In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with James Gledhill who shares an insight into building relationships, how the pace of change can be challenging and why agents need more recognition.
Meet James
I currently represent three key brands in Yorkshire and the North East: Wiemann, Wiemex, and Ashwood Designs.
How long have you been an agent in the industry?
I’ve been an agent for 12 years now, but my involvement in the industry goes back even further through family connections.
What drew you into the life of an agent, and what’s the day-to-day like?
I grew up around the furniture industry. My Dad worked in it, and I saw firsthand the opportunities and relationships that come with the role. After more than a decade in retail with Barker and Stonehouse and the Stokers Group, I made the shift to becoming an agent. Every day is different, but a lot of it revolves around connecting with retailers and making sure the brands I represent are consistently delivering quality and service to our clients.
What is the best part of your role?
Building relationships is the best part. I love seeing a retailer and a brand really connect and succeed together. Helping people find solutions that benefit everyone is incredibly satisfying.
What is the most difficult?
The pace of change can be challenging. You always have to be on your toes, keeping up with customer changes, supply chain issues, and market demands. It can be tough to juggle all of that while still making sure your customers feel supported.
Do you have any particular highlights so far?
One of the standout highlights has been getting my first opportunity with Litmus Furniture. They are the principal agents for Wiemann in the UK. The owners, Peter and Simon Hewitt took a chance on me when I was young and new to the role, and I’ve worked hard to build on that trust. Seeing my brands grow in my region has been incredibly rewarding and a true testament to that opportunity.
What challenges do you think currently face agents in the furnishing industry?
There’s a lot of competition and consolidation in the market, which means agents need to work harder to prove value. The digital shift in retail also means we have to adapt and find ways to stay relevant as more sales move online.
What would you like to see change?
I’d like to see more recognition for the role agents play. We’re often behind the scenes, but we’re critical in ensuring smooth communication between manufacturers and retailers. More transparency and collaboration between all parts of the supply chain would benefit everyone.
What would help agents more?
Every other industry is talking about and starting to adopting AI into their day-to-day to help make them more efficient. This hasn’t really happened yet in our space, but I can see that having access to better technology and data insight would be invaluable.
What would you say to someone considering becoming an agent?
I’d say go for it if you’re passionate about the industry and love building relationships. It’s not an easy job, but if you’re genuinely interested in people and solving problems, it can be incredibly rewarding. Be prepared for long hours and a lot of travel, but the variety and freedom it offers are huge perks.
What is the most important attribute to have as an agent and why?
Adaptability. The industry is constantly changing, and the ability to pivot when things don’t go as planned is essential. Whether it’s adjusting to new market trends, shifting consumer demands, or product delays, being able to respond quickly and effectively is key.
Can you share something that irritates you the most as an agent?
When communication breaks down between a retailer and a supplier. It creates unnecessary delays and frustration on both sides, and often the solution is something simple, like better clarity upfront.
Can you share an insight into your plans for the year ahead?
I’m focused on strengthening relationships with existing retailers and exploring new opportunities with stores. There’s a lot of potential out there, and I want to make sure the brands I represent are front and centre.
What’s the next big thing you are seeing in the industry and why?
The next big thing I’m seeing in the industry is a push from manufacturers for more exciting, commercially viable designs, especially in upholstery. As competition tightens, brands are focusing on innovative designs to stand out, so staying ahead with fresh, appealing products is key more than ever. I think we’re really starting to see more of that with a renewed focus on in-store experience.
Final thought…
The furniture industry is one of tradition but also innovation. It’s a privilege to be part of a space where we can influence the way people live, and that’s something I never take for granted.
jgledhill@hotmail.co.uk / www.linkedin.com/in/james-s-gledhill/
