Interiors Monthly August 2008

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

Martin Harris Exclusive interview

Awards 2008The winners revealed

Interio

rs Mo

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ugust 2008

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

BE COLOURFULIn a couple of weeks or so the Fun on the Floor carpetmarketing campaign is due to get underway. Talkingexclusively to Interiors Monthly, Martin Harris,Carpetright commercial director expects to pick up abouta third of the extra carpet sales he anticipates thecampaign will generate. If his forecasts are right, thatleaves more than £130m of sales that other retailersshould be able to grab (see p6). But only if you arestocking what shoppers want.

Colour is becoming more and more important, asconsumers look for something other than beige orbrown. No-one is suggesting that the market will betransformed overnight as the country switches en masseto reds, blues and oranges, but with Fun on the Floorlikely to be promoting brighter shades, not having anyon display will be a huge own goal. If you don’t haveany already, expect plenty to be on offer at the NationalFloor Show next month (see p82).

As the summer progresses (now that it seems to havefinally arrived), suggestions earlier in the year ofimpending economic meltdown seem, thankfully, to beas reliable as England’s middle batting order. UnitedCarpets (see p7) and Furniture Exhibition Centre (see p12)have demonstrated that consumers can still be persuadedto buy, if you have a focused message (see p92). At timeslike these getting your name into the minds ofconsumers is vital. What does your branding say aboutyou? Do you have a consistent message or are shoppersconfused about what your business is offering?

The move by Interiors Birmingham to product specifichalls by 2010 is to be welcomed (see p10). This shouldmake retailers’ lives much easier and save them fromwalking past aisles of products they have no interest in.

A huge thank you to all of you who voted in theInteriors Monthly Awards 2008 (see p33). Thecompanies you chose can be rightly proud that youhold them in such high regard. Congratulations to all.

Fall for 1,000s of great value carpets,laminates, vinyls, tiles, rugs and real woodfloors at yourfloors.co.uk – like this RogerVanden Berghe Panache carpet in brown.With free delivery and samples, it’s easy tofind something you’ll love.

Interiors MonthlyEditor: Andrew KiddT: 01732 766333 E: [email protected]

Furniture Sales Manager (Southern): Tim BodenT: 01732 367757 E: [email protected]

Furniture Sales Manager (Northern): Jarrod BirdT: 01565 659414 E: [email protected]

Carpet and flooring Sales Manager: Joanne MillerT: 01732 766344 E: [email protected]

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

Registered in England no. 6397722

Printed by St Ives Westerham Press Design by Icon Colour Ltd © Interiors Media Ltd

Editor’s comment

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

Martin Harris Exclusive interview

Awards 2008The winners revealed

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

Aug

ust

2008

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6 Carpetright targets MargotDorma sold for £5m

7 United enjoys sales growth Administration for Floors-2-Go

10 Interiors Birmingham: all changeHalo management shake-up

12 FEC: award winning retailing

18 Carpetright: Martin Harris talksexclusively

33 Interiors Monthly 2008 Awards

68 Leather upholstery: TCS delivers

70 Leather upholstery: Dinner time

72 Carpet: Roger Oates

76 Review: Floorstyle

78 Review: Manchester

82 Preview: National FloorShow, Harrogate

3 Comment

24 New products

92 Marketing

94 Entertainment

97 Lifestyle

98 Final polish

Contents

News

Features

Regulars

Martin Harris on succession

Preview: 100% Design

Training: all you need to know

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6 Interiors Monthly August 2008

Upholstery chain ScS has beensaved from collapse after itwas bought by Sun CapitalPartners, owner of furniturechains Sharps and Moben.

The chain put its parentcompany into administrationand sold its trading arm afterit was unable to obtain creditinsurance and its bankers saidthey would not renew itsoverdraft. Without the deal

ScS would have been unableto pay its suppliers and therent on its 91 branches – onlyone is owned by the chain.

Sun Capital, which alsoowns US furnituremanufacturers Rowe Furnitureand Lexington, is believed tohave paid a nominal sum forScS but made a majorinvestment in working capital.The chain’s management,

headed by Mike Browne andDavid Knight have beenretained.

The deal leaves shareholderswith nothing.

‘Certainly it is good newsfor the staff, suppliers andcustomers. It is a shame thatthis is where we have endedup but we are dealing indifficult times and we feel thatSun Capital can help us go

forward,’ says Knight.Browne says Sun Capital

was the only option as it wassufficiently interested and hadthe funds for a deal thatwould keep the chain open.

After a spate of profitwarnings, shares in ScS fell bymore than 90% this yearbefore being suspended at6.5p. In April 2006 theypeaked at £5.70.

News

Carpetright is preparing amarketing campaign thatfocuses more on inspiringconsumers rather than itstraditional discountingmessage.

Speaking exclusively toInteriors Monthly, MartinHarris, Carpetright commercialdirector says: ‘My challenge is, to use The Good Lifeanalogy, that I have one sideof the fence well and trulycovered but Margot is mycustomer. How do I convinceher that she is mad not tocome to me?

‘Yes, it might not be theperceived thing with the POSsaying 50% off and I’m adiscounter, but actually the

end to end service is as goodas anywhere else and betterthan most.

‘That’s my challenge, to stillhave the 50% off message

but almost reassure middleclass Britain that actually it’sOK to come into my storebecause I have so much more.I challenge them just to use us

once – I think they’ll besurprised and use us twice,three times,’ he says.

Harris also reveals that heexpects the chain to take athird of increased salesgenerated by the Fun on theFloor campaign, which begins next month. He saysthe campaign could lift carpet sales by £200m to£2bn, leaving £133m of salesup for grabs.

Carpetright saw UK andRepublic or Ireland like for likesales fall by 2.7% in the yearto 3 May. Group sales rose9.6% to £521.5m and pre-taxand pre-exceptional itemsprofit rose 7.6% to £62.1m.See p18

Carpetright is expanding its target to the Margot’s of Britain

Carpetright set to target middle class Britain in marketing revamp

Home furnishing retailerDunelm has paid £5m for theDorma bedlinen brand.

As part of the deal previousowner Dawson Internationalwill supply the 89-store chainwith Dorma and own-label

bedlinen for four years. Dawson will continue

the Dorma department store concessions untilJanuary 2011. The Dormabranded operations lost£3.6m last year.

Dunelm buys Dorma

ScS saved as it joins the Sharps stable

MBO for Beds DirectThe management of BedsDirect has bought the retailerafter placing it intoadministration, reducing thechain from 42 branches to 20.

The administrator,PriceWaterhouseCoopers, saysthe chain, which also tradedas Helibeds UK, had paid the

price of expanding too quickly.It says the offer from Ivor

Marr, md, was the bestavailable but creditors areunlikely to receive any monies.

Marr says he is nowrelatively confident afterreducing the size of thecompany.

UK

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6news_IMaug.qxp 30/7/08 20:19

News


Floors-2-Gotrades on as a buyer is sought

Flooring and beds retailerUnited Carpets hasdemonstrated that growthand profitability are possible,lifting flooring like for sales by 7.9% in the 16 weeks to17 July.

Paul Eyre, chief executive,said the 68-store North andcentral England chain wouldbe able to take advantage ofindependent retailers’ lowermargins and was well placedto give Carpetright ‘a run forits money’ in its heartlandareas.

Independents are ‘going to

find it tough,’ he says withlower margins as ‘most arebuying from a distributor anddecreasing sales will affectthem more than ourselves orCarpetright.’

Ian Bowness, financedirector says the company hasbenefited from its mix ofowned and franchise stores as‘during a tougher economicclimate there’s a lot moreincentive [on franchisees].There’s a lot more pressure onhim because that’s his onlysource of income.’

But the chain has taken five

franchises back into ownershipand re-franchised six stores inthe year ended 31 March.Since then it has takenanother five into ownership,re-franchised six and openedthree company stores.

Compared with many otherretailers, United has seenrelatively limited effects ofconsumers’ economic worries– with flooring like for likesales growth dropping from10.2% in the year to 7.9% inthe 16 weeks. Sales rose by8.8% to £59.1m in the year,with pre-tax and exceptional

items profits 20.8% higher at£1.73m.

While like for like bed salesrose 7.4% in the period, thiswas against weakcomparatives and sales fell by1.8% in the year. Performancevaries across the chain, andUnited says sales should risewith improved training.

The focus on value formoney has helped insulate itfrom weaker consumerspending, but United warnedthat it was not immune tohigher raw material prices andthe strength of the euro.

Eyre predicts independent woes asUnited Carpets continues to prosper

Floors-2-Go has an ‘established online presence’

Two senior directors at Hilco,the turnaround specialist,have joined the board of MFI, according to pressreports.

Andrew Pepper, Hilco UKchief operating officer andPaul McGowan, chiefexecutive, joined the board ofMEP Mayflower (Holdings),MFI’s ultimate parentcompany, in May, accordingto accounts filed atCompanies House.

At the same time, GaryFavell, MFI chief executive,resigned from the board ofMEP Mayflower (Holdings),although he remains on theboard of the retail chain andits immediate parentcompany.

The chain declined tocomment.

Earlier this summer thechain was unable to securecredit insurance on its £24madvertising spend.

Laminate and wooden floorretailer Floors-2-Go continuedto trade as administratorssought a buyer for the chain, as Interiors Monthlywent to press.

Accountants Kroll wereappointed on 21 July. It hasclosed 41 of the 132 branchesand made 97 of 450 staffredundant.

In December 2006 thechain was bought by itsmanagement, backed byventure capital firm AlchemyPartners in a £52.4m deal. It isbelieved Alchemy investedabout £20m in the takeover,with debt funding by NationalAustralia Bank.

Trading at the chain hassuffered as the housingmarket has slowed. Sales werereported to have fallen below

£1m a week before Kroll’sappointment.

In June, Jon Moulton,Alchemy founder said he washappy with its debt position.

The chain is understood notto have run out of cash, butbreached banking covenantswith National Australia Bank.Kroll was unable to comment,but said it was trying to sellthe chain as a going concern.

‘Floors-2-Go has a strongbrand, a well-dispersednationwide network of stores,an established online presenceand a contracts division, sodespite the harsh tradingconditions, we remain hopefulof selling the business as agoing concern,’ says FraserGray, Kroll partner.

It says existing orders anddeposits would be honoured.

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News

Interiors Birmingham, the UK’slargest interiors trade show, isto undergo a major shake-up,with exhibition halls becomingproduct specific.

After a reshuffle of halls forJanuary’s event, 2010 will seehalls allocated a dedicatedproduct type. These will be:Design Interiors, High-endClassic, High-end Modern,Bed and Bedroom, DiningRoom Furniture, Cabinet,Living Room, Occasional,Furnishing accessories, Soft

furnishings, Upholstery,Lighting and Outdoorfurniture.

This move is likely to seemost exhibitors relocated.

In 2009, all of the high-endcompanies from across thefurniture and design interiorsmarket are being moved intoPavilion, Hall 1 and Hall 2,creating high-end classic andmodern halls. Lighting will belocated in Hall 9, softfurnishings and furnishingaccessories in Hall 3 and the

remaining halls (4-8) willhouse a mix of volumefurniture.

Organiser CMPi says themoves follow 18 months ofresearch among visitors andexhibitors, involving 2,000people.

‘Having listened to industryvoices and proactivelyestablished a solution to manyof the uncertainties, webelieve that these changes willhelp buyers plan their daysmore efficiently and ensure

navigation around the show ismore logical, offeringreinvigorated halls that willgive a new dynamic to theaudience,’ says AndrewVaughan, InteriorsBirmingham event director.

Meanwhile, SilentnightGroup has announced it willnot attend the 2009 show,citing a need to control costs.The group was one of thelargest exhibitors in Hall 5.

The 2009 event is from 18-21 January.

Almost half (49%)of shoppers who

have seen TheCarpet

Foundation’sconsumer

advertisingcampaigns,

remember seeingthem, according to

research. It alsofound that 46%

liked theadvertisements and

46% agreed they‘told them things

they didn’t alreadyknow’. The

Foundation intendsto exploit the

finding that buyinga carpet from anUK manufacturerwas important orvery important to

66% ofrespondents in

future campaigns.

Interiors Birmingham set to switch to product specific halls by 2010

Cabinet and upholsteryimporter Halo has made majormanagement changes, inwhat it describes as ‘takingaction to stay competitive’.

Among those maderedundant were RichardGomersal, UK md; KateHardcastle, director ofmarketing; and Mark Flint,head of sales, along witheight marketing, customerservices and finance staff.Craig Wilson, operationsdirector is to leave inDecember.

Charlie Oulton, owner, hasassumed responsibility forsales and marketing. SamJackson, product manager,has added operations to herrole and Fiona Buckley, financedirector, is now alsoresponsible for administration.

The company says it ‘will bedrawing increasingly on itsinternational resource andsuccess [understood to besister company Halo Asia, runby Tim Oulton].

‘Significant increases in rawmaterial cost prices, coupledwith the challenging tradingenvironment, have triggered arange of measures to cut thecost base and preserve thelongevity of Halo. Halo’sglobal outlook will allow thecompany to be efficient andfocused to help its retailerscompete,’ says Halo.

Last May, Halo promotedFlint from national accountsmanager, Hardcastle fromhead of marketing andJackson from operationsmanager to product manager,while adding to its marketingand sales teams.

Richard Gomersal

Management casualties asHalo embarks on cost cuts

Training on the floorVinyl company Amtico hasinvested in a training centreat its Solihull, West Midlandsoffices.

A Product and Salestraining course has beenestablished for retailers,

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Furniture profile

FURNITURE EXHIBITIONCENTREBRAND BELIEVERConcentrating on brands and the top-end while targeting a specific customer group, has brought success to the Gloucester and Worcester stores

Worcester and Gloucester FurnitureExhibition Centre is the Interiors MonthlyBest Furniture Retailer (1-3 stores) for2008. By focusing its attention on the50-plus age group and supplying themwith top end products, it has created amajor reputation across the region.

The core to this is the belief of DavidWood, md, in brands. Look at anyproduct at the Worcester store and its

POS clearly lets you know who themanufacturer is. No own-label or tryingto avoid any question of country ofmanufacture here.

‘A lot of customers will take comfortand security from the brands. We builtthe business up on the brands and areknown for them,’ he says.

‘Most customers are over 50. It’s thebest place to be as they have 70% of the

wealth. We’ve tried to stay at the topend and buy British when we can butwe are not afraid to go outside thecountry, for example Christian Harold.

‘There is no point in going to Chinaand getting cheaper and cheaperproducts and driving down the price.’But this is not to say Wood has issuesabout where products come from.

‘There is nothing wrong with UK

Brands deliver for David Wood (left) as the doorway of the Worcester store demonstrates

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Furniture profile

firms manufacturing abroad, for exampleFrank Hudson, as it’s a global economy,but you have to have the quality andservice, otherwise we’re not interested.I’ve always had the belief that its betterto sell one £2,000 set than four £500sets,’ he says.

An example of Wood’s faith in brandscame when Silentnight Group endedproduction of Nathan. He bought alarge quantity of finished pieces, safe inthe knowledge that they would sell,which they did. Customers came from asfar as Cornwall and Manchester to buy,and Nathan remains one of the retailer’sbestsellers.

Contributing to the success is thatWood keeps a lot of the products instock, which is a major sales tool for thefirm. About half the Nathan products ondisplay are available from stock and thepolicy is repeated across many brands.

Some £450,000 of stock is either onthe shopfloor or in the warehouse thatoccupies the upper two floors of theGloucester store.

‘We sell a lot from stock, which at thequality end is quite unusual. Usually it’stwo to three day delivery. It’s asignificant part of the business and

people are attracted by it. Especially thesmaller pieces – many customers will buyon a Saturday and collect them. Theyexpect to have them when they buythem, for example occasional.’

A large stock of lift and rise reclinersand high and low chairs is also carried,so if a customer comes in and says aparent is coming out of hospital andneeds the chair, they can come an see itand have it a couple of days later.

The Grade2 listed building that housesthe Worcester branch was used as afurniture store by W&F Webb from 1891to 1970. It was reopened two years lateras Worcester Furniture Exhibition Centreand Wood joined in 1975. After a fewyears he took over the running of thebusiness, became a shareholder, and in

1999 completed a management buy-outwith his wife Sarah.

A senior nursing manager, she startedout with computer training at the storeand has been there ever since. Thefamily connection is completed by theirson Ed, who after gaining a degree inmarketing and design and working forHSBC, joined two years ago and isresponsible for merchandising at theWorcester store.

Importantly the MBO also includedthe freeholds of both stores. ‘Even in the1980s I realised that if you didn’t ownthe land, it’s very difficult in furnitureretailing,’ he says.

Before entering retail, Wood had acareer as a journalist and newspapermanager, working his way up from a 16year-old office boy at the local paper toNews International management.

‘I always liked retail and I could do itin a relaxed way,’ he says, explaining thechange of direction.

Gloucester has also seen a change ofdirection, thanks to the redevelopmentof its docks and the £200m GloucesterQuays scheme. In the 1970s theGloucester store was in a rundownpart of the town, next to the red

Most customers are in the 50-plus age group

‘We built thebusiness up

on the brands and are known

for them’

Brands are clearly identified


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15_IM_0808 28/7/08 14:10

light district. Now it looks over theHistoric Docks and is the nearest store tothe development. All traffic for thescheme goes past the Gloucesterbranch, which is likely to benefit fromthe 1.5m extra visitors theredevelopment is expected to bring.

‘Gloucester always had a leakage ofshoppers to Cheltenham and CribbsCauseway, but this should stop now.Worcester has always attracted lots ofday shoppers from a wide area of theMidlands. They find the store and say“We don’t have anything like this athome.” Some are astonished that wewill deliver to them.’

The retailer has a 50 mile radius freedelivery and disposal policy. It donatesthe furniture to charity, but if this is notpossible it is recycled.

A large part of the company’smarketing is based on its database of10,000 customers covering the past

decade, which sorts them by date,spend and brand. They receive twomailers a year, along with occasionalbranded mailers.

‘We know that 50% of business isrepeat from established customers. Wetake a certain amount of comfort fromthe fact that they tend to come back.’And Wood plans to give them morereasons to return. A third retail floor willbe introduced at Gloucester once the

redevelopment is up and running,leaving 5,500sqft for warehousing. AndWorcester is to be given more storagespace by converting currently sealedbasement rooms to warehousing. Mostof the basement is occupied with soldproducts and the move will allow Woodto carry more stock.

So far this year £20,000 has beeninvested in an IT system from Radii andupdating its website.

Wood took his retail ethos from aMarks & Spencer carrier bag from the1970s that declared ‘quality, value andservice’ and it is an approach thatcontinues to work today.

‘We’re not going to hassle them[customers], we want to find out what they want and try to help them. Footfall may be lower but themajority of the people coming in areinterested in buying. Sales are up 3% on last year.’


Furniture profile

Furniture Exhibition Centre holds a great deal of stock so customers do not wait too long for their goods

‘50% of business isrepeat… we take acertain amount ofcomfort from the

fact that they tendto come back’


17_IM_0808 28/7/08 11:20


Flooring profile

CARPETRIGHTCHALLENGING MARGOTIn his first media interview, Martin Harris discusses changing its marketing pushto include middle class Britain, Fun on the Floor and the need for colour

When the national Press want acomment on the state of the interiorsmarket, Lord Harris is usually top of thelist of people to ask. After 50 years ofselling carpets, the Carpetright founderand executive chairman can be relied onto tell it like it is. His son Martin,commercial director responsible forbuying, marketing and logistics and theheir apparent as the next chief executive,on the other hand has never given aninterview with the press. Until now.

In a wide ranging discussion, he talksabout succeeding his father, theirrelationship and his approach toretailing, issues which will be covered inthe second part of the interview.

Carpetright’s marketing message is,largely, simple: if you want to cut thecost of buying a carpet or vinyl,Carpetright is the only place to go. But,Harris is looking to update this in aneffort to attract a better-off shopper.

Its newspaper advertising has been,

he says ‘very focused’ on the discountmessage but its pitch in the glossymagazines has been more aimed atpushing the message of product, notprice. About a month ago he begandeveloping a campaign that moves thismessage on to a wider market.

‘I’m having conversations within theorganisation about this, I feel quitepassionately about this. We’ve got thediscount customer well and trulyconvinced that we are the place to goand most consumers who shop with usare remarkably surprised at the servicethat we provide. We get lots of letterssaying “Well done”.

‘The last one I read said “We came inon a Monday and looked at a carpet, Ibrought my husband back that evening.On Tuesday we came and paid for it. OnWednesday your estimator came andmeasured and your fitter came onThursday and fitted it. Is this normal orexceptional?”.’

The order in question was cut anddelivered from its National DistributionCentre and illustrates, Harris says, whatwill become more of the norm.

‘My challenge is, to use TheGood Life analogy, that I have one

‘That’s mychallenge, to stillhave the 50% off

message but almostreassure middleclass Britain that

actually it’s OK tocome into my store’

Martin Harris (left)

flooring_p18_22_IMaug.qxp 31/7/08 12:53

Rug Collection 2008Turn a house into a home witha Plantation Rug

View the 2008 touchy-feelyPlantation collection at theNational Floor Show, Stand A23.

T: 0161 430 8700www.plantationrug.co.uk

19_IM_0808 28/7/08 11:40


Flooring profile

side of the fence well and truly coveredbut Margot is my customer. How do Iconvince her that she is mad not tocome to me? Yes, it might not be theperceived thing with the POS saying50% off and I’m a discounter, butactually the end to end service is asgood as anywhere else and better thanmost. A few independent retailers cancompete with us but I think we give thatservice right the way down to thefitting.

‘That’s my challenge, to still have the50% off message but almost reassuremiddle class Britain that actually it’s OKto come into my store because I have somuch more. And I do have so muchmore. I challenge them just to use us

once – I think they’ll be surprised anduse us twice, three times.

‘What I now have to do with Fun onthe Floor (FotF) happening [fromSeptember] is to get an advertisingcampaign that says: “Try us – you willbe surprised. I guarantee you’ll besurprised.” How am I going to getpeople to come to me?. I’ve just got toinspire my customer a little bit more, butI’ll always be a discounter. I can’t changemy spots. What I have to convincepeople is that it’s not a reason not tocome in, that’s probably another reasonto come in.’

And attracting these consumers willrequire offering a change from thebeiges and browns that dominate most

stores – including Carpetright. ‘There is a bit of a problem with the

industry – we’re only making beige.We’re making a self-fulfilling prophesy of only selling beige. FotF will oil the wheels of change. We have to push [colour] as we are stuck in beigeand brown.’

Harris recounts talking to a supplierand asking for some colours, three orfour in a palette of 15, to be included ina new range. The sales director indicatedthat this wasn’t going to happen.

‘I said: “The problem with you is youare not looking. You are only looking attoday, not tomorrow. I’ll tell you rightnow, they will not be your bestsellers,but they might be in a year’s time andyou could be first in, so put them in.”

‘The clever suppliers are starting to doit already, you only need a couple, 80%will still be beige and brown but you doneed to pick up some of that that 20%,’he says.

And with FotF, he expects the carpetmarket to grow from about £1.8bn to£2bn. He expects Carpetright to take athird of that, leaving other retailers tobenefit from £133m of extra sales. Hesays he doesn’t mind others getting thebenefit of Carpetright, Headlam and 10supplier’s £6m spend over two years.

‘All I was trying to do was stimulate[when he thought of FotF]. There wastoo much money being spent onother areas of enjoyment. No-one

‘80% will still bebeige and brown

but you do need topick up some ofthat that 20%’Harris wants more colour in ranges


21_IM_0808 28/7/08 11:41

was sticking up for our industry, witheverything about iPods and flat-screenTVs. No-one was talking about home,and I thought we have to start talkinghome.

‘It’s ironic that the credit crunch hasnow hit. Once people have had theirholidays, which they probably booked atChristmas, people will be staying athome. A lot of homes have beendesigned to have that minimalist look.That’s lovely if you are only a visitor, butit’s not very homely. We’ll start changingour homes back into homes, rather thanhotels fairly soon when we have to staythere and that will help this industry.’

So did suppliers have a choice tosupport FotF or not? Harris insists hetreats suppliers fairly and without themthe campaign would have been no morethan a wasted meeting. However, as the

country’s largest retailer there was amessage behind the discussion.

‘Everyone had a choice. I was chairingthe first meeting and said: “We arewilling to invest £1m, are you?” Wecame up the [funding] mechanism andwent round the table individually. Wedidn’t mind if they said no, it was ameeting and all it would have cost uswas a morning. I think it was the firsttime I’d seen suppliers talking abouttheir businesses in an open forum.

‘When Headlam agreed it would backour £1m with its £1m, that was the lightswitch turned on when the supplierswent: “They are willing to do it, howcan we not, if there is such acampaign”.’

At that meeting, in spring 2007, acouple of voices were unsure.

‘If nine out of 10 suppliers said “We’re

in” and one said “I’m not,” I couldn’tlook at him in the same light as theothers as he had a different cost baseand so a competitive advantage,’ saysHarris. ‘So why should I allow him acompetitive advantage by promotinghim in my stores. That would be naiveof myself. Others may say “Well I’mwilling to put up with that,” [but] Ithought that was wrong.

‘If half of [the suppliers] are in and halfout, it’s a non-starter anyway. There wasonly a couple who at that stage wereunsure and I said: “If you don’t come Iwon’t be promoting you as strongly as Iused to or I won’t be buying yourcarpet,” because I think that’s unfair.

‘I won’t take on new suppliers now ifthey don’t come in as they should puttheir money in to support the industry. Ifit doesn’t work in two years, we’ll giveup. I’m hoping we’ll be doing this in 20year’s time as it’ll be successful.’

Next month: In part two of the exclusiveinterview, Harris talks about thesuccession question: ‘It’s not the holygrail,’; the relationship with his father: ‘Iallow him to play in my pond,’; histhoughts on independents who dislikethe chain: ‘When have independentsinvested in the industry for me?”; and theimportance of charity.


Flooring profile

‘I’ll always be adiscounter. I can’t

change my spots. What I have

to convince people is that it’snot a reason not

to come in’Carpetright has 213% of the UK flooring market


23_IM_0808 28/7/08 11:41


New products

3 4

5

21

1 The Phoenix sofa is the latest additionfrom Limelight. It features a simplesingle-slide mechanism to convert thesofa into a 4ft bed with a deepcomfortable mattress and sumptuousfabric covering. Tel: 01455 850 150.

2 The black Maracarpet from Design ByUs has a coloured edging in purple, lime,blue or black. Tel: 00 38 118 086.

3 In response to growing demandacross all market sectors for flooring thatprovides underfoot safety and acousticperformance, Polyflor introducedPolysafe Wood FX Acoustic. Anintegrated foam backed layer reducessound by 19dB and offers both

enhanced underfoot comfort and anti-fatigue benefits. Tel: 0161 767 1111.

4 Kettle Containers has added 11bedroom pieces, sized for modernhomes, to its living and dining Rutlandcollection. Thanks to its new 31,500sqftwarehouse in Corby, Northamptonshire,the range is available for delivery in 72hours by van (orders over £3,000) orpallet (over £1,000). Tel: 0845 678 1155.

5 The Andaman lift-and-tilt chair is partof Sweet Dreams’ new upholsterycollection. It is versatile, comfortable,with a textured chenille in patternedstone or plain chocolate (shown)colours. Tel: 01282 830 033.

products_IM_aug_p24.qxd 30/7/08 20:55

MAX DIVANI UK / IRELAND Matthew Kutas Furniture Agency Torp House, Rothersthorpe, Northampton NN7 3JB

Office T. +44 (0) 1604 832955 F. +44 (0) 1604 832965 [email protected]

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25_IM_0808 28/7/08 11:42


New products

6 & 7 Described as ‘sumptuous’ and‘gorgeous’ by visitors to theManchester Furniture Show, TotemFurniture added three tables to itsoak Provence living and dining roomcollection and two to Rustique. Withthick tops, rounded corners, softmoulded edges and high qualityframed engineered panels for stabilityand a lacquer finish, they were muchadmired, as was the price. Thecollection now comprises 39 pieces,including bedroom. Its Rustique rangein European oak is packed withfeatures and quality. The colour andfinish chosen has given each piecethe look of far more expensive Frenchoak furniture. Tel: 01785 600 300.

8 International Furniture Direct hasintroduced a POS arm frameconstruction for its Eco-friendlyReincarnated Things upholsterycollection. The frame is made fromsolid beech or birch kiln-dried timber,

with screwed, glued and dowelledjoints. Tel: 0845 223 4900.

9 Amtico International’s SpaciaContour features an authentic ceramiclook and is available in sixcolourways; Oatmeal, Earthen, Bone,Cotton, Sand and Suede. It offers anunique alternative to traditionalceramic tiles with the added durabilityof vinyl. Tiles are 400mm x 400mmand have a 10-year depreciating wearguarantee. Tel: 0121 745 0800.

10 Ethnicraft’s Oak Stonecutcollection includes sideboards, TVcupboards, wall shelves and coffeetables. Its focus is all aboutcraftsmanship through texturedsurfaces. The idea of creating acontemporary ornament in thefurniture’s front panels by horizontal cuttings gives any interior an original touch. Tel: 00 32 3443 0126.

8

9

10

7

6

products_p26_IMaug.qxp 31/7/08 13:31

27_IM_0808 28/7/08 11:42


11 Yasmina Kossmann, Tai Ping Carpets design director says shewas strongly influenced by her memories of being raised inMorocco when designing the Caravan rug collection, includingLimouna. Tel: 020 7808 9650.

12 Element 7’s engineered wooden collection includes theBrushed larch wide plank flooring. The wood engineeringtechnique used in the construction of an Element 7 wide planksets a world-class standard. Planks are available up to 340mmwidths and 5m lengths. Tel: 020 7736 2366.

13 Stockists are increasing for Novostrat’s Sonic Gold Excelunderlay thanks to its ability to deliver a noise reduction of 22dbwhile a roll only weighs a fraction of traditional underlay, making iteasier to store, handle, deliver and lay. Tel: 00 353 6133 9287.

14 MasterPiece’s software has a spread of capabilities. Ameasuring and planning capability can be progressively enhancedtowards comprehensive business support, from first customercontact, through the visit to measure, revisions and fitting. Thisallows stores to gain more throughput with fewer staff, lessmistakes and a more professional presentation. Tel: 01737 355831.

15 Office Furniture Imports works closely with its in-house designteam and factories to enable it to bring the best in new design tothe home office. Using a contemporary mix of glass and chrome itsworkstations offer affordability, style and functionality that suits anyhome or office environment. Tel: 0845 652 1401.

New products

11

12

1314

15

products_p28_IMaug.qxp 30/7/08 21:07

Customised containers brewed to your requirements. Select from over 200 quality items of 100% solid wood furniture from 15 collections in any quantity and in any array. With no deposit needed, your container will arrive in just four to six weeks with each item of furniture carefully cosseted in 100% recyclable packaging.

Cottage Creampainted furniture for living and dining

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29_IM_0808 29/7/08 12:09

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30-31_IM_0808 31/7/08 08:57

For samples of our new and existing ranges, a copy of our newbrochure or to become a Crucial Trading retailer call 01562 743 747or visit us at crucial-trading.com

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32_IM_0808 29/7/08 12:50

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

AWARDS 2008Rewarding excellence

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

awardCov_p33.qxp 30/7/08 17:20


Awards

BEST RETAILER/INNOVATIONCREAM OF THE CROPThese awards recognise the best in interiors retailing and innovation, for multiples and independents

FURNITURERETAILER (4 PLUS STORES)MARKS & SPENCERAt a time when many retailers are seeinga drop in sales, Marks & Spencer hasbeen able to boast a 5.1% increase inhomewares sales in the quarter to thestart of July.

After the Lifestore episode when thechain lost sight of its core customer baseand suffered from poor quality control, ithas restored its position as the multiplefurnisher to middle-England. Pricing has

become keener and products improved. After a period when it looked like

furniture was something the chain had lost interest in, it is once againcentre stage.

FURNITURE RETAILER (1-3 STORES)FURNITURE EXHIBITION CENTRE

Since buying the Worcester andGloucester retailer in 1999, David Wood,md has moved firmly upmarket andconcentrates exclusively on brandedfurniture.

Service is most important so it keepsalmost £500,000 of products in stock toensure fast delivery.

A staunch supporter of UKmanufacturers, Wood is not adverse to

imports if the quality is right. Why shouldretailers constantly seek to drive downprices, he asks, preferring to make one£2,000 sale rather than four £500 sales.

Having what some may see as atraditional approach has not stopped theretailer investing heavily in IT systems andits websites this year. With salescontinuing to grow, about half of itsbusiness is repeat custom.

FLOORING RETAILER (1-3 STORES)GODIVA CARPETSThe long established Coventry andWarwick retailer offers a huge range ofwell-laid out flooring across all productsectors. Its list of suppliers is a virtualWho’s Who of the industry, both UK andoverseas, while its large stock holding ofrolls of carpet and laminate and woodflooring ensures quick delivery.

The company uses its own software torecord every estimate, allowing it to trackenquiries for eight years. It hasconquered online price comparisons fromconsumers by offering Internet prices, butonly if they accept what the firmdescribes as ‘Internet service levels’. Mostopt for the in-store package.

retailer_p34_35_IMaug 30/7/08 15:07


Awards

FLOORING RETAILER (4 PLUS STORES)CARPETRIGHTThe UK’s largest flooring retailer’s abilityto attract shoppers and deliver profits iswithout argument.

As it celebrates its 20th anniversary,Carpetright trades in six countries: UK,Republic of Ireland, Holland, Belgium,Poland and Germany. From sales of£521.5m it generates a pre-tax profit of £62.1m and gross margins continue to increase.

The opening of its National DistributionCentre has cut delivery times to its 559UK and Republic of Ireland stores by twodays, generates large savings on cuttingand has allowed it to make industryleading improvements to itsenvironmental impact.

It initiated the Fun on the Floorcampaign, due to start next month, andwhile its marketing currently continues toemphasise discounts, it has been able toincrease the value of its average order by

5% in the past year. Lord Harris, thegroup’s founder – for whom 2008 is his50th year selling carpets – has hisdetractors but continues to have anundisputed winning formula.

INNOVATION OF THE YEARYOURFLOORSWith the majority of independentflooring retailers yet to move online,Yourfloors.co.uk firmly pushes thesector into the 21st century.

Participating retailers have their ownpage on the website, which handlesall aspects of ordering. Products aredelivered to the store for the retailer toarrange delivery to the consumer.

Yourfloors allows independentretailers to have an online sales facility

without any effort, and virtually nocost. Prices of the 2,000 HeadlamGroup products can be set by theretailer, along with delivery options.

With more consumers looking onlinefor flooring, Yourfloors gives retailersthe opportunity to tap into this marketwithout becoming involved in pricecomparisons. It also gives Headlam anonline headstart that rivals may not beable to catch-up with.

ONLINE RETAILERFURNITURE123Since its foundation in 1999 – a timewhen consumers were wary ofmaking online purchases and usingdial-up to connect to the Internet –Furniture123 has established itself asthe largest pure online furnitureretailer.

By removing the need to physicallydisplay its furniture, the retailer is able to offer more than 16,000

products – many with next daydelivery.

While online retailers have comeand gone by trying to offer rock-bottom prices, Furniture123 hasprospered by combining reliability,choice, service and prices that arelower than bricks and mortar stores,but not so low that it cannot offer thefirst three elements.

retailer_p34_35_IMaug 30/7/08 15:08


Awards

BEST UK FURNITURE SUPPLIERWINNER: ALSTONSAs sales approach £40m, family values are still important

Courtney sofa

Chantilly bedroom

Alstons Furniture is a family owned andrun business that places great emphasison maintaining family values in itsundertakings. The company has anenviable reputation for creating stylishfurniture, providing high levels of serviceand manufacturing quality products inthe UK.

Its origins can be traced back to the1700s when the family had a furnitureshop in Chelsea that also operated itsown repair workshop.

The Alstons Group, as it is knowntoday, came into being more than 60

years ago and has two operatingdivisions, with a combined turnoverapproaching £40m.

Alstons Cabinets is its bedroomfurniture business based in Ipswich,Suffolk and Alstons Upholstery is locatedin Colchester, Essex.

The head office is in Ipswich and thetwo companies employ some 400 peoplebetween them.

The group has recently invested£100,000 in upgrading the Ipswichshowroom and in recent years it haswidened its product range.

Fsupplier_p36_IMaug.qxp 31/7/08 13:36

classiccollection

For more details about Dusk or the other ranges in our "classic collection" go to www.alstons.co.uk, call 01473 277202 or email [email protected]

Dusk

37_IM_0808 28/7/08 12:32


Awards

BEST UK CARPET SUPPLIERWINNER: CORMAR CARPETSFamily ownership, continuous investment and innovation are at the heart of its success

Primo Saxony in porcelain colourway Salisbury

One of the success stories of the Britishcarpet industry, Cormar remainsindependently owned and today ranks as the UK’s leading manufacturer oftufted carpet.

In the past 10 years, turnover has morethan doubled and all carpet supplied byCormar is produced in Britain.

Cormar employs more than 220 peopleat its two manufacturing plants at HolmeMill and Brookhouse Mill near Bury aswell as a 20-strong sales team coveringthe UK and Republic of Ireland. The sitestogether cover more than 30,000sqm.

Tufting is carried out at Holme Mill,while backing and distribution isundertaken at Brookhouse.

Cormar offers 15 ranges, 12 of which

are wool or wool blends. All ranges areavailable in 4m and 5m widths.

Key to the company’s success has beenongoing owner-involvement: NevilleCormack, who established the companyin June 1956, remains chairman and hisson David is marketing director. ‘Thatalong with a policy of continuousinvestment in new plant and machineryand our own distribution fleet has keptus at the forefront of new developments,’says David Judge, md.

With fierce competition from overseas,Cormar has earned a reputation foroffering top service, quality products andreliability of delivery.

Cormar’s own nationwide delivery fleethas become an important part of its

offering to independent retailers,differentiating it from many of itscompetitors. Its in-house fleet of 50 DAFtrucks, renewed on a rolling five-yearprogramme, deliver direct to customersthroughout the UK and Europe.

By operating its own distributionnetwork, Cormar maintains high levels ofservice and dependability for itscustomers.

The vehicles cover about two millionmiles every year, making scheduleddeliveries several times a week to allmajor commercial centres, and at leastone a week to other parts of the UK.

Cormar was voted Supplier of the Yearby the Metro Group and Flooring Onebuying groups earlier this year.

floorSup_p38_IMaug.qxp 30/7/08 21:13

CORMAR

CARPETS

THANK ALL

INTERIORS

MONTHLY

READERS

FOR

VOTING

US

BEST UKFLOORINGSUPPLIER

2008

www.cormarcarpets.co.uk

SUPPORTING

MADE IN GREAT BRITAIN

39_IM_0808 28/7/08 11:44


Awards

BEST OVERSEAS FURNITURE SUPPLIERWINNER: ETHNICRAFTLike Microsoft and Apple, the cabinet firm began life in a garage and has been growing ever since

Ethnicraft uses reclaimed timber and wood from approved plantations for its products

Founded by two young Belgianentrepreneurs in 1996, Belgian companyEthnicraft is a synonym for contemporarysolid wood furniture. After selling ethnicfurniture from a garage for two years,they decided starting with their owndesigns would be the way forward.

Ten years ago the company had onecollection but now produces about20,000 pieces a month, selling some 25collections in more than 30 countries. Allpieces use solid oak, teak or walnut.

It has four production sites in Vietnam,Serbia and Indonesia (two).

Ethnicraft produces ‘emorationalwooden furniture’, a furniture collectionwith two aspects: emotional by thematerials used, rational by the design. Itsinnovative contemporary collection

reflects essential values such as simplicity,authenticity and respect.

As the environment is an integral factorin the quality of everyone’s lives,Ethnicraft is highly concerned aboutenvironmental issues and carefullysources wood. An important share isreclaimed teak extracted from neglectedbuildings or old warehouses; a legitimateand responsible source whereby onlyculturally and historically unimportantbuildings are selected.

For the remainder, it uses plantationwood managed by official authorities,mostly Perum Perhutani, a specialisedagency that is part of the Indonesiangovernment. It applies strict policies onthe size and quantity of trees felled, aswell as annual replanting. Ethnicraft is

Perum Perhutani’s largest customer forthe indoor furniture industry.

Currently, Ethnicraft has no FSCcertified products, but is doing its utmostto obtain the necessary certificates incooperation with Perum Perhutani. In themeantime it shows all official documentsproving a consistent purchase of legalplantation wood and reclaimed wood.

For UK retailers deliveries are usuallyaround two-and-a-half weeks. Deliveriesare handled by specialist furnituretransport firm Jan Krediet.

The company recently changed its UKinvoicing arrangements to take intoaccount the strength of the Euro againstthe pound, effectively reducing prices forUK stockists while also allowing them topay in sterling.

Oseas_p40_IMaug.qxp 30/7/08 13:05

Come and check out all our collections in our showroom in Boom, near Antwerp in Belgium

For more information:ETHNICRAFT NV - Alf Martin

Scheldeweg 5 - 2850 Boom - BelgiumT +32 3 443 01 26 - F +32 3 443 01 27

[email protected]

Interested in becoming a furniture retailer for Ethnicraft to expand their points of sale in the United Kingdom & Ireland? Call or e-mail Alf Martin!

www.Ethnicraft.com

Oak - Teak - WalnutContemporary design

Living room - Dining room - BedroomSolid wood furniture

41_IM_0808 28/7/08 11:45


Awards

BEST FLOORING BUYING GROUPWINNER: SMGFor almost 40 years SMG has ensured that its relationships with suppliers has gained the maximum benefit for members

‘Winning this award has substantiatedSMG The National Carpet and FlooringGroup’s belief that the policies it hasadopted for the future are in the bestinterests of members and suppliers,’ saysChris Moffat, SMG chief executive. ‘SMG’ssupport of industry initiatives andcommitment to heavily promotingbranded products gives our members anunprecedented edge over their localcompetitors, which is something we willcontinue to develop.’

The benefits of being a member ofnon-dictatorial independent organisationsuch as SMG are numerous, says Moffat.

‘The obvious benefit is the additionaldiscounts, preferential prices, rebates andpromotional activity enjoyed by members.These benefits are negotiated on thebasis that they are “permanent” and notonly offered by suppliers when theeconomic climate is difficult.’

The SMG ‘Approved Supplier’ portfolio

is predominantly British and includesmost major brands. Some 80% of itscarpet suppliers are Carpet Foundationmanufacturing partners with whom SMGhas strong working relationships.

The group operates a centralpurchasing scheme that guaranteespayment to suppliers within sevenworking days. This scheme is operated ona ‘no mark-up’ basis and enables retailersto buy products, including beds andfurniture, from suppliers with whom theydo not hold a direct account. Productsare shipped direct from themanufacturers, eliminating the additionalcosts of separate warehousing anddouble handling.

Most of the SMG product portfolio ispromoted under the manufacturers’ mainbrand name, but retailers are offered aselection of own label products under theCounty Crest brand.

‘SMG prides itself on offering a

complete retail support package andcurrently this includes consumer financepackages, preferential credit card rates,free information and advice from TheBSSA and The Flooring Guild, IT packagesand warranty and insurance referralschemes. A group sponsored BusinessSupport Helpline Service offering freeprofessional advice on all legal, financial,managerial, personnel and consumermatters has also proved highly beneficial.Some retailers, who have experiencedproblems with difficult employees andconsumers, claim that this service alone isworth more than their annual SMGmembership fee,’ says Moffat.

‘As the group approaches its 40thanniversary, the intention is to continueto support British manufacturers to thehilt, but a watchful eye is constantlyfocused on the well established andrecognised offshore threats… andopportunities.’

floorBuy_p42_IMaug.qxp 30/7/08 13:49

the ultimate in independent

Buying Power

You have the option of Central Purchasing facilities giving access to a wider range of products at extremely competitive prices

There are so many benefits associated with Membership of SMG The National Carpet & Flooring Group. Here are just a few to whet your appetite...

You enjoy the best prices, permanent discounts and rebate schemes that are available from the leading Manufacturers and Suppliers within the Carpet, Flooring, Furniture and Bed Industries

Consumer Finance, Insurance and Training Arrangements

You have access to the unique SMG Business Support Helpline Service offering Free Legal, Accountancy & Personnel Advice

You receive regular newsletters, promotional material and an ongoing programme of promotional events

An exclusive online Retail Business System that provides electronic ordering, marketing information and business management

Gain ‘New Business’ Opportunities including Insurance Replacement Introductions

You gain the peace of mind that the Group’s Negotiating Team have many years of Industry and Retail experience

You will be amongst 350 fellow retailers who share the desire to survive in an increasingly difficult and competitive market

Exclusive ‘Own Brand’ Collections of Carpets, Vinyls and Beds

If you would like to know more about the most progressive retail support group in the UK Carpet and Flooring Industryplease contact SMG’s Director of Group Development, Tony Lavers on 0118 932 3832. Alternatively email [email protected]

www.smg-group.co.uk

Supporting the British Carpet & Flooring Industry

43_IM_0808 28/7/08 11:46


Awards

BEST FABRIC UPHOLSTERYWINNER: VALE-BRIDGECRAFTThe long-established manufacturer has enjoyed 60 years of uninterrupted production

Vale-Bridgecraft’s Mytholmroyd factory

The winning Amalfi sofa

Vale-Bridgecraft started out in the WestRiding of Yorkshire in 1947, drawing fromthe long established skills in joinery andtextiles the region is known for, as well asits heritage of fine furniture making. In1982 the company moved to it presentsite in Mytholmroyd, near Hebden Bridge.The village is famed for its literaryassociations and superb surroundings ofwooded dales and open moors.

The successful incorporation ofBridgecraft Furniture in 2001 has resultedin the company becoming the largestmanufacturer in the area and proud ofthe fact that harmonious relations withmanagement and workforce has resultedin 60 years of uninterrupted production.Links with local schools and charities alsoplay an important role in its involvementwith the community.

Vale-Bridgecraft believes it has createda niche in the marketplace and sticksdoggedly to its beliefs. Its original designs

usually incorporate good head andlumbar support and are likely going toattract a customer age group of 45 plus.The high proportion of material contentused in the furniture results in a robustproduct that can give many years of life,justifying the company’s claim of qualityand longevity.

Stockists are the lifeblood of thecompany and Vale-Bridgecraft is proud tobe associated with quality independentretailers throughout the country. It alsorecognised some years ago the value ofadditional support for stockists andoperates seven regional showroomssolely for the public to view the fullextent of the ranges.

Some 10% of sales is spent onpromoting the companies’ products,ensuring a stable order book and asecure future. Vale-Bridgecraft ranges are available within 8 to 10 weeks of ordering.

fabric_p44_IMaug.qxp 30/7/08 21:18

Best FFabric UUpholstery

HRH The Duke of Edinburgh KG KT

PATRON

HRH The Duke of York KG KCVO

CHAIRMAN OF THE TRUSTEES

The Outward Bound Trust

BridgecraftBridgecraftaleale

Vale-BBridgecraftNational AdvertisingShowroom Support

Superior DesignQuality & CraftsmanshipRealistic Delivery Periods

Reliable After SalesHigh Standards

Environmental ManagementSupports Local Industry

ale

45_IM_0808 28/7/08 12:12


Awards

BEST RUGWINNER: LOFTFor more than 100 years Brink & Campmanhas been creating inspirational rugs

Since it began producing rugs in Nepal in1995, Brink & Campman has placed astrong emphasis on its social andenvironmental responsibilities,particularly on educational and medicalcare initiatives.

As well as providing employment andcontributions to the Care & Fairorganisation, funding a nursery class isamong the company’s latest ventures.School fees and uniforms are providedalongside an adult education programmefor weavers, in conjunction with theInternational Labour Organisation.

The rugs in Brink & Campman’scollection are free of harmful materials,with all qualities tested annuallyaccording to the Oeko-Tex 100 norm, theinternational standard for the textilesector. This standard restricts or prohibits

the use of harmful pigments or materialsthat are carcinogenic or may causeallergic reactions, for example azopigments, formaldehyde, pesticides andheavy metals.

It has invested heavily in its 2009marketing, due to be revealed atHarrogate. After feedback from stockists,the company has switched to roomsetphotography. The images were shot inmagnificent houses with stunninginteriors and views around Cape Town.

Further evidence of the firmresponding to its customers is thedevelopment of yarns to reduce theshedding of excess wool in the wovenrugs to a minimum by felting of yarns. Bya process of washing and rubbing ofyarns, the wool strands stick together sothat loose pile fibres are anchored.

‘The rugs in Brink& Campman’s

collection are free of harmful

materials, with all qualities

tested annually’

Loft

rugs_p46_IMaug.qxp 30/7/08 21:22

Brink & Campman

‘09

our 2009 collection will be launched at Harrogate

see you at Harrogate - stand no C7

47_IM_0808 28/7/08 11:47


Awards

BEST BEDWINNER: MIRRORFORM REFLEXSealy’s latest model uses a five-zone support system for improved spinal alignment

Sealy’s Mirrorform Reflex

‘From mobile phones to laptops,flatscreen TVs to MP3 players, wedemand the latest developments. Yetwhen it comes to the most importantpiece of furniture in the home, your bed,we seem happy to accept technology anddesign that our great grandparentswould have been happy with,’ says NeilRobinson, Sealy marketing director.

‘Not any more. The Sealy MirrorformReflex Pocket range aims to reduce thebalance. They have all the luxuriouscomfort you would expect from theworld’s biggest bed manufacturer, butunashamedly designed using 21stcentury technology.

‘Many companies can make areasonably comfortable bed that alsoprovides a degree of support. IndeedSealy has been synonymous withorthopaedically superior beds forgenerations. But, comfort and support on

their own are only part of the story.‘The third key factor is pressure relief.

Unless the body’s weight is both evenlysupported and balanced across thesleeping surface, pressure points willoccur. And the only way for the body torelieve them is by tossing and turning.The result is a night of restless, disturbedsleep that leaves you waking unrefreshedand unrestored

‘We realised that just as our bodies arenot uniform, neither should our sleepingsurfaces be. The unique five-zonesupport system allows for perfect spinalalignment as well as giving variable levelsof support to the areas that need it most.A more forgiving zone for your shouldersand a more supportive zone for yourhips, for example.

‘This is combined with a very new typeof pocket spring. Our scientists call thistheir Progressive Response Spring System.

From a technical perspective it is wider inthe middle and narrower at the ends. Inpractical terms however, it means thesprings sense the sleeper’s weight better,progressively giving more support thegreater the pressure that is exerted andso spreading your weight more evenlyand comfortably.

‘Most models also have a continuousair mesh surround for enhancedventilation and cooling and our top ofthe range model (the RPC 7000) goeseven further, with a layer of Sealy’sunique pressure relieving memory foamand Outlast fabric, developed for NASA.

‘Tiny wax thermocules in the fabricabsorb excess heat from the body andrelease it back if your temperature drops.The result is a constant microclimatewhere one sweats less and is less chilled,again aiding a restorative night’s sleepwith less tossing and turning.’

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Comfort, support and pressure relief for the deepest, most undisturbed sleep ever.

The new range of Sealy Mirrorform Reflex Pocket beds combine the traditional comfort of pocket springs

with 21st century technology. A revolutionary new progressive spring construction and five zone support

system allows perfect spinal alignment for a restorative night’s sleep. There’s also memory foam and

Outlast fabric designed by NASA in top models.

For further details call 0870 600 9100 or fax: 0870 742 9884.

The new MirrorformReflex Pocket.Pocket sprung beds for the 21st century.

Comfort, Support & Pressure Relief

Sealy United Kingdom, Station Road, Aspatria, Wigton, Cumbria, CA7 2AS www.sealy.co.uk

49_IM_0808 28/7/08 11:47


Awards

BEST FINANCE PROVIDERWINNER: BLACK HORSEAfter more than 50 years in the market, the company has grownto be one of the largest POS credit providers in the UK

With more than 50 years experience inthe instalment credit market, Black HorseRetail Finance has built its reputation on high standards and ethical practiceand has seen a double digit increase in its business year on year for the pastdecade.

It is one of the largest retail point ofsale providers in the UK, offering a rangeof credit options with terms of up to 60months designed to meet every budget.These range from IFC, interest bearingcredit, interest option credit and buynow, pay later.

‘In these uncertain economic times,Black Horse is helping to drive sales in thehighly competitive furniture market witha range of flexible credit options andproducts to suit the needs of customers.

‘The business has enjoyed successfulgrowth, aided by the financial benefits it offers specialist retailers and itsinnovative product development,’ saysEliot Grant, Black Horse Retail Financeretail finance director.

The company says it has recognised

that for retailers selling more productsmanaging the margin is the key to thesuccess of their businesses. It worksclosely with many of the biggest nameson the high street including DFS,Harveys, Bensons for Beds, MFI,Sleepmasters, Bathstore, Allied Carpetsand Leekes.

‘The company has always treasured itsreputation, with service to customersgiven the highest priority, so is delighted to have won the Best FinanceProvider award.

‘It’s always great to win an award, andit means a great deal when it’s beenvoted for by retailers. I would like to say abig thank you all of the Interiors Monthlyreaders who voted. To have receivedalmost half of all votes cast in the financesector is tremendous.

‘This award is also recognition of thehard work and dedication of all ourexcellent staff across the UK. Spurred onby this award, we will continue to striveto provide the best service to ourcustomers at all times.’

‘The company hasalways treasured its

reputation, withservice to

customers given thehighest priority’

finance_p50_IMaug.qxp 30/7/08 21:26

Little things can make a huge differenceWhen the heat is on it’s the little things that make a difference to your business. Like being able to give your customers

a quick decision on their credit application, via our automated online services. Or having a dedicated business manager

to answer your queries, whatever they might be. And keeping up to date on the latest change in industry legislation that

may affect your business, via our website. You can even access your financial reports at the touch of a button. So, no matter

how hot it gets, you can rely on Black Horse Retail Finance to help you keep your cool.

www.poscredit4u.co.uk

51_IM_0808 28/7/08 11:48


Awards

BEST WHOLESALERWINNER: WISEACTIONWiseaction has been importing products to the UKand other European countries for the past decade

Banbury occasional furniture with Avon dining table and chairs

Wiseaction imports and distributes to thetrade and is one of the UK’s leadingsuppliers of environmentally friendlytimber products from its manufacturingplants in Vietnam, China and Brazil. Itsproducts are made from reclaimed timberor timber from sustainable sources.

Wiseaction also supplies a range ofother products from around the world,including glass furniture, rugs andterracotta and glazed pottery (by pre-configured pallets). These are availablefrom its East Sussex distribution centre.

Ranges include contemporary andrustic solid oak, reclaimed pine, durablehardwood garden furniture, Oslo oaktable and dining chairs, and self-buildranges Porto Mexican and Santotraditional honey styles. Wiseaction has

ranges for the living and dining rooms,bedroom, kitchen, office, entertainment,garden, patio and conservatory, with thequality and designs to satisfy all budgets.

During 2008 Wiseaction added threecontemporary oak ranges: Banburyoccasional, Avon dining and Kubeshelving unit ranges. All are in warm,light solid oak with limited veneer andare ideal for the shopfloor and the home.Avon, Kube and Banbury are available forseven to 10 day delivery from stock.

In addition to its field sales, Wiseactionoffers customer support from its StLeonards-on-Sea head office. It has stockavailable for distribution and immediatedelivery and can also supply products bydirect mixed 20ft and 40ft cube containerfor retailers wanting larger quantities.

‘Products aremade from

reclaimed timberor timber from

sustainablesources’

WHOLESAL_p52_IMaug.qxp 30/7/08 21:30

KUBE Kube furnituremakes stylish and highquality shelving units androom dividers. Kubeoak furniture, with itsclean modern styling andwarm light oak finish, isstunning to look at andcompliments any home.Kube: solid oak withlimited veneer.

FOR MORE INFORMATION ON ALL OF OUR RANGES PLEASE CONTACT:

NN AATTIIOONNAALL SSAALLEESS MMAANNAAGGEERR:: Les Brown - Mobile 07880 507414 or email: [email protected]

WWIISSEEAACCTTIIOONN::Wiseaction House, 15-20 Gresley Road, Castleham Ind Est, St Leonards-On-Sea, East Sussex TN38 9PLSales Tel: 01424 462333 | Sales Fax: 01424 462334 | Email: [email protected] | www.wiseaction.com

BANBURY Banbury occasional furniture is stylishand high quality. Banbury oakfurniture, with its cleanmodern styling and warm light oakfinish, is stunningto look at and compliments anyhome. Banbury: solid oak withlimited veneer. Note: Diningtable and chairs are from theAvon range.

Banbury occasional furniture withAvon dining table and chairs

Kube furniture

“Wholesaler ofthe Year Winner”

STOCKS NOW AVAILABLE DELIVERED WITHIN 7 TO 10 DAYS

Wiseaction Full pg Q6 1/8/08 09:45 Page 1


Awards

GRÜNDORF UK Ltd. · 11 Farfield, Kidderminster, DY10 1UG · Tel. 084567 32181 · Fax 084567 32182

www.gruendorf.com · e-mail: [email protected]

FLOORS FOR LIVING

Solid wood planks, European Oak autumn

Best Solid/Engineered Woodpure nature/avantgarde European Oak

Thanks for your vote and your continued support!

‘We are delighted that the readers ofInteriors Monthly have recognised ourproducts in this way and thank them fortheir vote,’ says Koos Groenendijk,Grundorf md, who expressed the delightof the whole Grundorf team.

‘The engineered parquet Avantgarde(pictured) convinces not just with itstimeless and expressive surfaces, but alsoand above all with its fast and innovativeinstallation system. CLICKitEASY is themagic word that denotes a lockingsystem based on the door lock principle:a plastic strip built into the headers

retracts and then springs back to lock thetwo boards together ensuring a safe andstable connection. Compared toconventional installation methods, thissaves effort and time,’ he says.

‘Simple, natural and exquisitecharacterise all the variations of the PureNature solid wood range. The oaksurfaces in particular impress with theirunique look and feel. With Pure NatureClick the installation is noticeably easier.The long side is easily slipped into place,making installation of large areas possiblein the shortest time.’

BEST SOLID/ENGINEERED WOODWINNER: AVANTGARDE/PURE NATUREInnovative products with a simple locking system to make installation faster and easier

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Awards

BEST CARPETWINNER: TUDOR TWISTWith more than 110 years of heritage, Victoria Carpets combines family values with innovation

Victoria Carpets was founded in 1895 inKirkcaldy, Fife by George Anton,Alexander Hamilton and John Johnson.In 1900 the manufacturing plant wasmoved to Kidderminster, Britain’s premiercarpet manufacturing town. In 1920John Johnson retired and by 1927Alexander Hamilton had died – so leavingGeorge Anton and his family to managethe business.

The company has moved a long wayfrom the early days of manufacturingprinted tapestry carpet rugs and squares

and in 2000 the company moved to apurpose built location.

With a global turnover of more than£60m and some 750 staff, the familyethos – with an emphasis on traditionalskills, craftsmanship and caring attitudeto employees and customers alike – is stillof paramount importance today.

It is a major investor in machinery andin 2007/08 introduced another highspeed Card Monroe tufting machine,giving it additional capacity to help withthe development of new products.

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Awards

BEST SOFTWARE SUPPLIERWINNER: RADIIRadii’s programs are used by a string of top retailers and are among the most commonly used in the industry

Radii is a software house and systemsintegrator, writing, supplying andsupporting commercial software andsupplying integrated computer systems.Its principal strategic market area is thefurniture trade, both for manufacturersand retailers.

Established in Hull in 1976 as RadiusSystems, it has always majored inspecialised sales order processingsoftware, providing the framework forsuccessful business-to-business andbusiness-to-consumer operations, linkedto a financial suite to enable a completebusiness solution.

The company specialises in industryspecific technology for furniture retailersthrough its Furniture Retail Software Suite(FRS). Its systems are for users of all sizesto manage the sale from product enquiry,order and its progression through thevarious departments to final delivery andafter sales service.

The software suite comprises: FRS,FRSnet, FRS pricewriter, FRS portal, and

FRS ums. Benefits are: improved margins,enhanced customer service, increasedproductivity, day-to-day visibility formanagement decision making and tightstock control.

Andy Frost, Radii sales director says:‘Radii software is continuously upgradedand developed with input from endusers. We run a series of end user groupsthroughout the year, where they meetregularly and debate the functionality ofthe software and brainstorm with theirclients what they want to see at the user-interface end.’

FRSnet is browser-based, using similaruser interface and communicationstechnology to the Internet in a highlysecure environment. ‘This technologymeans that linking locations is easy andinexpensive. In fact the system can beaccessed by specifically authorised usersfrom anywhere in the world,’ says Frost.

‘A main feature of the system is itsgraphical representation and colourcoded iconography which allows the user

an immediate sight of the status ofwhatever is being viewed. Functionalitycovers the entry of sales orders in theshowroom or as a back office function –or a mixture of both. Existing customerdetails are taken from the database ornew customers having their detailsentered with the help of postcode lookup software where available. Theintelligent stock and product selectionmakes use of a combination of dropdown menus and free-format entry boxesfor product options taking account ofany that are price-effecting. Thisdramatically reduces costly mistakesespecially for special ordered items.

‘Purchase orders can be automaticallygenerated for special orders and,together with stock (and container)orders may be consolidated if required.Orders may be booked into thewarehouse and the system configured totrigger a message to a designated personor department. automatically telling themthat a customer’s goods have arrived.’

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Awards

BEST FURNITURE WEBSITEWINNER: PINETUMSwitching its emphasis from retailers to consumers has been the online focus

Pinetum recently revamped itsPinetum.co.uk website. ‘The focus of theredesign was to make it more userfriendly for the end user,’ according toMark Robbins, Pinetum sales andmarketing director.

Navigation has been improved, makingit easier for visitors to find the informationthey want, which gives it a moreconsumer friendly feel. According toRobbins, the previous generation hadbeen designed more with stockists andpotential stockists in mind.

Retailers can now update whichproducts they have on display, and inwhich colours, allowing the website tomore accurately direct shoppers to localstockists. ‘This saves them having to ringstockists in search of a specific product ormake a wasted journey if the retailerdoesn’t have that particular product.’

Pinetum has also been successful in

capturing consumers’ details byencouraging them to register online forextended warranties, product informationand news of the latest promotions. Thishas in turn been used for marketing anddriving footfall for stockists.

Consumers can search for products byroom, name of range or type of furniture.Brochures can be ordered or downloadedas a PDF. Information is also provided oncaring for furniture. And Pinetumprovides full contact informationincluding telephone number and address,not just an enquiry form.

Revisions to the website are ongoing.The company plans to add videos of itsproducts being made at its Warminster,Wiltshire factory.

‘Companies have to embrace theInternet,’ says Robbins. ‘it’s not going to go away. The website is a major focus for us.’

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Awards

BEST FLOORING WEBSITEWINNER: BALTERIOA wealth of information, ease of use and the ability to createyour own look contribute to a winning online presence

When it comes to websites, one of themajor challenges for suppliers is trying tofind a balance between providing theproduct information consumers arelooking for without overwhelming them.Get the mix wrong and shoppers will giveup long before they even think aboutlooking for the nearest stockist.

This is a challenge that laminatecompany Balterio has achieved with ease.

Product information is presented in aneasy to understand way, with consumersable to explore further into the website ifthey wish for more information, buthaving a clear understanding early on.

Visitors can find products, by rangename, colour, and finishes. Combiningthese abilities is the Room Designerfunction. This allows the user to see whatany particular range will look like againstdifferent furniture and wall colours in theliving room, dining room, bedroom andlounge. While not as detailed as some

software packages, it provides an easymethod of finding the shortlist of finishesconsumers will consider in-store.

If visitors cannot make their mind upfrom these functions, the LaminateAdvisor guides them through theavailable options.

Product and installation guides can bedownloaded as PDFs, while a tips section answers common questionsabout the firm’s products. Consumers can email their questions or suggestionsto the company.

Retailers can also use the website todownload POS material, high resolutionimages, technical specifications andwarranty information.

All of this is presented in a stylish andlogical way that thankfully shuns the useof Flash videos and other unnecessarydiversions and instead concentrates onwhat it was created for – informingpotential customers.

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Awards

BEST SUPPLY CHAIN/LOGISTICSWINNER: HOME DELIVERY NETWORKOffering a nationwide delivery service with more than 3,500 drivers

hdnl.co.uk

Thank you for your nominationYour home shopping deliveries toevery postcode … every day• Friendly delivery crews deliver 7,000 two-man

consignments a day throughout the UK

• 4-hour delivery windows

• Dedicated customer service support

Home Delivery Network is the UK’slargest dedicated home delivery andcollection service, delivering to all 1.76m residential postcodes throughoutthe country.

HDN has a nationwide network of 62depots. Its specialised operations networkhandles larger items that require twopeople to deliver, such as furniture.

The company’s 3,500 drivers are

trained to represent a client’s brand tothe highest standard. The service issupported by a new multi-million poundtrack and trace system, which providesclients with visibility of their service levelachievements every step of the journey.

Customer service support is nowavailable online to support HDN’s clientsand their customers, along with anonline proof of delivery facility.

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Awards

BEST UNDERLAYWINNER: CLOUD 9Ball & Young’s flagship range continues togarner new fans, 13 years after its launch

Cloud 9 was launched in 1995 Cloud 9 Radiance is the firm’s latest product

Interior comfort, durability and ease ofapplication are the principles underlyingBall & Young’s underlays. The companywas founded in 1983 and quicklyestablished itself as one of the leadingrubber underlay manufacturers in Europe. Its products were synonymouswith luxury and quality, which continueas the cornerstones to the businesstoday.

In 1995 Cloud 9 was launched. A lightbut durable underlay, it was animmediate hit with flooring professionalsand consumers alike. Its success wasrecognised in 1999 when it was selectedby the Design Council to become aMillennium product.

APT Crumb, specifically developed forthe commercial contract market, waslaunched in 1998 and soon established

itself in both the traditional stretch fittingand double stick markets.

The latest innovative product releasedby Ball & Young is Cloud 9 Radiance. Thisuniversal product has been designed foruse with underfloor heating in hardwearing double-stick applications. It canbe installed in traditional stretch fitapplications and is constructed from a5mm thick, 200kg/cum density firm hardwearing core with an attractive non-woven backing and film lower surface.Cloud 9 Radiance has a thermalresistance of 1.2tog.

Cloud 9 is manufactured in Corby,Northamptonshire and the companycredits its employees for theircommitment to offering customers a very high standard of product andcustomer service.

underl_p62_IMaug.qxp 30/7/08 13:55

Tel: 01536 200502

2008

Product of the YearUnderlay - Cloud 9

63_IM_0808 28/7/08 12:15


Awards

BEST DININGRANGEWINNER:ARDENNESAfter several months beset with deliveryproblems, many stockists reduced theirChristian Harold display models to asingle set, often the established oakArdennes. Despite the issues, the rangehas continued to perform well, whichnew owners BITC will be hopingcontinues during the rest of the year.

BEST BEDROOMFURNITUREWINNER: IVORY

BEST LEATHER UPHOLSTERYWINNER: ITALSOFA

Willis & Gambier’s Ivory bedroomcollection (pictured) is made from solidbirch and birch veneers with a hand-painted, lacquered finish.

It takes its inspiration from 18thcentury French furniture, with its mellowtones and soft curves designed to createa tranquil, relaxed atmosphere.

The distressed paint finish is achievedthrough the application of several layersof paint which are then gently aged inplaces. Hand-finishing and theappearance over time of hairline cracks inthe paint finish – a natural part of ageing– results in a subtle variation in finishgiving each item a unique character.

BESTFURNITUREBUYINGGROUPWINNER: AIS‘The key word in Associated IndependentStores is independent,’ according to EuanKelway-Bamber, AIS merchandise directorfor home. ‘The largest independent non-food buying group of its kind in the UKwith a combined turnover of around£1.6bn, AIS enables independentdepartment stores and specialist retailersto profit from the level of buying powerand services enjoyed by big high streetchains – without loss of independence.’

This is achieved in a variety of ways: � an extensive, committed retailermembership and supplier base; � access to exclusive products and ownbrands, plus better terms and marginsthat strengthen the independent’s pointof difference in the high street. � identifying retail and product trendsand regular dialogue with members tounderstand what is really working in themarketplace and constant innovation.

AIS offers services designed to meet itsmembers’ needs, such as training,marketing and information technology.

Natuzzi’s Italsofa brand continues toenjoy growth with its mid-market ranges

‘Our brand is experiencing anexceptional steady growth. In ademanding global market, we continueto explore new materials, designs, colours

and functions while maintaining thestrong Italian style and quality,’ says JoeStano, Italsofa division director.

Italsofa was established by Natuzzi in2001 and has production facilities inChina, Brazil and Romania.

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Awards

BEST LIVING ROOM FURNITUREWINNER: YP FURNITUREFor more than a quarter of a century, the company has been at the forefront of furniture

The choice No.1for painted furniture

YP Furniture Limited Corringham Road Industrial Estate Gainsborough Lincolnshire DN21 1QBT : 01427 615628 F : 01427 810376E : [email protected] www.yp-furniture.co.uk

When it comes to painted furniture YP is the number 1 choice, with three beautiful ranges Country House, Rochelle and Lulworth.To find out more about our comprehensive retailer support package call us on 01427 615628 or visit www.yp-furniture.co.uk

YP Furniture has been making furniturefor more than 25 years and is well knownas the UK’s leading supplier of paintedfurniture for the bedroom, living anddining rooms, all finished at itsGainsborough, Lincolnshire head office.

Innovative designs which reflect thechanging world are now also sourcedfrom around the world and brought toUK stockists as a fully serviced product –no minimum quantities, free delivery,comprehensive sales literature, point ofsale material and full service back-up.

Chris Everist, YP sales director says: ‘YPFurniture sets out to excite the consumerwith new products that reflect currenttrends, yet which have the potential forlongevity too. That’s something that hasworked particularly well in our paintedproducts like Country House (right) formany years. We are constantly adding tothe range or developing new pieceswhich reflect the consumer’s needs.’

YP Furniture is part of the JDPFurniture Group and its products can beseen at its Long Eaton showroom.

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Awards

BEST VINYLWINNER:STONEMARKThe Stonemark collection (right) fromIVC’s Leolan brand is available in 37styles, mainly tile or mosaic designs.

The 3mm range has a 0.3mm wearlayer and a 17dB sound reduction level.It is available in 2m, 3m or 4m widths in30m rolls.

Jan Vergote, IVC ceo says: ‘We areconstantly striving to improve ourtechnology and always looking for waysto innovate. We are not only developingstronger, more durable products, butalso products that are more appealingand creative.

‘The service to our customers is alsoincluded in this strive for innovation andimprovement.’

Universal Mouldings supplies a hugerange of profiles for laminate and realwood flooring

There are no restrictions on order size,and the firm has an ever expandingrange, such as its latest stair nosing

collection initially available in 100 shades. The firm colour matches its profiles

with other major manufacturers such asBalterio, Quick-Step, Pergo, Parador andFaus and has more than 60 veneerprofiles and 40 laminate profiles in stock.

Pergo’s Original range sets a calm andtranquil mood.

Get back to basics with Pergo’sOriginal collection and create the perfectidyllic haven with Pergo’s OriginalElegant Oak (below). This simple flooringwill set a calm and tranquil mood,excellent for those busy days when allyou want to do is relax.

The only true original. This broad rangeoffers the widest possible choice ofdecors and surface finishes. It forms thebasis for the home, creating a sense oftimelessness and design excellence.

Balta’s product mix covers broadloomcarpets, rugs and laminate flooring.

Balterio is a joint venture with TriaxGroup. Balta Group is a major Europeancarpet and a global player in rugmanufacturing owned by venture capitalfirm Doughty Hanson since 1994. The

group’s product mix provides a stableportfolio across changing fashions.

The group manufactures in Belgiumand Turkey and distributes across theglobe, with sales of more than £577m.

Balta Broadloom is also a member ofthe Fun on the Floor campaign.

BEST FLOORINGACCESSORIESWINNER: UNIVERSALMOULDINGS

BESTLAMINATEWINNER:ORIGINAL

BEST OVERSEAS FLOORINGSUPPLIERWINNER: BALTA

awards_p66_IMaug.qxp 30/7/08 21:57

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

Copyright 2008 Lynch Brothers Licensing Corporation

CONTACT GARETH PRICE1 STANLEY ROAD, EMSWORTH, HAMPSHIRE PO10 7BD

TEL: (0) 1243 378369 WWW.LYNCHSALES.CO.UK

LYNCHSaless Company

Established 1914

Serving the United States, Canada, and the United Kingdom

Truth be known, whenmany of the nation’s more promi-

nent furniture dealers want to RETIRE, or turn overthe reigns to a new generation, they rely on theLynch Sales Company. For while it’s true that we’rethe industry leader when it comes to liquidationsales, the majority of our Sales Events are conductedfor those looking to increase their sales and profitsto facilitate retirement.

In fact, we originatedthe copyrighted LYNCH RETIREMENT SALE eventsour clients use to generate50% TO 100% of their an-nual sales volume, allowingthem to either transitiontheir business, or transitionout of it altogether.

Doesn’t your storedeserve a Lynch SalesCompany Sale? Call todayfor an outline of our copy-righted RETIREMENT SALEPLAN. Find out how aLynch Sale can take youwherever you want to go.

To receive our complete outline, call (0) 1243 378369 www.lynchsales.co.uk

Relaxwith The Lynch Retirement Sale

Manufacturers of all types of Wool, Woolblends and PP Carpets will be showing in

HARROGATEbetween September 2nd and 4th 2008

We will be situated in

HALL B, Stand B34Join Del Boy on Stand B34 for a glass of

Beaujolais Nouveau – 79.Cushty. Bonjour!

For further details please contact:GORDON HUGO on Tel: 0044 7976 697 657

JOHNY PEETERS on 0032 475 710 869

GENERAL CARPET NVSteenweg op Kleine Brogel 753950 Kaulille-Bocholt Belgium

Tel: 0032 11 62 19 62Fax: 0032 11 61 12 25

Email: [email protected]: www.general-carpet.com

The Natural Choice

We’ve got a new outlook on life...Come and share it with us!

Edel Telenzo Carpets, 2-4 Southgate, Elland, West Yorkshire HX5 0BWT: 01422 374417 • F: 01422 377452 • E: [email protected] W: www.edeltelenzo.co.uk

Harrogate Floor ShowHall C, Stand

C43 Piccadilly

67_IM_0808 28/7/08 12:16


Leather upholstery

TCSMARGIN MANEnsuring a retailer’s profitability is key for one Irish importer –but they need to understand the details to benefit properly

For Thomas Small, TCS md, sellingleather upholstery is simple… or it leastit should be.

‘We never say we’re the cheapest, but[as a retailer] you’re selling the productwith an 100% mark-up. You havenothing to do but order it and sell it.There is no outlay. The product comes inand you don’t pay for 30 days. Or youcould pay in seven days and we’ll giveyou a 5% discount if you do that to say“Listen, thanks for the money back soquick”.

‘There are no cashflow issues, nostock issues, there is nothing to do. Wegave up counting the options once wegot to 10,000 and everything can becustomised as well. And in the worstcase scenario if it doesn’t sell, and yousell it as a ex-display model you’ll stillmake £200.

‘As a retailer, why I would go outsidethat box? Even if you want apromotional model, we havepromotional models. So instead of goingto China, with no travelling time and nodays out your shop wondering whatthey are doing, use it as a loss leaderand instead of taking a 100% mark-upon that product, take 35% and don’tpush it when you get the customers inthrough the door.’

When Small pauses for breath –usually when his mobile rings, as it doesconstantly – he suggests that someretailers are buying from the Far Eastsimply because they enjoy the travel.‘Instead of being retailers they are tryingto be global travellers or something.’

He readily concedes that retailers cansave money by buying direct from theFar East, with the associated logistical,warehousing, long delivery lead timesand quality issues but he also questionswhy anyone would want to be selling£699 leather sofas in the first place.

‘Do you want to be selling that typeof product in your shop? Your £699, halfleather model. Is that where you wantto make margin, your profit, or is thatjust busy fools? Do you want to be

taking to women about stuff you don’treally want to sell just because you havecontainers of it in the warehouse? Orshould you buy it from us, one by oneas you sell them, for £500 and whenthey come in the shop, don’t even talkabout it. Just walk away. Tell her it’s 15week delivery and move on to a productwith a decent margin.

‘If retailers would take the time toactually focus on what they are doing,more so than trying to do so much, inthe long run they’d be better off.Logically it all adds up.

‘Why is the market going on aboutprices? Is it because the consumer isfighting for a price point, or is it peoplein shops think they want that? Peopleshould be keeping their margins up intough times, so they are doing it back tofront. Instead of keeping margins up andlooking after their customers and their

‘If retailers wouldtake the time toactually focus on

what they aredoing, more sothan trying to

do so much, in thelong run they’d be

better off’

Delivery on products such as Woodstock averages six weeks

leather!-P68_69_IMaug.qxp 31/7/08 12:29


Leather upholstery

business, they are cutting their marginsall the time. They want to cut theirmargins to the suppliers and areshouting at them for lower prices.

‘Obviously to get a lower price whatdo we do? You have to cut service, youcan’t supply everything. You have to losesomething. I think that’s all wrong, I’mreally passionate about that. I think thesmaller man needs to be focusing on thewhole picture.

‘If you’re not making any profit you’rewasting your time.’

Small’s passion for that is unflinching,but he doesn’t believe in attacking thecompetition. Stress the positives is themessage.

‘You don’t need to knock people to dobusiness. Everyone has their ownstrengths and weaknesses. There is nopoint in trying to find fault in anyone asit doesn’t matter who you look at,including ourselves, there are certainweaknesses and strengths. If you arelooking for weak points you’ll alwaysfind them. We might be weak on up-to-date designs but we’re strong on otherpoints. The overall picture is what tolook for,’ he says.

After three years of supplying the UKmarket, TCS is ready to move moreupmarket. Demand is growing forproducts that retail around £2,000, andthis will be firm’s new productdevelopment focus for InteriorsBirmingham next year. At this price pointthere is more margin to be made, hereckons, with stores making between120%-150% mark-up.

What he wants is for retailers – TCS’sBritish accounts are overwhelmingly oneto three store independents – tounderstand how to maximise theirmargin, by taking advantage of thefirm’s delivery options, or reduce pricepoints to lift volumes while maintainingan 100% margin. ‘We don’t want to sellby the container, we want to deliver bythe container,’ he says.

If a retailer can consolidate orders of22 to 24 sets in a month, the cost fallsby 12%. TCS deliveries average sixweeks. Add the seven day payment andfurther 5% reduction ensues: ‘Thatmeans that £1,699 sofa is £1,299 andthey are going to sell more of them – allat 100% mark-up.

‘Some of the shops are picking up allthe benefits and using them on theshopfloor, but some aren’t going intothe details of how things work. “We’llmaybe use the programme next week,and we’ll keep using what we’ve beendoing it until we close down.”

‘Even if you quote 12 weeks, which ison the boundary of what people willaccept, that’s giving you six weeks to sell24 suites. If any furniture shop can’t sell

24 suites in six weeks, they want to giveup selling suites and sell something else.That’s my logic of it. It’s simple. It worksif you get your head round it.’

Small believes a third of British TCSstockists, about 50, understand how tomake maximum use of the options, butthe challenge is to persuade the rest. Hedoesn’t explicitly say so, but the messageis clear: he wants 200 to 250 Britishretailers who appreciate the detail. Tuig?

‘Small wants retailers to tuig (understand) the business model’

All models can be customised

leather!-P68_69_IMaug.qxp 31/7/08 12:29


Leather upholstery

KOINORDINNER TIMEDining and upholstery do not usually make the best ofcompanions – unless you combine the two ideas

When it comes to sofas, eating is usuallylimited to a tray on your lap. Formal it isnot. Until now.

German upholstery manufacturerKoinor has combined the comfort of asofa with the formality of dining. ItsDinner Sofas range creates an alternativelook for the living or dining room.

The company has several dining sofas,including the Bionda. Its backrest can beconverted into a cosy corner with a catchhinge. Beginning with a 144cm unit,more seating can be added in 20cmincrements in U or L shapes.

Positioned on slim metal runners,Bottom is available with or withoutarmrests and backrests, a multitude ofarrangements – including curved sofas –and also has 20cm increments.

The success of the dining sofas inKoinor’s domestic market is now being repeated overseas, with exports accounting for almost a third of sales. Dinner parties may never be the same again.

Bionda: seating is added in 20cm increments

Bottom can form straight or curved arrangements

leather2_p70_IMaug.qxp 30/7/08 22:00

Take our HASSLE FREE 30 day trial and if for any reason youfeel RSL cannot cut costs within your business - simplycancel within 30 days and you won’t be charged

For more information call or email:

08712 20 64 64

[email protected]

Door-OilThe great eco-friendly finishingtreatment from Osmo to protect andpreserve all internal wooden doorsand joinery!

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T: 0191 492 3855 • F: 0191 492 1344 • E: [email protected] • www.intfurniture.co.uk

PortlandTriple Robe• 3 Drawers

• Antique Pine

£99.99Solid Pine Chelsea

Extending Dining Table

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Solid Oak• Solid Oak Chair

• Full Leather Seating

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3 DRW BEDSIDE . . . . . . . . . . £17.605 DRW SLIM CHEST . . . . . . . £35.504+2 CHEST . . . . . . . . . . . . . . £44.504+7 CHEST . . . . . . . . . . . . . . £70.00SPDT . . . . . . . . . . . . . . . . . . . £43.50

DRESSING STOOL . . . . . . . . . £10.75DRESSING MIRROR . . . . . . . . £10.75ALL HANGING ROBE. . . . . . . . £74.50DOUBLE ROBE + 2 DOORS. . £90.00

71_IM_0808 28/7/08 12:19


Carpet

ROGER OATES PERFECT PARTNERSHIPBest known for its striped designs, plains have now entered the ROD palette with a new slant on historical designs

It’s not often that the US Oak Leaf Trust(similar to the National Trust), can layclaim to being the inspiration for anaward winning carpet and rug company,but when it comes to Roger OatesDesign it can.

Oates and his wife Fay were asked bythe Trust to produce narrow, flat weaverunners popular with large country houseowners in the 1820s.

‘When we researched the project wewere struck by the elegance andsimplicity of the designs,’ he says. ‘Weenjoyed the formal structure andconstraints that the narrow loom andworking with straight lines created andcould see that within those limits wereendless opportunities for expression.’

The pair soon discovered that justbecause the style was created for historichomes, it did not mean it could not besuitable for today’s properties.

‘By altering a colour and width of astripe, you can change the overall look.’And this is exactly what they have done‘You have to make a statement – and notto make a statement is to make amistake,’ says Roger.

Not content to stay with one look,ROD’s latest 100% wool collection leavesbehind its trademark style and opts forplains and subtle stripes.

The stripes are wider, with a brightercolour palette including lime andmandarin, with herringbone and ribstripes adding greater depth. For a moretraditional look, a natural paletteincluding peat, mocha, chalk, blackand putty has been created.

‘Not to make astatement is tomake a mistake’

Brighter colours (New Hadley, above) and wider stripes (Stripes and Boxes, below) have been used

carpetP72_74_IMaug 30/7/08 12:47

Tel: 01827 831430

Fax: 01827 831431

www.georgiancarpetsuk.co.uk

Please visit us at the

National Floor Show, Harrogate

on stand B11.

Introducting our latest addition

Hathaway Berbers• 80/20 Wool Twist

• 15 Colours

• 3 Weights

• 4 & 5m Widths

73_IM_0808 28/7/08 12:20


Carpet

Weaving success

In 1975 Roger Oates, a graduate in Woven Textiles at WestSurrey College of Art and postgraduate diploma inIndustrial Design at Kidderminster, and his wife Fay, atextile graduate at the Royal College or Art, set up Morgan& Oates. Helped by a bursary from the Welsh Arts Council,they produced rugs, scarves and throws for the interiorsdesign market. Clients included Laura Ashley, Next, Marks& Spencer, Ralph Lauren and Donna Karen.

After selling the company to venture capitalists in 1987,Roger Oates Design was formed, focusing on rugs andcarpets.

By 1996 ROD had launched a mail order catalogue,selling direct to consumers. Three years later a Londonstore was opened.

Last year it began selling through retailers, and itsproducts are now available from 34 stores in the UK andthe Republic of Ireland, including Barker & Stonehouse,Arnotts, Philip Walton Fine Furnishings, Sunniva Carpets,Clement Joscelyne and Mister Smith Interiors, as well asacross Europe and the US.

Moritz Multi

Plains and subtle stripes dominate

carpetP72_74_IMaug 29/7/08 17:27

Tomkinson Berber range80/20 Wool Twist

13 rustic colours

Available in two qualities

Available in two widths, 4 and 5 metres

new

Mr Tomkinsonyour carpet specialist

Sales Tel: 01827 831 450 Fax: 01827 831 451

Email: [email protected]

75_IM_0808 28/7/08 12:21


Review

FLOORSTYLEHARD HEAVENBuyers searching for new products would not have beendisappointed at this year’s Floorstyle exhibition

An abundance of new products were onshow at Floorstyle (29 June-1 July).Although visitor numbers were not whatexhibitors or organisers would havewanted, there was much of interest atLondon’s Excel.

Karndean showed off its Oak Royalecollection, designed to have the lookand feel of hand-scraped wood. It isavailable in four colours: Spring (beech),Summer (golden brown), Autumn(chestnut) and Winter (dark chocolate).

Universal Mouldings offered its lateststair nosing, initially available in 100shades to match hardwood flooring.Once completed the kit will comecomplete in a box, allowing easy in-store display.

WLD showed off its Finsa and Balterioadditions including the 10 colour Rio,while Marlborough added a trio of lowpriced ranges.

Gründorf introduced Beauty Matchwith which header joints are practicallyinvisible from most angles. This allowstwo and three strip and planked decorsto create a harmonious floor withoutneeding to lay planks in specific order.The company also debuted the singlestrip County Collection engineered plank and added oaks to its Chartrexaged collection.

WoodTrend highlighted the range oftimbers available for its one strip planks:ash, ipe, jatoba, Siberian larch, teak,walnut, and white oak The companyinvests 25% of its profits in regenerationand replanting and offsets twice thecarbon in its products through the EUEmissions Trading Scheme along with itsown emissions.

Atkinson & Kirby unveiled Versaillespanels and the Blacknut finish on a UKbasis – previously it was only available in Scotland.

Edwards Cheshire launched several

FSC ranges, including burnt oak andgrey. The company’s new finishing lineallows it to offer bespoke finishes. It hasalso introduced an online stock checkingfacility for stockists along with anaccessory brochure.

Jordan Andrews added several finishesincluding Mongolian teak and expandedits porcelain tile collection.

Karelia’s Stonewashed collection wasenhanced with several new finishes andit also added to its heat treat ranges.

From Panget was the Zenitude oak140mm plank in four shades, featuring a lacquered finish with tongue andgroove joints.

Next year’s show takes place from 28-30 June.

Atkinson & Kirby’s Versailles panels

Karndean’s Winter Oak Royale

floorstyle_p76_IMaug 29/7/08 18:07

Gorsey Lane, ColeshillBirmingham, B46 1JU

Tel: +44 (0)1675 433 031Fax: +44 (0)1675 433 521

Visit us on Stand C39A at theNational Flooring Show, Harrogate

See our successful Chiltern

Twist Collection, along with

our NEW Reflections

range, which is available in

two weights.

We will also be launching

our new Wilton Division,

incorporating superb

designs in a million point

quality.

All the new 2008 qualities

will be on view, along with

the opportunity to buy

factory clearance offers.

Featuring two NEWSaxony Ranges:

Blue Lagoonand

New Pacific

77_IM_0808 28/7/08 12:02


Review

MANCHESTER X FACTORSThere were stars among the host of new offerings at the ManchesterFurniture Show, held at Manchester Central from 13-16 July

New products were aplenty at theManchester Furniture Show. MorrisGroup introduced 24 to 72 hour deliveryon selected products, includingmattresses and occasional ranges. Its G Plan brand extended the Seville fromthe dining room into the bedroom andintroduced Village – its first rangeincluding stone. The full dining range hasan oak finish and polished stone inlays.

A small square dining table was addedto Zone’s Deco range, while the Loftliving and dining room collection wasavailable in a black ash finish under theNero name. In contrast, Nuvo is a glossywhite acrylic bedroom range includingsteel handles.

Morris introduced the Grange bedroomrange along with the Regency diningcollection with an X motif. Sleepstyleadded storage options on its leatherbeds along with more colour

S&C’s Space collection

Kettle’s Cottage Cream

manchesr_78_80_IMaug.qxp 29/7/08 17:40

79_IM_0808 28/7/08 12:03

options and improved the specificationof pocket sprung models.

Relaxateeze boosted its club chair offerwith crushed velvets while unveiling theSorrrento upholstery collection, Astileather recliner and Supra soft covermodel.

Steens expanded its waxed pineoffering and highlighted its Kids andcountry-style Cornwall collections.

From Kettle was the 18-piecefarmhouse-look Cottage Cream diningand occasional collection and theRutland bedroom range. Previewed inJanuary, it has been rescaled making itsuitable for modern homes.

Seconique debuted the Venetia andRogano recliner suites, the New Orleansbedroom collection in walnut or beech,and the Bellini beech bedroom range.

DaVinci promoted its easy to assemblesofa in a box, which allows 42 to fit in acontainer.

The oak Suffolk dining collection in asatin lacquer was available fromMatthew Kay, along with a range ofpottery accessories, lighting and mirrors.

S&C’s matching home entertainmentunits and coffee tables capturedattention in the event’s marquee. Amajor TV stand producer, S&C alsointroduced a high gloss TV unit witheight speakers to improve the soundquality on lower-cost large screen TVs.

Three years after a major fire destroyedits upholstery operations, Sweet Dreams

returned to the sector with three leatherranges: Caribbean, Biscay and Oceaniaall featuring recliners; two soft covercollections – Caspian and Arabian – andthe Andaman lift and tilt recliner.Gwynneth expanded its bedroom offerand ottomans were added to its WellBeing, Pocket Spring and Sleepzonecollections along with four new bedmodels.

DAMS introduced three rangesalongside its 2008 brochure: the 16-piece Kulu sheesham dining and livingroom collection, a 12-strong dining chair

selection and leather upholstery range. Italso highlighted its home delivery andassembly network. As a major officefurniture manufacturer, it has sevenregional distribution centres and400,000sqft of warehousing.

World Furniture added the Junoexpanding dining table and Toso glasstop model alongside the Sorrentobedroom collection, while its Rhonedining set, a strong seller in the Irishmarket, made its UK debut.

Containers Direct launched severalcollections, including the Havana inreclaimed oak for the dining room, as itwidened its geographic sourcing toinclude Russia.

There were several new sofas fromIFD, including the Long Eaton madeeco-friendly Reincarnated Things trio ofsofas. It added to its leather offeringwith the Hector, transitional Juno andPerseus – its first motion range. Oncabinet it debuted the dark oakFlorentine and light oak Dovetail.

WBH added a walnut finish to itshome office collection while debutingthe Canterbury living and dining roomrange, featuring a chestnut finish andcut glass detailing. The 24-piececollection includes five display units andfour home entertainment units.

Pinetum introduced bedroom bencheswith sliding cushioned pad, Truffle paintfinish and coffee table with rising centre.


Review

DAMS’ Bohemia

IFD’s Weeping Beech from its Reincarnated Things range

manchesr_78_80_IMaug.qxp 29/7/08 17:38

Direct For LessSPECIALIST IN OAK FURNITURE

Call our sales team and book an appointment to view our new showroom:

Contact our sales team on: 02476 632148 Email us at: [email protected] Visit our website: www.directforless.com Visit our showroom: Ringway House, Hill St, Coventry CV1 4AN

Completely refurbished showroom, bursting with fabulous oak furniture, creatively set out over five floors in Coventry. Maximise your profits with the largest collection of OAK furniture in the UK. Over 500 solid oak hand made pieces to choose from at unbeatable prices in our new 13000sqft showroom. We have Occasional, Dining, Bedroom, Office, Bathroom, Kitchen, and our new solid oak Outdoor collection. 40ft and 20ft containers at delivered prices with PRICES GUARANTEED UNTIL NEXT YEAR!! Always at least 25 containers available for instant three day delivery. Wholesale now available with HUGE stocks also for immediate delivery.

“The best oak display in the UK today ...”

Exclusive suppliers of BESP- Oak FURNITURE

81_IM_0808 28/7/08 12:07


Preview

NATIONAL FLOOR SHOWGUIDING LIGHTPlan your visit and discover the latest launches that will be on display in Harrogate

When the flooring trade gathers inHarrogate from 2-4 September it will begreeted by some 170 manufacturers,suppliers and importers.

Pergo is highlighting its PergoSenselaminate, combining sound reduction,anti-static and anti-microbial properties.There are 10 designs, from the light,rustic Seaside Pine to the rich Fruitwood,in plank and block formats. To preventbacteria and viruses growing on thefloor, silver is added to the surfaceduring production and is claimed to kill99% of bacteria within 24 hours.

The collection uses Pergo’s SoftTech

technology, using a sound reductionunderlay on the underside of the board,along with a sound blocking layer underthe laminate surface.

As well as the Oak Royale collection’sHarrogate debut, Karndean will add toits Van Gogh range.

Edel Telenzo’s new products willinclude the improved Nature WoolSelect, now produced in a semi-worstedyarn and in nine new colours echoingthe trend towards browns, greys andgreens. Rembrandt is a semi-worsted100% wool quality, with a slightlytextured look, in seven subtle colours,

while Burford Bridge is a 1,360 gauge100% loop pile in nine colours rangingfrom Ecru to Buffalo, a dark brown, atthe other. New colour palettes forseveral existing ranges will also beunveiled, including Brisbane, Greenwichand Richmond. The firm will also launcha POS lectern and tombola.

The British Wool Marketing Board willlaunch Shades of Nature featuring newtwist yarn options for tufted carpetranges. There are nine natural shadesincluding a natural black and threeblended shades and highlights thenatural characteristics and textures

Ulster Carpet’s York Wilton Brandysnap

1nfs-P82_90_IMaug.qxp 30/7/08 13:28

Gaskell Wool RichSales Tel: 01827 831525 Fax: 01827 831508

www.gaskellwoolrich.co.uk

Visit our new website!

www.gaskellwoolrich.co.uk

...and view all our products.

NEW!

83_IM_0808 28/7/08 12:08

of wool from British sheep breeds.Ulster Carpet’s Country House

Collection will take pride of place atHarrogate. Comprising three designs –Jacobean, Plaid and Persian – withcoordinating runners, the range is a9shott quality, woven axminster with an80/20 blend in 20 colour options.

Also on show will be the recentlylaunched Ferndale, with its sprig-likedesign available in an array of boldcolours while 12 colours have beenadded to the York Wilton range alongsideits eight new Berber colours.

Although not part of the show, Ryaluxwill relaunch its V&A Twist at the OldSwan Hotel. The new colour palette takesits inspiration from the V&A jewellerycollection. The invite only event will alsosee the firm unveil a refreshed brandidentity on new POS.


Preview

Ryalux will relaunch V&A

Nature Wool Select by Edel Telenzo

1nfs-P82_90_IMaug.qxp 30/7/08 13:29

Launching over 40 new colours for the Autumn

View 230 luxurious Saxony carpets from one of theworld's largest tufted carpet producers.All in stock for next day delivery throughout most of Mainland Britain

P.O. Box 10468, Birmingham B46 1WN

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

Come and see us

at the National Floor Show

Stand C39

85_IM_0808 28/7/08 12:08

Sales Tel: 01827 831434Sales Fax: 01827 831435Email: [email protected]

Castle Twist Heathers80/20 Wool Twist12 Rustic ColoursAvailable in two qualitiesAvailable in 4 & 5 metres

Newly la

unched

!

86_IM_0808 28/7/08 12:09


Preview

HALL AAT Industries A17

Abingdon Flooring A13Ahwazian A16BMK A21Bond Worth A24Cormar Carpets A14Diamond Key A11Ezi Floor A21a

Gaskell A6Hand Made Carpets - PrivateA15Hangzhou Fuxing Textile Co.A9Husain International A3Manx Carpets A24aMercado A5

Mr Tomkinson A4Nawrozzadeh TradingCompany A1Oriental Rugs & Carpets (UK) A10Plantation Rugs A23Select Flooring A2Tollgate A8

Unnatural Flooring Company A22aWilkies Carpets A7William Armes A18Woolsafe A26

PLANNING YOUR ROUTETo lessen the wear on your shoes, over the following pages there is acomprehensive listing of exhibitors and where you will find them

HALL BAerolay B4a

Ardex UK B25

Art Carpet San Tic B8

Associated Weavers B9

Associated Weavers B9a

B.I.G Floorcoverings B12

Beaulieu International Group B12

Clarendon Carpets B32

F Ball & Co B1

Forbo Flooring B5

Furlong Flooring B18

General Carpets B34

Georgian Carpets B11

Headlam West Midlands B3a

Heckmondwike B3

Irish Flooring Products B4

Janser UK B29

KJC Carpets B28

Kalys Carpets B24

Kersaint Cobb B7a

Mastercraft Rugs B30

Modra Technology B7

Nedgraphics B7

Oriental Weavers UK B13

Orotex B12

Rug-Maker.com B24a

Rugs with Flair B10

Stairrods (UK) B19

Stikatak B6

TL Elliott & Co B26

The Alternative Flooring

Company B5a

Thomas Hopkinson & Son B14

1nfs-P82_90_IMaug.qxp 30/7/08 13:30

Preview

HALL CAccu-Cut/Brockie International,

Inc C38

Anisa Carpets C34

Auskin UK C19

Axminster Carpets C5

Bonar Floors C32

Brink & Campman C7

British Wool Marketing Board C18

Brockway Carpets C13

Cámara Oficial de Comercio,

Industria Y C31

Cetad (t/a Little Persia)C23

Club Rugs C11

ETC Rugs and Carpets C42a

ETF Machinefabriek C21a

Easylift Machines C46

Edel Telenzo Carpets C43

Gripperland UK C10a

HBS Floor Trade C29

Hadfields C27

Halls Flooring C20

Homecastle C10

Instarmac Group C35

Jarfort C41

Kingsmead Carpets C16

Mayne Computer Technology

C31a

Melrose Textile Co C25

Monteith Collections C21

Oriental Carpet & Rugs C42

Ossfloor UK C39A

RFMS C38

Rama Carpet Company C22

Rawson Carpets C9

Shaw Home Foundations C39

The Estimators (Software) C31a

The Rubber Flooring Company

C30

Trade Interiors C28

Ulster Carpet Mills C17

Unifam C31

Victoria Carpets C15

Westex Carpets C2

Woven Rugs and Carpets C12

HALL MAl-Malik Carpets M14

Asiatic Carpets M26

Ball & Young M33

Bronte Carpets M17

Classis Carpets & Rugs M2

Dickinson Moore M28

Godfrey Hirst (GB) M29

India 2000 M9

Karndean International M24

Lano M21 & Lano M18

Lusola M5

Matthys M13a

Mayfield Carpets M20

Mohawk Europe M6

Polyflor M30

Roger Vanden Berghe M11

Spin Group M1

Tapibel M34

Timzo Tufting M31


1nfs-P82_90_IMaug.qxp 30/7/08 13:31

OUR RETAIL

ARE

IS STILL RECOGNISEDBY DISCERNING CONSUMERS

“UP HILL AND

DOWN DALE”

The stronger the brand,the easier the sale.

Come and see for yourself onstand A21 at the National FloorShow in Harrogate in September.

For further information call BMK Sales on 0113 380 5333

CUSTOMERSTELLING US

THAT THE

FAMOUSlamb

89_IM_0808 28/7/08 12:10

Preview

HALL QAmbassador Packaging Q27

Balterio Q23

Beacons Products Q38

Chelsea Plank Flooring Q58

Chesterman Marketing and

Powernail Q60

DS Supplies Q30

Eastgate/Delan Q61

Eastwood Wood Products Q56

Fein Industrial Power Tools Q72

Flooring Accessories UK Q27A

Genesis APS International Q5

Goodfellow Q41

Graboplast Floor Producing

Co Q76

Gruendorf UK Q17

Hamberger Flooring Q51

Harlequin Floor Company Q31

Howarth Timber and Building

Supplies Q72

Jiangsu Nanyang Wood Co Q65

Kentwood Flooring Q29

Konig UK Q64

Laboratoire Primatech Q113

Licheer Q14

Marlborough Trading Q13

Martin Lishman Q11

Matrade/Malaysian Export Trade

Development Q49

Mercier Wood Flooring Q46

Morleys Q6

Novostrat Q38A

Osmo UK Q9

Panaget Q10

Pergo Q7

Plastic Extruders Q84

Pollmeier Flooring Q57

Preverco Q46

Project Floors Q43

Quebec Wood Export Bureau Q46

Shaanxi Aoke Wood Co Q82

Sika Q48

Smart Trade Pro Q15

Spotnails Q52

Steirer Parkett Karl Scheucher Q34

Straight Lines UK Q62

F. Engel Workwear KS8

HJR Distribution/Saicos UK KS7

Henan Prosper KS1

Interiors Monthly KS2aLiyang Carpet Materials KS3A

Mapei (UK) KS6

Masterpiece Systems KS2b

N I C F N I C F

N I C F Demo

Plumbs KS3D

Weavers Craft KS3B

Xiamen Coltrad Foam Underlay

Co KS3C

Stroolmount (UK) Q59

Supreme Manufacturing Q83

Tacwise Q87

Tilo Q30A

Tramex Q39

Unifloor Underlay Systems Q21

Universal Mouldings Q22

V4 Woodflooring Q34

WF Taylor Co Q12

Wickham Hardwood Flooring Q46

WoodCare Denmark Q50

Arvind Exports KS8A

Blaklader Workwear KS4

Carpenter KS3

Dinarsu Imalat ve Tic KS2

KINGS SUITE


1nfs-P82_90_IMaug.qxp 30/7/08 17:13

80% Pure new Wool, 10% PES Kingloc, 10% PP

Available in three qualities

4 m & 5 m wide

Kingsmead Carpets

Relay Park, Relay Drive

Tamworth, B77 5PR UK

Telephone: +44 1827 831424

Fax: +44 1827 831425

E-Mail: [email protected]

Web Site: http://www.kingsmeadcarpets.co.uk

NATIONAL FLOOR SHOW STAND C16

TRIPLE TWISTzonderWitA4.indd 1 24/7/08 11:06:50

91_IM_0808 28/7/08 12:22


Marketing

SELECT THE TARGETUNLOCK POTENTIALImagine products not as items to be sold, but the vital part they play in customers’ lives

‘All industry begins with the customerand his or her needs, not with a patent,a raw material or a selling skill,’according to Ted Leavitt HarvardBusiness School, professor emeritus.

This is something that anyone whowants to market their product orbusiness should remember, especiallythose who say that marketing is of novalue to them.

I understand why there may be acommon misconception that ‘marketingdoesn’t work, advertising should beabout the best deal, and PR is something that only fluffy, flowery PRpeople understand and involves lunch and champers with a magazineeditor or two’.

The reason I understand is because onmore than one occasion I have had todefend and explain how importantmarketing can be to a business.

And this misconception is often drivenfor a very legitimate reason – many amarketing spend is wasted because itdoes not promote the brand, is over-complicated or the wrong media for the message.

The right marketing team and branddisciples (the rest of the business team)who develop and represent themarketing and brand messages can bethe difference between a good businessand a great business. Marketing can leadto proven sales conversion, customerretention, increased average order valueand a team that feels valued and thatthey belong.

It takes investment to achieve a goodbrand strategy, and not just in themonetary sense.

It takes commitment of time and aconsistency of the message. It’s essentialto be credible and convincing – for youand the internal team – as well as yourconsumer.

How long does it take? Well a brand isjust like a person’s good reputation. Itcan take the rest of your life. It couldnever happen – especially if it’s notrespected, guarded or reserved.

But the opportunity is there to beconsistent, know your brand, clarify yourunique selling points and communicateefficiently, consistently and appropriately.Marketing can be responsible for somany valued touch points in a businesssuch as how: � we present ourselves� we communicate to customers� we attract customers � we retain customers � we know who our customers are

and know what they want� understand what we need to do tobe better than our competitors.

The commonality is the customer, whois more important than any other singleelement of the mix. The right customerwill give us the maximum opportunity tosell – but what of the transaction – andmore important, the future? It costs farmore to gain a customer than it does toretain one.

We work in a very special andprivileged industry. In interiors weprovide some of the most significantparts of daily life.

Imagine that we didn’t treat the tableyou’ve just sold as another part of acontainer you need to sell, but as thatprecious item the family Christmas mealwill take place at.

Imagine that we don’t just sell anotherfew metres of flooring, but the verysurface on which a baby will take theirfirst steps.

Only when we understand themindset of the customer will we trulyunderstand and respect the opportunityand sell better.

Ensure you are working with a teamor an expert who can unlock thepotential for you. They should be able totell you what your potential customerwants to buy, how they want to buy itand when.

Be careful before you make boldclaims ‘marketing is not for you’ or ‘Idon’t believe in brands’. Every businesshas a brand: its worth and value is thevariant. Invest in it and it will becomeyour most precious commodity. And thegreatest investment you can ever give isyour commitment and time.

Kate Hardcastle is a multi-award winning marketer and consultant ofPassion Marketing

For marketing to work you need to know who

you are selling to

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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)

93_IM_0808 28/7/08 12:11

Entertainment

For answers turn to page 98

Across1 Vends6 Is ___ it?10 Performs14 Wedge15 Watchful16 Support17 Fibre obtained from a banana plant18 Miscalculates19 Graph prefix20 Provoked aversion in22 Semi-hard light yellow cheese24 Sudden assault25 Agent of retribution26 Optical phenomenon29 Grave30 Passage into a mine31 Modest37 Continue a subscription39 Biblical high priest40 Artist’s support41 Larva of a caddisfly44 Withered45 Hammer head46 Assent48 Aardvark52 Hawaiian outdoor feast53 Planks54 Lacking salt58 La Scala solo59 Obscene61 From that time62 Sardine containers63 River that divides Europe from Asia64 Unwarranted65 Chow66 Movable barrier67 Nuisances

Down1 Skin marking, often due to injury2 North Sea feeder3 Jump4 Mangled5 Hogan’s Heroes setting6 Coarse wool cloth7 Solid8 Like some vbs.9 Methods10 Pomme or manzana11 Gross12 Japanese gateway13 Short gaiters21 Stead23 Saturate25 Polite refusal26 Painter Chagall27 Thought28 Outer covering29 Claw32 More recent33 Pertaining to men34 Words of comprehension35 Dweeb36 High level of satisfaction38 Effaced42 Nudibranch43 Heavy hammer47 Burger topper48 Become less intense, die off49 Water wheel50 Spoil51 Copper and zinc alloy52 Soup implement54 Attack a fly55 Finishes56 Short tail57 Goes out with60 Division of geologic time

Suduko Crossword

Easy

Difficult

Medium


IM_Entertainment_p94Aug 29/7/08 17:53

Gorsey Lane, Coleshill, Birmingham B46 1JU

- Sales: 01675 433066- Accounts: 01675 433065

Fax: 01675 433042sales@clarendon carpets.com

Yourr Pathwayy too thee ultimatee selectionn ofSuperbb Value,, Twists,, Naturalss andd Berbers.

Thee Naturall Chhoice

95_IM_0808 28/7/08 12:11

96_IM_0808 28/7/08 12:11

A Scottish island may be thelast place you’d expect to finda cutting edge wine-pairingprogramme but that’s whathas been introduced atKinloch Lodge on Skye.

The hotel. owned by foodwriter Claire Macdonald andher husband Godfrey, has

taken on Marcello Tully, aBrazilian-born, Roux-trainedchef who has overhauled thekitchen and menu. Workingclosely with Tom Eveling, aself-taught wine enthusiast,they have created wine flightoptions to accompany eachdish on the menu.

Examples include: peeledDrumfearn langoustine withseared hand-dived scallops,served with saffron andchervil sauce and delicatescallop mousse with Wineflight C: £8.50 (three wines50ml each): Chablis JeanDurup 2007, Castle Creek

Reserve Chardonnay 2006and Muscadet de Sevre etMaine Sur lie 2004, or by theglass/bottle and halves.

Kinloch Cookery Coursesare available with threenights’ accommodation andtwo mornings of informaltuition in Claire’s kitchen.

Predictions of recession aregiving many people sleeplessnights. This becomes a viciouscircle: a bad night’s sleepmakes us lose our get up andgo, but when well rested wecan cope with the peaks andtroughs. Try these tips for agood night’s sleep. 1 Quality of sleep is muchmore important than quantityToo much sleep is bad for you,so don’t lie-in. It is farhealthier to get up when youwake naturally.2 Sleep in as dark a bedroomas possible. The bathroomshould have a dimmed lightfor those getting up in themiddle of the night. As soonas you turn on a bright light

your body immediately ceasesits production of sleepinducing melatonin. 3 Keep the television andlaptop out of the bedroom.

They can be disrupting to thebrain and function of thepineal gland, which means ittakes longer to fall asleep. 4 The temperature in your

bedroom should be no higherthan 21°C. Many homes,particularly the upstairsbedrooms, are just too hot.5 Establishing a sleep rhythmmakes it easier to fall asleepand get up in the morning.Aim to be in bed before 11pmand up before 7.30am.There’s a major rechargingand recovery of body systemsfrom 11pm to 1am. 6 Try to take 30 minutes ofexercise every day such asbrisk walking. This will helpyou drift off to sleep at night 7 Research shows that buyinga new bed is more effectivethan sleeping pills and canimprove a night’s sleep by upto 42 minutes.


Lifestyle

Maintain a regular sleep pattern

Countdown to a good night’s sleep

Pair up for a for a fine wine flight to Skye

You want to make a faintercarbon footprint but it’s hardto forgo the pleasures offoreign holidays?

The answer is simple.Beauminster, a tiny medievaltown a few miles inland fromthe Dorset coast, may looktypically English, but beneathits chocolate-box exteriorbeats a chic French heart.

Every morning the localspick up their baguettes and

Food of TheMonth: tea

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Feeling lethargic? Can’tconcentrate? What you needis a cup of tea.

It’s been proven that thereis a compound in tea thathelps you feel more alert andfocused. In a study, peoplewho took a certain amino acidfound in black and green teaperformed difficult mentaltasks as their brains weremore active.

French fancy – in Dorsetpain au chocolat at authenticFrench patisserie, le VieuxFour. For dinner, theBeaminster Brasserie offersmoules, steak and frites withFrench wines that transportthe diner across the channel.

Vintage French furnitureshop, Wallace Ashley, sellsauthentic shabby-chic pieces,hand selected on regular tripsto France. In the tranquillity ofthe Secret Garden cottage,

there’s a distinct air of thegreen and lush Dordogne onsummer evenings: lots ofgolden stone and swiftsforking through the air.

Beauminster is thebirthplace of Thomas Hine,who created Hine Cognac,recognised world wide as theconnoisseur’s cognac. Hisdescendants still produce thefine tipple in the Charentesregion to this day.

lifestyle_p97.qxp 30/7/08 14:00


Final polishNo lifeIt seems that the chance towork in an Australian rugshop held no appeaI for you.The chance for the job(subject to a trial period),along with the rest of IanUsher’s life in Perth (seeInteriors Monthly April).

Ian’s efforts to auction hislife only raised A$384,000(£192,000) – less than thevalue of his house on its own.Bids of more than £1m werefound to be fake, mainly fromthe UK.

’I guess I’m a little bitdisappointed at the final price.I’d hoped it to be a littlehigher than that,’ he says in amasterpiece ofunderstatement. ‘But I amcommitted to selling andmoving on and making afresh start.’ He now wants tocomplete 100 life goals in 100weeks.

Rocking onIt seems the old adage thateverything in the US is biggerthan over here is still true.

Rod Stewart performed forvisitors at the Summer LasVegas Market to mark theopening of the event’s thirdbuilding.

No unknown comedians orTV presenters you can justabout remember from theearly 1970s then?

flooring. And before anyonesuggests it’ll last five minutesbefore some nine year-oldslashes the sofas, there is ahuge CCTV in the corner ofthe room. Could this be anuntapped market?

Safety firstAn East Lothian woman hasfound another use for carpet –keeping your winning lotterytickets safe. Julie Wallace, won£1,000 a week for a year on ascratchcard. She was soconcerned she wouldmisplace the card before shehad a chance to claim herprize that she hid it under hercarpet to keep it safe. Makes achange from under the bed.

Help neededThe Thomas Whitty Houseexhibition, which charts thehistory of Axminster carpet isrunning until the end ofSeptember. Interest has beenhigher than organisersexpected so volunteers are stillneeded to extend the openinghours. Contact Rachel Pike on01297 639808 for moredetails or if you want to help.

CheersMany thanks to all of youwho voted in the InteriorsMonthly Awards. The winnerof the bubbly was SimonKearney, Bennet Panton salesadvisor in Sleaford,Lincolnshire.

Dirty secret?According to a cleaningcompany 20 minutes ofhousework does you good.Balderdash, we say. Employ acleaner. And what state is thehouse in if you only do 20minutes of housework aweek?

Transport faceliftIt seems the once ignoredtrain station waiting room is inthe middle of a makeover – atleast if one of InteriorsMonthly’s nearby stations isanything to go by.

The draughty dark roomwith metal benches has been replaced with leathersofas, artwork and laminate

Keep clean and fit

Entertainment answers

Easy DifficultMedium

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final_p98.qxp 29/7/08 18:22

Rugs With Flair will be exhibiting atThe National Floor Show, Harrogate.

Why not join us between2nd September & 4th September

at Stand B10 in Hall B to see our extensive ranges.

Unit 3, Grey Street, Denton, Manchester, M34 3RU � Sales 0161 320 2530 ��Freefax 0800 298 5002

E-mail: [email protected] � www.rugswithflair.com

IBC_IM_0808 28/7/08 11:13 Page IBC1

Relaxsan mattresses sell steadily, againand again. That's because shrewd customers

know a good thing and will always return to thequality and orthopedic comfort they trust. It's a

loyalty built up over many years and many sales - notsomething that can be imitated by our competitors.

We introduced the process of vacuum-packing a qualitymattress in a roll to UK consumers back in 1998. Since then other

companies have tried to imitate us. But when you unroll one of ourmattresses, you are left with an original Relaxsan mattress. That's not

something you can say about anyone else's poorimitation.

Mattress we sold in 1998 are still goingstrong under their original warranties.In times like these it’s comforting for ourloyal customers to know Relaxsanmattresses really do last longer. www.relaxsan.com

Tel +44 (0) 208 209 0108 • Fax +44 (0) 208 209 0100 • Email [email protected]

Lasts longer than an ordinary mattressDistributed exclusively in the United Kingdom by General Traders Ltd, 69 Woodstock Road, London NW11 8QH

Made in Italy

1998 - 2008

Relaxsan OriginalAfter ten years of successful

sales the best firm mattress inthe world is still standing firm

The original isstill the best

Interio

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CoverSpread_IM_0808 1/8/08 13:19 Page 1

Interiors Monthly August 2008

Documents

Transcript of Interiors Monthly August 2008