In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Sarah Summers, who shares an insight into her role and how online sales are having an effect on the high street.
Meet Sarah
I’ve been in the industry for 22 years and currently represent Harrison Spinks.
What drew you into the life of an agent/rep?
The freedom of being out and about. I am a people person, so meeting all types of people every day really appealed to me. My day consists of being on the road, visiting accounts, relationship building, training, building sales, arranging farm and factory visits and generally being the first port of call for the retailers – supplying a complete sales and support service.
What is the best part of your role?
Being part of a really successful business, building relationships and making great friends along the way.
What is the most difficult?
My area is quite large so sometimes the hours and time away from home, but it’s well worth the rewards.
Do you have any particular highlights so far?
Getting a chance to work in the USA and winning the Big Furniture Group Agent/Rep Award for the North West 2025.
What challenges do you think currently face agents/reps in the furnishing industry?
Unfortunately, in certain sectors it’s a shrinking industry due to online sales. Family businesses are not handed down the generations as frequently as they once were.
What would you like to see change?Â
I’d like to see the ‘high street’ come back and more retail outlets.
What would help agents/reps more?
A limited range/product presence on the internet to drive footfall back into stores, although we have to also move with the times – catch 22 unfortunately.
What would you say to someone considering becoming an agent/rep?
Go for it! It’s rewarding and a great career, just make sure you get the right product or brand for yourself.
What is the most important attribute to have as an agent/rep and why?
Personality, persistence, adaptability, tenacity and a positive attitude. People buy people, which in turn sells your product.
Can you share something that irritates you the most as an agent/rep?
In my experience some retailers can be negative to a rep or agent and see their visits as a hindrance.
Can you share an insight into your plans for the year ahead?
We have some exciting plans ahead for our mattresses and the technology. We’re always striving for innovation at Harrison Spinks. My personal plans are to keep building strong relationships with all my customers, improving sales and winning more awards of course!
What’s the next big thing you are seeing in the industry and why?
The furniture and mattress arena are forever changing, there’s always a new spring, or filling that’s entering the market, with natural fibres gaining more interest at a fantastic rate. 100% recycling and sustainability is a huge interest to customers too and the end user moving forward.
