#444 September 2026 www.furniturenews.net
Crafting comfort Sleepeezee’s sumptuous Bed Show launches
LONG POINT / BED SHOW RETAIL TECHNOLOGY LIVING / TRADE SERVICES
RETAIL RENAISSANCE Poltronesofà takes ScS into a new era Kyoto’s groundbreaking expansion When Whitemeadow met Westbridge
Introducing Introducing the the Next Next Wave Wave of of Innovation Innovation As Sealy continues its extensive program of product development for As Sealy continues extensive product development 2026, a host of newits ranges will beprogram unveiledoffor the first time at this for 2026, hostBed of new ranges will be unveiled for the first timeinnovation. at this year’s aNBF Show: including the next generation of coil year’s NBF Bed Show: including the next generation of coil innovation. Centred on unique technology, premium product performance, Centred on unique technology, productoffer performance, and commercial viability, thesepremium new collections Retailers an and commercial viability, these new collections offer Retailers an extensive range of opportunities. extensive range of opportunities. Sealy invites retail partners to preview the collections Sealy retailStand partners preview the collections at the invites NBF show, B20 to &C10. at the NBF show, Stand B20 &C10.
NBF Bed Show | 22 – 23 September | Stand B20 & C10 NBF Bed Show | 22 – 23 September | Stand B20 & C10
www.sealy.co.uk www.sealy.co.uk
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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 “It’s the start of a bold new chapter for Sunderland’s famous suite shop The news broke in October 2023. Pan-European retailer Poltronesofà was coming to the UK via the (£99m) acquisition of our second-largest upholstery retailer, ScS. Yes, the process could have been smoother. It’s hard to say how much disruption is expected when a foreign entity takes over a c.100-store business dating back to 1894, but after three years of upheaval (including mass resignations, winding-up petitions, cultural clashes and severed supply chains) the dust appears to have settled. Last month, Poltronesofà UK shared its latest financials, saying its Italian parent group’s “vision and strategy have now been fully adopted in the UK” (helped along by a £60m investment). Turning Italian involved new branding, store design, technology and supply partners, which came to fruition in a year of “investment and transformation”. On p12, you can read our exclusive interview with CEO Mike Schmidt, a man who’s no stranger to upholstery retail, yet has found in Poltronesofà an ethos that aligns closely with his own. Mike told me about the scale of the change, how the stores have evolved, and why the brand’s ‘any sofa, and fabric’ proposition is resonating with UK consumers. It’s the start of a bold new chapter for Sunderland’s famous suite shop. ScS isn’t the only business entering a new phase. Last month, I ventured deep into the Lincolnshire countryside to visit Kyoto’s newly expanded facility, home to both futon manufacture and vast (£2m) stockholding capacity. Newness abounds, from management and ERP to product categories beyond sofabeds. Founder Nick Cancea says Kyoto’s flexibility makes it the perfect import partner for a growing roster of UK retailers – read my report on p18. We’ve also updates from Nichola Bell, who has been recruited by Whitemeadow to spearhead the Westbridge brand once again (p28), protection provider Loxa which recently went live on Dusk.com (p30), and Sofa.com’s new MD Sunayna Azam (p32). As we head into autumn, they aren’t the only ones turning a new leaf, as this season signals retail’s resurgence and a raft of trade shows including Autumn Fair (p38), Minerva’s Autumn Furniture Show and Long Point (p44). The bed bods among us will be particularly excited by the prospect of the Bed Show’s return this month – read our preview from p52 and find out more in our dedicated Bed Buyer supplement (at www.furniturenews.net/magazine, if not alongside your printed copy). Other issue highlights include the latest in retail technology (from p74), the best furniture creations from summer’s New Designers exhibition (p70), news from MA Living (p26) and Meta Sofa (p24), and columns from industry experts including Ben Wain, Gordon Hecht, Tim Hudson, Phil Pond, Andrew Goodacre and John D Moulton (from p88). Here begins an issue full of new chapters. Feel free to turn the page …
Paul Farley
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Contents 12
7
NEWS
12 INSIGHT
COVER FEATURE 54 SLEEPEEZEE
Mike Schmidt Poltronesofà UK
28 EDITORIAL EDITOR-IN-CHIEF Paul Farley 01424 776101 paul.farley@lewisbusinessmedia.co.uk SALES SALES AND MARKETING DIRECTOR Sam Horscroft 07764 650655 sam@lewisbusinessmedia.co.uk COO Emma Sharp emmas@lewisbusinessmedia.co.uk
Nichola Bell Whitemeadow
32
Sunayna Azam Sofa.com
90
PRODUCTION EDITOR Allan Norbury allan@lewisbusinessmedia.co.uk SUBSCRIPTIONS Kay O’Brien kay@lewisbusinessmedia.co.uk
Kyoto
24
Meta Sofa
26
MA Living
28
Whitemeadow
30
Loxa
32
Getting personal
34
In this month …
44
Long Point
52
Bed Show
70 PRODUCTS 70
New Designers
74
Retail technology
78
Living
80
Trade services
88
Phil Pond
90
Ben Wain
92
Andrew Goodacre
94
Gordon Hecht
95
Jackson Szabo
96
William Sharp
98
Tim Hudson
100 John D Moulton 102 Stephen Sidkin
PUBLISHER AND CEO Simon Lewis SUBSCRIPTIONS (UK-£65, Europe-£85, RoW-£95)
18
88 OPINION
DIGITAL MANAGER Nyall McCurrach nyall@lewisbusinessmedia.co.uk
DESIGNER Tony Godwin
Poltronesofà UK
36 EVENTS
PRODUCTION COPY ADMINISTRATOR Steve Merrick steve@lewisbusinessmedia.co.uk
ART EDITOR Sarah Crowhurst sarah@lewisbusinessmedia.co.uk
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105 Partner comment Ben Wain Wain Consultancy & Coaching
106 Feedback
REPRO, PRINT AND DISTRIBUTION Stephens & George
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YOU VOTED. WE’RE VERY
PROUD YOU DID.
Being voted Best UK Bed Manufacturer means a great deal to us. Because behind every Highgrove bed is a team of people who care about what they make, and a network of retail partners who continue to put their trust in our brand. So this award belongs to all of them too. To our team, our retailers and everyone who voted for Highgrove Beds, thank you.
And we’re only just getting started.
HIGHGROVE BEDS highgrovebeds.co.uk
NEWS 8
Bensons for Beds has appointed John Rastall (ex-DFS) as commercial director, reporting to CCO Mark Slater.
Bedkingdom has selected Furnishing Futures, a nonprofit organisation dedicated to transforming empty social housing into safe homes for women and children escaping domestic abuse, as its long-term charity partner.
DBL Capital has completed an MBI of Stockport-based online retailer Home Space Direct with a six-figure investment from NPIF II – FW Capital Debt Finance.
The Furniture Makers’ Company’s annual National Golf Day, held in July, raised £6,300 for the industry charity.
Wayfair Inc has reported its best sequential growth in a Q2 since 2020, with 7.5% net revenue growth fuelled by momentum in orders, which were up by 6%.
Next’s full-price sales were up +9.2% YoY in Q2, materially ahead of its forecast for the period of 4.0% growth.
Sofa Club has appointed former Sofology MD and Topshop global retail director Emma Dinnis as nonexecutive director.
Nectar Sleep has been admonished by the ASA for making misleading pricing claims in its online promotions.
Prestigious Textiles has opened its first-ever showroom, at London’s Worlds End Studios in Chelsea.
READ MORE ONLINE AT WWW.FURNITURENEWS.NET
Poltronesofà outlines UK progress
Poltronesofà UK (A Share & Sons, formerly ScS), says its Italian parent group’s vision and strategy have now been fully adopted in the UK, driven by a £60m investment. The specialist furniture retailer – owned by the Poltronesofà Group, a leading sofa retailer in Italy, France and across Europe, with 30 years of experience – has published an update on its performance and progress for the year ended 31st December 2025. It says the year saw it continue to execute its development plan to align more closely with the wider Poltronesofà Group’s successful business model – a plan which began following the acquisition of the UK business in January 2024 and included a comprehensive upgrade of showroom fit-out and layout, the roll-out of a refreshed product range offering the ‘any sofa, any fabric’ proposition aligned to the European business, and a series of upgrades to internal systems and processes. Having refurbished approximately half of the stores in 2024, the company completed the remainder of the estate during 2025, opened a new store in Carlisle and also relocated its Warrington store. Across 2024-25, the company’s 97 stores were transformed through an investment of approximately £60m. Despite refurbishment-related disruption and
temporary store closures, the company grew its order intake by 2.1% to £267.8m and delivered a gross revenue of £253.5m (£253.6m in 2024). Gross margin improved to 49.4% from 47.4%, underpinned by wellreceived new product launches, the establishment of new relationships with manufacturer partners and general pricing discipline. “This sourcing improvement, together with ongoing cost control, has also meant the company achieved a materially improved underlying operating result,” states the group. “After adjusting for the impact of temporary store closures and one-off integration costs, the 2025 financial result was close to breakeven.” In the first months of 2026, the Poltronesofà brand was launched across all 97 stores, completing the strategic plan initiated with the acquisition in early 2024. The company has also secured new locations for three further store openings in 2026 as it builds towards national coverage. Its near-term focus is to build recognition of the Poltronesofà name in the UK, continue strengthening the customer proposition, grow sales volumes and deliver improved profitability. It says early trading following the rebrand has been encouraging, supporting confidence in the group’s expectation of a positive operating profit result for 2026 and a further significant improvement in profitability in 2027. “The 2025 financial year has been one of investment and transformation,” says Poltronesofà. The business absorbed the disruption of a major store renewal programme while delivering positive order intake, improved gross margin and a stronger underlying financial performance. The transformation programme is now complete, and our focus is firmly on translating that investment into further sales growth, a stronger customer offer and continued profit progression.” Find out more in our exclusive interview with UK CEO Mike Schmidt in this month’s issue (p12).
Tapi not liable for £13m in VAT payments, rules tribunal Following an appeal against assessments issued by HMRC under the Value Added Taxes Act 1994, retailer Tapi has been found not liable for VAT payments totalling £13,555,315, which HMRC contended was due on the supply of flooring fitting services to Tapi’s customers from 2019-23. During the period, when a customer purchased a floorcovering from Tapi, the customer had a choice of fitting the covering or arrange the fitting themselves, or purchasing a floorcovering fitting arrangement service from Tapi for a specified fee. In the latter instance, Tapi arranged for a fitter, who was wholly independent of Tapi but from a ‘pool’ of fitters vetted by the retailer, to attend the customer’s premises to perform the fitting, and the customer paid the fee. Tapi says it accounted for VAT on the basis that where it provided the fitting arrangement service, it acted as a ‘disclosed agent’ for the customer in
arranging the service, which was supplied by the fitter as the principal. Tapi charged VAT on the arrangement fee at the standard rate, but many of the fitters were not registered for VAT and did not charge VAT on the fitting fees which they received from the customers. HMRC made its assessment on the basis that, in its view, under a form of sub-contracting arrangement, the fitters supplied the fitting services to Tapi and, as principal, Tapi made an onward supply of the services to customers. Accordingly, in HMRC’s view, Tapi should have accounted for VAT on the fitting fees received by the fitters at the standard rate. The tribunal found that, for VAT purposes, the fitters supplied their services to Tapi’s customers in return for the fitting fees, so the retailer is not liable to account for VAT on the fees received by the fitters for their services.
8 NEWS
Sainsbury’s agrees sale of Argos
Sainsbury’s has agreed to sell Argos to Swift Partners, a new company established for the acquisition by Richard Pennycook, Trevor Strain and Matt Truman alongside True Capital (owner of The Cotswold Company), “combining extensive experience of retail ownership and leadership with expertise in technology, digital innovation and AI transformation”. The move, which Sainsbury’s says will enable it to focus on its core food business while supporting the next phase of Argos’ growth, will see Swift “build on the strength of the Argos brand, multichannel model and store network, bringing expertise and investment to accelerate growth and innovation in a fast-moving and competitive general merchandise market”. Simon Roberts, chief executive of J Sainsbury, comments: “Sainsbury’s has transformed Argos into a leading multichannel retailer with millions of customers and thousands of talented colleagues. As we have strengthened our core food business, we
have carefully considered what it will take to create the strongest possible future for Argos. Swift brings retail leadership, operational expertise, technology capability and long-term investment, alongside a deep commitment and belief in the future potential for Argos customers and colleagues.” Under the terms of the sale, Sainsbury’s expects to realise cash proceeds of at least £120m. At least £70m is expected to be received upon completion (expected in February 2027, with full separation by February 2029). This sum will include proceeds from the sale of an Argos distribution centre. Deferred consideration of £50m is expected to be received over the following three years. Sainsbury’s will retain responsibility for the Argos defined benefit pension scheme. Swift Partners’ Richard Pennycook, who will serve as Argos’ executive chair, say: “What attracted us to Argos is the strength of the business, with a trusted brand, loyal customers and dedicated colleagues. We believe strongly in Argos’ future and see real opportunities to invest and build on its progress. Argos’s combination – of a strong digital business supported by stand-alone stores, stores inside Sainsbury’s and local fulfilment centres – gives it a distinctive position in the market and an excellent platform for growth.” Argos will continue to trade through its established channels, and Sainsbury’s will continue to sell Habitat products.
Ireland aligns with EU on furniture flammability Ireland is aligning its Furniture Safety Requirements with the EU’s General Product Safety Regulation (GPSR), its Minister for Enterprise, Tourism and Employment, Peter Burke has announced, revoking the existing Industrial Research and Standards (Fire Safety) (Domestic Furniture) Order 1995, and “marking an important step in the modernisation of Ireland’s furniture product framework”. The change aligns Ireland’s approach to furniture product safety with the EU GPSR, which has been applicable since 13th December 2024. Peter Burke says: “Consumer safety remains our overriding priority. This decision does not reduce the requirement for furniture sold in Ireland to be safe. Rather, it modernises our regulatory framework by aligning it with the comprehensive product safety regime that now applies across the EU. The GPSR places clear legal responsibilities on manufacturers, importers and distributors and provides robust mechanisms for market surveillance, enforcement and product recalls where risks arise.” The department noted that Ireland’s furniture flammability requirements were developed more than 30 years ago and are “among the more distinctive” national requirements operating within Europe. It adds that stakeholders have highlighted that compliance with these requirements can
create additional costs for manufacturers and may discourage some products available elsewhere in Europe from being supplied to the Irish market. The department also noted that international discussion on furniture flammability regulations has increasingly considered the balance between fire safety, chemical safety and environmental protection, adding that some flame-retardant chemicals historically used in furniture and upholstery products have been associated with health and environmental concerns, leading to increased scrutiny of their use by regulators and public health bodies internationally. The department emphasised that the revocation of the 1995 order will not require businesses to withdraw products that are already being lawfully supplied to the Irish market: “Businesses will be able to continue selling existing furniture products, provided those products comply with the GPSR and any other applicable legal requirements. “The change removes a distinct national furniture flammability requirement and supports greater alignment with product safety standards across the EU. Under the GPSR, enforcement authorities retain extensive powers to investigate potentially unsafe products, require corrective measures, order recalls and remove dangerous products from the market.”
John Lewis Partnership has announced that Peter Ruis will step down as MD of John Lewis in September, and will be replaced by Will Kernan (ex-River Island, The White Company, Wiggle, New Look), currently a non-executive board member.
Dunelm has launched ‘Ask Dunelm’, an AI-powered shopping assistant designed to help customers discover products, styles and inspiration “through natural conversation”.
Dusk has launched Dusk Trade for the professional interiors market, to run alongside its D2C business.
FWS Direct, a wholesaler based in Chorley, has appointed Lorraine Briggs as its marketing manager.
The Furniture Makers’ Company’s master, Jessica Alexander, is to abseil 100m down Portsmouth’s Spinnaker Tower alongside five industry colleagues this month to raise money for the industry’s charity.
James Latham’s former chairman Peter Latham OBE, the seventh generation of his family to enter the timber distribution business, has passed away following a short illness.
Bensons for Beds has launched workplace finance provider Stream, which promises staff access to “a range of fair, inclusive financial tools”.
Fibreline has appointed Ian Browne as its head of finance.
MattressNextDay has recycled its 100,000th mattress through its nationwide recycling scheme.
READ MORE ONLINE AT WWW.FURNITURENEWS.NET
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12
Retail renaissance In January 2024, ScS, a cornerstone of British furniture retail with roots dating back to 1894, went Italian – its new owner, Poltronesofà, boasting a 30-year heritage and successive European expansions. Much of that transition has taken place behind closed doors … until now. With the initial phase of the brand’s UK journey delivering encouraging results, CEO Mike Schmidt offered Paul Farley an exclusive insight …
INSIGHT 13
Poltronesofà UK has come a long way. Its full-year results, published last month, outline how the parent group’s strategy and £60m investment have transformed the retailer formerly known as ScS. Post-acquisition, the Italian group has rebranded the UK business, delivered a comprehensive showroom upgrade, rolled out an entirely new range defined by a unique ‘any sofa, any fabric’ proposition, and upgraded its internal systems and processes across an estate of 97 stores (including new premises in Carlisle and Warrington). Despite the disruption caused by the mass refurb, Poltronesofà grew order intake by 2.1% to £267.8m in 2025, delivering a gross revenue of £253.5m (in line with the previous year’s). Gross margin went from 47.4% to 49.4%, a refined cost and sourcing base ultimately delivering a result “close to break-even”. This year, the brand hit home, the revamped stores supported by TV ads in which three of its Italian craftsmen deliver their mission statement – “quality sofas, Italian touch”. The company also secured three new locations and, given this year’s results to date, says it is confident of achieving a positive operating profit in 2026, “with a further significant improvement in profitability in 2027”.
Any sofa, any fabric It seems Poltronesofà’s success – to coin a cliché – is down to an old family recipe, namely ‘any sofa, any fabric’, and having an environment in which it can prosper. “It’s fundamental to our proposition,” Mike explains. “The group’s ethos is to focus on where your specialities lie, and ours is in sofas.” Of course, as its early staffing changes demonstrated, any expansion into new territories demands a degree of localisation. ››
Mike Schmidt
Transformation at scale Mike Schmidt is no stranger to the industry, having worked with DFS (2014-22) and B&M (2022-25), chiefly in finance lead roles, before being appointed Poltronesofà UK’s CEO in March this year. While he’s unable to comment on what happened before he joined – the acquisition process, changes to staffing and suppliers, and the industry rumour mill that continued to churn in the absence of greater transparency – he admits he’s no stranger to ScS or Poltronesofà, having followed the progress of both for more than eight years. “At first, Poltronesofà sought to understand and learn about the UK market, to make sure the proposition was right,” he begins, “before recognising that it needed a strong UK management team to make absolutely sure of that. “The group’s been going 30 years in Italy, and yes, it’s been private in terms of its corporate affairs, but that’s because it’s been focused on making the customer proposition as strong as possible – and you can see the progress it’s made. Ultimately, we want to let the customer proposition, results and progress we
make do the talking – not the PR.” Despite the scale of the business, its transformation has been rapid and holistic, and the benefits are now being felt. “Operationally, in addition to focusing the business purely on upholstery, there’s been a new ERP system put in place, we’ve gone through a refit of 97 stores in a two-year period – not many retailers would be brave enough to take on that amount of change – and delivering our ‘any sofa, any fabric’ proposition meant getting numerous manufacturing partners and fabric suppliers on board,” Mike explains. “The scale of the transformation we’ve gone through speaks for itself. Having worked at an executive level in other retail businesses, I think it’s a testament to the strengths of our colleagues.” Indeed, Poltronesofà’s adjusted operating profit going into the black this early in its UK journey seems quite the accomplishment. “It’s pleasing to see we’re now generating cash as a return on all the investment that’s been made,” he says. “One of the privileges of being a private business is that you’re able to look at a different earnings and investment cycle. As a group, Poltronesofà is financially successful across the whole of Europe – but it takes a long-term view, making sure each investment decision is consistent with the proposition that has worked so well across the Continent.”
“Not many retailers would be brave enough to take on that amount of change
14 INSIGHT
A (genuine) craftsman from Poltronesofà’s TV ad campaign
you’ve a young family and you want something functional, we’ve something right for you too. It’s an Italian philosophy to make your home as comfortable and as right for you as possible, and that’s what we’re trying to bring to the UK market.” The choices are manifold. In any one showroom, approaching 90 ranges will be on display (and 20-30 available exclusively online). These offer over 240 fabric choices, plus a selection of leathers. This means hundreds of thousands of SKUs, given the huge range of covers available. Poltronesofà’s swatches are displayed on bannières (meaning ‘banner’ or flag’) around the walls, which can be taken down and placed on the customer’s model of choice. “It’s very different from the typical UK proposition, where you’ve got to flick through the swatch book and see what’s available,” says Mike. While some customers will revel in the depth of choice, others will need more guidance, and the sales team has been extensively trained to offer expert assistance. “We talk about the Italian touch – it’s that link with the Italian design, like the craftsmen in our advert who actually help train our store staff,” says Mike. “Any sofa, any fabric is certainly a unique proposition in the UK mass market, and a powerful differentiator for customers looking for exactly the right model.” Mike acknowledges that while many customers appreciate the heritage of Italian design, having the right product range, in-store experience, price point and comfort is key. “Either way,” he says, “customers are responding well to the proposition.”
“Customers are responding well
“There have been some tweaks made, in particular making sure the group has the right range for the UK market,” Mike explains. “The UK customer is different to a degree, with their own preferences of style, sit comfort and fabrics. The Europeans commonly want a firmer sit and really appreciate the Italian design aesthetic, while the UK market tends to opt for more traditional and classic designs, so there has been a degree of bespoking, but we’re also offering some of our bestselling models from across Europe. “Ultimately, consumers in any market want great comfort, design and prices, and much of our journey over the last two years has been about making sure the offer is as strong as possible for the UK in that regard.” Poltronesofà aims to offer a sofa for every customer group. The price architecture has changed little since the ScS days, ranging from premium own-branded product to a sharp entry-level proposition, at £399 for a static fabric model to upwards of £3000 for leather corner sofas (“all Poltronesofà branded, so we make sure we’re giving the customer the best value for money,” Mike notes). “If you want a high-end, all-singing, all-dancing, tech-recliner sofa, we have something that’s right for you,” he continues. “Likewise, if it’s your first property,
Setting the scene The store design, too, is consistent with what has worked in Italy and France. “It works because there’s great lighting, there’s space for the product to breathe, for sales advisors to show the ‘any sofa, any fabric’ proposition in exactly the right way,” Mike explains. The format has evolved over a long period of time. Mike visited the brand’s stores in France and Italy eight years ago and says he was “blown away” by the quality of experience back then, “and they’ve only continued improving it since, so I’m not surprised it looks so modern and different now it’s here in the UK. “The senior management back in Forlì would say ‘that’s just us, that’s what we’ve worked towards’ – and now the UK is benefiting from all that experience and learning that’s been so hard won over the years.” Not only are the revamped showrooms a reflection of changes and investment taking place, their quality makes them great places to work, and valuable recruitment tools, says Mike: “People can see the potential, and that attracts some great individuals – who wouldn’t want to be part of this journey?” Poltronesofà enjoys good nationwide coverage – aside from some areas in the south (a reflection of ScS’ northern heritage), which it intends to rectify. Mike says it has no plans to veer from its established
15
“Who wouldn’t want to be part of this journey?
need a different approach to get your brand in front of customers.” Accordingly, Google strategies and a strong social media presence to complement the broadcast media (“just look at how we launched in the market,” says Mike).
big-box format – another affirmation of the model’s effectiveness, given how much the sector has changed in recent years. “I’m enjoying being back in furniture,” he says. “It’s a segment of the retail market that’s tricky to get right – all your products are handmade to order, you’re offering a lot of choice, it’s a very considered purchase … then you’ve got to make sure the product’s made on good lead times and delivered to the customer very carefully. There are so many facets of that journey you have to work very hard on. It’s very different to selling a tin of beans. “For me, the critical trends are about making sure you’re inspiring customers in the best way possible. Get your marketing message in front of them so they look at you when they come into the market (which may be only every few years). Offer a relevant product range and get your online imagery and content right. “Likewise, mobile has grown in that time. You’ve got to find ways of inspiring customers on a very small screen. Greater social media uptake means fewer people are watching TV – you can see that in the viewing figures of the Coronation Streets and Emmerdales of this world, which means you
All in the delivery While the acquisition severed many of ScS’ longestablished supply chains – not to mention the wholesale exit of the flooring category – Poltronesofà quickly established a new status quo. While some product is sourced from the Far East, the bulk of its product is manufactured in Italy and the UK (the latter enabling shorter lead times and greater customisation), reflecting the ‘best of both worlds’ approach epitomised by the company’s management. Typical lead times are 8-12 weeks – Mike says customers are generally happy to wait for the sofa that’s right for them, adding that Poltronesofà may well look at offering stock models in the future, but that the range needs to be right to begin with. “As a retailer, you really need to curate the choice for the customers as much as possible,” he notes. This summer saw the launch of more than 40 new models, and the range continues to evolve, with shorter lead times increasingly available. “A good retailer should always be trying new things,” says Mike. “A business can never stand still – our philosophy is to be relentlessly demanding of ourselves, to keep improving. If we see something exciting, we’ll look to bring it in as soon as we can.” Speed to market should be no problem. The business inherited an in-house fulfilment operation comprising nine distribution centres and 97 vans, which deliver around 3,500 customer orders each week, so it rarely works with outside carriers. For Mike, it’s another crucial differentiator. “Making sure the final mile goes as smoothly as ››
16 INSIGHT
“You can always do better tomorrow
possible is a core part of the retailer’s challenge. There are many ways complexities can ensue if you’re not working with the right partners,” he explains. “There are some very experienced players in our sector that’ve moved into two-person logistics, but it can be a tricky segment to get right. Some highly credible retailers out there rely on those industry partners – but it’s a capability we have within our group, and one we operate at scale.” Fit for purpose Six months into the new role, Mike is still learning. But, with Poltronesofà’s onboarding now complete, this new chapter is one of consolidation, the renaissance well under way. “The biggest challenge, for me, is to manage and prioritise the scale of the opportunity in front of us,” he reveals. “I’m genuinely excited – so much of the work on the foundations has been done, and now the question in front of us is how to optimise and keep on
improving in every area. For me, what’s front of mind is making sure our range is as strong as possible, that we get the right marketing out there and continue to develop our colleague base. The work never stops. “On a personal level, I’ve been really impressed with the strength and depth of the people and talent in the organisation. We’re drawing on lots of experience and history, and the approach and ethos of our Italian colleagues has been a real pleasure to discover. “It’s a true partnership – some of the group colleagues are absolute experts in their field, and may have different points of view, but they’re absolutely listening to our local expertise, and we all work together (in a low-ego way).” Poltronesofà’s MTO model emphasises the right model for the individual, and in Mike it appears to have found the perfect fit. “The company’s ethos absolutely aligns with my own,” he explains. “You focus on what you’re an expert on, take a long-term view. This isn’t about the earnings you make in the next six months, it’s about the opportunities over the next 30 years – and having a relentless dissatisfaction in what you’re doing today, because you can always do better tomorrow. “There’s a desire to improve, to play to win. It’s a really exciting part of the culture. As I look around the team today, I see the people that have gone through the changes in the last couple of years, and they’re really energised.” Poltronesofà has landed, put down its roots, and is now hungry for growth. “We’re very pleased by the reception to the brand’s launch in the UK,” Mike concludes, “but as a business, we’re never satisfied. We want to be the best in this market.” www.poltronesofa.co.uk
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Building business This summer, importer/manufacturer Kyoto took its UK stockholding capacity to a new level, building a £2m warehouse to absorb the company’s “exponential growth” – but nothing worth having comes easy, discovered Paul Farley when he visited Nick Cancea (founder and MD) and Paul Little (sales and marketing director) to see it for himself …
INSIGHT 19
Tarquin
Flexible friends When your business model promises true flexibility, that vast, efficient stockholding capacity is key. As Kyoto Futons (still its full name), Nick’s business
Denver multilift ottoman
Sometimes history catches up with you. In 1975, a local farmer was ploughing his field near the village of Water Newton when he uncovered a hoard of 4th Century Roman silver. The find, which comprised 27 silver vessels, crockery and religious tokens, and one gold plaque, was likely buried by an inhabitant of the nearby Roman town of Durobrivae long ago. It was a notable discovery – yet, in their unearthing several articles were damaged by the farmer’s plough, lending weight to the feeling that sites of potential archaeological interest should be approached with caution. This can mean a significant expense for anyone wishing to build on land which may conceal historical secrets – which Nick Cancea discovered to his frustration when he began adding a new 25,000ft2 warehouse to his facility in Deeping St James. Capacity at the site in the Lincolnshire countryside had been expanded previously – from 30,000ft2 to 45,0000ft2 in 2003 – and this new build would add 2200 more pallet spaces to Kyoto’s stockholding capacity, better enabling it to fufil growing demand. Thankfully, while it slowed the build considerably and incurred eye-watering costs, the mandatory archaeological survey only unearthed a few articles of historical interest, and the expansion continued. At its close, the operation saw over 1,500 pallets moved over from Kyoto’s former warehouse in nearby Stamford over just four weeks – a mammoth effort, and a testament to Kyoto’s hard-working team and contractors. Today, the finishing touches are being put in place in the building’s reception area, the racking behind it packed with furniture ready to dispatch.
once manufactured 2,500 futons each week, steadily branching into imports as demand for them waned. He says they were the main UK-made product line for some customers – yet the competitiveness of Chinesemade product proved irresistible, and, in the early ’90s, Nick started feeling out new manufacturing partners. Kyoto still makes futons and sofabeds on-site, but the business is now heavily import-dominated. The business holds around £2m of stock in the UK at any one time – covering around 75% of its offer – with a further £450k on the water. It operates through three distinct channels – MTO, from stock (direct to the retailer or end-consumer, with 24-48 hour dispatch), and full container FOB. A new ERP system implemented during the pandemic provides easy visibility of Kyoto’s live stock feed, updated minute by minute if the customer wishes. Nick still goes out to visit his partner factories in China for 15-16 weeks each year, while Kyoto’s head of product and junior buyer add further ‘boots on the ground’. Having worked with some of those factories for more than 12 years, Nick says China’s furniture manufacturers have a “will do, can do” attitude, and offer a huge breadth of choice. “We don’t walk into factories and pick things out,” he explains. “We lead the conversation. That might mean taking our own fabrics to multiple factories, looking for options to cover all the bases.” As someone who also manufactures product in the UK, Nick is keenly aware of the criticisms often levelled at the quality of imported goods – and says they could not be further than the truth, in his experience. Increasingly, Kyoto’s partners are SEDEX audited. Their raw materials can be traced to source, and in their hunger to serve the UK customer, they ›› generally fall in line with the wider sustainability
“Once retailers start working with us, they rarely go elsewhere
20 INSIGHT
Mollie
“The business has been through a period of exponential growth
Sorrento
agenda. To cap it off, all product is certified, and inspected by trusted QC teams in China. In all, Kyoto’s ‘curated’ portfolio comprises 644 products (both imported and MTO). It’s a compelling offer. “Customers also benefit from our in-house marketing services and online assets, and can develop their own designs with us, helping them
differentiate their offer,” explains Paul Little, who was hired earlier this year to expand Kyoto’s presence and customer base. “But our flexibility is where we really shine. A retailer with several stores might buy some containers from us, but if certain lines sell really well, and they’re after a few more specific models, we’ll do what we can to help them out. And we can react to demand even if the customer hasn’t made a huge commitment beforehand. Basically, we’re flexible enough to pivot based on the customer’s needs.” Nick cuts in: “And we’re fantastic at what we do!” Back to beds Kyoto’s product range has gone far beyond futons. In recent history, the supplier has been best known for its sofabeds (winning several Furniture News Readers’ Choice Awards accolades in that category), and its thriving accent chair range. It was also making strong inroads with beds and bed frames, yet staffing changes and other priorities meant much of that offer was shelved – until now. “The business has been through a period of exponential growth,” Paul explains, “and we’ve had to fulfil customers’ needs first. Nick has invested a huge amount in the building, in new systems and people, and a complete rebrand, and with that, our partnerships have become even stronger – meaning higher turnover and greater buying power, which means we can offer customers even more choice. But we definitely need to be back in beds.” A bed industry veteran, Paul is looking forward to relaunching Kyoto’s bedstead line – including bed
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Kyoto holds around 75% of its offer in stock on-site
frames and ottomans – at the Bed Show this month, followed by an expanded upholstered offer. “We’re bringing great-value product, with excellent delivery options, to Telford this year (stand D30),” he says, “and we’re taking our marketing support to a new level, so make sure you pay us a visit.”
Cloud corner sofabed
Team effort From nationals and online pureplays to independents big and small, Kyoto already works with many of the UK’s foremost furniture retailers, and is also now looking to the specifier/architect sector for growth. Its furniture already comes in many different sizes – its static upholstery models, for example, range from 120cm to big corner groups – and requires no assembly, so Kyoto’s portfolio is as flexible as its business model. The team behind it – including Nick, Paul, and new GM Mark Ballard – is stronger than ever, with 39 on-site staff covering everything from compliance and merchandising to customer service. Further afield, six UK agents (“the best set we’ve had in years”, effuses Nick) are spreading the word to new customers, and ensuring existing ones know what’s in the pipleline (and, like the beds, back in action), while Paul sees “definite potential” for growth in the sales team. “Retailers see the sheer depth of our product offer, and the guarantees and backup that comes with it,” concludes Nick, “and, once they start working with us, they rarely go elsewhere.” Customers are invited to visit the trade showroom at Kyoto’s HQ to see the supplier’s manufacturing and stockholding capabilities for themselves. Granted, they may not find any Roman treasure – but it could be the start of a valuable partnership …
Belle ottoman
www.kyoto.co.uk
“Great-value product, with excellent delivery options
£2 Million Invested. Millions More in Opportunity. Market-leading stock availability, industry-leading service and a stronger future with Kyoto Futons. At a time when stock availability, supply chain resilience and service performance remain high on the agenda for furniture retailers, Kyoto Futons has taken decisive steps to strengthen its offer to the UK market. The award-winning furniture supplier has recently completed a significant investment programme across warehousing, stockholding and operational systems, reinforcing its commitment to supporting retail partners with improved availability, faster fulfilment and enhanced service levels. Kyoto has also expanded its operational footprint with the addition of a new 25,000 sq ft warehouse facility, increasing UK stockholding capacities in excess of 75,000 sq ft with a total stock holding now exceeding £2.1 million. The investment represents far more than additional space. It reflects a long-term strategy focused on giving retailers
greater confidence through stronger stock availability, shorter lead times and a supply chain designed to meet the demands of an increasingly competitive marketplace. “ At Kyoto we know that additional capacity will allows us to hold deeper stock levels across key collections resulting in improving our responsiveness and flexibility with our retailers”.
Strengthening Service Through Investment By significantly increasing UK stockholding, the company is positioning itself to support a broad mix of national retailers, e-commerce operators and independent furniture specialists. The result is a service proposition centred on stock confidence, reduced lead times and greater continuity of supply. Alongside warehouse expansion, Kyoto continues to invest in operational processes aimed at improving fulfilment performance and customer satisfaction. “Our focus is heavily on operational excellence through a programme of continuous improvement, coupled with
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ongoing investment in systems, processes and people designed to support On-Time-In-Full performance targets”.
Renewed Focus on the Beds Category Under the leadership of Sales & Marketing Director Paul Little, the business is leveraging extensive sector experience and retailer insight to drive future product development and category growth. The strategy focuses on delivering collections that combine: • Strong retail appeal • Enhanced comfort and functionality • Contemporary styling • Improved value positioning • Greater flexibility for retailers The move signals Kyoto’s intention to further strengthen its position across multiple furniture categories while continuing to respond to evolving retailer and consumer requirements.
Designed for Today’s Consumer Product development remains central to Kyoto’s growth plans. Recent introductions have focused on cleaner silhouettes, contemporary aesthetics and carefully curated fabric selections, reflecting changing consumer preferences across both bedroom and living categories. The company’s growing portfolio demonstrates a clear emphasis on combining commercial appeal with modern design, helping retailers offer products that perform equally well in-store and online.
Looking Ahead Having recently secured its third consecutive Best Sofa Bed Supplier award, Kyoto enters the next phase of its development with significant investment completed and a clear focus on future growth. The business continues to expand its product portfolio while investing in operational excellence, supply chain capability and customer service. For retailers, the message is straightforward: stronger stock availability, enhanced service performance, contemporary product development and a supplier committed to longterm partnership. Kyoto Futons is investing today to help its customers succeed tomorrow, visit them at the NBF show 22nd & 23rd September at Telford International Centre, stand D30
For further information: sales@kyoto.co.uk www.kyoto.co.uk
24 INSIGHT
Meta Sofa enters a new phase
“The furniture market continues to evolve at pace, and for us, that creates opportunity,” says Meta Sofa which, after opening its 224,000ft2 state-ofthe-art showroom, warehouse and distribution facility in Leamington Spa (in partnership with Man Wah Holdings and Cheers), is expanding its product offer far beyond upholstery …
“We want to build sustainable partnerships
“Changing consumer expectations, new ways of buying and selling, and the need for retailers to continually refresh their offerings are shaping the next chapter of our business,” supplier Meta Sofa explains. “As we look ahead, our focus is clear – broaden our product portfolio, strengthen our position in the market and ensure our products are represented across every geographical area of the UK and Ireland.” And this next phase is already well under way, the company continues: “We are launching exciting new bed and dining ranges, building on the success of our Power Slider collection, expanding into compressed sofas, and introducing a new market and sales strategy designed to support ambitious nationwide growth.” Getting into beds and dining One of the most significant developments is the introduction of new bed and dining collections, ranges which Meta Sofa says represent an important expansion of its offer, and have been developed with the same commercial thinking that sits behind its established upholstery business. “For our retail partners, the objective is to provide products that combine strong quality, value and innovation with genuine salesfloor appeal,” the supplier elaborates. “We understand that successful ranges need to do more than look good – they must be commercially relevant, clearly positioned, and capable of delivering the margins and sell-through retailers require.
“Our new bed collections have therefore been created to offer a strong balance of comfort, quality and innovation across a broad customer base. At the same time, our dining programme gives retailers another opportunity to extend the relationship with consumers beyond the living room. “Moving into these categories is an important part of our longer-term strategy. We want to become a broader furniture partner to our customers, providing retailers with access to complementary categories from a supplier they already know and trust.” Nationwide coverage Alongside product development, Meta Sofa says it has been working on a new market and sales strategy with a “very clear” objective – to establish representation for its products across every geographical area of the UK. “We see considerable opportunity for further
25
growth, but achieving nationwide coverage requires a structured approach,” it says. “Our strategy will focus on identifying areas where our products are currently under-represented, developing new retail partnerships and supporting existing customers as they expand their business with us. “Most importantly, growth will not simply be about adding accounts. We want to build sustainable partnerships with retailers who understand their local markets and can successfully represent our products. “The independent furniture sector remains incredibly important to us. Retailers have built their businesses through product knowledge, customer service and an understanding of what consumers in their individual markets want. Our role is to support them with compelling products, dependable service and a commercial proposition that gives them confidence to invest in our ranges. “Our ambition is straightforward – wherever consumers are shopping for furniture in the UK, we want there to be an opportunity for them to discover our products.” Sliding scale makes a real-world difference Meta Sofa adds that the success of its new Power Slider has demonstrated what can happen when innovation is combined with the right product proposition: “The response from customers has been extremely encouraging, confirming our belief that consumers are looking for furniture that offers greater functionality without compromising on design or comfort. “Power Slider provides a point of difference on the retail floor and gives sales teams an immediate feature to demonstrate to customers. “That interaction is important. In an increasingly competitive market, products that create interest, encourage engagement and offer a clear consumer benefit can give retailers a valuable selling advantage.” Power Slider’s success is also helping inform future product development, Meta Sofa continues: “Innovation does not have to mean adding complexity for its own sake – it needs to provide a benefit that consumers can immediately understand and value.” The expansion of compression Another important milestone has been the successful launch of Meta Sofa’s compressed sofa programme. “Compressed sofas represent an exciting addition to our growing product portfolio, and demonstrate our willingness to embrace new product formats and routes to market,” the supplier explains. “The initial
response has given us confidence that this category has significant potential. “There are clear practical advantages around handling, storage and distribution, but equally important is the opportunity to reach customers whose buying habits are changing. Consumers increasingly expect convenience alongside design, comfort and value, and compressed furniture provides an interesting solution to those expectations. “For us, this is not simply about introducing another sofa range. It is about adding another product category and opening opportunities with existing customers, while also reaching new channels and new consumers.” Onwards and upwards “Taken individually, the launch of beds, dining, Power Sliders and compressed sofas are exciting developments,” concludes Meta Sofa. “Together, they represent something much bigger – the evolution of our business. “We are moving forward with a broader portfolio, a stronger innovation pipeline and a much more focused strategy for national distribution. Our goal is to give retailers more reasons to work with us, more categories from which to generate sales, and products that provide genuine points of difference. “The next stage will be about execution. We will continue listening to our customers, investing in product development and identifying opportunities across the UK where we can establish strong, mutually beneficial partnerships.” There is considerable work ahead, therefore, but also considerable opportunity, adds the company: “With new categories coming to market, successful innovation already delivering results and a nationwide growth strategy now taking shape, we believe we are entering one of the most exciting periods in the development of our business.” To find out more about Meta Sofa’s home furnishing offer, or to arrange a visit to the showroom, call 02477 299299 or email info@metasofa.co.uk. www.metasofa.co.uk
“Consumers increasingly expect convenience alongside design, comfort and value
26 INSIGHT
Luxury living made easier
“Exceptional products combined with practical solutions
Columbia
A product for every market Importantly, says Uneeb, MA Living’s range has been developed to serve every level of the market: “From value-conscious domestic customers through to premium and high-end interiors, MA Living provides a product that fits. “For retailers, this means flexibility. Whether you are targeting first-time buyers, growing families or luxury homeowners seeking statement pieces, our collection allows you to offer a consistent brand experience across multiple price points, without compromising on quality or design integrity. “We also understand that the furniture landscape is no longer defined by a single channel. That is
Penny
“The real opportunity lies in making the entire buying journey simpler – for retailer and customer alike,” says MD Uneeb Akbar. “At MA Living, we believe luxury should be accessible, beautifully made and, above all, comfortable. Our upholstered bedframes combine high-end comfort with considered design, quality materials and a price point that makes premium living achievable for today’s domestic market. “But our ambition extends beyond the bedframe itself. Listening to our customers has always been at the heart of MA Living. Retailer feedback directly influences the products we develop, allowing us to respond to genuine demand, rather than simply following trends. That approach has led us to expand our offering significantly, creating a true one-stop shop for retailers. “Our popular Mix Match & Create collection puts the customer firmly in control. With an extensive range of options, customers can customise their bed to suit their individual taste, interior and lifestyle. From upholstery choices and design details to the base configuration, the possibilities allow every bed to become genuinely personal.” Following strong customer demand, MA Living now offers far more than upholstered bedframes. Its range includes platform-top ottoman bases, adjustable bases, power ottoman bases, drawer bases and divan bases, providing retailers with a comprehensive selection to meet different customer needs and budgets. Whether the priority is additional storage, enhanced comfort, accessibility or functionality, there is an MA Living solution,” says Uneeb.
For today’s retailer of mid- to highend domestic furniture, offering quality, choice and exceptional comfort is no longer enough, contends supplier MA Living …
why MA Living is equally positioned to support the contract market, supplying durable, well-designed and commercially viable solutions for hotels, serviced accommodation, student housing and other highusage environments. Our ability to bridge both domestic retail and contract supply gives our partners a distinct advantage – one manufacturer, multiple applications, and a product range that adapts to different commercial demands.” Making the mattress part of the solution MA Living also recognised another challenge facing its retail customers – mattress lead times. “A customer could order their bedframe from MA Living and receive it within around four weeks, only to discover they were then waiting a further four-tosix weeks for their mattress from another supplier,” Uneeb explains. “For the customer, that meant an unfinished bedroom. For the retailer, it meant another delay to manage. So we changed the model. “MA Living now manufactures its own-brand mattresses, allowing retailers to order the bedframe and mattress together and simplify the entire delivery process. One order, one delivery and quicker overall lead times make life easier for the retailer while giving the customer a much more seamless experience. No more waiting around. This is what we believe modern luxury retail should look like – exceptional products combined with practical solutions. “Every MA Living product is manufactured in Yorkshire, using the finest materials and working with UK-accredited suppliers. That local manufacturing heritage gives us control over quality while allowing us to respond quickly to the needs of our retail and contract partners. For us, luxury isn’t simply about how a bed looks. It is about how it feels, how it performs, how it is made – and how easy it is to buy. With an expanding collection of bedframes, bases and mattresses, MA Living is giving retailers everything they need to offer their customers luxury living, quality bedframes and high-end comfort at affordable prices – all from one trusted partner.” www.maliving.co.uk
malivinguk 01133 224384 • sales@maliving.co.uk • www.maliving.co.uk
28 INSIGHT
Back to the future Lacey
This summer, Whitemeadow announced the appointment of Nichola Bell to lead sales on its newly acquired Westbridge brand. As the brand’s former custodian, Nichola is relishing the chance to write its next chapter, she tells Furniture News …
How does it feel to be back representing Westbridge? Brilliant, to be honest! At first, I thought it would take me a while to get my head back into all things Westbridge, but in fact it felt like I’d entered a TARDIS, and I was back on it in no time! It’s difficult to explain, but I feel rather proud to be back at the helm, having been there from day one of the original business back in 2010, and now being here for its revival … it’s quite exhilarating! The energy and enthusiasm that the team have for this revival is contagious. It’s not been an easy task, and they’ve done an incredible job, enabling Westbridge retailers to continue trading and retain as many orders as they could at the beginning. As sales director, I feel like a custodian of a (trade) brand that gave myself and many others many happy years in our industry, and I relish the challenge to make it something special. Like they say, ‘experience never goes out of style.’
“The energy and enthusiasm the team have is contagious
What have you been doing behind the scenes since you joined? The beauty of a revival is ensuring that you take the best bits forward and leave the not-so-good bits behind. In essence, it’s starting a new business from scratch, and anyone who’s done this before is aware of the work that’s needed. Some of the smallest details (that largely go
unnoticed) such as branding, imagery, internal documentation and systems, can take the most time, but are important in building strong foundations. It’s not enough just to rely on excellent product – the
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What can we expect to see from the new Westbridge? As the ‘new’ Westbridge will officially launch at next year’s January Furniture Show, we’re working incessantly to create our signature look. We’ll have a dedicated Westbridge stand in a new location in Hall 1, where there’ll be a lovely mix of both heritage products and new ones (sometimes you just have to have the old favourites there, don’t you?!). Obviously, I’m not going to give too much away at this stage (or else what would be the point of our big reveal?). I feel it’s important to retain the core DNA of Westbridge – comfort, value and excellent fabrics – whilst also injecting a fresh feel and taking a new direction. There are some fantastic new looks coming to the market, and I’ve been exploring the use of colour, pattern and texture in a way that’s fresh and exciting, but also commercial. We are acutely aware that consumers are now more ‘trend savvy’ than ever, and that these trends are often difficult to achieve on every shop floor. Westbridge looks to help our independent retailers recreate the current trends in an understandable and commercial way. Our industry (and indeed, the country) has not had an easy time over the last 12 months, with many changes occurring, but I genuinely believe that the latter part of the year will see more consumer confidence and a desire for newness, so our January launch is perfectly timed. In the meantime, we’ve delivered over 100 new displays of the first four models in production – Henley, Peyton, Lacey and Eden. The lovely Keaton is on the bench as we speak, and looking amazing. These heritage models are firm favourites, and have a new curated swatch for this interim period. I want to take this opportunity to thank the customers who have purchased these models and supported us during this interim period. I look forward to working with you all again, and officially welcoming you to Westbridge in January at the JFS! www.whitemeadow.com
Nichola already feels at home with the brand
customer support tools need to be in place to ensure that all our customers can hit the ground running with the support they deserve. Westbridge will be a standalone business within the Whitemeadow Group, with its own dedicated factory and support staff. My next challenge is to recruit a dynamic and energetic field sales team to look after our customers at ground level. We’re also working on a new interactive website, giving customers the ability to track their orders, download their PoS, and even place orders directly on our internal system. It’s all about making working with Westbridge easy and instant, taking away as much unnecessary admin as possible for our customers. There’s plenty to keep me busy right now, and it’s all super exciting!
“I genuinely believe that the latter part of the year will see more consumer confidence
30 INSIGHT
Dusk enlists Loxa’s product protection
Dusk.com’s CMO, Max Cartwright-Wilson
The cover went live on Dusk.com this summer, and more than 1,000 customers chose to protect their furniture in the first week. Dusk is one of the UK’s leading online homeware and furniture retailers, built on a promise of “luxury for less”. Founded in 2016 and headquartered in Leeds, Dusk serves two million customers across furniture, beds and mattresses, dining, lighting, bedding and homeware, with repeat customers making up half of all orders. As more of Dusk’s customers invest in bigger pieces across living, bedroom and dining categories, the question of what happens after the sale matters more than ever, says Loxa: “Furniture is expensive, personal, and designed to last, yet until now, the only protection most online shoppers were offered was the manufacturer’s warranty.” As more customers bought bigger pieces, Dusk wanted the confidence of that purchase to carry well beyond the moment of sale, without adding a single manual process for its team – so it partnered with Loxa to embed furniture protection directly into its shopping journey, through Loxa’s native Shopify app. “Dusk customers can now choose three or five years of cover for hazards beyond the structural warranty – the spilled glass of wine, the cat’s claws in the sofa arm, or a structural fault after the manufacturer’s warranty has ended,” says Loxa. “There is no excess on a valid claim, and Loxa handles everything after the sale, from insurance-related enquiries and the claim itself, through to repair or replacement.”
Loxa’s co-founder and CEO, Jamie Hamer
“Protection was an obvious gap
Loxa’s cover gives online shoppers valuable peace of mind – and this Q4, Loxa is working with retailers to offer complimentary protection through the Black Friday period [Image courtesy Shutterstock/divus-dia]
Online homewares and furniture retailer Dusk has partnered with Loxa, the embedded protection provider behind more than 40 UK furniture retailers, to offer furniture protection to its two million customers.
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The option to add cover is provided prior to checkout
The integration was designed around the way Dusk already runs its store and its systems, with the UI and UX tailored to feel like Dusk’s. Loxa handles everything after the sale, from insurance enquiries and claims through to repair or replacement, so Dusk’s team stays focused on its customers. Loxa explains: “For the customer, it is a single click to add protection at the point of purchase. Behind that simplicity sat a genuine piece of work – fitting protection into a retail operation of Dusk’s scale without slowing anything down. Loxa designed its integration around the way Dusk already runs its store and its systems, working alongside Dusk’s ecommerce and technical teams so that nothing about the shopping experience changed except the choice on offer.” Max Cartwright-Wilson, CMO at Dusk.com, says: “Our customers are investing real money in their homes, and we want them to feel confident doing that with us. Protection was an obvious gap. What mattered was doing it properly, in a way that fits how we work and how our customers shop. Loxa understood that from the first conversation, and the take-up so far has confirmed it.” The early take-up at Dusk follows a pattern Loxa says it sees across its retail partners: “Offered fairly and at the right moment, protection is something customers actively want. For retailers, that is a new revenue line and a longer relationship with every customer. For manufacturers and brands, it means fewer disputes over damage that was never a fault, and products that stay in homes longer. “Our experience with Dusk shows what happens when a leading retailer treats protection as part of the customer experience, rather than an add-on – a new revenue line with no operational lift, and customers who get more years from the furniture they love. If your customers are investing in high-value products, they are ready to protect them.” Jamie Hamer, co-founder and CEO, Loxa, explains: “Great retail does not end at the sale. It is proven in the aftercare, in what happens when the sofa is stained, or a fault appears long after the warranty has ended. Dusk is one of the most impressive retailers in the
country, and they treat aftercare as part of the brand, not an afterthought. This is where furniture retail is heading, with aftercare providing long-term loyalty and customer benefits, and we are proud to be enhancing Dusk’s customer-first strategy with this launch.” www.loxacover.com www.dusk.com
Behind the numbers ore than 1,000 customers added M protection in the first week usk has seen a 15% attach rate D on purchases over £500, before any optimisation
Dusk’s customers can now avail of Loxa’s product cover
,500 protection policies were added by 3 customers in the first four weeks (protecting over £1m worth of furniture) 5% of customers adding protection 5 choose the longest cover “The pattern is telling – the more customers invest, the more they protect,” says Loxa. “On purchases over £500, the attach rate reached 15%, achieved before any optimisation, and 55% of customers chose the 5-year plan. When protection is offered clearly, at the right moment, from a brand they trust, customers see the value immediately.”
“Great retail does not end at the sale
32 INSIGHT
GETTING PERSONAL
Sunayna Azam Otto, Sofa.com
Coming to the retail sector from a background in interior design and branding, Sunayna joined Sofa.com (part of Frasers Group) in 2023, and was appointed MD this June. She has since led the company’s turnaround to positive end of year results, drawing on her 15 years of brand-building experience across global consumer brands including Jaeger (M&S) and Laura Ashley (Next). Here she shares some of her secrets for success
How might a child describe what you do? Tell grown-ups to spend their money on good sofas, which can only be bought at sofa.com! What’s the biggest long-term challenge you face? Remaining relevant in an ever-changing world, and adapting both personally and professionally to the new AI-powered reality. If you had 10 x your working budget, what would you spend it on? Brand awareness campaigns. I am the biggest advocate of OOH (out of home) and its effectiveness. What would be the title of your autobiography? Own the Narrative. What does ‘work/life balance’ mean to you? Inspiring my daughters while being consistently present for them. Who’s been your most influential professional mentor? My manager in my first role in the UK. She inspired me, believed in me, and has been a source of support
and encouragement across my professional growth and ventures. What advice would you give your younger self? Don’t let self-doubt ever hold you back. What’s been your best day in business to date? Sofa.com’s EoY results for FY26. We delivered positively against a very challenging turnaround plan. What’s the biggest myth about our industry? That all affordable sofas are made in the Far East. At Sofa.com, we offer great value for money to our customer through European manufacturing. What should everyone in our industry either stop or start doing? Focus on quality and durability that offers longevity. Where do you see the industry going in the next 5-10 years? More savvy customers seeking multi-functional furniture pieces that deliver greater value for their investment. www.sofa.com
“I am the biggest advocate of OOH advertising and its effectiveness
Protection built for furniture. Covers spills, rips, breakage and stains that a standard warranty won't. A new revenue stream
Fewer returns
Claims handled by Loxa
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34 INSIGHT
In this month … From record-breaking sales to rising costs, Furniture News puts today’s issues in perspective, looking back at what happened in the industry five and 10 years ago today …
“Consumers appear to have shrugged off Brexit fears about the economy
Five years ago (September 2021) In the news, Researcher GfK noted falling consumer confidence due to “concerns about rising prices for fuel and food, the growth in headline inflation, tax hikes, empty shelves and the end of the furlough scheme”, while the BRC warned of slowing retail sales growth and imminent price rises from “commodity and shipping costs as well as Brexit-related red tape”. BFM research suggested the strong rebound in economic growth seen in Q2 was waning, the recovery impacted by labour and supply shortages, with consumer spend being diverted to social activities once pandemic restrictions were lifted. The report also revealed that the cost for materials and fuel in August 2021 had increased by 20.7% YoY. In retail, John Lewis Partnership said it had taken “difficult but necessary decisions to reduce costs and improve competitiveness” at the start of its five-year plan to return to sustainable profit, closing eight John Lewis stores in H1 and reducing head office roles. Conversely, Dunelm cited “very strong sales growth” (26%, against 21% in 2019), despite its stores being closed for more than a third of the year, and Next saw brand full-price sales up 8.8% (Yo2Y) in H1, saying its “gloomiest projections, made at the nadir of the crisis, were a long way off the mark”. Moda Furnishings said it had doubled in size in the past year, with furniture sales increasing by over 60% YoY. JYSK opened a store in Carlow, and announced the rollout of six stores in Ireland by the end of 2021. Globally, the business achieved a recordbreaking €4.386b in turnover across its 2020/21, with sales up 67% in the UK and Ireland. DFS saw revenue from continuing operations grow by £94.1m, driven by market share gains, pent-up demand from the first lockdown and a shift in consumer spending to the home, and Made reported record H1 results, achieving 61% revenue growth (despite a decline in gross margin due to “global freight inflationary pressures and foreign exchange headwinds”). SKG Capital said it had taken bedding and linen retailer Julian Charles to a breakeven position from a £2.1m EBITDA loss, and Heal’s opened a 7500ft2 outlet store in Walton-on-Thames, Surrey. In supply, The Vita Group acquired manufacturer Usleep from Northedge Capital, Geko Products acquired home and giftware supplier Scarthingwell Replicas, and Hitachi Capital Consumer Finance signalled its rebrand to Novuna Consumer Finance. In the magazine, with more consumers looking to ‘make do and mend’, we covered the care and repair sector, and asked Peter Green Furnishers’ Wendy
Martin Green about inheriting the family business. With the return of face-to-face trade shows, we looked back at Manchester Furniture Show (MFS) in Harrogate, while our Bed Buyer supplement featured our Bed Show preview plus interviews with the CEOs of Bensons for Beds and MattressOnline. Ten years ago (September 2016) In the news, consumers continued to enjoy falling shop prices, yet sales slowed the previous month as the Olympics and outdoor activities diverted shoppers’ attention. Retail footfall figures for August showed that, two months on from the referendum, the result had little material impact on how people were going about their lives, and GfK said consumer confidence had rebounded to pre-vote levels. “British consumers appear to have shrugged off Brexit fears about the economy as wages continue to grow faster than prices, rising employment boosts income, and low interest rates encourage people to spend rather than save,” said GfK’s Joe Staton. In retail, IKEA opened its Westfield Stratford City Order and Collection Point – its first store in a UK shopping centre – while sofa.com opened in Glasgow, Savoir at Chelsea Harbour, and Furniture Village prepared to open its 44th showroom, in Preston. John Lewis delivered gross sales of £2.02b for the HY (up 4.5% YoY). Home sales were up 3.7%, driven by furniture, beds and outdoor living. The partnership announced a new finance brand and opened in Chelmsford, while MD Andy Street announced plans to step down following a 31-year career with the business – including nine as John Lewis’ MD – to be the official Conservative Party candidate for the office of Mayor of the West Midlands. Sainsbury’s completed its acquisition of Home Retail Group, BHS revealed plans to relaunch online following its administration, and Marks & Spencer proposed cutting 525 jobs at its head office and reducing IT and Logistics roles in central London by 400. Steinhoff International reported unaudited revenue growth of 33% to €13.1b, attributing its UK success to a “solid British bedding market”, while Dunelm reported another strong year. In supply, DM Midlands Group, owner of Ashley Manor, Alexander & James and AMX Design, entered into a joint venture partnership with the Thailand Carpet Manufacturing Company PLC (TCMC). In the magazine, we recapped MFS and New Designers, visited Steinhoff’s Cambridgeshire factory, and met Nathan Furniture’s Ian Cull. Our Bed Show supplement featured interviews with Time4Sleep and Matza.
35
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36 EVENTS
Rising stars complete experience programme
“It gives talented people the opportunity to see the furniture industry in its entirety
From left – Fyn, Dani, Anna, Hollie, Violeta and Charlotte
This summer, six young professionals completed the Young Professionals Industry Experience (YPIE), a unique two-week tour of UK businesses organised by The Furniture Makers’ Company, the City of London livery company and charity for the furnishing industry.
The programme is one of the organisation’s flagship educational initiatives, which aims to give a select group of professionals a comprehensive understanding of the furniture industry. Over two weeks, participants explored every stage of the supply chain, from design and manufacturing to marketing, compliance, testing, sustainability and retail. This year’s participants were: Charlotte Rumsey, customer experience team manager at Hypnos Beds; Fyn Duncan, a student at Rycotewood Furniture Centre, Oxford; Dani Mullane, quality technician at Bensons for Beds; Violeta Marcu, account manager at Sleepeezee; Anna Scott, production engineer at MillerKnoll; and Holly Wilkie, account manager at Sourcebynet. The group visited 20 companies across the UK, gaining first-hand insight into the breadth of the furniture supply chain. Businesses opened their doors to showcase best practice in design, component sourcing, manufacturing, marketing, customer service, innovation and sustainability. Participating organisations included Anti Copying in Design (ACID), Blum UK, Designer Contracts, Dreams, Ercol, Ergochair, the Furniture Industry Research Association (FIRA), the Furniture and Home Improvement Ombudsman, G Plan, Halstock Cabinet Makers, Hypnos, a masterclass with John Makepeace OBE, Miller Knoll, Ocee & Four Design, SATRA, Sylva Foundation, William Hands and Vita Foam. The programme concluded with a presentation lunch, sponsored by Blum UK, at Furniture Makers’ Hall in London on 17th June, where participants shared their reflections with supporters, industry leaders and the companies that had hosted them throughout the experience. Jessica Alexander, master of The Furniture
Makers’ Company, says: “The YPIE is one of the most rewarding programmes we deliver because it gives talented people the opportunity to see the furniture industry in its entirety. By visiting businesses across the supply chain, participants gain a deeper understanding of the innovation, craftsmanship and collaboration that underpin our sector. “It has been inspiring to see this year’s group embrace every opportunity, ask thoughtful questions and build lasting connections with the people and businesses they met along the way. “They represent the future of our industry and I have no doubt they will go on to make a significant contribution throughout their careers.” Fyn comments: “The YPIE programme really opened my eyes to the sheer breadth of the furniture industry. The contacts I made through The Furniture Makers’ Company and ACID have been invaluable.” Anna says: “There were so many valuable insights throughout the programme. I’ll be taking a great deal back into my role, particularly around sustainability initiatives and project management approaches that I saw in practice.” Charlotte adds: “Every company we visited was different, but they all shared the same commitment to quality and craftsmanship that sits at the heart of the furniture industry.” Dani concludes: “It was a fantastic opportunity to understand the important role every department plays in ensuring product quality, colleague wellbeing and customer satisfaction. Taking part in YPIE has benefited me both professionally and personally. I look forward to putting everything I’ve learned into practice.” www.furnituremakers.org.uk
SUN. 8 - WED. 11 NOV. 2026
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38 EVENTS
Autumn Fair promises cohesive living solutions Autumn Fair promises to bring together its strongest-ever collection of homeware, interiors and lifestyle brands this month, making its Home, Living & Décor and The Summer House destinations a valuable visit for retailers preparing for the busiest buying season of the year.
“We’re offering a truly seamless buying experience
Taking place at the NEC Birmingham from 6-9th September, Autumn Fair, co-located with Glee on the 8-9th, will welcome more than 1,250 exhibitors, 20,000 buyers and over 500,000 products, with the Home destination showcasing everything from occasional furniture, textiles and decorative accessories to artisan homeware, premium gifts and outdoor living collections. Spanning Home, Living & Décor and the curated The Summer House, Autumn Fair says it offers buyers an opportunity to discover products that blend timeless design with emerging trends: “From statement furniture and luxurious textiles to handcrafted ceramics, decorative accessories, home fragrance and seasonal styling, the destination brings together established industry leaders alongside exciting independent brands, helping retailers create compelling homeware assortments for every customer. “The Summer House continues to be one of Autumn Fair’s most distinctive destinations, showcasing an edit of premium, design-led brands renowned for craftsmanship, originality and beautifully curated collections. With influences ranging from Scandinavian minimalism and rustic living to contemporary elegance and artisan design, it remains the place where buyers discover products that become year-round bestsellers. “A major enhancement for 2026 is the closer integration of the Home destination with Glee, creating an uninterrupted buying journey between the two events. Located across Hall 6, Home, Living & Décor naturally connects with complementary gift brands before seamlessly flowing into Glee’s garden and outdoor living exhibitors, allowing buyers to explore indoor and outdoor collections in one continuous experience. The expanded layout reflects the increasing convergence between home interiors, gifting and outdoor living as consumers look to create cohesive living spaces that extend beyond the home. “The show also comes at a pivotal time for retailers.
While consumers remain value-conscious, spending on the home continues to be driven by a desire to create spaces that support wellbeing, self-expression and entertaining. Trends including layered interiors, natural materials, artisanal craftsmanship, Scandinavianinspired design, indoor-outdoor living and investment pieces continue to influence purchasing decisions, creating fresh opportunities for retailers to inspire customers with thoughtful, design-led collections.” Event director Matthew Mein comments: “The home continues to be one of retail’s most dynamic categories. Consumers are investing in products that make their homes feel more personal, comfortable and inspiring, and retailers are looking for collections that combine great design with commercial appeal. This year, we’ve created our strongest Home destination yet. From beautifully curated premium brands in The Summer House to established suppliers and exciting new discoveries across Home, Living & Décor, buyers will find an exceptional breadth of products alongside the latest trends shaping the market. “Combined with our co-location with Glee, we’re offering a truly seamless buying experience that reflects the way retailers buy today, across home, gift, lifestyle and outdoor living, all under one roof.” This year’s Home destination is strengthened by the return of many of the industry’s best-known suppliers alongside a mix of established and emerging brands. Exhibitors include Lotus Imports, Pacific Lifestyle, Casa Verde, Culinary Concepts, The Otters Brook Collection, Bronte By Moon, Home Edit, Edge Company, Malini, Hill Interiors, Light Style London, Gingko, Phoenix Textiles (Hug Rug), Ancient Mariner, Final Touches, Wilde Java, McGowan & Rutherford and Jarapa. Beyond sourcing products, buyers will also benefit from Autumn Fair’s extensive content programme, expert advice sessions, trend presentations and networking opportunities. www.autumnfair.com
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40 EVENTS
Whitemeadow invites partners in-house
Collingwood
Whitemeadow’s September show will revisit a selection of models first unveiled at the January Furniture Show, presenting them in new cover stories that highlight their versatility and appeal in a different light. Bracken, Bramley and Toronto will take centre stage, reflecting the continued move towards warm neutrals and richer tones. Alongside these refreshed looks, a selection of established customer favourites will return, creating a collection that Whitemeadow says “feels familiar while offering something new for the season ahead”. The sofamaker says its focus is on creating looks that feel current while remaining commercially considered, showing retailers how proven designs can be refreshed through thoughtful fabric and colour choices. Oliver Keating, sales director, independents and key accounts, comments: “The September show is about showing our customers what else can be achieved with the collection. We’ve taken some of the models that performed strongly at JFS and given them a fresh look through new fabrics and cover stories, alongside some of the ranges our customers continue to come back to. It’s a great opportunity to see the collection from a different perspective.” The September event also comes at a particularly proud time for Whitemeadow, following its recent success in the Furniture News Readers’ Choice Awards, where the business topped the Best for Innovation category – an accolade which celebrates the creativity and development behind Whitemeadow’s approach to product, recognising the work that goes into continually evolving its offering and responding to the needs of the market. Design director Paul Ainley adds: “There’s a huge amount of work and commitment behind every piece of furniture we develop. From the initial design through to development, testing, fabrics and the final product, it takes a real team effort to get things right. To have that work recognised with the Best for Innovation award is something we’re incredibly proud of, and a great reflection of the people behind the collection.” Whitemeadow is equally proud of its recent
Sloane
“It’s a great opportunity to see the collection from a different perspective
Rowen
Following a strong start to 2026, Whitemeadow is preparing to welcome retail partners to its September in-house show, bringing a fresh perspective to some of the collection’s stand-out designs …
Investors in People Silver accreditation, recognising its continued investment in people, leadership and workplace culture. It says that, together, these achievements reflect the wider work taking place across the business – from product development through to manufacturing processes, to supporting its people and building strong customer partnerships. As the September in-house show nears, Whitemeadow looks forward to bringing its retail partners together once again, with refreshed cover stories, familiar favourites and new combinations to discover. The show takes place at Whitemeadow’s HQ from 14-16th September, and is open exclusively to the manufacturer’s retail partners. www.whitemeadow.com
We’re hosting: Visit our in-house show this september. Our showroom doors are open from 14th-16th September. Drop by for a catch-up and discover some inspiring new cover stories. We’d love to see you. Open exclusively to partners, contact your Whitemeadow representative if you’d like to plan your visit.
42 EVENTS
FURNITURE COMPONENT EXPO www.fcexpo.co.uk
“In a market shaped by rising costs, changing demand and fierce import competition, standing still is a strategic risk for UK furniture suppliers,” says the British Furniture Association, organiser of the annual Furniture Component Expo (FCE). “The pressures are real – lost market share, slower innovation, supply disruption, brand stagnation and increasing regulatory complexity. “FCE 2027 offers a practical, timeefficient way to turn those pressures into opportunity. As the UK’s dedicated platform
for furniture production and components, it brings together manufacturers, procurement leaders and technical decision-makers who are actively seeking solutions. Exhibiting places your business where market-shaping conversations happen.” Visibility matters, the BFA explains: “Competitors often win quietly, by solving a customer problem before you do. At FCE 2027, you can meet buyers discussing new projects, supply gaps and specification changes, creating opportunities to secure partnerships and exclusives before they go elsewhere. “It is also a chance to accelerate innovation. By testing ideas directly with manufacturers and gathering feedback on performance, sustainability and regulatory priorities, you can refine your roadmap with real market insight. “FCE 2027 also supports supply chain resilience and compliance. It helps you connect with alternative suppliers, logistics partners and technical service providers, while showing customers how your offer helps meet evolving standards and safety requirements. “Exhibiting keeps your brand visible, builds thought leadership and helps you secure – and not just claim – your market lead,” the BFA concludes.
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44 EVENTS LONG POINT
Long Point promises a warm welcome
Showrooms across Long Eaton and beyond will welcome retailers, interior designers and specifiers to explore new upholstery, cabinet, dining and bedroom furniture, alongside manufacturing and training solutions. In all, 30 companies will exhibit at the event, including newcomers HTL and The English Chesterfield Company. David Gascoigne, the newly appointed chair of the Long Eaton Guild of Furniture Manufacturers, says: “Long Point is a fantastic opportunity for the trade to come to Long Eaton and see a broad mix of furniture, design and craftsmanship. We want visitors to explore the different showrooms, discover new collections and spend time with the people behind the brands.” Upholstery will once again take centre stage, with established Long Eaton manufacturing strongly represented by established guild members Gascoigne Designs, David Gundry and Artistic Upholstery all displaying new products and fabrics. John Sankey will unveil its latest collections alongside its Sankey Journal edit, while Tamarisk will display new upholstery shapes with co-ordinated fabrics, and Hunter Knight will offer bespoke manufacturing alongside standard pieces. Bradbery & Cooke, Covercraft and Paulus & Brown return for their second appearances, having debuted this May. Bradbery & Cooke will show a diverse mix of established and new models, combining traditional furniture with a contemporary twist and featuring Gold Seal Octo Core seat cushions. Wallace & Howe also returns, as it continues to develop its portfolio following the acquisition of Steed Upholstery and Peter Guild.
Tetrad
“A broad mix of furniture, design and craftsmanship
Abode
Autumn’s Long Point show returns from 14-16th September, inviting the furniture trade to Long Eaton for three days of new launches, award-winning design and British craftsmanship …
Siren Furniture will present established models including the Draycott collection, while the awardwinning Tetrad will display its Dakota and Nappa ranges. At The Helm’s display continues to combine handcrafted upholstery with cabinetry and lighting, alongside its Hydeline collection, while Violino plans to launch around 25 new groups spanning home cinema options, power headrests, storage, and highleg designs. Hjort Knudsen and Michael Tyler share a showroom, creating a two-brand destination in which the former will showcase its dining furniture, recliners and sofas, while Michael Tyler continues to celebrate 50 years of trading with a selection of new products. Carlton and Vintage will reveal their new Fudge and Leather range alongside contemporary dining collections, new Vintage upholstery, dining and occasional chairs, plus a new fast-track brochure.
45
Siren
Duresta
Hartmann
HTL will present its latest upholstery and leather collections, while The English Chesterfield Company will display its handcrafted, MTO British upholstery. Ashwood Designs will introduce new product and fabrics, while its sister company Buoyant Upholstery will look to build on the response to its newly launched models. At Castlewood Business Park, Sutton-in-Ashfield (off J28 of the M1), Sofa Brands International brands G Plan and Parker Knoll, alongside guild member Duresta, will showcase their latest sofa and chair designs. G Plan promises to maintain its long-standing reputation for British design, comfort and quality, Parker Knoll continues to combine British craftsmanship with innovative comfort, and Duresta will offer visitors the opportunity to explore its luxury upholstery. Cabinet, dining and bedroom furniture add further variety. Iain James Furniture will launch a collection featuring American walnut and dyed green veneers, while Abode will present its IL Range in a combination of solid and veneered oak with art deco-inspired detailing, alongside its Lille living and dining collections. Hartmann will showcase its oak Vala and contemporary Audra ranges, while Wiemann further broadens its award-winning contemporary bedroom offer. Furthermore, Peter Cook will present its components and manufacturing solutions, and WEBS Training, based in Harrington Mill’s reception, will share advice on apprenticeships and industry training. Visitors are encouraged to explore multiple locations, with several showrooms just five minutes’ walk from Harrington Mill. Visitors arriving by train can avail of the guild’s complimentary pick-up service from Long Eaton station by calling 0115 973 4481 at least one week in advance. “Whether you are searching for timeless British craftsmanship, luxurious upholstery, contemporary collections or bespoke furniture, Long Point provides an unrivalled opportunity to meet the manufacturers themselves, explore new collections and develop lasting business relationships,” says David, who is also introducing a new networking reception, taking place at Limas Tapas (near the entrance of Leopold Street) from 5pm-7pm on Monday 14th September, welcoming all
Long Point exhibitors and registered trade visitors for complimentary drinks and appetisers. “This informal gathering has been created to provide an opportunity to meet fellow retailers, interior designers and manufacturers in a relaxed and welcoming atmosphere, exchange ideas, strengthen existing relationships and make new connections within our industry,” David explains. “We would be delighted for you to join us and make it part of your Long Point experience, and encourage you to make the most of your visit. Spending a full day – or better still, an overnight stay – will allow you to experience everything the exhibition has to offer at a relaxed pace.” Discover why Long Eaton is recognised as the UK Centre of Quality Upholstery Manufacture by visiting autumn’s Long Point show from 14-16th September. Registration is free via Eventbrite – visit the show website to find out more, and read on to discover a few more of this edition’s highlights … www.longeatonguild.co.uk/longpoint
“An unrivalled opportunity to meet the manufacturers
46 EVENTS LONG POINT
Familiar favourites and fresh introductions Hydeline Furniture/At The Helm is looking forward to opening the doors of its Long Eaton showroom once again for Long Point this month …
“Demonstrating the breadth and strength of the collection as a whole
“Long Point is always a great opportunity to welcome customers into the showroom, spend time together and showcase our collections in an inspiring setting,” says commercial director Michael Sheedy, “and this September we’ll be bringing together familiar favourites alongside fresh introductions, with a particular focus on the continued development of our stock programme, new collections and the launch of our latest leathers and fabrics.” The stock programme remains at the heart of Hydeline’s offer. Spanning upholstery, cabinet and lighting, it has been developed to offer retailers a strong combination of choice, quality and availability, with products that work across a wide variety of interiors and retail environments. This September will see the programme developed further, with new upholstery models alongside new cabinet and lighting introductions joining the collection. “Throughout the showroom, these new additions will sit alongside established favourites in a series of considered, lifestyle-led settings,” Michael explains. “By bringing upholstery, cabinet and lighting together, we want to show how individual pieces can be layered to create complete, cohesive looks and offer plenty of inspiration for in-store displays. “Fabrics and leathers will also play an important part in the presentation, with the launch of our latest collection providing an opportunity to see how different colours, textures and finishes can completely change the character of a piece,” he adds. “Visitors will be able to explore a broad mix of new leathers and tactile fabrics, from versatile, easy-to-live-with options to more distinctive textures
and patterns. The expanded collection provides further opportunities to personalise our upholstery and create refreshed looks across both established favourites and new designs.” And Long Point is the ideal opportunity to experience these materials first-hand, he explains – to see the colours within a complete room setting, feel the quality and texture, and explore how different covers can work alongside cabinet, lighting and accessories to create a considered interior. The showroom will also feature Hydeline product, complementing the wider upholstery presentation and adding another dimension to the collections on show. “Rather than focusing solely on what’s new, this autumn Long Point is about demonstrating the breadth and strength of the collection as a whole,” says Michael. “Established favourites provide a strong foundation, refreshed through new covers and styling, while new upholstery, cabinet and lighting additions bring further choice to our stock programme. “We look forward to welcoming customers and industry partners to our Long Eaton showroom from 14-16th September. Whether you’re looking to discover the latest additions to our stock programme, explore our new leathers and fabrics, or find fresh inspiration for the retail floor, we look forward to welcoming you to this year’s autumn Long Point show,” he concludes. The showroom is located on the ground floor of Harrington Mill, on Leopold Street, Long Eaton. www.atthehelm.com www.hydeline.co.uk
EXCEPTIONAL BRITISH DESIGN TIME-HONOURED CRAFTSMANSHIP
e m i et f i l a r o f Treasured
14 - 16 SEPTEMBER See the new season take shape at the Long Point Autumn Show, with upholstery, cabinetry and lighting curated to create spaces that feel as good as they look - warm, tactile and thoughtfully considered. Harrington Mills, Leopold St, Nottingham NG10 4QE. www.AtTheHelm.com
CREATED WITH OUR PARTNERS IN MIND Discover new collections and ideas at our new Long Eaton showroom.
Make an appointment with our HTL Team First Floor Units 1 and 2 Harrington Mill, Leopold Street, Long Eaton, Nottingham NG10 4QE sales@uk.htlinternational.com
BUILT ON 50 YEARS. COMMITTED TO THE FUTURE. As HTL celebrates its 50th anniversary, the company marks another milestone with a new showroom in Long Eaton. To commemorate its 50th anniversary, HTL is pleased to announce the purchase of a showroom within the landmark Harrington Mill. For many years, HTL has supported the UK market through its showroom in Stoke-on-Trent. This relocation is a natural evolution and reflects the company’s confidence in the long-term growth of the UK market.
With 6 manufacturing facilities across China, India and Vietnam, HTL serves more than 5,000 retail stores worldwide. This global manufacturing footprint enables the company to combine scale, craftsmanship and innovation while supporting customers with consistent quality and dependable supply. “Establishing our permanent home in Long Eaton marks an exciting step forward for our business,” adds HTL CEO Phua Mei Ming. “More than just a location, it is a space where partnerships are strengthened and ideas are brought to life. By bringing our team, customers and partners together in this thriving community for furniture design and manufacturing, we are creating an environment that inspires collaboration, showcases new thinking and helps shape the future of the industry.”
Visit HTL’s new Long Eaton showroom this September during Autumn Long Point 2026. First Floor Units 1 and 2 Harrington Mill, Leopold Street, Long Eaton, Nottingham NG10 4QE Make an appointment with an HTL specialist at sales@uk.htlinternational.com
RS-13428-PR
“Our Stoke-on-Trent showroom has served us well for many years,” says HTL CEO Phua Mei Ming. “This investment places us at the historic home of the UK upholstery trade, reflecting our commitment to our customers by providing a more convenient and welcoming destination.” The new showroom has been designed as more than a display space. It will serve as a dynamic hub where new products are launched, fresh concepts are unveiled and a dedicated space where comprehensive training is delivered to customers and partners. By bringing these experiences closer to customers, HTL aims to make collaboration more seamless and strengthen the partnerships at the heart of its business. Five decades of manufacturing expertise, combined with a commitment to continuous innovation, enable HTL to deliver products renowned for their reliability and quality. Supporting this approach is HTL’s vertically integrated manufacturing model, including ownership of its own leather tannery.
50 EVENTS LONG POINT
Wiemann ready to show new solutions
Wiemann, which recently topped the poll in the Best Bedroom Cabinet Supplier category in the Furniture News Readers’ Choice Awards, will be at autumn’s Long Point show (Long Eaton, 14-16th September), the NBF Bed Show (Telford, 22nd-23rd September) and the Autumn Furniture Show (also Telford, 7-8th October). The company has added a new slider option to the Monaco 3000 collection. Monaco, which was an award winner when it launched and has continued to attract plaudits ever since, is a flexible system of bedroom furniture which offers everything from clever corner units to bed frames. Its flexible modular system combines innovative design with practical storage, offering a huge choice of sizes, colours and finishes to suit any space or style. Kai Schwenke, Wiemann’s export manager, says: “Buyers will be excited to see our ongoing commitment to the Monaco system. The new slider adds another look which consumers will love. Monaco is one of our bestselling ranges, and this is the latest newcomer to the continually evolving range.” The brand is also showing its innovative, newfor-2026 Ambiero wardrobe, which it describes as “a striking and chic product featuring hinged and hinged-combi doors with a unique horizontal textured glass dimple-effect panel. It’s a new and distinctive kind of look which is so far proving popular”. Litmus Furniture is Wiemann’s sole agent for the UK and Ireland. MD Simon Hewitt comments: “Ambiero has been a talking point for all the right reasons wherever it has been displayed this year.” Buyers at Long Point will have the opportunity to take advantage of Wiemann’s summer offer on Ambiero. The company is offering 50% off all shopfloor displays, followed up by four weeks of 5% discount. Simon adds: “This is a not-to-be-missed chance to
Ambiero
“Ambiero has been a talking point for all the right reasons this year
Monaco
Award-winning German bedroom manufacturer, Wiemann, is exhibiting a new addition to its popular Monaco system of contemporary bedroom furniture at Long Point and elsewhere this autumn …
get Ambiero in front of consumers and is an example of Wiemann looking after its customers offering unparalleled value. “Family-run Wiemann has a long history of producing excellent-quality contemporary bedroom furniture, consolidated with the highest standards of customer service. Wiemann is a tried, trusted and reliable brand – qualities which are so important in today’s climate and which we value highly. “We are passionate about producing furniture and backing it up with an enviable delivery, installation and customer service. We are excited to show off our products and catch up with friends and customers, new and existing, in the coming weeks.” In addition, Wiemann will be exhibiting at two major European trade events – MOW in Germany (September) and Brussels Furniture Fair (November). For those who cannot get to the trade exhibitions, Wiemann operates two permanent showrooms – in Harlow, Essex, and Long Eaton, Nottinghamshire – and appointments to visit can be made by emailing enquiries@wiemannuk.co.uk. www.wiemannuk.co.uk
BEAUTIFUL BEDROOMS FROM WIEMANN
Monaco 3000
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
MADE IN GERMANY
52 EVENTS BED SHOW
The bed sector gets back to business The UK bed industry’s biggest event returns to Telford International Centre on 22nd-23rd September, with a plethora of exhibitors ready to share their latest designs, technologies and services …
“There are products for every sector of the market
Organised by the National Bed Federation (NBF), which was crowned Best Trade Association in this year’s Furniture News Readers’ Choice Awards, the Bed Show’s visitors return year after year to meet with their peers and engage with the unique blend of British and Irish bed manufacturers present, and their suppliers. From headboards to convertibles, pockets to foam, high-end to budget, there are products for every sector of the market, all of them produced by members of the NBF. Across three halls, visitors can expect to see the likes of Dura Beds, GNG Group, Harrison Spinks, Highgrove, Sealy UK, Shire Beds and Silentnight, plus many specialist brands. The Supplier Zone in Hall 2 will highlight components, fillings and service providers. From AW Hainsworth, CPS Group and Enkev UK to John Cotton Nonwovens, Vita and Wolf Components, these businesses will be offering the materials and solutions making their way into new bed products from this year. The popular gala dinner and 2026 NBF Bed Industry Awards ceremony takes place on 22nd September, and will be hosted by broadcaster, Clare Balding. The eight awards will celebrate outstanding businesses across supply, manufacture and retail. Visitors can enjoy free entry, parking and Wi-Fi. Complimentary refreshment vouchers are available to collect from the NBF stand, and a free visitor bag is available by the entrance. NBF Retail Champions that signed up for the scheme’s year-round enhanced benefits package will enjoy VIP treatment. Find out more about this year’s Bed Show in our dedicated Bed Buyer supplement, and read on to discover a few highlights … www.bedshow.co.uk
22 – 23 SEPTEMBER 2026 TELFORD
Make the Bed Show your go-to buying destination this September Discover cutting-edge technology, share ideas and build relationships in the world of beds. Why you should visit: • Unrivalled gathering of UK & Irish bed manufacturers • Leading suppliers in components, fillings and services • Buy with complete confidence – all bed manufacturers are NBF-approved • Latest products, offers and promotions in one place • Prime networking opportunities • Free entry, parking and refreshment vouchers • Prestigious Gala Dinner & Awards Ceremony with Clare Balding!
Awards Host: Clare Balding
Register to attend: bedshow.co.uk
@thebedfed | #BedShow2026
We’re award winning! Voted ‘Best Trade Show’ and ‘Best Furniture Exhibition (UK)’ 2026
54 EVENTS BED SHOW
COVER STORY
Sleepeezee addresses evolving demand
“Innovative, high-quality sleep solutions
Mayfair 4700
This month’s cover star Sleepeezee is set to make a splash at this year’s Bed Show with the launch of five new collections …
The premium sleep brand says each “blends elevated style with uncompromising comfort that represents the brand’s dedication to exceptional craftsmanship, innovation and luxurious comfort”. First up is a newly refreshed Ortho range, with enhanced spring counts and firmer support for customers, priced at Sleepeezee’s entry point, offering “exceptional value for money without compromising on quality”, says the manufacturer. Next is a new memory collection featuring Serene foam, designed to offer a more sumptuous comfort. “Serene foam has the soft, cloud-like feel of memory foam but provides better airflow thanks to its microscopic air capsules throughout its design, helping to combat overheating,” Sleepeezee explains. “Serene is not affected by heat unlike traditional memory foam, so offers a more consistent overall performance and immediately responds to your body shape as you sleep for enhanced comfort.” Then there is Tranquil Luxury. This range features responsive layers of latex and is finished with an internal tufted construction providing a smooth and soft sleep surface. The internal tufts help keep all of the comfort layers in place, meaning no glue has to be used, helping ensure the mattress can easily be broken down and recycled at the end of its life. Alongside these stand-out new launches will be two new e-tail specific ranges, to help broaden online partner offerings, as well as new headboards that will offer more design choice for consumers.
“Sleepeezee remains committed to delivering innovative, high-quality sleep solutions that meet the evolving needs of our customers,” the manufacturer concludes. “Visit stand C50 to be the first to experience these new collections.” www.sleepeezee.com
56 EVENTS BED SHOW
Kaymed unveils landmark £3m transformation
“These new investments enable us to help our customers win”
New foam block compressor and roll-packer
Staying ahead of the curve Beyond investment in equipment, Kaymed’s ability to develop, test and commercialise innovative sleep solutions. Upgraded factory environments, expanded production capabilities and a new laboratory provide
Kayfoam’s operations team
Kaymed has just completed a £3m transformation programme designed to accelerate innovation, strengthen manufacturing capabilities and deliver greater value for customers and consumers across the UK and Ireland. At the heart of the programme is the installation of a new Laader Berg Maxfoam continuous PU foam pour line at the company’s Dublin manufacturing facility. The £2.7m investment introduces advanced automation, realtime monitoring and enhanced production traceability, creating one of the most technologically advanced flexible foam manufacturing environments in the region. Kaymed says the new equipment delivers improved product consistency, enhanced quality assurance and greater manufacturing efficiency, enabling it to further expand its successful portfolio of Fusion speciality comfort foams. The investment will also reduce waste streams by almost 2% and lower energy consumption by approximately 3.6%, supporting both operational excellence and environmental sustainability. A further £350,000 investment in C3 Technology foam block compression and roll-packing equipment strengthens Kaymed’s sustainability and logistics capabilities. By reducing shipping volumes (up to 8 x better load yields), transport efficiency, lowers carbon emissions and enables a more sustainable supply chain. Kaymed has also implemented a new Advanced Planning and Scheduling (APS) platform, providing end-to-end visibility across the manufacturing process, from foam production through to finished mattresses. By integrating every component, work centre and production stage across both foam and finished mattress operations, the system enhances planning accuracy, streamlines decision-making and improves responsiveness to customer demand. “For partners, this investment translates into improved service levels, increased supply chain visibility, enhanced product availability and a more agile manufacturing operation capable of responding quickly to changing market needs”, says Kaymed.
Following major investment in advanced manufacturing, innovation, sustainability and people, Irish mattress maker Kaymed is set to unveil “the next generation of sleep products” at this year’s Bed Show …
enhanced facilities for product development, testing and validation. MD Aiden Costello says: “These investments across our people, technology and manufacturing capabilities strengthen every part of our innovation platform, from foam development and bed-in-box production to premium finished mattresses. Together with the spring expertise of Leggett & Platt (L&P), it gives us a unique opportunity to create sleep products that others simply cannot replicate. “Most importantly, these investments enable us to help our customers win through better innovation, more reliable supply, improved sustainability and enhanced sleep experiences for consumers. “Kaymed is one of the few fully vertically integrated sleep manufacturers in the UK and Ireland, with the capability to develop and produce every major component of a finished sleep system. From comfort foams and fibres to spring technologies available through the L&P group, this level of integration provides customers with greater quality control, product innovation and supply chain resilience.” Alongside investment in plant, technology and product development, Kaymed has invested in people, strengthening its leadership, technical and operational capabilities through 14 specialist appointments over the past year. New roles spanning engineering, supply chain, planning, finance, health and safety, laboratory testing, virtual product development and commercial management have enhanced the company’s ability to innovate, improve customer service and support future growth. It also employs 250 people of 26 nationalities across its Bluebell and Kilcullen facilities. Looking ahead, Kaymed says it will showcase the next generation of sleep products at this year’s Bed Show: “Developed in partnership with L&P, one special collection combines advanced foam technologies with the expertise of the world’s leading spring systems manufacturer to deliver fresh thinking in sleep comfort and wellness.” Find Kaymed on stand D30. www.kaymed.co.uk
While the world sleeps, we keep on improving it. Long after the lights go out, we’re still working to make sleep better. Our £3 million investment in people, technology and facilities strengthens the innovation behind every Kaymed and Kayfoam product. Sleep easy. We’re already working on what’s next.
Kaymed.co.uk Kayfoam.com
58 EVENTS BED SHOW
Cool, compliant, and raring to show
“We will also launch what is probably our most innovative collection ever
Staying cool as temperatures rise It has been a record-breaking summer and, with temperatures climbing year-on-year, the UK is looking for new ways to sleep cooler. Cue Komfi’s range of sleep technologies, which promise to regulate night-time temperatures through the highs of summer and the depths of winter. “Experience the cooling effects of graphene-infused 4G memory foam in the luxurious Infinity collection, and ultra-breathable castellated foam layers in the Flexiwell collection,” says the company. “Add to that the Coolmax technology featured in a wide range of Komfi mattress covers, which has been keeping sleepers cool for years by wicking away moisture, and you can be sure to sleep soundly whatever the weather.” The growing importance of UK mattress manufacturing standards As a proud British brand, GNG Group, the manufacturer behind the Komfi brand, says it always champions the importance of UK manufacturers – however, the National Bed Federation (NBF) and European Bedding Industries Association (EBIA) have uncovered figures which hammer home the importance of using trusted suppliers. Earlier this year, their Project Phoenix investigation found that 65% of mattresses imported from outside the UK/EU failed to meet the UK’s fire resistance regulations. “For us, compliance is not simply a requirement – it is a cornerstone of the Komfi brand,” says a spokesperson. “We are ISO 9001, ISO 14001 and ISO 45001 certified, hold A-rated status as an NBF Approved Supplier, are certified carbon neutral, and remain committed to producing mattresses in the UK that meet and exceed industry standards.”
Coolmax
Following a summer of growth and innovation, Komfi is approaching this year’s Bed Show with one of its most innovative collections yet …
Getting ready for the Bed Show The NBF Bed Show is just around the corner and, for the 10th consecutive year, Komfi will welcome friends, long-standing clients and new faces to discover its full range of designs and innovations. “As ever, we will showcase our broad range of collections that meet all feels, designs and price points, coupled with the quality of manufacture we have become known for,” says the company. Two new ranges “We are very excited to be launching two new ranges at the show,” Komfi’s spokesperson says. “The Serenity Collection offers fantastic value coupled with an outstanding cover treatment to stand out both on the shop floor and online. “We will also launch what is probably our most innovative collection ever – the Nexus Collection, which combines the cooling technologies of the GelFlow gel foam layer in one model and the breathability of AirCool in another. Both are available with Hybrid options of 1000 and 3000 springs. See them first on stand C30.”
Vitality
Feeling the power of Vitality Since its launch a year ago, the Vitality collection has proved a hit with retailers and consumers alike, says Komfi: “Five distinct mattress designs cater for every type of sleeper – from the Ultra Firm to the luxurious Hybrid model for those craving a plush feel – complete with a removable, washable cover featuring Coolmax technology. “Vitality, easily recognisable with its consumerfriendly, colour-coded zip details, will be on display at the Bed Show, so you can experience all the benefits of this expertly crafted, thoughtfully designed mattress range for yourself,” the company concludes. www.komfi.co.uk
10 Year Warranty
British Made
Non-Flip Mattress
Recyclable Mattress
High Quality Ecofoam
Experience next-generation comfort with the Nexus Collection, enhanced by cooling GelFlow foam technology. Be among the first to discover Nexus on Stand C30.
Please contact your local agent for more information Edward Bacon Graham Dickinson Jason Hillier Nigel Hillier
North West & East Midlands North East & Yorkshire South East & East Anglia South West, South Wales & West Midlands
komfi.com A division of the GNG Group. NHS Approved Supplier. www.gnggroup.co.uk
00353 87 7779993 07976 061 173 07734 853473 07876 508913 07971 484550
chrislester2000@gmail.com edward.bacon@icloud.com grehamd@aol.com rosethornagencies@outlook.com nigel@nhillier.co.uk
60 EVENTS BED SHOW
Shire’s white-label offer steps up
Bamboo
Define it, shape it, own it “We believe retailers want more than another mattress on their shop floor,” says Shire. “They want products that reflect their brand, meet the needs of their customers and give them a genuine point of difference. “Define it. Tell us what your brand stands for, who your customer is and where you want to position yourself. Together, we can identify the product proposition that works for your business. “Shape it. Our product development and manufacturing expertise allows us to bring those ideas to life – from mattress construction and comfort levels to materials, fabrics, finishes and specifications. “Own it. The result is a product that becomes part of your own brand story. We provide the expertise and manufacturing capability behind the product – you build the brand and the legacy.” At the Bed Show, visitors will see this approach brought to life through a mix of new product launches and innovative sleep solutions, developed in response to changing consumer expectations and market demands, says Shire: “Innovation remains at the heart of Shire Beds. We are continually exploring new materials, technologies, comfort solutions and product constructions to ensure our retail partners have access to products that are not only relevant and exciting, but commercially viable. “Alongside our latest innovations, we will also be showcasing our bestselling Capri and Ravello ranges, which continue to perform exceptionally well for retailers. “The Capri and Ravello collections demonstrate that successful innovation is not always about reinventing the wheel. They combine the qualities consumers continue to value – comfort, quality, craftsmanship and choice – with strong retail appeal and dependable sales performance. Their continued success reflects our focus on developing products that work both for the consumer and the retailer.” Meanwhile, the Internum and Solitude ranges represent another success story for Shire Beds at the premium end of the market. “Through thoughtful product innovation, refined design and a focus on exceptional comfort, these collections have strengthened our offering and enabled our retail partners to access a compelling luxury proposition with genuine market appeal,” the manufacturer explains. For Shire Beds, the Bed Show is also about listening. “Meeting our customers face to face gives us the opportunity to understand what is happening in the marketplace, what consumers are looking for and where retailers see their next opportunities,” it states.
Tencel
“Retailers want more than another mattress on their shop floor
Shire’s proposition – ‘Your Brand. Your Legacy. Our Innovation’ – represents the evolution of the bedmaker’s ‘Brand Behind Your Brand’ approach, and reflects its commitment to helping retailers create distinctive, commercially successful product ranges of their own.
Copper
Shire Beds is bringing new products and innovative sleep solutions to this year’s Bed Show, plus proven bestsellers that continue to perform strongly for its retail partners, and says its stand (F40) will be “all about putting our customers’ brands at the centre of what we do” …
“Those conversations directly influence the products we develop and the way we support our partners. “As a British manufacturer, we are proud to combine product innovation, manufacturing expertise and customer collaboration to create sleep solutions that help retailers stand out in an increasingly competitive market. “So, whether you’re looking for the latest innovations, proven bestsellers or a partner to help develop your own product proposition, come and talk to the Shire Beds team. “Your brand. Your legacy. Our innovation. “Define it. Shape it. Own it.” www.shirebeds.co.uk
See us on Stand F40
62 EVENTS BED SHOW
SWEET DREAMS www.sweetdreamsuk.com
Sweet Dreams is set to arrive at this year’s Bed Show with a clear focus – showcasing its latest innovations in Gel and Natural sleep technology. Visitors to Sweet Dreams’ stand (A20) can expect to see a curated selection of new beds, highlighting the company’s continued commitment to innovation, comfort and evolving consumer demand, plus a digital brochure updated for the event.
anywhere – the company’s proven beds will be available as normal. “The Bed Show display is therefore about introducing what’s new, rather than replacing what’s already working,” says Sweet Dreams. “For retailers, it means the best of both worlds – a first look at Sweet Dreams’ newest Gel and Natural beds, alongside the reassurance that the company’s established core range remains fully available.”
For 40 years, Siesta Beds has worked hard to deliver dependable comfort to homes across
the UK. What began as a small family operation has grown into a British brand recognised for its quality, value and thoughtful design. Today, Siesta Beds blends traditional craftsmanship with modern innovation, offering supportive orthopaedic mattresses, premium pocket-spring options, and stylish ottoman storage solutions designed for contemporary living. This anniversary marks an important milestone in the company’s journey, says the bedmaker: “Four decades of customer trust have shaped Siesta Beds’ reputation for reliability, service, and products built to last. Every bed and mattress is crafted with care, using responsibly sourced materials and manufacturing processes that reflect the company’s long-standing commitment to sustainability. “As Siesta Beds celebrates its 40th year, the focus remains firmly on the future. New ranges, enhanced comfort technologies, and continued investment in British manufacturing ensure the brand stays true to its founding promise – delivering exceptional sleep at an honest price. Forty years on, Siesta Beds continues to help customers sleep comfortably, live well, and wake ready for tomorrow.” Find Siesta Beds on stand F10.
Onyx headboards
Galileo headboards
“Retailers will have an opportunity to discover the new Gel and Natural ranges and understand how they can add fresh interest to their showroom offering,” says the supplier, which will also offer some of its bestselling floor-standing headboard styles in a keenly priced strutted version. However, Sweet Dreams’ decision to focus its Bed Show display on new products does not mean its established bestsellers are going
SIESTA BEDS
One of Siesta’s new ottomans
www.siestabeds.co.uk
SIESTA SIESTA BEDS BEDS
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Email Emailsales@siestabeds.co.uk sales@siestabeds.co.uk
Tel: Tel:0121 0121773 7739969 9969 Fax Fax0121 0121766 7667413 7413
64 EVENTS BED SHOW
MATTRESSGARD www.mattressgard.co.uk
Mattressgard, part of the Staingard group, promotes a complete approach to bed care and protection. Its range includes mattress
protectors, pillow protectors and pillows, supported by Staingard’s care plans and products.
In beds?
A key focus is Mattressgard’s new PoS programme, designed to make mattress protection easier for consumers to understand and to encourage retailers to introduce protection earlier in the sales process. The aim is to help customers protect a significant investment while creating opportunities to discuss wider sleep products, says Mattressgard. Staingard says its family-run ethos centres on relationships, trust, personal service and its principle, ‘To Care & Protect’. The company aims to help retailers build customer confidence and develop longer-term relationships beyond the initial sale. This joined-up proposition aims to protect the product, care for the customer and provide peace of mind, creating additional opportunities for retailers to add value. At the Bed Show, Mattressgard and Staingard will showcase their protection ranges, pillows, new PoS materials, care plans and care products, demonstrating how retailers can create a complete protection and aftercare proposition around bed and furniture sales. Visit stand D60 to find out more.
BEDBUYER
A Furniture News supplement dedicated to the NBF and its annual Bed Show | 2026
Furniture News’ annual Bed Buyer supplement, distributed alongside September’s issue, is dedicated to the National Bed Federation’s members, suppliers, Bed Show and the wider bed retail sector. Alongside a comprehensive Bed Show preview and exhibitor highlights, you’ll find interviews, advice and industry trends. Find it at www.furniturenews.net/magazine
New wave Sealy UK unveils further innovation
WOOL RULES Chris Tattersall on Woolroom’s ascent RETAIL WITH PURPOSE Dreamland’s Matt Randle talks shop SELLING SLEEP Clare Bailey outlines the opportunities
Mattressgard & You The Perfect Fit See Mattressgard’s award winning bed and mattress protection products at the NBF Bed Show 26 – Stand D60.
Comprehensive range of mattress protectors and care products • Protect your customers investment • Increase your margins • Bespoke branded packaging and displays • Training account and support Contact us at salesteam@staingard.co.uk or call 01244 888658 • staingard.co.uk
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68 EVENTS
Heart of glass Glasswells’ 80th anniversary gala celebration / Saturday 18th July Glasswells Home Department Store, Newmarket Road, Bury St Edmunds Member of the Glasswell family and employees of the four-store Suffolk independent came together in July to celebrate the company’s 80th anniversary. The evening marked eight decades since Jerry and Ethel Glasswell opened their first shop in Brentgovel Street, and provided an opportunity to celebrate the company’s history and the employees who helped shape the business. The furniture showroom was transformed, with 250 guests enjoying an evening of food, live music from Aston Band, and entertainment from magician Paul Martin. The evening also saw the retailer recognise employees for their service. A Supernova Award was presented to Brian Bugg, furniture manager at the Bury St Edmunds store, for his 43 years of service. Rachel Phillips, Ady Byford and Rick Hale were recognised for 30 years of service, and Debbie Cram, Charmaine Smith and Mark Bartlett for 20. www.glasswells.co.uk
Leather Launch at Sherborne Upholstery After the successful launch of the Modern Dakota range which features soft padded arms, cloud power recliner functionality and a contemporary design we have now added this popular addition to our leather range.
Sh
In January we launched the Modern Dakota range which features soft padded arms, cloud power recliner functionality and a contemporary design, making it a ver popular addition to our selections.
DAKOTA
The most recently launched Riser Recliner models were s proved very popular. The Chester and Ryedale ranges are New for 2026, the contemporary Dakota range in fabric only available in Fabric and Leather; they also feature options pricingseating. we know these ranges will has a soft padded arm andcompetitive comfortable Launched in be very po
The ever-popular Cartmel range in both scroll and knuckle versions have now The two sizes of riser recliner are a standard size,settee, we have also included the popular 2 ½ seat also available in leather. been extended in the Leather range to include the fixed two-seater fixed chair and recliner, the recliner is also availablelounger in a powered option with and two riser recliners to enhance the range. the head adjust feature. The fireside Cartmel in both versions have also been launched and sit within this range very nicely. Both scroll or knuckle are also The cost-effective Newbury riser recliner which provides available in 3 leg options and 3 heights.
supportive posture comes in four sizes in both Knuckle and scroll arm versions, these are available in both fabric and leather.
NEWBURY KNUCKLE
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NEWBURY Scan the QR code to view our brochure
Sherborne Upholstery Limited Pasture Lane, Clayton, Bradford, West Yorkshire, BD14 6LT, England. Telephone: 01274 882633 sales@sherborne-uph.co.uk www.sherborneupholstery.co.uk
69 PRODUCTS NEW DESIGNERS
Emerging talent breaking new ground
Matthew Williamson in conversation with Scott Wimsett
“Bringing every design discipline together
New Designers 2026 (all photos courtesy Sam Frost)
New Designers is an annual showcase of the UK’s most innovative emerging design talent. Since its inception over 40 years ago, New Designers has provided a platform for over 2,500 graduates to present their visionary ideas to industry professionals and the public every year. Furniture News shares some of this year’s designs …
New Designers, an annual celebration of emerging UK design talent, relaunched in 2026 in a one-week format, bringing together design disciplines including furniture and textiles, and showcasing the work of more than 2,500 graduates. Now in its 41st year, this summer’s edition attracted more than 15,000 visitors, continuing its mission to connect the next generation of designers with industry professionals, employers, media and the public. Event director Sally Bent comments: “The response to our new one-week format has exceeded our expectations. Bringing every design discipline together created a vibrant, collaborative environment that better reflects how designers work today and encouraged exciting conversations across creative sectors. “Welcoming more than 15,000 visitors over four days demonstrates the continued appetite
for discovering emerging talent and highlights the enduring importance of New Designers as a launchpad for the next generation. Seeing graduates making valuable industry connections with leading brands, employers and influential figures from across the design community made this year’s relaunch particularly rewarding.” One of the highlights of this year’s programme was Thursday Late, which welcomed award-winning British designer Matthew Williamson in conversation with presenter and beauty, fashion director and sustainability expert Scott Wimsett. The discussion offered a reflection on Matthew’s career while providing advice for graduating designers and insights into creativity, colour, craftsmanship and the future of design. Across the four days, the ND Talks and Workshops programme offered graduates practical advice for navigating the design industry, covering topics including careers, entrepreneurship, sustainability, innovation and professional practice – and the event again proved its worth as a destination for talent-spotting, recruitment, collaboration and trend forecasting. Representatives from John Lewis, Next, The Conran Shop, Sanderson Design Group, Marks & Spencer, Dezeen, Sainsbury’s and Heal’s were among those present. The week culminated in the Prize and Partner Awards, following the Rising Star and Spotlight Awards earlier in the week. Together, the awards recognised graduates whose work demonstrated exceptional creativity, innovation, craftsmanship and commercial potential. Here’s a few of the highlights … www.newdesigners.com
70
John Lewis Award for Design & Innovation
Allermuir’s Rising Star
Winner: Elora Foley, Terrace Cafe Chair (3D Design, Product & Furniture, Northumbria University) The judges said: “Very well realised, beautifully proportioned chair with a lot of thought put into each detail. The product is ready to sit next to other polished, minimalist chairs on the market.”
Ocee & Four Design FDA Award
Winner: Tyler Lambert, Modo (Product & Furniture Design, Bath Spa University) The judges said: “The product is commercially viable, sustainable, well presented and executed, with impressive marketing assets.”
Refab Studio Award for Innovation in Upcycling
Winner: Elora Foley, Terrace Café Chair (Northumbria University) The judges said: “A commercially balanced furniture family, attention to manufacturing techniques and comfort, knowledge of the commercial furniture industry.”
Winner: Katy Pilling, Shtuff (Edinburgh College of Art) The judges said: “A fully realised upcycled product with commercial potential, the creative use of ‘waste’ textiles, and an innovative production process.”
››
71 PRODUCTS NEW DESIGNERS
Decorex Award
Winner: Walter Rose, Veil Credenza (Robinson House Studio) The judges said: “Outstanding craftsmanship and use of sustainable materials. Practical and purposeful for interior designers.”
JDD Prize for Elegance and Design
Winner: Bella Watkins, The Alma Collection (Swansea College of Art) The judges said: “Beautifully crafted, delicate touch of laser cutting, with consideration for disassembly.”
Ultrafabrics’ Sustainable Design Award Habitat Future Design Award
Winner: Oliver Stiff (Royal College of Art) The judges said: “Everything the design world needs! Oliver’s sharp finish style, characterful display, material choice and overall vision is incredible. Beautifully executed and crafted. The world needs Oliver Stiff. Congratulations Oliver!”
Society of Designer Craftsmen Outstanding Innovation in Craft & Design Award
Winner: James Murphy, Casul (Product Design, Nottingham Trent University) The judges said: “James had a really well-thought-out project. We felt that he put the end-user first, with an impressive use of play and function. He was also a brilliant storyteller.”
Winner: Phil Berczuk (Robinson House Studio)
Autumn Winter 2026 Our Autumn Winter edit, featuring over 180 new lines across Accessories and textiles offers an exclusive first look at the season ahead, bringing together a carefully curated preview of our Christmas and Autumn Winter 2026 collections.
Key ranges featured: Alto Jacquard Cushions in Rust & Slate, Celeste Jacquard Cushions in Slate and Natural & Elara Jacquard Cushions in Mocha & Slate
View our full collection online at www.gallerydirect.co.uk Scan the QR code for more
SINCE 1973
74 PRODUCTS RETAIL TECHNOLOGY
The problem with generic retail software Furniture and bedding retail is unlike almost any other sector, so it requires a management platform designed specifically for its needs, says furniture-focused retail technology specialist, Ordorite …
“Furniture retailers need technology that understands the way they work
“In furniture, every day retailers are balancing MTO products, multiple suppliers, long lead times, warehouse stock, complex home deliveries and customer expectations that have never been higher,” Ordorite explains. “Yet many businesses are still trying to manage these challenges using generic retail software that was never designed for the realities of the furniture industry. “The problem is that generic systems often force retailers to adapt their processes around the software, rather than providing technology that works around the way their business actually operates. “That’s where Ordorite’s difference lies. Ordorite isn’t simply another retail management platform adapted for furniture stores. It has been purpose-built for the furniture, bedding and related industries by a team with first-hand experience of the sector – so that understanding of the day-to-day realities of furniture retail has shaped the platform, and continues to influence its ongoing development. “Take product configuration, for example. Furniture sales rarely fit a standard ‘pick, pack and ship’ model. Customers expect choice – whether that’s selecting different fabrics, colours, sizes, finishes, configurations or combinations of products. Ordorite’s configurable product and MTO functionality allow sales teams to build more complex orders with confidence, helping to reduce errors while creating a smoother buying experience for customers.” And the same industry-first thinking extends throughout the business, the technology expert adds: “Stock availability can be checked in real time across stores and warehouses, incoming stock and containers can be managed before they arrive, and deliveries can be planned around routes, product sizes and customer commitments. Instead of different departments relying on separate systems, spreadsheets or manual updates, teams can work from the same centralised information. This connected approach delivers benefits far beyond operational efficiency, says Ordorite: “Sales teams can access customer information, previous orders and product availability when they need it. Warehouse teams know what needs to be picked, where stock is located and when orders are scheduled for delivery. Delivery teams can organise routes more effectively and keep customers better informed, while customer service teams have visibility of the order journey from the initial sale through to final delivery or installation. “Management teams also gain a clearer picture of overall business performance. With more than 120 built-in reports covering areas including sales, stock, procurement, logistics and customer performance, retailers can identify trends, highlight potential issues and make better-informed decisions without spending hours bringing together information from different systems.
“For growing retailers, this visibility becomes increasingly important. More stores, more products and more orders can quickly create additional complexity when systems are disconnected. “In an increasingly competitive marketplace, furniture retailers need technology that understands the way they work. By bringing sales, stock, warehousing, logistics, reporting and customer service together within one purpose-built platform, Ordorite helps retailers reduce complexity, improve efficiency and deliver the exceptional customer experiences that support long-term growth. “Because when your software is built for furniture retail, your entire business works better,” Ordorite concludes. Find out more about Ordorite’s offer at the NBF Bed Show, taking place in Telford on 22nd-23rd this month (stand E90). www.ordorite.com
NOT BUILT FOR RETAIL. BUILT FOR FURNITURE. Generic retail software wasn't made for made-to-order, long lead times, containers, configurable products or home delivery. Ordorite was.
20+ system integrations available
Connected sales, stock and delivery workflows
Customer service tools built in
Purpose-built for furniture and bedding retail
Configurable product and made-toorder support
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120+ built-in reports
WHEN YOUR SOFTWARE IS BUILT FOT FURNITURE RETAIL, YOUR ENTIRE BUSINESS WORKS BETTER
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76 PRODUCTS RETAIL TECHNOLOGY
Solving retail’s hidden operational problems
Haskins Furniture’s MD Jade Farthing with Iconography director Wayne Robbins
OMNIS Retail PoS in action
“Success will increasingly come from making complexity disappear
Iconography’s head of product Mike Whitman and furniture specialist Chris Bland
“At Iconography, we’re at home working with furniture retailers across different stages of digital maturity,” says the unified commerce specialist. “Throughout our years of experience, one challenge appears time and time again – operational complexity hidden behind customer experience. “Furniture retail is rarely straightforward. Large product catalogues, configurable ranges, supplier ordering, stock visibility, fulfilment, customer service and ecommerce all need to work together seamlessly. Unlike many sectors, furniture retailers are balancing longer purchase journeys, considered purchasing decisions and a high expectation for service both online and in-store. Yet many continue to manage these processes across multiple disconnected systems, creating unnecessary effort behind the scenes. “As expectations continue to rise and teams are asked to do more with less, retailers are looking beyond websites alone and focusing on creating connected operating models that support both growth and efficiency.” One of the biggest barriers is duplication of effort, Iconography explains: “Product information is maintained in multiple places, teams manually
Technology conversations in retail often focus on what customers can see – AI, personalisation, digital experiences and the next generation of ecommerce. But in furniture retail, some of the most valuable technology investments are increasingly the least visible, explains e-commerce and CRM specialist Iconography …
transfer data between systems and launching new ranges becomes slower than it should be. Internal processes become increasingly difficult to manage and teams spend valuable time maintaining systems rather than improving the customer experience. This results in operational friction that customers may never see directly but ultimately still feel. “This is where platforms such as IXO Commerce are helping simplify the retail technology landscape for real furniture retailers. “For [Septon Mallet-based retailer] Haskins Furniture, moving away from fragmented legacy processes enabled a more connected approach across retail operations and ecommerce, creating greater consistency across the business. “[Hampshire specialist retailer] Material Things faced a different challenge – supporting specialist furniture retail and bespoke purchasing journeys without adding complexity for internal teams. By centralising workflows and reducing duplicated administration, technology became an enabler rather than an additional thing to manage. “Essex-based Roomes Furniture focused on elevating how customers navigate complex product selections online, while Derbyshire’s Toons Furnishers demonstrated the value of having a platform that can evolve alongside changing commercial requirements and support future growth.” Across each project, Iconography explains, the objective remained the same – reducing operational friction while improving customer experience. “The future of furniture retail technology is unlikely to be defined by how visible it becomes,” concludes Iconography. “Instead, success will increasingly come from making complexity disappear. Retailers that invest in connected commerce strategies achieve this and have the freedom to focus on service, growth and delivering exceptional customer experiences.” www.iconography.co.uk/omnis
78 PRODUCTS LIVING
BEEHIVE FURNITURE WHOLESALERS Conway
www.beehivefurniture.co.uk
Dallas
Beehive has introduced two electric sofabed collections, designed for customers seeking both functionality and comfort. The Dallas and Conway ranges offer two distinctive styles. Dallas is designed for customers seeking the comfort of a fabric sofa without compromising on functionality. Available in grey, green and mushroom colours, and featuring clean lines, generously proportioned seating and supportive cushions, Dallas offers an optional – and spacious – sleeping area, at the touch of a button. Conway, meanwhile, boasts a more refined, leather-look finish. Upholstered in durable faux leather, and available in black, brown, coffee and grey models, Conway promises to appeal to a broad customer base. With its wide armrests, supportive back cushions and generous seating, the model complements both modern and traditional interiors. Both are part of a rapidly expanding upholstery collection, backed up by over 20 years of industry experience. Stockists benefit from rapid nationwide delivery, live inventory management (with API integration for real-time stock updates) and dropshipping services.
JJ VAILLANT www.jjvaillant.co.uk
In total, supplier JJ Vaillant stocks over 120 different Tiffany-style lamps – and among the highlights of the collection is its new Sunflower & Butterfly Tiffany Lamp series. This impressive, 24in-high Tiffany double lamp follows on from the supplier’s Sunflower
range, which was last year’s top seller. The addition of intricate butterflies is sure to add to its allure, says JJ Vaillant, and to further set its lamps apart from the competition. “Painstakingly handmade, the stained favrile glass is first hand-cut, then the edges are
bound with copper foil and soldered into the pattern,” the supplier explains.
Riverbank
328533
SMART FUNCTIONALITY. MODERN COMFORT.
BEEHIVE FURNITURE WHOLESALE
Beehive Furniture Wholesalers introduces two electric sofa bed collections designed for customers seeking functionality and comfort. The latest additions to the Beehive Furniture Wholesalers collection bring together contemporary styling with practical features designed for modern homes. The Dallas and Conway ranges are both equipped with electric sofa bed functionality, offering retailers two distinctive styles that deliver comfort, versatility, and everyday convenience.
DALLAS – SOFT FABRIC, EVERYDAY PRACTICALITY
CONWAY – CONTEMPORARY STYLE WITH A PREMIUM FINISH
With its clean lines, generously proportioned seating and supportive back cushions, Dallas offers a relaxed, contemporary look. At the touch of a button, the electric mechanism transforms the sofa into a spacious sleeping area, making it ideal for homes where guest accommodation is needed without dedicating space to a permanent bed.
Available in Black, Brown, Coffee and Grey, Conway gives retailers a versatile collection capable of appealing to a broad customer base. Wide armrests, supportive back cushions and generous seating create a comfortable place to relax, while the electric bed mechanism converts smoothly into a practical sleeping solution whenever required.
The fabric upholstery adds warmth and softness, while the modern design ensures the sofa works equally well in family homes, apartments and open-plan living spaces.
Its understated styling allows Conway to complement both modern and traditional interiors, making it a dependable addition to any showroom.
Key Features:
Key Features:
• Electric sofa bed conversion
• Electric sofa bed functionality
• Available in Grey, Green and Mushroom
• Faux leather upholstery
• Soft fabric upholstery
• Available in Black, Brown, Coffee and Grey
• Supportive high-back cushions
• Spacious seating with supportive cushions
• Modern, clean-lined design
• Easy conversion from sofa to bed
Beehive Furniture Wholesalers, Honeypot Lane Colsterworth, Grantham NG33 5LY Email: sales@ beehivefurniture.co.uk Call 01476 338780
For more information visit: beehivefurniture.co.uk
The Dallas is designed for customers who want the comfort of a fabric sofa without compromising on functionality. Shown here in Grey, the range is also available in Green and Mushroom, providing colour options to suit a variety of interiors.
The Conway offers the same convenient electric sofa bed functionality in a more refined, leather-look finish. Upholstered in durable faux leather, it provides the appearance of genuine leather with easy day-to-day maintenance.
80 PRODUCTS TRADE SERVICES
Trust, transparency and reliability In today’s furniture market, product quality alone is no longer enough, explains Martin Napper, the CEO of furniture care, insurance and commercial services specialist, Castelan Group … By Martin Napper
Today’s customers expect reassurance that their investment will be protected, and retailers need confidence that the promises made at the point of sale will be delivered long after the furniture arrives in the home. At Castelan, we have spent decades building solutions that support retailers, manufacturers and consumers throughout the ownership journey. Our warranty offering is one of the strongest in the market, providing comprehensive protection backed by robust underwriting, proven operational processes and a dedicated team committed to delivering fair and consistent outcomes for customers. A warranty is only as good as the organisation standing behind it. That’s why we continue to invest in our people, technology and infrastructure to ensure we can provide the highest levels of service when customers need support. Retailers partnering with Castelan can be confident that their customers are being looked after by a trusted and established business with an excellent track record of delivery. An equally important part of that proposition is the Furniture Care Network. Through our nationwide network of highly skilled technicians and service specialists, we provide rapid, professional support across the UK. Whether dealing with an in-guarantee issue, a repair requirement or a product concern, our focus is always on delivering a positive customer experience. Our service levels (and appointment offered within five working days) continue to lead the market, helping retailers protect their reputation while ensuring consumers receive a timely and effective resolution. The Furniture Care Network is about much more than repairs. It represents a commitment to customer satisfaction, technical excellence and product longevity. Every successful service visit reinforces the retailer’s brand promise and strengthens the relationship between retailer and customer. The most successful partnerships are built on
trust, transparency and reliability. These principles have been at the heart of Castelan since day one, and remain central to everything we do today. As customer expectations continue to rise, retailers need partners who can consistently deliver on their commitments and enhance the ownership experience. Our mission remains simple – to provide marketleading warranty solutions, exceptional service support and long-term value for our partners and their customers. We are proud of the trust placed in us and look forward to helping even more retailers deliver outstanding customer experiences in the years ahead. www.castelangroup.com
“A warranty is only as good as the organisation standing behind it
Trust has to be built.
That’s why so many clients trust us, year after year, to provide: Compliant insured warranty schemes ‘First Year Liability’ service delivery Comprehensive Care Product ranges Commercial build and refurbishment
To find out how we can help your business call our Business Development Team on 0330 024 0315 or email sales@castelangroup.com
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82 PRODUCTS TRADE SERVICES
Why foam and fibre conversion matters “While consumers may rarely consider the journey of the foam and fibre components inside their sofas and chairs, converters are a vital link in the upholstery supply chain.,” says Wirksworth-based business Peak Converters. “Acting as the bridge between raw material manufacturers and furniture producers, converters transform large foam blocks and fibre sheets into ready-to-use upholstery components that streamline production and improve consistency.” For foam converters, the process usually begins with raw foam supplied in large blocks, typically measuring around 2.4 x 2 x 1.2m, while fibre arrives in rolls or sheets, the company explains. “These materials are then cut, shaped, bonded and assembled into upholstery kits, cushions, or seat-back pads ready for use by furniture manufacturers.” Delivering production-ready upholstery kits “One of the most valuable services provided at Peak Converters is the supply of upholstery kits. These contain all the foam and fibre components required for a specific furniture model, with each piece cut to an exact specification and clearly labelled according to its position on the frame. “Supplied in labelled bags identified by model name and product type, upholstery kits enable upholsterers to work more efficiently by eliminating the need to measure and cut materials on the factory floor. “The benefits extend beyond productivity. By ensuring every component is identical from one production run to the next, upholstery kits help manufacturers maintain consistency while reducing the risk of quality issues further down the line. Whether serving large-scale volume producers or smaller specialist upholsterers, Peak are able to provide a level of repeatability that supports reliable manufacturing outcomes.” MD Mike Crowshaw continues: “As a foam and fibre converter, our systems are built around consistency, repeatability and accuracy. Whether we are producing 1,000 pieces or 10,000 pieces, every component should be exactly the same.”
“Two foams may weigh the same, but they can feel completely different in use
Understanding foam specification When it comes to seating and cushion applications, selecting the right foam remains a critical consideration for furniture manufacturers, Mike adds: “Three factors typically drive purchasing decisions – density, hardness and cost. “Foam density is measured by weight per cubic metre. In general, lower-density foams are less expensive, making them an attractive option for manufacturers seeking to manage material costs. “Hardness, meanwhile, is measured in newtons and reflects the amount of force required to compress foam to approximately 40% of its original height. Importantly, two foams can share the same density while offering significantly different comfort
Upholstery kits contain all the foam and fibre components required for a specific model
From precision-cut upholstery kits to sustainable material utilisation, converters are playing an increasingly important role in helping furniture manufacturers improve efficiency, consistency, and quality across production, explains leading player in this space, Peak Converters …
characteristics due to variations in hardness.” This distinction makes product testing an essential part of the specification process, as Mike explains: “Two foams may weigh the same, but they can feel completely different in use. It is important for upholsterers to evaluate material options carefully to ensure they achieve the desired level of comfort and performance.” Alongside traditional foam products, fibre continues to grow in popularity as manufacturers explore alternative comfort and support solutions. “Commonly used for arm tacking and sofa backs, fibre can also act as a replacement for foam in certain applications,” says the company. “The material’s versatility and comfort characteristics have contributed to its increased adoption across the upholstery sector.” Sustainability through waste reduction Sustainability is also becoming an increasingly important aspect of the converter’s role. “Maximising material utilisation is a key priority at Peak, with specialist software and efficient production systems ensuring waste is minimised during the cutting process,” says Mike. “Foam off-cuts are returned to suppliers for conversion into reconstituted foam products used in applications such as carpet underlay and acoustic insulation. Similarly, surplus fibre material is repurposed through established recycling partners.” He adds: “Our objective is to use materials as efficiently as possible. We do not send foam off-cuts to landfill.” As furniture manufacturers continue to seek greater efficiency, consistency and sustainability within their operations, the role of the foam and fibre converter is becoming increasingly significant, concludes the company: “From precision-engineered upholstery kits to responsible material management, converters remain a key partner in delivering quality upholstered furniture to the market.” www.peakconverters.co.uk
The UK’s leading foam and fibre converter. Your trusted partner for innovative, high-performance, eco-friendly foam and fibre solutions.
Sustainable Practices.
sales@peakconverters.co.uk +44 (0) 1629 823680 www.peakconverters.co.uk
Innovative Products.
Efficient Processes.
84 PRODUCTS TRADE SERVICES
F EDMONDSON & SONS F Edmondson, then and now
www.edmondsonfreight.co.uk
Three generations and 75 years since its inception, F Edmondson & Sons continues to deliver furniture to homes, retailers and warehouses across the UK and Europe. The fulfilment specialist says that while the tools and operating environment have changed, the principles have not – customer service, communication and the professional handling of furniture. “Edmondsons have always specialised in furniture transport,” says director Sam Edmondson. “It began in the 1950s with home removals and antique furniture. “Today, the sole focus lies with high-end quality upholstery and cabinet furniture. This may be a sofa to a customer’s home, or the delivery of 80m³ of kitchens to a new building development. From factory collection to the final mile, we cover the full spectrum of furniture delivery. “We continue to provide a regular service across the whole of the UK and Ireland (except the Scottish Highlands and islands). We also provide a groupage and full-load service on the continent as far as Prague and Vienna,” Sam concludes.
PRODUCT PARTNERSHIPS www.productpartnerships.com Furniture retailers relying solely on buy now, pay later (BNPL) risk missing sales and limiting how much customers are prepared to spend, according to retail finance specialist Product Partnerships, which urges them to consider a broader range of finance options as consumers increasingly use credit to manage major purchases and spread spending over longer periods. Longer-term finance can help make higher-value purchases more affordable by reducing monthly repayments, it says, but the focus should be on offering suitable options that reflect customers’ circumstances, support affordability and deliver good customer outcomes. Research cited by Product Partnerships found that 80% of consumers said the availability of finance heavily influenced their
decision to buy from a particular retailer, while 48% said access to finance encouraged them to spend more. The research also found retailers without a finance offer risk losing almost 44% of customers. Some 26% said they would either abandon the purchase or buy from another retailer, while a further 18% would have second thoughts about making the purchase. Product Partnerships says the figures underline the commercial importance of finance at a time when BNPL has become firmly established as a mainstream payment method. Product Partnerships’ chief executive Phillip Garlick comments: “BNPL has done an important job in making consumers comfortable with the idea of spreading the cost of purchases, but furniture retailers should
not assume that it is the right answer for every customer or every transaction. “For higher-value purchases, the ability to spread payments over a longer period can make a significant difference. It can bring a purchase within reach, allow customers to choose the product they actually want and give retailers access to customers they might otherwise lose. “The question furniture retailers should be asking is not simply whether they offer finance. It is whether they have the right range of finance for their customers, their products and the size of purchase they are trying to make.” This comes after new FCA rules governing deferred payment credit took effect on 15th July, bringing previously unregulated BNPL agreements under FCA regulation and introducing new consumer protections.
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88 OPINION
Where’s the future furniture workforce?
By Phil Pond
The UK furniture sector has a skills problem. Furthermore, it may also have a visibility problem. For years, the industry has talked about shortages in upholstery, sewing, cabinetmaking, design, finishing, production management, installation, engineering, sales and technical roles. The British Furniture Confederation’s Plan for Growth identifies skills and education as one of the sector’s four core priorities, with 57% of respondents expecting skills shortages within five years. This matters, because furniture manufacturing is not only a matter of factory output. It’s a sector built on judgement, feel, material knowledge, craft intelligence, problem-solving and commercial awareness. These are not capabilities that appear instantly when needed. They are developed over time, through exposure, practice, mentoring and experience. The challenge is that too many young people do not know the industry exists in any meaningful way. They know furniture as a finished product. They know sofas, beds, chairs, tables, hotel rooms, interiors and brands. But they may not understand the range of careers behind those products – design, trend research, product development, upholstery, timber, textiles, sustainability, CAD, digital manufacturing, logistics, retail display, buying, merchandising, photography, marketing, ecommerce, export, hospitality fit-out and customer experience. In other words, young people are surrounded by furniture, but not necessarily introduced to furniture as a future. This is the gap the industry must close. There are already important initiatives in place. The Furniture Makers’ Company’s New Furniture Makers exhibition (formerly the Young Furniture Makers exhibition) gives emerging designer-makers a platform and enables industry to connect with new talent. The British Furniture Association and wider industry bodies have also continued to highlight apprenticeships as a practical route into the sector, with modern apprenticeships now offering clearer standards and stronger employer involvement. These efforts matter. They are important and welcome efforts. They are not enough on their own. If the industry wants more skills, it needs to be more visible – and earlier – to a wider group of young people. Not just those already studying furniture design. Not just those whose families know the sector, or those who naturally find their way to craft, design or manufacturing.
Image courtesy Shutterstock/SeventyFour
The furniture industry needs skills – and young people need a reason to notice it, writes Phil Pond, future strategist at trend foresight specialist Scarlet Opus …
The age group that matters is roughly 15-21. This is when young people make choices that influence A-levels, T-levels, apprenticeships, university courses, employment routes and career identity. It is also the age at which many decide – often without enough information – what sort of work feels interesting, respected, creative, secure or worth pursuing. This is where employers can choose to play a bigger and more active role. Across the country, many organisations such as NYBEP (North Yorkshire Business & Enterprise Partnership) work to bring schools, colleges, young people and employers closer together. They organise employer talks, careers fairs, workplace visits, work experience and other opportunities that help young people connect education with the real world of work. A recurring challenge for such organisations is employer engagement. Many businesses like the idea of a stronger future talent pipeline, but struggle to give time, people or budget to the activity that creates it. That is understandable. Furniture businesses are busy. Margins are under pressure. Managers are stretched. Skilled people are needed on the job, not out giving talks. Yet this is the square the industry must circle – if businesses want more young people to enter the sector, they must invest in being seen by them. That does not mean every manufacturer needs a large education programme. It does mean the sector needs more practical, repeatable ways for employers to engage.
“Young people are surrounded by furniture, but not necessarily introduced to furniture as a future. This is the gap the industry must close
89
Image courtesy Shutterstock/NDAB Creativity
“If the industry wants more skills, it needs to be more visible, and earlier
A local manufacturer could offer one school talk per term. A retailer could host a showroom careers evening. A hospitality furniture supplier could invite design and technology students to see how a hotel bedroom scheme is developed. A bed manufacturer could explain the science of sleep, materials and comfort. An upholstery business could show the difference between mass production, craft and repair. A marketing team could talk about photography, social media, brand storytelling and ecommerce. A sustainability lead could explain circular design, waste reduction and material choices. The point is not to deliver a lecture about jobs, it’s to make the industry feel alive and to inspire. This is where the sector could be much more ambitious. Young people are interested in the future – how we will live, how homes will change, how hotels will feel, how materials will become more sustainable, how technology will alter production, how AI will affect design, how climate will influence interiors, how people will use space differently. Furniture sits at the centre of many of these questions. So why not use them? Industry bodies, manufacturers, retailers and education partners (such as NYBEP) could create a more inspiring front door into the sector. Not only ‘come and be an upholsterer’, important though that is. But also, come and help shape the future of homes, hotels, comfort, sleep, sustainability, materials, making, repair, retail and human experience. A much more powerful message. This is also where future consumer and design intelligence can support the skills agenda. Young people may not respond first to a list of vacancies. They may respond to a sense of purpose, creativity and relevance. Show them how furniture connects to
wellbeing, hospitality, climate responsibility, identity, technology, craft and the way people want to live, and the sector starts to look different. The same applies to parents, teachers and careers advisers. They need better stories too. Many still carry outdated assumptions about manufacturing. They may not see furniture as innovative, technical, creative or commercially sophisticated. The industry must help them update that view. There is a practical commercial benefit here. Employer engagement with education is not charity. It is early brand building. It is recruitment risk reduction. It is a way to influence the skills young people develop before the shortage becomes more acute. It’s a way to show that furniture manufacturing is a modern, purposeful and future-facing industry. Its purpose would be to attract and retain future talent. The businesses that engage early may not see an immediate return, but they will become the companies young people have heard of, visited, remembered and trusted when they are ready to choose a path. The sector already knows it needs skills. The next step is to stop waiting for talent to arrive fully formed. It has to go upstream before too many others do. Upstream into schools, colleges, universities, careers programmes, work experience, competitions, exhibitions, talks and visits. Into the heartlands of where young people are still forming their view of work and possibility. The future furniture workforce will not appear simply because the industry needs it. It will appear because someone made the industry visible, interesting and worth choosing. www.scarletopus.com
90 OPINION
Christmas starts while the sun shines
By Ben Wain
As I write this, it’s the first week of August. The children are off school, holidays are in full swing and retail can feel slightly slower. But if you work in furniture retail, Christmas starts while the sun is still shining. In the click of a finger, and by the time you read this, we’ll have passed the August bank holiday and began the sprint towards one of the most important trading periods of the year. Customers will soon be thinking about the dining table they want their family gathered around on Christmas Day. The sofa they’ll cosy up on during dark winter evenings. The new carpet their children will sit on while opening presents beneath the tree. They aren’t simply buying furniture or flooring. They’re buying the experience around it … and trusting us to deliver our part on time. Sadly, I’ve seen retailers realise too late that they weren’t ready. Staff are on holiday or still in holiday mode in early September. Supplier cut-offs have been missed. Containers weren’t ordered. PoS material arrives late. The sales team hasn’t discussed final order dates because nobody communicated them. The customer still wants the product, and they’ll simply find another retailer that can deliver before Christmas. The business loses the sale, the salesperson loses the commission and the team enters peak already playing catch-up. Ironically, by the time you realise you’re late to the party, you can’t get through the door. That’s where I want to begin this new column, with a real challenge retailers are facing now. Not theory. Not generic lists of ‘five ways to improve your business’. Not pretending there is one perfect answer for every retailer. I want to share the things I wish somebody had told me while I was learning to lead and improve retail businesses, and some things people did tell me that I wasn’t yet wise enough to hear. For those who don’t know me, I’m Ben Wain. After more than 20 years in retail, leading large teams, running complex operations and taking responsibility for more than £500m of revenue, I stepped away two years ago and launched Wain Coaching & Consultancy. Since then, I’ve helped businesses grow, stabilise their operations, develop their people and deliver some genuinely exciting improvements. It has given me a fresh appreciation for independent retail and how demanding it can be when the leadership team is expected to have every answer. Over my career I’ve delivered incredible results, but
Image courtesy Shutterstock/BearFotos
Christmas may still feel a way off, but canny retailers will already be getting ahead of demand. In the first of a new series exploring the fundamentals of independent furniture retail, sales and operations consultant Ben Wain, the founder of Wain Consultancy & Coaching, suggests that good planning, and being open to change, could be the recipe for success in 2026 and beyond …
I haven’t got every decision right. Some of my most valuable lessons came from getting things wrong. Just one example from early in my management career: I believed energy and confidence could carry a morning meeting. I would pull together a few figures 15 minutes beforehand and try to deliver something inspirational off the cuff. It didn’t work. The meetings became repetitive and uninspiring. My regional manager had explained the preparation behind a great meeting, but naivety told me I could wing it. When I finally prepared properly, the difference was enormous. Confidence might help you deliver a meeting, but preparation makes it worth delivering, and I wish I’d listened sooner. That taught me something I have carried throughout my career – you don’t have to make every mistake yourself. There is enormous value in listening to people with more mileage under their tyres, people who have faced the challenge, made the wrong call and emerged with a better understanding of what works. I don’t pretend to know everything. One of my strengths has been surrounding myself with people who know things I don’t, asking questions and being willing to change my mind and always staying curious. That is the spirit I want to bring to this column. Independent retailers have incredible experience, but experience can occasionally become repetition. Somebody might say they’ve been doing a job for 20 years when, in reality, they did it for five years and then repeated those same five years another three times. Businesses can do the same. The same processes and frustrations repeat because “that’s how we’ve
“I want to share the things I wish somebody had told me while I was learning to lead and improve retail businesses
91
always done it”. Familiarity becomes comfort, comfort lowers curiosity and, before long, okay becomes the accepted standard. I want these articles to challenge that mindset. Over the coming months, we’ll explore the real issues facing independent retailers – new systems, team development, recruitment, productivity, margin, stock control and management capability. Rather than simply telling you what to do, I’ll share what I’ve seen, where businesses get it wrong and what I would consider if it were my business. Sometimes the answer will be a better process or better training. Sometimes it will mean finding a better ‘who’ instead of endlessly asking ‘how’ the existing team can do more. Occasionally, it will require a difficult decision. Meaningful improvement doesn’t always involve spending a fortune or buying the newest system. Often, it starts by identifying what you’re trying to solve and why it matters before jumping towards a solution. This matters because an independent retailer is far more than its turnover or profit. Behind every business are the chimney pots – homes of people relying on it for security, stability and the opportunity to thrive. A stronger retailer protects jobs, develops people, supports families, improves customer service and strengthens its community. That is the real reason for this column. If something we share helps one retailer avoid an expensive mistake, ask a better question, improve a process or
make a decision they’ve been putting off, it will have done something worthwhile. I’d also like this to become a conversation. If you’re facing a challenge and lack the time, expertise or budget to solve it, reach out to us. We may explore the wider issue in a future article without identifying the business. Independent retailers might compete for the same customer’s pound, but we face many of the same pressures. We can learn far more by sharing experiences than by pretending we have all the answers ourselves. For now, Christmas is coming probably faster than you think. Are your rotas planned? Do you know your supplier cut-offs? Have you protected delivery capacity? Are the right people available? Is your promotional material ordered? Does your sales team know how to begin the Christmas delivery conversation? And have you booked the Christmas party or planned something for the team to look forward to? The Xmas sales peak asks a great deal of people. Showing them their effort will be recognised can make an enormous difference to culture, energy and engagement. Small, considered decisions made today can prevent expensive, reactive ones later. So, for now I’ll leave you with one question – where has your business settled for ‘okay’, and what could you improve today? www.wainconsultancy.co.uk
“Meaningful improvement doesn’t always involve spending a fortune
92 OPINION
Please don’t forget retail, Mr Burnham
By Andrew Goodacre
We have a new Prime Minister, and in his first few days in the job, Andy Burnham moved fast. A cap on bus fares. A cut to VAT on household electricity bills. And a 20% cut in business rates for pubs, clubs and live music venues. I understand why hospitality gets the headlines. Pubs are visible, they are loved, and they make for a good photo opportunity. But I have to ask the question that thousands of independent retailers are asking me right now. What about the rest of the high street? This is not the first time hospitality has been singled out for special treatment on business rates. It happened last year too, when changes to the system left many shops facing bills that have more than doubled since 2024, while pubs picked up a discount. Now it has happened again. Meanwhile, the shops, the salons, the bookshops, the boutiques, the fashion stores, the furniture retailers and the gift shops that sit either side of the local pub are left carrying an ever-heavier load. Seventeen thousand shops closed in 2025. Many thousands of jobs went with them. That number will keep rising if we carry on treating one sector as the whole story of the high street. This is not about begrudging pubs their support. It is about fairness. A high street only works as a high street when all of it is thriving, not just the parts that make the best TV package. If Mr Burnham is serious about a high street renaissance in every postcode, and his early messaging suggests he is, then he needs a plan that goes further than hospitality. That means permanent reform of business rates for all high street businesses, not a piecemeal discount for one sector at a time. It means finally getting to grips with online marketplace sellers who avoid VAT and undercut shops that play by the rules. And it means closing the low-value import loophole that lets cheap goods arrive from overseas without paying their fair share of tax, while our members compete with one hand tied behind their back. Independent retailers are not asking to be treated better than anyone else. They are merely asking not to be treated as an afterthought. They employ people in every town and city in the country, and they keep high streets recognisable as high streets, rather than rows of empty shopfronts. At Bira, supporting high streets is not a slogan, it is what we do at grassroots level, day in and day out. That work continues this year with the Love Your High Street Awards, which invite the public to nominate and
Image courtesy Shutterstock/Mistervlad
The UK’s new PM has been quick to make his mark – among his new policies is a headlinegrabbing business rates cut for pubs and clubs. But why not the rest of the high street? It seems to be increasingly common to overlook retail, suggests Andrew Goodacre, CEO of the British Independent Retailers Association (Bira) …
vote for the independent shops that make their high street special, whether that is a bakery, a boutique, a hardware shop or anything in between. Nominations close on 30th August. The public vote then opens on 14th September, with the winner announced on 26th October, just ahead of Love Your High Street Week itself, which runs from 9-15th November. Last year’s inaugural awards saw hundreds of independent retailers nominated, with the final contested by eight outstanding shops. The public vote crowned Headhunters, a barber shop in Enniskillen that has been part of its high street for more than four decades, a place where customers can step next door into a railway museum the shop has lovingly curated alongside its barbering. That is what independent retail does at its best. If the Prime Minister wants to see what a thriving high street looks like, he does not need to look far. He just needs to look at businesses like Headhunters, and the thousands of independents like them who never stopped showing up for their towns, rain or shine, budget or no budget. www.bira.co.uk
“Independent retailers are not asking to be treated better than anyone else. They are asking not to be treated as an afterthought
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94 OPINION
The early bird is an eagle Image courtesy Shutterstock/CrizzyStudio
You may not enjoy it, but turning up early to work can make all the difference to your store’s performance, says our US correspondent Gordon Hecht, writing for trade magazine Your Source News … By Gordon Hecht
You probably have friends and family who tell you that they are not morning people, but more like a nightbird. Or others who are more productive before noon, and in bed by nine at night. When you sign up for the retail life, where stores hours can start at 9am and end at 9pm, you don’t get a choice. It means being ready for shoppers, shipments and situations in the morning, noon and night. With long hours and weekends included on the work schedule, it’s a difficult balance between your free time and work life. It can be tempting to trim work time by arriving as close to the store opening as possible. Some owners and managers will arrive a mere 10 minutes before opening for shoppers. That practice can rob you of the most productive hours of the day. Few professions allow for showing up just in time. If your surgeon or attorney appeared on site 10 minutes before your operation or trial, you’d have a reason to be concerned. Musicians and athletes tune up or warm up hours before performing. When you’re entertaining
guests at your home, you may have several hours of preparation before the crowd pops in. Those days of tearing open a bag of Cool Ranch Doritos are behind us! Party, concert, surgery or court case, we show up early to increase the chances of success. Retail is not farming work. It doesn’t start at the break of day. But look at all you can accomplish by landing at your store an hour before opening for shoppers: Sixty extra minutes gives you time to walk your showroom. Make sure everything works and is in place. Adjustable beds, electronics, lamps and lighting. If it plugs in, shoppers want to see it in action. Locate your samples, swatches, catalogues and PoS. Verify that they are in the right location and current. If you are using paper price tags you’ll avoid a lot of hassle by removing expired promotional pricing. Show it and sell it clean. It’s a fact, your store guests will judge your entire operation by your restroom. An
“Some owners and managers will arrive a mere 10 minutes before opening for shoppers. That practice can rob you of the most productive hours of the day
95
unkempt area signals that your operation is sloppy and uncaring. Ten minutes of swishing around the Tidy Bowl man, stocking the Charmin or Andrex and filling the liquid soap may be the difference between getting and losing the big deal of the day. What a web we weave. In just 20 minutes on that Worldwide Interwebby Thing, you can do a complete competitive shop of the stores in your burg. Punch up their names. Check out what they have on sale and in stock. Finance offers, delivery charges, miniscule print with asterisks, and more, are revealed online. The intel will help you score more sales and stop the “This is the first place I shopped” objection (perhaps make notes about each competitor, and track them daily). Orange Cone Madness. I’m sure it’s road construction season in your town. That’s because the road crews seem to work 365 days a year. And you never know where they will be next. Plan to pull into your car park an hour early, and you’ll never sweat a 15-minute detour or delay. You will be at the door cool, calm, and collected. Communication situation. One day you might get zero emails. It happens when your store goes belly up or you retire. In the meantime, your morning login can reveal 30 or more emails. Sixty extra minutes means having the time to sift through and respond to the
most pressing issues. Having a chat feature or being ecommerce-ready means you may see a few online orders too. The worm shows up early, too. Savvy retailers know there is a lot to gain by arriving and preparing for the workday. They also make it a practice to unlock the store’s entry doors. Often, they flip the ‘open’ sign too. This is because they know that early shoppers are on a mission. The first shopper is highly likely to purchase and buy fast. Those people need to get to work or school or appointments. They want to complete the purchase and get on with their day. And you’ll make it easy when yours is the only shop that is open. If your store entry has double doors, take the time to open both. It reduces your shoppers’ frustrations. Keeping one door locked seems lazy and suggests that you only want half of your shoppers.
“Few professions allow for showing up just in time
Suggesting an extra hour of work might seem cruel and unusual. But in retail, the greatest rewards go to the most productive people. Getting routine duties done before paying customers breeze in makes both you and your store prepared and gives you an edge on selling time. This article was originally published by Your Source News. Gordon can be reached at gordon.hecht@aol.com.
Why the UK is Europe’s most dynamic market Despite – and perhaps because of – the challenges it has faced in recent years, the UK has quietly become Europe’s most dynamic retail market, argues the portfolio director at Spring & Autumn Fair … By Jackson Szabo
For years, the narrative surrounding UK retail has been dominated by familiar themes – Brexit, rising costs, inflation, store closures and squeezed consumer confidence. The conversation has become trapped in yesterday’s headlines. Too much of the industry is still asking whether UK retail has recovered. I think that’s the wrong question. The real question is what UK retail has become. Far from being a sector in decline, Britain has quietly become one of Europe’s most dynamic retail markets – not despite the disruption of recent years, but because of it. Every industry reaches a moment where the old model stops working. I’ve seen it happen with broadcasting, communications and technology. It feels uncomfortable while you’re living through it
because everyone focuses on what’s disappearing. But disruption doesn’t destroy industries. It forces them to evolve. Retail is no different. Rather than clinging to traditional models, Britain’s retailers have been forced to rethink how they buy, how they sell and, perhaps most importantly, how they connect with customers. Britain’s retail culture remains one of its greatest strengths. Our buyers are incredibly sophisticated, consumers are naturally curious and there’s a genuine appetite for discovering something new. But the narrative around UK retail needs to change. This isn’t a market that’s survived disruption – it’s a market that’s been strengthened by it. www.autumnfair.com
“Disruption doesn’t destroy industries. It forces them to evolve
96 OPINION
Your ad spend is only as good as your checkout
By William Sharp
When a promotion is running well, the instinct is to push more budget behind it. More traffic, more visibility, more spend. But before scaling up, it’s worth asking a more uncomfortable question – what’s actually happening to the customers you’re already sending? In my experience, pumping more traffic into the machine is no use if the machine itself isn’t functioning at full capacity. All you’ll do is lose more sales faster. For furniture retailers, where basket values are high, and purchase decisions take time, a checkout that introduces doubt at the final moment is particularly costly. A customer who has spent many an hour comparing sofas, reading reviews, and returning to your site multiple times is not someone you want to lose to a clunky payment page. What stops customers at the line The same friction points come up time and again across furniture ecommerce: Unexpected costs appearing late in the process: Delivery charges that only surface at the payment stage are one of the most reliable ways to lose a committed customer. If delivery is charged, show it early – ideally on the product page. If it’s free over a certain order value, make that visible throughout. Forced account creation: Customers buying a dining table or a bedroom set do not want to register for an account. A clearly labelled guest checkout option, positioned prominently rather than buried in small print, removes a barrier that many shoppers simply will not push past anymore. Unnecessary form fields: Every additional step between ‘add to basket’ and ‘payment confirmed’ is a moment where a customer can reconsider. Only ask for what the order actually requires. Trust signals that do work Generic security badges have limited impact. The signals that change behaviour tend to be specific to the purchase itself. For furniture, where size, colour matching, and delivery logistics all carry uncertainty, a short visible returns line does more work than a padlock icon. ‘Free returns within 30 days,’ placed near the checkout button, reduces commitment anxiety at the moment it matters most – not buried as a link to a full policy page. Guarantees are similarly most effective when surfaced in the checkout flow rather than sitting on a separate page. One ecommerce client I worked with
Image courtesy Shutterstock/Tirachard Kumtanom
Could your website checkout be the difference between a successful promotion and a disappointing one? William Sharp, account manager at performance marketing agency Door4, shares the fixes that make the biggest difference for furniture retailers selling online …
saw conversions increase by up to 15% after making exactly that change – the signal worked because it addressed the specific doubt customers had at that specific stage. A brief delivery estimate close to the checkout button works on the same principle – ‘In stock, delivered within five working days’ is a short line that handles a question many furniture shoppers have but won’t ask. What about payment options? For furniture retailers, BNPL options such as Klarna or Clearpay are worth prioritising for higher-value items. A customer who might hesitate at £800 for a garden set is a different buyer when that becomes four payments of £200. For lower-value items, Apple Pay and Google Pay reduce steps and remove typing friction – small changes that compound at volume. The checkout is where every pound of marketing spend either pays off or doesn’t. Getting it right before scaling is far more efficient than scaling first and reviewing later. A checkout review doesn’t need to be a major project – small, specific changes, the right copy and the right trust signals in the right places, make a material difference to the number of customers who actually complete the purchase. For a furniture retailer, a customer who reaches the checkout has already done the hard part. They’ve chosen the product, weighed up the price, and decided to buy. The job at that stage is simply not to give them a reason to change their mind. www.door4.com
“Pumping more traffic into the machine is no use if the machine itself isn’t functioning at full capacity
98 OPINION
The home advantage Image courtesy Shutterstock/Stephen Plaster
A headline did the rounds this summer. British manufacturers, it said, are turning their backs on foreign suppliers. Reshoring is back. Buy British is booming. But look at the actual numbers and a different story appears, writes Tim Hudson, the UK representative for Italian furniture mechanism suppliers CIAR and Nisi Group … By Tim Hudson
Buy British is the comfortable answer. But it might not be the answering the right question. The ONS Business Insights and Conditions Survey – still, by its own admission, ‘statistics in development’, so treat the precision lightly – shows supply chain concern and disruption running at multi-year highs. Businesses are worried. Genuinely worried. But import participation? Broadly flat. Roughly the same 26-28% of businesses sourcing from abroad now as two years ago. That gap matters. Anxiety is up sharply. Behaviour hasn’t moved. Which tells you something uncomfortable: the ‘reshoring wave’ is mostly a feeling. Fear is driving the conversation. But it isn’t yet driving the buying. Who ‘foreign’ actually means Say “foreign supplier” in a UK boardroom and most people picture a container ship. Six weeks at sea. A currency you have to hedge. A time zone that makes Tuesday’s call into Wednesday’s problem. For a lot of British furniture manufacturers, that’s not what foreign means at all. It means Italy. Which means a 90-minute flight, not a five-week voyage. A factory you can visit on a Tuesday and be home for dinner. None of which makes the friction imaginary. Paperwork is real. Rules of origin are real. Post-Brexit lead times are longer than they were, and nobody in this trade needs reminding why. That friction is a genuine cost, and it deserves to be weighed honestly – not waved away, and not exaggerated into something it isn’t.
But ‘foreign’ and ‘far’ are not the same word. Confusing them is how a 90-minute flight ends up being talked about like a container ship. That friction isn’t hypothetical, either. On 24th July, the Irish government revoked the 1995 Fire Safety (Domestic Furniture) Order – the rule that, for three decades, had mirrored UK flammability standards almost exactly. Dublin is aligning instead with the EU’s General Product Safety Regulation. The UK, meanwhile, is running its own separate review of the 1988 Regulations it used to share with Ireland. Two rulebooks that matched for 30 years are now quietly drifting apart. That’s the paperwork problem in miniature – not a wall going up at Dover, but two neighbours redecorating their own hallways on different timetables. Nobody planned that friction. It’s simply what happens when aligned systems stop being aligned. The part you can’t bring home Here’s what reshoring can actually reshore. Frame. Foam. Cover fabric. The box it ships in. All of it can, in principle, come from a UK yard, a UK cutting room, or a UK line. The mechanism is a different animal. A recline or lift mechanism isn’t a component you bolt on at the end. It’s engineered – motors, sensors, geometry, the electronics that make it feel invisible when it works and unforgivable when it doesn’t. That kind of engineering is built on decades of iteration, not a decision to source locally this quarter. You can reshore almost everything about a piece
“The label on the mechanism only tells you where it was made. Not what the company is trying to become
99
of furniture. The part that carries the motion is the hardest part to bring home, because it was never really about geography. It was about who spent 30 years getting the movement right. That’s worth sitting with before anyone puts ‘Made in Britain’ on the thing that actually moves. “But Britain makes mechanisms” Someone will make this point, and they’re right to. There’s a genuine UK-based specialist in action seating mechanisms – proper original engineering, not just assembly, with decades behind it. It hasn’t been watching quietly. The chair market has already been reshaped by outside money. Pride Mobility, the American mobility giant, bought Sitting Pretty in 2021. Prism Healthcare, backed by private equity, took Repose the same year. Two well-known British names, both now owned by businesses with deeper pockets and bigger ambitions. Seen from inside a components factory, that’s not background noise. That’s your customer base being bought up around you. So perhaps it’s no surprise that Britain’s own mechanism specialist has, in the past couple of years, moved into owning a finished-furniture business too, launching a chair range under its own name. The company that makes the part is now also making – and selling – the whole product. In competition with the manufacturers and retailers it supplies. ‘Buy British’ can take you somewhere you didn’t expect. Not to a neutral supplier standing outside the consolidation wave. To a business that’s decided to join it. That’s not a criticism. It’s rational, in a market where standing still looks riskiest of all. But the label on the mechanism only tells you where it was made. Not what the company is trying to become. The reframe So we should drop the British-versus-foreign framing. It was never the right axis. The real question is whether your supplier is aligned with you or against you. A specialist who only succeeds when your furniture succeeds – who has no finished-goods ambitions of their own, no reason to want your customer as their customer – is the resilient choice. That can be a factory in Pesaro. It can, just as easily, be a workshop in Yorkshire. The postcode isn’t the variable that matters. Alignment is. Ask who wins if your product wins, and who might quietly benefit if it stalls. That’s the only supply chain audit that actually tells you anything. Here’s a party trick worth stealing. Next time you’re sat across from a supplier, ask them three small questions and watch what happens to their face. “Do you sell finished furniture under your own name?” Watch how fast the answer comes. The honest ones don’t flinch. “If my order and a bigger customer’s order land the same week, whose ships first?” Everyone has a priority list. You’re just asking them to read it out loud. And the good one, the one that actually separates
the aligned from the conflicted: “What’s in it for you if my product doesn’t sell?” A genuinely aligned supplier will struggle here – there isn’t a good answer, because there’s nothing in it for them. Watch for the one who has an answer ready. That’s usually the tell. None of this needs a legal team. It needs five minutes, a straight face, and the nerve to actually ask. And this isn’t only a premium-tier conversation. Alignment doesn’t require the most expensive component on the price list – there are more costeffective specialist options at every level who still have no ambition to sell past you to your own customer. The principle scales down as easily as it scales up. The winners partnered The clearest recent proof arrived this summer, and it came from the last place you’d expect. Sofology – part of DFS Group, about as British-retail-scale as this trade gets – announced an exclusive UK partnership with Calia Italia in July. Family-owned, founded in Matera in 1965, a name on Italy’s own Register of Historic Trademarks. Not acquired. Not white-labelled. A named, credited partner, rolled out across 56 stores, chosen specifically because Sofology couldn’t build 60 years of Italian upholstery heritage in-house, and didn’t pretend to try. The Rockers (see May’s issue), it turns out, are learning to dance too. Walk the best showrooms in this country right now and the same pattern repeats. The retailers and manufacturers who are winning didn’t retreat into doing everything themselves. They leaned into partnership – with specialists who bring something they couldn’t build in-house, and who have every incentive to make the partnership work, because the specialist’s whole business depends on the partner succeeding. American Leather is the other reference point worth knowing here – a manufacturer that has built real credibility precisely by being selective and transparent about the specialist mechanisms inside its own products, rather than pretending everything under the fabric was made on-site. The names change from showroom to showroom. The shape of the winning relationship doesn’t. It’s never one supplier, one archetype, one deal. It’s a pattern – the businesses doing best are the ones who counted, honestly, how many people stand between them and the person who actually makes the thing. And who checked whether every one of those people is on their side. Resilience was never a postcode. It’s a headcount – and an incentive structure. I spend my working life standing in both rooms. A factory floor in Pesaro on a Tuesday. A boardroom in a Yorkshire market town on a Thursday. Most people in this trade only ever see one side of that conversation. Standing in both is the only way to tell you, honestly, that the distance was never the problem. The alignment was always the answer. It just doesn’t fit on a label. www.furnituremechanisms.co.uk
“Foreign and far are not the same word
100 OPINION
Survival of the Fit
By John D Moulton
One of the most valuable lessons I learned during my furniture trade career was that job interviews are a two-way process. I spent too many years allowing companies to choose me, rather than me choosing them. Some years ago I was flattered to be head-hunted by what was then the Stag Furniture Group. The position was sales director of the group’s William Lawrence Furniture subsidiary. The salary, company car and sheer prestige drew me in – but once on board, my joy was very short-lived. I spent my first week with my sales team, meeting key customers and asking what their hopes were for the company’s future and how I could best help make good things happen. During the second week I met with my co-directors responsible for production and finance to ask the same questions, before drafting a provisional plan of what I believed to be a viable pathway ahead. Well-prepared, I attended a meeting with my boss, the group marketing and sales director, who had his group marketing manager by his side. They quickly brushed off all I had prepared and set about showing me their plan to boost sales of the brand. I was shocked. Not just by their dismissiveness or learning that none of their proposals had been tested, but by a sudden realisation. I wasn’t really a sales director at all – I was a sales supervisor. My job was to accept their brief, present it enthusiastically to my sales force, then get out there and sell alongside them. Later I was to find myself sitting in the head office boardroom with the other group ‘sales directors’ justifying monthly results to the CEO. Neither the group marketing and sales director or head of marketing ever attended those meetings. The strategy was entirely theirs, accountability was entirely ours. I learned many lessons from my Stag experience. The one that underpins this piece is what I call ‘Survival of The Fit.’ The products and promotions presented often failed to fit market requirements, and I was beginning to realise I didn’t fit this organisation. In business we often hear the expression ‘survival of the fittest,’ yet Herbert Spencer’s original idea – and Darwin’s later use of it – was not about strength or dominance, it was about the actual fit between an organism and its environment. ‘Fit’ is a much broader concept than the narrowminded version so often expressed by big business,
Image courtesy Shutterstock/KhalifahFA
You may be right for the job, but is the job right for you? John D Moulton, author of The Instant Sales Director – Ready from Day One, recalls the time he took a well-paid role without thinking it through first…
and applies to individuals every bit as much as it does to corporations. Fit is not about being sure to spend time at the gym, or aggressively dominating your workplace, colleagues or competitors – it’s about being sure you actually ‘fit’ the environment you are working in. I realised much later that I was so blown away by the offer to join the organisation that I failed to ask a few critical questions before I committed (a day in the life of this sales director, the level of control I would be granted, and how involved I would be in high-level strategy). Instead, a tough lesson came my way – career satisfaction has far less to do with company prestige or fancy packages than being sure my own values genuinely matched those of the business I was working with. The best opportunities are rarely those with the biggest names or pay cheques. Much more often, they are those where the fit is right. www.theinstantsalesdirector.com
“The salary, company car and sheer prestige drew me in – but once on board, my joy was very short-lived
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102 OPINION
The exclusivity trap, and how to avoid it The underlying basis for any principal-agent relationship is that it should be a win-win – the better the principal does, the better the agent does, and vice versa, explains Stephen Sidkin, a partner at solicitor Fox Williams. But what happens when notice of termination is given to an agent appointed on an exclusive basis? Welcome to the exclusivity trap … By Stephen Sidkin
The Commercial Agent’s Regulations provide for a terminated agent to be entitled to either compensation or indemnity (unless the agency agreement is terminated for material breach by the agent). Although it requires an election by the parties, indemnity is often included in an agency agreement for the simple reason that it provides the principal with a degree of certainty as to its exposure on termination of the agency agreement. This is because the agent’s entitlement to indemnity cannot exceed the annual average of the commission earned by the agent over the five years proceeding termination or, if the agreement has lasted for less than five years, a shorter period of time. Further, our studies have shown that in the case of high-performing agents, the way in which compensation is calculated means that indemnity will result in a lower cost for the principal. However, because it is ‘backward looking’, the election for indemnity can work to the disadvantage of the principal in a situation where notice is given to the agent. This is as a result of the agent taking the position of feeling that how they perform during the notice period (which contractually could be, for example, six months as opposed to the maximum of three months under the regulations) will be unlikely to make a material difference to the maximum indemnity. Indeed, where the agent acts for a number of principals, they may decide that it makes commercial sense for them to devote their energies to the businesses of other principals. As a result, the principal which has given notice can be faced with a situation where its business in the agent’s territory will stagnate during the notice period. The lack of a ‘step-in’ clause – enabling the principal to intervene in some way in the agent’s exclusive territory – has resulted in the exclusivity trap. A bad situation can become worse The regulations impose on both the principal and agent an obligation to act dutifully and in good faith. It is also the case that under English common law an agent owes a fiduciary duty to its principal – in essence, a duty to put the principal’s interest before that of the agent and the interests of other principals for which the agent acts. But it is one thing for this obligation and duty to exist, it is another for the agent to be found to be in breach of either or both of them. As such, during the notice period the agent may have covert meetings
with one or more of the principal’s competitors leading to the agent entering into a new agency agreement to start upon the expiry of the notice period. Such action by the agent may be supported by adverse behaviours. For example, knowing that a customer in its territory may be about to place a major order or make a long-term commitment, would it be so difficult for the agent to encourage the customer to delay? How to avoid the exclusivity trap Avoidance can take any one or more of three forms: • The principal needs to remain alert. Changes in the agent’s behaviour or rumours in the market may act as a catalyst for the principal to start asking questions of the agent. If asked a question, the agent must answer honestly. If the agent is found to have lied, the principal will be justified in terminating the agency agreement immediately (and irrespective of the notice period still to run), and the entitlement of the agent to indemnity will be lost. • The regulations impose an obligation on the agent to comply with the reasonable instructions given by the principal. Failure to do so may result in the agent committing a serious breach of the agency agreement. In turn, this will entitle the principal to accept the breach as bringing the agency agreement to an end, and again the entitlement of the agent to indemnity will be lost. This is the essence of performance management. The fact that the notice period is running does not affect the obligation of the agent under the regulations to comply with the principal’s reasonable instructions. As such, whether or not the principal has ‘managed’ the agent before notice of termination was given, the principal should look to do so during the notice period. • Thought should be given before the agent is first appointed by the principal to including in the agency agreement a post-termination restriction not to act for competitors post-termination. The regulations require that such a restriction must relate to the territory or group of customers, and the territory entrusted to the agent, and to the kind of goods covered by the agency under the agency agreement. In addition, the restriction cannot last for more than two years after the termination of the agency agreement. Further,
“The principal which has given notice can be faced with a situation where its business in the agent’s territory will stagnate during the notice period
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the restriction must be considered to be reasonable under English law. However, by including an appropriate non-compete restriction in the agency agreement the principal may effectively force the agent to focus on performing the agency during the notice period.
www.agentlaw.co.uk
“Would it be so difficult for the agent to encourage the customer to delay?
Image courtesy Shutterstock/Vibe Images
Final thoughts A ‘step-in’ clause can take various forms. It can allow the principal to directly contact customers, or require
the agent to be ‘shadowed’ by an agent which has been appointed by the principal to succeed the terminated agent, or an employee of the principal. By including a ‘step-in’ clause in the agency agreement, the principal should be able to have the benefit of performance by the agent throughout the duration of the agency agreement, and not just for the period before the notice of termination was given.
2021 #385 October ews.net
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D2C DIRECTIONS | BEDROOM HOME OFFICE SERVICES LIVING | TRADE
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The D2C dilemma hybrid cons of going The pros and boxes clever Simba’s CEO need a holiday Why salespeople 30/09/2021
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VOYAGE OF DISCOVERY
Our extensive collection gives retailers the opportunity to source their bedroom requirements from one trusted supplier.
Join At The Helm’s bold adventure
Why MA Living?
✔ Yorkshire manufactured
✔ Quality materials and UK-accredited suppliers ✔ Competitive pricing for the mid- to high-end market ✔ Extensive choice and customisation ✔ Bedframes, bases and mattresses from one supplier ✔ Efficient lead times ✔ Strong customer-focused approach ✔ Exciting growth opportunity for retail partners
A man’s world?
Evaluating gender equality in the furniture industry JANUARY FURNITURE SHOW INDX FURNITURE | BEDROOM LIVING | DINING | TRADE SERVICES
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Our Mix Match & Create collection has been particularly popular, while our expanding range of bases and mattresses means retailers can offer greater choice without needing multiple suppliers. We are looking for motivated, well-connected sales professionals with established relationships in the UK furniture and interiors retail sector. If you have a strong understanding of the market, enjoy building long-term retailer relationships and want to represent a quality, growing Yorkshire manufacturer, we’d love to hear from you. Email your CV to uneeb@maliving.co.uk
Behind the rise and rise of Qualita Forecasting the product trends of 2022
20/12/2021 14:53
The International Alliance of Furnishing Publications (IAFP) comprises 17 of the world’s leading industry trade publications. As the IAFP’s UK representative, Furniture News can offer exporters and importers market information, contacts and reach through the most effective B2B channels.
2021 #383 August news.net
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PICTURE PERFECT Sit pretty with
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AWARDS READERS’ CHOICE | TRADE SERVICES ROLLED MATTRESSES
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Channel hopping routes to market OKA takes new shipping crisis Notes on the lockdown trading out of
The ethics of
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DISCOVER THE FUTURE OF FURNITURE DESIGN. The New Furniture Makers exhibition returns to the City of London
W E D N E S D AY 4 N O V E M B E R 2 0 2 6 2.00–9.00PM Furniture Makers’ Hall and the Dutch Church, Austin Friars, London
HEADLINE SPONSOR
REGISTER FREE
Experience an inspirational showcase of emerging furniture and furnishing design talent. Organised by The Furniture Makers' Company, this not-for-profit exhibition brings together the industry's brightest new designers, leading educational institutions and furniture professionals for one unmissable day. Be among the first to discover 75+ innovative designs from graduates and rising talent from the UK's leading universities, colleges and design schools. Whether you're looking for fresh ideas, future collaborators or the next generation of designers, this is where tomorrow's talent is found today. WHY AT TEND? • View 75+ inspiring new furniture and furnishing designs • Connect with emerging designers ready to shape the future of the industry • Network with manufacturers, retailers, specifiers and industry colleagues • Meet representatives from top educational establishments across the UK.
BE INSPIRED. BUILD CONNECTIONS. DISCOVER THE FUTURE OF BRITISH FURNITURE DESIGN.
PARTNER COMMENT OPINION 105
THE FURNITURE MAKERS’ COMPANY
The industry needs to show up This November, the New Furniture Makers exhibition will return to London, showcasing some of the freshest emerging talent across furniture and furnishings – but it’s not simply a student show, says Jonny Westbrooke, CEO of The Furniture Makers’ Company … By Jonny Westbrooke
We talk a great deal as an industry about the importance of skills and attracting the next generation into furniture. But if we are serious about developing the talent our sector will need in the future, we also have to create opportunities for emerging designers and makers to engage with the industry they hope to join. That is precisely why the New Furniture Makers exhibition matters. Taking place in the City of London on 4th November, the exhibition brings together some of the most exciting emerging furniture and furnishing talent from across the UK. More than 75 designs will be displayed across Furniture Makers’ Hall and the Dutch Church, giving visitors an opportunity to see first-hand the creativity, craftsmanship and ideas coming through our education system. For those exhibiting, the experience is invaluable. Producing an excellent piece of furniture is one thing – presenting it to manufacturers, retailers, designers and other industry professionals is another. Those conversations can provide feedback, contacts and a greater understanding of the commercial world. They can also lead to opportunities that help turn education into a career. But I believe the exhibition is equally important for those of us already working in the trade. Our industry is changing. Sustainability, new technology, different materials and evolving consumer expectations are influencing how furniture is designed, manufactured and sold. The people entering the sector bring fresh perspectives on those
challenges, and we should be interested in what they have to say. That is why I would encourage businesses to not simply view New Furniture Makers as a student exhibition. Come and look at the work, certainly – but more importantly, talk to the people who created it. Ask them about their ideas. Find out how they approached a problem. Talk to them about their ambitions. You might meet a future employee, designer, supplier, collaborator or entrepreneur. At the very least, you will leave with a better understanding of the talent preparing to enter our industry. The New Furniture Makers Awards provide another important element, recognising excellence across disciplines and giving outstanding designers and makers valuable industry recognition at an early stage. But every exhibitor benefits when established professionals take the time to engage with their work. As an industry, we cannot expect talented people to choose furniture unless we demonstrate that there is an industry ready to welcome them. Supporting emerging talent does not always require a major initiative or financial commitment. Sometimes it starts by turning up, having a conversation and showing an interest. So, my invitation to the trade is simple – join us on 4th November. Come and see what the next generation is capable of, and play your part in encouraging the people who will shape the future of furniture. Register to attend at bit.ly/NFMexhibition2026
INDUSTRY PARTNERS
“Come and look at the work, certainly – but more importantly, talk to the people who created it BRITISH FURNITURE
ASSOCIATION
Young Furniture Makers exhibition.
Women in
FURNITURE
106 OPINION FEEDBACK
THIS MONTH, WE’RE ASKING …
If you hadn’t gone into furniture, where might you have ended up? I would be in the retail industry somewhere, probably fashion Jemma Frame, AIS Wildlife photography would be my alternative career choice. I’d be on a riverbank somewhere with a long lens Nikki Snell, Press Loft
I was very close to joining the Navy and was considering a place at Dartmouth before going to uni – so I guess that’s where I would have been (but probably retired!) Richard Gretton, GNG Group Football. As a teenager I played for both Blackburn Rovers and Blackpool and represented England Independent Schools at under-16 level. Unfortunately, I didn’t quite make the grade as a professional, but I’ve stayed heavily involved through coaching, contributing more than 10,000 hours of voluntary work with youth teams over the past 15 years. If not furniture, it would certainly have been something connected to football Boyd Hargreaves, Loom Loft Furniture & Interiors
Probably something creative. My first job was a Saturday girl at a florist, and I’ve never really lost that love for making pretty arrangements. I always have fresh flowers at home Freya Reynolds, Reynolds Furniture Living so close to London, the City felt like the natural destination. Growing up, I loved architecture and engineering, but also did work experience across banking. However the corporate world just didn’t suit me. I wanted something hands-on and people-focused. With a family business, it’s about supporting your family and building genuine, close relationships with the team – things that can be much harder to come by in a massive corporate structure. It’s a collective effort, and when the business does well, everyone shares in that success Lloyd Bellis, Furniture Outlet
Probably still working in the prison service or standing on the doors of Manchester’s biggest venues. I fell into furniture through a series of great opportunities and somehow got happily stuck here for 20 years Victoria Ross, Furniture Flow
Furniture retail James Leach, IRL Agencies I would have continued in my previous civil service career – but furniture is so much more fun than tax! Kirsty Allsopp, Gorgeous Little Things for Home
I didn’t have to make a choice – which is the honest answer. Alongside my furniture components activities, I founded (and still run) Inspired Italy, a ski-touring business in the Italian Dolomites, where I’m director and the principal host. Adventure sports and activities are my alter ego. So, add in a boat I’m currently talking myself into and too many miles on a bike, and the pattern’s clear enough – I’ve never been able to stay indoors for long, or in one country Tim Hudson, CIAR and Nisi Group Home accessories Sunayna Azam, Sofa.com
I would have ended up in catering. I was studying at college on a hotel, catering and management course when I got my first job in furniture retail. The potential earnings and more sociable hours steered me firmly towards the furniture industry James Stevenson, Zoy Furniture I would likely have been a local or regional government role – something that allows for tangible community impact. I already contribute in this space through voluntary positions, including town board involvement and chairing a local business alliance. That said, I should add that I’m very glad I did enter the industry. It’s a great environment to be part of, and I see myself remaining within it Matt Randle, Dreamland Bedding Centre
Probably film or television as a set or prop designer. I’ve always been creative – as a child I was constantly making things out of cereal packets and toilet rolls, and I’m still the person watching films while analysing the furniture in the background rather than the plot
Most likely a fashion buyer, though my 14-year-old self would still be lobbying for a career as a vet Lavinia Watts, Lenleys Home
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