In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Andy Light, who shares an insight into his role, the pressures around shop floors, why clear communication is paramount and the potential of AI.
Meet Andy
After starting my career in sales in 2006, I moved into a field-based role in 2016, joining Wood Bros as a merchandiser. I currently represent G Plan having previously built my experience at Furniture Link, Devonshire Living, Wood Bros and earlier in retail with Fairway Furniture.
What drew you into the life of an agent/rep and what’s the day-to-day like?
What really drew me in was the people. The furniture industry is all about relationships, and I’ve always enjoyed connecting with like-minded individuals and hearing about the trade from different perspectives. When I was at Fairway, I spent a lot of time talking with reps and agents, learning about the realities of their roles, the highs and the challenges. Those conversations were incredibly influential and helped shape my direction within the industry.
On a day-to-day basis, the role is built around planning, time on the road, and relationship-building. I see sales as a natural outcome of doing those things well. It’s important to me to reflect the values of the brands I represent, so that I become a trusted and reliable first point of contact for my retail partners.
What is the best part of your role?
The freedom. I really value the ability to plan my time and focus on where I can be most effective. I’ve been fortunate to work with teams that place a high level of trust in me, which allows me to adapt my week to suit the needs of the retailers I’m visiting. That flexibility means I can be responsive, present, and ultimately more effective in supporting the businesses I work with.
What is the most difficult?
Time away from home is the biggest challenge. I have a three-and-a-half-year-old son, and being on the road can be tough at times, especially knowing the extra pressure it can place on my very patient wife, Jo. Balancing the demands of the role with family life isn’t always easy, but it’s something I’m very conscious of and grateful to have such strong support at home.
Do you have any particular highlights so far?
I would definitely say being offered the job for G Plan has to be a career highlight, it is a brand I have always wanted to work with. Since starting the team has been so welcoming and supportive with all my questions, and bad jokes!
What challenges do you think currently face agents/reps in the furnishing industry?
I think many retailers are under increasing pressure to protect their margins, which means every square foot of showroom space has to work harder than ever. From an agent or rep’s perspective, that makes it more difficult to encourage buyers to take a chance on something new or innovative. As a result, I genuinely believe there have been some excellent cabinet and upholstery ranges showcased at the NEC in recent years that never made it to launch, despite being potential stand-out performers.
What would you like to see change?
I’d love to see more wins for small, family-run businesses. I have huge respect for sole traders in the furniture industry, the people who open and close the shop, handle the sales, organise deliveries, and manage all the aftersales themselves. At times it can feel like the odds are stacked against them, and the rewards don’t always reflect the effort they put in. I’d like to see an industry that better recognises and supports those retailers who are truly at the heart of it.
What would help agents/reps more?
Clear and consistent communication with reps from all relevant departments is key. There’s really no such thing as too much information, sometimes what seems like a small or insignificant detail can be the difference between securing a sale and missing an opportunity.
What would you say to someone considering becoming an agent/rep?
Talk to everyone! From warehouse teams, sales teams, retailers, delivery drivers. Everyone in the industry you want to rep in will offer insights in how the industry works. All of this information will one day pay you back tenfold!
What is the most important attribute to have as an agent/rep and why?
Adaptability. The ability to be all things to all people is essential in this role. Every buyer would probably describe me slightly differently, not because I’m being dishonest (I am a salesperson, after all), but because different situations call for different approaches. One moment I might be selling to a buyer in shorts and a T-shirt, and the next I’m in a boardroom presenting to a corporate team. Being able to adjust your tone, style, and communication while staying true to yourself is key to building trust and lasting relationships.
Can you share something that irritates you the most as an agent/rep?
The roadworks for HS2 on the M42!!!
Can you share an insight into your plans for the year ahead?
I only started with G Plan in November, so there’s still plenty to learn. While I’m fortunate to already have relationships with many of the customers I now look after from previous roles, the year ahead will be very much focused on getting fully up to speed with both the product and my customer base. I’m also taking over from a very knowledgeable and successful rep in Steve Griffiths, so the bar has been set high, but that’s something I’m excited to build on.
What’s the next big thing you are seeing in the industry and why?
AI is already starting to shape certain areas of the trade, particularly in digital imaging and merchandising. Looking ahead, I think there’s real potential for AI to become a valuable tool across the industry, helping to support smarter decision-making, improve efficiency, and enhance how we present and sell products, while still keeping the human relationships at the heart of what we do.
Final thought…
A big part of the working day is spent on the road, so having people to talk to during those long journeys makes a huge difference. There’s only so much radio, audiobooks, and podcasts you can get through. If anyone in the industry fancies connecting, chatting about furniture, or even just helping pass half an hour or so while I do the driving, I’m always happy to hear from people, feel free to drop me an email.
andy.light@sofabrands.com / www.linkedin.com/in/andrew-light-43a2a7103/
