In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Henry Richards who shares an insight into his role, the risk of playing safe and why the industry needs more young people in the trade.
Meet Henry
I represent Italia Living, Skovby, SITS, Flexlux and Innovation Living.
How long have you been an agent in the industry?
I have been in the industry for 11 years now. I made the jump and became an agent with Westgarth in November. I’m ex-retail; I started my journey in trade aged 16 working part time at John Lewis whilst studying and then went on to join Arighi Bianchi in Macclesfield.
What drew you into the life of an agent and what’s the day-to-day like?
I’ve spent my whole adult life in trade, I couldn’t see myself doing anything else. I realised I wanted to become an agent a few years ago and I’ve been very fortunate to have lots of support and encouragement from mentors. I felt being ex-retail I could provide a good service to both customers and manufacturers – I understand the retail market well and I know what’s expected of a good agent.
Every day is different; no two days are the same. One day I could be visiting a factory on a plane with no leg room, the next battling the M25. It’s not always as glamorous as it’s sometimes perceived! I think a lot of customers don’t realise how much work goes on behind the scenes, getting a brand/ product onto the market.
What is the best part of your role?
Bringing a product or brand into a store and seeing it perform with customers and the sales team.
What is the most difficult?
Juggling enquiries from clients whilst travelling.
Do you have any particular highlights so far?
Meeting everyone and building new connections. Over the past six months I’ve met hundreds of great people across the trade; it’s a very special industry to be working in.
What challenges do you think currently face agents in the furnishing industry?
Business is tough at the moment and buyers risk falling into the trap of playing it safe with products/ brands they know work for them. It would be great to see more buyers stepping out of their comfort zone and trying something new from different manufacturers – fortune favours the brave.
What would you like to see change?
I would like to see more young people joining the trade, we need a constant in flow of new talent to keep the industry thriving with new ideas and ways of doing business.
What would help agents more?
I wish more end users realised what goes into making a quality product and the costs associated with that.
What would you say to someone considering becoming an agent?
Enjoy the opportunity but be patient, building relationships takes time. You have to have full confidence in the manufacturer you’re representing – not every product is going to work in the UK.
What is the most important attribute to have as an agent and why?
Empathy and diplomacy – selling and manufacturing furniture isn’t always plain sailing believe it or not! You have to be a problem solver and adapt as the market changes.
Can you share something that irritates you the most as an agent?
I recently visited the Milan furniture fair in April; there is an enormous amount of quality European manufacturers that don’t operate in the UK simply due to the cost of adhering to FR regulations. It would be great to see a greater emphasis on quality European manufactured goods.
Can you share an insight into your plans for the year ahead?
I’m looking forward to continue building relationships with buyers and sales staff whilst developing our brands presence.
As an agency we’re bringing a new Mexican cabinet manufacturer called Taracea to the UK, it is the most ‘wow’ furniture I have seen in a long time. There’s currently nothing quite like it across the UK and Europe.
What’s the next big thing you are seeing in the industry and why?
Exciting and innovative new designs across cabinet and upholstery, I’ve seen some really exciting designs at trade shows this year.
It’s no secret that footfall is down in stores, we have to wow customers with interesting and quality products in order to give them another reason to visit.
If there is anything else you would like to add as a final thought, please do so here.
I’d like to thank Dan and the Big Furniture Group team for the opportunity to share my thoughts – I’m quite new to life on the road, so I hope I’ve provided an interesting insight. Please do reach out to me to find out more about the brands I represent.
henry@westgarthfurniture.co.uk / 07526 755 435
