FROM a one-man business providing beds, linen and furnishings for Cumbrian B&Bs, Out of Eden has grown into a national company, providing everything the hospitality industry needs, and has a client list of more than 15,000 customers including big names such as The Savoy and The Ritz in London.

Expansion has brought economic benefits for the local community, providing work for 16 people at their base in Kirkby Stephen, writes Karen Morley.

Managing Director of Out of Eden Ian Hartley said: "When we started we bought a business that supplied local B&Bs and hotels, mainly in the Lake District. Called Cumbria Hotel Furnishers, it was operating out of Cockermouth when we bought it, but we ran it from Kirkby Stephen. That was 13 years ago, and it was a one-man operation, knocking on doors, cold calling at guest houses and B&Bs."

Ian knew the busy schedules of those running the accommodation, and understood why they were always so busy when he called. In the early 1980s, Ian's parents ran the Temple Sowerby House Hotel. Knowing the needs and demands on hoteliers and guesthouse owners, Ian believed there was a better way to provide a service for them.

Ian said: "We started out with a white van and my wife Janet and I working on our own. We decided to offer a mail order service and started with a database of 2,000 customers who we sent a brochure to once a month. We soon doubled our turnover.

"It was a farmer's wife in North Yorkshire who suggested mailshots to other farmers' wives who were diversifying into holiday accommodation through the Farm Stay scheme. We changed the name of the business to Out of Eden, to reflect the Eden Valley where we are based and also because, as Christians, it had a special meaning for us. Our aim was to offer a one-stop-shop for all hospitality needs. So that from the farmer's wife offering B&B to international hotels, they could all get their supplies quickly, easily and economically.

"We quickly grew from my wife and I working in the pantry to renting units at Hartley Fold. Within three years, we had expanded to five units there and were out-growing the premises."

Out of Eden moved to its current base at Home Farm Buildings in Kirkby Stephen two years ago and in that time has expanded its workforce from eight to 16 people.

"We have been looking after people in the hospitality industry for nearly 20 years now and, because we've been in the hotel industry ourselves, we know what products to look for.

"We specialise in hard-to-find and problem-solving hospitality products. And because we buy direct from manufacturers in large quantities, we command huge savings, which we pass on to our customers.

"The consequence of going nationwide is that we can buy in bulk and buy worldwide. We have found the Internet fantastic for sourcing new products and we have invested in a retail mail order software package that puts personal caring service to the fore.

"And it was through our website that the Savoy contacted us when they were searching for soap dispensers.

"Our success has been on the marketing side, where we have identified our customers and what their needs are and we listen to our customers. But we could not have achieved what we have at Out of Eden without the great team of local people who work here. We are very grateful for their loyalty and support and without them the business just couldn't have expanded into what it is today.

"We are a local, family business, employing local people. We want to contribute to the local economy and we intend to stay in Kirkby Stephen our home town."

June 5, 2003 14:00