In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Paul Longmuir, who shares an insight into his role, what he would change and welcoming his son into the industry, fresh-faced at just 18 years old.
Meet Paul
I’m Paul and I’ve been in the industry for 34 years. I currently represent Buoyant Upholstery and Dura Beds.
What drew you into the life of an agent/rep and what’s the day-to-day like?
When I worked in retail, I used to see reps/agents coming in to store and the idea that I could be out on the road finding customers rather than waiting in a shop for them to come to me appealed. So, I applied for the job as a Sealy rep when I was 21…. and the rest is history as they say.
What is the best part of your role?
The chat and the banter with customers. That in many cases I have done business with for 30 plus years in various roles, either as a rep, sales and marketing director or latterly as an agent. I still get a buzz from writing orders too, I can’t imagine that feeling ever leaving me. Oh, and the money is not bad too.
What is the most difficult?
Traffic! I used to love driving around the country. These days, getting from A to B is certainly more challenging than it ever used to be. Keeping everyone happy, retailers and manufacturers alike, is also a challenge, but one I relish.
Do you have any particular highlights so far?
I have had lots of highlights in my career to date, but the best possible highlight has been introducing and bringing my son Max into the industry at 18. I kind of fell into the business because I really had no qualifications and needed to get a job and put a roof over my head. However, with Max, he has a fantastic education and has chosen to enter the industry.
It’s early days, but he’s doing well supporting me at Buoyant and doing his own thing with Welcome Furniture. He’s working hard to gain respect, trust and orders from his customers, the same principles I have worked by all my career.
What challenges do you think currently face agents/reps in the furnishing industry?
The economic uncertainty for consumers and retailers, they will only be ordering if consumers are buying. Travel and the cost of travel especially with the forever increasing tax burden that we are all facing in business. As I have said to Max on many occasions, people will always need a bed to sleep in and a sofa to sit on, so business will always be there to be had, it’s just understanding its ups and downs and finding the right channels.
What would you like to see change?
As always through my career, consumers making furniture more of a priority, more young people and in particular women coming into the industry at all levels. I would like to see more support for the independent retailer from government, local councils and the consumer too.
What would help agents/reps more?
Promotion of our industry, British manufacturing and educating consumers about the industry. Also keeping the number of principals/companies to a minimum allows more focus. Less can be more.
What would you say to someone considering becoming an agent/rep?
Yes, do it! As long as you are prepared to work hard, are extremely thick skinned and self-motivated. It’s a great life with lots of great people. I have been humbled and touched how welcoming and pleasant everyone has been towards Max. It brought me to tears on many occasions how retailers have gone out of their way to help him and welcome him in to the furniture family.
What is the most important attribute to have as an agent/rep and why?
To LISTEN. We have two ears and one mouth for a reason. It’s only by listening one can truly understand what the customer wants.
Can you share something that irritates you the most as an agent/rep?
It’s not so much an irritation, more of a sadness. Not wanting to sound like an old git dwelling on the past, but the NEC, and other furniture shows, how they have become smaller over time with less manufacturers, less customers and less support in general. I think the reasons are complicated, but it saddens me that the halls are no longer 11 halls of buzz and activity. I recall looking down the aisles and seeing crowds walking up and down.
Can you share an insight into your plans for the year ahead?
My focus is on supporting Max and helping him forge a career in this wonderful industry, while at the same time maximising all opportunities with my much valued customers and principals.
What’s the next big thing you are seeing in the industry and why?
I’m currently seeing a lot of the same looking furniture coming from the same place, a similar story to what happened 10-15 years ago. I’m hoping the next big thing will be British made furniture and a strong industry that is aspirational and prosperous.
