In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Mark Simmons who talks about the day-to-day, supply chain challenges, online adaption and the benefit of digital tools.
Meet Mark
I currently rep for Kaydian Beds, a leading provider of high-quality beds. We specialise in creating versatile and durable products for the retail, and residential markets. We offer a wide range of customisable options, including luxury upholstered ottoman beds that cater to various industries.
How long have you been a rep in the industry?
I’ve been in the B2B furniture industry for over 10 years now but 35 years in total. During this time, I’ve gained a wealth of experience in understanding market trends, building strong client relationships, and helping businesses find the best products to suit their needs.
What drew you into the life of a rep and what’s the day-to-day like?
I’ve always had a passion for design and customer service, and the idea of working in an industry that allows me to combine these interests really appealed to me. My day-to-day is quite dynamic; it involves meeting with clients, managing accounts, providing product consultations, negotiating contracts, and working with our logistics and customer service teams to ensure smooth product delivery. I also spend time researching industry trends to better advise our clients and anticipate their future needs.
What is the best part of your role?
The best part of my role is building long-term relationships with clients and seeing them thrive with our products. Whether it’s assisting a retailer with stocking our beds, or preparing our beds for a UK show, it’s fulfilling to know that I’m a part of their success. The feedback and appreciation I get from customers, knowing they trust Kaydian Beds, is incredibly rewarding.
What is the most difficult?
The most difficult part of the role is managing the supply chain and dealing with unexpected delays or issues, especially in a globalised market. It can be a challenge to keep clients satisfied when there are logistical hiccups, but clear communication and proactive solutions are key to navigating these situations.
Do you have any particular highlights so far?
One of the standout highlights of my career was having the opportunity to represent Kaydian Beds at one of the largest UK bed and furniture trade shows. This event brought together industry leaders, suppliers, and buyers from all over the world, and it was an incredible experience to showcase our products to such a diverse audience. I have also travelled with Kaydian to Malaysia to the factories where our beds are produced – this was an incredible experience, which helped me to understand the whole journey of our beds and provide a deeper insight to our customers when selling them.
What challenges do you think currently face rep in the furnishing industry?
The furnishing industry is facing a few significant challenges right now, particularly around supply chain disruptions and rising material costs. These issues can affect timelines and margins. Additionally, there’s a growing demand for sustainable and eco-friendly products, which can be a challenge for companies to meet while maintaining cost-effectiveness, but our products are already packaged in recyclable materials. Lastly, the increasing trend towards online sales mean reps need to be adaptable and ready to offer virtual consultations and remote services.
What would you like to see change?
I’d like to see a more streamlined process for product customisation and ordering. While Kaydian Beds offers a lot of flexibility, simplifying the custom order process for both clients and suppliers would reduce delays and increase efficiency. Additionally, more widespread adoption of digital tools for catalogue browsing and virtual design consultations would be a huge help.
What would help reps more?
Agents could benefit from more comprehensive training on the technological tools available to manage customer relationships and sales processes. In a digital-first world, CRM systems, virtual design tools, and online product presentations are incredibly useful, and more in-depth training would help reps be more efficient and effective in serving clients, including a retailer being able to order directly.
What would you say to someone considering becoming a rep?
I’d advise them to be prepared for a fast-paced, dynamic environment where building strong relationships is key. This job isn’t just about selling products; it’s about providing value and solving problems for clients. The industry can be competitive, but with a passion for what you’re selling and a strong work ethic, there’s plenty of room for success. People buy from people, no matter how good the product may be, so being personable is key.
What is the most important attribute to have as a rep and why?
The most important attribute is empathy and being personable. Understanding your clients’ needs, preferences, and challenges allows you to offer the best solutions and build trust. Being able to put yourself in your client’s shoes is what separates a good rep from a great one, and it helps foster long-term business relationships.
Can you share something that irritates you the most as a rep?
One thing that can be frustrating is when clients don’t fully communicate their expectations upfront, which leads to misunderstandings later on. This can result in delays or dissatisfaction. Clear, open communication is crucial to a smooth sales process, and I always strive to make sure everyone is on the same page from the start.
Can you share an insight into your plans for the year ahead?
For the coming year, Kaydian is focusing on expanding our Ottoman bed range, alongside a range of new sofas (container only). Additionally, I’m excited about developing deeper relationships with existing clients and helping them grow their businesses with Kaydian Beds’ new product lines. Also, as we are members of AIS, we recently launched an AIS only bed for their clients at the INDX Furniture show last month. We also showcased five of our new sofas at this event too, it was a great show for us.
What’s the next big thing you are seeing in the industry and why?
The next big thing I see is the increasing shift toward sustainable and eco-friendly products. As consumers and businesses alike become more environmentally conscious, the demand for sustainable materials and ethically sourced products is growing. Kaydian Beds is already exploring options to incorporate more sustainable materials into our range, and I think this will be a significant selling point in the near future.
If there is anything else you would like to add as a final thought, please do so here.
I think the most exciting thing about being in the B2B furniture industry is the opportunity to help shape spaces that people interact with daily—whether it’s a hotel room where someone rests after a long day, or a retail space that gives customers a great shopping experience. Furniture is not just functional; it creates an environment. That’s why I’m so passionate about what I do, and why I believe Kaydian Beds offers something truly special to businesses looking for quality, durability, and design.
marksimmons20@yahoo.co.uk / www.linkedin.com/in/mark-simmons-a3138571/
