technology and consumer behaviours continue to evolve, retailers must remain flexible, anticipating and responding to changes with agility. It’s not just about keeping pace – it’s about staying one step ahead.
4. Robust technology infrastructure Behind every seamless shopping experience lies a powerful technological backbone. Scalable, secure platforms are essential to real-time inventory
Excerpt from The Science of Shopping, courtesy Kogan Page. To buy a discounted copy, visit bit.ly/3Jo5xQb and enter code KOGANPAGE25 at checkout.
“The modern consumer is no longer confined to a single shopping format – they expect a unified experience
57
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58 OPINION
Santa’s watching (as are the regulators) Image courtesy Shutterstock/Prostock-studio
Christmas is coming, and with it, all the promotions designed to make consumers part with their money. In our industry, such campaigns are part of the furniture – but, as several high-profile cases involving online mattress brand mis-steps illustrate, the times are changing, and sellers making spurious pricing claims could soon be locked down, writes our regular legal contributor, The Interior Design Lawyer Natalia Samodina … By Natalia Samodina
As the festive season approaches, British traders are gearing up for their biggest sales push of the year – the Christmas sales. Classic promotional banners, such as ‘last chance’, ‘was/now’ pricing and countdown timers have long been part of the seasonal marketing playbook, helping brands signal time-limited value and exclusivity. But this year, the legal landscape has shifted in consumers’ favour, with the enactment of the Digital Markets, Competition and Consumers Act 2024 (DMCCA) imposing tougher requirements of transparency, precision, clarity and banning manipulative ecommerce practices. Promotional tactics are no longer viewed as marketing tools with permissible loose wording. On the contrary, they constitute legal statements subject to scrutiny. And with the Competition and Markets Authority (CMA) now wielding direct enforcement powers (bypassing the previous need to take offenders to court), the stakes are higher than before as there are no more court ‘booked-months-ahead’ procedural calendars or litigation fees to act as ‘coolers’. This shift is not theoretical. In the past 18 months, the CMA and the Advertising Standards Authority (ASA) have taken action against online mattress retailers, namely Emma Sleep, Simba Sleep and Origin Sleep, for using pricing practices that were found wanting. As a result of its findings in the Emma Sleep investigation, the CMA’s August 2024 guidance for
reference pricing was framed around mattresses. However, it is expected that the application will stretch far beyond. For furniture and homeware brands preparing for Christmas campaigns, these cases offer a timely and sobering blueprint. What’s changed under DMCCA? The consumer aspects of DMCCA, which came into force in April 2025, were designed to modernise UK consumer law for the digital age, and gave the CMA direct powers to: enforce consumer protection law without going through the courts; impose fines of up to 10% of global turnover for breaches; and tackle misleading online practices, including pressure selling, fake scarcity and deceptive pricing – all in an attempt to give deterrence ‘teeth’, and make the prospect of enforcement more immediate than before. The CMA’S mattress guidance The CMA’s August 2024 Discount and reference pricing principles: selling mattresses online guidance, though sector-specific in title, is viewed by many as a signal to the wider market. It sets out five core expectations: that reference (‘was’) prices must be genuine, that urgency claims must be substantiated, that pricing history must be meaningful in both time and volume, that promotional tactics must not mislead, and that businesses must retain evidence to support their claims.
“Does your online seasonal promotional campaign comply with the CMA mattress guidance, DMCCA, the CAP and/or BCAP Code? If not, you may be skating on regulatory thin ice
59
One of the most significant elements of this
path. Following a CMA investigation launched in
guidance is the so-called ‘one-to-two’ ratio principle.
December 2023, the company agreed in July 2024
This states that for a ‘was’ price to be considered
to a set of formal undertakings. These included
genuine, the trader should have sold at least a third of
commitments to ensure that ‘was/now’ prices
items at the ‘was’ price relative to the number sold at
reflected genuine prior selling periods, that urgency
the discounted, ‘now’ price. The duration of the item
claims were based on verifiable facts, and that
available at the ‘was’ price is also part of the test –
internal compliance processes were strengthened.
and it cannot be shorter than the promotional ‘now’ price period.
Notably, Simba’s undertakings were accepted just days before the CMA published its mattress
For example, if 120 identical coffee tables were
pricing guidance. The timing suggests that Simba’s
sold over a period of two months, at least 40 should
commitments were shaped by the same principles,
have been sold at a full, non-discounted price, for at
and that the CMA was willing to resolve matters co-
least one month, prior to the offer kicking in. After the
operatively where businesses engaged constructively.
end of the two-month period, the trader should stop making the price comparison. These principles were designed to prevent retailers from inflating reference prices for short periods
For homeware brands, Simba’s case offers a pragmatic lesson – if your pricing practices are called into question, early engagement and reform may avert more severe consequences.
simply to justify dramatic markdowns, and they are being tested in live enforcement.
Origin Sleep – ASA ruling on misleading promotions While the CMA was pursuing Emma and Simba,
Emma Sleep – a pre-DMCCA test case
the ASA was conducting its own review of mattress
Perhaps the most high-profile of these investigations
pricing claims. In July 2025, it upheld a complaint
was the CMA’s action against Emma Sleep. The
against Origin Sleep UK in relation to a Halloween
regulator had been scrutinising the company’s
promotion that ran on 31st October 2024.
practices since 2022, focusing on the use of urgency
The ad in question featured “up to 45% off” claims,
tactics such as countdown timers, ‘limited time’ offers
crossed-out prices and a countdown timer suggesting
and reference prices that, in the CMA’s opinion, did
the offer was time-limited. However, the ASA found
not appear to reflect genuine prior selling periods.
that the higher ‘was’ prices had only been charged
When Emma Sleep declined to give the CMA all
briefly, that the urgency claim was misleading (as
of the required undertakings (notably, the one-to-two
the same promotion reappeared shortly after, under
ratio), the CMA took the rare step of initiating court
a different name), and that the overall presentation
proceedings in October 2024.
created a false impression of savings.
This decision is particularly significant because it
Although only one of the three issues was formally
came just months after DMCCA received the Royal
upheld while the others were informally resolved,
Assent. At the time of the Emma Sleep action, the
the ruling reinforced a key principle – even if a
new DMCCA consumer regime and the CMA’s direct
discounted price is genuine, omitting the context
enforcement powers had not yet become operational.
of how long the higher price was charged can still
The CMA, therefore, proceeded under the existing
mislead consumers.
Consumer Protection from Unfair Trading Regulations 2008, using the courts as its enforcement route.
What this means for homeware brands
The case is now scheduled for trial in June 2026.
These cases may have centred on mattresses,
We cannot predict what the court will rule, but until
but the parallels with furniture and furnishings are
that happens, the CMA is unlikely to enforce its new
striking. Both sectors deal in high-value, infrequently
pricing standards, short of clear-cut cases involving a
purchased goods. Both rely heavily on seasonal
flagrant overstepping.
promotions. And both are prone to using urgency and
At the same time, irrespective of what the court rules in this pre-DMCCA case, the CMA no longer
discounting to drive conversions. As Christmas approaches, brands should take
needs court approval to act. That means that Emma
stock. Does your online seasonal promotional
Sleep’s case could be one of the last opportunities
campaign comply with the CMA mattress guidance,
for a judge to shape how the CMA interprets its new
DMCCA, the CAP and/or BCAP Code? If not, you may
powers. In future, judicial oversight may be reserved
be skating on regulatory thin ice.
for those willing, and financially able, to challenge the regulator’s decisions head-on.
The CMA has made clear that it expects businesses to hold evidence of pricing history, sales
Although at present there is limited data on the
volumes and promotional timelines. The ASA, for
commercial repercussions of the legal action for
its part, appears resolute to act where advertising
Emma Sleep (which will perhaps become clearer after
omits material information or creates a misleading
the trial), the consumer watchdog Which? suspended
impression of value.
its Best Buy endorsements for Emma Sleep following the CMA’s court action in October 2024.
This article does not constitute legal advice. To receive tailored advice on the subjects
Simba Sleep – a collaborative resolution
covered here, contact Natalia Samodina at
In contrast, Simba Sleep chose a more conciliatory
natalia@interiordesignlawyer.co.uk
“Early engagement and reform may avert more severe consequences
60 OPINION
The peak performance pivot
By Delilah Pollard
October’s NIQ/GfK Consumer Confidence Barometer signalled a meaningful shift in consumer sentiment, after months of financial caution. While the overall index score remained subdued at -17, the Major Purchase Index – a key measure of appetite for ‘bigticket’ spending – rose four points to -12. This was the strongest indication in months that shoppers are ready to invest again in durable goods such as sofas, dining tables and beds. However, this renewed intent comes with a caveat. After years of inflation and uncertainty, consumers are now deliberate spenders – careful and analytical. They are timing their purchases to perfection, often delaying major buys until Black Friday, or reacting to macro events like the Budget. That volatile window could either release pent-up demand or stall it entirely. For furniture retailers, this creates a powerful opportunity – those who pivot from pushing ‘price’ to communicating value, trust, and fulfilment confidence will convert renewed intent into meaningful Q4 growth. Here is how to make that pivot: 1. Reframe ‘discount’ as ‘generational investment’ Furniture is an investment category, a truth diluted by short-term deals. As confidence climbs, the winning message isn’t ‘50% off’ – it’s ‘for every Christmas to come’. Consumers seek longevity, not quick-fix bargains. Reposition by leading with narratives of durability and emotional resonance. Spotlight the sofa that hosts every Christmas. Reinforce long-term guarantees and sustainable materials to justify the investment. 2. De-risk the purchase through fulfilment confidence In Q4, the biggest fear is delivery failures. Fulfilment must move from an operational detail to a core PR narrative. Showcase logistics excellence and highlight guaranteed delivery cut-offs. Make your Christmas delivery promise a headline. When customers trust you will deliver the experience they imagine, hesitation turns into a purchase. 3. Redefine ‘value’ beyond price The new definition of value blends longevity, sustainability and service. Consumers want reassurance that a purchase aligns with their ethics and long-term home goals. Tell this holistic story – detail the craftsmanship behind your sourcing, carbon-
Image courtesy Shutterstock/Followtheflow
After years of uncertainty, consumers are wise to the easy wins – so storytelling, fulfilment and strategic timing will define the winners of this year’s Christmas spend, explains Delilah Pollard, founder of creative PR agency Holy Wow!…
conscious design, and aftercare. When brands define value holistically, price becomes secondary. 4. Lead the conversation to build confidence The brands that win Q4 will explain the market. Consumers look to leaders for reassurance. Get your CEO or head of design on record to discuss shifting buying habits and how to invest wisely. This is trust leadership. When a brand articulates the state of the market, it becomes the market voice. The bottom line Brands chasing discounts will be forgotten. Those using strategic storytelling, smart timing and fulfilment assurance to reinforce value will own the ‘considered consumer’. Confidence is contagious. The brands that help customers feel justified in their investment will define the season’s true success. www.holywowpr.com
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62 OPINION
Your store’s 15 minutes of fame Image courtesy Shutterstock/Prostock Studio
These days, thanks to accessible technology and the internet, global exposure is within everyone’s reach, writes business growth and development consultant Gordon Hecht, writing for US trade magazine Your Source News – so why not get filming, and make your store the star of the show? By Gordon Hecht
In the 1960s, when pop art was the grooviest happening in the art world, it was led by artist Andy Warhol. Even if you’re not familiar with the name, you’ve probably seen his iconic renditions of Marilyn Monroe or a Campbell’s soup can. Original Warhol artwork has sold for over $105m at auction. And you’d pay well over $1000 for a first-run lithograph of his work. But the most valuable asset that Andy Warhol gave us was his prophetic 1968 statement, that in the future, “Everyone will be famous for 15 minutes.” Way back in the 20th century, US media was controlled by a handful of television networks and major Hollywood studios. Time, Life, and TV Guide magazines could be found in most households. Radio and newspapers were still locally operated. But to get your message across, it had to be extraordinary (or you paid a costly fee to sponsor it). Before he passed away in 1986, Andy Warhol (most likely) couldn’t imagine that every one of us would have the power to send our message to the entire planet – all from a device that fits in the palm of our hand, and all available at no cost. Your brand and shop have a unique story to tell, and there’s no better way to shout it from the rooftops than with a voice and images. In an hour or two you can
produce a short message and post it on your website, Facebook, TikTok, LinkedIn, Nextdoor, Google and more. You only need a phone or tablet and a bit of prep to make it happen. Create a script: Take a few minutes and think about the message you want to deliver. It can be a branding spot where you tell the world about your business and place in the community. Add in the points that make your shop special. Or it can be a promotional piece. Focus on a hot buy, special finance offer, or gift with purchase. I like to totally script out what I am going to say. You might prefer bullet points and improvise from there. Either way works. You’re on the clock: Unlike a TV commercial, you are not limited to 30 seconds. You can go under or over as you please. But keep in mind that your audience has a 45-second attention span and they’ll click off once you pass that mark. If your message is longer, consider creating a series of videos. Perfectly imperfect: Billy Davis, Jr and Marilyn McCoo had it right when they said, “You don’t have to be a star to be in my show!” Your local shoppers appreciate the real you over a polished version.
“Your brand and shop have a unique story to tell, and there’s no better way to shout it from the rooftops than with a voice and images
63
Sure, you’ll want to turn off your cellphone, unplug the landline, and shoot the video before shopping hours. But the message is more important than the messenger, so it’s OK to be a bit unpolished. Camera shy?: Even my best buddies tell me that I have a face made for radio and a voice made for magazines. If you’re uncomfortable in front of the camera, it’s OK to do a voiceover and let the store, merchandise and environment be the star of your video. Some of the coolest high-impact videos I’ve seen feature the shop owner walking the aisles and pointing out the nifty products in their store. Rehearsal and dress rehearsal: Practice will make you near perfect. LeBron James tosses over 300 3-point shots a day in the off-season. Famed bowler Earl Anthony honed his skills by rolling 350 games a week in non-competition season. You can certainly find time to read through your script 10 times before recording. After you’ve scripted your message, read it aloud a few times to get a time measurement. Trim it where needed. Next, walk through the lines as if you are recording, to get the time and motion down. Once you’re comfortable, do a trial recording. There’s no end to the film on your phone or tablet, do as many trials as you need! Finally, you’re ready for Take One. You might mess up, and that’s OK. If you have editing skills, roll on and fix the video later. I like to do videos without editing,
“You only need a phone or Uploading and posting: You may already be a tech tablet and a bit wiz and have the skills to post your video to your favourite social media sites. If not, there’s a couple of of prep to make ways to accomplish this. it happen First, you can go to YouTube and enter ‘How to post and will start from the beginning and re-record. Better is the enemy of good. Remember, your video doesn’t need to be flawless.
my video from phone to Facebook’, or any other venue that you want to use. There are several options that provide the easy steps to get it done. Or, secondly, find someone on your staff or family that is the tech wiz, and ask for assistance. Congratulations, you may already be a winner!: If you’ve gotten this far, you have now achieved one minute of fame. Andy Warhol would be proud. His artwork has stood the test of time, but your videos have a 14 to 21-day lifespan. That means you’ve got an opportunity to produce and post 15 more videos in the next year. The good news is that it gets easier each time. Share your video: I love good homegrown videos! Send me a link to yours at my email address below. This article was originally published by Your Source News. Gordon can be reached at gordon.hecht@aol.com.
My battle with rumination In this month’s column, Steve Pickering, the ‘unorthodox’ CEO of independent bed retail chain Sussex Beds, opens up about his tendency to fixate on troubling issues and the cost of doing so … By Steve Pickering
Have you ever felt your mind stuck on repeat, unable to break free from a troubling thought? That’s been my reality more times than I care to admit. Apparently, I suffer from rumination. When in a deep crisis, my brain becomes consumed with the issue and nothing else. I neglect everyone and everything around me. I just can’t switch off. For years, I didn’t know what to call this overwhelming mental state. Recently, I learned that what I experience is called rumination, or mental fixation. It’s often associated with intense stress, anxiety, or a deep crisis. Essentially, my brain
guilt. I berate myself for not being gets stuck in a loop, overthinking and obsessing over a particular present with my family and closest problem. This leads me to neglect friends. The weight of this guilt was other responsibilities, relationships, so heavy that it contributed to my and even basic self-care. mental breakdown in 2012. I couldn’t I vividly remember this shake the feeling that I had failed my young children by being physically happening in 2012 when our business went through a CVA. My present but mentally absent. Do you ever experience similar mind was a constant whirlwind of worst-case scenarios and ‘what-ifs’. thought patterns? How do you cope Last year was another rollercoaster, with overwhelming mental fixation? with multiple episodes of being mentally consumed by challenges. Discover more of Steve’s While I do eventually emerge from thoughts at www.linkedin.com/ these periods of rumination, it comes in/steve-pickering-unorthodoxat a steep price. The mental fixation ceo/ or listen to his podcast, gives way to a crushing sense of An Unorthodox CEO
“When in a deep crisis, my brain becomes consumed with the issue and nothing else
PARTNER COMMENT OPINION 65
RETAIL REVEALED, CLARION EVENTS
How ESG is reshaping furniture retail Circular design and digital traceability are fast becoming important watchwords across the furniture sector, as consumer demand and new regulatory frameworks increasingly demand more sustainable approaches to buying and selling furniture. Ahead of the upcoming January Furniture Show, Simone Ward, content manager at Clarion Events, writing for online resource hub, Retail Revealed, looks at the imminent impact of ESG on retail … By Simone Ward
As ESG commitments move from theory to practice, 2026 is shaping up to be the year when furniture retailers double down on two powerful, interconnected priorities – circular design and digital traceability. Together, they are redefining how products are conceived, sourced, sold and resold, helping brands and independents alike meet rising consumer and regulatory expectations for transparency and sustainability. Circularity and its commercial momentum Circular design has become a benchmark for innovation across the sector. In the UK, 70% of furniture businesses now integrate recycling, remanufacturing, or other circular economy principles into their product development, while 81% plan to expand investment in circular practices from 2025. Globally, circular production in furniture increased by 22% in 2024, while the sustainable furniture market is expected to account for 30-40% of total market growth in 2026. This signals that circularity has shifted from niche to necessity. The European sustainable furniture sector, currently valued at £18.5b, is projected to reach £42b by 2032, reflecting an impressive 11% Compound Annual Growth Rate (CAGR) as sustainable design becomes a commercial norm across EU markets. Meanwhile, the secondhand furniture market, valued at $34b and growing at a 7.7% CAGR toward 2030, demonstrates how reuse, resale and refurbishment are unlocking new revenue streams. Increasingly, the lifecycle of furniture extends far beyond its first sale, strengthening the business case for circularity as much as the ethical one. Digital traceability meets consumer and regulatory demand If circularity defines what we create, digital traceability determines how we prove it. Across Europe, regulatory frameworks such as the Ecodesign for Sustainable Products Regulation (ESPR) are accelerating adoption of digital product passports (DPPs), giving every product a unique identity that verifies its origin, materials and environmental footprint.
This shift is not just compliance led – it is consumer driven. Between 76-78% of consumers now say they want credible proof of sustainability credentials and are willing to pay more for eco-conscious products when evidence is clear and trustworthy. As these expectations grow, digital transparency is fast becoming a differentiator in the retail experience. The impact is also reshaping the commercial segment. Europe’s office furniture market is forecast to reach £4.4b by 2030, as corporate ESG scorecards increasingly drive procurement decisions. Companies embedding transparent sourcing and sustainability practices are now twice as likely to achieve a 10% revenue increase compared to their peers, highlighting the business benefits of measurable impact. Why ESG matters for furniture retail By embracing circularity and digital traceability, furniture retailers position themselves as credible partners for both ethics-led consumers and compliance-focused clients. Transparent business models not only mitigate reputational risk but also create new growth opportunities, whether through certified reclaimed ranges, repairable collections, or storytelling around responsibly sourced materials that resonate with younger, value-driven audiences. Looking ahead – practical actions for 2026 For independents and sector leaders alike, the path forward lies in integration and storytelling. That means partnering with suppliers who can verify sustainable materials, piloting take-back or refurbishment programmes, and leveraging digital tools to showcase each product’s lifecycle. With sustainability influencing nearly 80% of purchase decisions, and traceability becoming non-negotiable, aligning circular design with verifiable data will be essential to maintaining trust and market relevance. As ESG shifts from aspiration to measurable impact, the future belongs to those who connect ethics with aesthetics and design with data, building a furniture industry that is as transparent as it is timeless. www.retailrevealed.com
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66 OPINION FEEDBACK
THIS MONTH, WE’RE ASKING …
What did you last read that inspired you? The Wager by David Gann – a true story of remote shipwreck and survival by 18th century mariners Wayne Robbins (Iconography)
Wim Hof, The Way of the Iceman Bernard Eaton (Greenwood Retail)
My colleague’s recent blog about using AI – it really opened my eyes to how fast AI is shifting from scary to essential for businesses that want to stay ahead. Genuinely insightful Clare Bailey (Retail Champion)
An article in Wired magazine about foam made from seaweed Gareth Mayhew (Roundhill Consultancy)
Despite my role, I really don’t like flying, so I always immerse myself in a book or two when travelling. On my most recent trip I read ex-footballer Paul Lake’s autobiography – someone who had a promising career effectively ended by the age of 22. I found it quite humbling RE working hard to a goal, then disappointment, resilience, further setbacks, managing frustrations, and eventually conceding defeat and having to learn adaptations to fresh challenges Ian Priestley (Furntech)
I don’t read as much as I should these days, with a busy work and home life. I do, however, love podcasts, and a recent episode of The Diary of a CEO with Steven Bartlett really resonated with me – it was a reminder of how vulnerability and leadership go hand in hand. I always find it helps sharpen my perspective, both personally and professionally Kathryn Lukehurst (Lukehursts)
The biography of the Four Seasons founder, Isadore Sharp, one of the best demonstrations of entrepreneurship and great leadership Steve Adams (Mattress Online)
A social media post (LinkedIn) about the title CEO, what it means, and what it should mean Andy Stockwell (Improve Retail)
Tim Peake’s Space – The Human Story is perhaps the best book I have ever read. Truly fascinating, and the stories of the bravery (or was it stupidity?) of the early astronaut pioneers made me realise that in business, we often just don’t take enough risks … Peter Harding (Fairway Furniture)
Well, I don’t read as much as I used to as I travel way more now, but I have listened to some amazing podcasts recently such as Michelle Obama, and Chris Voss on DOAC – both of which have prompted me to buy their books to read Jan Duckworth (Cox & Cox)
The Happiness Trap by Russ Harris Paul Groves (sales agent)
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The birthday cards from my kids – genuine, loving words that put everything else in context Greg Suthern (100% Comfort)
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