Buying group Associated Independent Stores (AIS) believes that suppliers are the backbone of the independent retail sector, and it works closely with a wide range of specialists to ensure its Members have access to exclusive, commercial and innovative new lines, all year round. One such supplier is Simon Kent, the UK agent for German furniture manufacturers Venjakob, Disselkamp and 3C Candy, and an AIS supplier since 2013 …
Can you tell us a little about your work?
I am the main UK agent for all three brands and have represented Venjakob in the UK for more than 20 years. I also represent Disselkamp and 3C Candy, giving us a portfolio of established German furniture manufacturers covering cabinet furniture, bedroom furniture and upholstery.
I employ Simon Linney as our area sales manager. Simon is responsible for all three brands across the Midlands, Wales and the South of England, while I cover the North of England and Scotland.
How did you come to work with AIS?
We first became involved with AIS in 2013. At the time, we were looking to increase our presence in the UK and, importantly, to develop relationships with some of the best independent furniture retailers in the market.
AIS was a natural fit for us because of the quality and breadth of its independent retail membership. It provided an opportunity to develop relationships with retailers who appreciate established brands and quality European furniture, while giving us a broader platform from which to introduce our products.
Over the years, that relationship has developed considerably. Although Venjakob was the initial focus, we are now able to bring our wider portfolio of Venjakob, Disselkamp and 3C Candy to the relationship. Each brand has its own identity and market position, but together they give us a broad offering across different areas of the furniture market.
What does your association with AIS mean for your business?
AIS has helped us increase and accelerate our presence in the UK market. More importantly, it has helped us develop relationships with independent retailers that have become long-term partnerships.
For us, it is not simply about increasing the number of retailers we work with. We want to work with retailers who understand the brands, the products and the importance of presenting them correctly. AIS gives us access to a strong network of independent retailers who share that approach.
The relationship is also supported by our own UK sales structure, which allows us to maintain a strong regional presence and, importantly, to build personal relationships with retailers rather than simply relying on a central buying group relationship.
The CENPAC system is another very useful part of working with AIS. It simplifies the invoicing process for all parties and makes the administration between the retailer, buying group and supplier much more straightforward.
In all, AIS is an important part of our overall approach to the UK independent furniture market.
Can you name any of the retail partnerships that have been created?
There are a number of AIS members where we have developed particularly strong and successful partnerships, including Andersons, Arighi Bianchi, Gilles, Housing Units, Julian Foye and Ponsford.
What is particularly valuable is that these are not simply transactional relationships. They have developed over time, with retailers investing in the brands, their displays and their product ranges.
Each retailer is different, with its own customer base and retail proposition, so our approach is to understand what works for each individual business. Depending on the retailer, that might be Venjakob, Disselkamp, 3C Candy, or a combination of the brands.
For us, that is one of the strengths of having a broader portfolio. We can offer retailers different products and price points while still representing manufacturers with a strong German manufacturing heritage and a long-term approach to product development.
The relationships we’ve developed through AIS are a good example of what we were looking for when we first became involved in 2013 – access to some of the UK's best independent furniture retailers and the opportunity to develop those relationships over the long term.
What do you appreciate most about working with AIS?
For me, it’s the combination of the quality of the retailer network and the relationships we’ve been able to develop over many years.
Having represented Venjakob in the UK for more than 20 years, I have always believed that furniture is a long-term business. The strongest relationships are built over time, and that applies equally to manufacturers, agents and retailers.
I appreciate that AIS understands the independent furniture sector and provides a platform where manufacturers and retailers can work together professionally. It gives us access to a significant network, but it is then up to us to develop those individual relationships and make them successful.
There are also practical benefits. The CENPAC system makes invoicing and administration considerably easier, while the communication and interaction with the AIS team is very valuable.
Most importantly, AIS has helped us build and strengthen our presence in the UK independent furniture market across our three brands. For us, it’s the combination of the retailer network, the commercial support and the long-term relationships that makes the association so valuable.
Simon can be reached at [email protected]. Find out more about working with AIS in our 50th anniversary supplement.
