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KI TCHENS &

BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

APRIL 2021

ROCA PROFILE MD of Roca UK Alan Dodds on dynamism, acquisitions and competing with specialist manufacturers

AIRING CUPBOARDS How bathroom furniture has become an intrinsic part of architecture and is now a starting point of the design

HOT WATER TAPS It’s not just a choice of finishes that offer differentiation news ■ expert views ■ company profiles ■ products ■ competitions ■ SME support www.kandbnews.co.uk

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NO 158 VOL 15 APRIL 2021

contents

5 First word Editor’s opinion

6 News Round-up of industry headlines

12 People Appointments and promotions

13 Inbox Reader feedback

32 Last word As consumers become braver about buying big-ticket items online, kitchen retailers should create reasons to visit showrooms, says marketing manager of Blanco UK John Robinson

BATHROOMS 21 Bathroom furniture We take a look at how furniture has become an intrinsic part of bathroom architecture and is now a starting point for the design of the space

24 Just out Latest bathroom products

KITCHENS 15 Instant hot water taps Hot water tap sales were on the rise before the pandemic but it has seen awareness and sales grow at a faster rate, as consumers seek out differentiating factors

18 Just out Latest kitchen products

NECESSITIES 26 CAD How the pandemic changed where kitchen and bathroom designs are created and if remote access is here to stay

BUSINESS 28 Company profile Managing director of Roca UK Alan Dodds talks about the dynamism of the Roca Group, acquisitions and plans for the future

30 Company matters SME advice covering marketing, financial, management issues, as well as personal development www.kandbnews.co.uk K&BNEWS APRIL

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FIRST WORD

Build back better Now PM Boris Johnson has outlined his footprint for coming out of lockdown and Chancellor of the Exchequer Rishi Sunak has released budget details, supporting small kbb businesses, there seems to be renewed optimism. In the short-term, kbb retail businesses can capitalise on pent-up demand, and the longer-term sales could be buoyed by advantageous mortgages for first-time buyers and extension of the Stamp Duty holiday, supporting the housing market. While the industry was disappointed, some even dismayed, at the April 12 opening date for high street showrooms, there is now strong signs of a return to normality. Within days, we will see customers return to the high street, showrooms reopening and the familiar, customary and well-trodden path of kbb retailing resuming. In fact, kitchen and bathroom retailers are already readying themselves for “crazy, busy” times ahead with an expected upturn, immediately after doors open. (See our story online at www.rdr.link/KZ001) When the pandemic first took hold, there was talk about how it could lead to a longerterm ‘new normal’, offering a different way of doing business than before. Now, with the perhaps inevitable consequence of ‘lockdown fatigue’, followed by rush of business, there just seems to be a desire to get back to where we

were. But has COVID permanently changed the retail landscape? For retailers, with their USPs of personal contact and developing relationships with customers, it saw them having to be agile and adapting to recreate their service digitally. Kitchen and bathroom retailers have had to find new ways to not only find customers but also to close orders. It could be tempting to consider the re-opening of showrooms as a return to a routine pattern of business. And without doubt, studios are the natural habitat of kbb designers and a perfect place to inspire, inform and delight customers. But are consumers, who have purchased online for over a year, ready to relinquish all of the digital experience? Will kitchen and bathroom retailers have to work harder to entice them away from their keyboard, concentrating on creating a destination that offers a shopping experience? Certainly, how retail can integrate its physical environment with a digital experience is a conversation the industry could be having in order to future-proof business and build back better.

NEWS & VIEWS

KBN LIKES ✔ …The kitchen industry has reported growth with Miele, Schuller and Nobia all citing positive sales patterns, and hopes it continues to be driven by an upturn in sales following lockdown.

KBN DISLIKES ✖ …kitchen and bathroom showrooms have had to wait until April to open in England and Scotland. But we are pleased to hear retailers are optimistic about business.

KBN WANTS ! …to thank Stress Matters for collaborating with Kitchens & Bathrooms News and bringing tips and advice to our readers. Success does not have to be stressful!

Philippa Turrell Editor

Email your views on this subject, or any other, to pturrell@hamerville.co.uk To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk Editor Philippa Turrell e: pturrell@hamerville.co.uk Designer Donna Booth Production Assistant Stephanie Stapleton e: stephanie@hamerville.co.uk Group Production Manager Carol Padgett e: carol@hamerville.co.uk Printer Walstead Roche

Publisher Bryan Shannon Group Advertisement Manager Craig Jowsey e: craig@hamerville.co.uk Advertisement Manager Marcus Hooper e: mhooper@hamerville.co.uk

HOME IMPROVEMENT JOURNALIST OF THE YEAR 2014

TRADE JOURNALIST/ EDITOR MAGAZINE OF THE YEAR 2014

To receive your regular subscription copy of K&B NEWS contact: 01923 237799 UK: 1 year: £30 post paid Europe and overseas: 1 year: £50 post paid Airmail: 1 year: £65 post paid Editorial & Sales Enquiries Tel (01923) 237799 KITCHENS & BATHROOMS NEWS Hamerville Media Group, Regal House, Regal Way, Watford, Herts, WD24 4YF

ABC total average net circulation 12,573 (for the 11 issues distributed between January to December 2020)

© 2021 KITCHENS & BATHROOMS NEWS accepts no responsibility for damage or loss, however caused, to any material submitted for publication. While every effort is made to ensure facts are correct at time of going to press, no responsibility can be accepted for incorrect product descriptions or facts. No part of this magazine may be reproduced, in any form, without prior written permission from the publishers.

www.kandbnews.co.uk K&BNEWS APRIL 5

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NEWS & VIEWS

MAKING HEADLINES

Owner of Damixa buys Northern Ireland-based business

IN BRIEF ■ Congratulations to Jackie Livings of Bathroom Vogue in Shefford who has won the Utopia Bathrooms competition, featured in our January/February issue. They correctly answered the newly refreshed and relaunched furniture range from the company was Qube. Livings scoops a two-drawer washbasin unit, basin, tap and mirror worth £1.170 at retail. ■ Following the success of its German e-academy, the Baumann Group has launched a version aimed at its Englishspeaking customers. As a result of the COVID pandemic halting factory visits and face-to-face presentations, the parent company of Bauformat and Burger brands decided to launch an e-academy for its UK retailers. The e-academy provides informative modules 24/7, allowing retailers to improve their product knowledge at a time and place to suit them. Read the story at www.rdr.link/KZ002

■ Samsung Electronics launched a programme of webinars to support kitchen retailers in the UK, while showrooms were closed. The brand intends to continue to offer this support to kitchen retailers over the coming months. The webinars have been designed so kitchen retailers can offer their customers an “immersive and informative virtual experience”, allowing them to explore kitchen appliances and receive expert advice. Read more at www.rdr.link/KZ003

6 APRIL K&BNEWS www.kandbnews.co.uk

Aqualla acquired by FM Mattsson Mora Aqualla Brassware has been acquired by mixer tap manufacturer FM Mattsson Mora Group, which owns the Damixa, Mora Armatur and Hotbath brands, for an undisclosed sum. Based in Newtownards, Northern Ireland, Aqualla grew by more than 30%, delivered revenue of £7.6m, and acquired the Adamsez brand in June 2020. Aqualla will continue to operate as a free-standing business unit, with its current management team remaining in place, led by founder and managing director, Steven Allaway, and company sales director, Noel Daly. According to Aqualla, the acquisition will enable the company to bring new products to the market, bolstering its current portfolio through in-house design

and manufacturing facilities. It will offer an increased choice to customers in their home market and also give Aqualla the opportunity to export its brands and products to the Nordics and across Europe. Steven Allaway commented: “When we were approached by the Group about joining forces, we were poised for a period of exciting new opportunities with both the Aqualla and Adamsez brands and experiencing rapid expansion. “We had no plans to sell, but the cultural and strategic ﬁt between the two businesses was clear from day one and we believe there could be no better long-term home for Aqualla and our people. “By working with the Group going forward, we are excited to be able to offer new, innovative and

unique product ranges to our existing customers, as well as take advantage of the Group’s in-house design and manufacturing capability to further extend our own capabilities. “We feel that this is a huge step forward for our business, indicative of our continual endeavour to provide ﬁrst-class service and quality products to meet the needs of our customers”. Read more on this story www.rdr.link/KZ004

Disappointment over omission of National Refit Strategy

Kbb industry welcomes “good news” budget The kitchen and bathroom industry welcomed the budget by Chancellor of the Exchequer Rishi Sunak, which supported small businesses. It announced an extension of the furlough scheme until September, a 95% mortgage guarantee and extension to the current stamp duty holiday until the end of June and then no duty on homes up to £250,000 for three years. The budget revealed bounceback schemes and Coronavirus loans for business will be replaced by a new recovery loan scheme, 80% guaranteed by the Government. In addition, companies will also be able to offset losses against their tax bills, going back to three years, and allowing them to claim additional refunds of up to £760,000. Trade association the Kbsa

welcomed the budget, which it said will support retailers through the next six months. And the British Institute of Kitchen, Bedroom and Bathroom Installation (BiKBBI) was also pleased with the budget which chief executive Damian Walters said “will give a real boost to the kbb tradespeople and independent retailers who have had to deal with so much over the past year.” However, he also pointed out: “Our members will be a little

disappointed that the VAT relief being enjoyed by other industries is not being extended to the home improvement sector, particularly given the potential it has to stimulate local economic activity.” And that was the view echoed by the Bathroom Manufacturers Association and The Builders Merchants Federation. They both found the omissions of the National Retroﬁt Strategy was “disappointing.” Richard Hibbert of the Kbsa summed up the budget, “Overall the Chancellor seems to be trying to instil conﬁdence that the economy will recover. However, things can still change over the next few months and it remains a challenge for businesses to plan around such uncertainties.”

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Ambitious plans to grow the business

Hartfold Holdings buys Traymate Yorkshire-based Hartford Holdings, parent company of Trojan Baths, Mantaleda Bathrooms and Thomas Crapper & Co, has acquired shower tray manufacturer Traymate Products. The deal, for an undisclosed sum, was completed on February 26 and family-run Hartford Holdings has reported it has “ambitious” plans to grow Traymate and develop its product offer. Hartford Holdings shareholder and managing director of Trojan Baths David Mosley said: “We are thrilled to add a recognised,

dedicated tray manufacturing brand to our business as we see real opportunities for growth across all of our markets right now.” Terry Wilkins will remain as managing director of Traymate, while its original founder Steve Rance will act as a consultant to help with the business transition. Mosley continued: “We are looking forward to working with the whole team in Essex, utilising both Terry and Steve’s extensive knowledge and experience in the industry to drive the brand and the business forward, at a rapid rate.”

Discussions are already underway to increase the current factory size of Traymate and invest in additional plant and equipment, with all jobs secured. Terry Wilkins of Traymate commented: “I am very impressed with the commitment Hartford Holdings have already shown by making professional changes to the business and most importantly the continuation of job security for the entire team. “Both Steve and I are excited at this opportunity to be part of a wider team. We are looking forward

to driving the business at an accelerated pace with the Hartford team.” Traymate Products is the third acquisition for Hartford Holdings in recent years, having acquired Thomas Crapper & Co in 2016 and Mantaleda Bathrooms in 2020. Read more on this story www.rdr.link/KZ005

Showcasing Hoover, Candy and Haier brands

Facility will double fulfilment capabilities

Haier opens brand activation centre at HQ

Fisher & Paykel moves UK HQ

Major appliance brand Haier has created a brand activation centre within new premises at its Warrington headquarters in Cheshire. The facility will allow the ﬁrm to showcase all three of its UK brands – Hoover, Candy and Haier. According to the company, it is a further reinforcement to the Group’s commitment to and investment in Warrington and the North West of England. Located directly opposite its office at Birchwood Park, the facility spans 672 sqm and comprises separate showroom areas for each brand, a chef’s theatre for cooking demonstrations, a meeting centre including an auditorium, four meeting rooms and breakout space. Each of the showrooms are styled to demonstrate USPs of Haier, Hoover and Candy brands and it houses more than 140 models from the group’s product portfolio across cooking, cooling,

laundry, dishwashing, ﬂoorcare and air puriﬁcation. The purpose-built facility also includes a reception area, highlighting the group’s IoT (Internet of Things) and demonstrating how each brand’s products integrate with the Red Dot Award-winning hOn smart home app. David Meyerowitz, CEO at Haier UK, said: “Having a brand activation centre adjacent to our existing offices provides us with a dedicated meeting facility to showcase our triple-brand portfolio and product offerings in a unique and customised way.”

Premium appliance manufacturer Fisher & Paykel will relocate its head office and warehouse to Northamptonshire, in a bid to support the brand’s ambition to become more sustainable. The facility is larger than its Milton Keynes base, measuring over 59,000sqft with four dock level doors, and according to the company will be able to double its fulﬁlment. To maintain communication between the warehouse and office employees, the building features a cohesive and joined layout. In addition, Fisher & Paykel’s focus on sustainability and protecting the environment was also a deciding factor in the company’s move. The headquarters features energy-saving and sustainable technologies including solar panels, PHEV and EV charging, water recovery, LED lighting and has an energy rating of A22. It is also located adjacent to a lake and newly-planted woodland.

Managing director of Fisher & Paykel David Woollcott commented on the move: “Our long-awaited move to Northamptonshire will ensure disruption to deliveries will be minimised and also support our sustainable mindset. “I would like to thank our partners CBRE, Aviva, Goodrich Consulting and the Fisher & Paykel team in the UK and New Zealand for making this project come to life.” Established in New Zealand in 1934, Fisher & Paykel operates in 30 countries with more than 4,000 employees.

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NEWS & VIEWS

MAKING HEADLINES

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Sales attributed to strong brand, quality range and expansion of digital marketing

IN BRIEF ■ German kitchen manufacturer Störmer has introduced an interactive 360° virtual tour of its Forum 26 German showroom, allowing UK retailers to show consumers its furniture collection. The showroom offers a choice of more than 50 furniture sets, all featured in lifestyle settings, including Villeroy & Boch Kitchens, Störmer kitchens and bathrooms and Casa bedrooms. The virtual tour shares product information, interior storage and furniture dimensions. More on this story at www.rdr.link/KZ006 ■ Part of the Be Modern group, Atlanta Bathrooms has joined the Made In Britain (MIB) organisation which brings together British manufacturers. Since 1964 Atlanta Bathrooms has designed and manufactured bathroom furniture in the North East of England. In over 60 years of manufacturing, the company has expanded its operations to over 250,000sqft. Discover more at www.rdr.link/KZ007 ■ Home electricals brand Hisense ‘Showtime’ marketing campaign for refrigeration, hobs, hoods and ovens, saw an uplift of 39% in sales across the relevant categories before Black Friday. Hisense UK invested a six-ﬁgure sum into the campaign, which saw a 38% uplift in website visits for cooking products and an increase in engagements of over 20%. Inﬂuencer marketing played a focal role in the campaign, including Made In Chelsea’s Sam Thompson and TV presenter Alison Hammond. Read more at www.rdr.link/KZ008

8 APRIL K&BNEWS www.kandbnews.co.uk

Miele revenue up 6.5% to €4.5 billion Appliance brand Miele has achieved sales of €4.5 bn, for the ﬁnancial year January 1-December 31, 2020, up 6.5% more than in 2019. The executive board attributed its success to a “strong brand, high quality product range and the persistent expansion of digital marketing activities”. Miele reported strong growth in Germany, central Europe and China, with the USA and Great Britain roughly holding the same level of business as the previous year. Its turnover in Germany reached €1.33 bn, representing an increase of 8.8% and accounted for 29.5% of overall turnover. While the company reported the year got off to a promising start, sales dropped between March and May 2020. However, Miele experienced “strong demand” during the

summer and an “outstanding” second half of the year, as consumers unable to travel or spend outside the home invested in their house. Showing the greatest sign of growth was cooling appliances and vacuum cleaners, as consumers looked to refrigeration and freezers for longer term and more reliable food storage due to COVID. In addition Miele reported it had proﬁted from the launch of its

Generation 7000 range of built-in appliances and G 7000 dishwashers and its upgraded laundry care portfolio. Miele’s Professional division grew by 1.8%, as hotel and restaurant business fell but there was double digit increase in the hospital project business. However, “historically high” sales and because of production halting in Spring, it has increased the lead time for appliances. Miele reported delivery periods of more than six weeks in the case of washing machines, tumble dryers and dishwashers, depending on the model. The company has also chosen this time for an “ambitious” expansion of its sustainability strategy, with a plan to achieve climate neutrality at all its locations during 2021.

Looking optimistically into 2021

Schuller sales growth 8.4% by end 2020

German kitchen furniture manufacturer Schuller reported it increased sales to €600.8million, which was up 8.4% in 2020. This is despite international lockdowns, company shutdowns and a period of short-time working in April at Schuller’s facility in Franconia. Schuller reported the year started positively with a considerable drop in sales in March

and April. It wasn’t until May that its sales were comparable to 2019. In addition, it has announced 4.6% rise in international markets despite a “difficult export environment” to €149.5million. The company also grew its workforce by 4.9%, up to an average of 1,929 employees in 2020. During this time, Schuller adopted digital technology to present its Schuller.C launches, with a virtual Schuller Innovations Tour as opposed to trade fair as part of the KuchenMiele A30. The Innovations Tour featured newsletters and a video conference with sales representatives. In addition, Schuller introduced digital training opportunities, with

the Schuller Training Centre (STC) producing webinars and live seminars. The company also expanded its production facilities in 2020 at Herrieden, which are now ready for the installation of mechanical equipment. According to Schuller, it aims to complete the ﬁrst measures by September 2021 and part of the halls will then be in operation. Now, the company has announced “the next logical step” is to gain certiﬁcation of being a climate neutral furniture manufacturer. Schuller announced it was looking “optimistically into the year 2021” and was “cautiously optimistic” exhibitions would take place in the autumn.

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PROMOTION

NEWS & VIEWS

KI TCHENS &

BATHROOMS NEWS We produce exclusive videos, each week, on www.kandbnews.co.uk interviewing business leaders. They cover industry-wide issues, individual retail challenges or initiatives and design trends. Here are our latest, just in case you’ve missed them.

Graham Robinson – Halcyon Interiors – Kitchen design: Individualism and the impact of COVID-19 Showroom and design manager of retailer Halcyon Interiors, in London, Graham Robinson said the COVID lockdowns have allowed him to have lengthier consultations with clients about their kitchen design. He said: “You are getting to know your customers even better than you were before. See the video at www.rdr.link/KZ013

Tom Reynolds – BMA – Conference cancelled but event remains relevant The Bathroom Manufacturers Association (BMA) has postponed its conference until 2022, in light of ongoing COVID-19 concerns. Despite it moving the dates for the second time, CEO of the trade association Tom Reynolds explained how the programme will remain relevant for the bathroom industry. Watch the video at www.rdr.link/KZ014

Tom Reynolds - BMA – Shipping concerns and cost hikes for the bathroom industry CEO of Bathroom Manufacturers Association Tom Reynolds reported shipping is still the biggest concern for the industry. He said the shipping issue “was pretty short term”, as he added “The market will settle, hopefully sooner rather than later. I can’t see this becoming a long-term structural issue for the industry.” See him talk at www.rdr.link/KZ015

Richard Hassell – Independent Network – Retailers working together to SOLVE supply issues Founder of The Independent Network and director of specialist retailer More Than Baths, Richard Hassell reports deliveries and import tax are the biggest headaches for showroom members. He said getting stock to fulﬁl current orders was still causing concern for bathroom retailers. Watch the video at www.rdr.link/KZ016

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NEWS & VIEWS

MAKING HEADLINES

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Net sales amounted to SEK 3,450million and organic growth up 5%

IN BRIEF ■ Components distributor Häfele UK has launched a new version of its go-to guide, The Complete Häfele: Furniture Fittings Design, featuring 1,000 new lines. The 1,440 page edition, available on the company’s website, features the new lines alongside updated product selection tools to make specification simpler. Readers will find an overview of around 6,500 furniture fittings design products in the new volume. Find out more at www.rdr.link/KZ009

■ Distributor Ideal Bathrooms has strengthened its premium offering by expanding its partnership with Bagnodesign, part of the Sanipex Group. It currently stocks 650 brassware pieces from the bathroom manufacturer and will now also offer ranges of its furniture, sanitaryware and baths. Read both companies views at www.rdr.link/KZ010

■ Harrison Bathrooms has announced it will now supply its Scudo Bathrooms brand to BathCom, a community of independent bathroom retailers. BathCom aims to increase proﬁt opportunities through group buying terms, easier access to rebates, quantity rates for stock and special offers for members. The retail members will have access to Scudo’s full range of bathroom products. Find out more at www.rdr.link/KZ011

10 APRIL K&BNEWS www.kandbnews.co.uk

Nobia finishes 2020 “on a strong note with a solid result” Swedish-owned furniture group Nobia confirmed it finished 2020 “on a strong note with a solid result” in the fourth quarter. The net sales amounted to SEK 3,450million up from 3,455million and organic growth was up 5% compared to -2% last year. Sales were driven by the Nordic and Central European market, while the UK declined. Project sales continued to be strong in all markets, except the UK where social housing and London property markets remained soft. Nobia reports operating profit, excluding items comparability, increased to SEK 295million, up

from 214million and corresponding to an operating margin of 8.6% up on 6.2% of 2019. Items affecting comparability amounted to SEK -144million, primarily related to the write down of assets following the decision to invest in a new factory in Sweden. It negatively impacted operating profit by SEK -15million. Profit after tax, excluding items affecting comparability, amounted to SEK 218million up from 150million and operating cash flow amounted to SEK 396million from 348million. Speaking about the results, president and CEO of the Nobia

Group Joe Sintorn said: “A very unusual year has come to an end, in which we managed to ﬁnish on a strong note with a solid result in the last quarter. “We enter this year at a stronger position that I would have anticipated back in April. “We have a solid plan, indicators suggest continued underlying demand of our products, and we have a new organisation in place to execute our strategy.”

Quarterly year-on-year sales down

KBB merchant sales slower to recover Builders’ merchants sales in December 2020 were 8.8% higher than in December 2019, with total Q4 sales also “signiﬁcantly” up on Q4 2019, according to the latest Builders Merchants Building Index (BMBI) report. December sales of Kitchens & Bathrooms were up 2.4% on December 2019, but quarterly sales year-on-year were down. Total Builders Merchants value sales in Q4 2020 were up 5.4% compared to Q4 2019. Landscaping continued to perform well with sales up 22.9% on Q4 a year earlier but Kitchen & Bathroom sales were 2.6% lower over the same period. Sales in the Plumbing, Heating & Electrical category did least well (-6.0%). Total value sales in Q4 2020 were down on the previous quarter (July-September) by 10.8% - the result of a seasonal slowdown,

another lockdown and ﬁve fewer trading days in Q4. Kitchens & Bathrooms sales were less weak than most categories at only 1.6% behind Q3. Over the full 12 months, merchants’ value sales in 2020 were 10.7% lower than in 2019. Given the impact of the April lockdown, this highlights how well the sector bounced back.

However, the Kitchens & Bathrooms sector was hit hard during the ﬁrst lockdown, and slower to bounce back and recover from the impact, with 2020 sales 18.1% below 2019. The BMBI index for Q4 2020 was 111.1, with Timber & Joinery Products (125.4) the highest category. For Kitchens & Bathrooms the Q4 index was 109.8.

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NEWS & VIEWS

PEOPLE

Position filled Appointments and promotions across the industry

UTOPIA BATHROOMS

Q4 GROUP

DURAVIT

LECICO

Utopia Bathrooms has announced the appointment of Matthew Wells as business development executive for the South East region. Wells has spent over eight years working in the home improvement sector, with six years of experience gained with Bathstore. Initially, he worked on the installation side of the business before the management of four stores.

Michael Sammon has recently joined bathroom distributor the Q4 Group as director, with immediate effect. He has also been appointed as director of the Bergen Furniture brand, which is a standalone manufacturing business owned by the Q4 Group. Sammon’s key areas of responsibility will cover marketing, sales, product design and sourcing.

German bathroom manufacturer Duravit has announced the appointment of Christian Brinkmann as head of e-commerce Europe. According to Duravit, the company is bolstering its expertise in ecommerce to better serve its customers’ needs and requirements. Brinkmann’s role will focus on driving forward the company’s e-commerce business.

Manufacturer of suites and ﬁttings, Lecico Bathrooms has announced the appointment of John Richards as senior product manager. He will take responsibility for managing Lecico Bathrooms entire product portfolio. Richards brings a wealth of experience to the role having worked at Wolseley UK, Travis Perkins, Homebase, Pegler Yorkshire and Fired Earth.

V-ZUG

INSINKERATOR

HANSGROHE GROUP

CLASSICO MARBLE

Premium Swiss home appliance manufacturer V-ZUG has welcomed Martin Smy into the role of technical service manager for the UK and Ireland. With over 27 years of service experience in the industry, Smy will provide training, technical support and product advice to V-ZUG customers in the UK and Ireland. He will work closely with the UK Sales team led by Sam Rogers.

Food waste disposer and specialist tap manufacturer InSinkErator has appointed Jamie Griffin digital marketing and ecommerce manager for Europe and Russia. He joins the company from heading up digital communication teams and implementing commercially backed, CRM and social media strategies. Griffin also spent three years as digital marketing manager with Bathstore.

Brassware specialist the Hansgrohe Group, comprising Axor and Hansgrohe brands, has welcomed Tony Wilson to the role of national sales manager ecommerce and DIY. He brings a wealth of bathroom industry experience and knowledge to the role, having worked for both Grohe and Mira. Tony Wilson’s last role at Grohe was head of its UK Kitchen Channel.

Stone worktop fabricator and installer for the kbb market Classico Marble has hired its ﬁrst national relationship manager with the appointment of Elaine Mead. She is working alongside Classico managing director Salve Caruso to look after its showroom, architect, interior designer, builder and developer clients. Mead has over 30 years’ experience in the kitchen and bathroom sector.

12 APRIL K&BNEWS www.kandbnews.co.uk

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Email us, write to us or contact us through any of our social media channels. Get involved, as we want to hear your views Kitchens & Bathrooms Energy label: News The big switch Director of sales and marketing at Rangemaster Appliance Iskender Diker offers his advice to kitchen retailers on the changing energy labels and how to support customers, which come into force on March 1. AGA Rangemaster LTD Thank you Kitchens & Bathrooms News for sharing our advice for retailers ahead of the latest changes to appliance energy ratings and labels LAST WORD

There is no denying that the appliance industry has achieved many innovations and developments over the last decade, which have pushed the boundaries and produced more energy-efficient models than ever before. New energy ratings and labels were introduced for certain appliance categories in November 2020, initially sitting alongside the old labels, bringing a welcome change to the overpopulated A-A+++ areas of the previous scale. The initial challenge, for retailers and manufacturers, was ensuring that products on display and websites were updated by March 1, when only the new label can be shown. Now, the next step is ensuring consumers are aware of the changes, and what they mean, following years of being told that ‘A+++’ is the best rating.

Director of sales and marketing for Rangemaster appliances, Iskender Diker offers his advice to retailers on the changing energy label and how to support consumers

The changes

@kandbnews NEWS: During #nationalapprenticeshipweek. @idealstandard announces it is funding a ‘first of its kind’ plumbing apprenticeship @CandDLeeds When you give the top job to a man who understands the business, the customers and the marketplace in which it operates in, he invests in simple things which make a difference

@kandbnews VIEWS: Why showroom and design manager of @Halcyon_Int Graham Robinson doesn’t believe in trends and how COVID has impacted on kitchens @Halcyon_Int Some great tips from @Graham_Halcyon on the latest trends and how COVID has affected kitchen design! Thank you @kandbnews for this!

Kitchens & Bathrooms News Kitchen furniture manufacturer Schuller reports its turnover up 9.8% in 2020 despite “difficult” export environment Russ Deacon Home Improvements Great news from our kitchen brand partner

The new ratings range from A to G, replacing the previous A+++ to D scale; however, this only applies to fridges and freezers, dishwashers, wine cabinets, washing machines and washer dryers. The labels on range cookers, ovens, cooker hoods and tumble dryers will not be affected but are expected to transition to the new design from 2022 – so, you can already see why consumers might ﬁnd this confusing. To make room for even more exciting innovations and energy-efficient technologies, there won’t be any A-rated or B-rated appliances for a while. Furthermore, the previous ‘A+’, ‘A++’ and ‘A+++’ ratings won’t automatically rescale as ‘A’, due to new measurement criteria and methods of assessing efficiency. This situation opens the door for further confusion, particularly when consumers are looking to purchase new appliances. If they aren’t aware of the changes, they may be discouraged by E-rated or F-rated models when they are expecting to see ‘A+++’. Therefore, it is important to explain that although the product’s rating may have changed, its energy efficiency remains the same as it was before. The new labels are designed to make it

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‘The new ratings range from A to G, replacing the previous A+++ to D scale; however, this only applies to fridges and freezers, dishwashers, wine cabinets, washing machines and washer dryers.”

simpler for consumers to choose the most energy-efficient appliances when comparing one model against another. The information is much clearer and provides the key comparable ﬁgures in an easy-to-understand way. There is also the addition of a handy QR code, in the top right-hand corner, that can be scanned (via a smartphone or tablet) and is linked to a database with further information about the appliance and its speciﬁcations.

Take action

Be proactive – tell all your potential and existing customers about the changes. There is a lot of information to digest about the new energy label and ratings, which could prove overwhelming for consumers, considering that it only applies to certain appliance categories. To help raise awareness and explain the new system to consumers, we have created a downloadable PDF that outlines the key changes in simple, bite-size chunks. It’s designed to be shared on social media or uploaded to websites, for example as part of a blog. Many of us take our industry knowledge for granted, and while it was vital that showroom displays and websites were updated ahead of the March 1 deadline, it’s imperative that we continue to share our knowledge and expertise with consumers. And remember, as a member of the KBB industry, you are not alone. Speak with the manufacturers you work with, as they may have assets you can use to help make customers aware of the changes. Additionally, if you want to learn more about the new energy label and ratings, the Association of Manufacturers of Domestic Appliances (AMDEA) has created a toolkit and short training video that will help you prepare for talking with customers when showrooms eventually re-open. So now is the time for retailers to engage with potential customers about energy efficiency and make the switch to the new system as seamless as possible.

www.kandbnews.co.uk

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NEWS & VIEWS

K&BNEWS MARCH

1 22/02/2021 09:36 Page 1

Julianna BATHROOMS NEWS Andrews Look at who made it to the cover of this months’ Kitchens & Bathrooms News! The wonderful Aqualla and Adamsez brands, accompanied by MD Steven Allaway. Steven spoke to Philippa Turrell about business growth during what he describes as ‘the quietest and busiest of times’ over the past six months. THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

MARCH 2021

AQUALLA BRASSWARE MD INTERVIEW

Steven Allaway on the acquisition of Adamsez, revitalising the brand and meeting the demands of a volatile market

Kitchens & Bathrooms News Stress Matters has teamed up with Kitchens & Bathrooms News to offer guidance on enhancing staff welfare and boosting productivity. We look forward to working with James Capell-Abra Nicole Jasmine Irvine Highly recommend James and the team at Stress Matters! James Capell-Abra Very excited to be partnering with you guys on this!

CLIMATE CHANGE

How cooker hoods have transformed into air purifiers

COTTAGE INDUSTRY

What is Cottagecore and its impact on kitchen design?

news ■ expert views ■ company profiles ■ products ■ competitions ■ SME support www.kandbnews.co.uk

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INSTANT HOT WATER TAPS

Coming to the boil

KITCHENS

Hot water tap sales were on the rise well before the pandemic but it has seen awareness and sales grow faster, as consumers have become more educated about the benefits and differences Instant hot water tap sales were on the rise well before the COVID pandemic. However few would argue it has spurred awareness and sales growth. As kitchens transformed into offices and classrooms, consumers working from home realised the value of the instant hot water tap for convenience and added hygiene when cleaning. Managing director of Quooker UK Stephen Johnson points out: “Whilst there are many beneﬁts to working from home, the irritation of having to wait four minutes for a noisy kettle to boil or its energy-guzzling nature, has highlighted just how inefficient and inconvenient a kettle is. Couple that with the safety issue surrounding kettles and ease of burning, especially for families with young children or those with restricted mobility, it is unsurprising we are experiencing a consumer shift to boiling water taps.”

Sales growth In fact, such has been the shift in sales, Quooker has reported 50% growth year-on-year. And the growth has also been witnessed by Abode, as its marketing manager Leanne Adamson offers some statistics on recent hot water tap sales: “Comparing 2020 sales with the same period in 2019, Abode hot water tap sales were up by 13%.” Explaining how it compares with traditional kitchen mixer tap sales, she points out: “There has been a 26% increase in sales of instant hot water taps over standard taps.” Industry experts also believe this demand will carry through into 2021, as sales and marketing director at Franke Jo Rawstron comments: “We experienced a strong sales increase over the past 12 months and I think this year will see that pattern continue.”

1. ABODE The Pronteau ProPure 4-in-1 delivers filtered hot water and cold water, as well as standard supplies. It comes in two spout options and five finishes. View the video at www.rdr.link/KZ017

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KITCHENS

INSTANT HOT WATER TAPS

2. BLANCO Boasting a rotary dial to set the precise amount of filtered boiling or filtered cold water is the EVOL-S Pro Hot and Filter. It comes with a titanium tank and BWT five-stage filter system and you can see it in action at www.rdr.link/KZ018

Polarised sales

Industry experts report these sales have been polarised at the entry and at the top-end of the market. Marketing manager at Blanco John Robinson says: “With no new holidays and no need for new cars this past 12 months, a lot of consumers are able to push their kitchens, ﬁxtures and ﬁttings into levels they wouldn’t have been able to before. Good news for the premium brands, but just as good for the entrylevel brands as they too see consumers enter the market that, perhaps, wouldn’t have been there before the pandemic.” However, leader category UK at Grohe Elina Enqvist-Twomey believes it is the top-end which is showing the greatest signs of growth: “We have found that when it comes to hot water taps, consumers are increasingly seeking out more premium options that can offer additional features to give them peace of mind, particularly around safety, in their day-to-day lives.”

Differentiating designs

3. FRANKE Now available in a Copper finish, the Minerva Mondial 4-in-1 Electronic tap boasts pre-set programmes of 30 and 60 seconds for filtered boiling or filtered cold water. It is backed by a twoyear warranty on working parts.

www.rdr.link/KZ019

4. GROHE Featuring an insulated spout and child lock push buttons, the Grohe Red Duo delivers instant hot water. It comes in a Starlight ﬁnish and is available with two boiler sizes. You can watch the video at

www.rdr.link/KZ020

16 APRIL K&BNEWS www.kandbnews.co.uk

Interestingly, then, while sales conversations may have once focused on the aesthetics, now hot water taps are becoming mainsteam industry experts suggest choice is based upon a deeper understanding. Leanne Adamson of Abode says: “Finishes are important but not the only focus of differentiation. Quality, energy- efficiency, ease of installation, operational functionality and style are all elements that will impact a consumer’s purchasing decision.” And John Robinson of Blanco agrees, pointing out: “The differentiators in the market are more than just the look of the mixer tap. Giving the user better control over the boiling water and reassuring any safety concerns with better, high-quality components and improved performance are arguably more important than the shade of brushed gold. Differentiation is more than just skin deep.” InSinkErator points to its warranty and WRAS approval to differentiate its taps.

Boiler options And let’s not forget half of the instant hot water tap story is actually beneath the worktop, with a choice of stainless steel or titanium boiler, in a range of capacities. In fact, Enqvist-Twomey of Grohe comments: “Offering a variety of boiler capacities is a great way to ensure you meet the

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5. INSINKERATOR

Adding to its Velvet Black instant hot water taps, InSinkErator has introduced 3-in-1 models in J and L spout shapes. They are supplied with a NeoTank with a digital, adjustable thermostat. Find out more and order a display at

www.rdr.link/KZ021

6 6. QUOOKER Quooker Fusion Round is a 3-in-1 tap which offers standard hot and cold supplies, alongside boiling water. It comes in ﬁve ﬁnishes, including Gold. Watch the video at www.rdr.link/KZ022

needs of all consumers, from busy family households to young professionals.” And she adds filtration can also help provide differentiation between instant hot water taps for consumers: “The very latest filter options can incorporate additional minerals into the water, such as magnesium and zinc, so that your water is not only clean, fresh and filtered but also makes a positive contribution towards your daily intake of essential materials.”

Sustainable solution While health and hygiene may be at the forefront of consumers’ minds, given the backdrop of the pandemic, the longer-term sales of instant hot water taps are also secure, as it promotes sustainability. Blanco has even introduced a model that measures out a precise amount of water to ensure only the exact quantity is heated. Anne Kaarlela of InSinkErator comments: “According to the Energy Saving Trust 40% of households boil the kettle at least four times a day, with 75% admitting to boiling more water than they need, accounting for a signiﬁcant amount of water and energy wasted every year. Homeowners can save water, energy and time, with a specialist kitchen tap.” While a hot water tap may not replace all kettles, everywhere and for all kitchens, certainly the concept has entered the mainstream. And thankfully it’s a product that needs the reassurance of purchasing through a retailer, so long may the sales of hot taps continue.

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KITCHENS

PRODUCT ROUND-UP

1. SMEG Italian appliance brand Smeg has unveiled a range of silver induction hobs to complement its Linea built-in oven aesthetic. Available in a choice of 600mm and 900mm, the hobs feature MultiZone technology, so zones can be combined into two or one large cooking area. The hob automatically adapts the heat to the size and the position of the pan, only heating where it is located. Find out all the features at www.rdr.link/KZ023

2. FABER

Italian extraction manufacturer Faber has unveiled The Beat, which is claimed to be the company’s most powerful pendant-style, island hood. The recirculation hood offers an extraction rate of 720m3/h, controlled by three push buttons. Made from two panels, side-byside, the pendant hood is available in four colours and comes complete with two LED lights. Download technical information at www.rdr.link/KZ024

just out 2

3 3. REGINOX Manufactured using the same techniques as its other Elleci ranges, is the Tekno sink from Reginox. It comes either as a single or 1.5 sink with a reversible drainer. Available in black and white, the sink has been designed for inset installation. According to Reginox UK, Tekno sinks are hygienic, easy to clean and maintain. Additional information is available at www.rdr.link/KZ025

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4. HAIER Appliance manufacturer Haier has launched a range of wine coolers – Wine Bank 50 Series 7 – previewed at IFA last year. The wine coolers come in 42 or 77-bottle capacities and feature humidity air control, independent temperature zones for white and red wine and 3D warm lighting. They can be controlled using the hOn app, which will identify and catalogue wines by scanning the label and can offer food pairings. Watch the video at www.rdr.link/KZ026

5. WHIRLPOOL Appliance giant Whirlpool has launched the W Collection 4 Door fridge freezer with 6th Sense Live connectivity. The American-style fridge freezer can be controlled via a smartphone or tablet, using the Whirlpool 6th Sense Live app. It can help users manage the contents of the fridge freezer by notifying users when food needs to be used or when drinks are chilled to the correct temperature. Check out the technical speciﬁcations at www.rdr.link/KZ027

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FURNITURE

Airing cupboards We take a look at how furniture has become an intrinsic part of bathroom architecture and is now a starting point for the design of the space

BATHROOMS

With the bathroom becoming a space dedicated to wellbeing, its aesthetics are now focused more upon creating a ‘living space’. It means the clinical lines of sanitaryware have been softened and integrated into furniture, creating a more holistic room design. Pelipal national development manager of InHouse Inspired Room Design Steven Jaques states: “Previously, bathroom furniture used to be an add-on, but is now a primary product and we’ve seen a tremendous increase in demand for storage solutions.” And marketing and retail sales director at Symphony Group Simon Collyns agrees: “Bathroom furniture plays a vital role within the architecture of the room over and above storage. The style needs to be carefully considered and will ultimately determine the way the room looks and feels.” In fact, such has been the signiﬁcance of cabinetry in a bathroom project, sales and marketing director at RAK Ceramics Ben Bryden says many consumers will begin their bathroom refurbishment by choosing the furniture ﬁrst. Cabinetry is certainly is getting greater design attention, and therefore industry experts believe it will become a greater ratio of the overall spend on a bathroom. It’s really no surprise, then, distributors and manufacturers are jostling for a bigger slice of the action. Most recently, Ideal Bathrooms has started to offer furniture from BagnoDesign and Roca has acquired Spanish bathroom furniture manufacturer Royo to enhance its competences in the sector.

Customisable cabinets

2 1. RAK

2. HIB

Designed to bring colour into the bathroom RAKResort is available in five finishes, including Denim Blue. The wall-hung range comes in a choice of five unit options, plus a corner unit. View all the products at www.rdr.link/KZ028

Extending the Novum collection of furniture is Fabrica, which comes in Dark Emerald, Midnight Blue and Carbon Grey, with handles and brassware in Brushed Brass, Black and Chrome. Download technical details at www.rdr.link/KZ029

Equally it’s not a revelation that modular units, with their inherent ability to create the illusion of space, are the most popular choice of furniture. Vanities and tall units have been joined by open shelves to further create a visual lightness in the room. Creative director of Imperial Bathrooms James Stevenson comments: “Our customers are increasingly telling us that homeowners are wanting to put a personal spin on bathroom schemes and have woken up to the power of ‘statement pieces’ as a great way to provide storage and unique style identity. In my view, nothing elevates a design more than a beautifully-crafted single or double vanity unit.” And this is why bathroom storage is now available in a wide choice of styles, colours and textures. Joining high or matt gloss handleless styles in a variety of colours are more traditional Shaker-esque styles in painted ﬁnishes, and there’s even an injection of woodgrain and stone effects to bring nature and warmth into the space. National sales manager for Rehau Scott Williams says: “A playful pairing of

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BATHROOMS

FURNITURE

3. PELIPAL

5. UTOPIA BATHROOMS

Riviera Oak provides warmth with textures of nature and comes in a vanity unit with wall-hung drawer unit and mirror cabinet. It boasts a black inlay trim, which is complemented by a black towel rail and brassware. Find out more about its furniture ranges at www.rdr.link/KZ030

Qube is a range which comprises wall-mounted and freestanding bathroom furniture. Designers can choose from seven ﬁnishes which can be mixed and matched, and used with sit-on or integrated basins and optional open shelves. Discover the range at www.rdr.link/KZ032

4. IMPERIAL BATHROOMS

6. SYMPHONY

Thurlestone furniture, such as the offset vanity unit, comes in a range of painted or hand-oiled options. It combines traditional manufacturing techniques with soft-close door hinges. Sign up to its newsletter at www.rdr.link/KZ031

Part of the Aquadi bathroom furniture collection is the traditional-style Valencia range. It features Shaker-style doors and comes in a choice of Ivory and Platinum. View the online brochure at

www.rdr.link/KZ033

traditional design and modern furnishings is really coming through this year, maintaining a homely environment that offers a contemporary edge. This can be achieved through the pairing of natural materials in the bathroom, such as stone and wood-effect surfaces.” While sales director of HiB Ash Chilver says the wider choice allows for greater personalisation, commenting: “As customers start to see the space as a room to enjoy rather than just utility, they have incorporated more interior design trends into their bathroom projects, resulting in a surge in demand for different styles, colours and ﬁnishes. Now, more than ever, we are seeing a need for customisable furniture with a wider palette of colour options and interchangeable ﬁnishes and details such as handles, brassware and accessories to suit individual design.”

Improving hygiene Interestingly, furniture will also see developments in design to improve the level of hygiene in the bathroom space. National sales manager for Rehau Scott Williams points out: “Surfaces which are easy to keep clean, such as non-porous options that don’t harbour bacteria, are growing in popularity.” And he adds: “There is an increasing awareness about wiping down surfaces, emphasising the importance of edge banding which uses zero-joint technology to prevent the culmination of germs along edges.” Regional marketing manager Europe for VitrA Margaret Talbot agrees hygiene will play a greater role in bathroom furniture design, as she also points out: “Reducing touchpoints with soft close and open drawers and doors will be on the checklist.”

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6 Essential storage Of course, the requirement for furniture is not focused solely on aesthetics to create a ‘living space’ but also the practicalities of concealing clutter to maintain a cleanlined retrreat. “Storage remains the key driver”, states head of marketing at Utopia Bathrooms Helen Clark, talking about the key reason for furniture sales. She adds: “Indeed, for many, storage space is simply taken for granted now, a necessity rather than a luxury.” And she says this has particularly been important over the past year, when the bathroom has been used as a place of escape. “As we’ve all spent more time at home in the last 12 months, we focus on the house being our haven and the bathroom in particular being the place where we can relax and unwind. That’s pretty impossible to do if you have an untidy, cluttered bathroom that no-one realistically wants to spend time in.” This has also been highlighted by the popularity of organising consultant, author and

TV presenter Marie Kondo who highlights every belonging should have a personal space. Scott Williams of Rehau Furniture Solutions adds: “Consumers want their bathroom to be well thought out and truly functional.” And storage is not dependent on the size of the space. It is as much a requirement for the cloakroom as it is for the main bathroom. In fact, possibly more so, as there are greater demands of smaller spaces. As second or third bathrooms are squeezed in the family home, without any increase of the average dwelling footprint, it’s easy to see how there is going to be even greater requirements for storage in the future.

Integral architecture But furniture is set to evolve from simply offering cabinetry to stow away goods, to become the basis of bathroom architecture. As such, it will not only provide storage but it will be commonplace for cabinetry to be a focus for lighting and even entertainment. Ash Chilver of

HiB continues: “Suitable lighting, Smart facilities and the ability to play media and music will encourage people to spend more time in the bathroom and having these features integrated in bathroom furniture, including cabinets, is a discreet way of ensuring maximum functionality without additional clutter.” And Steven Jaques of InHouse Inspired Room Design agrees, pointing out: “Years ago, innovation for the bathroom was a wall cabinet to conceal the shaver plug. Now these needs are continuously developing – cosmetic drawers, lighting that illuminates the floor with motion sensors, music sound modules with Bluetooth connectivity, lighting combined with mirror elements, materials and finishes, colours and textures.” He concludes: “Obviously it’s a personal choice and the sales we see reflect that customers are drawn to bathroom furniture that reflects their personality – in a similar way to other living space in their home. It’s not just about function anymore.”

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BATHROOMS

PRODUCT ROUND-UP

just out

1 1. VICTORIA + ALBERT Freestanding bath and basin manufacturer Victoria + Albert has launched three colour palettes in collaboration with Wallpaper magazine. Compiled by Wallpaper editor-inchief Sarah Douglas, the three new palettes have been chosen to represent three moods: Wavelengths, Dune Retreat and Light Industrielle. They complete a range of nearly 200 RAL colours on offer across Victoria + Albert Baths portfolio. Discover more details at www.rdr.link/KZ034

2. ACQUABELLA

2 24 APRIL K&BNEWS www.kandbnews.co.uk

Renowned for its made-to-measure shower ﬂoors, Spanish bathroom manufacturer Acquabella has recently introduced a woven texture Arabba to its collection of textures. It combines a linen-effect with a stone ﬁnish. It is shown, here, on the company’s new Tempo shower tray, which has a perimeter waste. View the company’s interactive catalogue at www.rdr.link/KZ035

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3. RAK CERAMICS

4. CA’ PIETRA

Specially designed for small bathrooms, RAKPetit is a luxury washbasin collection from RAK Ceramics. Created by Italian designer Maurizio Scutellà, RAK-Petit includes deep washbasins that can be installed alone or combined with vanity units, as well as freestanding, statement washbasins. They are available in a choice of circular and square models in Alpine White. Explore the entire collection at www.rdr.link/KZ036

Adding to the Elle + James concrete basin collection from Ca’ Pietra is the rose-shaped Assisi model. It features petal-like arcs which comprise its circular form, similarly to windows on the Romanesque facades of churches in the place of its Italian namesake. Available in a choice of two sizes, designers can choose from a palette of 22 colours of concrete. View all the basins at www.rdr.link/KZ037

5. BRITTON

6. PJH

7. ATLANTA BATHROOMS

Curve2 and Trim are the latest sanitaryware ranges added to Britton’s contemporary bathroom collections. Boasting thin-rimmed basins and slim toilet seats, Curve2 is a reﬁned style, while Trim boasts smooth aesthetics and a choice of full or semipedestals (shown). Both of the ranges have models for downstairs cloakrooms through to compact family bathrooms. Browse the Curve2 and Trim collections at www.rdr.link/KZ038

Extending its own-brand of shower enclosures, Reﬂexion, distributor PJH has introduced the In-fold Classix Enclosure. Manufactured from toughened 6mm safety glass, it boasts concealed ﬁxings, ‘Easy Clean’ glass and optional side panels. The In-fold enclosure measures 1850mm high and comes in a choice of three widths, 760mm, 800mm and 900mm, with a door opening of 200mm, 320mm and 370mm respectively. Watch the video at www.rdr.link/KZ039

British furniture manufacturer Atlanta Bathrooms has launched Accents, which features two fascia styles – Skye and Jersey. Skye boasts an integrated handle design and Jersey features a panel door with vertical lines (pictured). Available in a choice of seven fascia ﬁnishes, the freestanding and modular furniture is accented with a choice of ﬁve panels, allowing designers to create up to 35 colour combinations per style. Download the brochure at www.rdr.link/KZ040

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NECESSITIES

CAD

Taking remote control “CAD Systems and all the associated tools provide the sector with the opportunity to build on inherent flexibility and speed of response and deliver highly personalised responses to customers, delivered exactly when and how suits their individual needs – whether this is online, face-to-face or a mixture of both.” Director ArtiCAD Theresa Turner

26 APRIL K&BNEWS www.kandbnews.co.uk

The kitchen and bathroom design industry became remote, almost overnight, during the pandemic influencing CAD and the services offered by suppliers. But will this now be for the long-term? How and where designers created their bathroom and kitchen schemes changed overnight, during the pandemic. As showrooms were forced to close, designers took to working remotely, having to embrace technology to share projects with clients rather than relying on traditional face-to-face meetings. In fact, managing director at Virtual Worlds Nathan Maclean comments: “The biggest impact of COVID from our point of view is the very big increase in retailers and designers working remotely. We’ve been able to provide them with the support needed to progress their designs and remain in constant contact with their clients while face-to-face showroom visits haven’t been possible.”

Free services It saw suppliers provide remote services, with free of charge licences for software, as director of ArtiCAD Theresa Turner explains: “ArtiCAD offered free temporary licenses for homeworking; anyone wishing to install an ArtiCAD licence on a different machine could download as many temporary licences as they needed for all their designs. Free access was also provided to the Roomplanner weblead technology.” And managing director of Compusoft Alex Ainge pointed out: “We launched a free remote working package for staff designing at home during the crisis, as well as free access to our Showcase 360˚ Software, which enables users to communicate with, and

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share designs with, customers using a dedicated online portal.” But they also looked beyond providing free access to existing design software. Suppliers sought to help trade partners ﬁnd customers, cope with staff shortages, and train users who were furloughed with online webinars. Compusoft introduced a free version of its online planner – Design@Web – which allows consumers to plan their own kitchen or bathroom and send designs to retailers. While Virtual Worlds introduced its Design Hub, manned by savvy staff, to help retailers who had staff shortages due to the pandemic.

Remote post-pandemic But as we start to see green shoots, will these innovations just be an aberration as the world slowly returns to normal? Industry experts believe not, and state remote design is here to stay. Alex Ainge of Compusoft comments: “We envisage that the way people work may be changed for the long term and we are adapting our offering to suit this potential ‘new normal’.” It has introduced Winner Flex software, which allows kitchen retailers to design from anywhere and see sales and performance information in one place. And ArtiCAD, which is undertaking its “most farreaching software development programme ever undertaken by the company”, is looking at online tools, design and pricing software, adding catalogues of products, plus virtual meetings within its ArtiVR room design.

Retail experience Interestingly, CAD could also grow in importance in ‘bricks and mortar’ showrooms, creating a retail experience to encourage consumers away from online and back into the high street. Nathan Maclean of Virtual Worlds adds: “In a post-pandemic world showrooms are evolving into digital spaces, where the space constraints of physical displays are removed and consumers are invited to step into their new kitchen or bathroom in an immersive way.”

However kitchen and bathroom designers will want or have to work in 2021, they can be certain CAD suppliers have an ability to respond quickly, change effectively and help support independent showrooms. Theresa Turner at ArtiCAD concludes: “CAD Systems and all the associated tools provide the sector with the opportunity to build on inherent ﬂexibility and

speed of response and deliver highly personalised responses to customers, delivered exactly when and how suits their individual needs – whether this is online, face-to-face or a mixture of both. The pandemic has accelerated the realisation that this blended approach to selling in the kbb sector can deliver huge beneﬁts – to all.”

Alex Ainge, MD of Compusoft, comments: “We envisage that the way people work may be changed for the long term and we are adapting our offering to suit this potential ‘new normal’.”

“The biggest impact of COVID from our point of view is the very big increase in retailers and designers working remotely. We’ve been able to provide them with the support needed to progress their designs and remain in constant contact with their clients while face-to-face showroom visits haven’t been possible.” Managing director Virtual Worlds, Nathan Maclean

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BUSINESS

COMPANY PROFILE

“ What you’ll see is Roca

being more dynamic”

Managing director of Roca UK Alan Dodds says expect the group to be more dynamic, as it aims to compete with specialist manufacturers across the bathroom industry Now led by CEO Albert Magrans, the Roca Group is “probably moving faster than it has done for a number of years”, says managing director of Roca UK Alan Dodds. He says the recession in 2008, which hit its native country Spain hard, had made the group a little conservative as business was then focused on survival. But now he reveals “what you’ll see is Roca being more dynamic. I think you’ll see more from Roca, in terms of moving into other areas and a realisation that we want to compete with specialist manfacturers.”

Acquisition trail It is this rationale which was behind the acquisition of the Spanish bathroom furniture

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manufacturer Royo, which saw Roca acquire a majority share, 75%, of the business. The Royo Group owns three production plants and manufactures around one million pieces of furniture annually. “Furniture is a big category for us”, explains Alan Dodds who adds: “But this moves us into a different league in terms of ranges, design, colours, lead times – you name it – the acquisition brings lots of beneﬁts.” And, this year, has also seen Roca acquire a sanitaryware factory in Brazil for €16million, adding to its 11 factories in that country. Reportedly, already the largest vitreous china manufacturer in the world, the plant will help Roca serve the American markets when it is operational in February 2022.

1. MANAGING DIRECTOR

Alan Dodds is managing director of Roca UK, which was established as a subsidiary in 1993, and is based in Leicestershire

And the expectations are this is not the end of the acquisition trail for Roca. Dodds continues: “I’m sure Roca will look at opportunities. We will continue to look at acquisitions in vitreous china because it’s our core strength but I would suggest we would be as interested in the rest of the bathroom arena to strengthen it…We’re not just acquiring businesses to bolt on – they’ve got to be the right ﬁt for the company.”

Product development And Roca has been equally energetic with its product development, from introducing digital showers and freestanding baths through to sanitaryware designed by Brazilian architect Ruy

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Ohtake. “Last year, we cut back in a lot of areas to be prudent, but one thing we didn’t cut back on was new product development”, explains Dodds. He says freestanding baths has been one of the focuses of the group, commenting: “We’ve made a major move in the freestanding bath arena. We now, as a group, make the biggest range of baths and the biggest number of models. We are increasing the capacity of our factory in Poland to make luxury baths and we intend to be a very strong player in that market, particularly for the Laufen brand.” In fact, Dodds says on top of furniture, baths is one of the company’s main priorities for 2021.

Customer communication

2. RUY OHTAKE BASINS

Of course, without a global showcase such as ISH, it has made the ability to inform trade customers about all the design stories a little more difficult, with Dodds admitting some launches have been held up so they can be shown face-to-face. And although the group is looking at digital events, Dodds says the focus has been communicating directly with its customers and staying in regular contact, as he comments: “Digital events are great for designers, specifiers and installers, where you are trying to get to a wide customer base. But for retailers we know, we want to communicate directly with them and as much on a one-toone basis as we can, so we find out what are their needs, what do they want, what is important to them?”

Brazilian architect Ruy Ohtake has created a range of self-titled, countertop basins which take inspiration for their shape from nature. They come in two designs and a choice of six colours. Read more at www.rdr.link/KZ041

Resilient retail And, generally speaking, Dodds is finding the retail sector is in “remarkably good shape”, adding “very few have gone out of business, which is fantastic. It shows how resilient they are.” He points to sales which could be from a pipework of leads from the end of last year, but believes 2021 could follow the same pattern of sales as the year before. “There’s reason to hope the pattern we saw last year, people coming out of lockdown and deciding to invest in home improvement, could be repeated again. The Bank of England is forecasting a reasonably strong bounce back.” And Dodds says business is already faring better against the same time in 2019: “The last quarter of 2020 was significantly stronger than 2019 and the first quarter so far is stronger than 2019 as well.”

holidays. But he pointed out the company has only seen small delays despite the “perfect storm” for shipping chaos “with strong growth at a time when people bring their stock forward and an uncertainty with Brexit up until the wire.” However he states there could be an issue with increasing prices: “The biggest impact for the industry could well be commodity and raw material prices. Steel, copper, you name a raw material, and it’s shot up in the last 12 months, or even six months. If that’s for an extended period, you can’t absorb those costs. Some manufacturers have come out with surcharges

because of containers and we haven’t done that. We are willing to take a medium-term view and are hanging ﬁre just to see what the real impact is and whether it’s a temporary blip or permanent change.”

Flexible and agile In fact the philosophy of Roca has been to be ﬂexible and adapt to the changing situations and Alan Dodds believes that will be also be the key to success for retailers. And he is optimistic about the rest of 2021, concluding: “I think the outlook is good. I think we probably have a couple of sticky months, as an industry, because retailers will have been shut for three months and maybe their pipeline of installations are running out. But assuming retail re-opens in April, then I think it could bounce back almost immediately and we should be in for a good year overall. But you’ve still got to remain ﬂexible because things could change.”

3. FREESTANDING BATHS Focusing on freestanding baths for 2021, the Roca Group offers models across its Laufen and Roca brands, including Maui. It is available in round and square options. Read more at www.rdr.link/KZ042

Challenging conditions But how long the upturn could last, with holidays now available as an option to consumers and whether retailers can get the stock to fulﬁl orders, are concerns for independents. Dodds says “it’s difficult to know what changes to consumer behaviour will be”, concerning

3 www.kandbnews.co.uk K&BNEWS APRIL

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BUSINESS

SME ADVICE

Company matters

Offering support for independent kitchen and bathroom firms because your business is our business SOCIAL MEDIA The 5 most common mistakes you’ll make on instagram Instagram is here to stay, and with its focus on images, it has long been a great platform for the KBB industry. However, there are some easy mistakes to be made and avoiding these will ensure your followers become customers.

PERSONAL DEVELOPMENT Who is stressed right now? In my ﬁrst article for Kitchens & Bathrooms News I thought maybe I should introduce myself, tell you why you should read this part of the magazine and do a bit of an introduction to the importance of mental health and wellbeing. Then I realised there’s a good chance you’re speed reading through the magazine trying to stay up-to-date on industry news whilst getting a caffeine hit, herding the kids to get ready for school and thinking about how you’re going to get Mrs Jones’s kitchen install completed on time because the plumber has let you down... Or something along those lines anyway. For so many KBB professionals, things are pretty stressful right now. We’re dealing with a lot of uncertainty surrounding COVID-19 and Brexit. Even those who are busy are most likely worried about price rises, the increasing scarcity of skilled kitchen ﬁtters and how much longer you can keep paying your showroom bills without any footfall through the door. To modify the famous Wet Wet Wet hit… ‘Stress is all around us.’ So what? You might be thinking. Everyone’s stressed right? It’s part of life. I’ve just got to put up with it. But what if you didn’t have to just put up with it? What if you, and those around you, could better manage their stress? What effect might that have on your wellbeing? On your colleagues? On your business and on your ability to delight your customers?

30 APRIL K&BNEWS www.kandbnews.co.uk

You see, stress matters. If we can learn how to manage stress better, we can help to prevent it from becoming a mental illness. We can improve relationships with our colleagues, suppliers and clients. We can see more clearly and plan better for our futures rather than stumble through the ever-changing environment. I’m going to be bringing you regular tips and tricks to help you become more aware of your stress, wellbeing and mental health and what you can do to improve things for you, those around you and your business. In the meantime, I’d just like to leave you with this thought… Success doesn’t have to be stressful. Read that again! EXPERT: James Capell-Abra COMPANY: Stress Matters BACKGROUND: Workplace wellbeing consultant James Capell-Abra works for Stress Matters and aims to get the Kbb industry talking more openly about mental health, wellbeing and stress. As a qualified Mental Health First Aid instructor, his vision is to get the kbb industry to see the value it can add to businesses by investing in the wellbeing and positive mental health of their colleagues. CONTACT: www.rdr.link/KZ043

● Your Bio This is the bit at the very top of your page and it is by far the most important part of your account. You need to make sure that your company name, location and contact information are visible. Select the right buttons and with one click your followers can email you. So many companies do not have a dedicated email address that can be checked by more than one person. It is no use Tom getting all the enquiries if he then goes on holiday. Make sure your website link works too! ● No people People buy from people, and yet many companies inside the KBB industry do not show their employees. Give your followers an insight into who is there, what the workplace looks like. Got a delivery going out? Show your cheerful driver! Interview staff from the top down and share with your followers. ● Too technical When deciding on the purchase of a new bedroom, bathroom or kitchen, a great deal of technical information is needed. However, Instagram is not designed to take over from the expertise of your design and ﬁtting departments. People want to imagine themselves actually living inside the image you post. So while style, colour and material are all relevant, they don’t need to know dimensions, hinge types, or even prices. Show them something lovely and talk about how it can be used and how it can be lived in. ● Hashtags Companies get in such a muddle with these but they are really very simple. Hashtags are words with the # symbol in front, and they are just search terms. So if, for example, someone wants

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PERSONAL DEVELOPMENT Cracking the CV code Friends and family often encourage you to ‘dust off the CV’ when looking for new opportunities, but how do we do this in “the new normal”? The world of recruitment, has changed beyond recognition and the global pandemic has, without question, impacted how we approach even the most obvious of tasks. It’s not uncommon to feel overwhelmed and start to second-guess yourself: even before considering your next steps.

Evolution of CV to look at blue kitchen styles they would search on Instagram for #bluekitchen. There is absolutely no point in adding a # to a lot of random words. Think carefully about what your customers are looking for and be guided by that. Instagram allows you up to 30 hashtags per post, so always place them in the first comment underneath your post. This means your post remains clear and easy to read, but all your search terms are also tidy and easy to find! ● No stories Instagram has moved into the field of video content. You can record small clips of up to 15 seconds and they will stay at the top of your feed for 24 hours. Many companies ignore this function but by doing so, they are not letting the algorithm of Instagram prioritise their content. In short, if you use your stories, videos and even your IGTV then your content will be pushed out to more accounts, which means more engagement, and more potential customers.

EXPERT: Anna Rump or #thesocialmedialady COMPANY: Amelia Rose Media BACKGROUND: Social media consultant Anna Rump, of Amelia Rose Media, works with lifestyle brands to help boost their income. She has recently taken engagement on social media, for one company, from under 1% to over 20% in three months and brought in sales worth over £50,000. Anna Rump achieved this in under 90 posts across just three platforms. CONTACT: www.rdr.link/KX044

In my opinion, and speaking candidly, I believe too much importance is placed on the CV as by and large, it is not the reason for your job success. I do however realise they are somewhat of a necessary evil. So, if you can get the basics right by creating an eye-catching first impression, then your CV can be a pathway to employment and in some cases, the ‘course of your life’. That ‘course of life’ which we call a Curriculum Vitae began when a young man called Leonardo Da Vinci came to Milan in search of work in 1482. This entrepreneurial chap who I think, would have been right at home in the modern enterprising world of the KBB sector, paid for a letter writer to create a 10-point list outlining his skills and abilities to the Duke of Milan, Ludovico Sforza and this led to the world’s first professional CV being born! The Duke put Da Vinci to work right away designing weapons, buildings and machinery, alongside some events management, painting and sculpting. By investing in just one letter, taking his time, using his imagination and doing something different to show off his skills led to Da Vinci’s explosive talents and inventions being shared around the world. CVs continue to evolve with technology, as every generation discovers new ways to connect. From the first telephone call in 1876, to the internet and new frontiers of LinkedIn and Zoom, it is fair to say digital technology has evolved to the point that putting together a video CV is fast becoming the new norm for many sectors. As the lines between work and leisure continue to blur, where it feels like no one wears a suit anymore, it has never been more important to remember what a CV is actually for and what to do with yours.

Introduction to you First and foremost, a CV can help you get in the

door for a meaningful conversation. Use it as your starting point and make sure it is a direct replication of your online social media profiles. Every employer and line manager will check you out on and offline – it will happen, so expect it and deal with it now. Whatever job you have in your sights remember that essentially you are going to be solving a problem for your future employer. In my experience, most problems usually boil down to time and money. So, if you can demonstrate past successes in your career which have helped your employer to save time or money, or make money or all of the above, you’re on to a winner. Long story short, make it ALL ABOUT YOU. BE BOLD, BE BRAVE and SHOW OFF A LITTLE! Think about the benefits you can bring based on past experience, which can help your next employer to solve a problem. If that company has sought out a recruitment agency, then you can be confident the right person isn’t already known to them. Take the pressure off yourself and instead, look at how you are a problem-solver, keen to share your expertise and willing to progress with the right company. It really is as simple as that. It worked for Leonardo Da Vinci in 1482, and can work hard for you too! EXPERT: Peter Jones COMPANY: Foyne Jones BACKGROUND: Peter Jones is founder and managing director of Foyne Jones, specialist recruitment agency for kbb retail, independent and national merchant and construction sales. He is also the host of podcast the Peter Jones Show which covers recruitment and industry news and features guests who are leaders in the industry. CONTACT: www.rdr.link/KZ045

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NEWS & VIEWS

LAST WORD

Create an in-store experience As consumers become braver about buying big-ticket items online, kitchen retailers should create reasons to visit showrooms, says marketing manager of Blanco UK John Robinson We are all now aware (and have been for years of course) of the huge rise of online shopping and the subsequent transformation of the high street. The pandemic has simply accelerated this process. We all contribute to the trend and our lives have become so much easier! It has been a hot topic between retailers and suppliers for years and any “bricks and mortar” business worth its salt, along with loyal partner suppliers, has explored ways to overcome the challenge. Commonly now, this challenge is about respecting and embracing the online journey. There will be some aspects of business which will obviously be served remotely now, to the beneﬁt of retailers and their customers (updated plans, quotations, tweaks, photographs, videos). But, if you are working out of a showroom premises, it’s expensive, you want people in it! One recent signiﬁcant trend that we see in consumer behavioural studies, and all over media channels, is the items people are buying

32 APRIL K&BNEWS www.kandbnews.co.uk

know the family’s lifestyle beforehand, so you can prepare a customised “theatrical experience” for them. A pre-visit friendly questionnaire to show you want to know the customer is a good idea. You get to know them, and they begin to trust you to do your utmost by listening to exactly what they want or think they want. Dialogue begins and a relationship starts.

Demonstrate product online. Since the beginning of the pandemic, these now include big ticket items such as cars, houses, sofas and mattresses. And with furniture and cars now, for example, there is the 30-day or 100-day satisfaction guarantee. Of course you cannot send a kitchen back, but how does a retailer ensure the consumer won’t be brave, or naïve, enough to design and order their dream kitchen online?

Create an experience “Experiential” shopping is big news and that’s where retailers need to focus their marketing and imaginative energy just now. It can be deﬁned as integrating technology and personality into the shopping experience, such as using augmented reality. In our words, it is making sure the customer has a reason to come in to see you and your offerings in person! Appointment-only days have given retailers an opportunity to shine. You know who is coming in so you can prepare for them; get to

In Blanco’s world of sinks, taps and waste solutions, it may be that you cover a Silgranit sink in curry sauce and beetroot juice with enough time for it to dry, to show customers how easy it is to clean. It may be that you show them how quick it is to cook pasta or make coffee using a hot water tap or how a tap can measure exactly the right amount of ﬁltered boiling or cold water for them. We have been doing this for years at exhibitions, at our own showroom, and also online to train our trade partners. These kind of personalised demonstrations are crucial in guiding the consumer purchase decision. There are so many amazing inventions for the hi-tech kitchen that simply have to be seen to be believed and TRUSTED and EXPERIENCED. Ovens, fridges, smart technology, media, remote operation – the list goes on. Surely this is what can and must set kitchens apart from other big-ticket items that are now at the mercy of online pure-play retailers? You can’t send a kitchen back after all!

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Kitchen Manufacturers

ELSTEAD LIGHTING

KI TCHENS &

BATHROOMS NEWS N E W S , I N S P I R AT I O N AND LIFESTYLE

The online destination for kitchens and bathrooms.

NEW BATHROOM AND KITCHEN LIGHTING COLLECTION Elstead Lighting are manufacturers and distributors of decorative lighting who were established over 50 years ago. This spring they launched a great tool for kitchen and bathroom designers; The Distinctive Lighting collection offers your customers a priced catalogue with 162 IP44-rated lights for the bathroom as well as a great selection of 111 kitchen pendants. The product codes in this catalogue are not found online to help avoid price comparisons. To request a catalogue and learn more about becoming a Distinctive Lighting reseller contact our sales team for more information

www.elsteadlighting.com E: enquiries@elsteadlighting.com T: 01420 82377

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PLEASE CONTACT KIRSTIE DAY ON

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NEWS & VIEWS

MAKING HEADLINES

Top 3

Nobia finishes 2020 “on a strong note with a solid result.”

website stories What has been driving Kitchens & Bathrooms News website traffic? Here are the three stories with the biggest hits in January on www.kandbnews.co.uk

Swedish-owned furniture group Nobia confirmed it finished 2020 “on a strong note with a solid result” in the fourth quarter. The net sales amounted to SEK 3,450million up from 3,455million and organic growth was up 5% compared to -2% last year. Sales were driven by the Nordic and Central European market, while the UK declined. Project sales continued to be strong in all markets, except the UK where social housing and London property markets remained soft. Discover all the financial report details at www.rdr.link/KZ047

Lixil launches Grohe X

Lixil launched Grohe X, a digital platform for its global bathroom brand for professional business partners and consumers on March 16, 2021. Originally intended as an alternative to the biennial ISH exhibition, which Grohe withdrew from due to COVID concerns, the company reports Grohe X “is now more than a trade fair substitute”. It will offer information and multimedia content, from global trends impacting the bathroom through to the latest products and installer how-to videos. Find out more at www.rdr.link/KZ048

Omega and AO join forces to distribute appliances Kitchen furniture manufacturer Omega PLC has joined forces with electrical retailer AO to distribute and install appliances in the contracts market. The partnership will see AO supply appliances for Omega’s national network so developers and builders will have conﬁdence of stock when completing a kitchen installation. CEO of Omega PLC Simon Barber stated: “AO has already initiated a stocking up period for Omega Contracts with a phased approach for site starts, which we anticipate beginning in Q1, 2021.” Read the story at www.rdr.link/KZ046

ADVERTISEMENT INDEX BIKBBI ...................................................................... (inside back cover)

Quooker ........................................................................................ (page 4)

Blanco Ltd .................................................................................. (page 14)

Reginox UK Limited ................................................................ (page 13)

Crown Products .................................................................. (back cover)

TK Components ........................................................................ (page 11)

Franke UK Ltd .......................................................................... (page 17)

Utopia Bathroom Group Ltd ................................................ (page 20)

Grand Union Designs.............................................................. (page 33)

Virtual Worlds .......................................................................... (page 27)

Hills Panel Products Lt ...................................... (inside front cover)

Product Showcase

InSinkErator .............................................................................. (page 19)

Elstead Lighting Ltd ................................................................ (page 33)

34 APRIL 2021 K&BNEWS www.kandbnews.co.uk

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