Kitchens and Bathrooms News January/February 2023

Opportunities for 2023

Welcome to 2023! It’s traditionally the time of year to review the past 12 months, prepare to face new challenges and create new business opportunities. In 2022, kitchen and bathroom retail remained strong, and this was despite a backdrop of challenges. While 2022 saw the end of COVID restrictions, the unwelcome cost-ofliving crisis entered the fray, with disposable consumer income squeezed by an increase in energy bills and record inflation driving living costs. Adding to, rather than replacing retail issues, such as continuing supply challenges and price hikes, headwinds are expected for the first part of the year.

But, it’s important to remember, the need for new kitchens and bathrooms has not disappeared. There will always be a market for repair and refurbishments, particularly when mortgage prices are high, and consumers are unable or unwilling to move. Coupled with the continued desire for inspirational interiors, showcased on social media, KBB retailers are in a prime position to help satisfy the needs of consumers refreshing their home.

Consumer budgets may tighten, as the costof-living crisis bites, with smaller projects replacing large-scale renovations. Yet this also brings opportunities for retailers to engage consumers with the practical benefits of sustainable design. They can showcase how

kitchen and bathroom refits can help reduce water and energy use, saving money in the longer-term.

Interestingly, however, it also provides the opportunity to upsell, encouraging consumers to opt for quality products, providing better value as they are longer lasting.

In fact, there has been a recent move towards showrooms embracing premium-end products. A snapshot LinkedIn poll by Kitchens & Bathrooms News revealed most retailers are swapping suppliers to add a higher-value offer to their showroom. It not only enables retailers trading in the middle market to open up to a new customer base, but perhaps also reduces the possibility of a squeeze on profit margins by consumers wanting a deal. Accomplished retailers will also look to the supplier distribution policies, both online and store, to ensure exclusivity, avoiding price comparisons.

But the best news of all, is that despite headwinds making the market tough at the beginning of 2023, UK head of retail at KPMG Paul Martin believes demand will increase as 2023 progresses.

Philippa Turrell

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…the analysis of experts which report retail will face headwinds in the first half of 2023 but remains optimistic about their conclusion demand will increase in 2023.

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…to congratulate Howdens for joining the National Apprenticeship Week Supporters Club. The National Apprenticeship Week, organised by the Department for Education’s Education and Skills Funding Agency, is held to celebrate apprenticeships across England and will take place on February 6-12.

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IN BRIEF

■ Kitchens & Bathrooms News has revealed its most-watched videos over the past 12 months. These include two-minute tours of manufacturer and retailer showrooms. In addition, the top 5 videos include “Meet the Young Kitchen & Bathroom Professionals” series, which showcases the industry as a career. View the top 5 videos at www.rdr.link/KAL001

■ Bathroom manufacturer Duravit has been presented five honours for product and communication design at the German Design Awards 2023. The company was crowned winner three times, received two special mentions, and won one Gold award. Duravit was presented the Gold for its Zencha bathroom series, and Winner for its Tulum tap by Philippe Starck and Sustano, its first recyclable shower tray. Read more at www.rdr.link/KAL002

■ Häfele has further strengthened its sales support for KBB retailers, with the launch of the Decorative Handles Collection brochure. Designed for showrooms to use as an visual guide for customers in the market for mid-range plus kitchens, the brochure brings together the manufacturer and distributor’s top-performing handles in one place. Visit www.hafele.co.uk

Investment to support strategic expansion

Victorian Plumbing opens new distribution centre

Online bathroom retailer Victorian Plumbing Group has signed a 20year lease on a purpose-built distribution centre in Lancashire, to support its strategic expansion.

This investment will provide the Group with further operational capacity and help strengthen its position in the market.

The 544,000 sq ft distribution centre is scheduled to be completed in Autumn 2023 and will become fully operational after a period of dual running with existing sites, to create a smooth transition.

Victorian Plumbing Group will invest in fitting out the new distribution centre through the current and next financial year.

The new distribution centre will enable consolidation of a number of the Group’s existing sites, however, some existing facilities will be retained to enable further category expansion.

Around a £50m right of use asset, together with a corresponding lease liability of the same value, will be recognised on the balance sheet following

Improvements in second half of year

completion of the fit out.

After the initial period of investment and operational transition, Victorian Plumbing Group states cash outflows associated with this lease will be “broadly” neutral when compared to current property costs.

Founder and chief executive officer of Victorian Plumbing Mark Radcliffe commented: “This new facility represents another exciting milestone for the business,”

Retail headwinds for first half 2023

Despite 2022 UK total retail sales increasing by 3.1% from 2021 and non-food growth of 3.2%, experts say record level inflation masks a larger drop in volume.

According to figures from the British Retail Consortium, UK retail sales increased 6.5% on a like-forlike basis from December 2021, when they had increased by 0.6%.

Over the three-months to December, Non-Food sales increased 1.5% on a total basis and 1.1% on a like-for-like basis, which is below the 12-month total average growth of 3.2%.

Chief executive of the British Retail Consortium Helen Dickinson OBE said saks growth remained below inflation.

She commented: “Retail faces further headwinds in 2023. Cost pressures show little immediate signs of waning, and consumer spending will be further constrained by increasing living costs.

“Retailers are juggling big cost increases while trying to keep

prices as low as possible for their customers.

“And, from April, they will be hit with an additional £7.5 billion energy bill should the Government’s Energy Support Scheme expire.

“We hope the Chancellor’s announcement will provide the necessary extension, or further prices rises will be inevitable.”

UK head of retail at KPMG Paul Martin added: “Whilst the numbers for sales growth in December look healthy, with sales values up by nearly 7% on last year, this is largely due to goods costing more and masks the fact that the volume of goods that people are buying is significantly down on this time last year.

“With Christmas behind us, retailers are facing a challenging few months, as consumers manage rising interest rates and energy prices by reducing their nonessential spending, and industrial action across a number of sectors could also impact sales.”

He continued: “The strong demand across certain categories that has protected some retailers will undoubtedly fall away, so we can expect high street casualties as we head into the Spring.

“This will present opportunities and some organisations will benefit from the current situation through market-share growth and consolidation opportunities that will arise.

“The first half of the year will be tough for retail and a case of survival of the fittest, but we expect to see demand increase as 2023 progresses.”

www.kandbnews.co.uk

Succeeding father and uncle who have retired Armac Martin names joint CEOs

Brothers Rob and Richard McGrail have been appointed joint CEOs of luxury British hardware manufacturer Armac Martin.

They have taken over from Paul and Mark McGrail, grandsons of the company founder Harold McGrail, who have recently retired Richard McGrail was formerly commercial director of the business, while Rob McGrail was production director at the company.

Commenting on their appointment Richard McGrail said:

GM takes reigns

Flova names new MD

Bathroom brassware brand Flova has appointed Becky Wickens as its managing director.

Wickens started her bathroom career in 2012 at the Pura Bathrooms Group.

There she held a variety of roles, working her way up to the position of product development manager.

Joining the Flova brand as a sales representative in 2014, she then became technical manager before being promoted to general manager in November 2020.

Wickens commented on her career progression: “I began my career within the bathroom industry in 2012, before I was given the opportunity to join the Flova family and launch the brand into the UK back in 2014.”

She continued: “I have always had a huge passion for product, the technical aspects, world-leading materials, quality control and customer service are just a few examples of why I love everything we do at Flova.”

“We are extremely grateful to the outgoing directors who leave us with an incredible platform to build from.

“By basing our foundation in upholding the highest of standards that they have set, which is paramount to our brand identity, we believe we can continue to grow the brand across the world and continue to elevate Armac Martin.”

Founded in 1929 in Birmingham, the fourth generation business employs over 100 people and recently won a SBID Award.

Howdens joins National Apprenticeship week Supporters Club

Trade kitchen and joinery supplier Howdens is one of only 10 companies to have been invited to join the National Apprenticeship Week Supporters Club for 2023.

National Apprenticeship Week is an initiative organised by the Department for Education’s Education and Skills Funding Agency, held annually to celebrate apprenticeships taking place across England.

It is designed to showcase the impact apprenticeships can make on communities, local businesses and regional economies.

Howdens currently employs 570 apprentices across the UK, in roles across its business including within its depots, logistics, manufacturing, engineering, and IT functions.

Early careers manager at Howdens Emma Leech said: “Without great people, nothing happens, and we are incredibly proud to be a part of the National Apprenticeship Week Supporter Club for 2023.

“We take our own apprenticeship

programme very seriously, as we’re developing people who will be integral to our businesses’ continued success, as well as the success of the communities and regions in which we operate.

“To be amongst other companies that are leading the way for apprenticeships is a great honour.”

The business recently received the UK Social Mobility Award for Innovation, in recognition of its apprenticeship levy transfer scheme.

As a large employer, Howdens pays into an apprenticeship levy, a tax on employers used to fund apprenticeship training.

With this, it not only funds its own apprenticeship training but

also helps smaller businesses develop theirs.

In 2022, Howdens chose to allocate 20% of its levy to fund construction apprenticeships in small businesses within the local communities that it operates.

This investment has helped to create jobs and support small businesses in the construction industry, aiding the industry-wide skills shortage.

Howdens and other members of the National Apprenticeship Week Supporters Club will champion apprenticeships in the build-up, during and beyond National Apprenticeship Week, which will be held February 6-12, 2023.

KBB support for apprentices

IN BRIEF

■ Plumbing and heating merchant buying group PHG has registered with the Unified Water Label Association. PHG has 15 members across 289 branches and showrooms. It will add its Instinct products on to the UWLA database. Read more at www.rdr.link/KAL003

■ Recruitment agency for KBB, builder’s merchants and construction supplies industries, Foyne Jones is rolling out free, one-to-one career sessions and redundancy support. Founder of Foyne Jones, Peter Jones will host 30-minute sessions which span six topics. Discover more at www.rdr.link/KAL004

■ As part of its pledge to reduce environmental impact, bathroom furniture manufacturer Utopia has taken delivery of the first lorries in its new fuel-efficient fleet. The fleet will comprise nine Scania R320B4X2NA Highline Euro 6 vehicles, with newly-updated bodies in Utopia livery. They have been developed to help operators increase efficiency and performance, while reducing environmental impact. View the story at www.rdr.link/KAL005

■ National tile retailer Tile Giant has launched ‘Top Tile Tuesday’, a new initiative for its trade customers in 2023. The campaign, which goes live in January, offers deals to trade customers across selected products and has been designed so the trade is receiving “the best” promotional offers. Read the full story at www.rdr.link/KAL006

Combating price comparisons

PJH protects retail from online discounting

Kitchen and bathroom distributor

PJH has launched Bathrooms to Love BOND, an initiative to protect independent retailers from online pricing competition.

Bathrooms to Love BOND stands for Brand assurance, Online price protection, New and exclusive product ranges, and Display and showroom support.

It prevents Bathrooms to Love products from being sold ‘like-forlike’ via websites at reduced RRPs.

The Bathrooms to Love BOND will also provide independent retailers with information on new product launches, as well as display and showroom support.

This includes Augmented Reality (AR), which allows products to be viewed in customer’s own

spaces – all part of PJH’s First Choice Service.

Removing the “like-for-like” price differentiation, PJH has introduced “Your Label”, allowing e-commerce retailers to sell the Bathrooms To Love product range, but without comparison.

Your Label will apply retailers’ own product names and codes on the packaging label, as well as deliver the product direct to customer homes.

Speaking about Bathrooms to Love BOND and the Your Label solution, head of retail customer experience at PJH Brett Jenkinson said: “Being able to support our ‘bricks & mortar’ retail customers against the challenge of on-line pricing is important for PJH, and

pivotal to our continuous goal of providing a First Choice Service.

He added: “PJH prides itself on working with its many different customer types by providing solutions that are mutually beneficial – part of our ‘together we’re better’ strategy, and our Bathrooms to Love BOND and ‘Your Label’ initiatives reinforce this commitment to support the shared goal of growing sales.”

Bathroom, heating, ventilation and air conditioning trade show ISH will be themed “solutions for a sustainable future”, and will take place at Messe Frankfurt from March 13-17, 2023.

The show’s organiser expects around 2,000 companies to present solutions for renewable sources of energy, sustainable water usage and clean air, with 70% of exhibitors from outside of Germany.

ISH brand management director Stefan Seitz commented: “The interim result is a source of growing anticipation for us.

“At present, we expect around 2,000 exhibitors to participate and take advantage of the power of attraction exercised by ISH for their businesses.

“They are spread fairly evenly across the two main sections of the fair, ISH Water and ISH Energy.

“Accordingly, the coming ISH is an unrivalled opportunity for them to present their solutions to an international audience of trade visitors, to profit from networking effects and to exchange valuable knowledge.”

The focus of the ISH Water section is on bathroom design and sustainable technology in the use of water as a valuable resource and will span Halls 1-6.

While ISH Energy, which takes place in Halls 8-12 will feature heatpump technology, intelligent home and building automation, to cooling, air-conditioning and ventilation under the motto, ‘Air is essential for life’.

In addition, ISH will feature a programme of Hotspot events, with ISH Water including Pop Up My Bathroom and Pop Up My Bathroom Atelier trends, Design

Plus Award winners and Therapeutic Bathrooms focus

There will also be a digital platform accompanying the trade fair, run concurrently with ISH, and for a week afterwards.

The ISH Digital Extension offers participants the chance to take part in the fair virtually.

It will allow people to find potential customers or suppliers and make contact with them either at the fair or digitally. And the programme of events can be seen as on-demand videos.

Around 2,000 companies expected to exhibit ISH themed “solutions for a sustainable future”

Earning points for prizes

Abode introduces retailer loyalty scheme

Brassware and sink manufacturer

Abode has unveiled Accumulate, a loyalty rewards scheme for retailers. Members can earn points on all purchases of Abode kitchen taps, sinks, bathroom brassware, showering and Pronteau Instant Hot Water Taps that convert into rewards.

Kitchen and bathroom retailers can become a member by visiting the dedicated Accumulate website.

There they can sign up to gain access to their personal account, where they can earn, claim and spend reward points.

Dealers will be able to keep track of their progress, in real time, and view reward offers which span Travel & Experiences, Giving Back, Mobile Phone & Tablets, Smart Home Accessories, Health & Beauty, Food & Drink, plus Designer Brands.

Points can be earned on all Abode purchases from January 9, 2023 and by giving feedback or completing training with Abode.

In addition, Accumulate by Abode also offers The Resource Area, featuring digital brochures,

retail price lists, promotional video content and technical guides, sales sheets and POS support.

It will also feature the company’s latest projects, news and products for both Abode and Pronteau brands.

Sales director at Abode Peter Phelan said: “We are delighted to be able to provide a programme where our customers can earn points on every product purchase, let them accumulate, and then spend them on fantastic rewards!

“Working hand-in-hand with the K&B retail community is fundamental to our corporate vision for 2023 and beyond, and we look forward to building on this exclusive platform with an ongoing stream of new content, rewards, and retail assets.”

He continued: “As our personal and professional lives continue to face new pressures, we want to provide a positive experience for our customers, which also recognises the level of commitment each one gives to the supply of our brand.”

IN BRIEF

■ Ex-display and used kitchen reseller The Used Kitchen Company (TUKC) has been named the winner of two business awards. Founder of The Used Kitchen Company Looeeze Grossman has been recognised as one of the ‘Top 20 Outstanding Women CEOs of 2022’ by Women Leaders Magazine. Celebrating 17 years of trading in 2022. The Used Kitchen Company has also been presented an SME UK Enterprise Award for Best Online Second-Hand Kitchen Marketplace, for the third time. Read the story at www.rdr.link/KAL007

■ Luxury appliance manufactuer Bora is supporting its network of retailers with a consumer advertising campaign, to increase brand and product recognition. Cooking in fresh air is a central idea of the campaign, which will span TV advertisements, digital, print and point-of-sale communication, until March 2023. The TV advert will be shown via the Eurosport channel in the UK, reportedy creating 135 million impressions. Read more at www.rdr.link/KAL008

■ Premium kitchen appliance manufacturer Falmec has been presented a 2023 German Design Award. It has been given the honour for its new extraction solution, Shelf, which is part of the company’s Elements collection and measures 100mm thick. View the story at www.rdr.link/KAL009

Returning to Belfry Hotel in September

Kbsa announces conference dates

Trade association the Kbsa has announced the date of its Kitchen & Bathroom Conference 2023, which will be open to all independent KBB retailers.

Returning to The Belfry Hotel & Resort in the West Midlands, the conference will be held on September 27.

The member-only retail dinner will be held the evening before the conference on September 26.

Broadcaster Juliet Morris will be back to host the Kitchens & Bathrooms Conference, which was a sell-out in 2022.

It included presentations by performance psychologist Martin Littlewood, business coach Andy McLachlan and retail futurist Kate Ancketill.

In addition, there was a Big Panel debate with leading KBB retailers on topics spanning sustainability and

impact of COVID on their business.

Details and the format of the Kitchens & Bathrooms Conference 2023 will follow.

Kbsa chair Richard Hibbert said: “Our 2022 conference was a huge success and we want to build on the positives to make it even better in 2023.

“Our aim is for this conference

Driving growth through kitchen specialists

Waterline partners with Haier

Appliance manufacturer Haier and distributor Waterline have announced a partnership to drive growth through the kitchen specialist sector.

Part of the Crown Imperial Group, Waterline will distribute the premium Series 6 built in range of connected ovens, hobs, hoods, refrigerators, and dishwashers that use AI and can be operated by the hOn app.

Stock will be held in three locations, backed by a national distribution service, to cover 99% of postcodes in England, Scotland and Wales.

Head of kitchen trade at Haier Europe Dan Halfpenney commented: “After a very successful launch of Haier at the

KBB show, this partnership with Waterline will help us accelerate our planned growth within the kitchen specialist market.”

He continued: “Haier’s premium Series 6 built-in range has been designed specifically for the new kitchen market.

“Haier has had really strong stock levels over the past 18 months and this, combined with the further innovation and new products coming through in the next couple of years, I genuinely believe will make customers rethink about the appliances they plan into their new kitchens.

Rob Taylor, sales director of Waterline, commented “With our wealth of experience and knowledge of this market, and

to become a ‘must attend’ event for all KBB retailers, providing them with essential and thoughtprovoking information that will add real value to their businesses.

“We plan to increase the numbers attending so that more retailers can enjoy the benefits of being part of a collective and the strength that this brings.”

ability to stock in depth, along with our dedication to providing speed of service, the brands have true synergies and complement each other…a perfect fit for both brands.”

He added: “We are thrilled to be working with such an innovative global brand. It’s crucial for our retailers to have the competitive edge and we are pleased to be able to deliver the latest in connected appliance technology.”

At its 1 Vision trade conference, held in 2022, Haier outlined its ambition to be number one appliance group in UK & Ireland by the end of 2023.

www.kandbnews.co.uk

Adding high-end offer to showrooms

Retailers swapping suppliers to reach upmarket

The majority of kitchen, bedroom and bathroom retailers choosing to change suppliers are adding a higher-end offer to their existing showroom portfolio.

According to a poll on LinkedIn, run by Kitchens & Bathrooms News, a third of retailers (33%) were seeking to swap suppliers to add an upmarket offer to their business.

It pipped the number of retailers, 25%, who were choosing to change because they were unhappy with their suppliers.

Interestingly a fifth of retailers (22%), who took part in the poll, stated they were changing suppliers to enter a new market.

While out of the 36 respondents, 19% were swapping suppliers to add a lower priced offer to their kitchen or bathroom showroom.

Commenting on the results, managing director of Euromobil Bodie Kelay said he found retailers were making upmarket moves: “A recent comment from one of our partners; “The clients purchasing premium products from us now, never made themselves known to us when we sold the ‘same as everyone else’ popular German brands. The falsity is these producers brainwash us that low price is needed, when it clearly is not the important factor for Premier clients”

Second trade showroom for appliance brand Caple opens second trade showroom

Kitchen furniture, appliance and sinks and taps brand Caple has opened a showroom in Leeds, West Yorkshire for key accounts.

It follows on from the launch of the company’s flagship Caple Studio at its HQ in Bristol.

Located under a railway arch, near the mainline train station, the showroom measures 2,000sq ft, spans two floors and boasts seven kitchen displays featuring the company’s portfolio of products.

The showroom also includes a cooking demonstration area, which will provide bespoke Caple Experience Days for customers, a feature wall of appliances, tap stands and an island unit of its sink and tap collections,

Managing director of Caple Danny Lay commented on the launch of the studio: “Caple is a fast-growing brand and the more presence we have on the UK high street through displays Caple

Studios and our own showrooms, the more brand awareness we create for the consumer.

“Inside visitors can expect a completely immersive experience where they will discover two floors of highly-functional appliances and stylish sinks and taps within seven striking kitchen displays.”

The Leeds showroom will be headed up by Lauren Wood who has worked in the industry for 10 years and has previously been employed as a kitchen designer, appliance specialist and trainer.

More industry backing for event

KBB Career Day 2023 names sponsors

The 2023 career day hosted by KBB, merchant and construction services provider, Simon Acres Group (SAGL) will be sponsored by Quooker, Der Kreis, MKM and LEAP Apprenticeships.

The 2023 event follows the inaugural event held in October 2022 and will, once again, be supported by specialist industry software provider Cyncly.

It will be held on 22 March 2023, at the Simon Acres Group head office in Wellingborough.

Simon Acres Group sales director Jordan Burns said, “The 2023 event will be bigger than before, with more than 100 confirmed attendees already, as the industry wakes up to the fact that we must take action to bring about positive change.

“We will have a live panel discussion including representatives from across the sector, and a student Q&A.

“Our aim is to share good practice, answer ‘How to Hire’ questions, and demystify procedures; as we know from last year that one of the biggest obstacles to success is communication and knowledge.”

He added: “The event will bring together those in the industry that are passionate about the need to bring young people in and promote the amazing opportunities for apprenticeships.

“There will be another amazing package of support for new apprentices, that will include free on-line training from Simon Acres Group and a free software licence for 12 months from Cyncly.”

www.kandbnews.co.uk @kandbnews

to retailers

Keeping on top of the paperwork

Most KBB retailers opened a showroom so that they could design and sell kitchens but like any small business there is a huge amount of paperwork to be done. With legislation covering employment, property leases, contracts, consumer law, risk assessment, to name a few, that is also changing all the time. It can be daunting to keep up and have all the necessary documentation in place.

Anyone who has experienced that tricky customer, unhappy employee, or has had a tax investigation will know how disruptive to business, and costly these situations can be.

Without in house legal, property

and HR departments to help, how can kitchen and bathroom retailers keep on top and ensure their business runs smoothly?

Members of the Kbsa benefit from an online service from respected law firm Markel, that is free as part of their membership package. Dedicated to helping retailers with all the questions and queries that may arise as part of the running of a business, members have access to more than 470 factsheets, 820 legal documents and templates.

A live chat service provides direct access to a solicitor or barrister, as required. Advice is available on topics such as

employment and HR, covering redundancy, tribunals, contracts and performance management. Health and safety encompasses advice such as the latest laws and practical guidance on issues such as fire safety and risk assessment.

Commercial and day-to-day legal issues can be discussed, including business-to-business and businessto-consumer disputes.

In addition to the help line, there are blogs and videos available, with webinars planned for 2023.

Retailers can download and customise documentation relating to employment, service contracts and health and safety.

There is a wealth of material on

property business regulations, tax and VAT, cyber security and intellectual property.

Many members have found this service extremely helpful. It takes away a lot of stress, when faced with challenging situations, and it has certainly saved them money in legal or other professional fees.

BMBI report Kitchen & Bathroom merchant sales growth in October

The latest Builders Merchant Building Index (BMBI) report, published in December, shows total value sales by Britain’s builders’ merchants in October 2022 were up 7.5% compared to the same month in 2021. Volume sales dropped again by 5.6% while prices climbed 13.9%, so price inflation

was the driving factor of growth.

Year-on-year

Eleven of the twelve categories sold more in October compared to the previous year, with eight performing better than merchants overall. Renewables & Water Saving, up 66.1%, was the standout

category. It was followed by Plumbing, Heating & Electrical and Kitchens & Bathrooms, which showed a growth of 19.5% and 17.5%, respectively. Only Timber & Joinery Products sold less, with a decline of 8.4.

Compared to pre-pandemic October 2019, total merchant value sales were 19.6% higher in 2022. Volume sales fell 8.9% while prices were 31.2% higher. With two less trading days this year, like-for-like sales were up up 31.0%.

Renewables & Water Saving did exceptionally well up 69.5%, while Kitchens & Bathrooms also recorded positive growth of 15%.

Last three months

Total sales in the three months August to October 2022 were 6.9% up on the same period last year, with price inflation of 14.7%, and volumes down 6.8%. Nine of the

twelve categories sold more than Merchants overall including Renewables & Water Saving up 52.1%, Workwear & Safetywear showed an increased of 22.9% and Kitchens & Bathrooms also increased by 18.7%.

Month-on-month

Total merchant value sales dropped slightly in October, by 0.9%, compared to September. Volume sales were also down by 1.8% and prices edged up by 0.9%. Plumbing, Heating & Electrical grew most at 9.3%, while Kitchens & Bathrooms sold a little less, down 0.5%.

The Builders Merchant Building Index (BMBI) is a brand of the BMF. The BMBI report, which is produced and managed by MRA Research, uses GfK’s Builders Merchant Point of Sale Tracking Data.

For the latest reports visit www.bmbi.co.uk.

Chair of ksba Richard Hibbert offers advice

Position filled

Appointments and promotions across the industry

FISHER & PAYKEL

Appliance manufacturer Fisher & Paykel has appointed Natalie Milan as design development manager. She will work with specifiers, designers and architects providing support through the design process, including new products. Milan has qualifications in Interior Design, including a Diploma in Arts, Interior Decoration and Design and over 15 years’ experience in the luxury kitchen and bathroom market.

WILSONART

HPL manufacturer and distributor Wilsonart UK has appointed Gemma Evans as northern account manager for kitchens. She brings six years of kitchen experience to her new role, joining Wilsonart from quartz supplier CRL Stone, where she worked as its northwest sales merchandiser. Evans will be responsible for promoting the Bushboard brand, offering product training for retailers.

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Kitchense & Bathrooms News

We reveal our top 6 most watched videos of 2022 but which made pole position?

Congratulations HIX Event, Merlyn, Samsung Electronics, Nasser Fahad, Häfele UK Ltd and RAK Ceramics.

Hafele

It was so great to be back at KBB last year and we look forward to the next show in

2024. We loved working with Laura Jane Clark on this and focusing on functional spaces and how our customers can make the most out of more compact living spaces.

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

SYCAMORE LIGHTING

Sales director of Sycamore Lighting Gary Wilson has decided to retire, after 22 years working for the business. According to the company, he has been a major driving force in the growth of Sycamore Lighting, guiding it through a recession and a pandemic. Retirement will allow Gary Wilson to spend more time with his family, watch Leeds United and enjoy horse racing, as well as write an autobiography.

LECICO BATHROOMS

Following a year of growth at Lecico Bathrooms, the company has appointed Marc Purcell as head of category management to manage its growing product portfolio. Purcell has spent the last 30 years working for several Masco companies and most recently worked as category manager for Heritage Bathrooms, where he helped develop its supply chain and product portfolio.

Philippa Turrell

The majority of KBB retailers seeking to change suppliers are because they are adding on upmarket offer finds a recent Kitchens & Bathrooms News LinkedIn poll. Do you agree?

Have you added a new, upmarket brand to your showroom and why? Are you a top-end supplier and gaining business from showrooms who are moving upmarket?

R.D. Sigi Herring Yes. Agreed. Just make sure there is clarity with regard to online and distribution. Very high profit is also a risk as it can be discounted in a flash. No point if the product is over distributed all over the web.!

This is a good question! Always look for a brand where you can make money

Charles Ireland

Premium products are the way to go, less competition and gives the client choice, Zip Hydrotaps are not available to all retailers. Also good to be a bit more exclusive and not available on every street corner or the sheds.

Marcel Crezee

Retail predictions for 2023

With the cost-of-living crisis as a backdrop to business, what will be the challenges and opportunities for KBB retailers? We asked the experts

favoured over large-scale, design-led refurbishments.

Leader product management of Lixil EMENA and Grohe Ronke Ukbaja says although there will be a dip in consumer spending, there will still be a market for home improvements

Due to the current cost-of-living crisis, affecting the UK, we naturally foresee a decline in consumer’s disposable income when it comes to investing in KBB projects, renovations and large-scale refurbishments. We expect this decline to be further accelerated by the increasing demand that has in turn led to rising costs across materials and labour. While the desire to update homes will still be there, we expect to see consumers evaluating costs and budget more closely with small scale, functional renovations being

However, as a nation, we are becoming increasingly more aware of the impact that we are having on the planet. In turn, this has had a direct influence on the housebuilder, specification and design industries, as decision makers can be seen to be increasingly incorporating a sustainable ethos into their projects in a combined effort to be more environmentally responsible.

With the rising cost of living being hugely impacted by the cost of energy prices, we expect to see consumers looking to invest in products that can support reducing utility bills in the long-run, with more efficiency when it comes to water and energy usage. Retailers have a great opportunity to upsell kitchen and bathroom fittings that offer sustainable credentials such as resource-saving technology.

“Desire to update homes will still be there”

Hold your nerve

Managing director of buying group KBBG Bill Miller says the cost-of-living crisis may not impact KBB retail as predicted

Many KBB specialists fear a tough year in 2023, with one of the biggest challenges being driven by consumers tightening their purse strings because of the higher cost-ofliving. However, it’s important for retailers to hold their nerve, the drop-off in business due to the COVID-19 pandemic wasn’t as bad as predicted and the same may be said for the cost-of-living crisis.

Any potential downtime or quiet periods present the opportunity for retailers to improve their showrooms and the overall running of their business. The postpandemic boom led to independent KBB specialists being inundated with enquiries, with kitchens and bathrooms almost selling themselves. Now that demand is expecting to slow down, retailers will have the chance to review their sales techniques once again to secure customers and deals. Every opportunity should be used to ensure that their showroom/s are up-to-date with new displays, and that lead generation and social media strategies are strong and performing well.

Members of the Kitchen Bathroom Buying Group (KBBG) are encouraged to take advantage of the group’s additional services to ensure their business is at the top of its game. With many consumers watching their spend more than ever before, one option for retailers is to offer their customers consumer credit. The KBBG’s membership includes a competitive finance package to support retailers make their customers’ dreams come true.

Elevate product offering

to review their business and portfolio

The KBB industry has had its fair share of challenges over the last few years and 2023 will be no exception, with the wider socioeconomic influences across all markets. The new year is the perfect opportunity to reevaluate your business, by taking stock of your showroom, product offering, online presence, and customer service experience.

Staffing pressures will continue to be an issue for some retailers, although it’s not about only going the extra mile with customers but fostering a close knit knowledgeable team. As the cost-of-living crisis bites, it’s a crucial time for some retailers trading at the lower end of the market to be bold and elevate their product offering to reflect changing economic conditions. For those dealers in the mid-to-upper market, there are still valuable opportunities to

Return of showroom visits

Product manager of Showerwall Steph Harris says consumers returning to showrooms will be an opportunity for KBB retail sales in 2023

Our top challenges for KBB retailers would be working to consumer budgets and helping them achieve their dream look for less. There will be continued product supply issues, and managing consumer expectations is where British manufacturers like Showerwall can help.

However, the biggest opportunities will be the return of showroom visits. Retailers can inspire and engage consumers with impactful new bathroom displays, reflecting the latest interior trends.

Retailers can also benefit from online brand building. Instagram is where consumers are seeking ideas, inspiration and helpful retailers and suppliers who can transform their home. Many homeowners use social media to find retailers who can provide good, local service, so it’s a great route to attract new customers. Retailers who invest in their social media

develop new business, as well as engaging with existing clients to encourage investment by showcasing innovative design ideas.

presence can build their brand to raise awareness, showcase their latest installations and generate leads.”

Managing director of Stormer Bodie Kelay advises KBB retailers

Kitchen trends 2023

We take a look at five top trends set to impact kitchen design

With UK consumers spending more time at home, with a hybrid schedule – between office and their house –becoming a natural pattern of work. It’s perhaps no surprise there has been a greater focus on interior design. It has seen the role of the open plan kitchen further evolve, with consumers making conscious decisions about how its interior enhances daily life. Whether the kitchen is to include office space for work or a bar for socialising at home, the traditional project has expanded beyond the boundaries of a cooking, dining and entertaining space. Enter the boot room, utility or cocktail bar, expanding not only the scale of projects, but understanding needed to meet these requirements driving specific product categories such as wine coolers.

This rethink of requirements from the space, and products used within it, are not only based on how a home is used but how it can improve

lifestyles. While COVID naturally focused on health through hygiene, it also encouraged home cooking. This has seen a focus on wellbeing, supported by steam ovens now available at all levels of the market and with the incorporation of air fryers. Healthy eating equals healhy living.

However, with the cost-of-living crisis forming the economic background to all consumer purchasing decisions, it’s not only personal concerns driving purchasing decisions. There has been a growing consideration of reducing resources, saving money in the pocket and the planet. It has seen greater attention paid to environmental considerations from material use through to energy efficient appliances and prolonging the life of groceries.

Here we take a look at the top five kitchen trends impacting the future of projects.

1CONCEALED APPLIANCES

With the kitchen now a seamless part of ground floor living, it’s not unusual for appliances to aesthetically take second stage to the furniture. Think access doors to reveal hidden utility spaces and laundry appliances, built-in ovens concealed behind pocket doors and vented hobs combining induction and extraction. Now the building blocks of kitchen architecture can conceal appliances, with walls and shelves forming an extraction solution. MD of Falmec UK Sean Drumm says: “2023 will see an increased demand for hidden extraction, in which the cooker hood appliance forms part of the overall kitchen design. We have already see the rise of 2-in-1 extraction and induction hobs, but concealed extraction takes this trend to another level with futuristic designs that look like furniture.”

FALMEC Shelf, which boasts Multi-Air technology extraction, measures 10mm thick, with 600mm and 900mm Elements added to the ‘hood’ with additional accessories such as spice holders. Discover more details at www.rdr.link/KAL010

ENVIRONMENTAL CONSIDERATIONS

Sustainability is nothing new, but in light of the cost-of-living-crisis, there has a been a razor-focus on reducing resources and waste – from energy to food. Consumers are seeking product categories which save resources, whether single use plastics or electricity – with filter or instant hot taps –and add on sale opportunities for waste disposers. MD of Quooker Stephen Johnson comments: “Whilst sustainability is not a new trend, it’s certainly one that keeps growing. One of the most energy-guzzling appliances, the kettle uses on average 2,200 watts to boil 1.7 litres of water. Comparatively, a Quooker boiling water tap only uses 10 watts per day to keep water in

HOME BARS/WINE COOLERS

Reflecting the growing trend for the kitchen, as part of ground living, to perform as a entertainment space has been the growth in home bars. Along with it, has been the higher demand for wine storage. Category manager of Gaggenau Simon Plumbridge comments: “The growth in wine storage has been driven by people investing more in their kitchen and living spaces, giving them the option of ‘going out while staying in’. The increased interest in wine storage is similar to the situation with boiling water taps. Just five years ago, only luxury kitchens were specifying a boiling water tap. Now, it’s a standard specification from entry level to top end, and I think this is what we’ll see happening with specification of wine storage into 2023 and beyond.”

HEALTHY EATING

When consumers were locked down during the COVID pandemic, unable to go to restaurants, they turned to home cooking. It has spurred a legacy of creating recipes at home. Rangemaster commissioned a survey to determine how eating habits has changed over the past two years and product manager Robert Stein provides the results. “The reality is that 25% more people are cooking or baking at home compared to before the first lockdown, and 43% are making healthier eating choices.” It has seen a growth in steam and even the introduction of the built-in air fryer. Simon Plumbridge of Gaggenau states: “People are re-engaging with steam because of its health benefits.”

the tank at 110°C.” In fact, design manager at Abode, adds: “I anticipate that 2023 will be the year of cross-functional tap designs, inspired by everything from the very best in contemporary design, high functionality and a fresh take on traditional and contemporary design elements which focus on improving health and hygiene.”

While marketing director at Beko Vijay Bhardwaj says consumers are taking a more indepth look at energy labels and longevity: “With home appliance use accounting for almost a third of energy bills…UK consumers are paying closer attention to the energy rating of these appliances.” And he highlights the brand’s 10-year warranty as a plus point for sustainability.

RANGEMASTER

Appliance manufacturer Rangemaster has introduced the Geo Intense 4-in-1 hot tap in a choice of Brushed Brass, Matt Black, Brushed and Chrome finishes. The Geo Intense 4-in-1 delivers filtered steaming hot 98°C water, cold filtered water and regular hot and cold water. Read more at www.rdr.link/KAL011

RETHINKING GROUND FLOOR

Whatever the choice of kitchen aesthetic, from vintage to contemporary through to eclectic, the overarching story of design is rethinking the ground floor space. Blossom Avenue brand manager at BA Aime McKernan says: “Custom furniture and bespoke design is taking the rather dated idea of four-wall kitchen design to new levels of open-plan living…particularly suited to the individual and to elevate both home and lifestyle.”

GAGGENAU

Boasting three controllable climate zones, the RW466365 Vario wine cooler with glass door boasts humidity control and fully extendable bottle trays in oak wood. Download the data sheet at www.rdr.link/KAL012

Expressing how consumers are reflecting an “easy elegance” to ground floor design for contemporary living, commercial director of Brandt Design Julia Steadman adds: “We are seeing a consistent trend towards having one main kitchen supported by a separate pantry with a utility, boot room or laundry area, so that effectively the entire downstairs space is now designed to cater to kitchen living, and in some cases right up to the front door”

CROWN IMPERIAL

The Romano furniture collection is showcased in a Deep Blue painted storage wall, including a pantry and bespoke larder to host a home bar. Download a catalogue at www.rdr.link/KAL014

KUPPERSBUSCH

Extending its K-Series.3 appliance collection, German appliance brand Küppersbusch has introduced the BD6340.0 steam oven, with 12 functions, to offer retailers a premium oven at a lower price group. Read more on this at www.rdr.link/KAL013

Fresh thinking

1. MIELE

The journey towards living more sustainably, reducing both energy use and food wastage, has been a long and winding road. But with a background of spiralling household fuel bills and inflation driving grocery prices, it is now playing a far greater role in refrigeration choice.

Market product manager at Fisher & Paykel Jo Jackson comments: “Historically, consumers of premium appliances have been looking for a number of elements that will fit around their lifestyle before sustainability enters the hierarchy. At least that was the case until very recently. This time, last year, saving money on energy bills through sustainable practices might not have been the priority that it is today. But it is unquestionably on everyone’s minds.”

Minimising energy

Manufacturers have worked hard to deliver refrigeration which minimises energy use, reducing costs for consumers while delivering appliances with best in class performance. Rangemaster recently upgraded its range of American and French-style door refrigeration

2. LIEBHERR

The Peak series of refrigeration features BioFresh Professional with HydroBreeze, visible mist in the crisper drawer to keep fruit and vegetables fresher for longer. Read more at www.rdr.link/KAL016

models to enhance energy efficiency and reportedly reduce their running costs by 12%.

Top-of-the-range built-in refrigeration KFN 7795 features PerfectFresh Pro with a fine mist to preserve food in the crisper drawer. Read more at www.rdr.link/KAL015

Manufacturers have also used the latest recycled and recyclable materials in refrigeration, to improve energy efficiency in their manufacture and operation. Bosch showcased a fridge freezer at IFA 2022 which features 27% recycled plastic and reduces carbon emissions by 33%. Whereas Liebherr introduced BluRox, which uses a vacuum and ground lava rock insulation, instead of conventional foam, to offer lower thermal conductivity and therefore higher energy efficiency ratings.

National sales manager of Liebherr Matt Jinks explains: “We have recently introduced to the market our largest range of A-rated appliances with freshness components, which is a significant milestone for the company. We’re proud to offer our customers this type of technology because we know it will benefit households in numerous ways, from improved sustainability and reduced waste to better

economic efficiency. The appliances also operate with a low noise level, benefit from a long lifetime and have a larger capacity for produce with optimum power output, which are all great, unique selling points for retailers.”

He continues: “Most recently, we are very proud to announce the launch of BluRoX, the world’s first freezer collection to include models with recyclable vacuum perlite technology, which sets a new standard for energy-efficient insulation. This is a great example of how companies can use product innovations that contribute to improved efficiency, and therefore lower costs and improve sustainability in the long term.”

Optimising storage

However, kitchens manager of Miele GB Tom Hopper adds: “Sustainability isn’t just focused on energy efficiency ratings but also looks at how particular models can help to reduce food waste.” Optimising storage to keep food fresher for longer was a focus of appliance manufacturers pre-COVID, but the cost-of-living crisis means it has become more essential in refrigeration choice. Group marketing manager for Siemens Gaelle Thibaud explains: “Making food last longer isn’t a trend, it’s a necessity.”

Refrigeration manufacturers have worked hard to develop technology which preserves food for longer. Adding to reduced temperature zones to store meat and fish and humidity controlled drawers, has been the introduction of three coloured lighting in Beko HarvestFresh technology which mimics daylight to preserve nutrients. Most recently, adding to the variety of preservation technology has been the introduction of a cold mist to prolong the life of fruit and vegetables in selected Miele and Liebherr refrigeration. Tom Hopper of Miele comments its top-of-the-range KFN 7795 D model features this PerfectFresh Active technology “which spritzes a fine mist waterfall onto the contents of the crisper drawer to keep produce fresh for up to five times’ longer.”

Artificial Intelligence

Of course, at the pinnacle of food preservation and also energy use is the adoption of smart technology, such as Artificial Intelligence. Jo Jackson of Fisher & Paykel continues: “Our newest fridge freezers incorporate Fisher & Paykels’s humidity control system – ActiveSmart food care. ActiveSmart anticipates future use by sensing environmental conditions and understanding how you use your fridge. This means Fisher & Paykel can analyse and adjust the temperature, airflow and humidity accordingly to deliver optimal results.” And at

IFA 2022, Haier introduced its Cube 90 Series 7 Pro and FD 90 Series Pro refrigeration which adjusts the internal refrigeration temperature according to the heat of the room or if expecting a grocery load.

Greater capacity

Optimising food storage has become particularly important given the continuing move towards entertaining and dining at home, perhaps to save money, creating requirements for larger capacity. Unsurprisingly, then, the focus is on American style side-by-side refrigeration, as well as column fridges and freezers. However, this has not been at the expense of dominating the kitchen space, as improved insulation provides greater internal storage in the same footprint and consumers seek concealed refrigeration.

Julia Steadman, commercial director of interior design studio Brandt Design, gives a front-line retail perspective: “Given that we are spending more time at home, food storage and management has become a key part of kitchen planning alongside optimising dining and entertaining areas, so consumers are looking for discreet but generous options for fridge freezers.”

43. FISHER & PAYKEL

3Measuring 600mm wide, the Integrated Dual Zone Refrigerator has two independent food zones, and boasts ActiveCare. Discover all the technical details at www.rdr.link/KAL017

4. RANGEMASTER

All American-style and French-door fridge-freezer collections have been upgraded to improve energy efficiency and reduce running costs. Read more at www.rdr.link/KAL018

Tom Hopper of Miele GB says this is reflected in his company’s sales: “We have seen fantastic growth in built-in – despite some supply challenges.” And market product manager for Fisher & Paykel Jo Jackson is even more emphatic about built-in refrigeration sales, adding: “We have seen huge, triple-digit growth this year for all built-in refrigeration, but particularly for our CoolDrawer and Column models.”

It’s no surprise then, Liebherr recently introduced its fully integrated series of incolumn refrigeration, and Bertazzoni launched a new column cooling collection in 2021. Most recently Asko has introduced a trio of cooling appliances to its existing built-in cooking, laundry and wine cooling.

The overall kitchen design and specification market may be challenging, making it more important for retailers to focus on sustainable refrigeration, offering savings to consumers.

Gaelle Thibaud of Siemens concludes: “Nothing is more prominent right now than the need to be more energy efficient in the face of both the fuel crisis and rising living costs. These aren’t likely to change any time soon and are coupled with the fact that we must all live more eco-friendly lives, not just for now but always.”

2. PRONORM

German kitchen

just out

1. OPTIDEK

Premium wall coverings specialist Optidek has launched the Artisan Collection of luxury glass panels. It is a range of wallpaper and fabricbacked 6mm toughened glass panels. They are available in 10 colours and textures. Read all the technical details at www.rdr.link/KAL020

3. QUOOKER

Boiling water tap manufacturer Quooker has unveiled the Front tap with a lever control on the top of the spout. It features a contemporary look, however it has been inspired by an original design, from 1976, conceived by Quooker’s founder Henri Peteri. The Front tap features a lever control for hot and cold water flow but Quooker’s double push and twist mechanism for boiling water remains at its base. Read more at www.rdr.link/KAL021

manufacturer Pronorm has unveiled the Ceramic Zaha door, to offer high-end, architectural appeal. The doors are surfaced in 3mm of ceramic, supplied by Neolith, which Pronorm reports are lightweight to open, offer durability and are heat, scratch and stain resistance. Available in Price Group 8, Ceramic Zaha is available on its handleless X-Line range and Proline 128 furniture range. Read more at www.rdr.link/KAL019

4. CAPLE

Caple has introduced an A-rated C2600BS smart pyrolytic oven in Black Steel, as part of its Sense Premium collection. Boasting 23 functions, including Pizza, Dehydrate and Steam+ functions, the oven has a pyro setting providing a choice of 1.25, 1.5 or 2-hour cleaning programmes. The 67-litre capacity C2600BS oven works with Caple’s dedicated app, CapleHome, which can save family recipes and set multistage cooking times. View the entire specification at www.rdr.link/KAL023.

5. ABODE

Bathroom and kitchen brassware and sink supplier Abode has launched the Naturalé 3 IN 1 water filter tap. It provides cold filtered water alongside standard hot and cold supplies, features a cold start value with 5 l/min flow limiter, and a teardrop handle made from FSCcertified Beechwood timber. Designers can choose the tap, which is covered by a five-year warranty, from three finishes of Matt Black, Chrome and Brushed Nickel. Download a brochure at www.rdr.link/KAL024

6. WESTIN

Cooker hood specialist Westin has introduced the Masterchef and Traditional universal  hoods, which are designed to be paired with range cookers. Both are available in stainless steel or any paint shade or colour match, as standard, to suit the range and come in three widths. Their features include temperature controlled and dimmable LED lighting to match the kitchens lighting scheme, and a large, vaulted fume catchment area. Read more at www.rdr.link/KAL025

Bathroom trends 2023

We identify five trends to watch in bathroom interior design

With the economy providing a challenging background for bathroom retail, it’s more important than ever to consider the influences that will encourage consumers to part with their cash. Overarching global mega trends including urbanisation, the demographic shift towards an ageing population and climate change will continue to shape home interiors. And it will see water efficiency, accessibility and the increased use of technology, playing an ever-greater role in bathroom design.

With expectation for the bathroom to remain as a cocoon from the outside world and other rooms in the house, with more people working from home, it continues to drive interest in spatial design. Lockdown propelled the interest for styleled homes with social media providing inspiration, showcasing high-end residential and boutique hotel bathrooms as go-to looks.

However, with the cost-of-living crisis, there has been a shift in consumer desire towards substance as well as style. So we highlight five key trends which will bring aesthetics and value to consumers in 2023.

1SOFT CURVES

Linear shapes have long been the go-to look for contemporary bathrooms. However, there is set to be a swing towards styling with soft curves. Rounded shapes will be reflected in sanitaryware, baths and brassware. Sales and marketing director at RAK Ceramics Ben Bryden says: “Look out for a resurgence in curves – we’re moving away from the strong, geometrical lines that have been such a big part of the minimal bathroom, towards something a little softer.” And brand manager of House of Rohl, which includes Victoria+Albert, Emma Joyce says curves can benefit the user experience, adding: “Curves are perfect for creating a soothing atmosphere where we can take care of ourselves, mentally and physically. Adding curves to the bathroom elevates it from a cold, clinical feeling space to a comfortable, living area.”

RAK CERAMICS

Extending the RAK-Cloud collection of sanitaryware and brassware is a matt black finish. The range echoes the trend for soft curves. Download the catalogue at www.rdr.link/KAL026

COLOUR

Forget soft, neutral tones of nature –bold drenches of colour and pattern splashes will be making news in 2023. Furniture product manager of Bathrooms to Love by PJH, Julie Lockwood points out: “Colour will continue to be a big trend in bathroom design during 2023, particularly within the bathroom furniture category. Shades of blues and greens are likely to dominate in the furniture sector, for example Indigo Blues and Greys, Sea Greens and Sage Greens. Colour co-ordination with other product categories will also be popular, for example linking the same shade with wash basin and freestanding baths.” And Ben Bryden of RAK Ceramics agrees colour will grow in

TECHNOLOGY

The increased use of technology to create inclusive bathrooms, meeting a broad church of users and abilities, will continue to be a focus with a growing elderly population. Together with more luxurious bathroom design, it will see a growth in interest of the shower toilet. Leader of product management UK for Lixil EMENA and Grohe Ronke Ugbaja states: “We predict consumer focus to be multi-functional products. High convenience and multi-use items such as luxurious shower toilets will be highly sought after, being used for both functionality and aesthetic design.”

GROHE

The Sensia Arena shower toilet has two showering jets at the front and rear of the bowl, nightlight and can absorb odours. Watch the video at www.rdr.link/KAL028

significance for the bathroom space: “I think we can see a shift towards more bold choices, certainly in terms of materials and colouring.” However, he believes soft, pastels, matt black and grey will be go-to shades and adds: “From a design perspective, this trend is ideal for creativity with colourful accents scaled up or down for a tailored approach depending on the setting and the style tastes of the consumer.”

PJH

The premium-priced Statement furniture range, by PJH, now comes in a Matt Deep Blue finish and a choice of handles in Brushed Brass, Matt Black or Polished Chrome. View the online brochure at www.rdr.link/KAL027

PERSONALISATION

A trend that has been steadily developing has been a demand for personalisation in the home. It has seen a greater choice of metal finishes for brassware, wide variety of decorative wall

panels and The Radiator Centre even offers the Frame radiator with the choice of art or customisable with own photography.

Product manager of Showerwall Steph Harris says: “With cost-of-living pressures impacting many homeowners, 2023 could be a big year for wall panelling. The Showerwall collection includes marble, tile and wallpaperinspired designs. Some of the top trends we’re forecasting include 1920s designs, destination and animal prints for a global feel, golden tones that evoke comfort and warmth, and vintage prints for a dash of period nostalgia.”

SHOWERWALL

As part of its waterproof wall panel offer, Vintage China reflects the trend for nostalgia in bathroom design. View all the technical data at www.rdr.link/KAL029

SUSTAINABILITY

From efficient use of energy through to water, sustainability will play an ever greater role in bathroom design and specification. Managing director of The Radiator Centre Nick Duggan explains his company has seen a “big” increase in customer interest in energy efficient radiators. While operations manager at MHS Radiators Alex Bradley points out how the Government’s Green Industrial Revolution, with the end of fossil fuel heating in houses by 2025, will impact choice. “It is set to change the way heating systems are approached for new builds and a greater understanding is needed of how to choose appropriate heat emitters that will work with low temperature heating systems associated with heat pumps Underfloor heating is often through of as the only option when selecting heat emitters for this type of system. However, the use of aluminium radiators alongside heat pumps, is proven to be a beneficial and flexible option.”

THE RADIATOR CENTRE

New to the UK market, the IChing radiator can be hung individually or in groups, vertically or horizontally. Read more at www.rdr.link/KAL030

just out

1. BAGNODESIGN

Luxury bathroom brand Bagnodesign, from the Sanipex Group, has introduced the Orology collection of bathroom mixers. The taps feature controls which draw inspiration from watch bezels and come in five finishes. These include PVC Gold, Anthracite, Chrome, Brushed Nickel and Soft Bronze and complement Bagnodesign basins in Terrazzo, Matt Black, Alpine and Marble. Read more at www.rdr.link/KAL031

2. CRL

CRL has introduced Bespoke Shower Screens, which combine shower hardware with stone surfaces for a made-to-measure, high-end look at a competitive price point. By partnering with glass suppliers and fabricators, CRL offers hotelinspired and tailored-made showering spaces. Designers can opt for Ceralsio ceramic or Inalco MDi for surfaces and hardware is offered in a choice of finishes including Chrome, Antique Brass, Brushed Nickel, Matte Black and Polished Copper. Download the brochure at www.rdr.link/KAL032

3. HIB

Brushed Brass and Black trims are now available as part of an expansion of the Vanquish bathroom cabinet range from HiB. The recessed cabinet is now available with standard Brushed Aluminium finish trims or Brushed Brass and Black options. Available in four sizes, Vanquish comes with integrated two-pin charging points, colour changing LED illumination and heated pads to reduce condensation. Download technical information at www.rdr.link/KAL033

4. HANSGROHE

5. CA’ PIETRA

Tile and stone manufacturer Ca’ Pietra has introduced Reform tiles made from 60% recycled material in a carbon neutral factory. Reform tiles are available in a choice of three formats and 12 tones in a tumbled finish, and can be used both indoors and outside. Square styles come in Bianco, Cotto, Mint, Nero and Salmon Pink, while the rectangular tiles also come in Aqua, Sapphire Blue and Rosso. Download a brochure at www.rdr.link/KAL035

6. CUBICO

Extending its textured brassware range Molet, Cubico has introduced exposed and concealed thermostatic showers with knurled effect on handles and switches. The smaller shower head in each option has three functions with a button to change the modes. The showers add to the Molet collection, which includes basin mono and wall-mounted mixers, through to wall-mounted bath mixers and floor standing shower mixers, and are complemented by accessories. Read more at www.rdr.link/KAL036

Brassware manufacturer Hansgrohe has introduced the Rebris collection of bathroom mixers in a choice of two variants, and which boast water-saving technology. Rebris S features soft curves and Rebri E has precise lines, with both styles available in Matt Black or Chrome. With a flow rate of 4 litres/minute, Rebris mixers come with Ecosmart+ technology which, according to Hansgrohe, provides 20% saving on its standard Ecosmart products. Read more at www.rdr.link/KAL034

“We aim to be the company by which others set standards”

Having worked in the industry for the past 30 years, for the likes of West One Bathrooms and Just Add Water, Max Finaldi launched The Shower Lab in 2021. The business was initially created to offer high quality made-to-measure shower spaces. However, it has also added standard size enclosures to allow the company to offer quicker delivery and more costeffective solutions. Alongside this, it is now focusing on finishes and glazing.

customer base?

A: Our View Refined collection and the newly introduced Portrait collection are designed from the ground up by our own inhouse designers. Every detail is studied and perfected to create a product that will look good and last many years. Customer service is also our top priority to give our partner showrooms a great experience as well as their own customers.

1. MANAGING DIRECTOR

Founder and managing director of The Shower Lab Max Finaldi has 30 years’ experience in the bathroom industry

2. FLUTED GLASS

Portrait Fluted Glass is available in a width from 1192 mm, with a height of 2000 mm, and a choice of eight component and 10 glass finishes.

A: We aim to serve independent bathroom retailers that want to offer a quality product that can be customised to suit different designs and situations. Now offering 10 metal finishes and nine types of glass and profiles, it is possible to make every product unique.

We’re moving in two directions, one where the product becomes bolder to show the finishes at their best, but we also have a nearly invisible style within the View Refined for clients that love the minimalistic look. Finishes are becoming a big part of our sales. We have already started offering Matt Bronze on all our View fixed panels and Portrait fully framed panels and sliders. We will be introducing Polished and Brushed Gunmetal during 2023 and launching additional glazing in 2023 to complement all 10 finishes.

Q How important is sustainability in the development of your business and products. Can you give an example of how this is reflected in your NPD or company?

A: Sustainability is one of four pillars and we have recently achieved IS04001 for environment management. We are eliminating plastic from our own packaging and the Portrait panels will be our first products entirely packaged without the use of any plastic. We have worked with a European company that produces patented cardboard corners and edge protectors. In addition, we have installed light sensors all around our premises and recycle as much as possible and reuse all we can to eliminate excess waste.

A: We stock all 10 metal finishes and 100s of standard sizes of enclosure for immediate despatch; we also guarantee five weeks delivery for bespoke shower spaces. At the moment, at great sacrifice to the business, we

Q What level of the market are you looking to serve and who is your

Q How do you differentiate your offering in a highly competitive market such as showering spaces?

Q How are you managing supply and price inflation, while maintaining profit margins for your retail customers?

Managing director of The Shower Lab Max Finaldi talks about its latest product launch and how it will help fulfil its vision to be one of the most desirable shower screen manufacturers in the country

3. WALK-THROUGH ENCLOSURE

The View 20 is a freestanding fixed panel which measures 1200 x 2000 mm and is made from 10 mm glass.

are able to maintain our current prices. It’s difficult to say what the next three to six months will bring, so we maintain a close eye on the exchange rates and to the general public sentiment.

A: We currently supply around 200 showrooms. We are always looking for high quality, well run independent retailers that understand our products and the company ethos, in exchange we will provide them with great marketing support, great products and outstanding customer service. Our marketing department and PR partners always acknowledge and promote our showroom partners in all our social media Linkedin, Instagram and Facebook. We offer full training to all our showroom partners.

A: Supply issues will continue to be a challenge in the years to come. Fluctuations in the exchange rates and lack of fitters will all play a role. Opportunities will come as we continue to invest heavily in R&D, marketing, and by maintaining a professional attitude in the market.

A: Our vision is to be one of the most desirable shower screen manufacturers in the country. We will deal with any new challenges with care and passion, to deliver the best buying experience for our customers. We will aim to be the company by which others set their standards.

For more information on its products visit www.rdr.link/KAL037

4. PORTRAIT RANGE

QWhat is the size of your current showroom network and are you looking to increase this number?

Q

What are the greatest challenges and opportunities for the business?

Q

What are your ambitions for the brand over the next couple of months/years?

“Our vision is to be one of the most desirable shower screen manufacturers in the country. We will aim to be the company by which others set their standards.”

The Shower Lab’s newly-launched Portrait is a range of fully-framed panels and sliders and is shown here in Matt Black

Bathroom retailers “stop giving so much away”

At

SHOWROOM

Established in the UK for 22 years, Danish bathroom brand Dansani has called Brighton home for the past decade. Having recently resigned the lease and refitted its 2,200sq ft trade showroom, managing director of Dansani UK Christian Asmussen says business has been good. He comments: “There are some good enquiries coming in and there are some good orders coming in. There are fewer orders than last year, but they are much higher value.”

Colour driving sales

Driving its £4million turnover in UK & Ireland has been a demand for colour. It is reflected in the refit of the company’s showroom at Brighton Marina, which boasts 46 displays. In fact, the UK is the largest market in the Dansani group for coloured furniture, which offers a choice of 2,500 standard, NCS and RAL hues to order.

Causing a stir in sales has been mid and high-end furniture, with the majority of its showroom displays reflecting bathrooms with a retail value of £20,000-£25,000. Most recently the company has added Silestone by Cosentino basins and shower trays to its top-end Calidris

range. Asmussen explains it has provided a look which wasn’t included in the Dansani programme, stating “it’s just a perfect fit”.

In fact, Dansani has recently fulfilled an order for 140 Silestone by Cosentino basins for a central London development and Asmussen hopes contract will be 20% of the company’s turnover by the end of 2023.

Room for growth

However, the UK retail market has proved to be solid business for Dansani and is responsible for its top 4 position in the Dansani group. Boasting a network of 250 retailers, Asmussen is keen to expand the number of showrooms but not at the expense of them making good profit. “A good number for me, over the next couple of years, would be between 275 and 300 retailers in total. We don’t need anymore than that. That will be a national spread across both markets and

1. MANAGING DIRECTOR MD of Dansani UK Christian Asmussen

3. COLOURED BATHROOM FURNITURE

The UK is the biggest market of the group for coloured bathroom furniture, which offers a choice of 2,500 standard, NCS and RAL hues to order

they can make good money.”

So what would Asmussen expect from an independent bathroom showroom? “If a retailer wants to do business with Dansani, then after 21 years, I can categorically state 99% of showrooms that start with one display in the corner is never going to go anywhere. There is not enough focus”, he says. Asmussen continues: “A good customer, with support both ways, will sell £25,000-£30,000 of furniture a year. It’s one or two sets of furniture a month. If you’re not doing that, then I would  question is it worth having it on the wall? Our philosophy is we want to help our customers be successful and make more money.”

Retail sales support

Dansani UK doesn’t extend this help to free displays, as Asmussen says “there is no free ride.” He continues: “I want my team to be out on the road, visiting customers, giving them the support and that costs money and that has to be appreciated.” However, the company does provide training on its products and upselling techniques at its showroom. “We say getting the product on the wall is just the first step. We need to make sure your team are comfortable working with our products, as well as sales tools. and know how to upsell, such as adding lighting underneath and inside the cupboards.”

And he points to the importance of upselling as a way for bathroom retailers to negate consumer demand for discount. “If they want to reduce the value, you can take off the lighting. But if you can add another £500 or £800 to an order, just think about how much money you could make that year?” He continues: “Maybe this is also the time to say to our customers stop giving so much away. If you can only sell by giving 30% off, maybe you shouldn’t be selling bathrooms. We don’t believe that’s the future – at all.”

Asmussen encourages bathroom retailers to add as many extras to showroom displays as possible and dress them to make them look aspirational to encourage trade up. “We have styled a couple of shop-in-shops recently, where we have sold dressing the furniture display as an option.”

Countering supply challenges

Like all manufacturers, Dansani has had to counter the issues of Brexit, supply chain challenges and price inflation. First, the bathroom manufacturer changed the way it invoiced retailers. Asmussen elucidates: “We set up an intercompany strategy, so Dansani Ltd in Brighton buys product from Dansani A/S in Denmark and then we invoice our customers here. That means our customers don’t have to worry about the fluctuation of exchange rates,

4. PROPPING DISPLAYS

Danish VAT or import papers. We take care of all that. We wanted to do that because we could gain some goodwill and market share.”

And during COVID, Dansani used its buying power to increase stock with an additional spend of £600,000 in the first six months.

“Although we have had issues, like everybody has, they have not been on the scale of others and we have been able to gain more sales because we could supply when others couldn’t. But we said from day one if somebody who doesn’t buy from us regularly wants help, we will help them if we can but not to the detriment of our existing good customers. Loyalty is very important to us”, says Asmussen

As part of this, he highlights the importance of retailers to pay suppliers on time, adding “The UK is the most challenging of all of our markets. We have had that record for years. I think we are probably one of the only suppliers who do start charging interest after 30 days late settlement date. We give you good service, we supply you good product and we expect to get paid more or less on time.”

While logistics is still proving a little problematic globally, Dansani has extended its lead time. “We used to be able to get the order out in two weeks but one week was transport. Now transport can be five days or can be eight or nine. So, it is always better to say to your customer two to three weeks”, explains Asmussen.

So what’s next for Dansani? Following its appearance at Kbb Birmingham, can we expect the brand to exhibit at ISH 2023? “We have been a faithful attendant of ISH for many years, but we have decided as a group we’re not going in 2023.” He adds: “It’s not because we don’t want to spend the money but maybe we can spend the money better, elsewhere?” Christian Asmussen concludes: “We came out of 2021 with a good year and we are in a very healthy position. We are here today and we are also going to be here tomorrow, there’s absolutely no doubt about that.”

5. VIDEO TOUR

Take a two-minute, video tour of the Dansani UK showroom space at www.rdr.link/KAL038

Sola power

When former city lawyer and Swedish national Sofia Bune Strandh decided to launch her own kitchen retail business, she always had an ambition of owning three London showrooms. With a vision of bringing premium Scandinavian kitchen design to the UK, she wanted premises on Wigmore Street. Having already established showrooms in Fulham and Hampstead, and after an eight-year search to secure a lease, Sola Kitchens has now opened a flagship store on the road renowned for kitchen design in

London. She explains: “Over the years, I’ve offered on three different showrooms in Wigmore Street”, adding: “We had an offer accepted before I opened Hampstead in 2016, but then the landlord decided to rent it to a business who also wanted the office space above. Finally, this one came up.”

Flagship luxury store

1. STAND-OUT DISPLAY

The window display features an olive tree and swings, which were also included in its SBID Award-winning KBB project.

2. CEO SOLA KITCHENS

Sofia Bune Strandh established Sola Kitchens in 2008 and opened her first showroom in 2010.

Having taken 12 months to gain possession of the Wigmore Street premises, an investment of “well over £1million” and 10 months to renovate the space, which was formerly a restaurant, Sofa explains it has a different feel to the other showrooms. Measuring 1,500sqft, she says the space is “considerably” larger than its studios in Fulham and Hampstead, adding: “We wanted to show as much as possible because we are bespoke and have so many different ranges. Trying to incorporate that into one space is difficult, so the whole design process took quite a long time before we landed on something where we felt everything works together.”

Boasting Scandinavian influences, mixing natural materials and textures, the showroom features captivating details such as plinth ladders and cupboard doors cut around

CEO of Sola Kitchens Sofia Bune Strandh has opened a showroom on Wigmore Street, after an eight year search, and the company’s third studio is its biggest and best yet

appliances. Its kerbside appeal is heightened by an olive tree and swings in the front window kitchen display, which draws the attention and often photographic interest of passers-by.

Sofia says the company’s design director and a designer were dedicated almost full-time for six months, transforming the shell. Such has been their strive for perfection, the door colour of one display door was changed 10 times! “But when it was revealed we all thought ‘this has worked out very well’”, says Sofia, and stated the Wigmore Street location has helped put the company on the luxury kitchen map. She exclaims it also offers a point of difference to the German, Italian and English kitchen brands on Wigmore Street: “Everyone that walks through these doors says ‘oh this is different’, which is exactly what we wanted to achieve.”

Natural starting point

This point of difference circles back to why the kitchen company was established in the first place. When Sofia couldn’t find a kitchen she liked for her Marylebone apartment, she opted to import cabinetry from her native Sweden. Then, when her friends asked if she could help them import a kitchen too, she hit upon the idea of starting a premium Scandinavian kitchen retail business. Despite no experience, Sofia spent a year sourcing suppliers, learning how to use CAD and designing kitchens. “I thought what’s the worst that could happen? If it doesn’t work, I can always fall back on my legal career again”, says Sofia pragmatically. Her first client was a friend who still has the kitchen.

Sofia opened her first showroom in Fulham in 2010 and employed her first designer a year later. In 2016, Sola Kitchens then expanded with its Hampstead studio. Despite admitting setting up a kitchen retail business had been more difficult than expected, Sofia hasn’t looked back. “It probably took me longer to start it up because I didn’t have any experience or knowledge. On the other hand, I didn’t have any preconceived ideas. So I’ve done everything in the way I wanted to do it. Would I have done it again, if I knew what it was going to entail? Probably.” Now the company has three showrooms, employs 24 full-time staff and sells kitchens with an average price tag of £60,000-£65,000. Sofia exclaims: “We are definitely top-end but it’s value for money because of the design and materials.”

Scandi love affair

The UK has an obsession with all things Scandi from TV dramas to Hygge-inspired interiors, but isn’t Sofia concerned what will happen when fashion changes? She points out Scandinavian design isn’t a one trick pony: “People talk about Scandinavian design but Danish design is hugely

3. WIGMORE STREET SHOWROOM

After an eight year search for a premises on Wigmore Street, Sola Kitchens has now opened its third London showroom which is its biggest to date

different from Swedish design. So, in Scandinavian design we can move between more modern or more classic. Scandinavian design is also very much rooted in practicality and functionality will never go out of fashion. We also develop our own ranges. Therefore, I think we are pretty much leading developments in terms of kitchen design. We will always be rooted in Scandinavian design, but I think we will be able to adapt, if the styles people want change.”

International sales growth

Certainly, agility has been key to business over the past few years, with COVID enforcing

changes to kitchen retail. Like all showrooms, Sola Kitchens worked remotely during lockdowns and its designers now work a hybrid pattern “I think we all learned that we don’t have to be in the office all the time, but I think what we all really missed was the creative atmosphere in the showroom. So I think it’s really important to have designers in the showrooms but you don’t need to be there all the time”, said Sofia.

Interestingly, COVID and perhaps the weak Sterling, also brought a new customer base. “We got a lot more enquires and a lot more international sales during COVID. International interest has further increased after opening Wigmore Street, particularly from New York.”

And having recently scooped the SBID International Design Award KBB category, overseas sales are only likely to blossom for the business. Could this see the business branching out into the States? “Who knows?” replies Sofia, quickly confirming “…not this year!”

Showroom standards

But with the UK having just entered a recession, does that cause Sofia any concern? “I started in a recession and there’s been a second recession while Sola Kitchens has been trading. It’s part of life”, she shrugs. In fact, the company already has 75 kitchens booked for 2023. With turnover and staff numbers doubling in the last 12-14 months, now the business is implementing an online client management system to ensure all three showrooms follow the same procedures. And then? “I don’t know. But we are not going to do another showroom for at least a year” Sofia laughs, “I’ve promised everyone in the company that.”

4.

VIDEO TOUR

A two-minute tour of Sola Kitchens new showroom on Wigmore Street, London, which measures 1.500sqft.

Company matters

Offering support for independent kitchen and bathroom firms because your business is our business

MANAGEMENT

As we prepare for even more uncertainty at home and work, I wanted to share the virtues of having a ‘Positive Mental Attitude’ and why it helps to keep me and my team happy, healthy, and focussed.

Leaders within a company are hugely important in setting the vibe for everyone else. With power comes responsibility and so inspiring your people needs to be the bedrock of your business in 2023.

Find your focus

A great tip for me, is keeping plugged into lifestyle trends and popular culture so that I can better relate to the markets we serve and encourage positive change. I constantly find inspiration in other sectors, with my favourites being sport, fashion and the luxury car market for building my brand. I’ve learnt when it comes to marketing, then less is more. Forget the waffle and go for compelling images and branding to reach your customers and, ultimately, tell your

RECRUITMENT

How to hire the right candidate first time

Taking on new staff requires a significant investment in terms of time and money, making it important to get it right first time. Mistakes can be costly, as having to find a replacement can disrupt the flow of a business and lead to a reduction in customer service or loss of revenue generation.

The Selection Process

There is a lot that can be done prior to the interview, in order to ensure that only the most suitable candidates are selected. Consider working with an industry specific agency that will have access to multiple candidates to provide a greater number of matched options, to ensure you are getting the very best talent. Take a look at your offer and how it compares with market trends. For example, at the moment, job seekers are responding much more to flexible working arrangements. Incorporating this in your offer will help you attract more candidates.

Consider strong candidates who could be

story.  I’m fascinated by the power of global brands and how they speak to their customers. Think about which adverts move you and how they move you. Then apply this to your business.

Steve Jobs was a college drop-out until he developed Apple. His focus on fonts was a gamechanger. Equally, one small change in your business can lead to epic results. Invest in professional help to elevate your current recruitment process, for example, or find out how you can lead with apprenticeships and start to impact the future of your industry.

Don’t let anyone tell you that the market dictates your future. You do. Be transparent about your vision and bring it to life for your team. Make sure you recruit people who are better than you in key areas. Be real about the skills you have, and those you need to get to the next level.

Create community

I am really proud the pandemic inspired a culture of greater openness about taking care of our mental health and we must keep doing this.

We are a people industry, and we need to look out for each other, especially in uncertain times. This is why I advise any reskilling or restructuring needs to be done with care and specialist support, especially if you are also looking at a new recruitment strategy as part of your brand evolution.

Think about what you are delivering for ‘internal customers’ – your team. Building a reputation for having a caring culture will increase staff retention, inspire trust, build resilience, reduce sickness and elevate your reputation as an employer of choice. Many businesses have already set up wellness and financial advice hubs

skills such as sales ability, administration, IT knowledge and written English. Prior to attending an interview, ask your candidate to complete a self-evaluation assessment. There are plenty of free ones to choose from online which will reveal personality and strengths, supporting a job description match.

The interview

‘self-funding’. That is to say, their experience and contacts will ensure they ‘hit the ground running’ and your return on investment should be quicker.

Before the interview

Making use of technology to offer first interviews via a digital platform can save time. In most cases you’ll be able to quickly identify strengths and weaknesses, making the right selection for second interviews. It’s great practice to ask your candidate to prepare a short presentation that will demonstrate their research ability and cover

Two heads are better than one – it’s smart to confer as this helps to eliminate a one-sided personal viewpoint with a more objective overall review. To eliminate any possible doubt, proposing a half day trial is really smart practice for both parties, allowing a two-way review. Ask the candidate to bring references and a project portfolio in advance. Strong candidates will be able to do this with no problem.

Ensure some questions are emotive to uncover the real person, such as ‘what makes you angry at work’ or ‘tell me about a time when someone criticised your work?’ –some salespeople for example, can sell themselves very well in an interview but is this really the real person? To understand how they would operate,

as part of their employee benefits packages, anticipating their future needs for wraparound services.

Employees at all levels want to feel valued and respected as individuals. It is no longer all about the pay packet but finding the right fit mentally and emotionally. Investing in people needs to be woven into the fabric of your business to create a strong and supportive community. Formal and informal mentoring programmes will assist with learning, development and wellbeing. Boosting employee wellbeing, which increases motivation, leads to stronger performance and a better bottom line.

Creating profit

Is fair to say that I believe attitude is everything. Given the trend for flexibility in the workplace and in the design world, I invite you to shift your thinking too. Why? The more confident you are, the more people and projects you will attract, the more money you will earn.

For me, a positive mental attitude is all about showing up and changing up, for yourself, for your team and for your business community.

EXPERT: Peter Jones

COMPANY: Foyne Jones

BACKGROUND: Peter Jones is founder and managing director at Foyne Jones, specialist recruitment agency for KBB retail, independent and national merchant and construction sales. He is also the host of The Peter Jones Show podcast, which covers recruitment and industry news and features guests who are leaders in the industry

CONTACT: www.rdr.link/KAL040

ask practical questions such as if a customer complained about price, how would you handle it?

Securing your candidate

Remember an interview should be a two-way exchange. At the end of an interview you should feel that both you and the candidate have a better understanding of each other. Once you’ve found a strong candidate, speed is necessary in this candidate driven market. If possible, agree on the next stage as quickly as you possibly can, the following day is ideal, if time will allow.

EXPERT: Simon Acres

COMPANY:

Simon Acres Group

BACKGROUND: KBB recruitment, training and digital agency Simon Acres Group has supported over 1,000 businesses and trained 200 clients. It was founded by Simon Acres who has 30 years of knowledge in the KBB, merchant, and construction industries after working through management tiers from B2C at John Lewis PLC and then B2B sales with The PJH Group. He was former sales director of Omega PLC and chair of the Kbsa.

CONTACT: www.rdr.link/KAL041

SOCIAL MEDIA

Why you need to review your social media now

The old saying “New Year, new me” usually conjures up images of lurid exercise wear and strict diets. But when it comes to your social media it isn’t so much a cliché as a mandatory instruction. The start of a new year, and indeed a new quarter, is always the best time to review your social media. Is it actually achieving the goals you laid out for it when you first started?

Why is a social media review mportant?

Every business changes, it will never be exactly the same at five years as it was at one. As it grows and evolves it’s imperative that your social media strategy changes too. Every platform rolls out updates and new features on a regular basis and you simply have to know how these will affect you. What worked once may no longer be doing so, and without a regular and stringent review, you will soon find yourself without a following.

How frequently should you conduct a review?

Every month you should be looking back at the results of your social media activity. Has the account grown? Has it been responsible for any sales or leads? Every quarter, I would recommend a full strategy review. Your strategy is a living document and will need to reflect changes in platforms, audience and the business.

What should you consider as measurements of success?

Regardless of which platform or platforms you use for the business, the Key Performance Indicators (KPIs) are going to be very similar.

• Followers and connections –the

larger your audience the better

• Comments and reactions –what people say and feel about your business.

• Shares – is your content making people want to post it on their own accounts?

• DMs – enquiries, leads and sales.

What are valuable engagements for business?

The most valuable engagements for a business are the visible ones; the comments left by your audience on your posts. You should always aim to reply to these. Nothing builds a following faster than people feeling appreciated. If you find hundreds of comments then try and reply to at least 50%. Pay attention to your brand hashtag and name. If you’re tagged or your # is used, you must acknowledge it!

What quick, easy wins can be implemented?

Quick and easy are not usually words associated with successful social media marketing but there are a few things you can do:

• Make sure all links work

• Check contact information is correct

• Gather reviews from recent clients

• Use testimonials

• Check who has access to your social media accounts. Do they still work for you?

• Turn on two-factor authentication

• Download your social media data EVERY MONTH.

• Make sure your team is properly trained. Social media is NOT an admin job!