In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Dave Marsden, who shares an insight into his role, why reps need more recognition and how digital tools can be an asset.
Meet Dave
I’ve been in the furniture industry since 1996, starting my journey with Layezze Beds. That’s nearly three decades of experience in sales, customer relationships, and brand development. I’m currently the Area Sales Manager for Highgrove Beds, covering the North West, North Wales and West Yorkshire.
What drew you into the life of an agent/rep and what’s the day-to-day like?
I was drawn to the role by the energy of the industry – fast-paced, people-driven, and full of opportunity. The day-to-day is a mix of showroom visits, client meetings, product training, and strategic planning. No two days are the same, and that’s exactly what keeps it exciting.
What is the best part of your role?
Building long-term relationships and seeing the direct impact of my work on a retailer’s success. There’s nothing more rewarding than walking into a store and seeing a display I helped shape driving real sales.
What is the most difficult?
Navigating market apathy and price-driven competition. It’s a challenge to keep the brand top-of-mind when retailers are bombarded with offers – but that’s where storytelling and emotional resonance come in.
Do you have any particular highlights so far?
Securing key accounts that were previously loyal to competitors, and turning them into brand advocates for Highgrove. Also, helping retailers reposition their showroom layouts to boost footfall and conversion.
What challenges do you think currently face agents/reps in the furnishing industry?
The erosion of margin, the rise of online-only competitors, and the pressure to deliver instant results. Agents/area reps are expected to be marketers, merchandisers, and negotiators all rolled into one.
What would you like to see change?
More recognition of the strategic value reps bring. We’re not just as order-takers, we’re brand builders. We’re often the first to spot market shifts and customer trends, and that insight should be leveraged more.
What would help agents/reps more?
Better digital tools for showroom analytics, real-time sales figures, as well as marketing support and faster feedback loops from head office.
What would you say to someone considering becoming an agent/rep?
If you thrive on autonomy, enjoy meeting people, and can handle rejection with resilience, this role can be incredibly fulfilling. But be ready to hustle—it’s not for the faint-hearted.
What is the most important attribute to have as an agent/rep and why?
Adaptability. Markets shift, retailers change, and products evolve. You need to pivot quickly while keeping your brand message consistent and compelling. Also, good family support, it’s a lonely life.
Can you share something that irritates you the most as an agent/rep?
Being undervalued or treated as a transactional middleman. We’re often the glue between manufacturer and retailer, and that contribution deserves respect.
Can you share an insight into your plans for the year ahead?
I’m focused on expanding Highgrove’s footprint in independent stores, introducing new visual merchandising concepts, and driving deeper engagement through storytelling and seasonal campaigns.
What’s the next big thing you are seeing in the industry and why?
Sustainable sleep solutions – eco-friendly materials, traceable sourcing, and circular economy models. Consumers are increasingly conscious, and brands that align with those values will lead the charge.
Final thought…
This industry rewards those who bring passion, persistence, and creativity. Whether you’re selling a mattress or a dream, it’s all about connection – and that’s what makes this role so powerful. I would also like to wish all my colleagues and customers a fantastic Christmas & Happy New Year!
dave@highgrovebeds.co.uk / 07527 896556
