Having worked in sales across a host of retail and manufacture businesses – including roles for Buywell Furniture, DFS, G Plan Cabinets, Furnimport, Furniture Village , The Bedroom Village, Foxwood Furniture Co, Sofology and Meklar UK – the indefatigable Paul recently launched his own sales agency, PHI Agencies/Wayside Living UK, and now plans to bring “world-class furniture and lighting to the UK market”.
How might a child describe what you do?
Daddy, what did you do in the furniture wars of 2024?!
What’s the biggest long-term challenge you face?
At the tender age of 58, for me it’s remembering what I sell and do! In seriousness, I feel, with the demands of supply lines and the fluctuations in shipping, it’s ensuring I work with the correct manufacturing partners.
If you had 10 x your working budget, what would you spend it on?
My family and friends, and the odd customer pressie meal out
What would be the title of your autobiography?
Confessions of a Furniture Salesman.
What does ‘work/life balance’ mean to you?
Everything. Sadly, when I was younger I didn’t really understand this, however as I’ve become wiser, I work now because I genuinely enjoy it and, to coin a phrase, “If you don’t work, you can’t party.”
Who’s been your most influential professional mentor?
I have to say Lord Kirkham (DFS), coupled with the late Tony Ashwell. I feel incredibly lucky that, as a 19-year-old boy, both of these furniture enigmas taught me so much about furniture – and also life.
What advice would you give your younger self?
Having been married four times and managed nearly 41 years in this trade … always remain faithful to your dreams! They really can come true.
What’s been your best day in business to date?
This one is very difficult, as I genuinely have many. In my retail career, being part of the DFS management team on the first day of the Paisley store opening, when we booked over £1m. In my manufacturing time, I think my first-ever NEC, and getting my first order. Thanks Neil Barker, I have never forgotten this.
What’s the biggest myth about our industry?
Oh, that it’s a cottage industry – that really revs me up. It’s a highly competitive, challenging and wonderful industry.
What should everyone in our industry either stop or start doing?
Stop moaning, and start looking to the future.
Where do you see the industry going in the next 5-10 years?
I genuinely believe bricks and mortar will continue to grow, mainly from the successful web companies. I would love to see UK manufacturing grow, and the chase to the bottom slowing.
What question do you wish we’d asked? How would you have answered?
Q. Why do you still enjoy the industry?
A. My answer is furniture, and the people, get into your DNA. My dad Ronnie Irwin, a well-known and respected furniture agent during the 70s, 80s and 90s, taught me many things, but was never as happy as when we talked furniture – it just gets into your blood.
Paul can be reached via [email protected] or by calling 07730 357260.
