In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with husband-and-wife team Dave and Debbie Jenkins, who share respective insights into life as an agent.
Meet Dave and Debbie
We’ve both been agents for around 15 years, but jointly have over 60 years experience in the furniture industry! We currently represent Adjust-A-Bed, Westgarth Furniture (Sits, Flexlux, Italia Living), Sofa Connections and Staingard.
What drew you into the life of an agent?
Dave – frustrations of working in a corporate environment meant I felt too restricted in how I used my abilities, and the only way to satisfy that was to work for myself, and a sales agent role seemed to suit it perfectly. Day-to-day is great, as no two days are alike, and working with my business partner (and wife) is the best fun and so rewarding.
Debbie – Having been a successful Sales Representative for Premium Kitchens and then Silentnight Cabinets, this led me on to having my own furniture manufacturing and retail business. I ran my own business for nearly 10 years before it succumbed to the 2008 crash.
It was natural for me to still want to have the freedom that I had enjoyed whilst running my own business and the opportunity to join Dave as an agent really appealed as it still gave me the buzz of selling and the freedom at the same time.
What is the best part of your role?
Dave – Oh that’s easy, working as a husband-and-wife team, building our business to the level it is and getting so much satisfaction of seeing and enjoying the fruits of that success – and we have a great laugh together.
Debbie – Visiting my customers. Many are now more than just customers, they are friends too.
Our industry is full of genuinely nice people and I love to hear their news and gossip. I don’t mind doing a bit of selling to them either. People are what matter most in business and our industry is very much a peoples industry.
What is the most difficult?
Dave – Buyers who won’t give you the time because they think they know what you have to offer, when in fact if they spent half an hour just meeting with you, they’d probably find the little golden nugget that makes a difference to their business – and that’s what we have been successful in doing, making a positive difference to our customers businesses.
Debbie – I find it difficult at times not being able to make certain business decisions that I would previously have had the authority to do so in my own business. It’s a small frustration rather than a difficulty.
Do you have any particular highlights so far?
Dave – Yes, Debbie and I came up with the whole concept of Adjust-A-Bed and we were fortunate that the two people we approached could see the vision we set before them and now after four short years of hard work on everyone’s part, it’s the leading adjustable bed manufacturer in the UK.
Debbie – I have to agree with Dave on this one. Adjust-A-Bed is such a success story and its wonderful that we were in the beginning and still are an integral part of this business.
Another highlight of course, is being voted ‘Best Agent for the Midlands’ in the recent
Big Furniture Awards 2025. It was a real surprise and I’d like to thank everyone who voted for me.
What challenges do you think agents currently face in the furnishing industry?
Dave – Potentially the influence of AI on the industry, I’m not yet sure how that will affect the day to day selling that we do, but it will have some influence somewhere, hopefully in a positive way.
Deb – Ever increasing costs. Running costs of our cars/ vans cost a fortune now but you can’t do the job without them.
What would you like to see change?
Dave – At the moment, the country having a much better “feel good factor” so this translates into a much more positive retail sector to sell to.
Debbie – Lower Taxes! As a small business we feel the burden of taxes just as every other business does.
What would help agents more?
Dave – Better commission rates – the expectations on agents has increased dramatically, and workloads become larger over the years and as a result our expenses have increased quite dramatically (and principals either not realising it or choosing to ignore it) – it’s no longer just a selling role.
Debbie – Having all the tools to do the job. I appreciate that show vans are very expensive to run but they are an invaluable tool in helping to get business. Also, everything going digital isn’t always the best approach. I have many customers who I email information to but then ask for hard copies when I visit them. Not everyone is a fan of digital brochures and digital fabric swatches.
What would you say to someone considering becoming an agent?
Dave – Have a real business plan to work to with realistic expectations and funding. I know quite a few people who have thought stepping into a sales agent role is easy, but its hard work and has to be treated as a real business that involves budgets, targets and reserves.
Debbie – Do it – it’s a great life. (Although I don’t always think this when it’s in the depths of Winter). If you put the hours in, you will be rewarded.
What is the most important attribute to have as an agent and why?
Dave – Self motivation, and belief in how good you are.
Debbie – Self motivation – if you don’t go out and get it, it won’t come to you.
Can you share something that irritates you the most as an agent?
Dave – Buyers who don’t keep appointments – if an agent was to not turn up for an appointment the buyer had made, he wouldn’t ever been seen again.
Debbie – Lack of courtesy between agents/ reps when visiting a customer. For example, if I visit a customer, and the person I want to see is with another agent or rep, I will either wait in the furthest corner of the showroom and wait for them to finish their meeting or I’ll wait in my car until I see that agent/ rep leave. I wouldn’t want someone hovering over my shoulder when I’m presenting to a customer, so I won’t do it to them.
Can you share an insight into your plans for the year ahead?
Dave – Because there’s two of us, we are very planned, Deb & I link our diaries and ensure we have plans for the next six months. This recently included the Manchester show with Sofa Connections & Staingard last month, as well as the show van with Adjust-A-Bed in July and into August, UK week with Westgarth Furniture team in October (in Poland) … ooh, then its Christmas!
Debbie – My answer is quite simple, to use as many show vans as possible.
What’s the next big thing you are seeing in the industry and why?
Dave – I guess it’s the use of AI and we’re seeing all manufacturers trying to understand how they can use it best to benefit them.
Debbie – Sustainability – manufacturers will really need to switch into this as its going to become even more prominent and relevant.
Final thought…
Dave – The furniture industry gets some bad press at times, some of it justified, most of it not. The industry is a great people industry where everyone gets to know everyone and the long-term relationships that I have formed with my customers are special and this sets the industry apart.
Deb and I are fortunate (through hard work) that our business is successful, which gives us a great satisfaction, but having fun when you’re working with your best friend (and wife) is just the best thing!
Debbie – Just to say a Big Thank you to all my customers who make my job so rewarding.
