In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Greg Noble who shares an insight into his role, why working within the industry is in his blood, what’s most difficult and the ongoing shift between agents and reps.
Meet Greg
I’m a rep for Celebrity Motion Furniture Ltd and cover East Anglia, the Home Counties, North London, Kent and Sussex.
How long have you been an agent in the industry?
I started on the road in 1999 and Celebrity was one of the first companies I represented. I was an agent until 2021 when I switched to being a fully employed rep for Celebrity.
What drew you into the life of an agent and what’s the day-to-day like?
Both of my parents were agents in the furniture trade, so I grew up listening to them discussing their work. My grandfather, Tom Noble, was the store manager and later the director at Waring and Gillow on Oxford Street in the 60s. My father, Brent, started working in the carpet industry at Brinton’s of Kidderminster and then had a full training at Greaves and Thomas furniture. He then became a self-employed agent at the age of 24, working for Beautility furniture, Dykes and Guy Rodgers and later spent about 30 years working for Morris of Glasgow, where I would also start working with him gaining experience, in 1999.
My mother was an NHS nurse, but when my father broke his hip very badly in a skiing accident when I was 7, she had to quit her nursing job and start driving Dad around and carrying his bags and samples. She soon realised she was good at selling and went on the road herself in the 90s for 15 years! So, for me, it’s been very much a family vocation. My father still gives me valuable tips and advice to this day.
What is the best part of your role?
I have always really enjoyed the huge variety of people I see and places that I travel to each day. From the big buyers to the newest sales staff member, it’s always a pleasure to chat to people.
I have always enjoyed being out and about, somewhere different each day, rather than doing an office job with the same four walls staring back at you.
I also love getting brand new product ranges to sell into my customers, especially when you’re highly confident they’re going to be winners!
What is the most difficult?
I’d have to say it’s the driving. Most of the time it’s enjoyable and I like being out on the open roads, but when stuck in the countless traffic jams and road diversions, or queuing for the infamous Dartford tunnel on a rainy afternoon, it can really get you down.
Do you have any particular highlights so far?
Years ago, I worked for a company called Multimaster. The owner, Gordian Tork, very kindly flew all of the sales team out to the High Point show in North Carolina and then flew us down to their HQ in Palm Beach, Florida. We stayed at the PGA National Golf resort and even got to play a round of golf… I think it was the most challenging round I’ve ever played!
What challenges do you think currently face agents in the furnishing industry?
I spent over 20 years being an agent before agreeing to switch to an employed role, so I’ve seen both sides of the job. There has been a shift by the bigger manufacturers over the last decade to make that switch from using agents to reps. It’s understandable, but is a shame in some ways as it’s very hard to make a decent living being an agent unless you have at least one good agency.
Finding those good agencies is increasingly more difficult. I agreed to become a rep as I loved working for Celebrity, love the product and the people I work with, so for me it was an easy decision, but I know agents can find it very difficult to make ends meet if they lose a big agency.
What would you like to see change?
It won’t happen, but I’d like to see some rule changes around minimum pricing, to stop one rogue retailer being able to sell our products so cheaply that other retailers may decide they no longer want to display them. That’s been a long-time annoyance and one that’s very difficult for manufacturers to police while staying within the rules.
Celebrity has always fared pretty well in this regard as we don’t supply online only shops, but there are usually one or two retailers who sell too cheaply and hammer everyone else’s margins.
Also, I can’t wait for the government to get on with building the new road tunnel under the Thames from Essex to Kent! That should make the current Dartford tunnel much nicer to use.
What would help agents/reps more?
Full self-driving cars! They’re on the way and I hope they arrive before I retire as it’ll be fantastic to be able to have the car drive me to my appointments.
What would you say to someone considering becoming an agent/rep?
The furniture industry has generally always been a very kind, calm and honest one to work in. It’s a pretty slow-paced industry that’s always going to be buoyant as everyone always needs furniture! It’s also an industry on which the rise of AI and robots should have a limited impact.
If you’re considering becoming an agent, you’ll need a few months of cash saved up as it takes a while to build things up before you earn much. If you can start as a rep, then go for it and learn the industry with an immediate income and no overhead costs.
Remember to always be polite, honest and do the things you say you’ll do, especially when dealing with complaints!
What is the most important attribute to have as an agent/rep and why?
Honesty. It’s hard earned and can be lost in an instant, but is the most important attribute for any salesman, in my opinion.
Can you share something that irritates you the most as an agent/rep?
I’ve mentioned the roads and driving already so I’ll have to say it’s the odd time when you arrive at your pre-arranged appointment to find the buyer is out playing golf or something similar. You just have to remain polite, humble and carry on. It happens to us all, thankfully not often.
Also, the lengthy and repetitive adverts on LBC radio. Life on the road involves listening to a lot of radio, although I’ve recently discovered podcasts and have been using the hours spent in the car learning a new skill.
Can you share an insight into your plans for the year ahead?
Celebrity has had a fantastic last 12 months and is looking like having another great year. We’ve managed to buck the trend and are a good chunk up on the same period last year, mostly due to the continued success of our Hollingwell and Canterbury models, but also due to the successful launches of our new Farndon and Southwell models. The riser recliner market is booming and still growing year over year as more older people find themselves wanting comfy powered chairs in their homes.
I am really looking forward to continuing this growth and to selling some very exciting new products that we will hopefully launch at the January Furniture Show in 2026! (I’m not allowed to say anything else about that.)
What’s the next big thing you are seeing in the industry and why?
In the motion furniture sector, we’re seeing more and more powered add-ons coming to the market, like electric lumbar support and electric headrest adjustment. I’ve seen other manufacturers start to offer heated seats and interesting massage units in their furniture. The new generation of older customers are very keen to have all the bells and whistles on their chairs and sofas.
Final thought…
As you’re reading, you’ll notice a copy of the first order I ever took, from a lovely man called Keith Tebbit who was the buyer at the Chelmsford Co Op. I can remember trembling as I walked into his office while my father waited out in the car. But Keith was kind and fair as we negotiated the prices, he really put me at ease. I was thrilled to show the order to my Dad, who paid me all of the commission from it.
This industry has been a real pleasure to work in and I hope it continues to be the same for another decade or two.
07803 016607 / greg@gn1.co.uk
