interiors monthly september 2009

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ber 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

Internet Be online or miss out

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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

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www.interiorsmonthly.co.uk 3

Andrew KiddEditor

Balterio laminate flooring is the floor of the21st century. Its high quality, richness indecors, true-to-life finishes and fastinstallation system ClickXpress make it thebest laminate flooring. Pictured is BlackfiredOak from the Magnitude collection withChromeZone technology: hardlydistinguishable from real parquet! Visit www.balterio.co.uk for more details.

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]

Sales executive: Ben WatkinsT: 01732 367 757 E: [email protected]

China sales agent: Jane DaiT: 00 86 755 8292 5229 E: [email protected]

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

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

Editor’s comment

OPTIMISM RETURNSThe past few weeks have seen optimism return to thesector with suggestions that the worst of the recession isover. Retail sales figures from National Statistics showedgrowth in July and while many people have reservationsover the accuracy or otherwise of these statistics, it hasbeen backed up by comments from retailers.

Although the middle of summer is never a peakperiod for buying furniture or flooring, it does seem thatshoppers are returning to high streets and retail parksand making purchases that they didn’t last year.

The question though is why? Despite the headlinesof doom and depression, most people haven’t found therecession to be as bad as they feared. Unless they wereunfortunate to lose their job, most consumers havebeen far less affected than in the recessions of the 1980sand 1990s. This has given them the confidence that ifthey spend money on a new bed, sofa or carpet theywill still be able to pay the mortgage and utility bills nextmonth. Add to that the housing market seems to havefound a bit of life, giving shoppers hope that things willget better.

This doesn’t, of course, mean that things aresuddenly going to revert to how they were a couple ofyears ago. The issues of genuine value and justifiablespending are likely to stay firmly rooted in consumers’minds for quite a while yet. But it does seem that theworst may be over. The next question is how long doesthe plateau last?

As some of you will have noticed, the InteriorsMonthly website has had a revamp. As well as giving ita new look, we’ve added regular news updates, backissues of the magazine and opinion polls. Based on theresults of the first poll, 54% of you think Carpetright willbenefit from the failure of Allied Carpets, 43% thoughtthe independent sector would benefit and 3% UnitedCarpets. If you haven’t seen the new website, have alook at www.interiorsmonthly.co.uk.

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

Internet Be online or miss outDeirdre DysonButterfly queen


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

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6 Carpetright sees lfl sales growth

8 Industry mourns Alan Alston

10 John Lewis fixes contemporary

12 Furniture profile: YDS – you need to be online

18 Flooring profile: Deirdre Dyson

30 Upholstery: why training works,UK focused and service issues

36 Accessories: get the best

39 Carpet supplement: customer service is vital for success

51 Beds and bedrooms supplement: children’s furniture,trends update and innovation

68 Living and dining: supermarket sweep for Sainsbury’s?

72 Laminate: marketing support

76 Vinyl: technology matters

80 Review: Manchester part two

82 Preview: Habitat Valencia

3 Comment

24 New products

84 Entertainment

86 Final polish

Contents

News

Features

Regulars

National Floor Show: THE review

Best of British: location matters

Rugs supplement: all you need

Next issue

All the comfort of homebeneath your feet

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6 Interiors Monthly September 2009

DIY chain Focus has securedits immediate future aftercreditors, mainly landlords,agreed a company voluntaryarrangement (CVA) that willsave some of the cost of 38unwanted stores.

The chain’s banks warnedthey would not renew its£50m overdraft if the future of

the unwanted stores couldnot be resolved.

‘We’re all relieved andpleased the creditors havesupported us in this way. Nowwe can get back to trading,we’ll be a formidablecompetitor in DIY. We’re hereto fight another day,’ says BillGrimsey, Focus chief executive.

The 38 stores were costingthe chain £12m a year. Some16 of them have been sublet,while the remainder closed.

As a result of the CVA,Focus will now save £8.6m ofthe £12m bill by not payingrent, service charges andinsurance. It will pay businessrates until the landlord

surrenders or assigns thelease. Landlords will share a£3.7m compensation fund,paid in two parts next year.

All of Focus’s landlords willaccept monthly rent payments– the majority already did – forthe next 17 months afterwhich Focus reverts toquarterly payments.

News

Carpetright has seen like forlike sales rise for the first timein more than a year – by 1.4%in the quarter to 1 August.This was helped by allocatingfloorspace to its Sleeprightbeds operation in place ofunder-performing rugs andlaminate. Total UK andRepublic of Ireland sales roseby 7.5%.

‘There are two areas offlooring business which havebeen slowing – rugs andlaminates. We’ve switchedlaminates to a home deliverymodel. Laminates are nowdelivered direct to thecustomer’s home from thewarehouse,’ says Neil Page,

Carpetright finance director.The chain says the figures

do not include the full benefitof the closure of 142 AlliedCarpets stores (see p10) asmany had been holdingclosing down sales.

Carpetright is now handlinginsurance referrals from Alliedand its insurance sales haverisen from £18m in 2008 to£40m on an annualised rate.The chain is hoping to lift theinsurance business to £50m. Itdismissed claims that itwanted to buy Allied’sinsurance operation.

The upturn came as itrevealed plans to increase itsmarketing spend by 15%,

including TV sponsorship and making its websitetransactional by the end of theyear – something originallyplanned for 2008.

‘This is a perfectopportunity to raise ourgame, which we have to donow more than ever. Peopleare expecting to pay less butprice isn’t the only thing theyare interested in. These adsare fresher and moreengaging. They are totallyfocused on the carpets and ona more emotional viewpoint,rather than just price –although price will still bethere,’ says Martin Harris,commercial director.

Carpetright sees sales riseas it plans marketing boost

CVA eases store problems for Focus

South East flooring retailerFludes is to close one of itsseven stores next year. ItsWorthing, West Sussex branchwill close when the chainexercises a break clause in itslease, saying the store had notperformed well recently.

In the year to the end ofApril, Fludes’ sales dropped10% to £3.2m while pre-tax

profits fell 26% to £169,000.The retailer said low

consumer confidence anddepressed economic activityhad contributed to thedownturn in the flooringsector, but that the companyhad ‘fared relatively well in avery challenging year’.

Richard Flude, md, says:‘The business was built up

and for me it’s a matter ofmanaging it and taking it fromgeneration to generation andit’s more important to be thebest in each area. We mighthave a small shop in Uckfield,for example, but you can bebest in that area of each ofthe stores. It’s more importantto be good than to actuallyhave loads of stores.’

The Advertising StandardsAuthority has told DFS not torepeat a TV advertisement fora half-price sale that includedtwo models that were notpart of the sale.

At two different points inthe advertisement, twowomen wrote ‘Half Price’ onthe camera lens. A voice-overstated ‘come and see the halfprice Zeta collection at DFS’.

DFS says the advertisementwas not misleading as thetwo sofas were not part ofthe Zeta collection and priceinformation was not given forthose models.

Clearcast, the companyresponsible for the pre-transmission examination and clearance of TVadvertisements, says itapproved the advertisementon the understanding that allthe featured sofas were halfprice. It says if it had knownsome of the sofas shown inthe advertisement were notincluded in the sale, it wouldnot have approved it fortransmission.

The ASA says viewers werelikely to believe all sofasshown were included in thehalf price sale and told DFSnot to repeat theadvertisement.

DFS advertstopped

Fludes to close in Worthing

6news_IMsept.qxt 26/8/09 15:33

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007_IM_0909 26/8/09 16:35

Home Retail Group hasdefended urging suppliers notto deal with retailers withoutcredit insurance.

HRG says it wanted tohighlight ‘practical advice thatwould help to protect[suppliers] interests [about] aserious issue’ and it was notpolicy to insist on suppliersholding credit insurance.

Graham Kibby Home RetailAsia md wrote: ‘In the eventthat credit insurance is refusedfor one of your customers westrongly recommend that youdo not do further business, asit is quite likely that you willnot get paid.’

One of the giants of theBritish furniture industry hasbeen lost with the death lastmonth of Alan Alston, formerAlstons md and chairman. Hewas 78.

Alston was the fourthgeneration of his family tolead the upholstery andbedroom cabinet company.He headed the firm from 1979until his retirement last year,making it one of the country’slargest manufacturers, with aturnover of £35m andemploying some 400 staff atits Ipswich and Colchesterfactories.

His commitment to the UKfurniture industry, in which heworked for 62 years, wasreflected in his involvementwith the Worshipful Companyof Furniture Makers, where hewas Master in 1995-96 andhis 35 years’ involvement withthe BFM, of which he waspresident from 1990-92, and

was awarded the uniqueaccolade of honorary lifemembership.

‘His pragmatism, dedicationand simple understanding ofhuman nature ensured that allthe companies under hiscontrol continued to surviveand prosper. He was proudthat he never stoppedworking all his life,’ says hisson John, Alstons chairman.

It was only this year thatillness prevented him fromvisiting the firm’s factories.

After grammar school hebegan his career in theindustry in 1946, aged 16when he became anapprentice upholsterer atRayments in Colchester. In1951, he began his nationalservice, stationed in Kenyaand was promoted to actingsergeant. He joined the familycompany on his return.

Alan’s father, Leslie, startedAlstons’ upholstery division in

1950 making fireside chairsand three-piece suites. In theearly 1960s the companydecided to replace its four-storey council owned factoryin Colchester with a purpose-built unit. Alan took theresponsibility for itsconstruction, with the factoryopening in 1964.

In 1979 he became md andchairman assisted by hisbother Rex and cousin Noel assales director, running bothdivisions when his brotherstepped down. He continuedas md until 1995 when hissons John and David becamemds of the cabinet andupholstery divisionsrespectively. John becamechairman in 2008.

He is survived by his wifePatricia, his sons and fourgrand-daughters.

A thanksgiving service tocelebrate his life took place on25 August.


News

NEWSINBRIEFMill move at Long PointThe Long Point exhibition isto have a closer geographicfocus after moving non-Long Eaton Guild exhibitorsfrom Elvaston Castle to theHarrington Mills showroomin Long Eaton, home toupholstery firms includingAMX Design and DavidGundry. Guild memberswill continue to show fromtheir own showrooms forthe 13-16 Septemberevent.

Crucial TradingInteriors Monthly is happyto point out that CrucialTrading products are not available fromYourfloors.co.uk and it hasnever distributed itsproducts through thewebsite (Interiors MonthlyJuly, 2009).

Eboost for MydecoFurniture and flooringshopping website Mydecohas introduced a secondweekly email newsletter tosome of its user baseoffering early access tooffers. The email isachieving an averageopening rate of 55% thanksto successful customertargeting in partnershipwith its email servicesprovider Emailvision, thatallows it to identifyshoppers who have tickedon particular sales orpromotions in its mainweekly newsletter. Thecompany is planning toincrease the personalisationof campaigns, includingpersonalised subject lines.Tracking visited links shouldallow it to design emailsthat have more relevantmaterial at the top. Mydecosends its main emailnewsletter to 200,000consumers.

Furniture industry bidsfarewell to Alan Alston

HRG defence

Advance booking: Six months before the International Furniture Fair

Singapore is due to take place, more than half of the 45,000sqm of

exhibition space has already been sold. Companies committed to the 9-12

March event include: Eurosa, Koda, Star Furniture, Cellini Design, Box Living

and Verdon. This year’s show attracted 15,606 trade visitors from 118

countries and achieved an estimated total of US$245m in orders.

8news_IMsept.qxt 26/8/09 14:56

No-one does contemporary like us.

For samples of our new and existingranges, a copy of our brochure or tobecome a Crucial Trading retailercall 01562 743 747 or visit us at

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009_IM_0909 26/8/09 16:37

Furniture and flooring retailersenjoyed differing pricingexperiences in July, withfurniture retailers cutting backon price reductions comparedwith 2008, while flooringretailers discounted more thanlast year.

National Statistics says thefurniture, furnishings and

carpets sector caused a ‘largeupward effect on the all items12 month rate change,’ whichsaw the Consumer PricesIndex (which excludes housingcosts) remain at 1.8%.

It says this was ‘due tofurniture and furnishings,where prices overall fell thisyear by less than a year ago

with upward contributionscoming from a wide range ofproducts. This was partiallyoffset by carpets and otherfloorcoverings, where pricesfell this year by more than ayear ago, with the largestcontributions coming fromcarpets and rugs.’

Prices for household textiles

were also lower than in July2008, along with glassware,tableware and utensils.

On a monthly basis,floorcoverings prices were 5%lower in July than in June,while furniture and furnishingsprices were 4.8% lower. Thiscompares with falls of 0.4%and 8.4% respectively in 2008.

Department store chain JohnLewis is to boost its furnitureoffer with a dedicatedcontemporary section.

Products will include designclassics from Kartell and Vitraalongside new designs fromContent by Conran and NickMunro. It is the exclusivestockist of Case’s Cross diningrange.

Paula Nickolds, buyingdirector of home, says it is theright time to increase itscontemporary offer. ‘In thisperiod of economic difficultywe need to continue toinnovate and celebrate design.There is a very difficult marketright now, but for the pastfew years we have had a verysuccessful furniture business.’

The chain previously offered


News

Administrator BDO StoyHayward closed 142 AlliedCarpets stores, little more thanthree weeks after itsappointment.

BDO says it was unable tofind a buyer and that rivalflooring chains didn’t want toadd to their portfolios.

‘Although the stores areclosed, we are still innegotiations with a number ofinterested parties. We are alsocontinuing to discuss achange of use acquisition as

well as options with somesingle site acquirers,’ saysDermot Power, BDO StoyHayward businessrestructuring partner.

Allied Carpets Retail, thecompany that emerged afterthe pre-pack deal at the timeof the administration on 17July, has added theWimbledon, Gillingham,Ipswich and Cribbs Causewaybranches to the 51 outlets itpreviously bought, along withthe chain’s insurance arm.

Cross dining range, designed by Matthew Hilton, is exclusive to John Lewis

John Lewis optsfor classiccontemporary

Talks continue as AlliedCarpets’ stores close

contemporary furniture, butnot as an organised section.

Sales fell at the chain by1.4% in the week to 15August. Andrew Murphy,director of operationaldevelopment described it as‘one of the better weeks ofthe year. From a merchandiseperspective the key trendswere the return to form ofsome categories that havesuffered significant reversesduring the past year.

‘Most notable were bedsand bedroom furniture. Inboth areas we have strongranges delivered with market-leading customer service. Ascustomers’ purchasingintentions pick up, we shouldbe well placed to continuethis upward trend.’

Thinking big in China: Some 90,000sqm of exhibition space has been added

in the Chinese city of Guangzhou, with the opening of the JSWB Home

Furnishings Center. The inaugural JSWB International Furniture Fair is due to

take place from 6-9 September. From next year shows will take place in the

spring and autumn and a second exhibition hall is set to be opened.

Furniture and flooring ups and downs

10IM_News_sept.qxt 24/8/09 13:23

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011_IM_0909 26/8/09 16:38


Furniture profile

YOUR DEPARTMENT STOREGET THE NET BENEFITSRetailers will miss out on the next generationof shoppers if they neglect their online offer

Furniture retailers lacking an Internetpresence will miss out on the nextgeneration of shoppers. This is thewarning from Jeremy Paterson, YourDepartment Store operations director.

‘It’s not about online right now, butonline in the next five years as 16 to 25year-olds who don’t really have money tospend now but do everything online,start to become 30 year-old housepurchasers,’ he says.

‘At the other end of the market is the

Younger shoppers are used to buying online

55 year-old used to buying holidays andbooking various things online and usingthe Internet in their corporate life beforeretiring. The demand for the market isonly going one way, combiningtechnology that will make Internet useeasier and easier.’

Paterson spent several years workingfor Amazon and believes the furnitureindustry is now at the stage that otherhomeware sectors were five or six years ago, with many retailers and

suppliers still suspicious of the Internet.‘Independent retailers were seeing it as

a threat or an opportunity that theydidn’t quite know how to get to gripswith. Many suppliers were doing similarthings to what furniture suppliers aredoing now. Some suppliers were buryingtheir heads in the sand and saying: “Weare going to try our very best not tosupply anybody who supplies on theInternet”.

‘It was me knocking on suppliers’

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013_IM_0909 27/8/09 12:35


Furniture profile

Consumers use the Internet to check out information on stores

slightly different to furniture in that therewas more online, but similarly it had aforerunner of people getting online.’

This was a nightmare, with one manbands working from home setting upaccounts with suppliers who naively hadgiven them work because they didn’tknow how to get to grips with theInternet. They were driving traffic to theirwebsites for sales through heavydiscounting.

‘I say it’s a nightmare because that ledto a spiral of people seeing the Internetas an opportunity. You’ve got punters outthere saying: “Well, the Internet is justabout discounting” and actually it isn’t.

‘Over a period of five years most of

doors and getting the reaction: “Goaway, you’re Internet. We’re notinterested, and we don’t supply anybodyon the Internet.” Then almost exclusivelyevery single supplier got to grips with theInternet in terms of positively supplyingit. Even the most transient brands,precious brands that we never thoughtwe would get on the Internet.’

Paterson discovered that by workingwith core independent customers therewas a way of making it work.

He says Amazon helped pave the waywith the suppliers, but for manyindependent suppliers their corecustomers were clamouring to get online.

‘Obviously housewares and decor is

those guys got flushed out. They werebusy for three to six months at a timeand they came and they went. Themoment they started trying to expandand employ a few staff and actually gotoverheads as well, their pricing policydidn’t last,’ he explains.

‘A few of those guys turned themselvesinto credible and good businesses, butactually they were credible and goodbusinesses that were no longerdiscounted. Running an organisation thatis just trading online successfully in thelong-term is just as complex andexpensive as running a high streetbusiness.’

Paterson says the market is two to

‘Running anorganisation that is just

trading onlinesuccessfully is just as

complex and expensiveas running a high street

business’

Will

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Furniture profile

Many retired people used the Internet for corporate purchases and now buy products for the home

three years away from flushing out suchdiscounters. So if the market is replicatingthe experiences of other sectors, whatcan be learned?

‘The key lesson was that the attitude ofburying your head in the sand, saying“The Internet is not right for my productsor brand” is the incorrect stance to take.

‘In nearly all cases I dealt with, delayingthe decisions and tackling how to getonline hurt their online performance at alater date. Those suppliers who said: “It’sa daunting subject but we are going totackle it head-on one way or another,”were the ones that ended up doingbetter online.’

He stresses that from an independentretailer’s point of view it was those whotackled early on how to get themselvesonline rather than blocking it, workedwell.

Paterson says while online sales mayonly account for 10% to 15% of totalsales: ‘Nobody can really turn down 10%to 15% of extra sales. There will be a

gathering of momentum of theindependent sector to get online,particularly as more traditionally non-furniture retailers get a foothold in themarket, such as Sainsbury’s (see p68).This is where the independents can fightback.’

He is optimistic that independentretailers can prosper online, eitherthrough their own websites or by usingYour Department Store.

He says there are a lot of goodfinancially solid independent furnitureretail businesses out there with amazingfootholds in their market. As they getonline they can start leveraging theirbrands, particularly in their local areasand try to get those brands to expandthe business further.

‘Compare your local retailer or yourregional retailer advertising online and apure play guy you don’t know aboutwho has only a limited range of products.Now, he might be a little bit cheaper, butyou are not going to go for that guy

anymore. That guy was maybe your onlychoice a few years ago. Now you’ve gotsomebody you trust, who is credible,who probably your parents brought fromor you’ve brought from the store, butnow you want to shop online. Theindependents will help to squeeze outmany pure online guys,’ he says.

So what does Paterson say to thoseretailers who think the Internet isn’t forthem?

‘They kind of need to do somethingabout it now because in five years’ time itwill probably look quite odd if they arenot online, given that now people’sprimary point of reference is to go andsearch online. Even if it is just for a shoplocation or a phone number. At the veryleast you want to have an informationalsite that looks extremely good andprofessional.

‘In five years’ time it won’t just be oddif you are not online and transactional, itwon’t reflect particularly well on yourbusiness.’

‘In five years’ timeit won’t just be oddif you are not onlineand transactional, it

won’t reflectparticularly well

on your business’

Lisa

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: Fo

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017_IM_0909 26/8/09 16:41


Flooring profile

Deirdre Dyson

DEIRDRE DYSONRUG ARTNot being able to buy any contemporary rugs,the painter founded her own rug company

Expect rugs with butterfly designs tobe popular in 2011. Why? BecauseDeirdre Dyson is launching a range ofbutterfly designs at the end of thismonth and her collections have ahabit of being two years ahead of themarket.

She says orders for particulardesigns come in batches. ‘It’svery weird that, because they do

18_22flooring_IMsept.qxt 26/8/09 18:49

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019_IM_0909 26/8/09 16:42


Flooring profile

‘It’s a complete mystery. It is very weirdhow everybody seems to like the samething at the same time. It’s just reallyodd,’ she says.

Next year will be the 10th anniversaryof Dyson founding the eponymouscompany, a decision that almost seemspreordained. Searching for a rug she

for a period of time. We don’t understandit. And often it’s a design that I’ve donetwo years ago and it’s always two years,and you think, nobody liked that onethen, and you’re just thinking of taking itoff the rack because it’s been a failureand then suddenly everyone wants thatdesign.

visited a store on London’s King’sRoad.

‘There was absolutely nothingthere that interested me, it wassort of copy antique carpets,sort of ethnic... nothingcontemporary. I likecontemporary work, I reallydo, it’s sort of pure.

‘The chap was veryfriendly and said, “ifyou’ve got any ideasthen just let me know.And here is our colourblanket.”

‘He produced this blanket that was justdivided into squares, which only hadabout 15 horrible colours on it, I mean,really grim. So I just chose the onlypossible three – beige, black and a sort ofinky blue – and did this really basicdesign, it was just kind of borders.’

Dyson expected a response along

Putali (left) and Papillon (top)


Lothian

For more information visit us atStand C16, National Floor Show, Harrogate

Kingsmead Carpets – 01827 831424, [email protected]

by

021_IM_0909 26/8/09 16:43


Flooring profile

the lines of, ‘I’ll try one in one of thebathrooms’. But three months later heactually delivered the rug.

He was obviously impressed byDyson’s paintings and the colourshe noticed she’d used in thehouse, so sent her a letterasking whether she would beinterested in designing somecontemporary rugs as hedidn’t have any.

‘I thought, I’m surethat’s easy compared topainting paintings. Yeah,I’d love to do that,’ shereveals.

Following a few successfulcollections, the retailer’sbusiness partner wanted to sellup so Dyson bought him out –after persuading her husband that itwas a good idea.

‘My husband was saying: “What areyou doing? You’re just throwing moneyaway, you’ll never make money”,’ sherecalls laughing at the memory.

Eighteen months later the retailer leftand Dyson opened a new store on King’sRoad.

Her contemporary designs, handmadein Nepal, attract a wide clientele withno set ABC group, but the majoritytend to be people over 40 as manyyounger shoppers cannot afford thedesigns.

She has resisted the temptation tohave wider distribution.

‘It wouldn’t be a bespokeservice then. I’d have to do akind of set range and a stocksize, and I quite like the idea ofjust being the only exclusive, bespoke,small, perfect outfit,’ she says.

As a painter and having studiedgraphic design, Dyson brings a differentset of skills to the design process.

‘Colour is my thing. With paintingform, colour and space are the mostimportant elements to me. The rugs are adifferent kind of abstract extension ofthat. Because they are flat and it’s verydifficult to describe any kind of form on arug.

‘Sometimes I try to create a spatialfeeling with colour as if something ishigher visually than the next thing in thedesign. I know that you can cut pile to

different heights, but I prefer to just do itartistically,’ she explains.

So what is that inspires Dyson’s rugdesigns?

‘Butterflies are just such glorious,glorious colours. But they are also very,very graphic. And I have studied graphicdesign as well, so they encompasseverything I think that interests me.

‘I do it quite quickly. And I think it’sbecause I’m an artist and I’ve workedand I’ve done graphics all my life. Andwhen you say what is it that inspires you,often I don’t know. I just start with a

blank piece of paper and I draw arectangle or a circle and then it justdevelops on the page.

‘Sometimes I’ll start with the colours,I’ll think, that’s a nice group of coloursand I’ll do something. But most of thetime now I start with a design and thenas it’s evolving I think this needs two orthree colours and we’ll have that oneworking above that one... and it justworks.’

Dyson’s knack for choosing the ‘nextbig thing’ could mean butterfly designswill literally fly off the shelves.

Psyche (top) and Borboleta from the Butterfly collection


Please see your rep for Hardware and Sampling

BMK Carpets

BMK House,

PO Box 158,

Leeds LS9 1AS

Email:

[email protected]

Website:

www.bmkcarpets.com

BMK Sales Tel: 0113 380 5333BMK Sales Fax: 0113 380 5339

Commercial Manager

Claire Higgins - 07807 839 455

Area Manager (North and South East England):

Ian Martin - 07966 921 575

Area Manager (Midlands and South West England):

Andrew Nelson - 07854 127 625

Area Agent (North Thames and East Anglia):

Mark Fletcher - 07976 430 380

Area Agent (South Thames):

Dan Yates - 07966 229 084

Area Agent (South Wales):

Rhiannon Matthews - 07976 284 796

Area Agent (South West England):

Warren Conway - 07966 229 083

Area Agent (South coast):

Tom Perry - 07794 072 449

Area Agent (North East):

Andy McCullum - 07968 862 609

Area Agent (West country):

Jamie Driver - 07971 306 632

from Past to Present

023_IM_0909 26/8/09 16:45


1 Realistic oak-effect sheetvinyl flooring from Polyflor’sForest FX range creates anauthentic ambience for theMosaic by Skopos showroomat its Dewsburyheadquarters. The collectioncomprises 14 of the mostwidely specified woodcolours and is available in20m x 2m rolls. Tel: 0161767 1111.

2 Dainty flowers and leaves,swirling spotlights and smartstripes come together inHonshu, a collection of softembroidered cottons for

drapes, accessories and upholstery from Prestigious Textiles. Thecollection comprises six coordinating designs, with flowing naturalforms contrasting with the gently textured cotton backdrop.Colourways encompass Violet, Fuchsia, Rose, Azure, Tangerine andJonquil. Tel: 01274 688 448.

3 Bringing value and quality in abundance, Leolan is turning up theheat in the domestic vinyl sector with the Floors SR collection ofcushioned vinyl flooring. With a 2mm thickness, including a 0.25mmwear layer, it has a five year guarantee and Leogrip slip resistant surfacetechnology. Tel: 00 32 5665 3211.

4 Portico has introduced made-to-measure bedside drawers andcabinet units available with lead times as short as three days. It is alsointroducing a frameless sliding system with individual door leaf spansof up to 1,000mm, rather than 300mm-500mm. Tel: 01922 743 211.

5 Axminster Carpets’ commitment to the environment can bewitnessed in a market leading carbon neutral carpet collection –Swaledale. It comprises 20 nature inspired colourways available in 4mand 5m widths and a 40oz cloth. Tel: 01297 630 650.

New products

1

2

3

4

5

24NP1_IMsept.qxt 24/8/09 13:24

Leading the way in design and innovationFrom the ordinary to the extraordinary, whatever your projectrequires, Pergo’s complete collection of laminate designs means we have a floor to suit any environment. Continually looking to the future, Pergo’s new product portfolio for 2010will prove our commitment to design, innovation and durability.

025_IM_0909 27/8/09 12:16


6 & 7 A beautifully upholsteredheadboard provides the ultimatefinishing touch to a hand-crafted divanbed set and an excellent bolt-on sale tomaximise retailer profit margins. For atruly stunning look matching theheadboard and divan fabric creates astriking and luxurious centrepiece forany bedroom. Alternatively customerscan supply their own fabric. Hypnos’snew brochure illustrates its range ofsumptuously upholstered headboards in

a range ofclassic andcontemp-orary styles,from deep-buttonedand hand-pleated

headboards to elegantly shapedheadboards. Tel: 01844 348 200.

8 IVC Group has introduced Texmark, analternative to cushion backed PVC.Thanks to its felt backing, Texmark hasexcellent thermal insulation and acousticproperties, plus high levels of underfootcomfort. Backed with eye-catching POSmaterial, Texmark comes in 18colourways and a choice of 2m, 3m and4m widths. Tel: 00 32 5665 3211.

9 Stair Make-Over addresses one of themost overlooked areas of the home andone of the most tricky to enhance – thestairs. This simple tread-over-treadretrofit system makes it possible forhomeowners to effortlessly transformstaircases and retailers, distributors andwholesalers to effortlessly improve sales.Tel: 00 31 4 0208 6222.

10 Recognising the need for productsthat deliver on style and performancewithin the boundaries of increasinglystrict budgets, Burmatex has bolsteredits mid-range portfolio by refreshingstaple loop products Balance and Infinity24. Balance has 19 colourways with abase palette of neutrals, blues andtaupes while Infinity 24 has 24 shades.Tel: 01924 262 525.

New products

76

8

9

10

26NP2_IMsept.qxt 24/8/09 13:25

INTE

RIOR

MTH

LY

027_IM_0909 26/8/09 16:47


11 Healing Salt Krafts is the manufacturer and importer of Salt Lamps.When plugged in, the lamps are ionisers/air purifiers and help sufferersof asthma, allergies, colds, migraines, SAD and more. Soon to featureon ITV’s 60 Minute Makeover, they have RRPs from £18 to £30. Tel: 0141 572 8413 or visit www.healingsaltkrafts.co.uk.

12 After 25 years of supplying to the upper end of the fitted bedroomindustry and to national showhomes, Ashmoors is looking to expand

New products

12

13

14

15

11

into retailers of upholstered furniture and interiordesigners, with its stylish and creative designs tofurnish any home. The complete range can be seenon www.ashmoors.co.uk.

13 The Salter Mirror Scale is an easy wall-mountablestorage solution for bathrooms. This innovativeproduct combines an ultra-slim electronic bathroomscale stored behind an attractive 400mm x 400mmbathroom mirror. The scale display also doubles up asa clock when stored. Tel: 01732 360 783.

14 The Plantation Rug Company will be showcasingits new collection of contemporary and traditionalrugs at the National Floor Show on stand A24A.Tipped to be a hot favourite is Jack, a patriotic pieceof interior chic that is on trend for 2010. In 100%pure wool, Jack is available in three sizes to suit a mixof interior spaces. Visit www.plantationrug.co.uk.

15 Wool Tiffany is a beautiful 100% wool loop pile.With colours from bold black to chocolate to hot pink,it is an exciting new stripe in the Crucial Tradingrange. It has a suggested retail selling price of £69 per sqm. Tel: 01562 743 747.

28NP3_IMsept.qxt 26/8/09 18:41

ServiceSERVICO is a leading independent furniture repair specialist to the furniture industryand associated trade.We work with manufacturers, retailers and private customers across the whole of theUK. Our dedicated call centre staff will meet your needs ANYWHERE in mainland UKand make appointments on your behalf to suit your customer requirements.Our team of fully trained technicians will report and rectify all problems professionallyand promptly.

nationwide in-home repair serviceIf you have a problem with your furniture we can solve it. Ourmulti skilled furniture technicians are carefully selected andplaced in areas of easy reach to a home or business.We have a flexible approach when selecting appointmentsand have a number of options that can suit the lifestyle ofthe end user, we offer timed and sensible bookings around themodern way of life and work commitments

Tel: 0871 246 0022

Fax: 0871 246 0033

E-Mail: [email protected]

Web: www.servico-ind.com

Unit JSK14 Business ParkBroadwayHydeCheshireSK14 4QF

Providing service the smart way

How itworksSmart Serv Clients

� Simply add your furniture problems to our user friendly Smart-Serv service management system

� We will contact your customers directly and book appointment anywhere in the UK

� Also use our auto booking system “Smart-Booker” and appoint your customer immediately

� View all your customers details transparently

� We offer integration and migration of data to fit your current system

� Technicians to visit your customer, report and fix within 5 days

� Report delivered by Smart Serv System with outcome backed up with on line images

After SalesWarranties� 3 and 5 year plans to suit your needs

� Accidental cover

� Structural

� Very competitive prices

� Our insurance products are underwritten by our panel of insurersand further details are available on request, if you would like further informationon our products and services then contact us today by telephone or simply fill outan enquiry form and we would be delighted to discuss your exact requirements

Service Contracts� Fix the cost of service

� We will replace the products if faulty or damaged

� Include delivery damages

� We pay for replacement parts

� Low cost solution

� Extend your guarantee

�

029_IM_0909 27/8/09 09:48


Upholstery

EKORNESSCHOOL FOR THOUGHTOngoing training aims to improve retailers’ sales and product knowledge

Most retailers agree that staff training anddevelopment is critical to businesssuccess. Upholstery manufacturer Ekorneshas recently introduced a four-level retailtraining programme to help achieve this.

Headed up by John Walach, Ekornesnational sales manager, Walach and hisarea managers take it in turns to lead thecourses. Each manager presents astructured programme to deliver productknowledge to all levels of salesprofessionals.

‘Our latest programme affords eachStressless retailer the opportunity toparticipate in an ongoing rather thanone-off training day for its staff, with the overall objective being to improvesales growth significantly for all parties,’he says.

The company wants everyone involvedwith its products to feel confident aboutthem and understand the benefits from acustomer’s point of view.

Its entry level course is aimed at newstaff where an Ekornes area managerprovides in-store product support andtraining covering the key and uniquebenefits of the Stressless brand. Retailstaff who undergo Level One must alsoattend Level Two training which providesin-depth product knowledge.

Attendees at every level are given aframed certificate as acknowledgement oftheir growing expertise. An extensiveproduct training day is provided byEkornes for this in London or at aregional location. With some 12delegates, the ground covered byEkornes includes the company’s history,product construction, through StresslessStudio displays to branding andmarketing.

The next level – Ekornes AdvancedSchool Workshop – is held at the Londonhead office. These take place once everyother month throughout the year.

Sales staff who have completed the courses receive a certificate

‘The objective is to develop elevatedlevels of knowledge and presentationtechniques, resulting in more efficient andeffective selling. Those attending areconsidered la crème de la crèmeambassadors for the stores, whose newskills can then go on to develop those oftheir retail colleagues,’ says Walach.

Up to a dozen delegates arrive onSunday evening and get to know eachother and the company over an informaldinner.

‘Because our workshop involves teamactivity and role-play sessions, this timeallows everyone to get to know eachother. It works well and means we start

the course the next day in a positive,cooperative energised manner,’ he says.

‘The day is comprised of marketing and product sessions, interspersed withpractical role-play workshops. Thetraining encourages the sharing ofexperiences and ideas on the shopfloor.We all learn from these sessions, thedifferent skills sets individuals have, thedifferent personalities and years ofexperience many bring to the day. Thereis always an eureka moment that benefitsus all.’

To be considered for Level Four,delegates must have participated in theprevious training programmes. Selection

30_31ekornes_IMsept.qxt 26/8/09 11:55


Upholstery

is decided after discussion with theretailer and Ekornes. The chosencandidates must have shown exceptionalretail and product knowledge to get theopportunity to visit Ekornes’manufacturing plants in Norway to gainfirst hand knowledge of the business.Again delegates will be involved inseminars and Question Time style forums,as well as factory and showroom visits.

‘Training is an important part ofachieving sales growth; we believe thatby increasing salespeople’s knowledge ofStressless products, their confidence inselling in turn gives consumers theconfidence to buy. Ekornes funds themajority of costs involved in running the

Selected candidates get to visit Ekornes’ factories to learn more about the products including Dream (below) and Arion (above)

training as a mark of our commitment toretail partners,’ says Walach.

‘Our analysis indicates that retailerswho take training seriously and supportour programme, on averageachieve greater sales growthover those who take a morecasual approach to training. Thebenefits are clear, the morequalified and knowledgeableyour sales staff are, the betterpositioned they are to increase your sales on Stressless.’

To participate in the scheme retailersshould initially talk to their Ekornes area manager or contact the companydirect.

30_31ekornes_IMsept.qxt 26/8/09 11:56


Upholstery

SEDUTA D’ARTEUK FOCUSHow one Italian upholstery manufacturer has placed the UK at the centre of its strategy

The Soft Collection targets the middle and lower-middle markets

At the end of last year upholsterymanufacturer Seduta d’Arte revampeditself with a new name in the UK (it waspreviously known as La Meteora) andimage. It streamlined Italian productionto boost efficiency and cost effectivenessand has a greater focus on the UKmarket, where customers include AIS.This has seen the development of modelsmore suited to British tastes.

Matthew Kutas Furniture Agencyhandles sales and service in Britain sothat customers have a dedicated teamhere. The agency has many years ofexperience working with Italian factories.Simon Orr handles sales in the north ofEngland and Scotland while Kutas looksafter the south. The agency is directlyinvolved in the direction and productsthat are UK specific.

Northern Ireland and the Republic ofIreland are looked after by Jude Hans.

‘In the past, as La Meteora, thecompany had its eyes focused more onthe home market, but to coincide withthe new image is a direction whichallows us to respond better to the needsof the market. Already this year, newproducts and leathers have beenintroduced which are specifically for theUK,’ says Kutas.

Seduta d’Arte specialises in sectional,flexible models which allows thecustomer to make up their orderindividually. Models can have two widthsof seat, sofas in regular and maxi sizes,electric or manual recliners, home theatreand sofabed options. As well as itssouthern Italian operations, Seduta d’Artealso owns a factory in Romania.

‘Our main goal now is customersatisfaction, therefore everything we do isoriented to their needs. We areconcentrating all our resources on thissingle point in order to put ourcustomers in a position to be more

32_33sdarte_IMsept.qxt 25/8/09 17:15


Upholstery

Seduta d’Arte specialises in flexible models, such as the 603 (above)

competitive and stronger against thecompetition,’ says Vito Scassamacchia,Seduta d’Arte export manager.

There are more than 40 designs in theSoft collection, targeted at the middleand lower-middle market. These includeleather and soft cover models, includingsofabeds and recliners with modern tovintage looks.

The company is working on productsmade in Italy that, together with a newassortment of natural and semi-anilineleathers, will cover the middle andmiddle-upper market. The Elegancecollection comprises high quality productswhere fashion and design are coupledwith strong character and exclusivematerials without compromising comfortor functionality.

Thanks to its experience in this field,the UK agency support, and the low costproduction facility in Romania, thecompany believes it can offer a goodvalue for money product.

‘As a medium-sized company we try tohave two or three products on theshopfloor, but as a policy are not toodictatorial. We feel that as we have moreand more products that offer somethingthat cannot be bought from China, thatwe will naturally expand our presence,’he says.

‘There is still a demand for genuineItalian products, and we can also supplymore commercially priced ranges fromRomania in single orders,’ says Kutas.Delivery is eight to 10 weeks.

’I think that we have now reached apropitious time in terms of products andhuman resources and together with theUK agents, we are ready to face thismarket situation with confidence,knowledge and professionalism, but most of all with a product that meetscustomers’ expectations,’ saysScassamacchia.

32_33sdarte_IMsept.qxt 25/8/09 11:07


Upholstery

SERVICO SETTING THE STANDARDA nationwide repair service with fixed costs so customers know where they stand

It is one of life’s inevitabilities thatsometimes something will go wrong with a customer’s furniture, causingaggravation all round. But it doesn’t have to be that way.

Servico offers a nationwideindependent repair service on leather andsoft cover upholstery and cabinet.According to Dale Heathcote, md andfounder, it was the first company tomaster all these skills on a national basisusing its own technicians and trainingschool.

‘When I started the company in 2001, I had a vision for the company and itsgrowth strategy, which was to offerservice to retailers and manufacturers on

Repairs can be done

in the home

a national basis. The Servico name wascarefully selected and has become abrand of trust and associated with highlevels of service at great value,’ he says.

‘With the introduction of the Smart-Serv Internet system, the service we offerto the industry is seamless andtransparent. We believe in traditionalvalues and know the service required tobring the customer service side of anybusiness in modern times.’

At the recent Manchester FurnitureShow Servico introduced an insurancebacked service contract intended to fixthe cost of customer service to retailersand manufacturers.

‘This has been widely accepted and

seen to be a product to support thedownturn and help control costs,’ saysHeathcote.

Servico also announced the launch ofsister company Servico Smart Warranties,offering three and five year extendedaftersales warranties to retailers.

‘We have researched the market andfeel our beliefs and service levels wouldgive us a firm place in this market.

‘Every company will have at somepoint had to deal with a customer serviceissue. It’s become a part of business thatneeds to be recognised. It is not thatdifficult to tackle – the key is managingthe problem rather than allowing theproblem to manage you.’

Deloitte, Land of Leather administrator, has agreed a deal with Servico to coverthe customers of the failed upholstery chain. Some 70,000 customers are nowcovered under the scheme for the duration of their guarantee.

‘I was delighted by the deal and indeed the attitude of Deloitte to look aftercustomers who had paid good money for their purchase,’ says Dale Heathcote.

‘Aftersales service is very important in terms of brand building and indeedincreased sales. This area of some businesses is a sore subject and often justreacted to rather than approaching this positively and proactively.’

Assistance for Land of Leather customers

34servico_IMsept.qxt 26/8/09 11:36


Advertising feature

outstanding andwas upgradedjust two yearsago followingsome majorinvestment,’ saysAlan Higgins. ‘Itis one of thereasons thecompany hasdecided to returnall production toIreland.

‘We did have aproduction and distribution site in NorthWales which was originally opened tosupport Gleneagle’s launch into Britainaround nine years ago. This was sold offin February this year and is now ownedby an entirely separate furniturecompany.’

Back in 2000, Gleneagle commenceddistribution in the UK and rapidly built upan order book that extended acrosssome 500 retailers the length andbreadth of Britain.

‘We don’t pretend to be anythingother than a volume manufacturer butour rapid growth is testament to awinning formula of superb valueproduct, good design and fast service,’says Peter Caffrey.

‘With production now consolidated atour ultra-modern Irish plant and a newteam of sales agents in place, we’reconfident that no-one else can offerwhat we do at the price we do it and inthe time we do it.’

A brand new sales team is heading upGleneagle Woodcrafts’ UK operation.Led by new sales and marketing directorAlan Higgins, who is well-known andrespected throughout the furnitureindustry, Gleneagle has beefed up theUK team with the appointment of sevennew sales agents across England,Scotland and Wales. Alan replaces EricaSheridan who leaves the company after15 years.

The move follows a decision earlierthis year to return all production anddistribution to its state-of-the-art factoryin Ireland.

‘This represents an exciting newphase in the company’s development,’says Gleneagle md Peter Caffrey. ‘Wehave long established ourselves asleaders in our sector and are nowpoised to expand our activities in theUK.’

Established more than 20 years ago,Gleneagle Woodcrafts has earned areputation for producing excellent valuebedroom cabinet furniture which is welldesigned, ready assembled anddelivered by the company’s own fleet ofvehicles within two weeks.

Still independently owned, the £20mturnover company currently produces 18ranges in high gloss, melamine andsynthetic veneer finishes. Available intraditional and modern designs, allfurniture is produced at Gleneagle’s fullyautomated, 240,000sq ft facility usinghigh quality materials.

‘The manufacturing facility is

GLENEAGLE WOODCRAFTS SET TOSOAR ACROSS UK

Gleneagle Woodcrafts’ UK agents and contact numbers

Alan Higgins, Salesand MarketingDirector, 07825 799 488

Pat McGahey, East and WestMidlands, 07985 971 677Stuart Gilchrist, Scotland, 07801 020 539 Alan Hignett, North West/NorthWales, 07860 805 592 Rob Hepple, Yorkshire/North East,07860 774 840John Saunders, South Wales/SouthWest, 07836 694 372Greg Noble, North London/EastAnglia, 07803 016 607Geoff King, South London/SouthEast, 07973 799231

Gleneagle’s Snowdon is made at its modern factory in Ireland (above)

35glenADv4_IMsept.qxt 25/8/09 11:08


Accessories

EXTRA SPECIALDEAL BREAKERSInteresting accessories can brighten up adisplay as well as generating extra sales

When shoppers are reluctant to invest in largeticket items such as carpet and sofas, accessoriescan tempt them into giving their room a newlook without breaking the bank. Here is aselection of some of the most interesting.

The Swirl cushion, designed by Jan Constantinehas a swirling Union flag on a black backgroundon one side, with the reverse in plain black. Madefrom 100% wool it has blanket and cross-stitchdecoration.

Metal bookends from Hiccup Gifts provide astylish and safe way to store books. Measuring21cm x 10cm x 21cm they are large enough tosupport heavy books.

The Biomorphic mirror is part of BakerFurniture’s Selected Works of Tony Duquettecollection. A recreation of the 1965 original, it isfinished in silver gilt or gold leaf.

From the bulbous base and up the spirallingbody to a splayed neck,each feature of theNormann CopenhagenSwing vase combine tocreate a dramatic focalpoint.

Karlsson’s Vintagewall clock in red glasshas a retro look whilethe Pearl roller blindis part of Digetex’sbespoke digitalfurnishingscollection.

Top right: Biomorphic

mirror

Top left: Vintage wall

clock

Right: Pearl roller blind

Below: Swirl cushion

Bottom left: Book

ends

Bottom right: Swing

vase

36access_IMsept.qxt 25/8/09 23:14

www.heimtextil.messefrankfurt.com

TAKE A WALK ON THESTYLE SIDE

13 – 16. 1. 2010

037_IM_0909 26/8/09 16:50


Home office

SITTING COMFORTABLYLET WORK BEGINErgonomically designed furniture is as essential for working at home as it in the office

For anyone spending a long timeworking in their home office, getting theright chair is vital.

Spinella chairs provide optimal supportfor the spine. Designed by Sanne Buhl, itlooks strikingly different with the ‘spinalcolumn’ back support and a slim, 300mmdeep seat platform. ‘Deep seats putpressure on the back leg veins andmovement is at the heart of Spinella.Being able to move freely helps thedigestive system work more effectively,’she says.

Buhl started her career as a relaxationtherapist and has 35 years of ergonomicexperience with various physiotherapeuticclinics and been associated with manyScandinavian professional football clubsdealing with sports injuries.

The back cushions can be adjustedseparately to ensure support and containTechnogel, a silicone based materialfound during research connected tobreast implants, rather than a filling that

would putpressure onthe spinaldiscs.

There are twoversions of Spinella, Tweeny Spinella is forchildren.

With the number of home workersshowing a sharp increase, Caxtonlaunched it’s home office collection somethree years ago. It’s proving hugelysuccessful – ‘a case of the right productat the right time,’ says David Evans,Caxton brand manager.

The beauty of the home officecollection has always been its simplicityand flexibility, he says. From what isessentially a compact range, its modularstructure allows the customer to mix andmatch to create the best solution for theirspace and budget. Last year saw theintroduction of a walnut finish to thecollection.

‘The collection includes all that you’d

expect – from desk units with pulloutbases for keyboard and printer, floor andwall units with doors or shelves, to afiling cabinet which takes standard sizesuspension files – but none of thegadgets and gimmicks that oftencomplicate the planning and buyingprocess.

‘Key to the success of the collection hasbeen making the price as attractive as theproduct. And to help the retailer in thesedifficult times we recently created threedifferent home office combinationpackages, each one priced to suitdifferent sized projects,’ says Evans.

Caxton introduced walnut in 2008

Team 7’s Cubus desk

Spinella’s Tweeny

Spinella

38ho_IMsept.qxt 24/8/09 16:50

CARPET


Axminster CarpetsSwaledale – carbon neutral

39carpet cover_IMsept.qxt 25/8/09 20:31


Carpet

CUSTOMER SERVICETHE HEART OF BUSINESSCutting price is no longer an option for many suppliers, making service even more important

Cutting the price of products and re-engineering them so they can hitlower price points is a common methodof responding to economic downturns.However, there comes a point where thecuts must stop and other ways ofensuring retailers promote particularproducts have to be found.

Not all retailers are interested in aprice-based approach. For manycustomer service is more important thanwhether a carpet is 50p or £1 per squaremetre less expensive. But every retailerhas a different interpretation of service.This means providing service levels thatmatch or exceed these expectations canbe an expensive and time consumingaffair, but one that is essential for longterm partnerships.

So what are companies doing to

Cormar’s Lindisfarne

Cormar has a dedicated customer service team

deliver on their promises of service?Great customer service isn’t just a team

of people diligently answering queriesover the telephone, according to DavidJudge, Cormar Carpets md, it’s a wholeway of thinking and operating. In short,something that’s enshrined in acompany’s culture and everything itdoes.

‘Delivering really good customer

service is about great all-round servicethat starts the minute the yarn is put onthe tufting machine at Holme Mill, towhen the yarn is backed at BrookhouseMill. And it carries right through to thepeople in invoicing and aftersales. Unlessyou have satisfied staff, you won’t havesatisfied customers.’

As a company that has consistentlywon virtually every Supplier of The

40_50carpet_IMsept.qxt 25/8/09 11:26

arton thefloorS e e u s a t H a r r o g a t e - S t a n d B 3 2

Alex Kilday – Scotland: 07775 504929Peter Baldwin – NW: 07973 410688Mark Keepfer – Wales & SW: 07976 700222Gary Kendall – Home Counties N: 7802 661944John Constable – London & SE: 07836 734322Mark Borrett – South & SE: 07968 119056

John Pringle – Cumbria & NE: 07779 140781 Paul Brown – Midlands: 07973 783532

Richard Cooper – E Anglia: 07860 525245Gary Foster – Home Counties N: 07515 283872

Mark Broster – London & SE: 07766 255222Jenny Borrett – South & SE: 07969 816727

clarendoncarpetsGorsey Lane, Coleshill, Birmingham, B46 1JU

Sales: 01675 433066

Reps & Agents:

©

041_IM_0909 26/8/09 16:50

042-043_IM_0909 26/8/09 17:07


Carpet

Edel Telenzo has

invested in

displays to

promote its

products

including

New Hamilton

(right)

‘In nine cases out of 10 we have therequired carpet in stock and can ship itout very quickly indeed. That alonepushes retail sales staff towards our in-store displays installed by Cormar’smerchandising team and refreshed by itssales team.’

Year award going – including, for the10th consecutive year, the Metro GroupSupplier of the Year award and theInteriors Monthly 2009 Best FlooringCustomer Service award – Cormar has seta formidable benchmark.

Exactly how it achieves that is difficultto quantify, but Judge points to anumber of factors that either distinguishCormar from its competitors or offer realbenefit to the retailer. The best known isthe company’s large fleet of deliveryvehicles, ensuring distribution is keptfirmly under its control. Combined with acomprehensive stocking policy, it meanssome 90% of orders are fulfilled anddelivered within 48 hours.

‘For small retailers, service like that canbe critical to cashflow,’ says Judge. ‘Thequicker an order can be delivered, thequicker the payment. There can benothing more disheartening for a retailerwho has just spent an hour making a saleto discover, when placing the order, thecarpet selected is out of stock.

But Judge insists that it is people whoprovide the ultimate winner. ‘Deliveringgreat service has to be something thatcomes from the bottom up – it can’t beimposed from the top down. We workhard to communicate closely with all ourstaff and spend a great deal of time


045_IM_0909 26/8/09 16:57


Carpet

and effort on training and improving oursystems.’

The customer service team is supportedby sophisticated software that tracksevery query and, on completion, is usedas a quality control tool to help shapefuture responses.

A website and full marketing supportback this up and offer further customerbenefits: retailers can be listed on thewebsite with a link to their own website;and also refer customers to it for freecarpet samples. In addition, provided acredit is received, Cormar photography isavailable for retailers to use in their ownlocal advertisements.

‘It all boils down to offering a good allround package,’ says Judge. ‘It’s not justone aspect of what we do that keeps ourcustomers happy, it’s the wholecombination that inspires confidence.’

Lesley Inman, Edel Telenzo UKoperations manager agrees. ‘I believe ourregular customers appreciate us for beingvery approachable and helpful. Theyknow that if they call us, whether it be

somewhat difficult by the size of thevehicles.’

Nigel Brook, group sales director atAirea, parent of Ryalux, says: ‘Service isabsolutely fundamental, and even moreso in a recession.

‘Ryalux would be nowhere without itsretailers and we strive to offer them thebest service in the industry. This can beanything from providing reliable andconvenient deliveries and quickturnaround on sample provision, to thedevelopment of carpet collectionssupported by extensive research intoconsumer purchasing patterns andinterior trends.’

Brook says there is no substitute forface to face contact, so its sales forceregularly visits retailers to keep them upto date on market developments andnew products. It is also an opportunity tolisten to feedback on what works welland what doesn’t, so the company cantailor collections accordingly.

In addition to this, there will be a seriesof roadshows throughout September

about a technical matter, requests forsamples, or queries about stock ordelivery, we’ll do our best to give ananswer straight away or within twohours. We’ll always return calls the sameday. And if there’s a complaint, it getspriority of course.’

Inman says the company constantlytries to improve customer support withbetter sample books, POS, help with in-store displays and innovative products.‘It’s not just about price and ourcustomers understand that – althoughwe’ve worked hard to keep prices asstable as possible and we haveintroduced some value for money options this year.‘

She says with a Dutch parent company,the spotlight is on it to provide a reliabledelivery. ‘That’s probably more importantthan a speedy one. We now use a Britishcarrier – all deliveries from Holland aredelivered into its depot and redistributedin appropriately sized vans. This is animprovement on direct from TheNetherlands deliveries which were made

Ryalux’s William Classics


For more information telephone 01827 831525 / fax 01827 831508

047_IM_0909 26/8/09 16:59

Carpet


and October highlighting the firm’sNational Floor Show launches to ensureretailers are kept informed.

‘We will literally be picking up ourstand and touring it around the country,from Gleneagles in Scotland throughSutton Coldfield in the Midlands, downto Essex, Surrey and Gloucester in thesouth. At every event Neil Rylance, CEOand Carl Quail, sales director, will be onhand with members of the sales forceand the design and marketing team toanswer questions and update ourretailers on our plans for the Ryaluxbrand,’ he says.

Brook also highlights its direct homedelivery for carpets more than 5m wideas another example of its service. ‘Withcarpets available up to 7m wide it cancause delivery worries, but with ourdelivery to site option retailers don’t haveto make room for them at their premisesor source specialist delivery vehicles toaccommodate them.’

Research underpins everything thecompany does. Earlier this year, forexample, it researched the psychology ofpurchasing in-store with the help ofretailers.

‘We have used the findings to overhaulthe point of sale and photography acrossthe Ryalux product portfolio, ultimatelymaking it easier for homeowners to makea decision, and helping retailers to sellmore carpet in a particularly toughmarket. It may sound like a slogan, butwe really do believe that the customer isking,’ he says.

At Ulster Carpets continuouslyimproving service levels is critical,whether it be stock availability, fasterdeliveries, quality improvements ordealing with complaints faster.

Jeremy Wilson, sales director says: ‘Wehave always put an enduring focus oncustomer service and as a result havebeen a past holder of an IrelandCustomer Service Award. We have adedicated customer service team taskedwith enforcing the company’sdetermination to establish and deliver onall measures which ultimately impact oncustomer service satisfaction levels.’

But are suppliers missing a trick when itcomes to improving service? Whileconsumers have taken to buying online,and more and more retailers are dealing

with their fabric and furniture suppliersonline, flooring companies have lagged,according to Trevor Robinson, md oftextile-specific software company ReflexData Systems.

‘While we have seen a sharp increasein the past 18 months in the number offurnishing companies giving theirstockists the opportunity to view ranges,request samples and place orders via theInternet, the flooring sector seems tohave taken longer to respond to themany and varied benefits this trading toolcan offer,’ he says.

Although some retailers may still viewthe Internet with suspicion, it is not clearwhy business-to-business tradingbetween manufacturers, distributors, andretailers is only just registering real

interest. ‘A shift in attitude is clearly underway though, with a high proportion offlooring companies having reportedlysaid that they do expect to see steadygrowth in online trading,’ he explains.

Robinson says companies are lookingto exploit every opportunity to give thebest possible customer experiencebecause prices cannot be cut any further.

‘Our customers in the flooring sectorare looking for new avenues to increasesales and improve customer service totheir trade customers. The Internet hasnot previously been a widely used forumfor carpet sales and more traditionalbuying and selling practices seem to haveprevailed.

‘However, in the present climate inparticular, companies in every sector

Ulster’s Country House collection


The Home OfModern Day Saxony

Several New Ranges Are Due To BeLaunched This Summer.

P.O. Box 10468, Birmingham B46 1WN

Tel: 01675 433501 Fax: 01675 433521Email: [email protected]

WhereGreat

Floors Begin

049_IM_0909 26/8/09 17:01


Carpet

Technology targets improve footfallSoftware can be used to improve retailers’service levels. While the MasterPiecesystem may be best known for itsmeasuring capabilities, it can also be usedto boost footfall.

As it holds details of rooms measuredbut not fitted, along with names andaddresses, it can be used to createtargeted mailshots with illustrative pricesof the rooms that were not part of theprevious order.

After an order has been placed andfitting is due to take place, the customerand fitter have the details on what hasbeen agreed on furniture removal, uplift,where gripper is to be re-used and so onas this was entered into the system at thetime of measuring and the customergiven a copy. Misunderstandings that cansour the relationship with the customerare therefore minimised. And the processcan be repeated when the time comes forthe next room to be fitted.

have to be able to adapt and explorenew opportunities to set themselvesapart from the competition. They need togive their trade customers a great buyingexperience; the same as they mightexpect as a consumer buying a personalitem. They are aware that price isn’t theonly consideration, and people’s time is aprecious commodity to them,’ heexplains.

Having access to up-to-the-minuteproduct details, prices and stock levelsenables retailers to give good customerservice and handle orders with ease.

‘It creates a very positive impression ofthe distributor as a business partner.Additional facilities such as being able toquickly track the end customer’s order orrequest samples on their behalf willencourage them to recommend theparticular flooring company to membersof the public and to view them as theirfirst port of call when they are nextlooking to buy themselves,’ saysRobinson.

‘The service provided by the distributorcan reflect well – or badly – on theretailer.’ More retailers are ordering online


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

BEDS AND BEDROOMS


Willis & GambierZanzibar bedroom collection

51bedscover_IMsept.qxt 25/8/09 11:17


Beds and bedrooms

CHILDREN’S FURNITURESAFE AND SOUNDWhen it comes to children’s furniture looks, safety and adaptability are paramount

Perhaps the item of furniture parents aremost sentimentally attached to is the firstcot or bed we buy for our children. Aswell as being beautiful to look at, safetyis a top priority for parents.

Tippitoes is a one-stop-shop offeringbeautifully crafted nursery furniture aswell as the delicate Baroo Moses Basket,at affordable prices, says Paul Walters,Tippitoes general manager.

The natural Littondale furniture range isdesigned to suit any nursery décor andhas been built to last.

Walters says the Littondale cot, madefrom solid beech, has a three-positionmattress base height suitable from birthup to two years, and its classic slattedstyle means that baby can see and beseen at all times from all angles. It alsoincorporates a convenient hidden dropside that can be operated with one hand.

The cotbed is designed to adapt withthe child, as it converts into a small bedsuitable for children from ages up to fiveor six.

Bedlinen suitable for children’s beds isalso available from Tippitoes as it recentlypartnered with the Baroo toddlers

Above: The Littondale cotbed converts from a cot into a bed (below) Littondale cot

bedlinen brand that is now availablethrough its nationwide direct sales force.

‘Established more than four years ago,Baroo is a major specialist supplier oftoddler bedlinen, boasting one of thewidest ranges that have an easy fitassurance guarantee,’ says Walters.

Made in the UK, all cotbed and junior

bedlinen is 100% cotton and machinewashable. ‘A particular bestseller is theHeart Stripe bedding, which featurespretty shades of pink stripes with rows ofwhite hearts – perfect for a little girl’sroom. Baroo also supplies high qualitypillows and duvets available in either 4.5or 9 tog,’ says Walters.

52tippie_IMsept.qxt 25/8/09 20:37

Nature and technology in perfect harmony

Zen represents a breakthrough in mattress design. It doesn’t justlook different. It feels different and works different. Zen uses ourrevolutionary new Vertikal™ foam system; a series of vertical foamtubes that give independent support and pressure relief without any of the upward forces associated with springs.

Zen doesn’t just look beautiful; it also takes your sleep experience to a higher level.Where nature and design come together in perfect harmony. The latest foam technologyand natural fillings such as wool and latex provide superior levels of luxury and comfort.

The detachable covers are made with luxury bamboo rich fabrics, and feature the uniqueKomfi Zen pebble pattern, which promotes wellbeing and will help increase blood circulationto the essential pressure points. Each pebble within the pattern has individual cooling fibresto aid ventilation at the mattress surface and create the perfect environment for a goodnights sleep.

So if you’re ready to discover a higher level of sleep, you’re ready for a new Zen mattress.

Stockists Helpline: 0800 652 4445www.komfi.com

053_IM_0909 26/8/09 17:03


Beds and bedrooms

Exciting but safe are prerequisites forchildren’s furniture. Sweet Dreams hassuccessfully introduced an all-white

option on its Kiplingchildren’srange afterdemand fromretailers.

‘We launchedKipling inJanuary in twocolourways:blue and whiteand pink andwhite. Bothcolourwaysproved a big hit,and the all-whitefinish is also doing

very well,’ says Jackie McGarvey,’

sales manager. The rubber wood range

features a choice of captain’s bed withstorage, a bunkbed which converts intosingle beds, and a single bed, togetherwith a five-drawer chest, a wardrobe anda bedside cabinet.

Core Products also moved into thechildren’s market at the ManchesterFurniture Show and met with widespreadpraise, including specialist childrensfurniture retailers.

‘The eye-catching designs werecertainly a show stopper and caught theattention of many a passer by,’ saysNiamh Mooney, Core Products marketingexecutive. From the tremendous amountof enquiries and initial orders at theshow, it looks like we are on to a winnerwith this new range. “Vibrant, colourfuland playful,” was how many retailersdescribed them.’

Constructed from high grade mdf orsolid wood coated with several layers ofpaint, the Time for Kids designs are thenscreen printed directly on to each part,making cleaning easy and avoiding littlefingers peeling off the design.

Assembly fittings are designed for easeof use and to be secure and robustenough for daily play.

‘Naturally, safety and reliability are ourprimary concern so Time for Kidsproducts are tested to EU standards bySGS, the world’s leading producttesting organisation,’ she says.

Above: Core

Products’ Time

for Kids

Right: Sweet

Dreams’ Kipling

bunk in white

Below: One

Call Furniture’s

Midi Kiddi in

blue and white

54kids_IMsept.qxt 25/8/09 21:47

The bedroom and lounge dining room brochure from Kingstown Furniture features Monterey in a Blonde Rosewood Finish with the option of standard height wardrobes or space saving bi-fold wardrobes.

Request your copy from 01482 717225 or email: [email protected]

Kingstown Furniture LtdVictoria House

Leads RoadHull

East Yorkshire HU7 0BZ

BEDROOM & LOUNGEFURNITURE

Monterey – Tall bi-fold option

Standard height option

055_IM_0909 27/8/09 10:02


Beds and bedrooms

Such has been the success of SereneFurnishings’ children’s metal bed rangethat the company is working on a majorexpansion, a year after it moved to largerpremises to deal with increased sales.

‘In this era of modernisation, kids havebecome very demanding. They want theirroom to be well designed, which meansfurniture retailers have no choice but tooffer a good range in children’s beds tosatisfy these young customers,’ saysTasleem Tasab, director.

Marseilles bedstead in ivoryIsabelle bedstead

He says colour is important for thismarket and believes the company hasfulfilled childrens’ requirements. ‘White,pink, blue, ivory or black – you name itand we will definitely have the perfectcolour to match the room.

‘We have grown from being not just abed specialist but also a children’s metalbed specialist,’ he says, citing the recentincrease in its range of 2ft 6in bedsteads.

The children’s range includesbedsteads, twin bunkbeds and three-sleeper bunkbeds. Bunk bases are slattedand the upper part has extra cross barsand centre rails for improved safety.

SERENE FURNISHINGSKids have become very demanding.Retailers have nochoice but to offer a good range of children’s beds

Lyon bedstead in pink Penny bedstead in white

It has also reintroduced underbedstorage. ‘In our first year, in 2005, therange included the drawers, which had avery good response. However we had tostop offering them as they were nolonger affordable for the consumer.

‘Now we have revamped the drawerand launched it in four colours: white,pink, black and silver. These urbanunderbed storage drawers are ideal forany children’s beds, bunkbeds or even foradults. Storing toys, books or bedlinen itis suitable for every age group.’

56Bserene_IMsept.qxt 25/8/09 11:50

Plain Dyed Toddler Bedding

Daisy Farm Moses Basket

Littondale Cot Bed

baby and toddler bedding

01274 475423 0845 6008595

Arctic BlueToddler Bedding

www.baroo.co.uk www.tippitoes.com

Heart Stripe Toddler Bedding

from BIRTH

to TODDLERfrom BIRTH

to TODDLER

B_T_ad 10/8/09 16:39 Page 1057_IM_0909 26/8/09 17:06

Classic Louis Philippe inspired design, the Montpellier range exudes style and elegancein abundance. The beautiful solid mango wood is finished with a subtle lustre that will

enhance any dining room. The addition of ‘secret’ pop out drawers on some items adds that extra exclusivity to a truly refined collection.

Montpellier Collection

Beautiful homes deserve

beautiful furniture

058-059_IM_0909 26/8/09 17:21

Tel: 0845 606 7004 Email: [email protected] www.wguk.com

058-059_IM_0909 26/8/09 17:21


Beds and bedrooms

KOMFIFOAM FAITHTechnical innovation is at the heart of the foam mattress manufacturer

Komfi’s knowledge benefits consumers says Phil Whittell, Komfi md and Jane Whittell, director

Zen retails from £625 for the Harmonysingle bed to £1,375 for the Nirvanasuper kingsize.

Whittell also believes that memoryfoam mattresses, and other bed products,can be made available at a range of pricepoints and has launched Sleepsmart byKomfi to target that market.

Sleepsmart by Komfi uses Outlasttemperature control fabric with a choiceof four foam levels. The range alsoincludes a divan designed to promoteairflow.

‘Sleepsmart has been designed toaddress two of the main issues facingmattress and bed retailers today. First,there is often the perception thatmemory foam mattresses can be toowarm, so the new Outlast technologybalances the sleeper’s temperature byreducing overheating and thereforeperspiration.

‘Secondly, thanks to our experience inthe market, we have been able tointroduce this new range at verycompetitive prices to give the consumerunrivalled value for money,’ he says.

‘It is designed to provide our customerswith a real choice in the market andallow them to select products from thecomplete Komfi collection that will bestmeet the demands from their consumers.We believe this range proves it is possibleto offer high performance productswithout a high price tag to match.’

However, Whittell is keen to stress he iscommitted to a strategy of not engagingin price wars and believes Komfi’sproducts, service and support are whereit offers retailers the advantage.

‘It is now essential for us to work inpartnership with retailers,’ says JeffDavies, sales director, who has more than30 years experience in the industry.

Komfi is the consumer brand of the GNGGroup in West Yorkshire, which has some35 years’ experience in the foam industry.It is an international brand leader inhealthcare, sports, safety and lifestylemarkets, providing high quality,innovative foam-based products to someof the world’s best known and mostrespected companies.

Phil Whittell, Komfi md explains: ‘Weused our experience and expertise infoam-based products, which is genuinelyunrivalled in the market, to develop Komfiand its range of mattresses, beds andother consumer sleep products. As aresult, the consumer – and our highly-valued network of retail outlets – benefitfrom a unique company history, ourunparalleled knowledge and our productinnovation.’

The latest innovation is the Zenmattress collection. ‘Zen brings natureand design together, offering the verybest in aesthetics and performance,thanks to a combination of the latestfoam technology, and natural fillings suchas wool and latex,’ he says.

It features the Vertikal support system:a series of vertical foam tubes thatprovide independent support andpressure relief. It has a ventilated basewith ventilated cylinders to boost airflowand moisture dispersal.

Its detachable covers are made withbamboo rich fabrics and feature the KomfiZen pebble pattern, designed to increaseblood circulation to the essential pressurepoints. Each pebble within the patternhas individual cooling fibres to aidventilation of the mattress.

‘Zen is a major development for Komfi,and, we believe, the market as a whole.We have taken memory foam technologyto the next level and combined it withsome of the best quality natural fabrics,fibres and fillings available,’ says Whittell.

AK2 60_61komfi_IMsept.qxt 27/8/09 13:08


Beds and bedrooms

Komfi covers all price points with its ranges including Sleepsmart (above) and the new Zen (below)

‘The changing industry and climatemeans it is no longer enough for us towork as clients and suppliers – we needto work in partnership to capture thecompetitive edge.

‘That doesn’t mean to say that themultiple retailers can, or will, dominatethe market, or that the independentretailers are being squeezed out. Wefirmly believe that there can and will be a strong future for independent retailers.But we all need to work together tosecure this.’

He cites the example of the new KomfiZone studio, the first of which waslaunched at Righteous & Co in MansfieldWoodhouse, Nottinghamshire, earlier thisyear, and a further 20 are planned for thecoming year.

‘Everything from lighting through toflooring and featured wallcoverings isimportant when it comes to selling a

brand’s image. As well as wanting agreat product that offers outstandingvalue for money, consumers want to besold an image, a lifestyle or a vision andthat is where retail displays play such animportant role.

‘We are very proud and pleased withour first Komfi Zone and look forward toit bringing further success for Righteous &Co and Komfi – and to opening furtherzones in the near future,’ he says.

Whittell is also using Komfi’senvironmental credentials to differentiateit from the competition, launching arecycling pledge to reduce its carbonfootprint and make a commitmenttowards true corporate socialresponsibility.

‘From manufacturing to disposal, ourframes and mattresses are part of anethically-based, fully-UK manufacturedcycle; made from timber derived frommanaged forests and phosphorus freesustainable materials, therefore easilyrecyclable. The foam we use is 100%recyclable and will be used for otherproducts in the future, reducing theimpact on the environment,’ he says.

‘Komfi is dedicated to operating as anethically and environmentally-responsiblecompany. Our products give consumersthe peace of mind that they have beencreated with the least possible impact on,and most possible benefit to, our planet.’

AK2 60_61komfi_IMsept.qxt 26/8/09 19:37

For our NEW 2009 brochure please contact our Sales Team on:

T: 0121 505 0270Serene Furnishings Limited | Unit 1A | The Hill Top Estate | Shaw Street | West BromwichWest Midlands | B70 0TX | UK | F: 0121 505 4516 | E: [email protected]

URBAN STORAGE DRAWERSAvailable in: Silver • Black • White • Pink

OSLO TWIN BUNKAvailable in: Silver

SPACESAVINGSOLUTIONSThe bunk beds are complimented with:

• Sprung slatted bases to give additional support.

• Reinforced upper bunks with additional centrerail and cross members to ensure safety.

• Wide step ladders for comfort & safety.

062-063_IM_0909 26/8/09 17:10

www.serenefurnishings.co.ukProviding quality products at an exceptional value.

OSLO THREE SLEEPERAvailable in: Silver

K

062-063_IM_0909 26/8/09 17:10


Beds and bedrooms

Conventional thinking has it that asconsumers generally don’t show off theirbedrooms to friends and visitors, it is aroom they are happy to cut backspending on, especially in a recession.However, 2009 seems to have cast thatnotion aside.

Peter Hewitt, Wiemann UK md isupbeat about the UK market. ‘Ourexperience is that bedroom furniture isholding up surprisingly well in the currenttrading conditions – if you are offeringthe right product at the right price and atthe right time.’

Wiemann’s response tothe downturn was to offerretailers promotional items,including bedroom‘bundles’ at special priceson popular ranges anddiscounts on sliding doorwardrobes, as long as theytake five sets into stock.

‘We’ve found customersare willing to buy thevolumes to get thediscounts and thus to bemore competitive – as wellas to offer customers good

Rauch’s CapriceWiemann’s Ibiza

service. The name of the game is not tomaximise margin at the moment butsales, to maintain cashflow.’

Hewitt says quick delivery has alsogenerated sales and will introduce RapidRanges, a 14-day delivery option onselected items within Barcelona/Malmoein walnut and Leon/Miami in oak.

‘There’s still a large chunk of customerswho don’t want to wait for theirpurchases, and that applies even morewhen times are tough,’ he says.

Geoff Brailsford, Kingstown Furniture

group sales and marketing director saysshoppers are becoming more aspirational.

‘In difficult times consumers generallyappear to play safe, buying products thatwill last and that are quality and value formoney, as opposed to the throwawaysociety of late.’

He says fashions may be moreaspirational, reflected in sales of paintedfinishes in its two bestselling rangesSignature and Nicole. The option of tall,generously dimensioned wardrobes offersmore storage and the potential for a

fitted look at lower prices.Light woodgrains are alsopopular as are differentdepth drawers.

Brailsford says: ‘A trendtowards supporting Britishmanufacturing is alsoevident as we “circle thewagons” in difficult times.’

At Rauch, light finishes arealso proving popular. ‘In theUK the preferred wood islight beech and walnut, witha simple style accessorisedwith mirrors and glass,’ saysthe German firm.

BEDROOMWIDE AWAKE The bedroom is proving to be a resilient market in the face of economic concerns

Kingstown’s Nicole

64bedroom_IMsept.qxt 26/8/09 12:18

Beds & Mattresses

Tel : 01924 526789

E-mail : [email protected]

065_IM_0909 27/8/09 10:07


Beds and bedrooms

Most people don’t give their bed muchthought until it needs replacing, andwhen that day comes many expect to paythe same as they did a decade ago.Given the state of the economy andalmost constant sale messages from someretailers, now would seem the time toopt for a low cost replacement. But theopposite seems to be happening.

‘The current economic climate wouldappear to have made the consumer morediscerning in the purchasing of divansand mattresses. ‘We are experiencing amarked increase in sales of pocket sprungbeds,’ reckons Douglas Mitchell, DuraBeds sales director.

Sales of its bestselling CambridgeAirflow model continue to increase alongwith other beds from the pocket springcollection. He says Dura is gaining areputation for value for money products,backed by delivery usually under 10 days.

Cambridge combines individual pocketsprings combined with two inches ofviscoelastic memory foam encapsulatedin an airflow cushion top. The cushiontop allows for ventilation of the foam and

Sweat Dreams’ Cleopatra Dura Beds’ Cambridge

BEDSSTEP INTO SPRINGRather than opting for cheaper models, shoppers are turning to pocket spring beds

the release ofany potentialmoisture build up.

Other additions to Dura’s pocketsprung offer have been branded Touch ofNature. Pashmina and Silk Serenity haveindividual pocket springs and high slickthermal-bonded polyester fillings.

The Somnus bed name has been inexistence since 1840 and at the heart ofit is the patented Sensa pocket springsystem. ‘Specially designed to providedeep support, natural posture andextreme comfort that only the multi-tiered technology can deliver, it dissipatesthe sleeper’s weight across a highernumber of independent pocket springsproviding greater stability, durability andsupport,’ says Alan Scott, Somnus salesand marketing director.

Each filling is selected for its individualquality and character. Using materialssuch as the purest horsehair, which isintegral in regulating airflow and controlof moisture; lambswool renowned for itssuperb softness; fine white Egyptiancotton; cashmere; mohair and silk assure

resilience and comfortlevels.

Sweet Dreams has also seen shoppersappreciate pocket spring models. ‘Pocketsprings are still regarded by many as theepitome of luxury in a divan,’ says JackieMcGarvey, sales manager. ‘And even in arecession, there are many people whounderstand the wisdom of buying themost comfortable bed they can afford,given that they’re going to spend somuch time in it over the next decade.’

She points out that pocket sprungmodels do not have to be expensive.‘One of the most affordable beds in therange is Amelia, a traditionally tufted bedwith a pretty damask cover. While itmight not have the super-high springcount of some of our other pocket springmodels, it still represents excellent valueand comes in four sizes.’

Cleopatra sits at the other end of thescale with a premium 2,000 spring count.

Somnus uses

the Sensa

spring system

66beds_IMsept.qxt 26/8/09 11:11

067_IM_0909 26/8/09 17:11


Living and dining

SUPERMARKET SWEEPPRICE CHECKSainsbury’s has joined its rivalchains in launching a furniture offer

It used to be that a supermarket was the placeyou bought food. But in recent years the majorsupermarket chains have eyed the non-foodsector, initially in areas such as books and DVDsbefore substantially expanding into almost allnon-food sectors, apart from flooring.

Sainsbury’s is the last of the three largestchains to branch into furniture, following TescoDirect’smail orderand onlineoffer andAsda’sonline andstandalone

Banyan dining chair

Gatsby is Sainsbury’s more expensive dining range

Asda Living non-food stores.In the dining sector Sainsbury’s offers a

limited selection of tables and chairs. Just fiveranges are available with a choice of eightdining tables, nine chairs and seven sideboards.

Table prices range from £69 to £399, whilethe chairs range from £39 to £199 per pair, witha £50 discount if more than one pair is ordered.

Sideboardsrangefrom

£149 to£449.

68_70livdin_IMsept.qxt 25/8/09 21:41

“There’s more to our prices than meets the eye...”It’s always worth getting up close and personal with your furniture. Kettle Interiors doesn’t compromise on � nish or size, it just delivers great quality furniture at the best price.

CottinghamSmall 3 Drawer Bedside

£19.99!

Cottingham2 Over 2 Chest

£65.00!

Cottingham2 Door Wardobe

104 x 54 x 190cm

£99.90!

39 x 30 x 56cm

PRICES REDUCED

THE BEST VALUE PINE

RANGE IN THE UK!

80 x 38 x 34cm

MIX OVER 300 ITEMS UNBEATABLE PRICES RELIABLE DELIVERYK1

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rices

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MonacoConsole Table

£69.90!

MonacoNest of Tables

£59.90!MonacoDining Chair

orice.

£29.99!VALUE

OAK!

KettleInteriors_A4_Sep09.indd 1 19/8/09 14:30:39

069_IM_0909 26/8/09 17:12


Living and dining

Delivery can be as quick as three to fiveworking days, but is usually seven to 10working days.

Gatsby is manufactured from solid,sustainably sourced beech with a darkstain and the chairs are upholstered infaux leather. Banyan is made fromsheesham with a semi-gloss finish, whilePavilion is solid oak with a medium stainand chairs upholstered in bonded leather.

So how does Sainsbury’s offer comparewith its rivals?

Tesco’s offer dwarfs that of the latestentrant. It has 217 dining table, chair andbar stool products, including 97 diningsets. But it is not just in quantity that itoutshines Sainsbury’s. It also has a wideselection of materials, including glass,veneer and foil as well as oak,rubberwood, sheesham and pine.

The country’s largest supermarketchain is also cheaper than Sainsbury’s. Itsmost expensive dining sets with eightchairs cost £886, compared withSainsbury’s £1,145.

At Asda, the offer is between the two.It has almost as much choice in terms offinishes as Tesco, but fewer products,although more than Sainsbury’s.

Some 13 dining tables are on offer,from £50 to £150, along with ninedining sets from £120 to £400 (for fouror six chairs). Some 11 dining chairs areavailable, from £50 to £120 a pair. Buyingits most expensive dining set with an

additional pair of chairs (making eight)costs £500 – less than half that ofSainsbury’s.

While Sainsbury’s offer may be modest,it should be remembered that whenTesco Direct was launched, its portfolio ofdining products was similar in scope andhas since expanded.

Furniture is available online

Pavilion dining chairAsda has standalone non-food stores

68_70livdin_IMsept.qxt 25/8/09 20:48

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071_IM_0909 27/8/09 10:15


Laminate

MARKETING SUPPORTHELPING HANDHow are leading manufacturers helping retailers to boost footfall?

Stocking a comprehensive range oflaminate flooring, offering expert adviceand a fitting service isn’t enough tocreate sales: stores must make sure theconsumer knows which products theystock and get them interested.

This is where retailers andmanufacturers can work together to drivefootfall. So what marketing support areleading manufacturers offering to helpretailers?

Pergo and stockists run jointadvertisements, with Pergo making acontribution towards the cost ofadvertising. ‘Through a joint effort weaim to increase awareness of the brandand drive consumers to the retailers,’ saysKate Male, Pergo, marketing manager.

In such tough trading times Pergo feelsit is especially important to supportretailers and encourage the consumer tomake the purchase, she says. Previouscampaigns have included a VAT-freeoffering and the chance to win a cashprize, or weekends away plus extra tradeprice deals.

Its current promotion offers shoppers a10% discount and the chance to win abarbeque and runs until 16 September.‘We are making a significant contributiontowards the promotional discount andproviding supporting marketing materialsto push the campaign and give retailersthe much needed support in raisingconsumer awareness of the campaign,’says Male.

The campaigns are reinforced with PRthat sees Pergo’s products regularlyappear in consumer magazines. ‘We arecommitted to supporting our stockists. Atsuch a testing time in the retail market itis vital that manufacturers do all they canto support retailers and help them toincrease their footfall. The currenteconomic downturn places even greateremphasis on value and we find the Pergo’s Silver Pine flooring

various in-store campaignsare a great way of providingthe customer with more fortheir money, which helps theretailers through a difficultperiod,’ she says.

Quick-Step is a majoradvertiser to consumers andPhiliep Caryn, Quick-Stepcommunication andsponsorship manager, says itspends more than otherflooring suppliers combined.

Its latest consumeradvertising campaign will see22 advertisements in 14home interest magazines. Thecampaign began in theAugust issues of Ideal Home,Homes & Gardens, CountryHomes & Interiors and LivingEtc. September will seeQuick-Step in Ideal Home,House Beautiful, BBC Homes& Antiques, Homes &Gardens, Woman & Home,Period Home, Your Home, Good Housekeeping andWorld of Interiors.

Balterio’s Shop In Shop module

Ak 72_74laminate_IMsept.qxt 25/8/09 22:44

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073_IM_0909 27/8/09 13:25


Laminate

Ideal Home, House Beautiful, BBCHomes & Antiques, Your Home, House &Garden and Grand Designs will be usedin October and BBC Homes & Antiques inNovember.

Previous to this 27 advertisementsappeared in 15 home interest titlesbetween March and June, while 19advertisements were placed in 10magazines during March, April and Mayin the Republic of Ireland.

Quick-Step also makes use of offers.From 14 September to 31 October,consumers will receive a £10 Marks &Spencer voucher for every 15sqm ofPerspective 2v and 4v they buy. Theretailer will receive a £5 voucher per15sqm.

In addition, the company is exhibitingat the Grand Designs show inBirmingham from 9-11 October. Thecompany’s products are also frequentlyused in TV home makeover shows, whichalong with other PR coverage generates£1.5m of publicity, according to Caryn.

Balterio offers a wide range of POS anddisplay stands to ensure all its productslook their best and that shoppersunderstand its features.

These include wing displays that hold

Engineered wood company Kährs reinforces itsbrand by investing in ongoing consumer PRcampaigns. It also works on joint initiatives withcustomers and actively promotes its productswith regular TV and press product placement,says Harvey Booth, UK sales manager.

A huge investment in photography allowscustomers to use material from a centralisedphoto bank on its website, says Booth. Thewebsite now also includes a new downloadarea.

‘Other downloads include technicalspecifications, installation and maintenanceinstructions, environmental and qualitydocuments. Kährs magazine and the Activityfloor brochure can also be downloaded from thisarea, and all documents are presented in pdfformat for easy access.’

The website also includes a virtual showroomallowing retailers to select a room style and thenlay the consumer’s floor of choice. This is backedup with POS and brochures.

How Kährs puts retailers and shoppers in the picture

Kährs’ Linnea flooring

Quick-Step’s Eligna

display stand or a compact display thathas one full size plank and five sampleboards.

Its Shop In Shop display is made up offour modular stands that combine a 30sample waterfall display, 24 sampletoaster display, a Grandeur skyscraperdisplay and a wing display with 28detachable samples.

28 planks, a waterfall display with 18planks and a six-plank toaster display. Therotating Traditional Sapphire display hasspace for eight information panels andaccessories. The Magnitude display hasnine display positions allowing the fullrange to be on show with lights tohighlight its Chrome Zone structure.Grandeur has a choice of a hanging

Ak 72_74laminate_IMsept.qxt 25/8/09 22:45

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Nick HartEssex, N & E London, Suffolk,Cambs.Tel: 07771 967609

Brendan HartDevon & Cornwall, Dorset& Part HantsTel: 07850 130221

Peter LawrenceBeds, Bucks, Herts & OxonTel: 07802 422810

Mike MortimerScotlandTel: 07975 682385

Mark VinerEast Midlands, & LincolnshireTel: 07860 733816

Paul BrewerWest MidlandsTel: 07798 745181

Mark KeeferSouth Wales, Bristol, Hereford& Glous.Tel: 07976 700222

Contact yourarea agent

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075_IM_0909 26/8/09 17:13


Vinyl

The competitivecost-driven natureof cushioned vinylmeans heavyinvestment intechnology beyondthat which will help reducemanufacturing costsis generally little andnot very often.

‘Any significantinnovation is usuallyincremental andvinyl formulation isso established andproven over some 50-plus years thatyou mess with it atyour peril,’ is howone manufacturerexplains it, arguingthat adding value isthe watchword.

However, IVC,owner of the Leolanand Domo brands,insists technicalinnovation isimportant and hasdevelopedtechnologies thatimprove the design and performance ofcushioned vinyl. One of the most notableof these has been the investment anddevelopment in its Mechanical Embosstechnology.

‘While many cushioned vinyl floorsoffer an embossed surface, we havetaken this a step further,’ says OrtwinTop, IVC marketing manager. ‘At thedevelopment stage of each design, itworks with the cylinder manufacturer to produce a bespoke cylinder. The result is a finished surface that gives amore natural appearance to the vinyl,

helping to bring the pattern to life.’ Developed to improve the performance

of Leolan vinyl, Super Guard was createdto deliver improved appearance retentionby adding an extra urethane layer on topof the wear layer to resist scuffs, scrapes,stains and dirt accumulation. Its Texmarktextile backing provides improved thermaland acoustic insulation properties andprevents discolouration of the vinyl dueto plasticiser migration from certainsubstrates.

Another shift for the industry is Adore’sTouch collection and Eletile’s Ele-Ease

ranges. Both aremajor additions tothe luxury vinyl tilemarket, introducingglueless fitting –albeit in differentways. Touch usesmethods moreassociated withlaminate floors byintroducing profilesto the planks whileEle-Ease bonds theplanks together.

Paul Brady, AdoreEurope CEO says:‘Consumers can takeTouch home fromthe store and fit itstraight away, savingon installation costsand making the priceeven moreattractive.’

The long side ofthe planks features aclick-together profilethat has tensilestrength to ensure asecure and durablefit and the shortedge is simply

pressed to fit. The result is a floating floorwith the maintenance, comfort anddurability advantages of vinyl flooring.

Touch simplifies the whole process ofluxury vinyl tiles, allowing retailers thefreedom to sell a product that requires no specialist fitting and allowingadventurous consumers the chance to fittheir own floor. Professional fitting can beoffered, but with the speed and ease ofthe system, it will cost less than morecomplicated fitting.

Brady says the collection draws oninnovations developed for its US

Leolan’s Wondergrain

TECHNOLOGY CUSHIONINNOVATION SINKS INTechnological innovation is alive and well in a sector thought to be reliant on tried and tested methods

76_79vinyl_IMsept.qxt 24/8/09 13:32

florprotec®

Relay Park, Relay Drive, Tamworth, Staffordshire. B77 5PR.

T: 01827 831 440 F: 01827 831 441E: [email protected] W: www.floorprotection.co.uk

florprotec®Quality Temporary Floor Protection

Florprotec® is a leading supplier of temporary floor protection

products for use in the construction industry, interior fit-out trades, ship

building and refurbishment markets. In addition to floor protection

products Florprotec® also provide specialist protection methods for

vertical surfaces such as doors, mirrors, glass, high class joinery and lift

interiors to name a few. Florprotec® is a major supplier of quality floor

protection products in the UK, operating from a modern, dedicated

office and warehouse premises in the Midlands.

Whatever your requirement for temporary protection Florprotec® will have aproduct to suit. Florprotec® strive to provide a world class customer servicealong with top quality products at keen prices.

Why use temporary protection?Fast track build programmes and delay penalties now see floors and finishesinstalled at an earlier stage within the build programme. This means finishesare exposed to following trades leaving the potential for damage. Anyrepair or cleaning can prove costly and time consuming and can result in adelay in hand over of the premises. Florprotec® products allow for finishes tobe installed, then protected, meaning the site can progress as planned.

What materials to use on site?By asking yourself the following questions Florprotec® can provide a suitableproduct for use on your site.What finish requires protection?What traffic on site will the protection be exposed to?How long will protection be on site for?Does the protection need to be flame retardant?

FOR TEMPORARY FLOOR PROTECTIONContact florprotec next day delivery order line:

01827 831440Quote this reference to receive trade prices (Ref:A1)

077_IM_0909 26/8/09 17:15


Vinyl

Mark Taylor, Eletile UK head. He says thesystem halves the cost of fittingcompared to other luxury vinyl tiles and is75% quicker.

‘It’s an incredible product as it requiresno adhesive and very little preparation,’says Taylor.

‘Ele-Ease products pass 95% RelativeHumidity tests, dispensing with any needfor a damp-proof membrane.’

In response to increasing demandacross all market sectors for flooring thatprovides both underfoot safety andacoustic performance, commercialflooring specialist Polyflor has combinedthe benefits of each in a single range –Polysafe Wood FX Acoustic.

’As well as proven sustainable slipresistance and a superior impact soundreduction of 19dB, it provides underfootcomfort for people standing for longperiods as well as easy maintenance anda choice of eight highly attractive andrealistic timber effect designs,’ says SimonJones, Polyflor marketing manager.

‘This launch reflects our position in thevanguard of new product development

Decoria label, namely Nano-Silver andMicro-Ceramic. Nano-Silver uses the anti-microbial properties of silver and uses itin particulate form on the wear layer. Atechnology developed for sheet vinyl inthe healthcare sector, Nano-Silver isengineered to kill most germs. As it is apermanent impregnation rather than atopical treatment, it doesn’t lose itseffectiveness over time.

‘Beneath this lies the Micro-Ceramicwear layer made from microscopicinorganic beads. These beads provide amore durable wear layer that lasts longerand makes Touch more resistant toscratching and scuffing,’ explains Brady.

Eletile’s range uses what it calls StickStrip technology, bonding the Ele-Easeplanks together, allowing the product tobe laid over an existing floor.

It was developed in China with apatented Japanese oil-based, pressuresensitive adhesive, with the two layers oftile and plank offset against each other.This technique allows the product to beloose laid over the existing sub-flooringwith minimum compromise, according to

with a range that is currently unrivalled inthe market. It reflects the fact thatdecorative safety flooring is nowincreasingly used in general circulationareas as well as social housingenvironments, and allows designers andend users to tackle both safety underfootand nuisance noise with a singleproduct.’

Suitable for heavy domestic use, theflooring achieves its acoustic performanceby means of an integrated foam backedlayer, offering enhanced underfootcomfort and anti-fatigue benefits. The 3.7mm gauge flooring incorporates a 0.65mm clear PVC wear layer withclear/white aluminium oxide particles to ensure sustainable slip resistance.Enhanced slip resistance is achievedthrough these aggregates beingincorporated throughout the main wearlayer.

Amtico is launching the Fiber flooringtile. The latest addition fuses togethercomplex metallics and real woven fabricsgiving the appearance of a textile, butwith a soft clean finish.

Above: Polyflor’s Polysafe Wood FX Acoustic

Right: Eletile’s Ele-Ease



Vinyl

Above: Amtico’s Gold Fiber

Left: IVC uses Mechanical Emboss technology

Below: Adore’s Luxury flooring



Show review

If evidence was needed that, perhaps, thebottom of the recession has beenreached, it may have been provided bythe Manchester Furniture Show. Visitornumbers climbed by 7% to just over5,600 with a large number of exhibitorsreporting good orders and making newcontacts.

According to the show organiser, mostmultiples and major independents werepresent at the show – some of which hadnot attended for years.

Several retailers commented that withthe economy stabilising (and with July’s official sales figures) or doingbetter, this was the time to find newproducts and tempt shoppers ahead ofthe autumn run-up to the predicted pre-Christmas upturn.

‘Business is challenging, so making sureour offer is as strong as it can be is moreimportant now than it’s ever been.Manchester was a great opportunity tosee what’s new in product developmentnow and what may be available in thenear future,’ says Alan Smart, FurnitureVillage group cabinet buyer.

David McEvoy, Trago Mills group buyersays he was able to introduce many newproduct groups while Darran West,Mutual, Leicester buyer, appreciated thetime spent with exhibitors. ‘Manchester ispersonable. It’s size and scale gives youthe ability to get to see who you need toand view product in a calmer than usualatmosphere.’

Among the busiest exhibitors was Willis& Gambier which introduced a plethoraof models across the Willis & Gambier,Universal and Originals brands, the latterbeing launched at the show.

‘It was probably the biggest launch ofa cabinet company in the UK for sometime. We were delighted at the orderintake from both the independents andmultiples and the post-show follow-up

Visitor numbers rose by 7%

Willis & Gambier’s Montpellier dining range

MANCHESTERPOSITIVE TEST The summer exhibition defied the recession with increased visitors and more than expected orders

80_81manchest_IMsept.qxt 25/8/09 11:31


Show review

Above: Original’s

New York dining

range

Right: Buoyant’s

Wentworth

Below: Universal’s

Grand Inheritance

has been equally as positive,’ says MikeConroy, sales director.

Ten collections were introduced to the Universal brand as it made its return to the UK market after a trial ofone range earlier in the year. Retailers canalso order from the full US range, withitems available from stock or bycontainer.

Originals (Interiors Monthly, July 2009)launched 10 collections along with achoice of 31 dining chair style and fabricoptions.

Buoyant added to its Finesse collectionwith the Wentworth and introduced theleather Reynolds sofa.

Steens showed its Kids children’sbedroom range available in natural pineor white painted mdf with a two to fourweek delivery time.

Next year’s event takes place from 18-21 July.

80_81manchest_IMsept.qxt 25/8/09 11:31


Preview

HABITAT VALENCIAHOME GROWNSpain’s leading interiors exhibition combines contemporary and classic designs

As well as playing host to a plethora ofcontemporary design, Habitat Valencia(21-26 September) also offers buyers thechance to see the craftsmanship thatgoes into Spanish classical furniture.

Some 80,000 professional visitors areexpected to attend the show, beingorganised in the following sectors: homelifestyle, contract lifestyle, and outdoorlifestyle. The FIART modern andcontemporary art fair will run

Art Deco inspired sideboard by Eve

Dining chair by Caballer Y MartelNeo classical style chair from Mariner collection and Wika leather topped table from Colección Alexandra

Zuane sofa by Amparo Mora

concurrently and it is expected 2,500companies will be exhibiting.

Visitors will be able to see the wholegamut of design including furniture,textiles, lighting and art in an easilymanageable environment. Valenciadoesn’t have the exhausting freneticismof Milan, rather it offers a more relaxed,measured experience, a chance to reallyengage with people and product.

Spanish classical furniture will be

prominent in both the home andcontract sectors.

Companies presenting new designsinclude the leading names of ColecciónAlexandra, Soher, Vidal Grau, Tecninova,Mariner and Amboan, among others.There will be several Art Deco inspireddesigns, while several companies,including Colección Alexandra, havereferences to neo-classicism in their newcollections.

82valencia_IMsept.qxt 25/8/09 20:52

Exclusive (U.K) LTDThorpe Drive, Thorpe Way, Banbury, Oxon, OX16 4UZT: (0044) 01295 701114 F: (0044) 01295 701014e-mail: [email protected]

Click onto our new website www.exclusiveuk.co.uk

to view all of our superb ranges

083_IM_0909 27/8/09 10:31

Entertainment

ACROSS 1 Steep slope 6 Lip 10 Deities 14 Communion table 15 Capital of Western Samoa 16 Away from the wind 17 Specialty 18 Breathe hard 19 Demeanor 20 Compass point 21 Buffet meal 24 Go in again 26 Sounds 27 Greek goddess of the dawn 28 Inclined 30 Fighting 33 Official notification 35 Knock vigorously 38 Light wood 40 Hurried 41 Like beaches 43 Salt Lake City athlete 44 Checked 47 I did it! 48 Entice 49 Numero ___ 51 Soap ingredient 54 Flaw 58 Orcinus orca 61 So that’s your game! 62 Initial stake in a hand of poker 63 Cries of discovery 64 Giver 66 Unskilled labourer 67 Attic 68 Writer Jong 69 ‘___ She Lovely?’ 70 Go out with 71 Male duck

DOWN 1 More secure 2 Shut 3 ___ Grows in Brooklyn 4 Deserter 5 ‘Voila!’ 6 Flavour 7 On ___ with 8 Vocalise melodically 9 Diabolical 10 Ploy 11 Mixed bags 12 Caterpillar rival 13 Dispatches 22 Small plateau 23 Mends a shoe 25 You can’t catch fish without them 28 ___garde 29 Fork feature 30 Aladdin’s monkey 31 Sylvester, to Tweety 32 Land in la mer 34 Faucet problem 35 Genetic messenger 36 Use an abacus 37 Monetary unit of Burma 39 Mountain ridge 42 Smallest component 45 Green beryl 46 Blunt 48 Aptitude 50 Required 51 Giraffe’s cousin 52 Queues 53 Singer John 54 Moisten while cooking 55 Ancient region of Asia Minor 56 Sudden impact 57 Greek goddesses of the seasons 59 Rider’s command 60 Handle of a knife 65 Bruins great Bobby

Suduko Crossword

Easy

Difficult

Medium


84ent_IMsept.qxt 24/8/09 13:34


EXHIBITION DIRECTORY

18th – 21st July 2010

www.manchesterfurnitureshow.com

14th – 17th September 2009 & 1 – 5 February 2010www.lasvegasmarket.com

25th – 27th May 2010ExCeL London

www.londonfurnitureshow.com

13th – 16th January 2010

www.heimtextil.messefrankfurt.com

REQUIREDAnisa Carpets Limited, a leading manufacturer and distributor of handmade rugs to the furnishingand carpet trade, with modernwarehousing facilities and holdingregular stocks of over 10,000 rugs

are looking to appointExperienced Sales AgentsPlease email:[email protected]

or contact our office at:Unit 21, The IO Centre,Hatfield Business Park,Hatfield AL10 9EWPhone 01707-270753

TREND & DEVELOPMENTMANAGER

Large upholsterer manufacturer in China with mature market in the USis looking to take a leap across the pond and establish a presence inthe UK & Europe. Currently shipping to major retailers in the US and innegotiation with many brand name retailers in the UK, we are lookingfor the right person to support our sales effort with market, customerand product knowledge.

Ideally the successful candidate will have a strong depth of knowledgein the following areas:

• UK & European Accent/Occasional Furniture Markets• Contact With Major Accounts in the UK or Europe• Detailed Product Knowledge of Fabrics, Styles & Colours• Detailed Knowledge of UK & European Sizes, Regulations etc

The successful candidate should also be able to present at board levelhave the ability to work closely with the Sales Team.

Location is relatively unimportant as the role can be fulfilled from yourhome office with weekly trips to main UK office.

An attractive package, including a competitive salary and bonus structure is available for the right person.

Interviews take place in September with a view to an immediate start…

Please send your CV to Nick at [email protected]

Advertise your show here. Reach 6,500 key industry buyers in the most influential magazine in the interiors market,call Ben Watkins today on 07917 863453, or email him at [email protected]

Recruitment

6th – 9th September 2009 Simmonscourt, RDS, Dublin

www.autumnfurniturefair.com

85_IM0909 26/8/09 16:10


Final polish

Knockdown mattressesManagement at Bensons Bedshave been spending too muchtime online it seems. Afterseeing footage of US collegestudents playing mattressdominoes, they decided to tryto set a world record.

Staff and friends gathered atthe company’s Midlands/South-West warehouse inTewkesbury, setting up andknocking down 41 mattresses.The last man standing endedup on a conveyor belt with hismattress, tucked under aduvet and loaded on to adelivery van.

Simon Williams, Bensonsmarketing manager says theGuinness Book of Recordsdoesn’t have an officialmattress domino record andhe is hopeful ‘The Tewksbury41’ will be recognised.

If you haven’t seen theFitting witchThere are those for whomcarpet fitting isn’t enough.

Among the people whoauditioned for the job as theWookey Hole witch wasBridget Vallance, 45, fromDorset, who described herselfas a transsexual womanlooking for a new role afterrunning a carpet fittingbusiness, The Guardianreports.

In the end the job went toan estate agent. If you wantto make any links betweenthe two roles, that’s up toyou.

Early Christmas It seems the festive seasonstarted on 10 August as that’swhen Selfridges opened itsChristmas shop in London.

It usually opens at the endof August, but this year thestore’s love of the festiveperiod knew no bounds.

‘It gets earlier and earlierevery year. This year there area lot of tourists in Londonbecause of the situation withsterling, which means sales totourists are up this year,’ saysa spokesman.

At this rate Easter eggs willbe on sale next week.

footage, search for MattressDominoes World Record onYoutube.

Home deliveryAs a carpet fitter, MatthewAnstey is used to being on hishands and knees dealing withsticky situations. But he neverexpected to deliver hisdaughter Bethany on the floor.

Anstey’s fiancée KatrinaRoberts was hoping to givebirth in a Bristol hospital, butwas sent home after a falsealarm. Once back home shehad a bath and labour started.

‘From the moment Katrinacame out of the bath it was abit worrying. When we triedto get her downstairs I wasworried she wouldn’t make itand then she collapsed on thefloor and said the baby wascoming. I’m a carpet fitter, Idon’t deliver babies,’ he says.

Bensons Beds staff play mattress dominoes

Entertainment answers

Easy DifficultMedium

Drink up: Thirstyvisitors to the

Manchester FurnitureShow raised £350 forthe FTBA, after show

organisers TheresaRaymond and Laraine

Janes (pictured withCharles Kerrigan, FTBAchief executive) added

10p to the price ofteas, coffees and soft

drinks sold atManchester Central

throughout the event.

Sealy win: SteveFreeman, Sealy UK

md (centre),collects the

SleepmastersSupply Partner of

the Year awardfrom Mark Cort,

Sleepmasters buyerand Peter Roberts,

Sleepmastersmarketing and

merchandisedirector.

86FP_IMsept.qxt 24/8/09 16:49

or contact your local representative:Scotland - Donald Coltart on 07831 188844

North West, North East, Lincolnshire & Yorkshire - Gavin Boden: 07720 074906East & West Midlands - Peter Bellis: 07860 418168

London North Thames to Northamptonshire - Trevor Cassell: 07710 727895London and South East - Peter Morris : 07831 558616

South West & South Wales - Paul Clifford on 07886 642086

olourhuree ww

ilable

Sales Tel: 01827 831434Sales Fax: 01827 831435

Email: [email protected]

New AshworthSuper 40oz & Extra Super 50oz80/20 Wool Twist21 ColoursAvailable in 4 & 5 metres

Recently recoloured

Premiere showing at theNational Floor Show.See us at Stand A23.

InnerCoverSpread_IM_0909 25/8/09 12:29 Page 1

The best support inthe business

Vale-Bridgecraft stockists benefit from referrals from thecompanies regional showrooms. Our professional teamare on hand to welcome and guide the customerthrough the buying process and accept their orderrequirements. The order is passed to the stockist whosimply takes the payment and delivers the goods. The

customer is very satisfied as they receive an extra gift worth £170 for placing the order on the day of the visit. This is a unique way of generating sales and certainly helps our retailers create a more comfortable bottom line.

ale

Handcrafted for Generations.

For more information on becoming a Vale-Bridgecraft stockist call us on 01422 885000

www.valeonline.co.uk

Dawn, David,Pauline, Sue, JaneMytholmroydWest Yorkshire

Sharon, Maureen,LoughboroughLeicestershire

Rex, Wendy, Draycott Gloucestershire

Penny, Rita, Nutfield Surrey

Roger, Gloria, Eastleigh Hampshire

Adriana, Jackie, LisburnCounty Antrim

Best Fabric Upholstery

Extra giftworth £170with orders

placed at theshowrooms!

Interio

rs Mo

nth

lySeptem

ber 2009


OuterCoverSpread_IM_0909 25/8/09 12:23 Page 1

interiors monthly september 2009

Documents

e t e s e r

r p e t s f u r n

t u r e r u g s b e

s t e r y v

r s t f o r f

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