Profile - Papillion Furniture
September 24 2009
Amid a sea of generic imports, Papillion Furniture has triumphed by staying local. With the company reaching the ten year mark this year, Furniture Fair Online caught up with managing director Robert Ince to uncover the secrets of custom made success.
Robert Ince is a believer in serendipity. At a time when a niche for high end, custom designed furniture is emerging in the furniture industry, he recognises that his family has the expertise to meet the challenge.
"When we established the company a decade ago, Australian-made furniture was mainly off the shelf and we saw an opportunity to specialise in unique, hand-crafted, custom-designed pieces," he confirms.
Papillion - which will be showcased at the Australian International Furniture Fair, from February 3 to 5 2010, at the Sydney Exhibition Centre - also regularly launches standard lines, with new September releases including the Full Wrap Ottoman, the Mecca Sofa and the Yoko Screen (all pictured).
Furniture design and manufacture is in the family's blood, Ince says.
"Our grandparents had an upholstery business in Europe, so we had the background and, as we soon discovered, there was a strong demand for our furniture. We started with one factory. Now we have three."
Today, four family members run the Dandenong South based company, whose meticulously crafted contemporary and classic furniture is designed and manufactured in-house.
"We handle small and large projects, catering to the commercial, hospitality and residential sectors," says Ince.
Papillion's emphasis on elegant, multi-functional furniture that accommodates individual designs and preferences in details such as fabrics has made the firm a favourite with architects and interior designers nationwide, he adds.
The company has certainly come a long way since its origins a decade ago as a small manufacturing business; evolving into a specialist , niche business that prides itself on its ability to respond to any brief.
"The work Papillion Furniture is best known for is in custom made pieces, created to order, promising client-specific furniture designs, handcrafted the old fashion way, with quality materials and fine workmanship. The company can work with modifications to previous designs or original concepts."
Interiors 2010
September 10 2009
Milou Ket's predictions on key interior trends are an invaluable resource for furniture specialists. Here we present an abstract of Milou's presentation at Furnitex Melbourne.
Milou Ket is the force behind the highly successful styling company, founded in 1980, that takes her name. Her expertise in design and interiors is renowned in her home country, The Netherlands, and internationally, while Milou Ket interior trend books sell successfully at international fairs such as Heimtex, Surtex and Biennale. Milou Ket clients include some of the world's top retail and design brands.
SUPRA NATURAL
Nature is still the great source of inspiration, but it changes shape: new technology makes us shift our attention to biology and science for a modern approach. 3-D printing makes a future of "mass-individualisation" possible. Especially solutions with light are of importance. Opposed to clean and smooth industrial products, such as glass, translucency, iridescence, transparency and metallics, we see the need for texture and tactility, to balance the clean feeling. Also glittering effects and metallics add interest. Often poetic elements play a role, such as laser-cutting, origami, and perforations. We see layered effects, organic shapes, furs and hides and over-dimensional products.
Hand crafted techniques also offer the possibility to make a product more special, personal, imperfect, irregular and a-symmetrical. Warmth is added by textures, furs, and open fireplaces. Wood, mostly in light variations, varies from unfinished and course, to super thin and almost transparent. Paper and card-board are appreciated for their lightness, transparency and colour. Outdoor products are important. The colours in this direction are light and cool. Without doubt white is the most important colour. It stands for purity and clearness. We see skin, cool pink, cool mint, light blue, white, cool yellow, cream and beige. Also we see some natural colours. Sometimes a dark brown is added. Grey in different gradations still plays a role. Silver is added for interest.
SOFT TECHNOLOGY
This young direction in almost acid pastel colours is influenced by the colours of technology, as in a laboratory. White is indispensable in colour combinations to obtain a fresh and clean effect. We see different interpretations: from clean and modern, sometimes even futuristic based on the results of modern technology. We see effects derived from the view under the microscope and from medical equipment, or the transparent under-water world, to more romantic, organic, tropical and kitschy influences. Prints are very important, in particular in multicolour variations. Also here the effect of light is very important. A soft artificial effect of colours seen through a transparent or translucent synthetic material is the key. Artificial materials such as glass, plastic, plexiglas, silicone, rubber etc. give such a diffused, yet colourful effect to obtain a modern result.
The colours are often combined with white for a fresh effect. Once in a while a small dose of black is used, but only in small quantities, for instance for thin lines and outlines. As colours we see heavenly blue, radiant orange, fresh pink, coral, sunny yellow, light emerald, spring green, fresh turquoise and fresh lilac. Iridescence, multifoil materials, gels and reflective aspects are important in this direction, to obtain a modern look. Sometimes fluo elements are added. Silver and gold are also still important to add some special effects.
FLIGHTS OF FANTASY
In this feminine direction the emphasis is on a romantic, quite conservative styling. The colours are based on faded flowers, such as hortensia, with many pinkish and faded aubergine colours. Old-fashioned feminine techniques such as crochet, knitting, lace etc. play a role, and are beloved elements in the feminine interior. Sometimes these elements are translated in a modern way. Gold and silver are added to emphasize certain parts of a design. Sculpted mirrors, crystal chandeliers, period furniture, and florals determine this direction. Decorative textile products are very important, such as curtains and upholstery, but also pillows, throws old-fashioned lamp shades etc.
The prints, weaves and other colours are carefully colour-coordinated. We see a lot of forged iron furniture and beds. Painted products are often affected to give a worn-in antique and vintage look. The colours in this direction are inspired by the faded colours of an old bouquet of hortensias. As colours we see mauve glow, peach, raspberry, banana, old rose, faded aubergine, faded blue, and faded green. Also our beige colour from the first range "Supra Natural" is used as a separate possibility. This beige colour gives an altered effect when it is combined with the range. With white, however, the total impression is much fresher. The colours are often applied among each other and tone-in-tone.
BRIGHT KALEIDOSCOPE
In this colourful style direction we see very bright colours, based on synthetics. True colour is back, and also multi colour effects are very important. Often white and black are used to make the colours shine even more. The colour, the light and the translucency of the material is very important. We see for instance glass, plastic, plexiglass, resin, and silicone. Also high gloss materials are important, such a lacquer and high-polished materials. Furniture is often modular to offer maximum flexibility. We see colourful ethnic influences. Colourful pixels and confetti are used as decoration and furniture is often curved. We see a return of objects, inspired by the Memphis movement, humorous and cheerful.
We see photographic images and stylized flat flowers. Sustainable ideas are important for green products. Small furniture is popular as well as lighting as decorative objects. Transparent plexiglass in neon colours adds a contemporary effect. Colour blocking, spots and stains as from an artist's palette, are popular. We see colourful recycled floor tiles. The colours in this range are very bright, almost as a colour explosion and based on myriad colours as seen through a kaleidoscope. Multicolour effects are important. White and black are used as an accent. We see bright red, orange, bright yellow, lime, grass green, deep turquoise, pink, purple and electric blue. Red is an important colour, yellow a real trend colour. Both are often combined with white.
CROSS-CULTURAL
This style direction is determined by global, cross-cultural influences. People travel more, they are like modern urban nomads, and bring home interesting products from foreign cultures, to be integrated in their interior. We see influences from the Mediterranean area, especially Morocco, and the Orient, in lacquer black and red. We see warm vegetal coloured tartans from Scotland to be mixed with kilims, and paisleys. We also see African influences. Mysterious colour schemes from the orient are influencing western homes. Indigo remains an important theme. Texture is important, especially in rustic interpretations of brown. Leather, suede, unfinished wood, cork and braided materials add interest. There is a feeling for luxurious materials such as taffeta and heavy silks. Metallics and glass products are used as an accent.
There is a sustainable theme in green colours, based on the jungle and the rain forest, also with an interest in matte/shine combinations. This range consists mainly of warm colours, from ochre to orange and deep red, ending with warm browns. Sometimes the range is mixed with some very colourful accents from the bright range. It also shows the beige colour from our first range for an refined, neutral effect. As colours we see: olive green, green sulphur, brick, warm red, wine red, deep magenta, saddle brown and warm brown. Often oxidized metals are used as an accent. Indigo from our dark colour range is also important here.
CLAIR OBSCUR
In this style direction we see deep dark colours, often in combination of shadows with light shades, hence the name Clair Obscur as used in classical painting. Luxury, dramatic fabrics, precious materials, but less decoration than before will play a role. We see some decadency in the use of over-dimensional products especially furniture and vases, and the obvious luxury of shiny silks, metallics and (fake) furs. Rich fabrics like velvet, damasks, embossed metallics, crinkle lacquer and taffeta add to this luxurious effect. Often we see historic references and the revival of old techniques for walls and structures.
Smooth shiny materials are opposed to products with tactility and texture. Especially embossed reptile patterns are popular. Grey is enlivened by shades of silver and bronze. We will see less baroque shapes and exaggerated baroque patterns. We see more quiet, large shapes and the interest in luxury materials with a sustainable character will remain. We also see industrial elements. In this theme we see a range of very dark colours, to be combined with lighter and brighter colours. As colours we see deep aubergine, deep blue green, indigo, deep purple blue, violet, deep brown, mid grey and jet black. Gold is added for effect. Black with extreme shiny and absorbent effects in matte and shine combinations remain important. Also black in combination with white is again present. Black is often the base to combine with red, or white with red. Blue combines well with brown.
Milou Ket styling & design Houttuinen studio@milouket.com www.milouket.com
Exporting for success
August 27 2009
Launching into overseas markets can be very rewarding, but to ensure the best possibility of success, a clear understanding of the dynamics behind your target export market is vital, as well as a successful track record in your own domestic market. Here Gary Strang, partner of Watertite Consulting and a specialist with furniture industry expertise spanning over 20 years, shares his top export tips.
Gary Strang
Since setting up Watertite Consulting in 1997, Gary has worked with a number of SMEs in various market sectors, assisting them in product and market development. Recent success stories include launching a range of furniture manufactured in Vietnam into the UK market.
Do your market research
It is critically important to have a full understanding of the market you are planning to export to. With this in mind, your first step should be to carry out a full market analysis of the products you are intending to export. This would include competitor analysis, size of market, price structure and proposed entry to market - for example through agents, distributors, or possibly by setting up your own sales and distribution network on the ground.
Identify your potential customer base
Having completed initial market research, you should have enough information to put together the first cut of an FOB and FIS price list, prior to making contact with potential customers. Australian Government export body Austrade can be very helpful in supplying 
market information. As an example, if you were intending to export furniture, it would not be difficult to ascertain who the major retailers were in the country you were intending to export to. Making contact with them would be vital in ascertaining the potential for your products and they could also assist in putting you in contact with distributors or agents.
You should also be prepared to supply product samples. However be aware in the case of furniture that this could be an expensive exercise, as all products would have to be air freighted to ensure a quicker response time.
Ensure all initial customer is completed by email, phone or fax, prior to arranging a visit to the market you intend exporting to.
Visit your target market
Having carried out initial market research, prepared a pricing strategy and ascertained the potential for your products in the market you intend to export to, arrange meetings with potential customers. Prior to your visits, you should have prepared a pricing structure and some point of sale material to leave with potential customers, distributors or agents.
Make your first order count
You have now visited your target country, had your products accepted, decided your route to market and possibly been asked to supply additional samples prior to receiving your first order. Your first order is your most important one; so ensure that the products are checked at every stage of production for damage. It is less costly to fix damage prior to leaving Australia, rather than having your product rejected at the other end. The way your finished product is presented to the customer and end user indicates your company's approach towards product and quality.
For export assistance, contact Gary Strang at Watertite Consulting garyjohn@planet.net.au
*Stylefile - www.stylefile.com.au - is an online showcase created by Austrade to promote Australian design to potential exporters. Current Stylefile furniture brands include 4M and Mance Design (pictured above and right).
Two minutes with Paul Simmons
13 August 2009
Described as "William Morris on acid", Glasgow based manufacturer Timorous Beasties was established in 1990 by Paul Simmons and Alistair McAuley and has since garnered a passionate, niche following for its surreal and provocative textiles and wallpapers. From classical depictions of insects, plants and fish to contemporary social and political commentary masquerading as heritage imagery, Timorous Beasties is gradually spreading its influence across the world. Furniture Fair Online caught up with co-founder Paul Simmons as he headed home from a recent appearance in Australia.
Paul Simmons
What attracts you about creating sumptuous, often rebellious wallpaper and fabrics?
I've never been drawn to anything rebellious, for the sake of being rebellious. I'm often drawn to things for technical or aesthetic qualities.
How has your company evolved over the years?
We are still a very small company, and we have expanded quite slowly, our export markets at the moment are Hong Kong, Australia, New York, London.
What new markets do you hope to conquer?
France!
What's the best approach in promoting your work?
Being honest about what you do, the less bullshit the better!
How many people do you employ?
12
What's been the best and worst thing about running Timorous Beasties?
Getting caught up in people management.
Is the UK kind to small businesses like yours? Have government grants or other forms of assistance helped you along the way?
No, not really, the internet has probably helped us the most.
What's your plan for Timorous Beasties over the coming years?
A catalogue of the past 20 years' work titled '20 years of Beastiality'!
How do you pass the time when not working on Timorous Beasties?
Reading history, bird watching, and drinking.
Finding the upside of the downturn
16 July 2009
When a giant like Ikea stumbles, retailers must be doing it tough. However, as Furniture Fair Online discovered while talking with "The Retail Doctor", Brian Walker, good strategies can keep you on your feet.
Brian Walker
Brian heads up Sydney based consultancy The Retail Doctor, which specialises in multi channel retail, franchise retail and service formats. His specialty is building business fitness by improving his retail clients' positioning, distribution, sales, people, productivity, systems, profitability and value.
What are your insights on recent revelations that Ikea, the world's biggest furniture company, has laid off more than 5000 staff?
The case of Ikea is fascinating and I think there are a couple of factors at play. I believe the company is feeling the pinch in Australia because of its location strategy, which entails only one outlet per major capital city, usually situated away from the centre of town. It takes a day trip to visit Ikea and customers are increasingly time poor; so while the Ikea formula worked well in the past, it seems times are changing. Ikea doesn't sell from its website, meaning it's missing out on a huge market. In particular it is completely failing to capture its classic target market - Gen Y. Currently Gen Y represents over a quarter of the adult population and will comprise the largest share of the consumer market over the next five or six years. It's a generation wired to the idea of accessing all its needs online, yet Ikea is ignoring this.
If you have to restructure, what are the do's and don'ts?
In the context of redundancies, focus on productivity not panic. Before you make any decisions, look at sales and margin per employee and understand where you're making your money. Be careful of allowing expertise to drain from your company - it can cost as much as five times an employee's annual salary to replace lost knowledge and networks when they leave. Finally, respect your employees; if there is bad news to break, keep staff informed and explain your decision in the broad market context.
What are your key survival tips for the current climate?
Clearly define your point of difference. Take a long hard look at your offer and identify the key things that make it compelling, as well as ideas you can implement to make it more attractive to customers. One area in which smaller furniture retailers are not performing brilliantly is in what I call "inline" retailing - in other words connecting with your customers 24/7 through an online presence. Up to 50 per cent of consumers buying big ticket items such as furniture will use the internet to research their options before purchasing, so make sure you address that demand, while also creating consistency across both your online and offline presences.
Get in shape! When times were good, many furniture retailers lost their "business fitness", as was all too easy when there was money around. This typically translated to buying large volumes of stock and selling it via mass market channels. Retailers must now move from herd to hunter, in other words, be more selective and refined in their buying strategy. Fit retailers adapt quickly without changing their core brand proposition, by altering their product mix or ordering some lines by sample.
Invest in your people, especially on the shop floor. Make sure sales staff understand the steps of sale as well as how to sell on product benefits and nurture customer relationships. If they aren't confident in these areas, get them into a training program.
Provide a memorable retail experience.
The days of "stacking it high" are over. Product, service and the look and feel of the store all play their part in the retail experience. Pay attention to visual merchandising, by creating strong stories with your product. Position "apples with apples" and work with triangle, fan or zigzag layouts to achieve maximum impact. Remember to regularly change your visual merchandising to create variety and freshness.
Create the perception of value. This doesn't necessarily mean discounting. Instead, value add in terms of service, delivery, advice, installation and so on, and don't take these features for granted; advertise them and make sure your customers know about them. Discounting should be a last resort, but if you're holding on to outdated stock (more than six months old) get rid of it.
 Australian International Furniture Fair Decoration + Design |
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