In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Phil Cotton, who shares an insight into his role, the growing influence of AI, why the industry needs more younger people and why clear communication is key to success.
Meet Phil
I will be in this industry 30 years on the 18th of January next. My team and I, including my brother Richard, have the privilege of representing Skovby, Nicoletti, Carlton Furniture, G Plan and Celebrity.
What drew you into the life of an agent/rep and what’s the day-to-day like?
My late dear dad Ian introduced me into the industry and I will always be grateful for that and his guidance and sage advice in the early years.
The day-to-day is one of the best parts of this life, rarely are they the same and can pivot from an early start on the road visiting customers or heading for a flight or my least favourite place of being in the office and dealing with dreaded administrative tasks or accounts. I enjoy the variety of it all and like all jobs prefer some aspects to others.
What is the best part of your role?
This will sound quite cliched but probably people. I am extremely fortunate enough have some really great people as customers and I enjoy working with them to develop the brands that we represent. I am also very lucky to work with some fantastic companies and more importantly the talented people and colleagues really make it an absolute pleasure.
I have to say that as an industry the furniture trade is a very friendly one to work in and I have made some lifelong friendships that I will always be grateful for.
What is the most difficult?
Sometimes travelling can be hard going and having to be away from home can be difficult.
Do you have any particular highlights so far?
I was really pleased to start working with Skovby 25 years ago and to this day I still am proud to have so many long-standing partnerships with the customer base that I enjoy working with every day.
What challenges do you think currently face agents/reps in the furnishing industry?
The main challenge that I notice is the lack of younger people joining the industry. I think it’s important to bring new people into any business and they should be positively encouraged and supported to develop into the various roles that are available.
What would you like to see change?
Obviously, the current global turmoil does nothing to help manufacturing costs and logistics. Hopefully things will improve in the near future.
What would help agents/reps more?
Clear lines of communication regarding lead times and customer service are vital for a successful business.
What would you say to someone considering becoming an agent/rep?
As per my remarks above, I would encourage anyone who is willing and committed to try it. If you are prepared to put in the ground work and the long hours it can be extremely rewarding but don’t underestimate the challenges that you may encounter.
What is the most important attribute to have as an agent/rep and why?
I would say persistence is a key attribute plus the ability to listen to your customers when they are both right and wrong!
Can you share something that irritates you the most as an agent/rep?
Cyclists!😂
Can you share an insight into your plans for the year ahead?
Yes, over the next few months I will be out on the road plus attending a number of upcoming trade shows developing the brands that I represent in the all-important pre-Christmas sell in period before the winter sale starts in the new year.
What’s the next big thing you are seeing in the industry and why?
AI is amongst us already and this will be a vital tool in all aspects of our industry and our daily lives.
Final thought?
As with most industries the furniture industry is a people business first and foremost and thankfully there’s some fantastic characters in it.
