FB Spring 2012

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I S S U E - S P R I N G 2 0 1 2

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You can rest assured that mattresses featuring Sleepmaker’s exclusive Miracoil Support System are made to the highest standards at

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Superior PerformanceGives firm, gentle support to

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4 fb magazine | spring 2012

Spring 2012 Vol. 24 No. 03

P R O U D L Y S P O N S O R I N G A N D

S U P P O R T I N G Y O U R I N D U S T R Y

w w w. e l i t e p u b l i s h i n g . c o m . a u

front cover01 Sealy of Australia

industry news07 Snooze to offer vendor finance assistance

08 Tempur-Pedic agrees to buy Sealy

09 Australian designs on show in London

10 Furniture One achievements

Special Features13 Australian Furniture of the Year Awards 2012

25 Furnitex and Decoration + Design review

26 Gold Star winners

29 New generation adhesives

Regular Reports28 Mattress and Base

30 Business: How to ACE the retail sale

32 International news

37 Exhibition Calendar

Subscribe Now

FB MAGAZINE – THE BUSINESS PUBLICATION FOR • FURNITURE RETAILERS (DOMESTIC) • COMMERCIAL FURNITURE RETAILERS • INTERIOR DESIGNERS/DECORATORS• FURNITURE MANUFACTURERS (DOMESTIC & COMMERCIAL) • ARCHITECTS & SPECIFIERS (INTERIOR FIT OUTS) • PROJECT MANAGERS • RETAIL FURNITURE GROUPS• OFFICE FURNITURE SUPPLIERS • CONSULTANTS • BEDDING RETAILERS • BEDDING MANUFACTURERS • OFFICE FIT OUT SPECIALISTS • FIAA MEMBER • FRANCHISES, CO-OP’S • IMPORTERS • SOFT FURNISHING STORES • BUYING GROUPS • DEPARTMENT STORE KEY BUYERS • AUSTRADE OFFICES WORLDWIDE • SPECIALIST RETAILERS & INDEPENDENTS • ASSOCIATIONS & INSTITUTES • TRAINING CENTRES • WHOLESALERS, AGENTS, DISTRIBUTORS • FURNITURE DESIGNERS • GOVERNMENT DEPTS (FEDERAL STATE & LOCAL)

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Furniture manufacturing in Australia has had a fascinating history. Many brands are household names – think Tessa, Fler, Moran, Parker – and while many companies have come and gone, their legacy remains.

However, currently there is no historical record of the lifetime achievements and accomplishments of these well known identities and brand names ... and all this history is in danger of disappearing.

Which is why we are gearing up to publish a coffee table book: ICONS – A History of Australian Furniture Manufacturers that will record and preserve these Australian icons – their influences, their backgrounds, their histories for future generations.

To put this together is going to be a mamoth task so we are asking for your help to locate and contact the people, their family and friends to source the information. We also want to include a comprehensive visual reference using old photographs, line drawings, old family records – anything and everything that will tell their stories.

If you have any information that could help in this major undertaking, please contact:

Jennifer Curtis: 03 9938 7011 or [email protected]

Ashley Cooper: 03 9938 7052 or [email protected]

Vicky Cammiade: 03 9938 7017 or [email protected]

ELITE PUBLISHING CO PTY LTDABN: 27 006 876 419PO BOX 800, TemplestoweVictoria, Australia 3106Ph: + 61 3 9890 0815Fax: + 61 3 9890 0087Email: [email protected]: www.elitepublishing.com.au

PUBLISHERVicky CammiadeEmail: [email protected]

GROUP MANAGING EDITORJennifer CurtisEmail: [email protected]

SALES MANAGERAshley CooperEmail: [email protected]

CONTRIBUTORSSue Hirst, CFO On-Call

CIRCULATION MANAGERGeorgia GilmourEmail: [email protected]

PRODUCTIONFor artwork and production enquiries please email: [email protected]

PRE-PRESSProminent Digital

PRINTED BYProminent Group Pty Ltd

EXHIBITION ORGANISERS & PROMOTERSElite Media & Marketing Pty LtdP O BOX 800, TemplestoweVictoria, Australia 3106Ph: +61 3 9890 0815Fax: +61 3 9890 0087Email: [email protected]: www.elitepublishing.com.au

ELITE PUBLISHING CO PTY LTDPUBLISHER OF:Supplier Woodworking Magazine, Flooring Magazine, FB Magazine

Member of the Publishers Australia Association

Member of the Australian Furniture Association South West

Officially supported by:

• Furnishers Society of Victoria• National Association of Furniture Agents

ELITE PUBLISHING CO PTY LTD(established 1985) All rights reserved – No part of this publication maybe reproduced, transmitted or copied in any form or by any means, electronic or mechanical including photocopying, recording, or any information storage or retrieval system, without the express prior written consent of Elite Publishing Co Pty Ltd. Viewpoints, opinions, claims, etc expressed in articles appear-ing in this publication are those of the authors. The Publishers accept no responsibility for the information supplied or for claims made by companies or their representatives regard-ing product performance, etc or for any errors, omissions, misplacement, alterations, or any subsequent changes, or for any consequences of reliance on this information or this publication.

FB | UPFRONT

Jennifer Curtis - EditorPh: 03 9890 0815;

Fax: 03 9890 0087 orEmail: [email protected]

Important NoticeThe ACCC is taking action against a company called the Elite Publishing Group based in Queensland.

The Elite Publishing Group is in no way affiliated with our company, Elite Publishing Co Pty Ltd, the publishers of FB Magazine, Supplier Woodworking Magazine and Flooring Magazine.

Elite Publishing Co Pty Ltd has been in business since 1985 and has an impeccable reputation.

JOIN THE DREAM TEAM VOTED ONE

OF AUSTRALIA’S TOP 10

FRANCHISE SYSTEMSVendor

finance now available* *Available to approved

applicants.

For more details call Alistair Browne,

our Franchise NetworkDevelopment Manager

on 0427 401 169

It’s amazing what a little snooze can do.snooze.com.au

We are looking for dynamic people who love dealing with others and are passionate about retailing.The Snooze brand has a strong history of over 30 years in retailing and has built a very solid franchise system.We provide franchise partners with a stable platform to start their business and offer support across the entire business including:

• Marketing and Promotional Support• Product Development and Buying Power• Proven operating system that includes

comprehensive product and sales training• Business Management support

from our on the ground field team• Assistance in site selection and property negotiations• Business finance available to approved applicants

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FB | INDUSTRY NEWS

As bedding retailer Snooze continues to report strong year-on-year results, the company has announced plans to offer approved prospective franchise partners the option of receiving vendor finance.

This offering will allow new franchise partners the opportunity to acquire a store through direct finance from Snooze, rather than a bank or other conventional lender.

Snooze Managing Director, Simon Beaty said he believed the new offering would open the doors to prospective buyers who had previously been turned away from the big banks. “At Snooze we’re so confident in our business model that we’re prepared to give anyone interested in

becoming a Snooze franchise partner a fair go.”

Simon continued: “With an aggressive growth strategy firmly in place and with proven results amidst some of the toughest retail conditions in history, franchise partners can be confident they’re investing in a business model that’s both profitable, and tried and tested”.

Snooze is showing strong signs of meeting its objective of growing its 73-strong store network to 100 over the next three years. It aims to extend its current offering into new markets in Tasmania, and the Northern Territory as well as additional stores in regional NSW, metro Sydney, Western Australia and metro Brisbane. FB

Snooze to offer vendor finance assistance

Australia will open its doors to a new trade exhibition with the launch of Design Life, presented by Australian Gift and Homewares Association.

The inaugural Design Life will take place at The Dome, at the Sydney Showground, 23 to 26 February 2013. With a focus on high-end homewares, this ‘by invitation only’ expo will offer a holistic approach to buyer engagement with networking, learning and product sourcing provided by the exhibitors themselves.

“Design Life will emulate the successful elements of leading global exhibitions to create a sophisticated showcase and buying environment,” said David Leek, CEO, AGHA.

“This is actually an initiative brought to us by our exhibiting members. Making this a feature of an existing trade fair just makes sense. It reduces overall exhibitor expense and capitalises on an already very successful trade fair making it even more attractive for retailers.”

Design Life will only feature custom built stands occupying a minimum of 36 m2. Dedicated networking, demonstration and showcase areas will enhance the overall appeal and offer exhibitors additional options for doing business beyond their stand.

Design Life will act as a complementary event to AGHA’s Home and Giving Fair which takes place on the same dates at the Sydney Showground. FB

New Design Life event opens February

JOIN THE DREAM TEAM VOTED ONE

OF AUSTRALIA’S TOP 10

FRANCHISE SYSTEMSVendor

finance now available* *Available to approved

applicants.

For more details call Alistair Browne,

our Franchise NetworkDevelopment Manager

on 0427 401 169

It’s amazing what a little snooze can do.snooze.com.au

We are looking for dynamic people who love dealing with others and are passionate about retailing.The Snooze brand has a strong history of over 30 years in retailing and has built a very solid franchise system.We provide franchise partners with a stable platform to start their business and offer support across the entire business including:

• Marketing and Promotional Support• Product Development and Buying Power• Proven operating system that includes

comprehensive product and sales training• Business Management support

from our on the ground field team• Assistance in site selection and property negotiations• Business finance available to approved applicants

SapientN

itro FSN

O 540

FSNO 540 Franchise HP 210x142.indd 1 27/09/12 2:45 PM


FB | NEWS

Before your business engages workers, you need to check whether they are employees or contractors by examining the details of the working arrangements.

It is important that you get the decision right as you will need to meet different tax and super obligations depending on whether your workers are employees or contractors.

Many businesses are getting the employee or contractor decision wrong as they are not checking whether they have set up their arrangements correctly. A significant number of businesses the ATO visited last year to check their contractor arrangements got it wrong.

The ATO Employee or contractor homepage offers comprehensive, easy to understand information you can rely on to determine if your workers are employees or contractors.

The homepage has all the information you need in one place to help you determine if your workers are employees or contractors, including:• the basics – things every

business needs to know• the common reasons

businesses get the employee or contractor decision wrong

• industry specific information• an Employee/contractor

decision tool which will give an answer businesses can rely on

• summary of the obligations businesses need to meet for their employees or contractors.You are responsible for

correctly determining if your workers are employees or contractors and meeting the required tax and super obligations. If you get the decision wrong, you risk having to pay penalties.

For more information visit www.ato.gov.au/Employee ContractorEssentials FB

On 27 September 2012, Tempur-Pedic and Sealy Corporation in the US signed an agreement to merge the two companies to create a $2.7 billion global bedding provider.

It is expected that this transaction will be finalised in the first half of 2013, joining two highly complementary companies with iconic brands, and providing significant opportunities for global innovation and growth.

“Whilst this is a significant global transaction and we are excited about the opportunities that come from being associated with a larger joint organisation, we feel the

merger will have little impact on the day to day operations of the Sealy Australia business, particularly in the short term,” said a Sealy of Australia spokesperson.

“Sealy of Australia remains a wholly Australian-owned, independent company manufacturing Sealy and Sealy Posturepedic under licence.

“We plan a ‘business as usual’ approach to growing awareness of and preference for Sealy Posturepedic and will remain active in the development of new and innovative product, as well as promotional and service programs.” FB

The Qantas Spirit of Youth Awards (SOYA365) for Australia’s best emerging artists, designers, and creatives, has announced Henry Wilson as the 2012 recipient of the Craft and Object Design category award.

Many talented Australian creatives submitted their work into the Craft and Object Design category this year, vying for a chance to win the prestigious title, $5000 in cash, and a rare 12-month mentorship opportunity with one of the world’s foremost designers, Marc Newson. This year, the winner was also sent on a trip-of-a-lifetime to London Design Festival in September.

Over 170 designers vyed for the award with over 2500 works submitted.

Henry Wilson, the first recipient of the recently revised Craft and Object Design category has built his practice on the philosophy that design should be both built for longevity and honestly resolved. A graduate with first class honours from the Australian National University, he also holds a Masters in Man and Humanity from the Design Academy Eindhoven in The Netherlands and is now based in Rozelle,

Sydney. A strong believer in ethical

and human-centred design, Henry creates new objects as well as thoughtful and useful additions to existing objects. He has received numerous awards, scholarships and grants for his work and exhibited in Australia, Europe the UK and USA.

For the next 12 months, Henry will be mentored by one of the most sought after designers in the world, Marc Newson. Marc’s distinctive style can be found on an enormous range of designs, from watches and furniture to restaurants, recording studios and even Qantas Club Lounges. Marc believes designing in Australia helped his innovative work break the traditional design mould.

“Henry’s work has a simple and fine aesthetic,” Marc said. “Clean lines with a strong emphasis on the material and on the process involved in the making. Each piece evokes a unique and strong vision of the designer behind it. His customisation of existing objects shows both a thoughtful and creative approach”, he added.

SOYA365 is open for submissions, with one new creative category closing every month. FB

Employee or contractor: helping you make the right decision

Sealy and Tempur to join forces in the US

2012 Qantas Spirit of Youth winner announced

spring 2012 | fb magazine 9

In a major breakthrough for Australian exporters, the Australian Made, Australian Grown (AMAG) logo has now been formally trademarked in China.

This means that for the first time ever, Australian exporters have a symbol which can be used on their Australian-made or grown exports into China, that both establishes their products as genuinely Australian and is legally protected under Chinese law.

“Historically, China has been a challenging environment for the protection of intellectual property,” Australian Made Chief Executive, Ian Harrison, said.

“The AMAG logo’s formal registration in China as a country-of-origin symbol for Australia now provides an essential legal framework which exporters can rely upon in the event that the logo (or product carrying it) is copied or used without proper authority.”

Australian Made commenced the registration process four years ago with the active and financial support of the Australian Government.

“Australia has long enjoyed an invaluable reputation as a reliable exporter of high-quality goods,” Federal Trade Minister Dr Craig Emerson said.

“The Government welcomes China's legal recognition of the Australian Made, Australian Grown symbol and the benefits our exporters will enjoy from additional confidence in the Australian brand.”

The work was carried out by Australian Made Campaign Partner, EKM Patent and Legal.

The registration covers seven classes of goods (classes 5, 20 and 29-33). This includes a wide range of products including furniture. An application for an eighth class of goods (class 25, which includes footwear and clothing) is still pending.

The formal registration of the AMAG logo in China follows its registration in the USA. Registration is also pending in Republic of Korea.

Further information regarding classes of goods can be found at http://xeno.ipaustralia.gov.au/tmgoods.htm. FB

Thirty of Australia’s most exciting new product designs are now on show at the Common Wealth exhibition in London. The exhibition showcases the best in design from Down Under in the year of the Queen’s Diamond Jubilee and is part of the London Design Festival 2012.

Common Wealth is held at Platform in Habitat’s Kings Road store and is curated by renowned editor and designer Suzanne Trocmé.

Included in the Common Wealth exhibition is a collection of Ida side tables by Melbourne designers Tubert Yule while Ernest Studio’s director/owner, Craig Ernest Byrne is exhibiting his award-winning design, Ernest Foldable Stool.

Ida was also selected as one of 12 finalists out of 165 Australian designs for Launch Pad, an initiative that’s part of Saturday In Design while Ernest Foldable Stool won the Best Concept Design award at the Australian International Furniture Fair in Sydney this year.

Common Wealth in showing until 14 October. FB

Australian Made welcomes breakthrough for Aussie exports in China Australian designs

on show in London

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FB | NEWS

The Furniture One Group recently held its final mart for the 2012 year at the Rosehill Racecourse, a venue the group has been using for the past 25 years.

Derek Hine, the group’s General Manager, used this mart to also release the new range of bedding for the stores’ Sleeplab department – the most comprehensive and price point range ever

selected for the group from all the major Australian bedding manufacturers.

Derek Hine also made a special presentation to Lionel Fitzgerald from Cusacks Furniture One of Canberra, who has recently retired. Lionel has been a member of the Product Selection Committee and Bedding Selection Committee for many years. His knowledge of the furniture

industry will be sorely missed.Bob Neale, the group’s

Chairman, spoke of the positive attitude of the members present despite all the media doom and gloom and the downturn of the retail sector in general. Bob mentioned the expansion of the group’s import program and also congratulated the winners of the Furniture One Awards for the 2011-2012 year. FB

Furniture One achievements

Bob Neale, Chairman of Furniture One, addressing the assembled prior to presenting his award to Keen's Furniture One of Dubbo.

Peter Sharratt, National Sales Manager of La-Z-Boy Australia, outlining the future of La-Z-Boy prior to presenting his award to Harvey's Furniture One of Kempsey.

Bedding Supplier of the year – Sealy (accepted by Bill Passey, Sealy Bedding).

Bedding Retailer of the Year – Orange Furniture One (accepted by Hennie and Graham Kempton).

Retailer of the Year – J. Rowes & Son (accepted by Paul McMahon, general manager of Rowes Furniture One).

Lionel Fitzgerald responding to the retirement presentation made to him by Derek Hine, the group’s General Manager.

Australia’s first online furniture marketplace has been launched at ConnectFurniture.com.au. The site offers retailers the ability to have their own online store, where sales can be made directly online to a market of over 1.6 million buyers*.

ConnectFurniture.com.au commenced operating in early 2010 by providing a directory of furniture products from retailers nationally. The new site dramatically extends this concept by incorporating a powerful new e-commerce engine and merchandising capability allowing retailers to manage their own online store and build an entirely new line of revenue.

Through the operation of their own online store within the ConnectFurniture marketplace, retailers can transform their

geographically-constrained business and reach a national market many times larger than they could access ever before.

Buyers can filter through thousands of furniture products available in Australia, or browse the collection of individual retailers of interest to them, using very granular search filters to identify those products which best match

their needs and tastes. Once found, buyers can now purchase directly online, or choose to visit a physical store.

The Market Insights Reports* identified that 68% of all furniture shoppers preferred a single source when searching for furniture online and 40% were prepared to buy furniture online under the right conditions.

ConnectFurniture.com.au is a pioneering company founded by Joseph Bruzzaniti and Silvio Salom, two of Australia’s leading technology entrepreneurs.

ConnectFurniture also produces major industry research reports including the key annual report – the Market Insights Report*, profiling and detailing the nature of furniture buyers in Australia. The company also operates blog.ConnectFurniture.com.au.

The company has been recognised as playing a critical central role for the Australian retail furniture industry in the most recent report by IBIS World Furniture Retailing In Australia, which stated that "…the portal will play a vital role in the decision-making process for shoppers". FB

ConnectFurniture launches online furniture marketplace

Have you heard of Tessa? What about Moran? Did you know that Lee Kidman’s family has been involved with the timber and furniture trade for five generations? How about when the name Berkowitz was associated with manufacturing as well as retailing? Did you know Clayton Furniture started in 1935 making incubators, ice cream cabinets and kitchen tables? Do you remember when every kitchen in Australia had a Formica topped table made by Eagle Remac?

The history of Australian furniture manufacturing in the 20th and 21st centuries is fascinating ... and in danger of disappearing. Currently there is no historical record of the lifetime achievements and accomplishments of the well known identities and brand names of the Australian furniture manufacturers, who have been household names in the domestic and commercial furniture manufacturing industry in Australia throughout countless generations. We are gearing up to publish a coffee table book: ICONS – A HISTORY OF AUSTRALIAN FURNITURE MANUFACTURERS, that will record and preserve these Aussie ICONS – their influences, their backgrounds, their histories. We will also include a comprehensive visual reference using old photographs, line drawings, old family records – anything and everything that will tell their stories.

Their legacy will live onThe research, sourcing and compiling of all the information will take a great deal of time – so, this is where you come in. We need the help of everyone in the furniture industry to locate, contact and source the people, their families and friends, historical data, photos – in fact, records of any sort that will help express the lives and achievements of the well known identities and brands of Australia’s furniture history. ICONS will be edited by Jennifer Curtis, who is well known to the industry through her long association with the furniture publishing business, and published in Australia by Cameo Publishing Pty Ltd under the direction of Vicky Cammiade. With their passion and enthusiasm for the furniture industry as a whole this project promises to be an inspiration to all those concerned with furniture making both now and in the future.

We need your help!

If you can help in any way, please contact:Jennifer Curtis 03 9938 7011 or [email protected] Cooper 03 9938 7052 or [email protected] Cammiade 03 9938 7017 or [email protected]


FB | SOCIAL

Bedding retailer Snooze has announced its top performers during its annual award ceremony held in Hobart. The yearly gala event acknowledges achievements of high quality work across a variety of categories, including excellence in retailing, supplier awards and individual employee recognition.

Snooze franchise partners were commended for their outstanding service and sales success, with Snooze Capalaba (QLD) taking out the top award for Retailer of the Year after reporting strong sales growth and demonstrating fantastic customer service. Following closely were franchisees at Kotara (NSW), Chirnside Park (VIC), Townsville (QLD), and Mile End (SA), who were all recognised with an Excellence in Retailing award.

Store Manager of the Year went to Jerry Sonquit of Snooze Fortitude Valley (QLD) who excelled in aspects of the judging criteria having facilitated strong growth for the Snooze business; Salesperson of the Year

went to Cheryl Moseley from Snooze Moorabbin (VIC).

Snooze Managing Director Simon Beaty said the conference was Snooze’s most successful to date and reflected the fantastic Snooze company culture.

The Supplier Furniture category, judged on furniture innovation and units sold, saw SGA Furniture take home the Product of the Year award for its Paris bed, with ‘Best new Product in the same category being awarded to the Marrakech by Wide Hanson Brothers.

In the mattress category, Product of the Year was awarded to the Devon from Slumberland for its top selling performance, and Best New Product in the mattress category awarded to the Time Square from Madison.

Selectopedic’s innovative products and excellent supplier service saw it recognised as Snooze’s Supplier of the Year – a huge achievement in a competitive space which was judged on the overall contribution to the Snooze business. FB

Snooze commends franchisee excellence

AUSTRALIAN AWARDS IN MELBOURNE

After 16 years of being held in Perth, for the first time in their history the Australian Furniture of the Year Awards were held in Melbourne, culminating in a spectacular gala awards night that coincided with Furnitex 2012.

The awards recognise excellence in the design, manufacture and marketing of Australia’s home grown furniture. Entries were open to any member of the Australian Furniture Association, FIAA Queensland, FIAA NSW and South Australia whose piece(s) met the ACCC guidelines for Made in Australia.

This year all entries were self nominated and judged by the nominee’s state organisation with the winners from each state becoming finalists for the national awards.

Led by Rod McLean, a recognised furniture designer with ten years’ experience as chief judge of both the Australian Furniture of the Year Awards and the Furnitex awards, the Australian Furniture of the Year Awards (national) were judged by a panel of industry experts from a variety of states and backgrounds.

This year the Best of the Best category was won by a boutique Melbourne furniture company, Christian Cole Furniture, which makes customised solid timber furniture and cabinetry using recycled or FSC certified timber. All products are hand made using traditional joinery techniques.

Commenting on the pieces made by Christian Cole, the judges said the Coupled Curved bedroom suite: “best demonstrates innovativeness of design resolved into a beautiful piece of craftsmanship”.

Australian FURNITURE of the YEAR AWARDS 2012

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Message from the organisersAfter the merger of FIAA (WA) Inc with the Australian Furniture Association (AFA) Sandy Breeze and I were approached in December 2011 to run the Australian Furniture of the Year Awards in Melbourne for the first time.

AFA President Joe Mimmo having been a participant and a winner of several Australian Awards was an enthusiastic supporter. For many years he harbored a desire to bring the awards to Melbourne and, with the unification of Vic/Tas and WA, the vision was able to happen.

Sandy and I would like to pay tribute to him for his unselfish foresight and energy in making things happen. Without his help and support our job would have been much more difficult.

Having managed the awards since their conception, in 1993, as the West Australian Awards and then later as the Australian awards, we wanted the first event in Melbourne to be an outstanding success so that it would continue to be a milestone event on the industry calendar.

We were faced with many challenges, some known and obviously some that could not be pre-empted; however, we were encouraged by the generosity of

sponsors and the enthusiasm of the industry for the project. It was very pleasing to see the energy that the event has built over the years.

Our biggest challenge was the time line. The event had only just been run in October 2011 in Perth and it was felt that the event should coincide with Furnitex in July 2012. This shortened the planning process by 50% or more, depending on which state the entrant was from and greatly reduced the amount of time to recruit sponsorship.

Fortunately, we had developed a strong team in WA for staging the event and we were encouraged by their desire to meet the challenge. May we pay particular tribute to Corporate Theatre Productions, Pedemont Removal & Storage and Elite Publishing.

I can not praise our sponsors enough. From our platinum to our bronze sponsors all companies were very generious. They demonstrated that, even in difficult economic times, their companies were committed to the future of our industry and they were proud to be part of it. Our industry is very fortunate to have such great corporate citizens in our supply chain.

And in the end it came down to entrants. We knew it was not going to be easy to get manufacturers to enter when the time line was reduced from 12 months to less than three months (in some cases). However, with some hard work and a little prompting we were able to stage a successful event. This shows the real depth, ingenuity, determination and craft skills that go to make up our industry.

The gala evening in July again was a success for the Australian Furniture of the Year Awards. Sandy and I were pleased to see the enthusiasm for the event shown by all who attended and particularly those who took part.

We would like to think that the event will grow from here as we believe the intention of the association is to alternate it from coast to coast each year.

We were pleased to play a part in the 2012 celebrations and hope to see the event continue to grow in the future.

Sandy Breeze & Ian Hearn (organisers) September 2012

Joe Mimmo, Senator Kate Lundy, Sandy Breeze and Ian Hearn

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Australian FURNITURE of the YEAR AWARDS 2012

b) Over $3,001 The Finalists: Chesterfield House for Concierge ChesterfieldObelli Design for Emprezzio LuxuraChatsworth Fine Furniture for the Louis XIV Desk The Winner: Obelli Design for Emprezzio Luxura Suite.

Excellence in Furniture using Fabrica) Under $2,000 The Finalists: Kendal for the Office ChairLounge Innovation for Hodge PodgeDesign Furniture for Dane ChairDesign Furniture for Matisse ChairContour Furniture for Baxter Modular The Winner: Lounge Innovation for Hodge Podge

Excellence in Furniture using Native TimberThe Finalists: Jahroc for the Montgomery RangeWentworth for the Venetian SuiteMaxcraft for Close to YouThe Winner: Jahroc Furniture

Excellence in Furniture using Leathera) Under $3,000The Finalists:Zuster for the Sabrina ArmchairArtifex for the Time Out ReclinerLounge Innovation for the Platinum LoungeKing Furniture for AtlasContour Furniture for the Big Ben Lift ChairHighly Commended: awarded to Artifex for the Time Out Recliner & FootstoolThe Winner: Lounge Innovations for the Platinum Lounge


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The Finalists: Molmic for the Empire Sofa & Jeger ChairLounge innovation for VerveDesign Furniture for Jensen SofaMaxcraft for Little Cove Kings Furniture for PlazaHighly Commended: Molmic for the Empire Sofa & Jeger ChairThe Winner: Design Furniture for Jensen Sofa

.Excellence in Manufacturing/Marketing: The Finalists: ZusterContour FurniturePeacock BeddingJamel House of Fine FurnitureThe Winner: Jamel House of Fine Furniture

Excellence in Student Design The Finalists: Calvin Su for Bolt StoolsDaniel Kalergis for Ying Yang ChairsSujin Myoung for NOLJAGraham Mandelson for Tor Stool Aaron Leahey for Arc ChairJason Koch for Soundproof SandwichRowan Gilbert for Y6RCHAIRCraig Birkholtz for Vine RackTony Formentin for Pneuma ChairSelene Hemla for the Slim Lamp for Shy CornersHang On for PEG01Ashley Allen for Sticks & Stones StoolBen Grant, Tharindu Abeyratne and Benjamin Brayshaw for Clam ChairShawn Trott for Skate TableMary Vasilias for Zelle ShelvesHighly Commended: Rowan Gilbert for Y6RCHAIRThe Winner: Hang On for PEG01 Urban Furniture

Excellence in Sleep Set (Mattress & Base)The Finalists: Sleepeezee for Carpe Noctem Black EnsembleComfortsleep for Sensor Flex Platinum EnsembleSleepmaker for Serta Cool & Simmons Beautyrest Black Manhattan The Winner: Comfortsleep for Sensor Flex Platinum Ensemble.

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Excellence in Dining FurnitureThe Finalists: Clifton Furniture for the Avoca RangeJamel House of Fine Furniture for the Passport RangeSmith & Gray Furniture Makers for Dining SettingMaxcraft for Close to YouBeresford Living Furniture for Space & Phoenix SuiteThe Winner: Jamel House of Fine Furniture for the Passport Range

Excellence in Bedroom FurnitureThe Finalists: Christian Cole Furniture for the Coupled Curved SuiteAccolade for the Prahran SettingJamel Hose of Fine Furniture for Flamingo SuiteThe Winner: Christian Cole for the Coupled Curved Suite.

Excellence in Furniture Using Timber Panels, which are Veneered, Overlaid or LacqueredThe Finalists: Silver Lynx for Nocturne 2 International Cabinets for the Fazzaris TableAccolade Furniture for Prahran SettingThe Winner: International Cabinets for the Fazzaris Table

Retailer of the YearThe Finalists: Snooze Jindalee, Forty Winks, Melville & Cannington, Full House Furniture, Lifestyle Furniture Make Your House A Home.The Winner: Make Your House a Home

Excellence in Manufacturing DesignThe Finalists: Design Furniture for the Dane ChairWentworth for the Venetian Bedroom SuiteChristian Cole Furniture for the Arch Edged ChestThe Winner: Christian Cole Furniture for the Arch Edged Chest

Excellence in Mainstream ManufactureHighly Commended: Lounge Innovations for the Platinum LoungeThe Winner: Jamel House of Fine Furniture for the Passport Range.

The Best of the BestThe Winner: Christian Cole for the Coupled Curved Suite.


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Excellence in Furniture using Native TimberHighly Commended: Christian Cole Furniture for the Couple Curved Bedroom Suite.Winner: Wentworth Furniture for the Venetian Bedroom Suite.

Excellence in Furniture using Leather:a) under $3,000Winner: Zuster for the Sabrina Armchair.

b) Over $3,001 Dual Winners: Chatsworth Fine Furniture for the Louis XIV Desk &Papillion Furniture for the Ultimo Chair.

Excellence in Furniture using Fabrica) Under $2,000Winner: Kendall Furniture for the Conference Chair.

b) Over $2,001Winner: Molmic for the Empire Sofa.

Excellence in Sleep Set (Mattress & Base)Dual Winners: Sleepeezee for the Carpe Noctem Black Ensemble & Comfort Sleep for the Sensor Flex Platinum Ensemble.

Excellence in Manufacturing/Marketing: Highly Commended: Christian Cole Furniture.Winner: Zuster.

Excellence in Student Design Winner: Ben Brayshaw, Tharindu Abeyratne and Ben Grant for the Clam Chair.

Excellence in Dining FurnitureWinner: Clifton Furniture for the Avoca Blackwood Dining Suite.

Excellence in Bedroom FurnitureHighly Commended: Silver Lynx for the Nocturne 2.Winner: Christian Cole for the Curved/Coupled Suite

Excellence in Furniture Using Timber Panels: Veneered, Overlayed or Lacquered.Highly Commended: Davis FurnitureWinner: Silver Lynx for the Nocturne 2.

Retailer of the YearThe Finalists were: Luduco Living, Full House Furniture, Lifestyle Furniture & Make Your House A Home.Joint Winners: Lifestyle Furniture & Make Your House a Home

Supplier of the YearWinner: Warwick Fabrics

Excellence in Mainstream ManufactureWinner: Eagle Remac

The Vice Award Winner: Lou & Pat Ritossa

Best of the BestFinalists: Christian Cole Furniture, Clifton Furniture & Wentworth Furniture Winner: Christian Cole Furniture.

Vic/Tas state winners

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The Clam Chair, designed by three RMIT University students, is making waves after picking up the Australian Furniture of the Year Student Design Award for Victoria and Tasmania.

Inspired by the clam shell, the chair opens and closes with the inside padded with 19 small cushions. It is made from American walnut veneered hoop pine, plywood, flexible PVC and woollen felt upholstery.

The chair is the brainchild of Ben Grant, Tharindu Abeyratne and Benjamin Brayshaw, Associate Degree in Furniture Design students.

Clam shell chair makes waves


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Western Australian state winners

Excellence in Furniture using Australian Native TimberWinners: Jahroc for the Tan Office Suite; andSunrise Furniture Manufactures for the Subiaco Surgery fit out.

Excellence in Furniture using Timber Panels Veneer / Overlayed or Painteda) Free StandingWinner: International Cabinets for the Circular Dining Tableb) Built-in-FurnitureWinner: Butler Interiors with the Genesta Study fit-out.

Excellence in Dining Furniture (table & chairs)Winner is Jamel Furniture for Mrs Natural Edge Table and Mojo Stools.

Excellence in a Sleep Set (mattress & base)Winner: Sleepmaker Bedding for the Simmons Beautyrest Black Manhattan.

Excellence in Commercial Furniturea) Interior Fit-outsWinner: Sunrise Furniture Manufacturers for the Perth Facial and Cosmetic Surgery.

b) Furniture (Seating, Desking and Storage)Winner: Jahroc for the Tan Office Suite.

Excellence in Bedroom Furniture (bed & bedside tables)Winner: Jamel Furniture for the Flamingo Setting.

Excellence in Furniture using Exotic Timbers Winner: International Cabinets for the Nedlands kitchen and family room fit out.

Excellence in Manufacturing/MarketingWinner: Peacocks Bedding

Excellence in Furniture using leathera) Under $3000Winner: Artifex Australia for the Time Out Recliner and Stool.

b) Over $3000Winner: Obelli Design Studio for the Emprezzio Luxura.

Excellence in Built-in Furniturea) KitchensWinners: Butler Interiors for the Esplanade kitchen; and Western Cabinets for the Salter Point Kitchen.b) Bathrooms and LaundryWinner: International Cabinets for Applecross Master Ensuite.c) Home Theatre and EntertainmentWinner: Butler Interiors for the Genesta Home Theatre.

Supplier of the YearWinner: Joyce Foam Products

Excellence in Furniture using Fabrica) Under $2000Winner: Lounge Innovation for the Hodgepodge.

b) Over $2000Winner: Lounge Innovation for the Verve.

Student Design AwardSponsored by Gascoigne FurnitureWinner: Rowan Gilbert for the Y6RCHAIR.

Retailer of the YearWinner: Forty Winks Melville and Cannington

Excellence in Mainstream ManufactureWinners: Hughmark Quality Furniture and SlumberCare

Best of the BestWinner: Butler Interiors.

Expect the best

Why settle for anything less than the luxurious styling, comfort and quality of Sealy Posturepedic Grand Luxe? Combining the finest materials with innovative engineering to deliver superior support and a more restorative night’s sleep.

Featuring the ultimate in back support - DSS Titanium, and the new ComfortCore Plus with gel-infused visco elastic foam through the centre of the mattress for superior conformance. The new Grand Luxe range is a true evolution of luxury.

*Source: Quantum Research Bedding Tracking Report, April 2012

Luxurious Comfort

ComfortCore® Plus

LiftRight® Wrap Handles

UniCased® XT Edge Support

StayTight® Foundation Cover

DSS Titanium Support

sealy.com.au P: 1300 656 454

why settle for anything less?


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Queensland state winners

Excellence in Furniture using Australian Native Timber Winner: Marxcraft for the Close to You dining suite

Excellence in Furniture Using Leather a) Under $3000 Winner: Contour Furniture for the Big Ben leather dual motor lift chairb) Over $3000 Winner: Chesterfield House for the Concierge armless Chesterfield

Excellence in Furniture using Fabric a) Under $2000 Winner: Contour Furniture for the Baxter Modular 3-seater with ottoman

b) Over $2000Winner: Marxcraft Furniture for the Little Cove chair

Excellence in a Sleep Set (mattress & base) Winner: Sleepmaker Division of The Comfort Group for the Serta Cool 3

Excellence in Manufacturing/MarketingWinner: Contour Furniture

Excellence in Student Design Winner: QUT Students for Hang on Brisbane

Excellence in Dining Furniture Winner: Smith & Gray for Dining table & chair

Excellence in Bedroom Furniture Winner: Accolade Furniture for the Prahran bedroom suite

Excellence in Furniture using Timber Panels Veneer / Overlayed or PaintedWinner: Accolade Furniture for the Prahran bedroom suite

Retailer of the Year Winner: Snooze Jindalee

Excellence in Manufacturing/ Design Winner: Gumnut Furniture for the Knuckle joint

Excellence in Mainstream Manufacturing Winner: Accolade Furniture for the Prahran bedroom suite

Mark Smith and Dave Gray from Smith & Gray Furniture Makers accepting their trophy from Matthew Thomas, President FIAA (Qld).

Mark Manson from Contour Furniture accepting his trophy from Kevin Feldman, Vice President of FIAA (Qld).

“Hang on Brisbane” student group with their lecturer, Michael Molloy of QUT Brisbane and Matthew Thomas.

Maddy and Will Marx from Marxcraft accepting trophies from Matthew Thomas.

Angus Lester from Snooze Jindalee accepting the Queensland Retailer of the Year trophy from Matthew Thomas.

australian furniture of the year awards | fb magazine 11

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The sponsorsPLATINUM

AmerindAmerind is Australia’s largest veneer pressing company and a national distributor of panel products and decorative architectural finishes to furniture manufacturers, cabinet makers and commercial shop fitters.

GOLD

Corporate Theatre ProductionCorporate Theatre has proudly styled the Australian Furniture of the Year Awards and technically directed the show production for over 16 years.

FurnitexFurnitex is Australia's largest furniture and furnishings trade fair showcasing a comprehensive range of contemporary furniture and furnishings as well as the latest products, colours and trends.

Joyce Foam ProductsJoyce Foam Products – a first choice in comfort foams and a leading manufacturer of clean green foam in Australia.

State Government VictoriaThe Department of Business and Innovation (DBI) is Victoria's lead economic, business and innovation agency, and provides the interface between government and the business community.

SILVER

Australian Made CampaignFor 25 years the Australian Made logo has been helping Australian businesses. It is recognised and trusted by Australian consumers.

Bekaert Textiles AustraliaBekaert Textiles is a local manufacturer of household textiles for the bedding, furniture and window covering markets.

Department of Industry Innovation, Science, Research and Tertiary EducationEncouraging the sustainable growth of Australian industries by developing a national innovation system that drives knowledge creation, cutting-edge science and research, international competitiveness and greater productivity.

Elton GroupElton Group specialises in environmentally sound interior architectural products including reconstucted timber veneer, Echolinear acoustic wall and ceiling panelling, and Lumisty view control window film.

FB MagazineThe leading bi-monthly b2b furniture and furnishings magazine in Australia. FB is the industry's communication vehicle for news, new products and business information.

First SuperFirst Super is the industry super fund for workers in the timber, pulp and paper, furniture and joinery industries and their communities.

Forest Products Commission The Forest Products Commission of Western Australia is responsible for industry development to support the long term viability of the timber industry and future timber needs for Western Australia.

Furnishing InternationalFurnishing International is passionate about all things furnishing and is dedicated to delivering relevant, insightful and accurate content.

Gascoigne Furniture Gascoigne Furniture's aim has always been to be Australia's finest leather funriture company. Still exporting in Asia and the Middle East.

The Laminex Group The Laminex Group is a leading marketer, distributor and manufacturer of premium decorative surfaces with a strong portfolio of brands including Formica and essastone, as well as Laminex.

Pedemont Moving & StoringWith a nationwide representation, Pedemont aims to accommodate the requirements of the ever changing Australian furniture manufacturing and retail industries.

Rino MastrottoRino Mastrotto Australia is dedicated to the supply of premium leathers to the Australian furniture and design industries and is renowned for its product quality and exemplary service.

Sealy of AustraliaSealy of Australia has achieved the highest reputation for professionalism and quality. For many years, the company's flagship brand, Sealy Posturepedic, has been the number one selling premium bedding brand in Australia.

SlumberCare The innovative Western Australian bedding company that prides itself on all aspects of production, sales, quality, price, before and after sales service.


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Timberwood PanelsTimberwood is a specialised veneered board company supplying the furniture industry. The company also supplies all other board related products and edgings.

BRONZE

ABCO Timber WholesalerAbco Timber Wholesaler has a large range of Victorian ash and Tasmanian oak hardwoods. The company provides quality timber with the best service at competitive prices.

Becker AcromaBecker Acroma is the world’s largest supplier of wood coatings to the furniture industry. Its products are synonymous with high quality, high efficiency and VOC environmentally compliant finishes.

Borg Decorative Borg Decorative is an Australian made and owned supplier to the kitchen and furniture industries supplying industry leading brands such as the Polytec and Parbury.

Design FurnitureDesign Furniture is an award winning industry leader in the manufacture of innovative and bespoke upholstered furniture and is celebrating 25 years of business success.

Enterprise Connect Enterprise Connect is an Australian Government initiative, backed by industry, that offers comprehensive advice and support to eligible Australian small businesses. Forty Winks Forty Winks is one of Australia’s leading bedding specialist retailers and strives to deliver innovation in the category and to offer the best value sleep solutions.

Mirotone/JHWMirotone designs, develops, manufactures and markets a comprehensive range of surface coatings to protect and beautify wood, paper, metal and other specialty substrates.

Multimaster Australia Multimaster distributes leather, fabric, wood and mattress care and maintainance products. The primary segment of the Multimaster business is in providing packaged leather, fabric, wood and mattress consumer warranties to furniture and bedding retailers.

NABnab – We see Australian business.

Peacocks Bedding Peacocks is the established furniture and components manufacturing business in WA and has serviced the industry for over 113 years.

Profile FabricsProfile Fabrics is an interior fabric wholesaler, which prides itself on quality, value and customer service.

SnoozeSnooze has been supporting Australian manufacturers for over 30 years with an expanding network of retail stores nationally.

Timbalac CoatingsTimbalac Coatings is a leading manufacturer of timber coatings supplying quality products, service, manufacturing expertise and solutions tailored to industry coupled with the highest of international standards.

Vera PelleVera Pelle is part of the Décor Design Centre group of companies and is passionate about service and strongly committed to the development of the industry.

Warwick FabricsWith companies based in Australia, New Zealand and the UK together with other global affiliations, Warwick Fabrics is at the front of international design, exporting interior upholstery and window textiles to over 50 countries worldwide.

Workplace Employment and Training Services IncWorkplace Sevices has a long and proud association with the furniture industry in WA as a supplier of apprentices to the industry, training them to become skilled tradesmen of the future.

The sponsors (cont.)

Multimaster

Masters of Care and Protection


FB | FURNITEX

Thousands of visitors, hundreds of exhibitors and eight renowned leaders in design attended Furnitex and Decoration + Design in Melbourne in July this year, with the event unveiling the latest collections and forecasting future trends.

The dynamic design competition for new and emerging designers, VIVID (Vibrant Visions in Design) celebrated its tenth anniversary. One hundred innovative pieces by 50 talented designers were on display, with winners selected from Student, Concept, Commercial and Green award categories.

Student winner Tate Anson was congratulated for his elegant and honest Tryst Stool, whilst Concept winner David Hardwick won praise for his Unfold Desk. Andre Hnatojko won the Commercial award with his striking Popper Pendents, whilst Ash Allen’s innovative Sticks and Stone Stool was judged the best Green entry.

Harvey Stockbridge, Managing Director, Australian Exhibitions & Conferences congratulated all VIVID designers for their tremendous work saying this year’s high calibre of entries highlighted Australia’s innovative and emerging design talent. Harvey also added: “We are extremely proud to showcase the industry’s best furniture and furnishings designers at Furnitex and Decoration + Design. The fair provided a real shot in the arm for the industry during these uncertain times.”

Attracting hundreds of attendees, this year’s International Industry Seminar Series welcomed a stellar line-up including world-renowned lighting designer, Beau McClellan from Portugal. Taking place over two days, the Seminar Series also welcomed Chris Lefteri, an internationally recognised authority on materials and their application in design, and back by popular

Furnitex and Decoration + Design 2012


demand, global trend guru Milou Ket (NL).

Award-winning international interior designer, Thomas Hamel headed up his seminar with The Renovators judge, Robyn Holt. Other Australian speakers included influential blogger (Interiors Addict) Jen Bishop, well known interior designer and writer, Darren Palmer

and Decoration + Design’s resident trend forecaster, Genty Marshall.

Genty Marshall’s Design Futures presented the Colour Visions installation at Decoration + Design offered interior designers and architects an inspired look at the future of colour and how it will affect the future of design.

Lightsource, a special

feature of Decoration + Design returned for its third year. Here, local and international exhibitors showcased the latest lighting products and technologies for commercial, retail, industrial and outdoor spaces.

Hotel + Hospitality Furnishings returned as a key attraction within Furnitex, focusing on the newest products and directions for the hotel, motel and hospitality industries.

Held for the first time in Melbourne, Flooring & Finishes with ATFA showcased an impressive line-up of over 80 companies displaying flooring and surface finish developments in design, texture, style, colour, safety, versatility and sustainability. The ATFA Creative Timber Live Demonstrations drew crowds daily with their flooring installations.

Decoration + Design co-located with the Australian International Furniture Fair (AIFF) and Flooring & Finishes will be held in Sydney from 6 to 8 February 2013 at the Sydney Exhibition Centre.

Furnitex returns from 18 to 21 July 2013. FB

FB | FURNITEX

There were many interesting, stylish and innovative furniture products on show at Furnitex this year. From among the multitude, FB Magazine selected two products that exhibited outstanding excellence in

design, innovation and marketability.

Carjo FurnitureCarjo’s Archer dining range displayed modern, clean lines and a slightly retro styling. Made from solid Victorian ash, the range features rounded edges and smooth round legs. Chairs had upholstered seat and backs with the round front legs echoing the table legs.

This modern range created a great deal of interest with visitors to the show.

Gold Star

Wentworth FurnitureWentworth’s Highbury Collection is a bedroom furniture range featuring Western Australian marri and matching hand laid veneers. It features heavy duty laminated timber drawers with full extension runners.Both leather and fabric

options are available in the headboard.

Congratulations to both companies on such well designed and executed products. FB

Left : Carjo’s retro styled Archer dining suite. Below: Joe, Anne and Carl Mimmo proudly display their Gold Star award.

Above: Wentworth Furniture’s Highbury bedroom collection. Inset: Wentworth’s Rex Carr.

aiff_OL.indd 1 1/10/12 11:02 AM


FB | MATTRESS & BASE

While mattress protection is an all year round concern, Spring-time is when most consumers think about allergies and allergy protection.

Australia has one of the highest levels of allergy sufferers in the world with seven million Australians affected. Another two million Australians have asthma and its related symptoms.

The common household dustmite and its allergens – along with residual mould in unprotected pillows, quilts and mattresses – make up the two

most common triggers for both allergic reactions and asthma.

The typical mattress contains anywhere from 100,000 to one million dustmites (depending on the age of the mattress) according to Protect∙A∙Bed’s registered nurse, Treasure Vellis.

“It’s their faecal pellets and the dead mites that contain proteins that are highly allergenic for susceptible children and adults – causing everything from a blocked, running nose, sneezing and irritated eyes to a severe asthma attack”, said Treasure.

According to the National Asthma Council – one of the best ways to avoid an asthma attack is avoidance of known triggers including dustmites and mould.

Major awareness campaignTo aid in the prevention of allergy and asthma,

Protect∙A∙Bed has launched a major awareness campaign this Spring. Included in the media mix is a seven week radio campaign in Melbourne and Sydney on MixFM – targeting women 25 to 50 and promoting dustmite protection with appearances in shopping centres from Protect∙A∙Bed’s newest mascot – Dustin the dustmite.

Outdoor billboards and transit media on buses and trams also add awareness along the Eastern seaboard with the message: “Got Allergies – Get the world’s number one mattress protector!”

Print media is also included with advertising in major women’s magazines.

New product releaseOn offer for Spring is a specially developed allergy protection kit consisting of an Elite Mattress Protector

and Pillow Protector/s made from Tencel fabric, which is hypoallergenic and inhibits bacterial growth, as well as a bonus, free of charge allergy relief spray.

Treasure added: “The aim of the spray is to protect the areas around the bedroom and home that can’t be protected otherwise, like curtains and carpet”. FB

Leading bedding manufacturer Sealy is releasing its latest ultra premium offering, the updated Sealy Posturepedic Grand Luxe ranges.

“We first launched Grand Luxe in 2010 with a range that redefined sleep luxury. This latest range release builds on the outstanding

aesthetics, support, and comfort features of that range and also incorporates some significant innovations designed to improve the consumer’s sleep and daily interaction with their bed,” said a Sealy spokesperson.

The new Sealy Posturepedic Grand Luxe now features Dual Support System (DSS) TI – Sealy’s most advanced innerspring. The DSS is now made with Titanium alloy for extra strength and durability and is designed to provide not only the deep-down correct support the body requires, but also the individual conformance for an undisturbed, refreshing night’s sleep. Every SynerFlex surface coil micro-

adjusts to the body’s unique curves, while the PostureTech innercore senses the body’s weight and responds with orthopaedically correct support.

For the best conformance to every part of the body Sealy has invented the ComfortCore. The centre third of the mattress is densified with quality comfort layers and innovative quilt design so it hugs and conforms to the important lower part of the back, where it’s needed most. Featuring gel-infused visco elastic, ComfortCore

Plus makes a real difference to the feel of the new Grand Luxe beds.

Also new to Grand Luxe are Sealy’s exclusive LiftRight handles, located in all the right places to make lifting the mattress easier and the StayTight cover on the DuraFlex foundation – a rubberized fabric that helps hold sheets in place.

Tested and researched extensively to Sealy’s stringent durability standards, the Grand Luxe collection beds come with a 10 year guarantee. FB

A fresh approach to Spring

New Posturepedic Grand Luxe ranges


Q: First of all, tell me a little about Ross Hanna Australia and what the company does.

A: Ross Hanna Australia is a family owned company that supplies the mattress and furniture manufacturing industry with adhesives, machinery, components and service. The business was established in 1960 by the founder, Ross Hanna and is now run by his son David. We have a simple philosophy and that is to understand our customers’ needs and cater to those needs to the best of our ability.

Q: Tell me about why this new product has the company so excited.

A: The Simalfa On Demand system provides all adhesive requirements in one system. With the press of a button the operator can use the adhesive when and how it is needed, choosing between fast lockdown (instant grip) or repositionability, providing the appropriate system for

the job being undertaken. The operator maintains

control of the process of gluing and all this is achieved by a simple push of a button.

This new system can even be retro fitted to any of our existing systems.

Another exciting aspect is it is available as a mobile unit that can be moved from place to place – taking the adhesive to the product rather than taking a possibly bulky item to the adhesive system.

Q: What is so important about these new Simalfa adhesives?

A: They are the new generation of adhesives with previously unheard of flexibility. Instead of the need for two systems we can achieve all requirements with one system.

It provides all the known benefits of Simalfa, which includes low maintenance, simplicity of use, environmental friendly and high yielding. It also works on a wide variety of substrates. The adhesive can be used on the foams, non-woven fabrics and gels etc used in the mattress and furniture industry, as well as timber, dacron, steel, chrome and more.

Not only is it a one part water based adhesive, the Simalfa adhesive comes as a gravity fed system. Combine all these benefits into one low cost system that no longer requires unreliable and costly pumps or messy mixing and decanting and you have a system whose aspects of operation and use all operators will love.

Q: It sounds as if this would be a dream to work with.

A: The features and benefits the new On Demand

systems provides significant advantages over traditional adhesives methods. We no longer need spray booths or multiple different glues to achieve all your adhesive requirements. One system will provide all your requirements.

The flexibility this allows to both the operations and operators has been the key to the success of this system, and why it has revolutionised the way people think and use their adhesive.

Q: The benefits all sound very impressive – are they as good as they seem?

A: The customer can tell us – all the impressive features of the On Demand system, including the low maintenance, high yield and environmental credentials can be demonstrated at a customer’s own premises. Ross Hanna Australia is prepared to visit premises and prove this using the customer’s own substrates!!

Q: OK, here’s the crunch – is it expensive?

A: With set up costs generally half that of others, the accountants will also enjoy the benefits of Simalfa.

But this is only half the picture. At Ross Hanna Australia we take the time and have the expertise to listen to each customer’s requirements and provide the correct solution. From accredited operator training at no charge through to a full complement of stock, spare parts and service, this has been the cornerstone to our success over a long period of time.

And our support of the furniture and bedding industry does not stop there with products as diverse as gels, latex and netting. FB

New generation adhesives

FB | ADHESIVES

ROSS HANNA AUSTRALIA IS RELEASING THE LATEST GENERATION OF SIMALFA WATER BASED ADHESIVES ONTO THE MARKET, WHICH WILL RENDER TRADITIONAL TWO PART ADHESIVES AND SOLVENTS OBSOLETE. FB MAGAZINE TALKS TO GRANT MCCULLOCH, BUSINESS DEVELOPMENT MANAGER FOR ROSS HANNA ABOUT THIS NEW PRODUCT.


FB | BUSINESS

The retail employee is the ‘ambassador’ of a retail proposition – which includes all the Ps of the retail mix (promotion, price, product and place).

The customer is also a person but they enter the retail environment with a shield between them and the offer you want to make. This shield may be past experience, attitude, fears, perceptions, cognitive dissonance, etc, which are typically emotional in nature.

The retail sales person must penetrate that shield. There are two facets to that activity:

a) there are certain psychological hot buttons that can be used to lower the customer’s resistance;

b) there is a certain ‘process’ that applies. This is the part that must be ACEd.

A few observations about this process.

The retail sales interaction is not process driven as many trainers/consultants would suggest. Sometimes a sale can happen in the blink of an eye, sometimes it takes multiple visits.

Occasionally you may recognise stages of the process but you can’t train

staff to follow a rigid process such as: • identify the need;• evaluate alternatives; • close the sale.

People carry that shield for a reason: they don’t want to be sold to, so the best you can do is to make sure you can help them buy.

The reasons why people buy are fundamentally emotional. If you want to be effective at helping them buy, you must converse accordingly.

How do you structure this interaction with the customer so that you can:• relate in such a way that

you can make a fair representation of your offer?

• help the customer buy according to their needs?

ApproachApproach the customer once you have seen the buying signals.

Check your own body language, attitude and energy before you approach – it’s contagious.

Make sure that the customer can see you when you approach.

When you are close enough to stop, make

sure there are no barriers between you and the customer. (There are many different kinds.)

ConnectionMaking the connection is the first step. Unless you succeed here, you cannot and should not proceed. In fact, if you feel you screwed this up, smile/greet and move on. Come back later.

This connection is verbal and non-verbal – both should be open, honest and sincere. No tricks necessary: just smile and greet.

Do NOT ask if you can help them.

There are many appropriate opening statements or questions and these depend on the customer, the scenario and the sales person’s own confidence.

Your objective is to make a connection, NOT to make a sale, not to serve the customer, not to even help them buy.

EnablementInitially we called this execution but, considering what we want to achieve, enablement is a truer reflection. This is where

the conversation relies on your knowledge of the offer (including product knowledge) and your knowledge of consumer psychology – that is, how to push those hot buttons.

I often marvel at people who have no formal training but simply use their instincts without knowing why they do something, and simply just do it right.

The conversation that happens at this stage must be structured to lower barriers and appeal to their emotions. There are phrases that people can learn – and, as they experience success, they gain confidence to develop their own style, whilst staying true to the principles.

The shield cannot be broken down by ‘force’ – ie, hard sell.

Even if you do this right, you may not get the sale today. But, if you do it right, you will get sales more often than most, more often than before and, worst case, you will get it next time. FB

Ganador helps retailers and their retail supply create high-performance businesses through innovative learning and development technology and programs.

How to ACE the retail saleBy Dennis Price, Gandor


Tel : +603 2176 8788 Fax : +603 2164 8786 Email : info@mi�.com.my


FB | INTERNATIONAL

MIFF 2013Every year, companies all over the world mark their calendars to clear dates for early March in anticipation of the Malaysian International Furniture Fair (MIFF).

Since its inception 18 years ago, MIFF has strived to present the best furniture fair in Southeast Asia, with a focus on exploring and expanding into new markets every year. A pioneer show of its kind, MIFF is renowned as a one-stop buying centre offering furniture with uncompromising quality and uniqueness that has succeeded in attracting genuine and relevant buyers annually.

The show is not only recognised globally as a furniture export vehicle for the region, it also offers itself as a gateway for international players to penetrate the regional market. Its importance and contribution to the furniture trade is further reflected through a sales record exceeding USD 650 million each year.

Though MIFF is not the biggest furniture fair, it attracts more than 6,000 buyers from over 140 countries to Kuala Lumpur

each year. Over the past 18 years, furniture players big and small have gained valuable experience and networks, not to mention plenty of business opportunities at MIFF. Long established as a one of its kind exhibition, MIFF has been praised for the value it brings to exhibitors and visitors alike.

With nearly 500 international exhibitors across a vast range of products, MIFF is uniquely positioned to give you immediate and effective access to the best manufacturers under one roof. With a host of excellent exhibitors with good track records and quality products, visitors will find exhibitors demonstrating the highest level of professionalism.

From bedrooms to bathrooms, outdoor to indoor furniture, office and home varieties, outstanding wood furniture, MIFF strives to find something for every need. From tracking the latest trends to finding new niches, MIFF listens closely to the market to provide what end users want.

MIFF 2013, 5-9 March 2013, www.miff.com.my FB

[email protected] [email protected] [email protected] credit: ‘Our’ Chair by Lanzavecchia + Wai Design Studio/Photo © Davide Farabegoli

Co-locating shows: Organiser: A subsidiary of: Supported by: Endorsed by: Official publication:Held in:

Previous participants:

Blu Dot Nendo Nani Marquina Resol Vendome Design Woven+ X Plok POLaRt Kenneth Cobonpue XTRA The LifeShop AIRFoundry Outofstock Design KenKoon Deesawat Eggarat Wongcharit Apirat Boonruangthaworn Sable Island John Kelly Furniture

Sedes Regia Stilium Starbay Cilicon Faytory Bounce Innovations Jarrod Lim Design Nathan Yong Design Bertil Stam

GET INTIMATE WITH DESIGNIFFS invites you to get up-close and personal with the best

in design-led furniture and furnishings from the region.

Inspire your passion for design and satisfy your craving for the modern contemporary with Asia’s leading sourcing platform.

Be part of the new design revolution at IFFS.

9 - 12 March 2013 Singapore Expowww.iffs.com.sg www.thedecorshow.com.sg www.thehospitalityshow.com.sg

INTERNATIONAL FURNITURE FAIR

SINGAPORE 2013

30th ASEAN FURNITURE SHOW

2nd HospitalityDesign Furniture

Luxurious Projects Asia Summit & Award 2013

http://hdf.tpgi.org

Register Now!


FB | INTERNATIONAL

IFFS appoints new chairmanThe International Furniture Fair Singapore Pte Ltd has announced the appointment of Ernie Koh as the Chairman of the board. Ernie, who is the Executive Director of Koda Ltd, took over the helm from Andrew Ng, Deputy CEO of Lorenzo International Ltd.

With close to two decades of significant experience in international marketing and corporate branding, Ernie will spearhead the IFFS’ marketing strategies, formulate business expansion plans, broach new design concepts and take charge of driving the business growth internationally, as well as to strengthen the IFFS’ foothold in the region.

“I am honoured to be part of a dynamic team and

I hope to play a significant role in promoting IFFS to be one of the best exhibition experiences for all delegates through tenancy remixing, introducing a new spectrum of experiences and enhanced or innovative marketing and promotions,” said Ernie.

The International Furniture Fair Singapore/ASEAN Furniture Show (IFFS/AFS) is totally focused on getting the best sourcing results for its buyers and showcases the finest selection of ASEAN and Asia’s furniture and furnishings with a twist of international diversity. Over 120,000 pieces of design-led, quality furniture and furnishing products are on display, winning the confidence of the global furniture trade fraternity.

The IFFS/AFS consolidates a large collection of exhibitors from China, Indonesia, the

Philippines, Taiwan, Thailand and Vietnam. Besides the significant regional presence, the strong showing of international companies from Australia, France, Italy, United Kingdom and America further affirms the IFFS/AFS’ status as a global furniture hub.

An annual event, held from 9 to 12 March, the IFFS/AFS differentiates from other regional shows in its unwavering focus on furniture design as the show continues to display and harness the creative prowess of Asia and trend-set furniture designs from the rest of the world. FB

FOR SALE

Prime Retail Showroom + Warehouse

104 Clinton St, Goulburn NSW 2850

High exposure site in Goulburn CBD.

Total 2099 sq metres may suit 1 large or 2 smaller tenants.

Off Street Car Parking for 68 cars.

Contact Tony Scotland on 0407 466 488 or Denis Mead on 0427 784 086 or any Local Goulburn Agent.

Inspection by Appointment only!

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OCTOBER 2012 17-19 IFFT Interior Lifestyle Living 2012 Interior Lifestyle Living International

Furniture Fair Tokyo, Japan www.ifft-interiorlifestyleliving.com/en

17-20 Manila FAME 2012 manilanow + CEBUNEXT + Bijoux Cebu

International trade show for furniture & furnishings, holiday & gifts, and fashion

Manila, Philippines www.manilafame.com/en/

18-21 Index Furniture 2012 International trade fair on furniture,

fabric & artifacts Mumbai, India www.ubmindexfairs.com

23-27 Orgatec 2012 International Trade Fair for Furnishing

& Office Facilities Cologne, Germany

www.orgatec.de

NOVEMBER 20121-6 FURNEX EGYPT 2012 International furniture and furnishing

trade fair Cairo, Egypt www.furnexegypt.com

8-10 100% Design Shanghai 2012 Contemporary Interior Design Exhibition Shanghai, China www.100percentdesign.com.cn

8-11 VIFA HOME 2012 Vietnam Furniture and Home Furniture Fair

Ho Chi Minh, VietNam http://vifafair.com/vifahome/en

21-22 The Sleep Event 2012 London, United Kingdom www.thesleepevent.com

24 Nov-2 Dec IFF 2012. Indonesia Furniture Fair Jakarta, Indonesia

24 Nov-2 Dec Modern Furniture Fair 2012 Bangkok, Thailand

JANUARY 20139-12 Heimtextil Frankfurt 2013 International Trade Fair for

textiles Frankfurt, Germany http://heimtextil.messefrankfurt.com

8-22 Maison & Objet 2013 The International Homestyle

Exhibition Paris, France www.maison-objet.com

14-20 imm cologne www.imm-cologne.com/en

18-22 Meuble Paris 2013 Paris Furniture Fair Paris, France www.meuble-paris.net

18-22 NOW! 2013 Design à vivre Paris, France www.nowdesignavivre.com

20-23 Interiors Birmingham 2013 Birmingham, UK www.interiorsuk.com

FEBRUARY 20135-9 Stockholm Furniture Fair 2013 Stockholm, Sweden www.stockholmfurniturefair.se

6-8 AIFF 2013 Australian International Furniture

Fair Sydney, Australia www.aiff.net.au

2012/2013 EXHIBITIONS

For more information on the fairs or to confirm dates, please check the individual websites. This information has been supplied to us by the show organisers and no responsibility can be taken for its accuracy. Please note dates may change. Organisers are welcome to supply dates for inclusion in this column. For further details or more up-to-date information, contact the trade consuls or trade commission of the country in question.

Documents

FB Spring 2012