Consolidation not inevitable, says sofa boss

28th January 2010

The owner of sofa importer TCS says suppliers should do more to protect independent retailers, insisting that further market consolidation is not inevitable.

Thomas Small told the Furnishing Report that furniture suppliers 'are too accepting' and instead of allowing multiple retailers to continue to dominate, they should instead focus their efforts on better serving the independent sector.

'It would be terrible to see the industry turn into one big multi-group,' he says. 'Suppliers need to think if it is right to supply the big boys today, as they may find they have nothing to do in three or four years time.'

The upholstery supplier owner says the key to supporting the independents is offering flexibility, both in terms of customisation and short lead times - 'that's the only area the groups cannot compete.'

'It's not good enough to have long lead times. When we first started, others were offering lead times of 16-18 weeks, and there are still companies on lead times that long. But even those offering short lead times, such as seven days, are usually doing so from stock.

'Independents should be able to expect quick lead times on made-to-order furniture. If we can do it, I don't see why others can't too. In one way it's good for us, as we can offer retailers that flexibility, but ultimately if the whole industry doesn't do it, the market will continue to consolidate as retailers simply won't have enough tools to tackle the multiples.'