Next time you check into a hotel or B&B take a close look at the bed.
Pull back the duvet, untuck the sheets and there’s a good chance the mattress you will be sleeping on may well have been made in West Cumbria.
The Sealy factory in Aspatria has been part of the town for generations and mattresses made here are relied on all over the UK and Ireland.
In May 2024, Neil Clark joined as general manager and showed Business Crack around the factory that after uncertain times is going from strength to strength.
A visit to the Sealy factory will change the way you look at beds forever.
The attention to detail, handcrafting and the variety of mattresses and how they are created with precision at speed is impressive.
The man in charge of the light and airy factory showed us the bedmaking process from start to finish.
Neil Clark has over two decades’ experience in manufacturing and has quickly got to grips with the opportunities and challenges of the furniture industry.
Coils of specialist wire are fashioned in a hypnotic process in seven machines which are then formed into spring units.
The units are bound together into a matrix which which forms the starting point of the mattress.
With the company offering a range of mattresses, each offering a different level of support and comfort, the process differs. Tension is altered for a softer or firmer mattress specification.
“Over the years a new products have prompted a new spring design as the pitch design, the pitch and profile of the turns on a spring vary according to the comfort of the mattress,” Neil said.
A tempering process sees the spring units pass through an oven to reduce the overall play in the steel. ‘Bailing’ where mattresses are compressed and stored for 24 hours is an important process to avoid the product settling and helps extend the life.
Hand-made is key here; machinists work with amazing dexterity.
“There’s a limit to what we can automate and the experience we have here is phenomenal and a big part of why the product justifies the price – it is second to none,” Neil says as we walk to the part of the factory where final assembly of quilting, sewing and the mattress pre-build takes place.
180 staff work at Aspatria and it’s not uncommon to have members of the same family among the workforce.
In a small showroom on site, the finished beds – frames are also made here – are proudly displayed with Made in Britain appearing alongside the Sealy logo.
Does where a product is made matter to today’s consumers?
“Probably the majority of consumers don’t expect that a product like this is made in the UK but for us it’s a point of difference,” Neil said. The uncertainty of 2020 when closure was a real possibility is now a memory and business is brisk.
“We grew last year by 22% and this year it’s looking at between 15-20% in quite a tough market,” Neil said.
Success, he believes, is down to building a relationship with retailers to tell the story of Sealy and more effectively sell the range of mattresses made in Cumbria.
“It’s talking about the point of difference and convincing our trading partners that we are the brand that should be sold.
“Our team of seven trainers go into stores to train traders as once a decision has been made to put our products on the floor it’s in their interests to learn more about the beds we make,” Neil added.
This approach to the relationship – the story behind Sealy – sees suppliers come to Cumbria to look around the factory and then see a ‘tear down’ where a mattress is taken apart to demonstrate how it is put together.
And this approach seems to be paying off with a healthy order book leading to a decision to start an extra shift from this month to meet demand.
As our visit concludes, Neil tells me with pride that Sealy do not produce for stock and that everything is made to order with a 2/3 week lead time.
During the course of our tour up to 50 mattresses will have been made and everyday 400 are ready for transporting all over the UK and Ireland.
Something to think about as you drift off to land of nod.
All about Neil Clark
Where did you start your career in manufacturing?
I’ve always worked in businesses that manufacture a product. My first role after Uni was with GEC Ferranti in Edinburgh, part of the team developing the radar system for the RAF Typhoon aircraft.
I’ve subsequently worked in businesses producing automotive components, power supplies, computer servers and, most recently kitchen products – sinks and taps.
Why did you choose this career path?
I studied engineering and have always had an inquisitive mind. I love the process of converting ideas into products and then figuring out how to take those products to market and make a profit.
What have been the challenges you have faced during your two decades involved in management and manufacturing?
Challenges are a constant fact of life in business, but the experience that those challenges give us is what makes us better managers. Change is another constant and it’s important that we embrace it and avoid complacency. In the words of Jack Welch, “Change before you have to”.
How do you go about getting to know an area and a new business?
When you join a new company, it’s important that you get to know the people, customers, and products as quickly as possible and get a deep understanding of the culture of the business. Good collaboration underpins everything, so it’s important to get a handle on examples of good collaboration, but also areas where silos exist and need to be addressed.
In the time you’ve had what are the challenges Sealy faces and, more widely, business in Cumbria?
Consumer spending has impacted many sectors, and the bedding industry is no exception, but the Sealy business is continuing to grow despite this.
We just need to keep focused on what we can control… producing great products as efficiently as possible and continuing to build our presence in the market with trade partners and consumers.
I’m really impressed by the diversity of business in Cumbria… a good mix of larger business, including manufacturers like us, with a growing number of entrepreneurial smaller businesses across many sectors, including tourism, agriculture, but also some great tech businesses.
It’s always a challenge to compete for talent with other parts of the country, but Cumbria has a great deal to offer and we need to shout about it more.
What kind of innovation do you foresee coming into the industry in the future?
One of the biggest drivers of innovation is the ongoing need for improvements in sustainability. We are already introducing newer, more-sustainable materials into our beds. And there is a real focus on how we can operate more efficiently, reducing waste and energy consumption.
Are you concerned or excited by the possibilities artificial intelligence offers in your industry and more widely?
There’s a lot of scaremongering about AI, but my view is that it can only help us to be better as a business.
Every process, whether in production, product development, back-office functions and even our sales organisation can benefit from AI-based tools. You don’t have to look too hard to see where it’s already making an impact.
We’re also keen to use a similar approach to some magazines and newspapers who ask interviewees from all backgrounds about their lifestyle to gain more considered views on other aspects of life.
How do you relax?
I love playing tennis… I’ll try and play two or three times every weekend!
Do you have a favourite place in Cumbria?
Hundith Hill House near Cockermouth. I’ve been staying there recently while I look for somewhere to live, and I love the peace and tranquillity there on a summer evening. The hospitality is great and the chef is very talented!
Which team or sport do you support?
I love American sports, particularly basketball. My kids all played to a good level. My football team is Ipswich Town (long story!)
What do you love about your job?
I get a lot of satisfaction from being able to lead a group of talented and motivated individuals, creating a strong sense of team and winning together in the market. I get all of that at Sealy, so what’s not to love?
Does money motivate you?
We all like to be rewarded for what we do, but I’ve learned that job satisfaction and work/life balance are much more important.
What advice would you give to your younger self or someone looking to follow your career path?
I realise that all experience is good experience, even if it doesn’t feel that way at the time – it makes us the person we are and helps us to cope with whatever life throws at us. Everybody’s career path is different – make sure that you enjoy what you’re doing, otherwise find a way to do something else.
