In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Mike Brown who talks about the unpredictability of shipping, what would help agents more and his view on exhibitions.
Meet Mike
I currently represent Devonshire Living. My role is Business Development Manager (BDM).
How long have you been an agent in the industry?
I have been an agent in the furniture industry for 40 years.
What drew you into the life of an agent, and what’s the day-to-day like?
I was promoted from an Area Sales Manager position to Business Development Manager in September last year, with my remit to further develop business and new designs, as well as raise brand awareness for Devonshire Living.
What is the best part of your role?
I enjoy working for Devonshire Living, we are small close knit tight team and everyone works together. We always go the extra mile to get the job done. I also enjoy the driving aspect of my position as BDM, travelling around the UK fulfilling my role and meeting our customers.
What is the most difficult?
Developing new ranges and trying to find those elusive winners to really put Devonshire Living on the map.
Do you have any particular highlights so far?
My recent promotion to BDM and seeing the company progress with AIS, Minerva and several well-established private customers. Also, seeing Devonshire Living becoming more recognised by winning various furniture awards for excellence in various fields.
What challenges do you think currently face agents in the furnishing industry?
In some respects, the unpredictability of shipping containers which can add unwanted extra costs and at times force companies to either put prices up or add surcharges. This can stifle business at different times which puts extra pressure on suppliers, reps/agents and retailers.
What would you like to see change?
For me, it’s exhibitions. I’ll explain. AIS/Minerva – is there a case for making these exhibitions into a Northern/Scottish Show and a Midlands/South of England Show to enable retailers to attend more easily from a geographical point of view and perhaps change the dates so not to clash with other national shows and events?
The NEC/GMEX Shows, is there a case for having a public day? As I often think when attending customer events that it’s good to hear public feedback on ranges and designs etc. These could make for interesting and beneficial changes within the industry.
What would help agents more?
In Scotland there is a fantastic Reps and Agents Group, complete with a committee and healthy membership. They organise regular meetings, events, dinners and have their own exhibition too.
The Northern reps and agents association is virtually none existent nowadays and I do think that if this was addressed it would bring agents and reps closer together and create more harmony on the road and enable customers to be better looked after too.
What would you say to someone considering becoming an agent?
Most people that transgress to life on the road having come from a retail background and therefore the allure of not working weekends is an attractive proposition. However, the job is not a 9-5 and is more than often a 7-7 job, plus several nights away each month and around a minimum of 30 odd thousand miles a year and this catches plenty of would-be reps out!
Saying that, transferring from retail into an Area Sales Manager type of role, some 30 odd years ago, was a good progression from my own personal experience as my father was a well-established agent, so I knew what to expect out on the road!
What is the most important attribute to have as an agent and why?
The most important attribute I’d say is that honesty is crucial to the job. If you make a promise to your employer or your customers you have to stick to it and see it through. Reputation is everything.
Can you share something that irritates you the most as an agent?
Sometimes I feel that there is an unfriendliness between rival reps/agents, which often results in certain reps/agents bragging about who they are in with and how much business they are doing etc. We’re all in it together!
Can you share an insight into your plans for the year ahead?
Myself and my colleague Anthony are working closely with our MD Nicolle and we are looking forward to further expanding Devonshire Living’s brand in the UK furniture market and developing closer ties with our retail partners.
What’s the next big thing you are seeing in the industry and why?
I am a big fan of the different types of upholstered dining chairs that are becoming essential for virtually all dining ranges. The upholstered dining chair concept, although nothing really new, has become a crucial component into making dining ranges more colourful, vibrant and more fun to sell for suppliers and retailers.
Final thought…
I still find the job as exciting today as I did back in the 80’s when I first started on the road and I feel really optimistic about the way ahead for Devonshire Living in 2025.
mike@devonshireliving.co.uk / www.linkedin.com/in/mike-brown-1621ba47/
