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KI TCHENS &
BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS
DECEMBER 2021
CHRISTIAN LACROIX MAISON COLLABORATION International marketing and communication manager of Schmidt Emilie Kauffmann on working with a French fashion icon
BATHS Don’t disregard the tub in bathrooms for all ages news ■ expert views ■ company profiles ■ products ■ SME support www.kandbnews.co.uk
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NO 165 VOL 15 DECEMBER 2021
contents 5 First word
Editor’s opinion
6 News Round-up of industry headlines
22
12 People Promotions and appointments
13 Inbox Reader feedback
BATHROOMS
28 Competition Win retail sales training from kbbsupport.com worth £2,900
19 Baths Don’t rule out specifying a tub for bathrooms to suit all generations
22 Just out Latest bathroom products
NECESSITIES 24 Kitchen lighting How and why LED strips continue to dominate kitchen lighting
24 BUSINESS 26 Schmidt Q&A
33 KITCHENS 15 Worktops Why laminate is not a sell-down compromise but a design choice for kitchen projects
16 Just out Latest kitchen products
International marketing and communication manager for Schmidt Emile Kauffmann talks about the company’s collaboration with French fashion icon Christian Lacroix Maison
29 Roper Rhodes Q&A Marketing manager Simon Taylor on product innovation
30 Company matters SME advice covering marketing, financial and management issues, as well as personal development
33 Last word CEO of the Chartered Institute of Plumbing and Heating Engineering (CIPHE), Kevin Wellman reminds bathroom professionals about the risks of hot water www.kandbnews.co.uk K&BNEWS DECEMBER
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FIRST WORD
NEWS & VIEWS
Focus on future generations As is the tradition, at this time of year, forecasters will often review the past 12 months to predict the year ahead. If 2022 follows the trajectory of sales levels, then it signals a positive time for the industry, since 2021 saw the kitchen and bathroom industry continue to reap the rewards of an uptick in home improvements. But even if it levels out to 2019, which is perhaps more likely, kbb sales could be resilient. Despite 2021 starting with a lockdown, kbb retailers reported a growth in volume and value of projects. In fact, such has been the rapid rise in demand, the greatest challenge for retailers has been the ability to supply orders with product shortages spurred by a lack of raw materials. These were further compounded by issues with logistics from container availability and price hikes, through to a lack of lorry drivers and installers to fit kitchen and bathroom projects. It could be argued 2021 magnified the cracks in the industry – not least the skills gap created by an ageing workforce So, the move for the kbb industry to focus on the next generation of kitchen and bathroom professionals has come at the right time. Alongside formal further education paths, such as the Kitchen Design Degree and proposed Degree Apprenticeship, the industry is also focusing on traditional apprenticeships. Wren Kitchens has ramped up its apprenticeship programme with 100 candidates taken on for 2021 with a further 100 planned for
2020. The Cairngorm Group, which supplies kitchens, has committed to provide both traditional and modern apprenticeships. And last, but by no means least, the British Institute of Kitchen, Bedroom & Bathroom Installation has created an apprenticeship investment programme. It has not only helped create apprentices, by establishing a national network of training centres to deliver the KBB Fitted Interiors Apprenticeship, but also offers employment administration services to help micro-SME businesses take them on. All in the kitchen and bathroom business have a duty to encourage and develop the next generation of professionals, upholding the standards and ultimately securing the future of the industry. What may prove tricky is how to promote kbb retail – should it be as an SME business for future entrepreneurs, design-led studios for interior and architecture-inspired young people or trade for apprentice craftsmen? Of course, the answer is all three and to some degree this complexity could hold back the strength of messaging. But 2022 is the year to promote kitchens and bathrooms and build better for the future.
KBN LIKES ✔ …Trade association Kbsa has welcomed the budget, with the short-term relief of reduced business rates to help independent retailers.
KBN DISLIKES ✖ …Kbb retailers are now under pressure with a bottleneck of fittings before Christmas, because of supply issues which have caused projects to roll forward.
KBN WANTS ! …to wish you all a healthy and happy Christmas and a prosperous New Year
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
Group Advertisement Manager Craig Jowsey e: craig@hamerville.co.uk
Group Production Manager Carol Padgett e: carol@hamerville.co.uk
Advertisement Manager Marcus Hooper e: mhooper@hamerville.co.uk
Printer Walstead Roche
TRADE JOURNALIST/ EDITOR MAGAZINE OF THE YEAR 2014
HOME IMPROVEMENT JOURNALIST OF THE YEAR 2014
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© 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.
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NEWS & VIEWS
MAKING HEADLINES
Online retailer to provide project co-ordinator
IN BRIEF ■ Bathroom CAD manufacturer Virtual Worlds has added Fibo wall panelling to its product catalogue, which means designers using the software will be able to feature the brand in their projects. It includes Fibo’s Urban Collection, which features Herringbone, Hexagonal and Metro Brick designs. Read more at www.rdr.link/KAA001 ■ Over half of UK adults would like a quieter home, Quiet Mark has revealed in its National Noise Report. It found over half of Brits (57%) would like their home to be quieter, with a further 62% drawn towards quieter appliances. The survey of 2,000 UK adults revealed 63% of young people aged 1834 are willing to pay more for quieter appliances. View story at www.rdr.link/KAA002 ■ Kitchen specialist Extreme Design was announced as the winner of the KBB Design category in the SBID International Design Awards 2021, held at Nobu Hotel in London. The business, with showrooms in Berkshire, Buckinghamshire and London, was presented the honour for The Lake House project. Read more at www.rdr.link/KAA003
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Victoria Plum introduces design and fit service Victoria Plum has introduced a design and installation service, believed to be the first of its kind offered by an e-commerce bathroom retailer. The design and installation service sees customers offered a free online design consultation and, if they go ahead with the project, a Victoria Plum project coordinator is appointed. The project co-ordinator will manage the installation of the bathroom, working in partnership with a network of approved installers and plumbers. Commenting on the launch of the service, Victoria Plum business development director, Jim Barnard, said: “We are hugely excited to have launched our new design and
installation service, which we believe to be the first of its kind by a UK online bathroom retailer. “We have invested heavily in setting up the people, processes and technologies needed to make this a success and it is already proving extremely popular as we begin rolling it out across the UK. “The service differentiates us within the markets we serve, enabling us to provide an added value service proposition alongside our excellent product range. “It forms a key part of our ambitious growth plans and fits perfectly with our mission to become the most differentiated, most trusted and most respected bathroom provider.” The company is currently in the
process of expanding its network of approved installers and plumbers to help deliver the service. Victoria Plum is already able to provide UK wide coverage for its design and installation service but is anticipating a “significant” increase in sales volumes over the coming months.
Dedicated to stone resin shower trays
Acquabella installs Europe’s largest shower line
Spanish bathroom manufacturer Acquabella has reportedly installed Europe’s largest automated shower tray production line at its facility in
Vall d’Uixo in the Valencian provence of Castello. The 7,5000sqm line is dedicated to the manufacture of stone resin shower trays and increases the company’s annual capacity by 150% from 240,000 to 600,000 models. It uses an RFID system to track orders throughout the entire process and painting robots to speed up production. According to the company, the investment can also be expected to
lead to “significant” improvements in delivery times. The installation of the shower tray line follows on from the opening of an R&DI building in 2019, where the brand develops its designs. Parent company of Acquabella Construplas now has three buildings, with one dedicated to shower tray manufacturing, one for worktops, panels and accessories, and a third devoted to product development.
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Network of learning centres and Skills Plus to help employment
BiKBBI unveils apprenticeship employer package The British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) has unveiled an employer package to allow installation companies easier access to apprentices and address the current skills gap. It has established a national network of BiKBBI approved Centres of Excellence to teach the KBB Fitted Interiors Apprenticeship and unveiled a package of support to enable installers to take on apprentices. The Skills Plus apprenticeship package addresses advertising vacancies, vetting applicants and carrying out eligibility checks, as well as employment administration
including contacts and running payroll for the apprenticeship. In addition, the programme provides the training requirements, including placing the apprentice with an accredited training provider (BiKBBI Centre of Excellence), monitoring progress and arranging for end-point assessment. According to the BiKBBI, it means apprentices can be taken on and have all wages and other costs covered for as little as £210 a week. Chief executive of BiKBBI Damian Walters said: “This is a real game changer for our industry and it’s going to make a real difference for hundreds of installation
businesses.” He added: “In the last couple of years we’ve had over 700 of our members get in touch to express an interest in taking on an apprentice, but until now many have found it difficult to deal with the cost and bureaucracy of doing so. “That’s why we’ve worked so hard to put this package of support together. It means that for the first time, installers of all sizes can afford to take on an apprentice and grow their businesses, without the complication sometimes associated with apprenticeships.” The launch of the apprenticeship package follows a BiKBBI survey that found a third of
sole trader installers plan on retiring from the industry within the next 10 years and less than 10% of employers believe there is a good supply of qualified installers. Read more at
www.rdr.link/KAA004
Independent company secured £750,000 funding
Express worktops to double in size Manufacturer and installer of bespoke kitchen surfaces Express Worktops reports it is on track to double in size over the next two years, following support from Lloyds Bank. Based in Sheffield, the company supplies businesses across the UK and counts independent builder merchant MKM Building Supplies as one of its clients. The eight strong team previously worked for a local granite supplier, under the Express Worktops brand, for almost seven years. However, the company decided
to become independent during the pandemic to grow its client base and increase output. Within 12 months, Express Worktops had expanded, buoyed by surging demand for home improvements. To unlock further growth, CEO and founder Dave Kippax took his business plan to Lloyds Bank, and secured a £750,000 invoice finance facility to enable them to take on more and larger contracts. Invoice finance helps bolster firms’ liquidity by allowing them to access up to 90% of the value of unpaid invoices.
Now, revenues are set to grow from £4million to £10million over the next two years. Express Worktops is also working to recruit two additional sales managers, an operations manager and a sixth fitting team. CEO of Express Worktops Dave Kippax said: “When COVID-19 struck last year, we took the opportunity to go independent and take full advantage of the rapidly expanding kitchens market. “Our previous banking partner supported us through our first phase of growth, but we soon reached a point where we needed
to free up more cashflow to give us the room to say yes to more jobs, and take on new clients. “The team at Lloyds Bank have backed us every step of the way – despite being such a young business, they recognised the strength of our track record and our potential for growth, and we are now set to turbocharge expansion over the coming years.”
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NEWS & VIEWS
MAKING HEADLINES
Awards presented to customers and partners
IN BRIEF ■ Online bathroom retailer Victorian Plumbing Group has announced revenue up 29% for the year ended September 30, 2021. According to the company, it reflected “strong” trading in the first three quarters of the year, with more subdued market conditions as lockdown restrictions were eased, before customer demand improved in September. Victorian Plumbing Group reported gross margins remained “strong” throughout the year and adjusted EBITDA is anticipated to be ahead of market expectations. www.rdr.link/KAA005 ■ Kitchen door and component manufacturer Uform has launched Uform Online, an e-commerce website. It features a search tool to enable the user to search by range name or individual product code, and there is an option for customers who wish to bulk upload items to their basket using a CSV upload tool. Providing customers with the ability to view and manage order history and delivery addresses, Uform Online has an Account Management feature which also offers downloadable invoices, pricelists and promo codes. www.rdr.link/KAA006
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Vado announces Appreciation Award winners
Brassware manufacturer Vado celebrated the launch of its first awards evening, the Vado Appreciation Awards (VAA), at the Radisson Blu Hotel, East Midlands Airport. Around 90 people attended the event which was hosted by comedian Dominic Holland, as well as product and marketing director Angela Neve and sales director Lee Palmer. A total of 18 awards were handed out to Vado customers and partners, across its three business divisions: Retail, Specification and Export.
The winners were as follows: Regional Retailer of the Year – Grant and Stone Showroom Designer of the Year – Simply Plumbing Solutions Independent Retailer of the Year – Sussex Plumbing Supplies VPP Partner of the Year – Malibu Kitchens & Bathrooms UP & Coming Retailer of the Year – Ribble Valley Bathrooms Trade Retailer of the Year – Clifton Bathrooms Regional Developer of the Year – Morris Homes Independent Merchant of the Year – Premier Contract Supplies POD Manufacturer of the Year – Bath Systems Interior Architect of the Year – Amos and Amos National Developer of the Year – Countryside Properties Export Distributor of the Year – Earthridge Project Distributor of the Year – Alshaya PEX Distributor of the Year – Al Boom Most Innovative Development of the Year – Lifestory Interior Designer of the Year – Love Interiors Design Collaboration of the Year – Jo Love Speaking about the awards, Angela Neve commented: ‘The Vado Appreciation Awards have been introduced to celebrate the many positive partnerships we
have developed with our customers over the years, providing a platform to thank them for their continuous dedication and support towards Vado.”
Investment in manufacturing automation
Carron Bathrooms invests £1.5million in production Bath and shower tray manufacturer Carron Bathrooms has invested £1.5million in robotics technology, to improve and automate its manufacturing processes, after securing a seven-figure loan from the Bank of Scotland. Operating from a 16,000sqft manufacturing facility in Carron, Falkirk, the manufacturer has used the funding to install six new robotic lines and means spraying, trimming and packing of its products will now be completed automatically. Carron Bathrooms manufactures a range of high-end baths and shower trays both to trade buyers and direct to consumers across the UK and Europe. With a trading history dating back to 1759, Carron Bathrooms
was originally founded as an iron foundry, before evolving its operations into the manufacture of baths in 1982. The business now has an annual turnover of over £15million and employs more than 126 people in Scotland. Director of Carron Bathrooms James McMorrine said: “We’ve seen a steady increase in demand
for our products as more people look to invest in major home and bath re-modelling projects. “By automating our production, we’ve refined and upgraded our manufacturing to incorporate more modern techniques. “This will not only improve our efficiencies, but it will also further refine the quality of our products, whilst helping to streamline the business for the future.” “Bank of Scotland has been by our side for nearly 40 years, and we’ve found their unwavering support and guidance invaluable throughout every stage of our growth journey. “The team has helped us to achieve our ambitions and we will continue to work closely with them going forward.”
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Kitchen, conservatory, window and solar panel supplier supports young people
Cairngorm Group supports apprenticeships The Cairngorm Group has pledged to create opportunities and provide training for young people at the beginning of their careers. Based in Inverness, the firm – which specialises in installation of windows, kitchens, conservatories, and solar panels – will formalise its 30-year involvement with local schools to provide both traditional and modern apprenticeships to school leavers in the region. It has become the latest business in the Highlands to partner with Developing the Young Workforce Inverness & Central
Highland (DYWICH) to sign the Young Person’s Guarantee. The Scotland-wide Young Person’s Guarantee, administered locally by DYWICH, asks businesses to commit to supporting 16-24 year olds as they transition from education into the world of work. Director of Cairngorm Group and chairman of DYWICH Chris Dowling said: “We’re delighted to have signed the Young Person’s Guarantee, to provide new routes for young people to learn traditional trades. “When I left school in 1997, my
friends who went into the trades were looked down on – even laughed at – for choosing that route instead of going to university. “In the years since, there has been a significant lack of investment across the country in apprenticeships – and we’ve seen during the pandemic that a lot of older tradespeople have decided to retire, causing shortages across construction industries. “By signing up to the Young Person’s Guarantee, we’re not only supporting young people in our local community – but we’re also
safeguarding the future of our industry by ensuring that the Highlands is producing world-class tradespeople of the future.” Under the Young Person’s Guarantee, businesses are asked to make up to five pledges to support young people in their community. Read more on this story at
www.rdr.link/KAA007
Material shortages, logistics problems and price hikes
Group profit grew to £31.9million
Caple MD urges suppliers to tell the truth
Stelrad to float on Stock Exchange
Managing director of Caple Danny Lay has urged kitchen and bathroom suppliers to tell the truth about stock issues. Speaking at the recent KBBG Annual Members Meeting, Lay said suppliers should tell their customers about the challenges of increased demand, raw material shortages, logistic problems and price hikes. He stated: “If your current suppliers are not saying these things to you, and they are not raising these issues, they’re being negligent as far as I’m concerned. “I do think it’s time suppliers started to tell the truth to their customers. The situation is not easy for manufacturers.” The Bristol-based company forecast and requested larger levels of stock from its factories and then found an additional warehouse, to provide an extra 50% of space for product storage. Danny Lay reported the
Manufacturer and distributor Stelrad Radiator Group has announced its intention to float on the London Stock Exchange. Headquartered in the UK, the group has been a supplier across Europe for over 20 years and has manufacturing and distribution facilities in the UK, Poland and Denmark, with sales personnel in seven other countries, including China. The Stelrad Group includs four business units: UK Radiators, Continental Radiators, Termo Teknik and Hudevad. It operates across six regions: the UK, Benelux, Germany, France, Turkey and Poland, selling approximately 24.4million radiators. With revenue of £242,508million, in the 12 months ended June 30, 2021, sales were up 23.4% compared to the year ended December 31, 2020. The company reported this was due to the COVID-19 pandemic and
increased business from last year hasn’t fallen off, meaning manufacturers have been unable to keep up with the added demand. “These issues have not gone away and from what we can see there is nothing happening in the future to say the things will be going away. Lead times are extending further and further into the future. “We are negotiating with our factories and planning production as far ahead as Autumn next year, and we are still seeing shortages at that stage.”
resulting price hikes, in the six months ended June 30, 2021, following an increase in steel prices. During the same period, the Group’s operating profit grew to £31,991million, a 63.9% increase on the year ended December 31, 2020. According to the company, it was as a result of increased sales volumes, as well as increased production at lower cost facilities and increased selling prices offset by the impact of steel price rises. Chief executive officer of Stelrad Trevor Harvey commented: “Our successful growth strategy has been built upon a combination of standardised product design across all our manufacturing facilities, a key focus on specifiers across all of our end-markets and continued range innovation, alongside our multi-brand strategy that enables products and brands to be tailored to specific channels.”
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NEWS & VIEWS
MAKING HEADLINES
IN BRIEF ■ Home improvement and DIY retailer Wickes has posted a “resilient” sales performance in its third quarter trading update 2021. Core sales moderated compared to the same time period in 2020, with a dip of 2.3% but remained ahead on a two-year basis with sales up 27.4% on 2019. According to the company, these sales were supported by a “strong” performance in local trade. Read more at www.rdr.link/KAA008 ■ Trade association, the Kitchen, Bedroom and Bathroom Specialists Association (Kbsa) has welcomed a trio of showrooms to its retail member ranks, plus four additional foundation members. Coalville Kitchens & Bedrooms in Leicestershire, Richmond Kitchens & Bathrooms based in Cleckheaton, West Yorkshire and Visions of Earth of Congleton, Cheshire, have joined as full members. Read more at www.rdr.link/KAA009 ■ Swedish kitchen furniture group Nobia has posted sales of SEK 3,215million for Q3, corresponding to 3% growth on the same period last year. Changes in exchange range positively impacted operating profit by SEK 5million to SEK 228million from SEK 195million, which was an increase of 7.1% on Q3 in 2020. Nobia reported its operating cash flow amounted to SEK 123million. Read more at www.rdr.link/KAA010
Showroom opened at Netherlands headquarters
Keller opens Inspiration Centre Dutch kitchen furniture manufacturer Keller and its parent group DKG, have opened an Inspiration Centre at its Bergen op Zoom headquarters in the Netherlands. As travel restrictions eases, UK retailers will be invited to visit the building which houses full-sized displays and kitchen concepts. The single-storey building features both Keller and Brunyzeel brands with full-sized kitchen displays, and mock-up of apartments with kitchen/living areas for developers.
These are joined by concept zones including sample and mood board areas to provide designers with inspiration, along with hospitality and break out areas for meetings and presentations. In addition, the Inspiration Centre includes a concept kitchen – Circo – which boasts a circular design and has kitchen units and tops made from a fully recyclable material developed in conjunction with Amsterdam University. The concept kitchen is also biodegradable should the kitchen furniture not be recycled.
UK national sales manager for Keller Tim Spann commented, “The Inspiration Centre will be an everevolving space as new kitchen concepts are launched in this idyllic environment for selling the kitchen dream. “All in all, the centre offers an excellent glimpse into the future of kitchens from Keller, the world leaders in sustainable manufacturing for kitchens.”
Elementa, Veloce and Tristan Alexander launch
Robert Lee teams up with Lucabella Brands Owner of Trisen Brassware and Halite bath panels Lucabella Brands has teamed up with Robert Lee Distribution to launch Veloce shower trays, Elementa baths and Tristan Alexander furniture. There are four freestanding acrylic models in the Elementa bath range, with a choice of sizes, which include metallic and marble effects. These are joined by square, rectangular and quadrant stoneeffect Veloce shower trays in grey, black and white. Completing the line-up is the Tristan Alexander furniture range, with vanities measuring from 500mm wide up to a 1500mm washstand. Commenting on the launch evening, managing director of Lucabella Brands Jonathan Bull said: “We are delighted to be able to present the latest additions to our growing portfolio of brands to support the UK KBB market. “It’s great to be here with Robert Lee and we are looking forward to 2022 and expanding our growing
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network of suppliers.” Bull continued: “With the widely reported challenges around worldwide logistics and raw material costs, we have committed a sizeable investment in a new UK furniture manufacturing facility and are looking forward to start production in early 2022.” The event was held at the prestigious Royal Society for Arts in London, with over a hundred visitors on the evening, Robert Lee managing director Matt Earle said “it has been great to catch up with so many friends from the industry after such a long time. “We are delighted to be here with Lucabella and are looking forward to the collaboration between our two companies and to do so while supporting UK manufacturing”. On the challenges facing the KBB market in 2022, Earle commented: “The UK bathroom industry will continue to face relative uncertainty and with
indications that tourism abroad is opening up again, I think we will start to see the demand for RMI and new KBB products start to level off back at pre COVID levels. “We will continue working much closer with our chosen branded partners (Geberit, McAlpine, Grohe, Kaldewei, JT, Ideal Standard to name a few), and will continue to invest in our exclusive brands Arley and Synergy. “With the new brands from businesses like Lucabella coming to market, I think there are exciting times ahead for the KBB sector”.
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Fresh start for OEP Building Services
Bathroom pod manufacturer saved by pre-pack administration A pre-pack administration at Lancaster-based OEP Building Services, which makes pre-fabricated bathrooms and utility pods, has saved the jobs of all 88 staff. The company had suffered cashflow problems due to the impact of COVID and administration of key customers and suppliers. Following the appointment of administrators from Dow Schofield Watts on November 3 2021, staff and key contracts were transferred to a sister company. OEP Building Services was founded in 2011 and offered project management and installation services at construction sites, using
pods from a supplier in Poland. Following the announcement of Britain’s exit from the EU, in 2017, the company launched its own manufacturing operation. It initially employed 30 staff and worked in partnership with a manufacturer in Bradford. However, from 2019, the company suffered a series of challenges including the collapse of a key customer, a dispute with its insurance company over a pay-out and, following the onset of the pandemic, a five-week closure of its factory. The company lost a £4million contract, suffered the loss of a
major loan facility, following the collapse of its peer-to-peer lender, as well as administration of two suppliers including its manufacturing partner. While the company was able to step up production in Lancaster, it was hit by sharp rises in materials costs on its fixed-price projects. Lisa Moxon of Dow Schofield Watts, administrator to the company, said: “In the space of a few years, the OEP team have developed market-leading products, built up a UK manufacturing facility from scratch and become a major local employer.
“Sadly they have been hit by a series of challenges, ranging from the pandemic to the collapse of key customers and partners and unprecedented rises in materials costs. “The pre-pack represents a fresh start for the business, enabling it to continue to meet the growing demand for modular building products, and save the jobs of all 88 skilled workers.”
Shortages have created installation backlog
Crown Imperial chairman passes away
Retailer reports bottleneck of kitchen fittings before Xmas
Obituary: Michael Head
Retailer Darren Taylor, owner of Winchester-based Searle & Taylor, says supply shortages have meant a bottleneck of kitchen installations before Christmas. He said a shortage of building materials, as well as appliance stock issues, has meant kitchens destined for extensions or newbuild homes have been delayed. It has created a knock on effect causing projects to be pushed forward, which means the company now has to calculate how to fit outstanding kitchens before Christmas. Darren Taylor said: “Normally
we wouldn’t even book a job in December because most of our fits will last over three weeks, especially if it’s got hand-painting involved. “We are now getting a lot of kitchens right up to Christmas and I can see us still going by Christmas Eve. It’s a stressful time of year for us, at the moment.” Lockdown may have created the uplift in demand for kitchens, but Taylor said sales shows no sign of slowing: “We’re seeing an uptake in planning applications. All the builders are busy. Everybody is busy and so long may it last.”
British furniture manufacturer Crown Imperial has announced the passing of its chairman Michael Head on September 30, 2021, after a short illness. Although he never officially retired, 2015 saw Michael Head change his working practices, with visits to the factory less frequent. Managing director Barry Head looked back on the pivotal role his father played in the success of its third-generation family business. He said: “Having joined the business immediately after leaving school at the age of 16, he quickly took on increasingly important roles in the company and ultimately became managing director in 1966. “He oversaw the expansion of the company as a contract supplier to the Government through the 1970s and then the overnight transition to kitchen furniture manufacture after the contract business evaporated in 1980. “His vision to keep investing in
production efficiency throughout the 1980s and beyond positioned the business well to support the integration of our two distribution customers after 2009. “Having only ever had one job, however, his support and interest in the performance of the business never waned. He will be greatly missed”.
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NEWS & VIEWS
PEOPLE
Position filled Appointments and promotions across the industry
HOUSE OF ROHL
FISHER & PAYKEL
BIKBBI
ABODE
House of Rohl has appointed Jessica Shimwell as lead showroom and events coordinator for its showroom at the Design Centre in Chelsea Harbour, London. Having started out her career in sales operations, Shimwell brings a variety of skills to her new position. She joins House of Rohl from CSM Live, an events and live experiences agency, where she worked as marketing and events coordinator at Appsbroker.
Appliance brand Fisher & Paykel has welcomed Jo Jackson to the role of market product manager for the UK and Ireland. Jackson has been working in the luxury kitchens and bathrooms industry since 2015, at Rogerseller in Melbourne, Australia, as group product manager. She also has a wealth of knowledge of commercial experience, with renowned brands such as The Body Shop and Hotel Chocolat.
The British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) confirmed Michelle Daniels has joined the senior management team as director of marketing and communication. She joins the organisation from a real estate investment trust, where she held the position of group head of marketing for seven years. Prior to that, Daniels spent 13 years with a global marketing agency. In her new role, she will be responsible for brand and communications.
Kitchen sink and brassware manufacturer Abode has promoted Michelle Gorst to the role of national sales manager. She has been with the business for 10 years and prior to joining Abode was area sales manager for AHED Distribution (now F&P), NoCode Bathrooms and Frontline Bathrooms. Managing and driving the sales team, she will work with the marketing department to drive promotions and product development.
AQUALISA
IDEAL STANDARD
CORAM GROUP
RANGEMASTER
Shower manufacturer Aqualisa has announced the appointment of Jessica Clarke as senior channel marketing manager. She joins Aqualisa from travel network Busabout, where she led sales and marketing activities throughout Europe and South Africa. In her role as senior channel marketing manager, she will be focusing on Aqualisa’s go-to-market strategy, including product launches and promotional campaigns.
Ideal Standard has appointed Leanne Martin as UK marketing director, succeeding Katie Cope who has left the company after five years. Martin has worked for Ideal Standard for the past 18 years across a number of departments, undertaking both UK and group roles. These include product development, product management and marketing, with her most recent position as head of product and specification marketing.
Coram Group UK has announced the appointment of Caroline Borowski as national account manager. Borowski has been recruited into Coram UK’s Merchant Sales Team to develop relationships within the national merchant sector. She joins the company from luxury Italian brassware manufacturer Fantini, where she held the position of UK sales director, and prior to that worked at Dornbracht UK and Grohe.
British range cooker manufacturer Rangemaster has appointed Robert Stein as product manager for appliances. He has joined the company with over five years’ product planning experience, having previously worked for global brands such as Sony Electronics and JCB. In his new role, Stein will be monitoring key market trends while working closely with the engineering and development teams at Rangemasters.
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BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS
NOVEMBER 2021
ACQUABELLA Q&A UK sales manager Roberto Heredia on exhibitions and solving stock shortages
SHOWER TRAYS Why slim depths, solid surface and a palette of colours are sales generators
SINKS AND TAPS How home baking is driving kitchen sink and mixer tap design news ■ expert views ■ company profiles ■ products ■ SME support www.kandbnews.co.uk
Kudos Shower Products Thank you Kitchens & Bathrooms News for sharing our latest news on the appointment of Sarah Stepney to the marketing team at Kudos @aleccrabtreepr Thanks so much to @kandbnews for the inclusion of my client @westinhoods re their new space in the @halcon_int showroom.
Publicity Engineers ‘Store & Order’ with Kitchens & Bathrooms News latest issue, where it takes a look at how designers can maximise the effectiveness of the kitchen space and personlise it for their clients’ use. Check out advice from Matt Phillips of Rotpunkt UK & Ireland on the latest premium storage fittings, plus a fantastic kitchen designed by John Willox Kitchen Design with designated breakfast bar.
@kandbnews French kitchen manufacturer Schmidt has introduced the Origin range, which is made from 100% recycled wood carcase and front panels. Boasting woven, wood and metallic effects, it is available in two colours – Twist and Tavern. @elegantlysetinstoe Simply gorgeous Get in touch and contact the editor via email pturrell@hamerville.co.uk or through any of our social media channels:
@kandbnews
@kandbnews
www.linkedin.com/company/kitchens-bathrooms-news
Kitchens & Bathrooms News Chubbsafes has introduced the EverydaySafe, which it claims will be the next essential addon in kitchen sales. Activations manager Viktoria Lövberg and product launch manager Shane McKay explain all... Toby Griffin A great idea, and a useful addition to a kitchen. There are a few immediate questions like: How many widths does it come in? How will it cope with carcases made of different thicknesses? Can it be fitted under an induction hob? I am surprised though that Chubb hasn’t sought to create a small range of these safes at different price-points; in order to quickly corner the market. @kandbnews NEWS: @thekbsa has boosted its membership with seven retailers joining the trade association. @thekbsa Great to have so many members joining us recently
Robert Heredia It wasn’t so long ago that I wandered through the streets of the UK with an Acquabella Bath cardboard textures sampler under my arm and a passion for discovering a new market and its people. After eight years, I can say that it has been the most rewarding professional experience of my life. I still remember my first Kitchens & Bathrooms News interview at kbb. Thank you for insisting that it was especially my humble face that appeared on your cover, a tremendous honour. Robert Heredia Thanks really to the entire kbb community. It is really a pride to have so many friends in this world and so many professionals that I admire, including all those who have liked this post. Kunal Subhankar A mixture of passion + hard work + little luck is the recipe for success. Cheers Robert ! John Cranny Amazing products and an amazing guy to boot – a match made in heaven Lee Ferris Well done Robert, a great success story!
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WORKTOPS
KITCHENS
Surface tension Providing the largest range of decors, patterns and textures, laminate should be rightfully considered as a design choice not a sell-down compromise
As kitchen designers seek to create ever-more luxurious schemes, it could be easy to overlook the laminate worktop. But it would be remiss as laminate still accounts for the vast majority of worktop sales. Worktop director at IDS Ian Holmes comments: “Laminate worktops continue to represent the largest proportion of our overall worktop sales and there has been sustained strong demand for them over the past two years thanks to the ‘room boom’ of consumers focusing on their home improvements. Despite the growth of other materials, laminate still accounts for the lion’s share of the UK market by volume.”
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Unrivalled design Manufacturers have worked hard to evolve laminate worktops with high-definition print and texture, echoing natural stone, marbles, concrete and timber. So they not only remain relevant but a design choice. Topform recently undertook its largest makeover in the company’s history to add 18 decors to its range. In fact, Ian Holmes of IDS says laminate is unrivalled for providing the largest choice of decors, textures, colours, patterns and thicknesses: “A laminate worktop does not equal low design simply because it’s the lowest price worksurface material. Laminate has many benefits to offer ranging from the widest design choice to durability and, easy maintenance. Good design is about being accessible to everyone and with the designs, textures and thicknesses now available, this is something that laminate does in spades. It should be sold on its benefits and not portrayed as a sell-down choice.”
could be used for worktop waterfall ends, shelving, encasing units or other design features. Unlike stone or composite, laminate also doesn’t require specialist fabrication, fitting, cleaning or maintenance, which furthers its functionality as part of a hardworking kitchen scheme. Commercial director of luxury kitchen retailer Brandt Design Julia Steadman agrees and points out the design versatility of laminate: “Being lightweight and available in a range of thicknesses, laminate can be used as panelling on island end units or on the walls, as well as for worktops. Lightweight and eco-friendly, synthetic worktops are durable, easy to fit and offer a high capacity for personalisation, so it is worth considering using laminate surface solutions to define specific zones in the kitchen in order to not limit yourself to just one cabinet colour and/or one worktop.”
Flexible and practical
Compact sales
In fact, laminate can be used not just for worktops but can also provide design features, such as shelving. Speaking about its reinvigorated worktop range, MD of Topform Paul Glynn comments: “We created a variety of sizes for an island unit which you could buy out of a box in 2000 x 900mm and 1240 x 910 mm sizes – agreed with industry experts – that could give a variety of solutions in a laminate.” And the panels were produced double-sided so they
The laminate market has even countered previous design restrictions with slim, compact surfaces enabling routered drainers. Ian Holmes concludes: “We have seen huge growth in compact laminate worktops in both 12mm and 20mm. Compact laminate worktops offer all the benefits of a premium worktop, but with a price point closer to traditional laminate. The fact that the material offers the best of both worlds is proving to be a major selling point.”
1. IDS Part of the Wilsonart Group, Bushboard offers the Zenith compact laminate range through IDS. It spans 20 decors in stone, concrete and marble effects, with antibacterial protection. Download the brochure at www.rdr.link/KAA011
2. TOPFORM As part of its largest décor makeover in the company’s history, the Topshape worktop brand, has been revised with 18 decors. These include Milan Marble which boasts a matt texture. Download the brochure at www.rdr.link/KAA012
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KITCHENS
PRODUCT ROUND-UP
1. SHARP Sharp has announced the European launch of its latest range of home appliances. It encompasses the Black Oven series with models boasting up to 78 litres, and as many as five shelf levels. In addition, selected models feature AirStream which allows four trays of different dishes to be cooked simultaneously, without any transfer of flavour or odour and three ovens come with AirCurtain to push hot air downwards whenever the oven door is opened. Discover more at www.rdr.link/KAA013
2. ARMAC MARTIN Luxury hardware manufacturer Armac Martin has introduced the Digbeth Collection, named after an area of Birmingham where its brass artisans work. The Digbeth Collection features hand-finished, linear ridged details across pull handles, t-bar, appliance pulls and cabinet knobs, all with chamfered edges. Made for kitchen and wardrobe drawers, the hardware is available in more than 20 brass finishes, and each model comes with an optional backplate. View the tear sheet at www.rdr.link/KAA014
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3. RANGEMASTER
just out
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Home appliance brand Rangemaster has upgraded all models in its American-style and French-door fridge-freezer collections, to enhance energy ratings and reduce running costs by up to 12%. The SXS, SXS Deluxe and DXD models have an improved 43dB noise-level rating and F energy-efficiency rating. In addition the SXS, SXS Deluxe and DXD models also boast improvements, including LED spotlights View the complete story at www.rdr.link/KAA015
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4. COSENTINO
5. BERBEL
6. FRANKE
Mineral hybrid surface Silestone by Cosentino has introduced Ethereal, a collection of white, marble-effect patterns made using its HybriQ+ technology. It means each surface has a minimum of 20% recycled raw materials, while the production process uses 99% reused water and 100% renewable energy. The collection consists of four colours, namely Ethereal Glow, Ethereal Dusk, and Ethereal Noctis. Watch the video featuring ambassador Cindy Crawford at www.rdr.link/KAA016
German extractor manufacturer Berbel has introduced Downline Infinity, a venting hob which measures 900mm wide, 500mm deep and can be installed in kitchen islands. The four zone hob has a bridging zone to create a larger cooking area and two smart zones, which can detect the size of the cookware and automatically heat the appropriate area. Downline Infinity is compatible with ducted and recycled operation, as well as its regenerative filter system. Read the full story at www.rdr.link/KAA017
Franke has revised its Atlas Neo tap, made from stainless steel, and which has been one of the company’s bestselling models for more than a decade. The updated Atlas Neo Swivel Spout tap features a slightly higher spout than its predecessor to give the benefit of easier access to the sink and more space for washing and filling pots and pans. In addition, it has augmented the range with Atlas Neo Pull Out Nozzle tap and Atlas Neo Sensor tap. Read more on this at www.rdr.link/KAA018
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BATHS
BATHROOMS
Age appropriate Showering may be considered a first choice for inclusive bathing, but don’t disregard the bathtub for practical, next level comfort for all ages
With multi-generational households accounting for 1.8million dwellings up 38% on 2009, according to CBRE, it means bathroom designers need to consider a variety of users for a bathroom space. Naturally, it has seen the rise of the walk-in shower which suits the need of the older generation as it reduces the barrier of entry and exit. However, a CBRE survey found the growth in multi-generational homes has actually been driven by the millennial generation, with 41% still living in the family home. So, don’t completely rule out bath tubs to solve the bathing requirements of multigenerational homes.
Bath growth
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Sales and marketing director of RAK Ceramics Ben Bryden says: “When it really comes down to it, baths are still very popular. Sales remain strong and our customers tell us that including a bath as part of a bathroom redesign is very often a priority.” In fact, he points out: “Multi-generational living is about catering for a variety of different needs and creating a comfortable bathroom for everyone in the household. That, of course, is likely to include a bath as this is often the most suitable solution for people with young families.” And managing director of Trojan Plastics David Mosley puts some figures to the strength of bath sales, commenting: “It is reported that between 2017 to 2021, overall market shares have increased by 12% and at Trojan we have seen a 10% increase in sales over the past two years.”
1. AKW Offering baths for the first time, AKW offers antislip, single-ended steel and enamel baths with adjustable legs, handles, a waste and overflow. Download the brochure at www.rdr.link/KAA019
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2. BETTE With an organic-shaped interior, the BetteEve bath is shown here as a built-in model and comes with optional Bette Anti-Slip Sense. Read the technical details at www.rdr.link/KAA020
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BATHROOMS
BATHS
Super-comfortable bathing
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4 3. VICTORIA+ALBERT
4. MANTALEDA
The Barcelona range features three models 1500, 1700 and 1800 and has been designed for optimal back support. View the entire range at www.rdr.link/KAA021
Avrail is a walk-in bath with door access and comes in a choice of 1500mm and 1700mm lengths. Download the technical drawings at www.rdr.link/KAA022
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Manufacturers have worked hard on creating easy-access models for a variety of users, such as walk-in baths. And they have looked at providing a choice of accessible models, with AKW most recently introducing its first bath to its Beautiful Bathrooms collection. Bette believes “super comfortable” baths with organic-shaped interiors will be big news, while head of marketing and product management at Saniflo UK Ann Boardman believes “statement” baths will drive sales. She points out: “The Kineduo – thanks to stunning glass panels – can certainly make a statement, whilst ensuring practicality for all age groups.” And she points to the trend for personalisation, adding: “The ability to customise to suit less able customers will also become more of a priority.” While Ben Bryden of RAK Ceramics points to the practicality of built-in baths to reduce spillages and therefore the potential of slipping in the bathroom for all generations: “Built-in baths are particularly popular options at the moment. There are lots of reasons for this, including the practical advantages this option offers. A built-in bath reduces the chances of splashing and spillages when there are small children and even pets to be bathed, and because it fits flush to the wall it’s a great space saver too.”
Anti-slip safety In addition, suppliers have also looked at enhancing safety with anti-slip. David Mosley of Trojan Plastics points out: “Alongside each of our baths, we also offer an anti-slip coating to reduce the danger of falling” and adds the company also offers grips on selected models. And Bette has recently introduced Anti-slip Sense across not only its showering but also bath models, which works with the weight of the body against the wet surface. It offers maximum slip resistance, in accordance with Group C of DIN 51097. Head of marketing and product development at Bette Sven Resinghoff continues: “Bette has just launched a new kind of anti-slip finish which is almost invisible, easy to clean and can be applied to the entire interior of any of Bette’s glossy glazed titanium-steel. The introduction of Bette Anti-Slip Sense means that a bath with anti-slip doesn’t have to look or feel like it has anti-slip. This makes it perfect for multi-generational living too, as there is no need to compromise on style, comfort and ease of cleaning.” He adds: “Bette also offers a range of unobtrusive chrome and white grips which can be factory-fitted to a wide range of Bette baths.”
Sustainable bathing It’s not only meeting the needs of generations now, but also the future, which will dictate bath
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5 5. RAK CERAMICS The RAK-Evolution drop-in bath measures 1750 x 750mm and is doubleended. Made from acrylic it comes in Alpine White. Download the technical specification at www.rdr.link/KAA023
6 6. KINEDO Kineduo can be customised with a range of showers, bath and shower panels, grab rails and seats. Download the brochure at www.rdr.link/KAA024 sales going forwards. It means a focus on durable and sustainable materials. Kaldewei has recently announced it will manufacture baths and shower trays in bluemint® Steel, which is CO2-reduced steel with an emissions reduction of 70%. CEO of Kaldewei Franz Kaldewei commented: “With the reduction of CO2 in the steel production, we overcome another hurdle in order to be able to offer our customers a premium product that combines modern luxury in the form of exquisite materials and sensual design along with sustainable thinking and action. We call this ‘Luxstainability’.” Whereas Trojan Plastics believes the global move towards reducing emissions must not only be on renewable energy, although the company sources its electricity from renewable energy providers and has invested in solar panels, but also the number of miles a product will travel. David Mosley adds: “At Trojan, our main raw materials are purposely sourced locally to not only keep lead times down but also the carbon footprint that is created in delivering them.”
Future plans Arguably the key to selecting baths for a multigenerational bathroom is not only about considering materials to help protect generations but also impending needs of the clients. While bathroom designers take into account the current requirements of users, accomplished professionals will plan for the future too.
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BATHROOMS
PRODUCT ROUND-UP
1. VILLEROY & BOCH German bathroom brand Villeroy & Boch has introduced a palette of four trend-led colours, as well as two neutral shades, to its Artis washbasin range. The two-tone washbasin is now available in Indian Summer (pictured), Sage Green, Rust and Bordeaux, as well as Coal Black and French Linen. It brings the total number of colours for the Artis basin to nine. Discover more details at www.rdr.link/KAA025
2. RAK CERAMICS Bathroom and tile manufacturer RAK Ceramics has unveiled the RAK-Sorrento brassware collection. RAK-Sorrento basin mixers are available in three sizes – standard, medium and tall – and there is also a wall-mounted basin mixer included in the range. In addition, there is a range of models for the bath and thermostatic showers. Download a catalogue at www.rdr.link/KAA026
3. VOGUE (UK)
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Manufacturer of luxury radiators and towel warmers, Vogue (UK) has unveiled FloBar: a collection of towel bars with concealed plumbing, which is available in two designs, four joint styles and a range of finishes. Each model can be configured in a freestyle or ordered arrangement and used on its own or up to five rails. The FloBar heating kit includes all connecting components, including manifolds to direct the water around the towel bars. Explore all the options at www.rdr.link/KAA027
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4. GLASS DESIGN As part of its Florence Glass Atelier Collection, Italian manufacturer Glass Design has introduced the Orma countertop washbasin. Manufactured using an artisanal process, it results in a series of irregular pentagonal engravings in low relief. Orma comes in a choice of four textures: Demi Mat, Mat Gold, Mat Silver and Mat Bronze and a choice of two sizes with diameters of 400mm and 440mm. Download a catalogue at www.rdr.link/KAA028
5. MATKI Aged Brass has recently been added as a finish to the Matki enclosures and Swadling Brassware taps and showers. The finish, achieved by chemically advancing the ageing process of brass to provide a bronze look, is unlacquered and will develop over time. Aged Brass is available on the Matki EauZone shower door range and across the Swadling Brassware collection on hand and wallmounted shower heads/deluge, basin and bath mixer taps, thermostatic shower mixers and door handles. Download a brochure at www.rdr.link/KAA029
7. MIRA British manufacturer Mira Showers has introduced the Mira Assist range for users with limited dexterity, with assistive controls, designed to be easy to grip. Alongside Magni-flo technology, Mira Assist mixers come with CoolShield technology are approved by WRAS and TMV2 compliant. There is also a Bath Shower Mixer, which shares all the features of the shower, bath pillar taps and a basin pillar tap variant. Read the technical specification at www.rdr.link/KAA031
6 6. PJH Positioned at the top-end of its Bathrooms to Love Collection, PJH has launched a modular furniture range named Statement. It consists of a range of basin units and tall units in Matt Antique Rose, Matt Latte and Matt White with soft close drawers with smoked glass sides and a choice of handles in three finishes. The basin units come in 590mm and 1180m widths with a choice of three worktop designs and there is a 610mm basin option which comes with a one-tap hole inset ceramic basin. View the brochure online at www.rdr.link/KAA030
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NECESSITIES
LIGHTING
Strip tease
With ever-evolving technology in LED tape lights, we reveal the latest dot less, colour changing and smart illumination for kitchens
LED tape may be the most popular lighting for the kitchen, with manufacturers claiming it provides between 50-70% of sales, but with ever evolving technology are designers aware of all the options? Head of UK operations at Rotpunkt UK Matt Phillips comments: “I think the variety of options now available on the market might surprise them, giving them even more options to create user-friendly lighting schemes to support kitchen living 24/7.” Along with wider choice it provides more opportunity to add illumination and grow potential profit, as TLW business development manager Daniel Hughes points out: “Many kitchen designers are surprised by the amount of profit that can be made by integrating lighting into their kitchen designs.” So, what are the latest developments driving lighting design?
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Dot free lighting There has been a move for LED tape to provide continuous lighting, rather than light emitted in dots. It has seen the use of diffusers and, most recently, chip-on-board (COB) lighting. Sales and marketing director of Leyton Lighting Ashley Smith points out dot less tapes are the most popular type of LED sales for his company: “The fastest-growing products in our portfolio are the dot less tapes, as customers who are spending money on quality cabinetry and worktops do not want to see dots reflected in these surfaces.”
Colour changing LED It’s not only how light is emitted but also the choice of temperature or colour, which is growing in importance for LED tapes. This is particularly true for clients interested in the growing trend for indoor kitchen gardening. Shaun Barker, product manager of Hafele, points out: “Full spectrum lighting can be used to grow plants, small vegetables, or seedlings where space and sunlight is lacking.” But for more general lighting, designers could use tape which can change colour temperature from pure white through to warm white to suit all times of day. Ashley Smith of Leyton Lighting reports: “Another increasing trend is the growing demand for different colour temperatures, with extra warm tapes proving to be very popular with the popularity of darker woods and colours.” While product manager at Knightsbridge Molly Ho points to LED tape which can offer a
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1. TLW Providing a variety of tapes and profiles, LED lighting can be used to illuminate under cabinets, worktops and plinths. Discover the choice of under counter lighting at www.rdr.link/KAA032
spectrum of colours: “There has been a marked increase in interest for colour changing RGBW (Red Green Blue White) options, which provide a ‘one type fits all’ solution and add to the adaptability and fun side of LEDs.”
2. LEYTON LIGHTING
Smart advances
LED strip lighting can be used to illuminate under shelves and is available in a range of colour temperatures and aluminium profiles. View the range of LED tapes at www.rdr.link/KAA033
To simplify how to choose lighting colours, manufacturers have created smart lighting controls using remotes, apps and now even voice assistants. Marketing manager at 4lite Rachel Morris explains how smart lighting is impacting on her company’s sales: “Our smart strip lighting products are both the best-selling and fastest-growing in our collection. This is because they offer so many added benefits – from the opportunity to select millions of colours, alongside tuneable whites to suit different moods and times of day, through to the easy control via the WiZ app or voice-controlled smart devices such as Google Home, Alexa, Siri and Samsung Smart Things.”
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Simplifying specification Designers could be forgiven for thinking specifying smart lighting could add complexity to the process. But as Shaun Barker of Hafele points out: “Actually it’s really easy. Our Loox range, for example, offers plug and play technology meaning that in most cases an electrician isn’t required for installation.” While
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EXPERT VIEW Profit is in the detail Product manager of Knightsbridge Molly Ho explains why designers should carefully specify electrical items in the bathroom When it comes to electrical items in the bathroom, great consideration has been given – in design terms – to lighting. The bathroom lighting sector is particularly well developed, yet accessories and ‘wiring devices’ – such as switches, shaving sockets, shaving lights, extract fans and mirrors – have been something of an afterthought, with many items being little more than white plastic boxes. Now we are seeing the same attention to design details in the bathroom as in the wider home, where electrical accessories have been available in a wide variety of materials and finishes – brass, bronze, chrome, black – for years. We are also seeing the incorporation of technologies such as smart and USB into bathroom products. All of these ‘added value’ items, whether in design, finishes or technology, present the retailer with a profit opportunity not available when opting for white boxes or leaving the purchasing decision to the installer. A good example is the shaver socket range from Knightsbridge. In that instance, more than 30 different types of shaver sockets are available from the company, including screwless, flat plate or square edge and finished in a huge array of colours. Similarly, elegantly curved shaver lights can conceal dual USB chargers, alongside the traditional dual voltage shaver socket, for razors that USB charge, or for those who can’t bear to be without their phones in the bathroom. Modern design has also reached the extractor fan, which now incorporates LED backlighting when activated. Suitable for either walls or ceilings, these backlit LED fans suit any décor as they come in white, black/stainless steel, black and grey. Products and accessories such as these make it possible to add value and to provide the client with a bathroom that meets their needs as well as their aspirations. Discover the full Knightsbridge offer and download its latest e-brochure at www.rdr.linl/KAA034
3 3. KNIGHTSBRIDGE Enabling retailers to order LED Flex tailored to particular specifications, Knightsbridge offers an online service to help choose IP rating, cable, strip lengths and add-on accessories. Find out more at www.rdr.link/KAA035
4. ROTPUNKT Using smart-ready LED lighting integrated into furniture, John Willox Kitchen Design created a scheme which included under cabinet illumination. Check out the project at
www.rdr.link/KAA036
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Rotpunkt has integrated smart ready lighting into its cabinetry. Matt Phillips points out: “I think the idea of ‘separate lighting’ will begin to change as we move towards a much more integrated smart kitchen from the very beginning of the design process.” In fact, even with separate lighting, kitchen designers don’t have to become lighting experts. Manufacturers also provide design services from aiding specification through to creating the scheme from room plans. So don’t be put off by lighting design, as Daniel Hughes of TLW concludes: “Without selling any more kitchens, designers can often grow their sales by adding lighting to as many projects as possible.”
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BUSINESS
SCHMIDT Q&A
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1. ALGAE BLOOM COLLABORATION This Haussmann-style apartment features an open kitchen with cabinets styled in Algae Bloom, created by Schmidt and Christian Lacroix Maison
Fashion house
International marketing and communication manager for Schmidt Emilie Kauffmann explains how and why the company has chosen to collaborate with French fashion icon Christian Lacroix Maison Could you tell us about how and when the collaboration between Schmidt and Christian Lacroix Maison came about and what values both companies share? Emilie Kauffmann (EK): We started the collaboration with Christian Lacroix Maison mid2020, during the lockdown. Our objective was to develop a collaboration with a famous designer in order to highlight our home design know-how. We very quickly realised that we championed the same values and shared the same expertise.
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2. SHARING COMPANY VALUES
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According to Schmidt, the companies share the same values of design, creativity and customers’ well-being.
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Christian Lacroix Maison was our favourite choice as this is a French designer and we share the same values of design, creativity and are dedicated to customers’ well-being. What were the initial discussions between Schmidt and Christian Lacroix Maison about the remit of the collaboration? EK: We are expert in home design for all interior solutions and so we would like to offer an exclusive print for every room in the home, kitchens, dressing rooms, bedrooms, and also for bathroom furniture. Through our partnership with the French style and fashion icon Christian Lacroix Maison, we are providing the most beautiful illustration of this desire to transform our homes into wellbeing spaces offering a perfect fusion of aesthetics and functionality.
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Can you explain why Christian Lacroix Maison created the Algae Bloom pattern and can you tell us about the inspiration? EK: With its contemporary and dreamlike creations, Christian Lacroix Maison reveals an unexpected, colourful and baroque world of style. The Algae Bloom pattern is designed to
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be adapted to all interiors. With a harmonious combination of precious minerals and marine flora, this design celebrates the rich and flamboyant natural environment that Schmidt and Christian Lacroix Maison have always used for their inspiration. Can you give us some insight into the design process of such an intricate pattern and how long did it take to reach the end result? EK: Algae Bloom pattern is digitally printed which gives an extreme finesse and depth to the decor. It took about three months to reach this beautiful result in order to have the perfect colours that match with our Schmidt palette of Celest, Clay, Green Tea, Navy, Stardust and Nano Sencha.
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What were the biggest design challenges of creating a decor that is equally at home in the kitchen, bedroom and dressing room or do you find aesthetics are now merging across rooms? EK: Algae Bloom decor has been created to seamlessly adapt to all interiors, whether the kitchen, bedroom, dressing room, lounge or
Q
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bathroom. The rich and flamboyant pattern gives the room some creativity and freshness. Every room can be adorned with this finish, which has been digitally printed to emphasise its extreme finesse and depth. Its rich style will add a daring and creative touch to any space. Is the Algae Bloom pattern exclusive to Schmidt in perpetuity, if not how long is the licence? EK: Algae Bloom pattern was launched exclusively for Schmidt for six months. In January 2022, Christian Lacroix Maison will launch this pattern on some accessories of their collection. But Schmidt will be the exclusive home designer offering this pattern.
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What has the reaction been like from interior and kitchen designers and end customers? EK: Algae Bloom is very much appreciated by our designers as they are very proud to offer such a beautiful collaboration between two French companies specialising in home design. End customers love Algae Bloom pattern, this has been our best seller of our five exclusive prints.
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Q
Are there any plans to further the collaboration between Schmidt and Christian Lacroix Maison? EK: Yes, this collaboration was thought to be a long-term relationship and we plan to further this collaboration in the next few years.
Q
“Christian Lacroix was founded in 1987 and since then has been enchanting the fashion world with its haute couture designs. Ten years ago, we decided to enter the home decoration sector with the creation of the Christian Lacroix Maison entity, focusing on designs for soft furnishings, wallpaper, decorative accessories and tableware collections. We are now joining forces with another great French company, Schmidt, to bring you Algae Bloom, an ideal finish for your dressing rooms, kitchens and bathrooms, reflecting the home design concept of the Schmidt brand.”
4
Creative director at Christian Lacroix Sacha Walckhoff
4 3. MINERAL AND FLORA
4. ADAPTED FOR INTERIORS
Algae Bloom pattern is a combination of precious stones and marine flora, designed to complement Schmidt’s palette of colours, including Celest, Clay, Green Tea, Navy, Stardust and Nano Sencha.
The decor combines with shades of dark wood and deep blue to bring an intimate ambiance into a bedroom space with interior lights and drawers for storing jewellery
“Created over sixty years ago by a family of craftspeople and founded by my grandfather, Schmidt is now France’s leading manufacturer and Europe’s number one network for bespoke furniture, with six factories in France and Germany. This expertise in living solutions and consumer-centric approach is summed up in the words ‘Home Design’, which express our philosophy. Today, through our partnership with the French style and fashion icon Christian Lacroix, we are providing the most beautiful illustration of this desire to transform our homes into well-being spaces, offering a perfect fusion of aesthetics and functionality.” CEO of Schmidt Anne Leitzgen
Discover more about the range and download a brochure at www.rdr.link/kAA037
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NEWS & VIEWS
COMPETITON
Win kitchen or bathroom sales training, worth £2,900 KBBSupport is offering one lucky reader the chance to win a full day of sales training, at their own premises, for up to 12 delegates Kitchens and Bathrooms News, in conjunction with KBBsupport.com, is offering one lucky winner a full day of free, bespoke kitchen or bathroom sales training. It is written and delivered by our very own contributor and industry expert Toby Griffin, and drawing upon his 19 years’ experience of sales, design and management in the KBB industry. Your team can benefit from sales training (normal price up to £2,900); tailored to suit your business’s unique approach and needs and deliver results to grow your bottom line. Offering advice and support to companies across the UK and abroad, KBBsupport is an industry-specific business consultancy service with clients including high street studio startups, established independents, national retailers, manufacturers and national industry bodies. Drawing from experience working with six KBB companies – as a designer, manager and director – founder Toby Griffin has seen how each business has its own unique approach, all being successful, but each also benefiting hugely from small or large changes within the business, its staffing, marketing, training, operations and strategic approach.
28 DECEMBER K&BNEWS www.kandbnews.co.uk
With specific reference to sales training, KBBsupport delivers in-person and live on-line training to teams and individuals; with a focus on the ‘psychology of a sale’ rather than pushy tactics. Industry clients with unique requirements engage with KBBsupport to work together in drafting bespoke sales training packages that deliver unique and highly effective training schedules, that hit the heart of the problem and/or solution. Speaking about the unique strengths of KBBsupport, Griffin said: “I have always been a keen believer in the benefit of consultancy and training, and now – after almost two decades in the KBB industry – and having worked across the country in many different senior roles, I am well-placed to help businesses of all shapes and sizes improve their offering, increase efficiency, and give support to the management team”. For more information, please visit www.kbbsupport.com, email tobygriffin@kbbsupport.com, or call 07422 501383.
For your chance to win the prize, simply answer the following: How many decades has Toby Griffin worked in the kbb industry? ■ One ■ Two ■ Three Send your answer along with your name, job title, company name and business type, address and work telephone number to: KBBsupport.com competition, Kitchens & Bathrooms News, Regal House, Regal Way, Watford, Herts, WD24 4YF. Alternatively email pturrell@hamerville.co.uk
Terms and conditions: Entry deadline is December 31, 2021. The winning entry will be drawn on January 5, 2022 and the winner will be notified within 30 days. The competition is open to UK mainland residents only, except employees of Hamerville Media Group and anyone professionally connected to the competition. The winner’s name will be printed in the February 2022 issue of Kitchens & Bathrooms News. The prize is as stated, does not include any expenses and no cash alternative will be offered. The training will be conducted at your business’s premises. The training must be agreed and delivered by June 1 2022, or it will be forfeited. Training is for a mininium of one person up to a maximum number of 12 delegates and a “full day” of training will consist of up to 7 hours of contact time. The winner will be the first correct entry drawn. Tick here if you wish your details to be passed on to third parties ■
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ROPER RHODES Q&A
BUSINESS
“ We have an obsession with product development”
Marketing director of Roper Rhodes Simon Taylor explains the company’s strategy is to have major product launches every year, in every product category, in all of its brands. What do trade customers best know Roper Rhodes for and what do you think would surprise them? Simon Taylor (ST): As we have been serving the bathroom industry for over 40 years with over 4,000 skus across the main categories of furniture, brassware, sanitaryware and mirrors/cabinets, many customers will know our provision is very rounded. However, most will know us for our high-quality furniture. In fact Roper Rhodes group is the UK and Ireland’s largest supplier of bathroom furniture by value with around 25-30% of the market. Our aim is to keep all of these in stock all of the time, with delivery to the customer in 48 hours or less. Despite being more recognised as a furniture brand, we pay as much attention and investment into our other categories. We approach every new product launch as an opportunity to improve the lives of our customers.
Q
Can you give an example of a new product launch which improves the lives of consumers and installers? ST: Take for example our recent development of a further concealed shower system into our Event Click range. Our aim was two-fold. Develop a showering system that is simple and intuitive to use and to install. We worked on the basis every aspect of the life of a shower valve must be considered, challenged and designed to be better. The area we focused on was being able to move the valve whilst tiling in, even after it’s been fully connected and checked. We achieved it by using a manifold that takes the rigid water feed and adds flexible hoses. The result is any maintenance can be carried out on the valve with it fully removed from the wall and not packed behind tiles in an awkward position.
Q
In a crowded bathroom marketplace what would you say are your USPs? ST: We have an obsession with product development and are highly focused on our product “vitality” or “innovation” index scores. This a metric used by many companies, irrespective of sector, and is the percentage of a company’s annual revenue that comes from products launched within the past three years. Established principles are companies with a product vitality of greater than 25% are likely to
Q
be market leading in their sector and companies with a vitality index of 40% or higher are likely to be the fastest growing and most attractive companies in their sector. Based on our FY2020 data, when we measured, our vitality across our four main product categories, furniture, brassware, sanitaryware and mirrors/cabinets, the lowest performer was 32% and highest 65%. Our vitality index across our total sales is 44%. To maintain this level of innovation our new product development strategy is to have major product launches every year, in every product category, in all of our brands. Whilst Roper Rhodes is our proprietary brand, R2 and Tavistock, when combined, account for 55% of our revenue. What plans have you got to support retailers? ST: Last year we launched our new Roper Rhodes website that is more mobile device friendly. We have launched similarly improved sites for our Tavistock and R2 brands. Consequently, there have been huge increases in website visitor numbers, brochure and swatch requests and visits to our retailer locator. This is undoubtedly sending more traffic to our retailers and resulting in consumers making appointments to visit their showroom. We have become focused on supporting our retailers through our digital marketing with many new initiatives to come.
Q
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BUSINESS
SME ADVICE
Company matters
Offering support for independent kitchen and bathroom firms because your business is our business
RECRUITMENT Tip the balance in your favour What I love most about our industry is the people. Many of us in this industry have lots in common like a passion for design, practical solutions and ergonomics, but the real beauty is that we are such a great mix of personalities that each of us can bring something completely unique and different to the party. Truth bomb – we are all unique, which means your approach to job hunting should also play to your strengths and original personality traits.
Find your way After years of trying hard to fit in to the ‘corporate world’, I only became truly happy with myself when I did my own thing. I am an ideas person and I love the buzz of having a lively
30 DECEMBER K&BNEWS www.kandbnews.co.uk
team around me bringing my ideas to life, so with hindsight I was never going to excel in a highly-structured multi-layered business environment. And that’s okay, because each to their own: it is absolutely pointless to use someone’s career path as a roadmap to your own success. By all means be inspired, but you need to be honest about what YOU like or dislike when reviewing your past job appointments. Get it out of your head and on paper or record your thoughts on your phone and play it back when you need to get motivated and plan for the future. Trust me, this one exercise alone will encourage you to see common themes and also help you appreciate how far you’ve come personally and professionally. We are quick to forget how many tasks we have mastered from budgeting, chairing meetings, doing appraisals
or handling challenging projects and demanding clients as we mature in our careers. And that’s not including keeping pace with all of the technological upgrades over the past few decades too! Think about what you need to grow and ultimately perform at your best. Do you thrive best in small or medium-sized companies? Does the idea of managing a team fill you with excitement or horror? Would you prefer to be more task-focussed and work alone or do you enjoy training new starters? What are your deal breakers? What are your nice to haves? And most importantly what are your values and your needs?
Personalised applications It has been said that looking for a job can be a job in itself so I always advise my job seekers to
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look after their mental and physical health through this time of change. While it may be tempting to download CV and covering letter templates from the internet or dust off something you may have on file from a few years ago, remember that you risk shortchanging yourself as recruiters do not want generic applications. Companies are crying out for intelligent, respectful and thoughtfully prepared candidates who can show why they are a great fit for the criteria. Remember that employers always want good people who can help them to save time, make money and enhance their reputations. How do I know this? They tell me every single working day! I advise you make sure every application you put together is unique and personal, just as every interview is a one-off and meaningful interaction in which you meet potential employers to ascertain the fit. Despite the increasing automation in our daily lives and the addictive nature of social media (hands up if you also live on LinkedIn) people buy from people. By all means seek feedback from a specialist headhunter if you have a key role or sector in sight and allow yourself to really hear what they say in response. Put your ego aside and remember that they are on the frontline everyday so they can, and will, give it to you straight. Make it your mission to highlight your own features and benefits backed by evidence, as this will add value and demonstrate ethos and/or company goals – don’t talk about going the extra mile when you can show it! Put simply, make it as easy as possible for your new employer to invite you into the fold. Good luck and always remember that fortune favours the brave… Go for it! 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/KAA039
MARKETING 5 top marketing tips for kbb retailers ■ Create a marketing plan for the calendar year Marketing is vital for all businesses and can help to meet those all-important goals and objectives. Creating a plan is a great place to start. Highlight your key sales periods and seasonal activities and think of ways you can communicate these to your customer base. The ideas below will help you build a plan for the New Year.
■ Keep your online presence up-to-date Your website and social media channels are often the first place a consumer will look if they are interested in your business. If your social media profiles are active, with recent posts, and your website is easy-to-navigate, showcasing your latest products and news, the consumer is more likely to make an enquiry. Having an out-dated online presence can instantly disengage a potential customer, leading them to look elsewhere. If you’re stuck on what to post on social media, images of displays in your showroom are always a good start. Beyond this, use social media to position your business as friendly, approachable and professional. Share photos of your team so you become familiar faces with your customer base. Be creative and have fun by perhaps sharing a photo of a colleague on their birthday or getting staff to bring their pet in for the day. But also make sure images are always of professional standard as this will reflect better on your business.
■ Host competitions Drum up excitement with current and potential customers by hosting a competition; this can be done on social
media too. Co-operate with another local business and giveaway vouchers for products, or a hamper, for example. Encourage your followers to share the opportunity with friends, which will put your business in front of new people.
■ Make contact with your local media Why not approach your local newspaper and provide alternative content for their publication, such as tasty recipe ideas, hints and tips for easy home updates or advice for readers with appliance needs. Familiarise yourself with the editors of your local media, send them your latest news and, if you have the budget available, place some advertising.
■ Make the most of supplier promotions Cashback offers and extended warranties are ideal to highlight to your customers as it could encourage them to trade-up or consider additional items for their renovation. A simple tweet explaining a current promotion may encourage a customer to visit your showroom and close a deal while the offer is running. EXPERT: Jacqueline Mariani COMPANY: Jmm PR BACKGROUND: Founder and creator of Jmm PR, Jacqueline Mariani has over 30 years’ experience of media relations, predominantly in the kitchen appliance and bathroom industries. Dedicated and passionate about the job, she supports clients and makes a difference to their business. CONTACT: www.rdr.link/KAA038
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BUSINESS
PROMOTION
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.
Why our average kitchen order is the highest it’s ever been | Darren Taylor | Searle & Taylor Owner of Winchester-based kitchen showroom Darren Taylor says his average orders are the highest they have ever been in his company’s 30year history. He says more technically advanced products and design, as well as a spike in kitchen sales, has seen his business concentrate on bigger projects. Find out more at www.rdr.link/KAA040
Kitchen supply delays mean bottleneck of fittings before Xmas | Darren Taylor | Searle & Taylor Darren Taylor of Winchester-based kitchen showroom Searle & Taylor explains how building materials and kitchen appliance delays have affected his business. He says one of his biggest challenges is working out how to fit all the kitchen projects by Xmas. Watch the video at www.rdr.link/KAA041
Why kitchen and bathroom industry must start recruitment drive for 2021 and beyond | Bill Miller | KBBG Managing director of KBBG Bill Miller says the kitchen and bathroom industry must start its recruitment drive for 2021 and beyond. He says the business is exciting, high value and sexy and needs to attract young people to be the designers and retailers of the future. Find out his thoughts at www.rdr.link/KAA042
Recruitment 2021 | Why recruitment shouldn’t stop after probationary period ends | Foyne Jones | Peter Jones Founder of specialist recruitment agency Foyne Jones, Peter Jones explains why recruitment in the kbb industry shouldn’t stop after the probationary period. He says make sure your on-boarding procedure includes talking to starters - Are they getting what they were promised and if not have you explained why? Discover his advice at www.rdr.link/KAA043
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LAST WORD
NEWS & VIEWS
CEO of the Chartered Institute of Plumbing and Heating Engineering (CIPHE), Kevin Wellman reminds bathroom professionals about the risks of hot water
Most vulnerable at risks from scalds As NHS Digital reveals its latest hospital admissions data, CEO of the Chartered Institute of Plumbing and Heating Engineering (CIPHE) Kevin Wellman warns bathroom professionals about the associated risk of hot water. He says scalding and central heating system-related contact burns continue to pose a grave risk to households, The NHS Digital Hospital Admitted Patient Care Activity 2020-21 for England shows between April 1, 2020 and March 31, 2021, there were 812 admissions for burn injuries caused via contact with heating appliances, radiators and pipes.
Contact burn A staggering 737 – nearly 91% – of heating appliance burns finished consultant episodes were emergencies. Babies and young children aged 0-4 made up 22% of finished consultant episodes, while those over 70 made up 38%. In addition, there were 602 admissions from scald injuries from taps. Alarmingly, 553 finished consultant episodes – nearly 92% – were classed as emergencies. And sadly, yet again,
very young children and the elderly are the most at risk, with children in the 0-4 age range accounting for 24% of finished consultant episodes and the over 70s accounting for 24%.
Preventable accidents As bathroom professionals know, it’s all too easy for radiators, towel warmers and central heating pipes to reach temperatures high enough to cause a burn if touched. Likewise, hot bath water is responsible for the highest number of fatal and severe scalding injuries among young children. Burns and scalds often result in lifelong challenges for the individual and their families, making it all the more tragic that the majority of injuries occur as a result of an accident that could have been prevented.
Vulnerable consumers The figures from NHS Digital remain far too high and the most vulnerable in society continue to be at a grave risk from household scalds and burns. The number of very young children being afflicted with injuries is tragic – especially as
most incidents will have been avoidable with the use of thermostatic mixing valves (TMVs), or having precautions such as low surface temperature radiators in place. We know that when it comes to the elderly, we are often looking at lone households in older homes, that typically feature outdated plumbing technology. This puts elderly households at much higher risk, which isn’t helped by weak legislation on TMVs. This isn’t a new problem. The numbers show that over the last eight years, there has been over 51,000 finished consultant episodes bed days due to scalds and burns combined. Ultimately, poor public knowledge of scalding and contact burn-related injuries means we still don’t have the issue under control. With winter here, and the vulnerable more likely to stay indoors due to the pandemic, bathroom professionals are very much at the front line of educating households in heating and hot water system safety – especially those with young, elderly or disabled occupants. Without robust legislation, it’s once again down to the industry to help teach and protect the public.
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NEWS & VIEWS
MAKING HEADLINES
Top 3
2. ABODE
website stories What has been driving Kitchens & Bathrooms News website traffic? Here are the three stories with the biggest hits in October on www.kandbnews.co.uk 1. CAPLE Managing director of Caple Danny Lay has urged kitchen and bathroom suppliers to tell the truth about stock issues. Speaking at the recent KBBG Annual Members Meeting, Lay said suppliers should tell their customers about the challenges of increased demand, raw material shortage, logistic problems and price hikes. He stated: “If your current suppliers are not saying these things to you, and they are not raising these issues, they’re being negligent as far as I’m concerned.” He pointed to the “strong” demand of raw materials, including shortages of computer chips which are used for a variety of industries including appliances: “These issues have not gone away. We are negotiating with our factories and planning production as far ahead as Autumn next year, and we are still seeing shortages at that stage.” Read the whole story at
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www.rdr.link/KAA044
Kitchen Manufacturers
Kitchen sink and brassware manufacturer Abode has promoted Michelle Gorst, former regional sales manager for the North of England, to the role of national sales manager. She has been with the business for 10 years and prior to joining Abode was area sales manager for AHED Distribution (now F&P), No-Code Bathrooms and Frontline Bathrooms. Heading up the Abode regional sales team in her new role, Gorst will take responsibility for the growth of the distribution channel for the brand nationwide. Managing and driving the sales team, she will work with sales director Peter Phelan and the marketing department to drive promotions and product development. Find out more at
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www.rdr.link/KAA045
3. IDEAL STANDARD Bathroom manufacturer Ideal Standard has appointed Leanne Martin as UK marketing director, succeeding Katie Cope who has left the company after five years working at the business. Leanne Martin has been employed by Ideal Standard for the past 18 years and has worked across a number of departments, undertaking both UK and Group roles. These include product development, product management and marketing, with her most recent position as head of product and specification marketing. Martin is also a recent graduate of the Ideal Standard Leadership programme. Find out more about the appointment at www.rdr.link/KAA046
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ADVERTISEMENT INDEX BIKBBI ..................................(inside back cover)
Neolith ................................(inside front cover)
Chubb Safes ..................................(pages 6 & 7)
Trend Bathrooms & Home Office ....(page 4)
Crown Products ..............................(back cover)
Trojan Plastics Ltd ..............................(page 21)
CRL Stone ..............................................(page 14)
Reginox UK Ltd ....................................(page 13)
Elstead Lighting..............................................(25)
Victoria & Albert Bathrooms ..........(page 18)
Mereway Kitchens ..............................(page 34)
34 DECEMBER 2021 K&BNEWS www.kandbnews.co.uk
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