INDUSTRY UPDATE THE IPG Supporting Independents BRITISH FURNITURE ASSOCIATION
BFA – Unlock the power of collective strength
The IPG Conference in Portugal
t The IPG Conference in Portugal in November, we welcomed Lee Wilcox, Co-Founder and CEO of On The Tools. We invited Lee because understanding changing customer behaviour is now essential for merchants, suppliers and manufacturers. His work is based on continuous installer research and insight into how plumbers search for, choose and buy products - the kind of practical insight our members need to keep pace with a fast-moving customer base. Lee’s core message was that the modern installer operates in a very different environment than even 20 years ago and those shifts are reshaping what tradespeople expect from the supply chain. One of the biggest changes is how installers search, evaluate and purchase. Social platforms have moved beyond entertainment and are now practical places where installers find reviews, learn from peers, compare products and sometimes buy directly.
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He also underlined how the market is structured. The installer base is dominated by very small businesses - around two-thirds work in small teams, often self-employed. Many are carrying the pressures of running a business without the support or security employees may take for granted. Two issues drove especially strong discussion. Tool theft is now highly disruptive, with four in five installers affected in the past two years, leading to missed work and financial strain. Wellbeing is the other urgent challenge. Construction has one of the poorest suicide records, with workers reported to be around four times more likely to die by suicide than others. Finally, Lee described what great service looks like in practice. Loyalty is fluid (78% use multiple merchants). Many prefer to buy early (6-9am) and spending is shifting towards smaller, more frequent purchases. The takeaway is clear: succeed by showing up where installers search, ensure dependable availability and stay relentlessly customer led.
Nike Lovell, Marketing Director, The IPG.
BFA’s MD, Phil Spademan
or cabinet makers, component suppliers, and manufacturers of fixtures and fittings, joining a trade association can unlock valuable opportunities for growth and influence.
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The British Furniture Association (BFA) is the leading voice for the UK furniture industry – representing the dynamic kitchen, bedroom, and bathroom (KBB) sector. Welcoming businesses across the KBB supply chain, from bespoke cabinet makers to hardware, materials, and fitting specialists, the BFA champions collaboration and excellence. With a proud 75th year heritage, the BFA unites companies that design, manufacture, and supply Britain’s most innovative interiors. Its vision is to celebrate exceptional British furniture and components, recognised globally for quality, design, and sustainability.
Connecting and learning through engagement
Collaboration and peer learning sit at the heart of BFA membership. The Association runs an inclusive programme of year-round engagement, both online and in person, helping members stay informed and connected. Members can join specialist groups such as the HR, ESG, and Compliance Forums – spaces for professionals to exchange insight, discuss challenges, and build networks nationwide. A comprehensive webinar series adds further value, offering expert guidance on topics from health and safety and employment law to cyber security, all tailored to the needs of the furniture and KBB supply chains.
Representing your interests
The BFA provides a strong collective voice at the highest levels of government. Through its work with the British Furniture Confederation and the All-Party Parliamentary Furniture Industry Group, it helps shape policy on trade, skills, and sustainability.
Supporting sustainability and skills
As a founding member of FISP and FIESTA, the BFA leads initiatives promoting responsible production and skills development. Its partnership with Planet Mark helps members measure and reduce carbon impact, advancing real progress toward net zero. “By joining the BFA,” says Managing Director Phil Spademan, “KBB companies connect with a trusted industry network, access expert support, and help shape a stronger, more sustainable future for British manufacturing.”
www.tradelocalday.co.uk
www.the-ipg.co.uk
40 BKU FEBRUARY 2026 01295 724202
info@bfa.org.uk2
www.bfa.org.uk
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