interiors monthly march 2009

C A R P E T S F U R N I T U R E R U G S B E D S L A M I N A T E U P H O L S T E R Y V I N Y L

RebornWillis & Gambier

Market leaderBelgium supplement

Curly by BaltaExciting textures, more colour...

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arch 2009

Interiorsmonthlyf i r s t f o r f u r n i t u r e a n d f l o o r i n g

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www.interiorsmonthly.co.uk 3

Andrew KiddEditor

Balta Broadloom is now offering morecolour than ever before in a range ofcompetitive new twists, shaggies andtextured loops. Visit www.stain-safe.com

Interiors MonthlyEditor: Andrew KiddT: 01732 766 333 E: [email protected]

Furniture advertising (South): Tim BodenT: 01732 367 757 E: [email protected]

Furniture advertising (North): Jarrod BirdT: 01565 659 414 E: [email protected]

Carpet and flooring advertising: Joanne MillerT: 01732 766 344 E: [email protected]

Subscriptions: T: 01732 766 344 E: [email protected]

Published by Interiors Media Limited124 Pembury Road Tonbridge Kent TN9 2JJ T: 01732 367757 F: 01732 352063E: [email protected]

Registered in England no. 6397722

Printed by Headley Brothers Design by Icon Colour © Interiors Media Limited

Editor’s comment

AN UPSIDEJudging by the majority of the comments from you overthe past month, it seems that things aren’t as bad aswe are led to believe.

Yes, footfall and sales are down but the newspapersand the TV channels keep repeating the messages ofbanks losing money (on deals that were done many,many months ago and are only being disclosed now asaccounts are due) but very little about the realeconomy. The BBC had an excellent series on its newswebsite following the fortunes of a high street, whichunfortunately seems to have fallen off the radar.

The cynic may say this is because the majority of wellrun stores aren’t doing too badly, so the news value hasdropped. Sales at the lower third of the market are saidto be doing quite well while the top end has held up.It’s the middle sector that seems to be suffering on bothfurniture and flooring.

The winter figures from Carpetright suggest that thestart of the year was better that the end of 2008, withlike-for-like sales down 2.9%. Given that the chain hasbeen able to hold margins, shareholders should bedelighted.

It also suggests flooring suppliers have been unableto increase their prices to their major customers. Withsome suppliers seemingly adopting the policy of lastman standing, not all of them can survive such anapproach. Expect to be selling off a load of displaymodels and/or throwing out samples before supplysecurity settles down.

While the future of Land of Leather continues to lookbleak without any sign of a buyer, the rescued rump ofSofa Workshop seems on a firmer footing. Founder andnew co-owner Andrew Cussins will improve its productdesigns and it should hopefully benefit from its previousgeographic coverage with online and mail order sales,which once totalled £14m, making up for the currentlack of store numbers.

03_IM_0309.qxp 3/3/09 14:08

Contact your local UK representative:London and South East - Peter Morris: 07831 558616North West, North East, Lincolnshire & Yorkshire - Gavin Boden: 07720 074906South West & South Wales - Paul Clifford on 07886 642086East & West Midlands - Peter Bellis: 07860 418168London North Thames to Northamptonshire - Trevor Cassell: 07710 727895Scotland - Donald Coltart on 07831 188844

The Furniture & Homes Accessories Fair, RDS, Dublin

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04_IM_0309 27/2/09 12:56


6 Cussins promises sparkle

7 Carpetright sales fall slows

8 Use love to sell larger beds

18 Carpet: innovation is all

32 Auctions: under the hammer

34 Vinyl: coming trends

35 Belgium supplement: Export star, Domo, Balta, Balterio, BIG, Quick-Step and IVC

48 Beds: hot topic

52 Dining: individuality and Willis & Gambier reborn

61 Wood: hat-trick

62 Wholesalers: World Furniture

64 Flatpack: trading up

66 Heimtextil review

70 ISalone preview

3 Comment

5 Contents

10 New products

74 Business

76 Entertainment

74 Final polish

Contents

News

Features

Regulars

Rug supplement

Best of British

IFFS review

Next issueU N C O M P R O M I S I N G I N T E G R I T Y.. U N P A R A L L E L E D R E S U LT S .

Copyright 2009 Lynch Brothers Licensing Corporation

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05_IM_0309 4/3/09 08:40

6 Interiors Monthly March 2009

News

The chain is having a £2m stock clearance sale

Cussins to restoreSW’s ‘sparkle’

Flooring, kitchen and tileshows cancelled for 2009

Retailers offered supportto improve staff training

Flooring trade exhibitionFloorstyle is among threetrade exhibitions that havebeen cancelled for 2009,along with sister eventsKbbreview and The Tile andStone Show.

The shows were to havetaken place from 10-12 Mayand organiser DMG Worldexpected more than 10,000visitors.

The Tile and Stone Showorganiser Kick Start Publishingintroduced Floorstyle lastyear, occupying one hall atExcel, London, with a largelyhard flooring exhibitor base.DMG World and Kick Startthen formed a partnership to

combine the shows.‘It has become clear that

potential exhibitors do notneed the added strain ofsustaining a 2009 Londonshow,’ says Patrick Taylor,DMG World publishing andevents director.

The KBBReview awards arenot affected by showcancellations, DMG Worldinsists and are due to takeplace at Excel on 11 May.

The cancellations comeafter the cancellation of TheLondon Furniture Show,many empty spaces atHeimtextil, Domotex andIMM Cologne and a smallerInteriors Birmingham.

The British Chambers ofCommerce (BCC) andFoundation Degree Forwardhave joined forces to offermore support to smallerbusinesses facing skills gapissues.

‘This is launched at a timewhen it is critical forbusinesses, particularly in theretail industry, to have a welltrained workforce that candeliver effective results, saysJohn Dunsmore, BCCEnterprise md.

‘Foundation degrees offerbusinesses the chance ofimproving the professionalstandards of their staff withminimal disruption toproductivity.

‘A distinctive feature ofFoundation degrees is theemphasis on workplacelearning and its integral role inthe programme of study.

The courses offer localdelivery, distance-learning,part time and elearningopportunities to providemaximum flexibility in studypatterns to fit aroundworkforce commitments.’

Prof Derek Longhurst, FDFchief executive says: ‘Theremay be a temptation not toinvest in training. It is an easything to ignore when timesare tough but it is sure toboost staff capability andmaintain high levels of service, when customers aremore demanding.

‘Businesses that invest willhave a trained and motivatedteam in place ready to meetdemand when the economicupturn comes. Thedevelopment of higher-levelskills is crucial to futurecompetitiveness.’

See p74.

Andrew Cussins, SofaWorkshop founder says he willrestore the chain’s sparkleafter buying the company and10 of its stores from itsadministrators.

Cussins, backed by anundisclosed retail partner, SofaWorkshop’s largest supplierand its largest logisticsoperator, retained the Bath,Bristol, Exeter, Guildford,Kingston and Tunbridge Wellsstores along with theBattersea, Chiswick, King’sRoad and Tottenham CourtRoad branches in London. TheChester store is a franchise.The remaining 20 outlets andhead office were closed.

He says he ‘hated seeing itbeing screwed up by peoplewho didn’t know what theywere doing’ and it had lost itsfocus. MFI bought the chainin 2002 for £12.25m, beforeselling it to New Heights inOctober 2006 for £1.8m.

‘When I sold the business ithad an outstanding internetand mail order business,’ he

says. ‘This all got chuckedaway by MFI. But in 12months we’ll have asignificant online business.’

Although the current storesin London and the south ofEngland, apart from Chester,Cussins plans to expandnorthwards, but in themeantime will rely on onlineand mail order to servicecustomers in other areas.

The chain’s productdevelopment was in need ofreviving and was vital to ‘adesign-led business’ as heintends to introduce a morelifestyle feel.

Non-upholstery ranges willbe introduced at theTottenham Court Roadbranch, initially living roomcabinet. This store will be usedfor experiments, Cussins sayswhile the Putney branch willbe the first to get a new look‘to see how the wow factorworks.’

The chain had sales of£30m in the year to the endof May 2008.

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Smallbone looks for buyer after warning

Upmarket kitchen chainSmallbone has put itself up forsale after a downturn inbusiness. The company, whichalso owns Mark WilkinsonFurniture, secured a £5.9mfinancing package last month,but has warned that this willnot be enough.

‘February has been achallenging month for thegroup. Sales have reducedand there has also been asignificant reduction in

customer deposits,’ says astatement. ‘This has causedthe board to instigate afurther review of its workingcapital needs for theforeseeable future. The boardbelieves that the difficulty inforecasting its future workingcapital commitments maymean that the group needsto be part of a larger group,with greater balance sheetstrength.’

At the end of 2008,

Smallbone had a forwardorderbook of £39m, down 6%on 2007. Announcing thefinancing deal, CharlesSmallbone, executive chairmansaid: ‘We have world-classbrands and a robust businesswith solid foundations fromwhich to make the most ofopportunities as they arise.We have built our businessesin varying and differenteconomic conditions sincethe late 1970’s.’

Carpetright’s UK and Republicof Ireland sales declinedropped significantly inJanuary. Like for like flooringsales fell by 2.9% in the fiveweeks to 31 January.

This compares with a fall of15.9% in the quarter to 31January and 13% in the sixmonths to 1 November.

Including its bed operationSleepright, sales rose by 7.9%in January but were down13.2% in the quarter.

‘Sales in January are animprovement on the trendsseen in November andDecember. Our gross margin

remains level with last year, inline with our expectations,’says Lord Harris, Carpetrightexecutive chairman. ‘As I havesaid before, the UK tradingenvironment is more difficultthan at any time in myworking life, with a constantnews flow of financial turmoiland redundancies. Until weare able to see someconfidence in the economyreturn, trading will continueto be challenging.’

A further dozen Sleeprightoutlets will be opened by theend of this month, increasingnumbers to 114.

In a conference call withanalysts, Harris said he hadheard that Allied Carpetscould be broken up. ‘Fromour point of view it [a break-up] would be excellent news,’he said. ‘Would we beinterested in parts of it? Yes.’

Continental European likefor like sales dipped 0.6%,although total sales rose by10.1%.

‘Trading in the rest ofEurope has not been immunefrom the current instability infinancial markets however wecontinue to grown ourmarketshare,’ says Harris.

News

Charles Smallbone

Carpetright sees sales dropslow to 2.9%% in January

Interiors Monthly is hosting aseminar at the FrenchEmbassy in London on 2 April,in conjunction with GEM, theFrench furniture exportersassociation and UBIFRANCE,following the publication ofthe Interiors Monthly Francesupplement last month.

Retailers and agents areinvited to attend a series ofkeynote speeches, followed bylunch and networking withthe French manufacturersfeatured in the supplement.The event begins at 9.30am.

Attendance is free, but islimited to a first come firstserved basis. Email [email protected] by 27 March.

Take part inFrenchseminar

Topps Tilesboss defiantLaminate and tile retailerTopps Tiles has had its creditinsurance removed by one ofits insurers but insists it is ingood financial health.

Matthew Williams, ToppsTiles chief executive says thecover relates to four suppliers,accounting for about 30% ofthe chain’s purchases.Payment terms to supplierswill not change.

‘It is a bit typical of theinsurance industry that theyare there when you don’tneed them and when peoplereally do need them they startto withdraw cover,’ he says.‘Topps is continuing tomaintain its cash balances,has undrawn overdraftfacilities and continues togenerate cash at theoperating level.’


07_IM_0309_News 2.qxp 4/3/09 09:35


News

Four in five couples prefer making love in a large bed

NBM: ‘use couples’ preferencefor large beds to boost sales’

The Ultimate RugCompanyPaul Sills has joined TheUltimate Rug Company ashead of marketing and EricTurner as distribution andwarehouse manager,following its introduction ofnext day deliveries.

IVCIVC has appointed DavidHughes as sales manager fornorth Wales and northEngland for its Leolan, Domoand Stepper brands.

HomeServeHomeServe has recruitedMathew Morris as nationalaccount manager for warrantysales. James Tracy and SteveShortland have become northand south regional managersrespectively. All have joinedfrom Guardsman.

VorwerkVorwerk Carpets hasannounced the promotion ofRoberto Martinez (above)from export director to salesdirector. Ian Hammond(below) has been appointedas UK sales director.

Retailers should be usingcouples’ fondness for makinglove in large beds to lift thesales of bigger beds,according to a survey by TheSleep Council to promote thismonth’s National Bed Month.

The survey also found thatnearly half of people arestaying in more – increasingwear on upholstery andcarpets.

According to the surveyfour in five people say in bedis where they most enjoyedbeing intimate and two thirdssay a large and comfortablebed is the most importantingredient to making thesexual experience even better.

Women particularly, (85%)most enjoy having sex withtheir partner between thesheets, while men show agreater leaning to otherlocations – twice as many

men as women said theirfavourite spot in the housewas either on the sofa or onthe floor in front of the fire.

The online survey of 1,484people, carried out lastmonth, also found that therecession has lead to 41% ofconsumers cutting back ongoing out, compared to a yearago, instead preferring to stayin. Some 85% of people saythat on a typical night in, theywatch TV or DVDs.

The new ‘Not Going Out’culture may have affectedmany but having sex comes along way down the list ofalternatives – 85% spend atypical night in watching telly,59% spend time with theirpartner, 41% read, 31% havea cuddle and just 21% havesex – only marginally morethan the 18% who end updoing housework.

The level of people goingout less varies significantlyacross the country: Sheffield29%, Cardiff 30%, Brighton33%, Bristol 34%, Liverpool35%, Leeds 36%, Edinburgh37%, Norwich 39%,Birmingham 41%, Nottingham44%, London 44%, Plymouth45%, Manchester 46%,Glasgow 46%, Newcastle47%, Southampton 47% and Belfast 48%.

Some 40 years after JohnLennon and Yoko Ono causeda media sensation when theyspent their honeymoon in bedat the Amsterdam Hilton Hotelas a protest against war, thesurvey also found thatconsumers are willing to taketo their beds to protest,particularly about worldpeace, employment, tax ratesanimal rights and freedom of speech.

08_IM_0309_News 3.qxp 3/3/09 13:31

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New products

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1 The new award-winning Dimplex Opti-mystelectric fire is bucking the economic trend withrecord sales driven by a revolutionary flame effect.It is so realistic that customers can’t believe theflame effect is electric – someone even called thefire brigade thinking a stove had actually caughtfire. Tel: 01489 773 336.

2 The market leader in quality sofabeds,Gainsborough, had a stunning success at InteriorsBirmingham with five new models, includingStorm. Not only are the new shapes up to date,but are available in a striking new fabric line thatprompted healthy interest by retailers who visitedthe stand. Tel: 01225 779 132.

3 Around 2,000sqm of Polyflor’s Polysafe Mosaicdecorative low maintenance sheet vinyl has beenused in a kindergarten recently opened at BuryGrammar School in Lancashire. In the main hallarea the flooring features the school crest andlogo, created via the Polyflor Expressions DesignService. This uses computerised water jet cuttingtechniques to produce precise shapes and stylesfor inlaid decoration. Tel: 0161 767 1111.

4 Interiors Birmingham proved to be a goodshow for The Windsor Bed Company. Orders forthe Masterpiece Collection, including Royale(pictured) exceeded expectations, giving aninsight into how colour coordination at the top end of the market is now so important. Tel: 01225 779 132.

5 CPW Furniture has upped the ante with theintroduction of the Chichester collection,designed to bring oak furniture in a traditionalstyle at extraordinary value to the retailer andconsumer. Solid oak is used on exposed andfacing panels with acacia on all others, to hit alower price-point without sacrificing qualityor using veneers. Tel: 01797 225 014.

5 4

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6 Rhinofloor Moderns is part of the newRhinofloor Choice range. This diversecollection of floors is available in 2, 3and 4metre widths with a 10-year wearwarranty. For those with an eye forstylish design who do not want to breakthe bank. Tel: 01642 763 224.

7 & 8 After record orders at InteriorsBirmingham for the Carlo andWinchester ranges, Cavendish is nowtouring the UK in its purpose built showtrailer. Carlo (7) is slightly more compactwith three sizes of sofa. From its Chorley,Lancashire factory, it is available on 14working day fastrack delivery inmainland UK in the cover illustrated and in high quality Dakota leather.Winchester (8) offers classical elegancefor the mature market with a high back and cold cure foam interiors.Special floor display incentives areavailable if both models are taken. Tel: 01257 277 664.

9 Designed and manufactured in the UK,the Ammique Bed is a patented sleepsystem offering long-term, instantaneousbody contouring support, hygiene,unrestricted airflow and other uniqueselling points. As well as beds, Ammiqueprovides an exclusive range ofSleepscape products and services. Tel: 01761 419 544.

10 More metal for your pound is theunifying ethos behind Floorwise’sextensive range of aluminium profilesthat cover every conceivable application. Whether choosing the heavy duty Max Metal or the ClassicMetal range for less intense applications,each has class-beating performance. Tel: 01509 673 974.

New products

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11 The luxurious feel of velvet makes ita favourite among homeownerslooking to create a real sense ofindulgence within the home andUltimo, the luxury brand from LanoCarpets, brings two stunning creations– Mayfair Velvet and Wooltouch madefrom 100% pure New Zealand wool –that capture the essence of splendour.Tel 00 800 5266 5266.

12 The Plantation Rug Company ishelping to drive footfall in all of itsstockists’ outlets with a 20% discountvoucher. Consumers will receive thevoucher, redeemable against anyPlantation Rug Company product atany stockist, when they request abrochure. The offer, which ends on 30 June 2009, has been promotedwithin both national and regionalpress. Visit www.plantationrug.co or tel 0161 430 8700.

13 Sunway Blinds’ Multishade is astunning modern alternative to netcurtains and voiles, a sliding fabricsystem that will add an extra dash ofcontemporary style and function towindows. The clean, crisp appearanceand versatility of Sunway Multishademeans it can be used in any room of thehouse. Tel 0161 442 9500.

14 Kaymed is now trialling its uniqueSleepScan posture profiling technologyin selected stores around the UK. Theconsumer stands in a discreet andcompact booth that scans their bodyprofile, producing a detailed scan reporton body shape, weight and spinalcurvature profile. From this analysiscomes a list of most appropriatemattresses. Tel 01706 875 075.

15 The Cressida bed from Limelight is theepitome of tradition. The white panelled

wooden bedstead is elegant andcomfortable. Also available is a matchingbedroom set; bedside cabinet, dresserand wardrobe. The firm is exhibiting atThe Furniture and Home Accessories Fair,Dublin from 29 March – 1 April on standM8. Tel 01455 850 150.

New products

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14_prod3_IM_0309.qxt 3/3/09 14:28

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15_IM_0309 27/2/09 12:59


New products

17

17 Vale-Bridgecraft’s new model, theMayflower, was very well received atInteriors Birmingham. Combiningtransitional styling with Vale-Bridgecraft’s signature supportive,buttoned backs complemented by acombination of fabrics; Napos, abeautiful floral flatweave and chenillemix and Capri, a heavy mohair lookvelvet. Tel 01422 885 000.

18 Due to be launched at iSalone,clean lines, simple design andversatility distinguish the Parkextension table from Calligaris.Available in walnut and wengefinishes, Park has a central wood andchrome-plated finish steel base. Idealfor large open living areas. Tel 01619240 040.

19 The shade of B.Lux’s Bellaflor ismade from silicon and comprises threepetals that can be moulded andpositioned. Using simple and intuitivemovements, the user can open one,two or all three petals of the shade, sothat the light output can be adjustedmanually. Tel 00 34 902 107 735.

20 Another fantastic yearfor Nicheli UK at interiorsBirmingham show! Thenew range of rustic oakbedroom furniture withmatching Provence andMonaco bed framesprovedparticularlypopular. Alsoa real hit wasthe newlydeveloped rangeof pocket memorymattresses with prices starting from£99 in a 4ft6in. Visit www.nicheli.comor tel 01325 363 214.

16 Sophia is one of the bedroom collections launched byWinsor at Interiors Birmingham in January at the NEC. Thesestunning designs are crafted in solid hardwood and handfinished in aged silver leaf. The subtle use of hand carving onthe beautifully shaped frames creates a soft romantic look.Other collections include Olivia in a rich brown mahoganyfinish and Isabel in soft white. Email [email protected] ortel 01925 291 511.

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Carpet

Responding to increasing demand forcolours and looking to the environmentis at the centre of Brockway Carpets’plans.

Its Envirobac carpet-backing techniquehas also given it a competitive advantagein an age of greater environmentalawareness, according to Steve Glover,Brockway commercial manager.

‘Envirobac has a much reducedenvironmental impact as no effluent isgenerated during manufacture and it iseasier to handle and transport as itweighs considerably less thanconventional latex backed carpet, withoutimpacting on the pile weight. BecauseEnvirobac is much softer, it is easier to cut and manipulate, even at lowtemperatures.’

Rather than conserve cash and hopethat existing ranges pull in sales, thecompany is adding to its offer.

Vogue’s Fusion colour palette

‘Despite the continuing appeal ofnatural tones, which still remain verypopular and are easy to furnish to,Brockway is definitely seeing a trendover the past six months towardsstronger fashion-led colours, particularly in some of its higherspecification products.

‘Most of our twist pile ranges areconsistently good sellers. The top two are Orion Twist, a contemporary berberstyle carpet available in three pile weight choices across 14 natural tones;and the Cresta collection which offers 30 colour choices across both plains and heathered yarns with a choice of the 40oz and 50oz.

‘At a time when many manufacturersare scaling back on investment, we areintroducing significant numbers of newcolours into three of our most popularretail ranges.’ Glover cites this as a sign

of the company’s confidence in thequality and appeal of its carpets indifficult market conditions.

‘The prospect of tough times ahead inthe next 18 months means customersare, and will continue to be, more frugaland, more than ever, demand value formoney in any purchase. However,people’s natural instinct will continue tobe to want the best they can afford.’

The Internet is an important resourcefor consumers and the company hasrevamped its website to stockists’ detailsand a retailer search facility.

‘We have also invested heavily in POSto help retailers get the message acrossto shoppers, introduced a quarterlynewsletter to keep them informed of newranges and other developments andexpanded our delivery fleet in order togive a more extensive and efficientservice to stockists.’

Lakeland Herdwick

INNOVATIONRULESStanding still is not an option, so how are companies innovating?

18_IM_0309 3/3/09 10:51

Rustic style,modern lookPergo offers one of the market’s widest selections of

laminate flooring. And it’s just got even better with the

introduction of two new decors in our well-established

Country™ range. With a 4 way bevelled edge and textured

surface, both Driftwood Oak and Heritage Oak will bring

a rustic yet contemporary look to your customers’ homes.

As you’d expect from Pergo, both offer unrivalled scratch

resistance and will last for generations.

Plus, both come with a 20 year Triple Guarantee – for your

peace of mind, and your customers’.

NEW DECORS!

Coming soon

Image representative only

Among the new ranges for 2009 is thecontemporary Urban range, manufactured inShintotex, and suitable for all weathers indoor

or outdoor usage.

For further details on any of our ranges please contact:Charlotte Hance, Point 1920 UK, PO Box 3, Rickmansworth, Hertfordshire, WD3 0FR0208 515 8274, email [email protected]

Point 1920 manufacturesquality conservatory, garden,hotel and restaurant furniture.

19_IM_0309 27/2/09 13:29

Willis & Gambier’s Chiltern

Collection is crafted from solid

oak and oak veneers, with a

subtle lacquered finish. The

pieces have a warm, rustic

feel, with natural imperfections

and interesting end-of-wood

grain detailing. The range

incorporates dining, living room

and bedroom furniture. The

pieces have a warm, rustic feel

and will delight customers who

love modern elegance in their

homes.

To promote the range,

Willis & Gambier has invested

in a national marketing

campaign this Easter, with

advertisements appearing

in the Mail on Sunday You

magazine, the Saturday Times

magazine and the Saturday

Telegraph magazine. The

publications reach a total of

more than three and a half

million readers.

The dining range will be

supported by a special offer

allowing consumers to receive

two free chairs when they

purchase four chairs and

the large dining table. In the

bedroom range, shoppers

buying the low wide chest, tall

wide chest and wardrobe will

receive the 150cm bedstead

for free. It’s a great incentive for

your customers to buy now!

20-21_IM_0309 4/3/09 12:24

Furniture designed for lifeThe Chiltern Collection

from Willis & Gambier is

crafted from solid oak and

oak veneers, with a subtle

lacquered finish. The pieces

have a warm, rustic feel,

with natural imperfections

and interesting end-of-wood

grain detailing. You can

find the Willis & Gambier

Chiltern Dining and Bedroom

Collections at the stockists

listed below.

Telephone 0845 606 7004

Website www.wguk.com

CHILTERN STOCKISTSArnotts Plc Dublin Dublin 9. Bretts Of Ipswich

Ltd Ipswich, Suffolk. CFC Interiors Ltd. Glasswells

Ltd Bury St Edmunds, Suffolk. William Hill

Interiors Ltd East Grinstead. Roomes Dept Stores

Ltd Essex. Russell & Dorrell Ltd Worcester.

Jarrold & Sons Ltd Norwich,norfolk. Browns Of

York York, North Yorkshire. Housing Units Ltd

Greater Manchester. George Street Furnishers

Newport, Gwent. John A Shannon & Co County

Down. Austins Furnishing Store Newton Abbot,

Devon. Meubles Home Furnishings Springhill,

Kilkenny. Barker & Stonehouse Middlesbrough,

Cleveland. Drapers Furnishers Ltd Kettering,

Northamptonshire. Potbury of Sidmouth Sidmouth.

Bennetts Family Furnishings Ltd Banbury.

Fishpools Ltd Waltham Cross. John Casey Ltd

Cork. Chelmsford Star Co-op Society Chelmsford,

Essex. Vokins Ltd Hove. Stokers Ltd Southport.

Eyres of Chesterfield Ltd Chesterfield. Lenleys

Canterbury. Arthur Llewellyn Jenkins Swansea.

Fairway Furniture Plymouth. Living Homes

Somerset. David Mann & Sons Ltd Cranleigh,

Surrey. Lee Longlands & Co Ltd Birmingham. A De

Gruchy & Co Ltd Jersey, C.I. Christopher Pratts

Leeds. Collingwood Batchelor Horsham. Arthur

Llewellyn Jenkins Mid Glamorgan. Barkers

(Northallerton) Ltd North Yorkshire. Annetts

Furniture World Hereford. W & T Nettleton

Wakefi eld.Cammack & Sons Ltd Lincolnshire.

Michael O’connor Stockton-on-Tees. Doorway To

Furniture Chorley. John Casey Ltd Limerick. E & M

Carpets & Furniture Ltd Brigg, North Lincolnshire.

Claytons Upholstery Ltd Lincoln. Living Homes

Weston Supermare. Stokers Ltd Lancashire.

George Street Furnishers Cardiff. Stokers Ltd

Chester. Michael O’Connor Sunderland. Vokins

Ltd Eastbourne. Glasswells Ltd Ipswich. Carters

Furniture Ltd/Bed City Kidderminster. Sterling

Furniture Group Ltd Tillicoultry. Oldrid & Co Ltd

T/A Downtown Grantham, Lincolnshire. Rusdens

Ltd Edenbridge. Ideas Belfast.

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20-21_IM_0309 4/3/09 12:24

weight range up to 65oz in coloursfocusing on what are termed the “newnaturals” in stones, marbles and throughto greys. This will be followed by Lothian40oz and 50oz in tenth gauge with somevery aggressive selling prices providingvital profit opportunities to customers.All twist products are made 4m and5m wide.’

Something Different raised moreeyebrows when the company launchedit. To qualify for this branding, rangesneeded to match the brand descriptionand be different.

‘Ranges such as Wow, Wik Kid &Bubbly Colours focused on bright coloursalmost forgotten by a naturals obsessedindustry, while In the Groove and OnlyNatural were some of the early stripes tohit the market at competitive prices.’West says the latest range to arrive in thiscategory will be Shaggy Dog, a salt and

pepper shag pile in 100% polypropylene.‘All this product is backed up by retail

friendly POS, the latest being a brandfocused twist pattern book lecternpromoting the properties of the greatBritish favourite: The Wool Twist.’


Carpet

When Kingsmead re-emerged under newownership in late 2004, it was clear tothe new management that the companywould need to refocus and reinvent itselfin the eyes of its retail customers.Previous management had focusedalmost exclusively on the house-buildsector, however the new team sawgrowth through the independent retaileras the only way forward.

‘This push into retail was led by aneed to provide outstanding level ofservice alongside competitive productsand profit opportunities for thecustomer base. Service required goodlevels of stock, held in the brand newstate of the art distribution centrelocated just off the M42 in Tamworth.Most areas receive a next day deliveryoption and all at least two deliveries perweek,’ says Martin West, Kingsmeadgeneral manager.

The product portfolio centered aroundtwo areas: 80/20 twist and SomethingDifferent.

Products such as New Vitronic, TripleTwist and Ayrshire have becomeestablished in the 80/20 market. ‘We planto build on this success in 2009 with thelaunch of two key ranges: Argyll, a three

The latest lectern Bubbly Colours Bucks Fizz

KINGSMEAD

Wow Bubblegum

22_IM_0309.qxp 2/3/09 14:33

Names you can rely on.All your furniture protection needsfrom industry leading professionals.

Contact pro-TECHS to discuss how we can support yourbusiness on 08700 17 40 40 [email protected].

23_IM_0309 27/2/09 13:05

light greys, dark greys, duck eggs, taupesand earth shades to Ashworth.’

Manx predominantly specializes in themiddle to top end wool rich twist market.‘The Manx portfolio offers quality andvalue for money within the fiercelycompetitive twist market, as well asstocking 100% Wool Naturals andmanmade products to suit everyconsumer’s needs,’ says Harris. ‘Manxoffers genuinely good value for money.Many of our products are available inseveral weight options so we can caterfor all consumer budgets.’

Harris says the firm has built up a goodreputation amongst stockists in recentyears by offering promotional deals,improving merchandise and giving themajority of customers next day delivery.

Although Harris predicts a tough next18 months or so, he is confident Manxwill reap the benefits of product launchesplanned for later in the year.

‘The market place over 2009/2010 willcontinue to be difficult for trade. Untilconsumer confidence returns within theeconomy, tough times will remain aheadfor all of us. Manx, however, is in agood position to succeed during thesedifficult times and has several newproduct launches planned for 2009 atcompetitive prices.’


Carpet

For Manx, the expanding its colourpalette is at the heart of developments.‘Colour is back. Although neutrals are stillpopular, over the last 12 months therehas been a definite resurgence towardsearthier tones and stronger colours,including duck egg and lime green, saysGraham Harris, Manx general manager.

‘Manx has been reacting to thesecolour trends and has made significantinvestments in new products, such asTuscany in 40oz and 50oz, tenth gaugeand the introduction of new shades intothe Ashworth range.

‘Ashworth and the Castle Twist rangesare selling well at the moment and wehave made heavy investments to ensurethey continue to thrive. We have recentlyadded ten new colours to the CastleTwist range – which is now available infive different weight options – and arecurrently introducing bolder colours suchas aubergine, as well as the ever popular

Castle Twist Canvas

MANX

Deliveries are usually next day

Shoreline Harbour

24_IM_0309.qxp 3/3/09 10:52

25_IM_0309 4/3/09 11:24


Protection

Fewer shoppers coming through thedoor means securing sales from thosethat have crossed your threshold is vital,along with persuading them that theyalso need some add-on purchases, suchas furniture protection.

Protection firm Guardsman FurnitureSolutions Group has invested in a twoapproach training programme that it

hopes will lift stockists’ overall sales aswell as that of protection products.

The Guardsman eLearning programmeis an online facility includingdownloadable notes, knowledge testsand in-depth training. Because it isonline, it can be accessed whenever staffneed it.

‘Our company is driven by the success

of our retail partners. Ancillary productsare vital to our retailers and we have toensure all opportunities are maximised.This is why we consistently deliver anintegrated partnership to add significantvalue to our retailers,’ says SimonHarrison, Guardsman director of salesand marketing. ‘The heart of thisintegrated partnership approach isGuardsman’s real desire to see theirpartners succeed, and willingness to dowhatever it takes to make that happen.’

Harrison says that this includes ownbranded POS, tailor made kits, andcontributions to funded incentives.

The second element of the trainingscheme is a more personal approach.Each retailer is assigned an accountmanager, a resource which adds realvalue to retailers, he says. ‘Our accountmanagers, some of whom have beenwith us for almost a decade, are veryexperienced in the training and selling ofthe protection programmes, and itsancillaries. We feel we are the best in themarket place at the moment.

‘The staff training programme we runwill also benefit the store, as the trainingprovides not only sales techniquesspecific to Guardsman, but also improvesgeneric skills vital to driving sales.

‘This approach to new business drivesup conversion rates in the stores byoffering customers innovative products,both to consider in its own right and toprovide peace of mind when making abigger purchase.’

EDUCATIONALCONVERTWith lower footfall, conversion rates have never beenas important, increasing the importance of training

Staff can access the online training whenever they want

Learn new skills

Training should lift sales

26_IM_0309_Protection.qxp 3/3/09 12:41

27_IM_0309 3/3/09 17:31

D551-35 Martini 2.0m extending dining table – £209D551-02 Martini upholstered dining chair – £60D551-80 Martini sideboard – £222D551-81 Martini Hutch – £194

BariWhite high gloss finish

Martini

BAR 1 Robe – £230 BAR 05 4’6 Bed – £171BAR 02 Nightstand – £46 BAR 06 5’ Bed – £188BAR 03 5 drawer tall chest – £129 BAR 07 3’ Bed – £154BAR 04 3 drawer wide chest – £145 BAR 08 Mirror – £38

T941-4

Consoletable

£79

T941 – 1

Coffeetable

£118

T941-2

Lamptable

£89

28-31_IM_0309 27/2/09 13:14

PR12 Robe – £293 PR15 5 drawer chest – £184

PR13 3 drawer bedside – £72 PR16 Kingsize bed – £244

PR14 7 drawer chest – £201 PR17 Mirror – £51

ProvenceReclaimed oak

ProvenceReclaimed oak

PR01 2.0m extending table & 6 x VER01 half leather chairs – £511

PR04 Sideboard – £188 PR08 Display unit – £286

PR05 TV unit – £140 PR09 Console table – £105

PR06 Coffee table – £167 PR10 Nest of tables – £104

PR07 Lamp table – £104

28-31_IM_0309 27/2/09 13:14

Rhone dining set

D509-15 Table – £135

D509-01 Faux leather chair – £84

Ashburn Collection

Ashburn dining collection

RhoneCollection

D288-15 Ashburn round dining table – £118D288-01A Ashburn armchair – £58D288-60 Ashburn sideboard – £194

T609-4

Rhoneconsole

table

£85

T609-1

Rhone coffee

table

£103

T609-3

Rhonelamp table

£60

28-31_IM_0309 27/2/09 13:14

TOS01 Robe - £219 TOS05 4’6 bed - £180TOS02 Nightstand - £44 TOS06 5’ bed - £194TOS03 5 drawer tall chest - £124 TOS07 3’ bed - £161TOS03 3 drawer wide chest - £135 TOS08 Mirror - £37

SevilleLight walnut finish

ToscanaDark teak finish

SEV01 Robe – £219 SEV05 4’6 bed – £156SEV02 Nightstand – £43 SEV06 5’ bed – £177SEV03 5 drawer tall chest – £123 SEV07 3’ bed – £142SEV03 3 drawer wide chest – £138 SEV08 Mirror – £37

2 Ballyharry Business Park, Donaghadee Road, Newtownards, Co Down BT23 7ETTel: 028 91828202 Fax: 028 91828082 email: [email protected]

See us at the forthcoming RDS Show at Simmonscourt Dublin, 29th March to 1st April 2009 - STAND M10

28-31_IM_0309 27/2/09 13:14


Auctions

‘Auction day really is an extraordinaryopportunity to pick up some specialpieces. Due to the large array ofvendors supplying the furniture,there is an equally large range ofchoice for bidders. From bespokeone of pieces off imported orethnic furniture, to modern orclassic leather sofas, or evenmattresses, divans and bedsteads.Early viewing is recommended toearmark your preferences from allthe upholstery, dining furniture,cabinets, entertainment units,chests, wardrobes, chairs andsofas on offer.’

This is Roger Darrington-Mosley, Midland Furniture Auctions mddescribing events at the Alfreton,Derbyshire auction house everyWednesday morning when its weeklyfurniture action takes place.

‘We are making auctioning furniturestraightforward and offering buyers theopportunity to purchase stylish, qualityfurniture at a good price and fastbecoming the UK’s leading stock dispersalauctioneers to the furnishing industry,’says Darrington-Mosley.

He says the company is prospering asauctions allow retailers, wholesalers andmanufacturers to offload slow movingstock while allowing other retailers tobulk buy and consumers to grab abargain. More than 5,000 pieces are soldat each auction.

The company has launched its owntransport service while expanding itsasset recovery side of things.

Darrington-Mosley says using theauction house ‘couldn’t be simpler’ withthe company collecting the furniture to

be sold before the auction. Sales start at10.30am with viewing from 8am.

‘Commission rates are arrangedupfront, so clients are fully aware of thecost that will be deducted from thehammer price, with options to set reserveprices as well as offering a quickturnaround of stock.

‘It is an exciting time for the companyas we go from strength to strength.

We have made a positive start to the yearwith the celebration of our fourthanniversary and first appearance atInteriors Birmingham, which helped raiseour profile in the industry. We arecurrently overhauling our marketing andadvertising strategy to reach morecustomers and let the Midlands best-keptsecret out,’ he adds.

UNDER THE HAMMERGOING, GOING, GONE!As it celebrates its fourth birthday, one company is prospering in the downturn

32_Auctions_IM_0309.qxt 2/3/09 14:50

33_IM_0309 2/3/09 16:01


Vinyl

If a consumer wants a specific look fortheir vinyl floor, the chances are that theywill find it if they look for long enough,regardless of how unusual the designthey want is.

Plains, wood look, water droplets, oldsigns, terracotta tiles, pebbles or animals– whatever it is there will be a design ofit. But with so much choice, what areshoppers buying?

According to Armstrong’s Steve Urwin, there are definite trends at each price point.

‘We're seeing various trends over theprice points: at the top end clean linesare the vogue in tile design, whilstwoods are wide and rustic. In terms ofcolour, the black tile trend is still there but mellowing to mochas and brownswhile wood is still largely oak at this price point but with some exotics and our new Hazel look has had rave reviews,but its too early to tell in terms of salesyet though.’

He says that in its professional rangeplain colour lines remain an evergreen interms of sales and the new bestperforming colours are more neutralshades, with ruby red an exception.

‘At the mid and entry level price pointsthere are more diverse designs, such asout new Moderns collection.’

For Karndean, the popularity of thecolours, textures and patterns found inlimestone among interior designers willspread to the domestic market, bringinga soft, spacious and airy feel to rooms.

It also predicts that last autumn’supturn in demand for bolder designs will continue throughout this year asconsumers look to make more of astatement, and wider plank effects will lift sales.

Eletile is to introduce a UK specificdomestic luxury vinyl tile and plankcollection under the Ele Ease brand next

Wider planks effects, such as Karndean’s Van Gogh, are forecast to grow

month. The firm claims it cuts installationtime by 75% and costs by half.

‘It can be laid over an existing floor,requires no adhesive and very littlepreperation,’ says Mark Taylor, UK headof Eletile. ‘Conventional products offergreater opportunities to the flooring fitterthan they do the retailer because of thesheer amount of time they take to install.Now a stockist can get a fitter to lay

several floors in the time it would havetaken to do just one with traditionalvinyl. Consumers will also be more willingto have a go themselves as the system isso quick and simple.’

Finesse will be a range of 48inregistered embossed planks, Ele Ease AtHome will have 10 wood ranges and sixslate colour decors in 12in and 36 in sizesalong with a collection of finishing strips.

FASHION FOCUSRETAIL STARSWith so many designs and colours availableto shoppers, what are they buying?

34_Vinyl_IM_0309 2/3/09 14:25 Page 66

Interiorsmonthlyf i r s t f o r f l o o r i n g a n d f u r n i t u r e

BELGIUM


Balta BalterioBeaulieuDomo IVC Quick-Step

Lan

o A

rab

ica

wilt

on

35belgiumcov_IMmar.qxt.qxt 27/2/09 12:09


Belgium

If the old joke of asking someone toname three famous Belgians was alteredto include industries, there is no doubtthat flooring would be among the first tobe mentioned.

Purely on the carpet side of the sector,the country is by far the largest producerin western Europe, accounting for almosthalf of the carpet produced on thecontinent and more than four times thatmade in the UK.

According to trade associationFedustria, Belgium produced 450m sqmof carpet in 2007, compared with1,013m sqm in the whole of westernEurope and 1,603m sqm in the USA.

In comparison the Netherlandsproduced 177m sqm, Germany 116msqm, the UK 98m sqm and France 48msqm. Given that 96% of carpet made inBelgium is exported it is no surprise thatit is the largest carpet exporter.

Fedustria estimates that even allowingfor the strength of the Euro in the past 18months or so, the UK remains the largestmarket for Belgian made carpets. In 2007the UK accounted for 32.2% of broadloomexports (by volume), followed by Germany(19.2%) and the Netherlands (10.1%).

In rugs, the UK is a vital export market,accounting for 12.5% of exports, behindGermany (15.1%) and the USA (15.8%). Ifall the rugs imported from Belgium to theUK were placed on the pitch at WembleyStadium the pile would be more than1,022 rugs high.

Fedustria estimates that the value ofBelgian carpet exports has dropped from€2.23bn to €1.86bn between 2000 and2005m before recovering to €2.02bn in2007.

However exports fell by 11.95% in thefirst nine months of 2008 to €1.534bn.However combining the furtherstrengthening of the Euro, the weaknessof the western European economy and

Belgium is the largest carpet exporter

the fourth quarter being the industry’sbusiest time of year, this drop is expectedto have increased further.

The Belgian carpet industry is made upof about 165 companies, according to

the association, virtually all of whichretain a family shareholding. The majorityof companies are located in the southFlanders region, concentrated in theKortrijk-Waregam-Oudenaarde area.

PRODUCTION CENTRALFLOOR TO FLOORBelgium exports 96% of the carpets it produces, with the UK its largest market

Moo

nsha

dow

by

Balta

36_Belgium_IM_0309.qxp 27/2/09 11:32


By ensuring the service andlongevity of supply, the company saysit can prosper in tough markets. It citesthe example of having five ranges forimmediate roll delivery. According toDomo retailers need to ensure theyare dealing with financially soundcompanies to ensure security of supply.

It says that thanks to the verticalintegration of its flooring and chemicaldivisions, the group has the financialstrength to prosper. ‘Carpet is at theheart of Domo – retailers want toknow that suppliers will be there inyears to come, as we saw at Domotexwith [mainly non-UK] retailers signing upfor two to fours years.’

In the UK, it has more than 500displays across the country based on the

A key UK focus for Domo this year hasbeen introducing products, specificallytwists at specific price points. At Domotexhalf a dozen collections were introducedfor the UK market to take into accountthe strength of the Euro.

The ranges were a mix of re-engineered, both upwards anddownwards, and new products. StainMaster Twist is a value for money rangeavailable in 4m and 5m widths in 15colours while Beaufort is available in adozen contemporary colours on a feltbacking. Others include Ultra, GentleBreeze, Sapphire, Armada and Quebec.

Domo has a policy of having a spreadof large markets across Europe, ratherthan concentrating on one or two, givingit greater stability.

nine ranges it launched late last year.The next post-Domotex launches arelikely to be in late March or April andSeptember. It has recruited colourforecaster Chris Mestdagh to developthe colour palette for 2009/2010,which will be used for the firsttime with the September launches.

It has also unveiled a display standwith nine display areas with room for90 samples and storage drawers.

Belgium

DOMOSTABILITYRetailers must know that their suppliers will still be around in the years to come

Fungrass.com offers cuts and rolls of

tufted grass ranges

The display stand has nine display areas

Stain Buster Twist

37_Domo_IM_0309 2/3/09 13:30


Belgium

Balta had so many product launches atDomotex that Geert Vanden Bossche,Balta marketing director was almost lostfor words. ‘In my 25 years at Balta Ihave never seen so many new ranges.We have redoubled our efforts in

Stainsafe Olympic

Elysee

product development as now is the timeto take market share and make adifference.

‘You can show lots of products [attrade shows] but it costs money to bringthem to market. It costs millions for

samples and production and at this timesome companies will be unable to affordthis,’ he says.

Some 15 ranges specifically for the UK market will be made available fromMarch to May.

‘Production has been increased, saysVanden Bossche, ‘the order book is fillingup. We are bringing in more colour but ina clever way.’ Balta is using a commonset of yarns but using them in different

BALTAMAKE A DIFFERENCEThe carpet company is introducingmore new ranges than at any time

38_39_Balta 1_IM_0309 2/3/09 15:11


Bergerac

Stainsafe Favourite

Stainsafe Favourite is now available intwo weights alongside Stainsafe Touch,while Moonshadow is a luxury bedroomcollection.

Prima is an entry level loop pile in awide choice of shades that is expected to generate large volumes while HighFlyer is a textured loop pile with the same colour palette as the more textured finish Andaluz.

The Tempo Tonic loop pile has a bright

ways, for example plies and shades underits Colorama scheme.

‘This allows us to have lots more SKUsbut it also allows more flexible productionwith smaller batch sizes. This allows us towiden the offer while maintaining servicelevels without tying up cash throughstock.’

The company is also working onincreased flexibility on roll sizes, forexample retailers may wish smallerdiameter rolls so they can easily displaythem in-store while wholesalers are likelyto want as large a roll as possible.Retailers also want rolls pile-outwards for display while wholesalers prefer it pile-inwards for greater protection.

The company has also invested inmachinery allowing it to produce shaggypile up to 5cm, with Shaggy Exclusiveand Shaggy Finesse while Curly and Rastaare more mass market ranges.

A much wider colour offer for UKretailers is a central plank of Balta’s plans.Vanden Bossche cites the Fusionpolypropylene twist as an example of thenew approach. It was previously limitedto 16 colours, now there is a choice of30. ‘If you don’t show the consumer thechoice of colours, they won’t buy it,’ hesays. Fusion also has a Fusion Shaggydesign with a more shaggy effect whileNoble Saxony has a more natural colourpalette.

colour palette with a waffle finish. ‘UKcompanies are prepared to stock colournow,’ says Vanden Bossche. ‘A year agowe couldn’t have sold these colours butnow the UK bestseller in tempo Tonic is inbright pink and then black.’

Balta has also used technology toexpand its Woolmaster wool ranges. Many of the latest products are piece-dyed allowing a greater choice ofcolours and shorter production runs.

Belgium

38_39_Balta 1_IM_0309 2/3/09 15:12

In the past few years Balterio hassolidified its reputation for introducingtechnological innovations in laminateflooring, something it has again donethis year.

It has used its ChromeZone technology,first introduced in the Magnitudecollection, in its long plank Grandeurrange. The combination of a long andwide plank (2,039mm x 238mm) with thematt gloss ChromeZone finish makes itincredibly lifelike. ‘But we are going onestep further, introducing ChromeZone onthe bevelled edge,’ says Franky Terrijn,Balterio marketing manager. ‘This four-sided micro V-groove subtly emphasisesthe length and width of the planks withan luxurious and solid appearance. Theend of the planks also have an easy “fall-down” laying system.’

Grandeur is available in five decors:Renaissance oak, Old French oak,Wellington oak, Victorian oak andHermitage oak.

While Grandeur uses a four-sided microV-groove, Traditional Sapphire boats theRandom V-groove for an enhancednatural look, imitating the individuality oftimber.

For almost six months all Balteriolaminate has been Programme for theEndorsement of Forest CertificationSchemes (PEFC) endorsed.

‘PEFC promotes sustainable forestmanagement and guaranteeseconomically liveable, environmentallyfriendly and socially favourable forestrymanagement. PECF is Balterio’s next stepwithin the context of sustainablebusiness,’ says Terrijn.

Balterio’s programme for sustainablebusiness, Embrace the Future, has fourcornerstones: production, innovation,community and certification he says.

‘Embrace the Future strives to uniteecological, social and economic interestsin a profitable way. During productiongreat attention is devoted to preventing,reducing, recycling and reusing waste.Even during the concept phase ofproduct development we are aiming toavoid waste with zero impact on theenvironment, while at the same time

Belgium


BALTERIODRIVING FORCEThe laminate producer has technical innovation and sustainability at its heart

ChromeZone was introduced on Magnitude

Traditional Sapphire has the Random V-groove Balterio wants to achieve ISO9001 by the summer

40-41_IM_0309_Balterio.qxp 3/3/09 15:57

trying to improve the lives of consumersby offering styling, high quality products.’

The company has developed thebalteriosustainability.com website tohighlight its environmental approach.

It has also created mybalterio.com as aforum for the company’s 350 staff to airtheir views on what the company is

doing, with a donation made to a localgood cause if the idea is implemented.

Another example of the company’sapproach to technical innovation is itsConference collection. Aimed primarily atthe contract market, Conference has aAC6/34 wear class and anti-staticproperties so people walking on it will

not receive an electric shock regardlessof air humidity or temperature.

Conference is 8mm thick with a woodgrain structure and comes in eightdecors: Stripe Brown oak, Caramel oak,Chocolate oak, Glace cherry, Bleachedoak, Universal oak, Scarlet maple andDark cherry

Grandeur has 2,039mm x 238mm planks


Belgium

Environmental information at balteriosustainability.com Consumers can design their rooms online

40-41_IM_0309_Balterio.qxp 3/3/09 15:58


Belgium

BEAULIEUBIG IDEALS A commitment to technological innovation and leading, rather than following, is vital

Beaulieu International Group (BIG) hasrecently completed a three-yearintegration of its tufted and wovendivisions, which sees the group expectingto reap many benefits of its verticalintegration, such as its yarn processingtechnology.

‘Being vertically integrated removesquality issues – we are not relying onanyone else,’ says Emmanuel Lioen, BIGmarketing manager.

‘The strength as a group has alwaysbeen in innovation and productiontechnology and trying to lead the market,rather than follow the market. In thismarket it is the innovators who succeed,’he says.

In the British Isles BIG has longmarketed its tufted carpet products underthe Ideal brand and woven carpetproducts under the brand, BeaulieuWeavers. Vinyl and laminate are availablefrom sister companies Beauflor and BerryFloor.

‘We offer a wide portfolio of products,a wide range of price points and qualitiesso we have the whole package. The Idealbrand gives confidence to retailers, beingthe long established brand with solidfinancial support. It has a reputation ofoffering highly engineered products andquality,’ says Lioen.

Allan Wright, BIG UK and Republic ofIreland sales manager says: ‘For a massmarket manufacturer the level ofinnovation is very large. The newcollection [due to be launched at an AtHome show Spring Collection thismonth] will have two domestic wovenlaunches and several for tufted. Also anexciting woven Contract Wilton collectionwill be introduced.The new tuft productswill develop our saxony offer and heatherproducts. We are trying to introducesome colour and let the consumer knowit isn’t just plain or beige. The new ranges

Carefree saxony

will take advantage of further yarntechnology for the colour offer.

‘We are trying to introduce colourssuch as an earthy green, blue, lightpurple and aubergine.’

According to Wright, earthy naturaltones are on the up. ‘Consumers havemoved a shade darker. We are seeing

grey coming on. It was always a comingcolour but is now seeing growth.Shoppers are now opting for morepractical colours. At the lower end colouris more popular, for example the DublinTwist, although beige is still thebestseller.’

The show will see the launch of a

42_43beaulieu_IMmar.qxt 2/3/09 21:35


Belgium

Carefree will be expanded

Sweet Home

Carefree twist and a saxony, along withmore Safeback (Gelbacking) products.This is a waterproof backing so can beused in the kitchen, bathroom and thesoft contract markets.

‘We are confident that the launches atthe show will be a success – we’vealready ordered the yarn,’ says Lioen.

Carefree twist

42_43beaulieu_IMmar.qxt 2/3/09 21:36


Belgium

Innovation has been at the heart ofQuick-Step’s policy since its foundation in2005 and this year shows no sign of thispolicy changing.

The centrepiece of the 2009developments is the introduction of theLargo collection in 205cm x 20.5cmplanks in a variety of oak shades.

Philiep Caryn, Quick-Stepcommunication and sponsorshipmanager says that with long laminateplanks it has been difficult to achieve thenatural effect of a variety of shades acrossan oiled wooden floor because of therepetition of decor patterns. Quick-Stephas created a patented productionmethod that creates up to 60 variationsto reduce repeats.

Largo has three ranges: Classic oak,Rustic oak and Exotic woods. Classic ismade up of white varnished and naturalvarnished designs while Rustic compriseswhite, grey and dark vintage decors. Thedesigns are based on planks found in17th and 18th century castles. The whiteand grey decors are scoured and mattoiled while dark is polished. Tropicalwoods are uncommon in wide planks,leading to the debut of wenge andmerbau – a longstanding good seller inthe UK – decors.

The Designers’ Choice collection hasbeen expanded with white wenge,zebrano and oak decors.

Six designs have been added to theClassic collection along with the newImpression finish, which is said to makethe size of the plank more visible and lessflat with improved colour representation.Decors include bleached white oak andteak, natural oak and light grey, brownand dark grey oiled oak.

The 2009 ranges also sport Scratch Guard, using cross-link and nano-technology to give planks

Classic bleached white teak

improved scratch protection.A 14cm skirting board has been

introduced for the UK and Republic ofIreland markets along with a larger(10cm) parquet skirting board tocoordinate with Largo.

To aid retailers Quick-Step has revisedits training manual which is made up of a sales guide including information on the brand, comparisons with rivalsand a product guide detailing product

USPs and technical details.Quick-Step is a major advertiser to

consumers – Caryn says it spends morethan other flooring suppliers combined –and this will continue in the comingmonths. In the UK some 27advertisements will appear in 15 homeinterest titles between March and June,including BBC Homes & Antiques, IdealHome, House Beautiful, Living Etc, YourHome and Country Homes and Interiors.

In the Republic of Ireland, some 19advertisements will appear in 10magazines during March, April and Mayincluding Sunday Independent Life, RTEGuide, Image, The Sunday Times Styleand Sunday World.

The company’s products are alsofrequently used in TV home make-overshows, which along with other PRcoverage generates £1.5m of publicityaccording to Caryn.

QUICK-STEPINNOVATIONConsumer marketing and innovation are at the centre of the brand’s philosophy

44-45_IM_0309.qxp 27/2/09 10:23


Belgium

Eligna light worn oak

Classic light grey oiled oak

Largo, pictured in wenge (top), has matching

skirting boards and up to 60 pattern variations

44-45_IM_0309.qxp 27/2/09 10:23

Having completed the integration of theDomo vinyl flooring designs and brandalongside its existing Leolan brand, IVCintends to maintain them as separateentities.

‘We will keep the Leolan and Domoproduct separate. Domo was building anew position in the UK [before its sale in2008] and the Domo and Leolan brandsare very different. There is scope for bothbrands in the same store,’ says OrtwinTop, IVC marketing manager.

At Domotex about half of the Domoranges were updated and several newLeolan collections were introduced, acollection of new designs in stone andwood effects along with previousbestsellers. New collections includeStones SR, Woods SR, Luxury Touch SR,Wondergrain SR, Wonderstone SR, Floors!SR and Texmark SR.

Loft was a Leolan highlight, a morecontemporary collection taking itsinspiration from a young couple living inan apartment.

The Stepper collection of peel and stickplank tiles has four ranges: Silhouette,Balance, Passion and Essential, each withfive effects. It has been packaged alongthe lines of laminate flooring. Accordingto Top, Stepper is likely to appeal toretailers wanting to be in the decorative

tile market that is not totally covered byexisting products at the moment.

Among the Domo launches was WoodEmotions, showing how the forces ofnature such as wind, rain, heat and coldcan give wood particular characteristicsand colours.


Belgium

IVCBRAND BUILDERThe group has invested in its Leolanbrand while giving new impetus to Domo

Stepper’s Passion

Wood Emotions’ Burnt Wood ArgentinaLoft’s Djerba

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To visit our showroom and for more information, contact:Ethnicraft - Alf Martin, Scheldeweg 5, 2850 Boom - BELGIUM

[email protected] - www.ethnicraft.comT +32 3 443 01 26 - F +32 3 443 01 27

47_IM_0309 27/2/09 13:21


Beds

HOT TOPICSOLUTION TIMEAs technology advances, the problem of overheating foam mattresses is being tackled

When foam mattresses began tosignificantly grow marketshare a few yearsago, they were hailed by many as the bestthing since sliced bread and the majorityof suppliers joined the bandwagon, witheither visco-elastic foam only models orcombined with springs.

Then the backlash began, withconsumers complaining that while theyloved the comfort, they hated they factthat their bed got warm – sometimes somuch so that they couldn’t get to sleep.

Manufacturers responded by using avariety of methods to tackle the problem,but how are they progressing in attemptsto solve it?

‘Ever since the DreamOn brand wasconceived, we have taken significantsteps to ensure that all our mattresses areequipped with the latest advancementsto ensure total comfort and with itcustomer satisfaction,’ says Simon Ainge,DreamOn director.

‘Of the original range, both Sunrise

and Serenity benefit from our Coolfreshsystem that resolves the problem ofoverheating. This Coolfresh technologyhelps to maintain an even bodytemperature thanks to the multi-layerdesign that lets air circulate throughoutthe mattress.’

Two additions to the range havefurther developed cooling. Flexi-Rest,which has dual sleep zones forcustomized comfort, has a 2inmemory foam top layer

Sweet Dream’s Latex 1200

48-51_IM_0309_Beds.qxp 3/3/09 13:25

49_IM_0309 2/3/09 16:02

Beds


incorporating Coolfresh system plus aremovable and washable Coolmax coverto help regulate heat.

‘Our Spa mattress also takes coolingcomfort to the next level. It is againmanufactured with Coolfresh, but also hasa washable bamboo fabric cover that isnot only beneficial to allergy suffers andthat maintains an even body temperature.’

Kaymed has built upon its Airlayerbranded technology adding Airfreshchannels to ventilate the inside of themattress to create Circulair. The companysays this makes it ‘sleep up to 40% coolerand drier than existing visco products.’Circulair has three models: Comfort,Prestige and Elite.

Using different technology, the firmintroduced gel nest pocket beds in itsWellbeing collection, where the miniaturewalls of gel massage the back andshoulders.

Sweet Dreams introduced its first latexmodels at Interiors Birmingham,combining it with its pocket springproducts to create Latex 2000 and Latex1200. Its POS uses the strapline ‘Comfortat its coolest’.

‘Not everyone finds foam too warm,and we continue to use it in all five ofour top-end Well Being beds, where it iscombined with pocket springs. Despite

the economic downturn, the luxury Well-Being collection remains our best-sellingrange,’ says Jackie McGarvey, SweetDream sales manager.

‘All of our foam or latex beds, bar one,are spring combinations. Foam or latex

works best in harmony with springs,providing optimum support and all-round comfort.’

Memory foam also features in MemoryZone, from the Sleepzone collection –Sweet Dreams’ spring system designed togive sleepers their individual sleepingspace – and in Lavender, from the newNature’s Fresh collection, where it’scombined with bonnell springs.

Spring manufacturer Leggett & Plattargues that sprung mattresses provide acooler sleeping environment than visco-elastic or air chamber mattresses. It citesresearch by Kansas State University thatmeasured the evaporative heat lossproperties of visco-foam, air chamber andmultiple innerspring mattresses using athermal manikin designed to simulate thebody weight and temperature of anaverage person.

This found that a sprung mattressdissipates 28% more heat.

The company also says that sprungmattresses cool quicker that foam or airmattresses. A person was asked to reston each mattress for an hour in roomwith a maintained temperature of68degF (20degC). After the hour, thesubject rolled out of bed and testersimmediately begin capturing thermal

Sprung mattresses initially cool quicker

DreamOn’s Spa and Flex-Rest

48-51_IM_0309_Beds.qxp 3/3/09 13:24

images and temperatures changes at15 second intervals.

The sprung mattress actively dispelssurface heat as soon as a sleeper rolls offthe mattress. The initial cooling rate forthe innerspring mattress was 0.91degFper second, while both visco-foam andair core mattresses showed an initialcooling rate of 0.55degF degrees persecond. Although the initial cooling ratesmay differ, after 30 minutes the averagesurface temperature of each mattress waswithin 1degF of each other.

According to the Netherlands Institute

for Neuroscience, sleep regulation has anevolutionary sensitivity not only to light-dark cycles, but also to warm-cold cycles.Sleep coincides with low rather than highcore temperature and causes a decreaseof core body temperature – wheneveryour body temperature begins to fall, you will feel tired, lethargic, and drowsy.Whenever your body temperature rises,you will feel more energetic, alert and beable to focus better.

The Oregon Health and ScienceUniversity recommends that people avoidexercise for three to six hours before sleep

because exercise raises body temperaturefor several hours after completion. Theelevation of body temperature makessleep difficult since the deepest sleepoccurs when the body’s temperature is at its lowest level of the day.

The Division of Sleep Medicine atHarvard Medical School reports that body temperature falls to its lowest point during the all-important rapid eyemovement (REM) sleep phase, and thatREM propensity increases when bodytemperature is at its lowest point inthe evening.

We change our car every four to fiveyears. But, we only change our bedevery fifteen years. Yet our bed controlsa power that most people take forgranted: the power of sleep.

Of course, poor-quality sleep and tooshort a time spent sleeping cannotsimply be blamed on bad beds.

These days, in our era dedicated tothe highest levels of productivity, sleepis not generally held in high esteem.This particular sociological conditioncannot really be changed in the shortterm.

However, in the short term thefundamental principles of sleep can bechanged. An individual who takes acritical look at his sleeping patterns cantackle deficits directly and choose a bedthat does not hinder healthy andhealth-giving sleep.

First, it is important to recognise thata bed suffers far more wear and tearthan other furniture. A conventionalmattress has a maximum lifespan of tenyears. It can still be used after this, butno longer properly fulfils its purpose.

Second, it is worth discovering a littlemore about the nature of healthy sleep.During the course of one night, aperson sweats out between 300ml -500ml of fluid. Every night, sleepersentrust their tired bodies to a bed that,depending on its construction, mayhave a regenerating and refreshingeffect or a harmful effect thataggravates rheumatic problems.

It is not a question of lying on a hardsurface, but on a comfortable one: sothat the natural forces in the body

‘Sleep is notgenerally heldin high esteem’are free to circulate and do theirhealing work.

And last but not least, there is thequestion of giving greater considerationto the origin of the materials thatsurround the body in the precioushours of sleep.

In heated bedrooms, feathers act asan unnecessary insulating layer. Theyprevent the exchange of heat between

bed and room and are merelyresponsible for overheating in the bed.

Bedcovers made from 100% sheep’swool are more practical. They keep you warm without insulating you from the environment in the room, are self-cleaning and work with thebody’s moisture balancing processesthereby benefiting you with morepeaceful sleep.

Sleep is a gift of nature. A bed thatcompletely consists of natural materialsis the best tool for helping us enjoythis gift.

Balthasar Hüsler is the founder of Swissbed manufacturer Hüsler-Nest


Beds

Hüsler’s Rigi

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Dining

SITTING IN STYLESOLID GROWTH The natural look is growing in popularity while seating is adopting the wallcoverings trend for bold prints

Ethnicraft is known for combining naturaland pared down looks which sets it apartfrom its rivals. Most of the designs are stillcreated by Philippe Delaisse and BenoitLoos who set up the company in 1996.

Since it began manufacturing theirdesigns in 1997, teak has been the topseller, although oak is now almost neckand neck.

Alf Martin, UK sales manager says a lotof oak furniture on the market lacks thewow factor. ‘Our strong point is that wehave constant innovation and the designsare new, not copies or looking likeeverything else on the market.’

Ethnicraft is part owner of the fourfactories where products are made inSerbia, Vietnam and Indonesia. Productsare placed 10 to 12 weeks ahead andheld at its 107,000sqft distribution centrein Boom, near Antwerp. This allows it tooffer three week delivery to the UK.

Boom is also the location of its17,000sqft showroom that has 23roomsets on display. These are constantlychanged to show ranges with differingflooring and decoration.

Last year the company began invoicingUK stockists in sterling in an effort to tryto help offset the strength of the euro.

The teak used retains naturally occurring knots and splits to make each piece unique

European oak is used

Ethnicraft’s oak furniture has the wow factor

52-53_Dining_IM_0309.qxp 4/3/09 11:44

The trend for large, bold prints inwallpaper creating accent frames in aroom has come down from the wall andseated itself at the dining table. ‘Thesubtleties of last summers natural andneutral catwalk looks are now also astrong feature of furniture designs,’ saysKaren Broderick, Harveys marketingcommunications manager.

‘There is a trend flowing in to oversizedfurniture, but in this instance, it would beparticularly difficult to eat whilst seated ina dining chair that is too large and thusrestrictive. We therefore have to be verycareful to think about how our furniturewill be used by our customers.’

Broderick says shoppers have beenadding to their existing pieces of furniture,rather than buying complete sets.

‘Most of the chairs that are on sale at

Harveys will match any number ofdining tables. This allows customersflexibility on two levels, to be able toaccommodate their existing furniture intheir homes not only easily, but withstyle.

‘It also allows people to follow throughon the shabby chic trend that is still verymuch prevalent, albeit a little more

sophisticated than it has been previously.‘Particularly with the range of styles

that are available at the moment, it isincredibly easy to completely transformthe look of a room by just changing thechairs that sit with your table. The chairsare the element that really creates theoverall feel of the room and brings itto life.’

Harvey’s Chateaux


Dining

Tesco’s Calida and Padova

Christian Harold’s Toulouse

52-53_Dining_IM_0309.qxp 27/2/09 14:11

Call us today to discuss your flat pack requirementsfrom a company that always delivers!

54-55_IM_0309 27/2/09 13:24

UK & Ireland Sales: Unit 5 Berrywood Business Village Hedge End, Hampshire, SO30 2UN t: +44(0)1489 778890 f: +44(0)1489 796408 e: [email protected] www.steens.dk

CORNWALL

54-55_IM_0309 27/2/09 13:24


Dining

WILLIS & GAMBIERREBORNThe company’s fortunes have been transformedsince last year’s purchase by Samson Holding

What a difference a few months and anew owner can have. Last NovemberWillis & Gambier was bought out ofadministration by Samson Holding, theChinese parent of Universal Furniture,Craftsmaster and Lacquer Craft for aminimum of £4.43m. Mark Symes, formerUniversal Furniture UK md and

International Furniture Direct md wasappointed md of the dining, living roomand bedroom cabinet company.

He says the firm has completed therestructuring and is working moreeffectively and efficiently than ever.‘Despite the ailing global economy, salesare up on last year. A number of key

growth areas have been identified, and2009 will see the company diversifyinginto multi-chain retailers, supermarkets,club retailers and contracts.

‘Interiors Birmingham was a hugesuccess, with many retailers visiting thestand, meeting the team and doingbusiness – in fact sales were up 150% on2008.’

Here Symes is being understated. ItsNEC stand was constantly full of retailerswith virtually every multiple clamouringfor ranges. Following the success of theJanuary show, the company has signedup for the Manchester Furniture Show inJuly.

This will mean the creation of yet moreranges for the design team, led by LucyWatson. Since 2005 the team has created1,350 pieces.

Chiltern tall chest of drawers Chiltern bedside unit

56-57_IM_0309_W&G.qxp 3/3/09 11:00

‘Classic, contemporary or casual, theobjective is simple: to offer eye-catchingpieces which will offer style, practicalityand longevity in any home, from amodern city apartment to a traditionalcountry residence.

‘Demand for new products andinnovation has led us to increase ourdesign output, adding a further two in-house designers and three freelancedesigners to the team,’ Symes says. Thismonth the company is launching 16concepts at its showroom in China, and afurther 33 are set to follow during therest of the year.

‘The furniture business is alwaysamong the first to feel the effects ofmarket conditions. In recent months, wehave seen a 25% increase in the cost of

goods due to shifting exchange rates andthe Baltic Exchange Dry Index haswarned of a reversal in freight rates backto mid-2008 levels. Despite this,improvements in efficiency have allowedus to pass on just 5.75% to retailers as aprice increase.’

The company is investing in a majormarketing campaign this Easter, includingthe Mail on Sunday You magazine, TheTimes, The Daily Telegraph, CountryLiving, Homes and Gardens, PeriodLiving, Ideal Home and 25 BeautifulHomes. It has also introducedpromotional offers on its new Chilterndining and bedroom range.

The company has invested in theNetSuite business management softwareto boost efficiency. This Internet-based

business application can be used tomanage all aspects of the company fromfinance and accounts to customerrelationship management, in a singleprogram.

‘This will assist us to do several thingsincluding monitoring stock levels,tracking stock and customer buyingtrends, assess delivery times andschedules. It will also allow sales staff tohave a better understanding of who theircustomers are and we can make up-to-the-minute decisions based on completeintegration of data.’

The company uses a wide variety ofwoods – including oak, cherry, black andwhite walnut, alder, elm, hevea and birchin finishes including waxed, oiled, wirewool distressed, hand lacquered andhand painted – and Symes has reaffirmedthe company’s commitment to move toonly sourcing from sustainable sources.At the moment its policy is fully traceableand fully compliant with legalrequirements. ‘We recognise that there isa need to be proactive in assuring that itstimber supplies meet and exceedminimum levels of forest management.We will cooperate through partnershipswith suppliers to make continualimprovement in environmental and socialperformance, ultimately moving to a fullysustainable timber source.’

With increased sales, a plethora of newproducts in demand from lots of retailersand the backing of its parent, it seemsthe future is bright for the company.


Dining

49 more products will be launched this year

Sales at Interiors Birmingham jumped 150%

56-57_IM_0309_W&G.qxp 3/3/09 11:00

Advertising feature


YYOUR DEPOUR DEPARARTMENT STORE BRINGS TMENT STORE BRINGS WORLDWORLDCLASS INTERNET CLASS INTERNET TRADING TRADING TO INDEPENDENTTO INDEPENDENT

FURNITURE RETFURNITURE RETAILERSAILERSRUN BY FURNITURE PEOPLE FOR FURNITURE PEOPLERUN BY FURNITURE PEOPLE FOR FURNITURE PEOPLE

Independent furniture retailers can nowlaunch their own online trading sitethanks to the arrival of Your DepartmentStore (YDS) – the most exciting newbusiness opportunity to hit independentsin decades.

Established by well known furnitureimporter David Ruddiman and run byformer Amazon high flyer JeremyPaterson, YDS offers retailers thechance to expand their business from‘bricks to clicks’ with a customised,transactional website offering a ‘goldstandard’ online trading concept.

“There is simply nothing else like it,”says David Ruddiman. “This makeshigh-level internet retailing an affordableand real proposition. It givesindependents the wherewithal to launcha safe and secure, customised site for afraction of the cost it would take todevelop their own. And they can do thiswithout any of the back office hassleassociated with a transactional site andwithout the worry of warehousing,deliveries or customer service issues.”

For the retailer that means NO stockcommitment, NO loading of products,NO transport issues and NO stockcontrol.

Here’s how:• Entry to the site is via a bespoke,

retailer branded home page• Online trading is not at the expense of

in-store sales: the site can be used asan effective marketing tool to drivecustomers into store

• All online product is supplied – thereare some 1,500 (soon to be 2,000)different lines of furniture

• The online product offer is regularlyrefreshed to offer seasonal lines suchas garden furniture, offering retailersadditional sales opportunities at

otherwise quiet tradingtimes

• All site content andupdates are handled bythe eight-strong and stillgrowing team at YDS

• An account manager isassigned to work witheach retailer to offeronline sales andmarketing advice and toensure the smoothrunning of their site

• YDS is supported by aseven day a week 8am-6pm call centre service

• Online shoppers areencouraged to call an0800 number if theyneed further information –and all calls areanswered as if by theretailer involved

• All transactions,warehousing anddelivery – to most UKmainland postcodes -are handled by YDS

• Delivery prices areincluded in the productprice with some lines on24 hour delivery. Two-man teams are used andthere is a fitting service

• Customer and after-sales service is handledby YDS – to the samehigh standard offered bythe best independents.Says David: “We work

in partnership with all ourretailers and each isassigned their ownaccount manager who willensure their website

58-60_IM_0309 3/3/09 13:27


Advertising feature

reflects what is happening in their store– from sales to special promotions orevents. In short our team effectivelybecomes an integral part of theirs.”

Why trade online?• Industry experts predict 11% of all

furniture will be sold on the internet• The online furniture market is worth

£500 million – and growing• Internet penetration is growing fastest

among 45+ year olds which means thepeople spending online are the verytarget audience wanted byindependent furniture retailers

• YDS capitalises on the furnituresector’s greatest asset: the local brandstrength of the establishedindependent retailer

• All the multiples have transactionalwebsites and online sales aregathering momentum

• Research has shown two out of threepeople rate convenience as a numberone priority – not just in terms ofactually travelling to stores but openinghours too. Over the Christmasshopping peak, 40% of transactionswere made before 9am or after 6pm

YDS technologyA completely bespoke program thatuses world class technology, the YDSconcept took 12 months to develop andwas done in consultation with highlyexperienced retailers.

A ‘white label website’, YDS is flexibleenough to work in tandem with anyexisting site retailers may haveestablished: or it can be set up fromscratch. Sites are fully customised withshop details, colours and graphics,adding to the retailer’s offer, brand imageand income.

What’s the investment?A fraction of what it would be to build,administer and maintain a comparablequality, stand-alone site. Thedevelopment of YDS represents amassive investment by the owners andoffers retailers the opportunity to bringcutting edge technology combined withindustry expertise to their business witha range of entry options tailored to theirneeds and budget.

The internet is here to stay and those

who don’t make the investment risklosing an increasing share of market tothose that do.

But you can set up a website ofyour own pretty cheaply thesedays?Yes you can with ‘off the shelf kit sites’ –but with YDS all the teething problemshave been ironed out, it’s a tried andtested system and transactions aresecure. But setting up a website is onlythe start of online trading. A successfulonline business needs to be regarded asanother retail outlet with all thecomplexities, running and maintenanceissues associated with it.

That’s where YDS really comes into itsown – we take care of the detail leavingthe retailer free from any stockcommitment, warehousing anddistribution, stock control and backoffice hassle.

The product offerA comprehensive selection of living,dining, bedroom and home officefurniture (cabinet and upholstery) fromlargely British suppliers. Many knownbrands are featured and the range isconstantly refreshed and updated withspecial seasonal lines.

Depending on their place in themarket, retailers can personalise theironline offer with three different productlevels through ‘good’, ‘better’ and ‘best’pods – selecting as much or as little ofthe offer as suits their needs.

Who’s already on board?Since its launch last autumn, leadingindependent stores have been queuingup to join YDS. Recent sign ups includePonsford’s Furniture For Less, GilbertsFurnishers, MacDonalds of York,Furniture XL, Homes and Bargains,Newtons of Bury Online, FostersFurniture Online, Bakers FurnitureOnline, Direct Furniture Stores,Dickinsons Furnishers, Hatfields2Go.

Key people behind YDS David Ruddiman (chairman and headof sales): Well known in the furnituretrade through Ruddimans Furniture – afamily business for the past 40 years.Vastly experienced in the logistics andwarehousing side of the furniturebusiness as well as retail sales.

Jeremy Paterson (operationsdirector): Formerly involved at a seniorlevel in the logistics, buying andmerchandising side of the UK home and

58-60_IM_0309 3/3/09 13:27

Advertising feature


garden section at Amazon - a role that took him closer than any otherposition in the UK to the online salesof housewares.

Mike Quaife (productsourcing): Another well knownface in the furniture industry withparticular expertise in theupholstery and bed sectors.Mike also has a hugeunderstanding of mail orderretailing.

Facts and testimonials According to theKPMG/Synovate Retail ThinkTank, the current downturn addsrenewed emphasis for retailers tobecome ‘truly multi-channel’: arecession tends to acceleratetrends which are currently inascendancy, such as the risingpopularity of online shopping.The group noted that rising fuelprices may also be acceleratingthis trend.

What they say about us “From first “enlightened spark ofinterest” to the website going livetook just 20 working days. This

was a phenomenal achievement and acredit to the team at Your DepartmentStore: their expertise and “can-do”attitude are a breath of fresh air. Withinthe first week our first order was taken,

and we are now very confidentof taking additional businessfrom our competitors over thecoming months!”Steve Traviss, DickinsonsFurnishers, Hexham

“I always find Jeremy availableand willing to discuss anyfeedback or ideas we mayhave. YDS is focused onpromoting both our websiteand the store it represents” Simon Frodsham, Furniturefor Less, Sheffield

“We have had great feedbackfrom our customers. The sitevoucher scheme has broughtpeople into the store andhelped drive sales.”Martyn MacDonald,MacDonalds, York

For further details, contact us on0800 8030 692 or [email protected] or visitwww.yourdepartmentstore.co.uk.

58-60_IM_0309 3/3/09 13:27


Wood

Oak, walnut and maple finishes were used

increasingly sought-after. Knots, gnarlsand sapwood are no longer removed butleft to reinforce the rustic look and makethe most of the natural resource.

And while exotic timbers may begrabbing the headlines, Kährs says thatconcerns about the environment can besolved by dark pigmented oak floors fromsustainable timber sources.

It also predicts that, for larger rooms,one-strip floors will prove popular thisyear with the traditional plank stylegrowing in demand. Two and three-stripwood floors are expected to be thechoice for smaller rooms and halls.

KAHRSHAT-TRICKArsenal’s former home will sport three types of wooden flooring covering more than 22,000sqm

Whatever anyone may think about thefootball skills of Arsenal FC, there is nodoubting the attraction of the club’s artdeco former home, Highbury, in London.Now being converted from a footballstadium to more than 700 flats, thesurface on the ground will shortly gofrom hallowed turf to wood flooring.

More than 22,000sqm of Kährs flooringis being installed in the flats. Threeproducts from Kährs 15mm range werechosen for installation in the hall, loungeand kitchen areas; three-strip oak, walnutand maple.

But the flooring won’t be the only

thing being walked on – thedevelopment will encircle a 2acrecommunal garden space, divided alongthe original pitch chalk lines.

Many of the stadium’s original art decofeatures have been retained, includingthe marble hall, the Grade II listed EastStand facade, West Stand facade and thetunnel which will give residents access tothe pitch-turned-garden.

According to the company, Highburywon’t be the only place enjoying woodenflooring this year. Fashion orientatedbrushed and bevelled wood floors,stained surfaces and rustic grains are

61wood_IMmar.qxt 1/3/09 16:28

What did you wish for when it was yourtenth birthday? A new Action Man orBarbie? A skateboard? A bicycle? Dollshouse? Lego? Whatever it was, itdefinitely wasn’t that scores of furnitureretailers paid you a visit and said nicethings about your new surroundings.

This however is exactly what WorldFurniture wanted – and received – as itcelebrates its 10th anniversary this year.And it was no ordinary birthday bash atits recent At Home show as theNewtownards, County Down wholesalerhad plenty to celebrate.

The event marked the official openingof its 4,500sqft showroom and theaddition of 55,000sqft of warehousingspace, increasing its capacity to125,000sqft – more than 35 times thespace it had when it was founded.

Paul Taylor, World Furniture directorsays more than 50 retailers attended theshow and place orders.

The star performer, he says, was theBari contemporary, white high glossbedroom range, which practically everyretailer ordered. ‘Lots of people areasking for it [white high gloss] buy fewpeople [suppliers] seem to be offering it.’

Bari was debuted alongside its sistercollection Seville, which is the samedesign but in a light walnut finish. Theteak Toscana has a curved front.

As well as the bedroom launches, halfa dozen living and dining collectionswere unveiled.

The ash veneer Sydney was joined bythe Cuba in dark birch with brown glassinserts and the oak veneer with brownglass inserts Carter. Martini and Ashburnare a combination of hardwoods in adark sable and birch veneer two-tonefinish respectively. Rocha is made fromAmerican white oak in a dark tobaccofinish. Taylor says the Reno dining chair isthe lowest cost model the firm has had.

In addition the Arc collection ofoccasional sets and lighting wasexpanded.

The introductions will be included in anupdated brochure due to be released thismonth and available from the firm’s standat The Furniture and Home AccessoriesFair in Dublin from 29 March – 1 April.

Taylor says the extra warehouse spacewill give it a significant advantage overrivals by allowing it to hold more stock.‘No-one wants to hold stock and arelooking for suppliers who can hold stock

and deliver quickly. Delivery to the UKmainland is seven days but some areascan get two deliveries a week.’ He saysquick delivery has a feature for severalyears. ‘It has always been our forte: I canremember delivering Mexican pine toBirmingham retailers quicker thanBirmingham wholesalers could.

‘Retailers are cutting down on theirsupply chain and consolidating suppliersto achieve economies of scale andvolume terms. You have to be able tooffer them the complete home solution.’


Wholesalers

WORLD FURNITURECELEBRATIONSThe company is enjoying growth as it celebrates its 10th anniversary

World Furniture has celebrated its 10th anniversary with the

opening of a showroom and increased warehouse space

62_World Furniture_IM_0309.qxp 27/2/09 13:55

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63_IM_0309 4/3/09 09:47


Flatpack

With the mass media and Press continuingto run programmes and articles on howshoppers can cut costs without makingtoo many sacrifices (think ‘Frugal is thenew black’), this message has filtereddown to the flatplack furniture sector.

Consumers may want the lower pricestraditionally associated with flatpack, butthey are unwilling to settle for productcharacteristics and specifications that theyonce accepted. As with many othersectors, more for less is the demand.

Keith Robinson, Steens UK md says themanufacturer is seeing high volumegrowth in higher specification products,mainly through better-end independentretailers.

‘Higher specifications include deeperdrawers, larger sized products, largerhandles, bun feet or traditional collectionsand better quality drawer runners,’ he says.

And it is not just in traditional stylesthat shoppers are switching to flatpack.Robinson says the company is alsoenjoying steady growth its more moderndesigns, with white the bestseller.

As well as higher specification ranges,Steens also has budget ranges that areusually sold as cash and carry items,package deals and promotions along withits volume ranges. Robinson says ‘this iswidely accepted as the largest volumeselling product in the industry.’ These are

Bornholm bedroom

stained pine or white MDF with pine tops.As well as the independent sectors,

Steens as a major supplier to retailerssuch as Argos, Asda, B&Q, Shop Direct,Focus and The Range.

Because of the lower cost, the flatpackmarket is more susceptible to the vagariesof fashion than more expensive sectors andRobinson says that suppliers must be ableto respond to these changes – and quickly.

‘With 95% of our products made in ourfactories and our large in-house designteam we are able to adapt ranges orcreate new ones quickly to meet currenttrends,’ he says. And with production inDenmark, UK delivery is less than two

weeks. This allows retailers to either holda small level of stock for immediatedelivery to the consumer without the riskof being left without stock or if they canpersuade customers to wait a little, nostock at all.

As well as specialising in bedroomfurniture, the company also offers aselection of childrens’ furniture andbathroom furniture. Something that hasbeen relatively unknown in the UK is thecompany’s kitchens. The pine ranges arealready sold by hundreds of retailers incontinental Europe with each unitsupplied with cornice and pelmets alongwith a range of matching pine worktops.

UK delivery is under two weeks

Viking kitchen

TRADING UPMORE FOR LESSThe consumer mood of frugality has reached the flatpack market

64-65_Flatpack_IM_0309 2/3/09 13:38


According to Mike Rowley, CoreProducts ceo flatpack furniture hasevolved to such a point that it is veryhard to tell the difference fromassembled, except by price.

He says the start of the decade saw aseismic shift in what consumers wantedto buy, expected to pay and theirwillingness to consider self-assembly ifthe price was right.

‘Since then each year we have seenmore and more retailers choosing to sellour furniture alongside their assembledproduct offer, this has broughtsignificant increases in turnover to themwhich in itself brings the pressure tobear on us for different styles andmaterials.

‘We rely on our nationwide team ofagents to feed back on the fashions andtrends that are forming in a wide varietyof shops and price points. From here wedevelop products specifically for theindependent furniture retailer, to sizesthat suit UK consumers.’

Although flatpack furniture is oftenderided as being cheap and nasty it is infact far more complex to manufacturethan assembled furniture as everycomponent has to be exact, evenpackaging is produced to precisetolerances, he says. Bulk production isthe only way, which requires significant

investment – at any one time Core holdsmore than £1m of stock plus what isbeing shipped and in production.

‘Pine still remains exceedingly popularas a material for flatpack furniture andwe see strong year on year growth, it iswithout doubt the most affordable solidwood furniture you can buy. A bedsidecabinet with real dovetail drawers costshalf what it’s assembled equivalentwould have cost 15 years ago. Havingspent so many years in the pine trade Istill hear retailers say “Pine stoppedselling for me years ago.” My reply is no, it did not - it went flatpack withyour competitors.

‘Flatpack pine furniture is likemarmite: love it or hate it yourcustomers still want to buy it.’

He says the current generation ofconsumers actually consider flatpackfurniture the norm, thanks in no smallpart to Ikea which has changed opinionin such a positive way. They now expectretailers to have a flatpack furniture offerto meet their low cost demands.

‘With this changing buying patternemerging we have invested indeveloping ranges in hardwood toappeal to a much greater customerbase. The first of these is the Vermonttraditional bedroom range producedfrom a mixture of oak, ash and elm. To

achieve its price point the wood isprocessed in a special way that gives amuch greater yield from the raw materialthan is normal. By applying thesematerial cost savings, mass productionand the inevitable shipping costreductions, we can look to the future offlatpack furniture in a positive way.’

Core’s Sherwood in natural ash finish

Cotswold in antique wax finishVermont in antique finish

Flatpack

64-65_Flatpack_IM_0309 2/3/09 14:47


Show review

For retailers aiming to refresh theirbedlinen offering, Heimtextil was the notto be missed event. While manycompanies made great play of theenvironmentally friendliness of theirproducts, particularly the use of organiccotton, it was less clear if the entiremanufacturing process met the samestandards.

Esprit Home introduced five ranges offurniture, bedlinen and accessoriesincluding Sensed Opulence whichfeatured Violet bedlinen with large floralblossoms in purple and raspberry.

Mexx introduced 11 designs,

Esprit Home’s Sensed Opulance

Sander’s Tara

HEIMTEXTILSLEEPING BEAUTIESFor bedlinen and accessories,Frankfurt was the place to be

Mexx’s Wheel

Kas’s Ghost

66_69_heimtext_IMmar.qxt 1/3/09 17:38

For further information, brochures and price lists as well as other special offers please contact Paul or David:

Tel: 0161 203 6191 Fax: 0161 203 6270 E-mail: [email protected] www.ianmichael.co.uk

IMA, New Street, Miles Platting, Manchester M40 8AA

Is your business suffering because of increasedcosts incurred by the exchange rate?

IMA can offer three new exciting ranges at recessionbusting prices.

No bulk orders necessary – minimum order just £500

All products are currently in stock and available, at the quoted prices (+VAT), from our Central

Manchester warehouse & showroom.

Further reductions available on direct containersIMA guarantees these prices will not increase in the

next 12 months. We will not be beaten on price and availability!

Loft Contemporary Oak and Lyon Classic Oak – bothstyles available in living, dining & bedroom ranges.Both beautifully crafted with solid oak from man-aged forests, with impeccable styling & warm hues

that exude inimitable sophistication.

Alaska Painted Bedroom Range – crafted from solidpine, double coated in an ivory finish, complimented

by a solid ash top. Now available with a single, double or king-size bedstead, making it ideal in

an adult’s or child’s bedroom.

Alaska 6 drawer Wellingtononly £70

Solid oak bedsteadsfrom £125

Solid oak glazed displaysfrom £150

Loft solid oak bedsideonly £55

Solid oak sideboardsfrom £110

Solid oak wardrobesfrom £200

67_IM_0309 3/3/09 14:52

Prestigious Textile’s HonoluluElle Decoration’s Alphabet

ranging from checked Delight and floralDahlia to the brightly striped Puzzle andcircular motif Wheel.

Kas opted for a paler palette with itsGhost collection, while Babette’s playfulranges targeted children. Essenza was

among many firms featuring designs inpurple, such as Checkerboard.

Prestigious Textiles’ newcomersincluded floral Honolulu in 100% cottonpanama, Taboo, Tijuana and striped Bali.

Vossen emphasised stripes in its Deluxe

towel collection while Naf Naf’s Gamebedlinen combined stripes with boldcolours. Among Sander’s cushions andtable linen was Tara, offering subtlemotifs in a variety of shades.

Wallcoverings were also on show. Elle


Show review

Decofun’s TweetyEsprit Home’s Nature



Show review

Essenza’s Checkerboard

Vossen’s Deluxe

Ahlstrom’s EasyLife

Babette targeted the children’s market

Decoration targeted the children’s marketwith designs in muted colours and brightaccents while Decofun offered Tweety.Ahlstrom presented its EasyLife collectionthat, according to the company, can behung quicker than conventionalwallcoverings.



Show preview

ISALONESTYLE CAPITALMilan will be the place to spot designs that will influence trends

If proof was wanted of the influence ofSalone Internazionale del Mobile ontrends, one need look no further thanInteriors Birmingham this year. The standsof many bedroom suppliers wereresplendent with glossy white furniture –a trend first seen at Milan in 2007,

following on from glossy black theprevious year.

This year’s Milan event sees the returnof the biannual lighting show Eurolucealongside the furniture, accessories andnew designers shows from 22-27 April.As well as the main show, the city will

play host to other events including ZonaTortona. So what can you expect to see?

Leather chair company Frag hasrecruited Francesco Rota and Arik Levyfor the first time, while Anki Gneib, FabioCalvi, Paolo Brambilla and GordonGuillaumier will add to their previous

Calia Italia’s 409

Porro’s Black and White Collection

70_73isalone–IMmar.qxt 1/3/09 17:52

CHOOSE YOUROWN STYLE

Come to visit us at:Salone Internazionaledel MobileMilan - Italy22-27 April 2009hall 6 stand C21 D24

cal l igar is. i t Calligaris - Italy [email protected]

71_IM_0309 3/3/09 14:57

creations. Guillaumier’s Lyo takes itsinspiration from a hammock, using asingle piece of leather on the metal tubeframe of the chair. The minimalist designhas a slit in the back and invisiblefinishing along the edges.

Fratelli Boffi draws upon the influencesof the early 20th century and the LouisXV era. Philippe Bestenheider has takenthe Thonet chair with Vienna straw as apoint of reference for his Lui5 collection


Show preview

Bonaldo’s Big Foot

Nani Marquina’s Formosa

of chairs while the Lui6 stools have ahoneycombed shape.

In contrast, the Maxime armchair byGiorgio Pulici plays on the disproportionbetween the ample back and a seatreduced in size and revels in the opulenceof the period with opaque pink gold.

Porro will use Hemlock timber in itsSystem NXT bookcase, after using it forthe Minimo table and Groove bench.

The small series of black and whiteFratelli Boffi’s Maxime



Naoto Fukasawa lighting for Panasonic

Show preview

Lyo from Frag

Royal College of Art students will present Crisis Shop at Seves’ showroom

furnishings created by the Swedish groupFront, who work on the interactionbetween two-dimensional decorationand object, is the follow-up to theresearch into materials of Material House.The collection, conceived in 2007 byPiero Lissoni, personalises the mostrepresentative pieces in the Porrocatalogue using hand-applied finishes.

Lissoni’s light and poetic notation –curtains that shake as though brushed by

a hand, fabrics with flounces, regularsquare areas of colour – covers thesurfaces of the furnishing elements: avertical two-door cabinet for thebedroom, a sideboard for the diningroom, passage or a work environment,and a horizontal container with coplanardoors, to be used mounted on the wall.

Bonaldo will show the Big Foot tableby Alain Gilles. A mix of traditionalmaterials, steel and wood, creates a

rather unexpected and fresh product. Thelegs are made of steel plates that havebeen laser cut and folded. All the legshave a different width, and have beencut and bent to reveal different tonalitiesof their own colour in order to play withshadows. The angled cuts in the legsincrease this ever-changing perception ofa product, that looks drastically differentfrom one side to the other – they alsoadd detail to the piece and give it a muchlighter feel.

Axo Light will introduce the Bubblylight by Oriano Favaretto, made fromeight sparkling spheres (five with a 10cmdiameter, two 24cm and one 32cm) heldtogether by magnets. It will be one ofthree new products.

Nani Marquina will debut nine rugs,with designs from NEL, Michael Lin andCare & Fair, along with Marquina herself.Global Warming depicts a small iceberg inthe sea compete with a polar bear on theiceberg.

Calia Italia will add to the severaldesigns it introduced at IMM Cologne, inhide and soft cover.

Bubbly from Axo Light



Business

IT’S A PEOPLE THINGTRAIN TO GAINDeveloping employees is critical, especially when times are tough

Investment in training and developingemployees makes sense in good times,but is critical when retail falls on hardtimes. That means employing the rightpeople, then focusing on training,motivating and communicating withthem so they engage completely with thebusiness, feeling a sense of sharedownership and accountability for itssurvival.

All togetherHold frequent briefings and sharemanagement information with staff. Letthem ask questions and have theconfidence to open the business to them.Make its workings and financestransparent, and remove any sense of ‘usand them’. Being candid, treating themas adults not children who can’t be toldharsh truths, will make them more loyal.

Highlight areas that need to change,demonstrate how you plan to manageany downturn and work together onstrategies. Make sure staff understand theeffects of their actions on the business.Encourage candour and give themchallenges and the opportunity to comeup with ideas based on their front-lineexperience. Even if the business isstruggling, staff will worry less aboutlosing their jobs if they feel part of thesolution not the problem.

Development and supportMore than ever before, it’s important toknow how each member of staff isperforming. At a time when trainingbudgets need to be cut, owners will haveto shoulder much of the training andcounselling. Look to get more from yourstaff and support them in their move tomore demanding roles. While you maynot see a recession as a time to considerprofessionally-accredited programmessuch as Investors in People, they can

contribute a lot in terms of consistentprocesses and staff involvement.

Recognise and reward talentAs budgets fall and pay restraint isrequired, it’s still important to rewardtalent and outstanding contributions.Employees need to be compensated fortheir expertise and going the extra mile.Lack of recognition is damaging, so singleout star performers and let them enjoythe admiration of their peers or positivecustomer comments. Also, the slowdownmay enable you to recruit staff of acalibre you couldn’t previously afford.

Customer service is backExemplary customer service should beconsidered a life-saver rather than a cost.Return to a time where goods were sold,not simply displayed and staff passivityshould be a thing of the past.

Make staff front-line lookouts Build feedback mechanisms, formal or

informal, for staff to report theirimpressions on what works and whatdoesn’t. Put to good use observations onwhere customers linger and handlegoods, then buy or don’t buy. Monitorhow customers react to promotions andrecord anecdotal comments.

No one enjoys a recession and with thebarometer of sales directly reflectingdiminishing customer confidence andspend, retailers are less cushioned thansome other industries. But retailers canturn hard times to their advantage.

Working more closely with employeescan engender a greater sense of solidarityand enable owners and managers to dipinto a pool of talent and ideas. As staffbecome more empowered and driven todo a better job, they will become moreinformed and motivated. Customers willnotice the difference, and your businessmight just come out of the downturn inbetter shape than it entered it.

Ian Tomlinson is Cybertill md and founder

© Y

uri A

rcur

s

Keep staff informed about what‘s happening with the business

74business_IMmar.qxt 1/3/09 17:59

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Stand out from the crowd and have a say in the future of your industry

75_IM_0309 3/3/09 13:33

Entertainment

For answers turn to page 78

Across 1 Wander 6 Breathe hard 10 One circuit 13 Steamed 14 Sweet sandwich 15 Prix ___ 16 Devilfish 17 Intend 18 Sly look 19 Size of type 20 Expressive of love 22 Steal 24 Conventional 28 Arrested 31 Bullwinkle, eg 32 Terra ___ 34 In medias ___ 36 Ready to eat 37 Martini liquor 38 Curved like a bow 41 Albanian coin 42 Melody 44 ‘Sure thing’ 45 Academy award 47 Tally 49 Idle 51 Canal site 53 To do list 56 Graduated glass tube 59 Narrate 61 Unit of currency in Iran andYemen 64 Scorch 65 Narrow mountain ridge 66 Up to it 67 Cross inscription 68 Female horses 69 Singer Sumac 70 Match up 71 Tip off

Down1 Fool 2 Distinguishing characteristic 3 Cattle spot 4 To disgrace 5 Affirmative reply 6 Part of a saddle 7 Extent of space 8 Trim 9 Like a ___ bricks 10 Falsehood 11 Chopping tool 12 For each 15 Fish catcher 20 Bird enclosure 21 CD ___ 23 I could ___ horse! 25 Dough 26 Grant portrayer 27 Vichyssoise ingredient 29 Burst forth 30 Narc’s org. 32 Approximately 33 Pungent bulb 35 Stool pigeon 37 Breathe convulsively 39 Corp honcho 40 ‘___ quam videri’ (North Carolina’s motto) 43 Fit for cultivation 46 Middle 48 Grounded bird 50 Medical 52 Upbeat, in music 54 Caterpillar rival 55 Modify 57 Start of a counting rhyme 58 Small mountain lake 60 For fear that 61 2004 biopic 62 Big Blue 63 ___ carte 65 Doctors’ org

Suduko Crossword

Easy

Difficult

Medium


76entert_IMmar.qxt 1/3/09 18:22

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77_IM_0309 4/3/09 12:15


Final polishStore rebornYou can’t keep a good retailerdown, even during arecession. Claire Robertson,former manager of theDorchester, Dorset branch ofWoolworths has securedfunds to reopen the previouslyprofitable store as Wellworths.

Robertson, 34, worked forthe chain from the age of 16and had been manager forfive years. ‘The idea was veryeasy as Dorchester’sWoolworths was a successfulstore,’ she says. ‘Getting it onto a business plan andconvincing somebody that itwas a good idea was slightlymore difficult.’

Wellworths is due to openin mid-March and Robertsonhas taken on her formercolleagues.

Also, three former Wooliesexecutives are understood tobe planning to open 50 storescopying the chain’s businessmodel. Let’s hope they don’tinclude the parts of the planthat said to never haveenough products on the shelfor put prices on anything.

Management speakThis month’s award formanagement speak goes toHomebase. The chain says it is‘adjusting its store leadershipteam structure’.

It sounds interesting, but ofcourse it means job cuts as it

the furniture. Wolverhamptonmagistrates were told thatPatel initially refused to helpthe thief, but when he wasoffered the cash, he couldn’tresist.

Tony Randell, defending,described Patel as a hard-upstudent who was workingpart-time at the store.

‘As soon as the vehicle wasloaded the thief drove off.Patel was unaware that theemployer had viewed theCCTV when he came intowork the next morning andwas fully prepared to own upand pay the store for thefurniture. The manager was,however, waiting for him,’explained Randell.

Patel pleaded guilty to theftand is awaiting sentencing.

No art to stealingIt seems that criminals in theMidlands aren’t exactly expertsat spotting what to steal.Birmingham’s Unico Divanistore was the victim of a 3amraid that caused £11,000 ofdamage when three menmade off with a laptop and anone-off jukebox worth £6,500after smashing a large plateglass window at the store.

‘The fact that they canblatantly sledgehammer aglass window on a busy mainroad is amazing. The shopwas horrendous, there wasglass everywhere,’ saysJerome Good, director.

‘These people can’t becollectors of fine art as theydidn’t touch a limited editionsculpture which is worth£38,000.’

Bits and piecesIf you want to make aninteriors purchase, do it instyle. That seems to havebeen the motto of ChrisDawson, The Range founderwhen he bought MFI’s non-bathroom stock. With a retailvalue of £68m, the items filled2,400 trucks.

Given the former chain’shistory of missing parts anddelivery woes, how manycomplete bedrooms andkitchens has Dawson actuallybought? Could this be thelargest jigsaw in history?

seeks ‘a more efficient andeffective structure to help usto protect our levels ofcustomer service whilereducing costs’.

It’s almost as good as itsexplanation for not reducingprices in line with the VAT cut.

Helping out Sometimes you can takecustomer service too far,which is what formerHomebase employee JayeshPatel did.

Patel was approached by acustomer who offered him£300 if he would help taketwo trolleys of furniture worth£600 to his car.

The only problem was thatthe customer, who hasn’tbeen found, hadn’t paid for

Entertainment answers

Easy DifficultMedium

For the chance to see what consumers are really doing with their flooring

and furniture, visit the Geffrye Museum, London from next month.

Photographer Mark Cowper persuaded 45 of his neighbours in the 15-storey

Ethelburga Tower in Battersea to capture what their flats looked like – with

little time for tidying up. The exhibition runs from 7 April – 31 August.

78FP_IMmar.qxt 1/3/09 18:23

Saddle Leather Chicago £149

Leather ‘Swivel’ Bar Stool £79

White Leather Chicago £149

Saddle Leather Hollywood £259White Leather Hollywood £249

White Leather New Yorker £199

Leather Available in 7 fantastic colours: Red, Brown, Black, White, Cream, Lime Green and Orange

A l s o A v a i l a b l e i n H i d e , S a d d l e a n d A l l i g a t o r

Saddle Leather Tub Chair £115White Leather Tub Chair £109 Leather Cube £41

Low Back

Saddle Leather Dining Chair £49

Low Back

White Leather Dining Chair £49

New Arrivals from Brittania Trading LimitedCal l to arrange show vehic le 01827 261 388

Crib 5 avai lable for contract . Please cal l for detai ls .br ittaniatrading.aol .com

InnerCoverSpread_IM_0309 3/3/09 12:19 Page 1


RebornWillis & Gambier

Market leaderBelgium supplement

Curly by BaltaExciting textures, more colour...

The best supportin the business

Vale-Bridgecraft stockists benefit from the support of seven regional show centres. Our professional team are on hand toadvise and guide their customers before referringthem back to their nearest stockist. In manyinstances, the order will actually be taken andpassed directly to the retailer. This is a uniqueway of generating sales and certainly helps our

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ale

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Jane, David, Pauline, ValeWest Yorkshire

Tom, Maureen,LoughboroughLeicestershire

Rex, Wendy, Draycott Gloucestershire

Penny, Rita, Nutfield Surrey

Roger, Gloria, Eastleigh Hampshire

Adriana, Jackie, LisburnCounty Antrim

Dawn, Sue BridgecraftWest Yorkshire

Interio

rs Mo

nth

lyM

arch 2009

Interiorsmonthlyf i r s t f o r f u r n i t u r e a n d f l o o r i n g

Mar

ch 2

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OuterCoverSpread_IM_0309 27/2/09 10:09 Page 1

interiors monthly march 2009

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