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KI TCHENS &

BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

JULY/AUGUST 2021

MEREWAY MD INTERVIEW Mark Mills talks about taking the reins and its recent collaboration with Uform

HOUSE OF ROHL PROFILE Marketing director EMEAA James Smith on introducing Riobel and House of Rohl

VILLEROY & BOCH KÜCHEN CHESHIRE Why Andrew Dillon chose to open UK’s first Villeroy & Boch kitchen showroom news ■ expert views ■ company profiles ■ products ■ SME support www.kandbnews.co.uk

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NO 161 VOL 15 JULY/AUGUST 2021

contents

BATHROOMS 29 Mixers and accessories From touch-free and added texture through to their significance in the totality of bathroom design, we check out the impact of mixers and accessories

5 First word Editor’s opinion

28 Just out

News

Latest bathroom products

Round-up of industry headlines

13 People Promotions and appointments

15 Inbox Reader feedback

16 Design trends Head of design at Utopia Bathrooms Richard Shore identifies six trends to influence home interiors

41 Last word MD of AO Business Anthony Sant talks about upcoming changes to appliance recycling

NECESSITIES 31 Heating Vertical models and greater energy efficiency will enable designers to reach new heights in radiator specification

BUSINESS 32 Reader focus Andrew Dillon is the director of Valchero, the company behind Villeroy & Boch Küchen Cheshire. He explains why it was important for him to have a branded showroom

34 Company profile Marketing director EMEAA of Victoria+Albert, Perrin & Rowe and Shaws of Darwen James Smith talks about introducing the Riobel brand and House of Rohl to the UK and across Europe

KITCHENS 19 Filter water taps Is it health, hygiene or a ‘green’ consumer conscience which is driving the sales of filtered water taps?

22 Just out Latest kitchen products

36 Interview We talk to managing director of Mereway Mark Mills about his first year in charge of the business and collaboration with kitchen manufacturer Uform on a joint collection

38 Company matters SME advice covering marketing, financial and management issues, as well as personal development www.kandbnews.co.uk K&BNEWS JULY/AUGUST

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FIRST WORD

Positive problems The past 12 months have undoubtedly been the toughest time in business for the kbb sector and while it has only been three months since showrooms re-opened, reports from the frontline are business is brisk. London-based retailer ec1 Bathrooms reported on Twitter it has achieved a “normal” month’s turnover in just two days and MD of buying group KBBG Bill Miller said one of its retailers reported it had more enquiries within two weeks than the whole of last year. And it seems these are not isolated cases. Avoiding the post-war Macmillian quote “you’ve never had it so good”, the kbb industry has been rewarded for its patience during the lockdowns by a spike in consumer interest in home improvements. There has been a boost to employment as kbb showrooms seek to increase their design capacity and as new

independent retail businesses open on the high street. But is there a perfect storm brewing, with some independent retailers struggling to cope with increased consumer enquiries, supply chain issues and then finding installation teams to fit their projects? It’s a positive problem but it still could be a challenge for the retail sector. However, if anything the last year has taught businesses is to be prepared, flexible and agile to meet the changing requirements of the market. At the vanguard of this has been the independent kbb retailer who has time and time again, demonstrated the resilience and relevance to consumers.

NEWS & VIEWS

KBN LIKES ✔ …to hear about independent kitchen and bathrooms retailers performing well in the current climate. WIth Victorian Plumbing and Victoria Plum capitalising on online sales, we wonder how many traditional showrooms are considering a digital strategy.

KBN DISLIKES ✖ …the shower market was impacted by the COVID-19 pandemic but it was interesting to note there was “signiﬁcant” demand for premium models.

KBN WANTS ! …consumers to continue to holiday in the UK and invest in their home for the rest of 2021. And long may the interest in home improvements continue

Philippa Turrell Editor

BRYAN SHANNON OBITUARY It is with much sadness that we have to announce the recent passing of our publisher Bryan Shannon. In a career spanning more than 50 years, it’s no exaggeration to say Bryan helped to change the established order of trade magazine publishing in the UK. Today, the Hamerville Media Group portfolio includes highly-regarded titles ranging from construction, to motor mechanics and hairdressers plus the highly popular Toolfair and Elex trade shows. As well as considerable magazine success, Bryan’s other great legacy is the wonderful opportunities afforded to legions of budding journalists and advertising sales representatives to cut their teeth at Hamerville Media Group, many of whom have subsequently gone on to run their own successful businesses within the sector. The iconic cockerel figurehead, which he chose to reflect the importance of being up first with the news, will continue to have much to crow about in the years to come.

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

Printer Walstead Roche Group Advertisement Manager Craig Jowsey e: craig@hamerville.co.uk Advertisement Manager Marcus Hooper e: mhooper@hamerville.co.uk

TRADE JOURNALIST/ EDITOR MAGAZINE OF THE YEAR 2014

HOME IMPROVEMENT JOURNALIST OF THE YEAR 2014

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

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

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

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Online retailer to float on AIM

Victorian Plumbing to float on Stock Exchange UK online retailer of bathroom products and accessories Victorian Plumbing has announced its intention to ﬂoat on AIM, a market of London Stock Exchange plc. Headquartered in Merseyside, the company was founded in 1999 and has a showroom in Formby, as well as a 109,000sqft warehouse in Skelmersdale. In addition to its Merseyside HQ, it boasts a digital growth hub in Birmingham City Centre. According to Mintel, Victorian Plumbing is now the UK’s leading online specialist bathroom brand by revenue and second largest retailer of bathroom products in the UK, with an estimated 14.2% of the bathroom market by revenue in 2020.

The company offers a range of more than 24,000 products to consumers and trade customers. Founder and chief executive officer of Victorian Plumbing Mark Radcliffe commented: “Victorian Plumbing is the most recognised online bathroom brand in the UK; we work hard every day to make sure we are providing consumers with the largest choice of quality bathroom products. “Our approach is industry leading, as evidenced by our substantial and growing market share. “It’s been a fantastic and eventful journey growing Victorian Plumbing over the past two decades. “Our early and sustained

IN BRIEF investment in digital retailing and the advantages that brings has allowed us to make the most of the structural shift in consumers increasingly looking to buy bathroom products online. “As we are now the leading online retailer of bathroom products in the UK, it seems the ideal time to join the UK stock market. “With the deep sector expertise and talent of our senior team members and the fundamental strengths of our proven business model within a growing market, we are excited for the signiﬁcant growth opportunities that lie ahead for Victorian Plumbing.”

Bathroom giant buys German concealed cisterns manufacturer

Roca Group acquires Sanit Bathroom manufacturer, Roca Group has acquired Sanit, a German manufacturer of concealed cisterns and built-in installation sanitaryware systems. With this deal, which is pending approval by the competition authorities, Roca Group will reinforce its presence in a category in which Sanit is the third largest in Germany and the ﬁfth largest in Europe. As part of the group’s strategy to set up specialised competence centres for different product categories in the bathroom, Sanit will become the development hub for Roca Group’s installation systems. The Roca Group currently operates in 170 countries and has 85 factories worldwide. According to Roca, the built-in installation systems category – which includes concealed cisterns, ﬂush plates, and frames for wall-

hung WCs – is growing rapidly and globally. Founded in 1945, Sanit is headquartered in Eisenberg and is part of Aliaxis, a global leader in advanced piping systems with presence in more than 40 countries. The company has three production sites in Germany, located in Eisenberg, Rödental and Wittenberg and employs 378 professionals. With a turnover of €74million in 2020, Sanit exports to more than 70 countries worldwide. CEO of the Roca Group, Albert Magran, highlighted the synergies of the transaction: “The acquisition of Sanit is a fundamental step in our strategy of integrating products into complete bathroom solutions and incorporating high valueadded technology into our product portfolio, thereby strengthening our

global leadership”. Alantra has been Roca Group’s advisor in this transaction, and Allen & Overy has been the legal advisor. It follows on from the acquisition of a Brazilian sanitaryware factory and Spanish bathroom furniture manufacturer Royo. Managing director of Roca UK Alan Dodds spoke exclusively to Kitchens & Bathrooms News. earlier this year, and said expect to see the company becoming more dynamic, as it plans to compete with specialist manufacturers: “I think you’ll see more from Roca, in terms of moving into other areas and a realisation that we want to be seen as a complete bathroom supplier.”

■ Howdens has launched its “Get in there!” campaign, supported by broadcaster and commentator Clive Tyldesley, to celebrate the return of national and international sporting events. The campaign incentivises new trade account openings until July 12, 2021, where new trade account holders will receive a Howdens branded, match-ready football. The campaign has launched with TalkSport radio and supported by social media. Read more at www.rdr.link/KC001 ■ The UK shower equipment market was impacted by the COVID-19 pandemic and saw a “sharp” decline in value of around -12% in 2020, but with a “signiﬁcant” demand for premium models, AMA Research has found. In 2021, it is estimated that the market will decline by a further -2%, followed by steady growth of 3-4% per annum from 2022 to 2025. View the story at www.rdr.link/KC002 ■ National distributor PJH has invested in three new regional depots, expanding its Next Day Delivery Service to retailers and covering up to 91% of UK postcodes. The sites in Enﬁeld, Thirsk and Bristol offer 22,000 sq. ft, 3,000 sq. ft and 27,000 sq. ft. of warehouse space respectively, with further plans to expand the Thirsk site to 10,000 sq. ft., later this year. Read more at www.rdr.link/KC003

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NEWS & VIEWS

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Flexible funding to support growth

IN BRIEF

Victoria Plum secures £7million funding following record sales

■ Helping families live healthier lives, home appliance brand Beko has introduced its ‘Beko Veg Pledge’ Initiative, this summer, in support of children’s charity Barnardo’s. With each purchase of a qualifying HarvestFresh fridge freezer, customers will be offered free fruit and vegetables from the Veg Box Company. Beko will also donate a box of fruit and vegetables to a Barnardo’s service user. Read more at www.rdr.link/KC004

Online bathroom retailer Victoria Plum has secured £7million ﬂexible funding from Secure Trust Bank Commercial Finance to support further growth, following “record” sales by the company. The specialist online bathroom retailer, owned by private equity fund Endless, reported £103m in sales in its 20th anniversary year, up 46% on the previous 12 months. EBITDA reached £4.5m, an increase of 115% on the previous year, and the workforce grew by 49,

■ Bathroom accessories specialist Bathroom Origins has launched its ﬁrst virtual showroom in a realistic setting in Whitechapel, London. The showroom can be accessed via the company’s website. Visitors to the showroom can embark on their own tour in the Watch The Video section. They can hover over links for more in-depth product information, pricing and details of where to buy. See the whole story at www.rdr.link/KC005 ■ Home improvement retailer Homebase, which also owns Bathstore, has partnered with Jones Digital to provide virtual tours of its Luton and Burton-onTrent stores. It follows the roll-out of its new generation of kitchen and bathroom showrooms. The aim is to build consumer conﬁdence among those who are still feeling anxious about shopping in-store. www.rdr.link/KC006

taking total employee numbers to 398 in February 2021. Chief ﬁnancial officer Martin Hargreaves, who led the ﬁnancing transaction, commented: “We are very pleased to partner with Secure Trust Bank to agree this new growth funding package. “Our market fundamentals are strong; we have the necessary scalable infrastructure in place and a clearly differentiated design and installation service that is experiencing rapidly increasing demand.

“In addition, we continue to utilise the constant stream of valuable data and consumer insight to adapt our product offering to meet our customers’ needs.”

Swedish brand available through KitchenEx

Asko appliances launch into UK Premium appliance brand Asko is set to launch its laundry range in the UK, which will be supplied to retailers through KitchenEx. The Swedish manufacturer has been making appliances for the past 70 years and will be offering matching washers and tumble dryers across three collections: Style, Logic and Classic. Classic provides an 8Kg washing machine with 1600rpm

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spin speed, unbalance protection and anti-block, self-cleaning pump. It is complemented by a tumble dryer with anti-crease function, Butterﬂy drying system and adjustable drying temperature. Logic boasts a 9Kg load washing machine, with a matching tumble dryer which has the same functions as the Classic model but also features an interior light. The top-of-the-range Style

washing machine is made from a single piece of solid stainless steel and has a full colour TFT display with matching tumble dryers. Commenting on the launch, vice president at Asko UK Howard Grindrod said: “Here at Asko, we are inspired by the ways of nature and we believe that form should follow function. “All of our products embody the Scandinavian spirit and are built to deliver premium results every time, and our new models are no exception.” “For us, perfection is not the result of decoration, but of responsible use of basic elements. We understand human needs and have designed Asko’s new laundry models not just as a solution to this need, but to become a much-loved part of people’s homes and lives.” Following on from the launch of Asko laundry, the Gorenjeowned brand will also be expanding into built-in kitchen appliances, with new launches expected later this year.

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“I suppose I did a few good things, you could say that.”

Geoff Baker obituary Geoff Baker, founder and chairman of CD (UK) that brought Corian solid surface to the UK and Ireland, has died peacefully aged 86. He is survived by his wife, Ruth, and three children, Warren, Debbie and Gary who is group managing director. Mr Baker, as he was referred to at work, always stressed he was merely a distributor of building products, although he was also a successful marketeer making a contribution to the world of interiors. Originally a plumber’s merchant, running Taylor Baker with his uncle, Geoff Baker recognised the trend

for stainless steel sinks, which were expensive in the UK. He found a supplier in Sweden which could make them at a more cost-effective price and bought 50,000 units. At the time, his uncle lamented that he’d bring down the business with such a deal. Instead, the units sold and the family business thrived. Geoff Baker followed this success with the importation of pressed steel baths from Austria, which like the stainless steel sinks were more costly to buy in the UK. Having looked for a product which could be used to create an

integrated bathroom basin, he discovered Corian on a trip to Hong Kong in 1976. Geoff Baker pursued the manufacturer DuPont for a year, which led to an order and CD (UK) being established in March 1979. The company became one of the world’s largest purchasers of Corian and has been a key player in creating the UK and Ireland and French solid surface markets. He also set up the designer cooker hood brand Air Uno. CD (UK) employs more than 50 staff and has a network of fabricators across the UK and Ireland.

Looking back on his career, Geoff was asked if he would have done anything differently. “I made lots of little mistakes. But business is made up of making mistakes and correcting them. Well, it is with me. “I suppose I did a few good things, you could say that. It’s been a hugely enjoyable journey. Quite marvellous, really.”

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Plans to postpone show “inevitable”

IFA 2021 show cancelled in “difficult and disappointing” but “inevitable” decision

Messe Berlin and gfu Consumer & Home Electronics have jointly announced IFA 2021 has been cancelled as a physical event, in a “difficult and disappointing” but “inevitable” decision. The decision to cancel the show, which was to take place in Berlin from September 3-7, was made following conversations with public health experts and multiple stakeholders. According to a press statement from IFA “several key global health metrics did not move as fast in the right direction as had been hoped

for – from the rapid emergence of new COVID-19 variants, for example in South Asia, to continued uncertainties about the speed of the rollout of vaccination programmes around the world. “This, in turn, is adding uncertainty for the companies that were committed or interested in coming to Berlin, as well as media and visitors – all of whom have to plan well ahead with regards to budgets, investments and travel – not just for IFA but for all similar events around the world.” Chairman of the supervisory board of gfu Consumer & Home Electronics Kai Hillebrandt commented: “Unfortunately, the latest public health developments introduced too much risk into everybody’s planning for the event. There simply are now too many uncertainties.

IN BRIEF

“Therefore, right now it has become near impossible for anyone to responsibly plan their participation in any trade show.” CEO of Messe Berlin Martin Ecknig added: “We did not take this decision lightly. IFA Berlin is arguably the most important event of the year for brands and retailers alike. “The efforts to contain this pandemic – from the roll-out of vaccination programmes to the resumption of international travel – did not happen at the pace we had hoped for. Given these developments, this difficult and disappointing decision was inevitable.” The exhibition organiser is working to prepare a show for 2022, which will take place as a “full-scale” live event in Berlin from September 2-6.

Equity investor acquires KWC

Franke Group sells Franke Water Systems division Kitchen products manufacturer The Franke Group has sold its Franke Water Systems division – which includes the KWC Group and its Water Systems (WS) Commercial Group – to equity investor Equistone Partners Europe. WS Commercial Group focuses on equipment for washrooms for public and commercial facilities, while the KWC Group is a Swiss manufacturer of luxury taps for private bathrooms and kitchens. The business to be divested achieved annual worldwide sales of approximately 192million Swiss Francs in 2020. Franke Water Systems workforce of around 900 employees will move

to the new owner and the transaction includes production and sales facilities in Switzerland, the European Union, the UK, the United Arab Emirates and China. Equistone is a European equity investor focused on providing ﬁnancial, operational and strategic support to established middle market companies. CEO of the Franke Group Patrik Wohlhauser said: “Franke Water Systems has a solid foundation and is well-positioned as a specialist and innovative quality leader for sanitary systems and taps in Europe as well as for bathroom and kitchen taps with the KWC brand, especially in its home market of Switzerland.

“However, Franke’s ambition is to be among the top three players worldwide in every industry in which it competes. “Developing Franke Water Systems further or expanding it internationally would require considerable resources and time. “Hence, it makes strategically more sense to concentrate existing resources and competencies on the Franke Home Solutions, Franke FoodService Systems and Franke Coffee Systems divisions, which are already global leaders.” He added: “We are pleased to have found a strong new owner for the Water Systems business in Equistone.”

■ Retail sales volumes grew “sharply” in April 2021, with a monthly increase of 9.2%, following the re-opening of nonessential retail, reports the Office of National Statistics (ONS). Comparing February 2020 (prior to the first lockdown), the ONS reports total retail sales for amount spent and quantity were still up 9.9% and 10.6% respectively. See more at www.rdr.link/KC007 ■ The British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) and its Patron Stephen Metcalfe MP, have confirmed the organisation will host its Annual Conference & Awards at The Houses of Parliament in February 2022. The event will be split into two parts with the first being its Annual Conference at the Parliamentary office at Portcullis House and followed by a formal reception and awards ceremony at The Houses of Parliament. The Annual Conference will be used to launch its plans 2022, Read more at www.rdr.link/KC008 ■ Established for more than 30 years, quartz surface brand Silestone has renewed its identity to reflect the brand’s focus on sustainability. It follows the launch of its HybriQ+ technology, which reduces the use of Silica by 50%, contains a minimum of 20% recycled raw materials and is used to manufacture its Loft Series of worktops. Silestone’s identity has been developed by the company, in collaboration with independent consultancy Nadie. Read the story at www.rdr.link/KC009

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IN BRIEF ■ Household appliance manufacturer Hoover has almost tripled its built-in market share in 15 months. The brand has grown its market share in the built-in category, from 3.9% in January 2020 to 11.3% in May 2021. Hoover’s built-in portfolio comprises more than 500 models, including ovens and hobs, as well as washing machines and wine coolers. Read more at www.rdr.link/KC010 ■ Used Kitchen Exchange (UKE) has become the first kitchen company in the world to achieve the B Corp certification. It means it meets social and environmental standards outside of shareholder profit. The B Corp certification addresses the entirety of a business’ operation and covers Governance, Workers, Community, Environment and Customers. Read more at www.rdr.link/KC011 ■ Bath manufacturer BC Designs is working in partnership with Earthly to become a carbon neutral company by 2025. The evaluation stage is already underway to calculate the company’s current carbon impact and identify initial areas for reduction. BC Designs will then invest in science-backed natural projects to offset any remaining carbon footprint, such as Rainforest protection in Peru and poverty alleviation in Madagascar. View the story at www.rdr.link/KC012

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Kbb sales up 18.7% on March 2020

BMBI: Kbb sales up month-on-month In the latest BMBI report, published in May, merchants have continued to report strong growth on Q1 2021. Total value sales were up 8.6% compared to the previous quarter and 15.1% up on Q1 2020. Removing the effects of COVID, results are still positive, with merchants reporting an increase of 6.0% in Q1 2021 on Q1 2019. The growth was fuelled by sales in March, with total sales up 47.4% on March 2020 and by 23.0% compared to the same month in 2019. Sales for Kitchens & Bathrooms were up 18.7% on March 2020 but down slightly by 1% on March 2019. BMBI reported outdoor categories, experienced “exceptional” ﬁrst quarter growth. For indoor trades like Kitchens &

Bathrooms, where COVID restrictions have impacted the rate of recovery in these sectors, sales were down -1.8% on Q1 2020. Month-on-month, however, it was a positive picture, with sales up 12.3%

in March compared to February. The BMBI index for Q1 2021 was 120.7. Timber & Joinery Products and Landscaping were the strongest categories, each at 141.5. For Kitchens & Bathrooms the Q1 index was 107.5.

Alternative investment firm buys business including City Plumbing

Travis Perkins sells its Plumbing & Heating Division Travis Perkins plc has announced the sale of its Plumbing & Heating (P&H) distribution business to an affiliate of alternative investment ﬁrm H.I.G. Capital for a cash consideration of £325million. The sale will be on a debt-free, cash-free basis, subject to customary adjustments and the transaction is expected to be completed within the next three months. In the year ended December 31, 2020, P&H generated revenue of £1,041 million, adjusted operating proﬁt of £17.9 million and a loss before tax of £1.7m. Gross assets at December 31, 2020 were £580 million. Headquartered in Northamptonshire, the plumbing and heating division features nine businesses, including City Plumbing

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and Plumbing Trade Supplies (PTS). It employs over 4500 staff members across more than 370 branches and sites in the UK and Ireland. The sale follows on from the recent demerger of Wickes, both of which complete the Group’s portfolio actions outlined at the Capital Markets Day in December 2018. Chief executive of Travis Perkins Plc Nick Roberts commented: “Today marks another important step on our journey to becoming a simpliﬁed Group, focused on our market leading trade businesses. “A signiﬁcant amount of work has gone into improving the P&H business over the last few years and I am sure that the business will continue to make excellent progress under the ownership of H.I.G.

“I would like to thank all of our colleagues in the P&H business for their commitment and hard work whilst part of the Travis Perkins Group, particularly during what has been an extremely challenging year, and I wish them all the best for the future. “Following on from the demerger of Wickes in April 2021, the Group has now executed the planned actions to simplify its portfolio and the strength of the Group’s balance sheet enables us to return the net proceeds to shareholders. Looking forward, the Group has a bright future as the leading provider of building products in the UK.”

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PEOPLE

NEWS & VIEWS

Position filled

Appointments and promotions across the industry

UTOPIA BATHROOMS

IDS

THE IPG

KITCHENEX

Manufacturer Utopia Bathrooms has appointed Chris Hewitt as business development manager for its contracts division. He joins Utopia from Majestic Showers where he worked as general manager. Hewitt has a wealth of experience in the bathroom industry, including having worked on the conversion of the former US Naval Office to luxury homes in London.

Surface materials distributor IDS has appointed Steve Ball as its new technical services manager, following the retirement of Tony Locke. He will be responsible for providing technical support and training for IDS’s product portfolio. With a career spanning 20 years, Ball joins the company from Bushboard where he was national training manager/ technical support.

Plumbers’ merchants and bathroom showroom buying group The IPG has appointed Gary Matthews as commercial director. He will be responsible for engaging suppliers, supporting members and contributing to the organisation’s growth plans. Matthews’s career spans 30 years in the building materials sector and he has experience in customer management and leadership.

UK supplier of Faber cooker hoods and Ilve appliances KitchenEx has promoted Tom Harris to the role of sales director. He has been with KitchenEx for over eight years, since the company launched in 2012, and has held a number of roles within sales and management. As sales director, Harris will focus on developing stronger relationships with retailers and appliance suppliers.

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YOUR THOUGHTS

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Inbox... Kitchens & Bathrooms News Kbb designers need to take greater control of the design of ground floor living space, otherwise architects will warns award-winning designer Darren Morgan of Designer Kitchen by Morgan. Ethan Bowen As a RIBA part 1 qualified architectural assistant, now turned kitchen designer, I would agree that the standard architectural process does not really consider the usability of a kitchen space; it’s more of an exercise of dropping in standardised AutoCAD blocks to fill up a space. Obviously, this is not always the case, but it is predominantly what I come across when clients bring me their extension proposals. I would like to see a culture of a more collaborative process between kitchen designers and architects evolve; similar to how we work with interior designers. Work in conjunction with us at the inception of the project so that we can help inform what would work best in their space, rather than having to squeeze a suboptimal design into a poorly planned layout.

Email us, write to us or contact us through any of our social media channels. Get involved, as we want to hear your views

The impact of COVID on kitchen architectur e, from layout and through to material storage specification

Darren Morgan Great point Ethan! Collaboration is the best way forward and will deliver the best results for the client. Architects have traditionally ignored the kitchen area, to a point that many kitchen designers need to fix the problems they create, but there are signs that this is beginning to change. Some architectural design practices are adding interior design and furniture design departments in order to strengthen their offering. I have seen both good and horrendous examples of this! This has the potential to change the market and dilute the potential clientele available to showrooms. It’s up to the kbb sector to take complete ownership of the process, otherwise the upper end of the market will become a very new place, very soon!

Get in touch and contact the editor via email pturrell@hamerville.co.uk or through any of our social media channels:

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Publicity Engineers Kitchen design goes under the spotlight in the latest issue of Kitchens & Bathrooms Cabinet reshuffle News, as it considers how interior design has changed in the light of the pandemic Simon Bodsworth at Daval Furniture calls attention to the practical use of materials and the importance of linking indoor and outdoor living. Emily McCullagh Very topical feature Kitchens & Bathrooms News – great issue. Thanks for the fab coverage on behalf of Daval.

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Kitchens & Bathrooms News UK arm of kitchen retailer support organisation MHK, MHKUK has just paid out record bonuses to its retailer members MHK Holding Ltd We are very happy with this result and thank you Kitchens & Bathrooms News for mentioning MHK Group AG in your magazine! Marcel Crezee Thank you Kitchens & Bathrooms News for publishing. This morning starts OK Kitchens & Bathrooms News Freestanding baths | Soak it up Freestanding baths are central to rooms dedicated to relaxation and wellbeing, and never has that been more important than in the past year. Sally Cutchie A couple of quotes from me in Kitchens & Bathrooms News on how freestanding baths can tick all those boxes on your installation check list.

FURNITURE

KITCHENS

1. SYMPHONY

With more people The Urban kitchen spending time at in the Gallery range home during and the pandemic, it has is shown quiet are needed. here in Indigo and seen the kitchen Glazing is another White. It boasts a transform from a place of cooking, smooth, matt effective way to carve finish that is resistant dining and entertaining up a large space to fingerprint and to also become a – and scratches. the beauty of glass Request a brochure home office. It means is that it lets light at www.rdr.link/K the flow space has become B010 through it but still even more flexible, creates a physical reflected divide.” by modifications in interior architecture. That’s not to say there has Utility rooms Linking outdoors been a swing away from the What coveted open plan working from home Interestingly, the scheme, as marketing utility or boot room has encouraged is and retail sales director also the removal of noisy tasks, provides a natural at the Symphony such link between the as laundry, from the Group Simon Collyns points kitchen and kitchen and located the outdoors. Industry out: “These larger in a utility room. Director experts believe there more open spaces are of Eggersmann UK Daniel will be a greater relationship so appealing – lighter, Bowler says: “What between the outdoors airier, more adaptable and we are seeing is a move towards and the indoors, not we expect the demand only from extending utility rooms or for homeowners specifying dedicated spaces the kitchen space to away from the main these kitchens to a patio for outdoor stay kitchen for high. When the time dining, but laundry appliances also through a separate comes, people can’t etc. These can then room, which acts wait to be kept get back to entertaining behind closed doors as a natural hygiene zone. and which helps visually Managing director their open plan kitchen/living hosting parties in but also acoustically.” And of Daval Simon Bodsworth Pronorm national areas again.” points out how the sales But for consumers manager for UK & ‘Bootility’ “which who crave more privacy, Ireland Richard Turner combines the best could suggest a gentle agrees, it aspects of pointing out: “Showroom utility and boot rooms” sway towards a blended designers tell us they will create the natural broken plan. CEO are being asked to connection: “I believe of Scavolini Fabiana plan the kitchen that Scavolini bridging the gap space to offers the suggestion create more work between indoor and of how to create a areas, while also adding outdoor living will broken plan scheme: “One smaller grow in only utility rooms to keep option is to divide popularity as we the noisy appliances move into summer the room with a pocket door behind closed doors. This and fresh design concepts that slides back and means video and like the Bootility Room conference disappears into a calls can take place, are helping to retain wall. The benefit and daily chores continue, the social aspects of this is that part of the room can of open without having to living by minimising be closed off when run for another room noise from laundry peace when the washing machine appliances and preventing hits Mach 2 on its dirt and debris spin cycle.” coming into the main areas of the home.

www.kandbnews.c o.uk K&BNEWS JUNE

LakesForLife With families spending more time together at home than ever before, @kandbnews reports on the top 5 #bathroom trends for 2021 as needs rise for bathrooms to be #MeTime ‘living space’ & personal sanctuary. Design, hygiene & colour are among the top trends.

www.kandbnews.co.uk K&BNEWS JULY/AUGUST

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NEWS & VIEWS

DESIGN TRENDS

Great British Bohemia

Head of design at Utopia Bathrooms Richard Shore has identified six interior trends and explains how they are a practical message to help communicate bathroom design to consumers Under the umbrella theme of Great British Bohemia, head of design at Utopia Richard Shore has identified six interior themes for 2021: Colour, Pattern, Organic, Eccentric, Monochrome and Texture. He explains: “Passion for home grown produce and a yearning to reclaim our identity or even our sovereignty, has been the societal subtext across the UK for the past few years now, so it is not surprising to see it influence our interior design trends. Inspired by heritage and driven by our eccentricity, British bohemian design and culture has the luxury of being influenced by the entire world over the past several centuries.” He says these trends have evolved over the past decade and identifying them enables the company to ensure it is meeting consumers, wants, and allowing end-users to easily select what suits their lifestyle. He explains identifying trends helps the company present its products and messages to consumers, not only through its furniture but also displays and literature: “What these trends are doing are emotionally selling our furniture collections.”

1. ECCENTRIC Opula is shown in Sea Green with copper accents and demonstrates the Eccentric trend. It is pictured with Paleto brassware with Milano Dew and Parisian Dew tiles. See more at www.rdr.link/KC013

Customisation versus criteria

2. ORGANIC

3. PATTERN

But how does the move towards greater personalisation in interiors, fit with this defined set of trend criteria. Richard Shore admits “the rulebook has been torn up” and although he has identified six trends, to be easily digestable for consumers, he says people are now more likely to cross pollinate ideas. Although Shore also says this is nothing new as not all 60s home, for example, solely featured G-Plan furniture. He adds: “I think we’ve got to accept we have got a mish mash of trends which can look creative

Halo is a wall-mounted range which features a discreet brushed aluminium handle and comes in a choice of six ﬁnishes. Discover all details and how it illustrates the organic trend at www.rdr.link/KC014

Reﬂecting the trend for pattern is this Roseberry painted furniture roomset in Rose Quartz with Dove Grey, shown with vintage tiles. See more at

together.” And although there is now a greater use of online conﬁgurators, allowing consumers to see a wider array of choices, Shore says identifying trends helps consumers who may not be creative or conﬁdent with making a design choice for their interiors. “You look on Pinterest,

Instagram and it is a blanket of people’s styled interiors that are very identiﬁable. It does scare a percentage of the population into thinking I should be that creative. It makes it difficult for them to buy if they have too many choices. We have to reﬁne it for them.”

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www.rdr.link/KC015

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DESIGN TRENDS

NEWS & VIEWS

4. MONOCHROME Contemporary Fitted Furniture comes in a choice of Flat White, Sandwashed White, Flat Grey and Washed Oak and reﬂects the Monochrome trend. Watch the video at www.rdr.link/KC016

Long-lasting colour Colour has always been important in design, but with the growing influence of social media, it has become even more significant in the home and in particular bathrooms. But as designers are working on the structure of these rooms, and not fast fashion, how can they create an up-todate scheme which won’t date within a short period of time? “These trends grow from a lot more than what Apple has decided is the new colour for an iPhone. What we try and do is have a balance of staple, sustainable colours – greys, fawns, mushrooms which can be complemented by accent colours – whether it’s green, blue or pink”, says Shore. “There is a big trend for warmer greys that can carry metallics such as copper, gold and brushed brass.” Colour choice is not only impacted by the need for commerciality but also the need for manufacturers to be sustainable, as Shore says: “We cannot be producing the same item in several thousand SKUs and only selling the top 2%. It’s wasteful. It’s not profitable. We have got a responsibility to the environment. We want to sell a piece of furniture or bathroom concept that is there for 15-20 years, if that is what the customer wants.” Shore highlights Utopia Bathrooms consciously works with suppliers who offer raw materials from responsibly

5. COLOUR

6. TEXTURE

Roseberry painted timber furniture reflects the colour trend and is shown in an Emerald Green finish. See all the colours using the configurator at

Combining Flat White and Washed Oak decors with a Matte Black handle, the Contemporary Fitted Furniture collection demonstrates Texture. Download the brochure at www.rdr.link/KC018

www.rdr.link/KC017 managed sources and says “we would love to produce something from completely recycled material but some of the industries and technologies isn’t quite there yet.”

Buying British While European manufacturers have often driven trends, particularly in the kitchen and bathroom sector, Shore says there is now a passion to buy British. He exclaims there is now a pride to buy from UK manufacturers and acquire home-grown designs. “I think it’s a pride that may not necessarily have been there years’ previous”, says Shore “but it has been growing and emerging and it’s there more so now than it ever has been.” He concludes: “We want to reclaim some of our pride and some of our heritage, and show our creativity and eccentricity is very saleable and tradeable around the world.”

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FILTER WATER TAPS

KITCHENS

Water cooler conversation 1 Is it health, hygiene or a ‘green’ consumer conscience which is driving the sales of filtered water taps? While instant hot water taps may have recently captured consumer imagination, it doesn’t mean filtered water tap sales have slowed. In fact, marketing manager of Blanco UK John Robinson comments: “We have seen a strong growth in demand for filtered water taps over the last two years.” Such has been the interest in filtered water tap systems, and in particularly a chilled option, InSinkErator has presented the NeoChiller, and boiling water tap manufacturer Quooker introduced filtered cold water options for all of its taps. Managing director of Quooker UK Stephen Johnson points to the success: “Around 70% of all Quooker taps purchases are bought with the cold water filter – designed so that you can quickly switch between tap water and ambient filtered water on demand – or the Cube accessory which delivers filtered chilled and sparkling water directly from the tap.”

Protecting the environment With TV documentaries and celebrities such as Leonardo Di Caprio, Woody Harrelson and Cameron Diaz highlighting the environmental agenda, consumers have become more conscious about our footprint on the planet. Approximately 12.7million tonnes of plastic enter the oceans each year and around 150 plastic bottles wash up each mile on UK beaches, according to Condor Ferries. Brand manager at

2 Perrin & Rowe EMEAA Jonathan Britton reports: “The recognition that single use water bottles are a significant part of our plastic waste continues to drive sales of filtered water taps for the home. And of course, over the last year, more people have been working from home and want to drink filtered water – as they would do from the water cooler at work.”

Healthy lifestyle choice Undoubtedly, the environment is key to the sale of filter water taps but in a post-COVID landscape is there now a greater focus on health? The UK does have clean and safe drinking water, but does the filter tap provide

1. FRANKE Vital Capsule removes bacteria and viruses while maintaining minerals such as magnesium and calcium. Consumers can replace the filter cartridge without having to go underneath the worktop. Watch the video at www.rdr.link/KC019

2. GROHE The Grohe Pure Blue comes with a choice of cooler sizes, either medium or large depending on the customer and lifestyle needs. It is available in a choice of finishes from Chrome to Brushed Warm Sunset. Download the brochure at

www.rdr.link/KC020

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KITCHENS

FILTER WATER TAPS

4. ABODE Part of the Aquifier range of filtered water taps is Puria. It is available in Chrome, Brushed Nickel and Matt Black. Discover more details and specifications at www.rdr.link/KC022

3. QUOOKER Cube can be added to any Quooker boiling water tap, adding chilled and sparkling water options. The CO2 cylinder provides 60 litres of sparkling water. Find out more at www.rdr.link/KC021

5. PERRIN & ROWE Country-style 1475 Picardie Mixer with Filtration is shown in Nickel but is available in a choice of eight ﬁnishes. Download product documentation at

www.rdr.link/KC023 added peace of mind, and actually has that become of greater importance than sealife alone? John Robinson of Blanco says it’s not a choice of either or, as the two are intrinsically linked. “The health benefits of removing contaminates found in mains water are undeniable…If you can have pure, filtered cold water in your kitchen at home and take it with you in a reusable bottle, then you are achieving the best of both worlds. Therefore, in response to which is the most important factor driving sales of filter taps, health or environment, I would have to say both. The two factors are inseparable.”

Matter of taste Interestingly, the ﬁlter water tap is not only about removing impurities from drinking water, but also adding additional beneﬁts to the quality of refreshments. Elina Enqvist-Twomey, leader category UK Lixil EMENA responsible for the

Grohe Kitchen category, talks about its product development, set to be launched later this year: “Advanced filter technologies not only provide consumers with pure drinking water but also an improved taste, with filters such as Grohe Magnesium +Zinc filter also adding essential minerals to the water. These advanced technologies result in an improved taste in all water-based products from cooking vegetables to making beverages.” In fact, better tasting water is a selling point in its own right. Marketing manager of Abode Leanne Adamson reports: “It’s worth bearing in mind that many of us live in hard water areas, where limescale can affect the taste of the water.” Offering some statistics on consumers’ reaction to the taste of drinking water, MD of Monarch Water and director of the United Kingdom Water Treatment Association Kevin Johnson adds: “According to the CCWater report by YouGov (2015), 8% of people usually

6 6. MONARCH WATER Forming part of its Wellbeing Three-Way Tap range, Aries provides ﬁltered water in addition to cold and hot water. It boasts a LSF140 carbon block ﬁlter that reduces limescale build-up. View the collection at

www.rdr.link/KC024

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prefer bottled water to tap water at home, but this number increases to 24% at work and 48% when on-the-go. Those who drink bottled water instead of tap water at home cited reasons including poor quality in terms of taste and/or smell (43%).”

Premium home filtration Whether driven by taste or a green conscience, there are a vast array of filter taps for consumers with differing budgets – offering a variety of filtration, ambient, chilled and even in some cases sparkling water. But the good news for kitchen retailers is that manufacturers report top-end models are performing well. Communications manager of Franke UK Jeanette Ward reports: “Following its launch a couple of years ago, our Vital Capsule filter tap has become our best-selling model. Price-wise, it sits at the top end of our filter tap offering.” And Elina Enqvist-Twomey of Grohe UK says its most popular filter tap and equally prestigious water supply: “Grohe Blue Home offers consumers the luxury and convenience of having different options of still or sparkling water on taps, chilled to their preferred temperature at home.” Moving further forwards, digitisation of home filtration may be the next step for consumers, as Elina Enqvist-Twomey adds: “The latest innovations within the world of filtered water taps are their smart qualities, with app connectivity being offered within the premium sector of the market. Grohe offers smart technologies with its Grohe Ondus apps, monitoring filter and CO2 capacity.”

Sustainable growth Whatever the choice of ﬁlter tap, industry experts believe the market will continue to be key for kitchen retailers. Marketing communications and customer service manager for InSinkErator Europe and Russia Anne Kaarlela states: “The future needs to continue to be about sustainability. Appliances that reduce the impact on the environment are going to be at the top of the consumer wishlist.” And Jeanette Ward of Franke UK agrees, concluding: “We anticipate good growth given the focus on wellbeing at home and the environment back on the agenda after being overshadowed by the pandemic. We have all seen how nature has repaired itself easily this past year and that has driven home even more the message that our changes in consumer behaviour can have signiﬁcant positive results – and reducing plastic is very much part of that.”

7. INSINKERATOR The NeoChiller can be connected to a range of InSinkErator taps, including the 4N1 Touch model. It allows users to dispense instant ﬁltered, chilled water between 3°C to 10°C. Download the manual at www.rdr.link/KC025

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KITCHENS

PRODUCT ROUND-UP

1.CAPLE Adding to its furniture range, kitchen specialist Caple has introduced the painted Verse Shoreditch, which combines classic styling with contemporary looks. Based on a slim-line, Shaker-style door, the Verse Shoreditch range is handleless and comes in a choice of 15 colours. These include the latest decors of Dusty Rose and Auburn, which are in-line with the colour trends of 2021. View the full choice of door and cabinet ﬁnishes at www.rdr.link/KC026

just out

3. BLANCO

Building on the trend for industrial-style kitchens, sink and tap manufacturer Blanco UK has introduced a range of concrete-effect sinks. The latest concrete colour is available on a choice of eight Silgranit sinks, across three ranges of Etagon, Vintera and Metra. The manufacturer claims it has the same tactile qualities as concrete but is more hardwearing and is antibacterial. Discover the full range at www.rdr.link/KC028

2. STONE ITALIANA Quartz and composite stone surface manufacturer Stone Italiana has launched Cosmolite, a slab material made from 100% recycled minerals. According to the company, Cosmolite is easy to process, fabricate and handle, and is scratch, stain and heat resistant up to 180˚C. It also boasts green certiﬁcation, including LEED v4, GREENGUARD GOLD and NSF 51 Food Contact conﬁrming low VOC emissions. Find out more details at www.rdr.link/KC027

22 JULY/AUGUST K&BNEWS www.kandbnews.co.uk

4. CAESARSTONE Quartz surface brand Caesarstone has expanded its offering of worktops with the addition of the Whitelight collection. The collection features a suite of lighter tones and organic forms to bring elements of the outside world into homes. The Whitelight Collection comprises three designs; 5171 Arabetto, 5112 Aterra Blanca and 5114 Calacatta Maximus. Claim a free brochure at www.rdr.link/KC029

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5 5. LIEBHERR Liebherr has revealed its Fully Integrated series of refrigeration, totalling 40 appliances, which replaces its existing in-column fridge and fridge freezers. The refrigeration is divided into four series – Pure, Plus, Prime and top-of-the-range Peak, with all models ready to connect or with integrated connected technology. The Peak series of refrigeration boasts BioFresh Professional with HydroBreeze, creating a visible cold mist to keep fruit and vegetables fresher for longer and InﬁnitySpring ﬂushmounted water dispenser. Read more at www.rdr.link/KC030

6. SIEMENS Premium household appliance brand Siemens has launched the glassdraftAir extractor for open plan kitchens. Available in 800mm and 900mm widths, it features clear glass to offer an uninterrupted view into the living space. It continually monitors steam and cooking odours, then adjusts the power level and boasts the cookConnect system, whereby the extractor can be controlled by the hob. Watch the video at www.rdr.link/KC031

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MIXERS AND ACCESSORIES

BATHROOMS

From touch-free and added texture through to their significance in the totality of bathroom design, we check out the impact of mixers and accessories

Faucet field With the past year focusing on the importance of handwashing and consumers realising the value of investing in their home, following multiple lockdowns, it’s unsurprising there has been a focus on bathroom mixer sales. According to product manager of showering, bathing, brassware and heating at PJH Richard Eaton comments: “Here at PJH, sales of our Bathrooms to Love taps over the last year have been on the increase, with a 37% increase in sales compared to the previous year.” But what are consumers looking for and how has that changed over the past 12 months? In a post-COVID landscape, it has meant brassware has been influenced by hygiene features, adapted from commercial applications. In equal measure to the function, the continuation of the trend for the bathroom to form an escape space from the stresses of the outside world, is also more important than ever, and is supported by a growth of desirable designer fittings and matching accessories.

Touchless tap technology Reducing touch points has seen growth of

contactless technology, which has included flushing systems and more recently touchless taps in the home. Michelle Noakes, managing director of Mereway Bathrooms, comments: “Infrared taps are becoming increasingly popular at a time when hugiene is at the forefront of all our thoughts.” And Paul Bailey, leader of category specialist UK at Grohe and Lixil EMENA, is even more emphatic when he states: “We have seen an unprecedented demand for products such as infrared taps in the wake of the Coronavirus crisis, which suggests the hygiene trend will be on the fore of everyone’s mind moving forward, regardless of size or budget.” Interestingly, the use of proximity sensor technology also supports the sustainability agenda, reducing water use and the energy needed to heat it.

Monochrome and warmth However, it’s not just the operation of brassware driving sales, but its role in creating a fashionled, spa-like retreat from the stresses of the outside world. Marketing manager at BC Designs Sally Cutchie explains: “Brassware is a

1 1. HIB Atlas is available in deck-mounted and wallmounted options, in a choice of three finishes, including Chrome, Black and Brushed Brass. Discover more details at www.rdr.link/KC032

crucial element of bathroom design and an area we always recommend that consumers invest in. It can make mid-priced sanitaryware look expensive or can be the downfall in making expensive sanitaryware look cheap.” But what are the key looks for bathroom brassware for 2021 and going forwards? Crittall-style enclosures continue to support sales of black finish brassware, buoyed by the trend for monochrome and industrial-inspired settings. And sales director of HiB Ash Chilver agrees black is popular, adding: “For us, sales of our Atlas range in the black finish have always been excellent, but recently we launched our Brushed Brass Atlas brassware finish and this has become a strong range for us that has been welcomed by retailers.” While chrome undoubtedly remains the most popular finish for brassware, alternative metals

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BATHROOMS

MIXERS AND ACCESSORIES

2 2. GROHE Essential accessories has been designed to co-ordinate with a range of bathroom mixers, including the Essence range. Download the brochure at www.rdr.link/KC033

such as brass add warmth to the space. Paul Bailey of Grohe and Lixil EMENA, comments: “An easy, yet effective, way of creating that ‘at home spa experience’ is to update the classic chrome tap for a coloured alternative. Metallic ﬁnishes, such as brass, copper and gold are a great way of adding colour in a subtle way and will add warmth too, which is important when creating a luxurious space.” It meets the trend for personalisation, which not provides consumers a wide array of ﬁnishes but can also mean a choice of handles or inserts in a variety of materials.

Seamless accessory design However, arguably one of the greatest movements has been the coming together of brassware and accessories, helping create a cohesive look for the bathroom. Paul Bailey of Grohe says brassware manufacturers have recognised the tendency for consumers to want a consolidated look by now offering a seamless

Knurled details

3 3. MEREWAY BATHROOMS As part of its offer, Mereway Bathrooms now provides bathroom designers with infrared mixer taps. Request a brochure at www.rdr.link/KC034

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An equally strong sales story has been the progress of texture, from the likes of matt and brushed finishes through to crackled detailing and even knurling. And these knurled details are now appearing on a broader brushstroke of brassware. Swadling Brassware, Vado and Cubico have all recently introduced bathroom mixers with a knurled finish. Richard Eaton of PJH adds: “More finishes and textures, such as matt black, brushed brass and industrial-inspired knurled textures are gaining popularity.” And Ash Chilver of HiB agrees, commenting: “We have found that the knurled effect has become a popular texture for customers looking for something a bit more attention-grabbing without going for a different finish. We predict this will remain popular for customers.”

4. VADO Adding to its Individual by Vado collection, Knurled X Fusion is a collection of two-tone basin mixers and shower valve options. It includes Black and Brushed Black, Brushed Gold and Gold and Brushed Nickel and Nickel. See all the ranges at

www.rdr.link/KC035

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MIXERS AND ACCESSORIES

brassware and accessory solution, adding: “There has been a significant shift into the importance of bathroom accessories as part of the overall design and aesthetic of the bathroom as consumers’ views change. Brands are beginning to offer complete accessory packages that are of more value in price, however offer a convenience to consumers. Complete accessory packages offer the product in matching design and colour, taking out an additional planning step for the consumer and helping to create a seamless aesthetic within the bathroom space.” And Julie Lockwood, product manager of furniture, vitreous china and accessories for PJH, says she has seen this in her company’s sales: “Co-ordinating taps with accessories is helping to increase sales of accessories and we have also see healthy sales in this sector. We added an Italian-designed accessory range to our Bathrooms to Love Collection, last year, and sales here have risen considerably in the past 12 months.” Certainly the brassware and accessories market continues to evolve as consumers now have a greater choice in colours, finishes and design. These are no longer just functional fittings but the essential finishing touches to the design of the bathroom.

5. PJH Part of the Vema brand, exclusive to PJH in the UK, is the Maira wall-mounted basin mixer, which comes with a 10-year guarantee. Download the brochure at

www.rdr.link/KC036

6. KEUCO Edition 11, developed by Tesseraux + Partner, includes linear form brassware which is available in a matt black ﬁnish with a velvet texture. It comes complete with a water limiter. Find out more at www.rdr.link/KC037

BATHROOMS

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BATHROOMS

PRODUCT ROUND-UP

just out

1. LAUFEN The Kartell by Laufen bathroom collection has been expanded with additional colours and ﬁnishes. White and Grey tones have been joined by Black and Anthracite Grey for washstands in an array of forms and sizes, with ceramic basins with squared lines and slim edges. Ochre and Blue-Grey have also been added to the palette for 2021 to create a variety of compositions for cabinets and drawer units. Download the catalogue at www.rdr.link/KC038

2. KINEDO Shower brand Kinedo from Saniﬂo has launched two shower tray ranges, Kinerock Evo and Kineline, which are made from mineral composite Biolex with a gel coat surface. The Kinerock Evo tray is available in square, rectangle and quadrant shapes and measures 30mm thick, whereas Kineline measures 26mm thick and comes in square and rectangular formats. Both models come in a choice of ﬁve colours: White, Black, Grey, Anthracite and Sable. Download the brochure at www.rdr.link/KC039

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3. MIRA Shower manufacturer Mira has introduced the Mira Minimal shower range, as a retrofit solution for the Mira Agile, as well as for use in complete bathroom renovations. It comes with a first fix kit, for single and dual outlet variants, which includes fixings and templates. The Mira Minimal range has a single spray mode from a 110mm wide head, with an additional 200mm deluge shower head for greater coverage. Read all the technical details at www.rdr.link/KC040

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4 4. HIB Bathroom manufacturer HiB has launched the Dimension LED Bluetooth speaker cabinet, with built-in connectivity and illuminated interior and exterior. Users can link smart devices using Bluetooth to play music, podcasts or audio books and charge them using the integrated USB ports. Completing the speciﬁcation of Dimension is heated pad technology to reduce condensation on the doors, a twopin plug for electric toothbrushes and adjustable shelves. Watch the video at www.rdr.link/KC041

5. SYMPHONY The Symphony Group has added Novara and Modena, inspired by city living, to its Aquadi Bathroom Collection. Available in Matt Pebble, Matt Indigo and Matt White, Novara comes with a choice of Inline trims or standard handle options. The Modena range is offered in industrialstyle Matt Concrete (shown) and Matt Grey Walnut, with a subtle textured woodgrain ﬁnish, and can be mixed with Novara furniture. Request a brochure at www.rdr.link/KC042

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HEATING

NECESSITIES

Reaching new heights Vertical models and greater energy efficiency will enable designers to reach new heights in radiator specification

Most recently, the radiator market has been hitting the headlines, with claims “the majority of radiators” are reportedly illegal to sell after January 2022. It focuses on test certiﬁcation, following the UK’s exit from the EU. A ruling not to allow transfer of CE Mark to UKCA Marking test certiﬁcates, suggested “the majority” of radiators wouldn’t be saleable. But there has also been some division in the heating industry with comments that radiator testing is already underway and so there won’t be any issue with future radiator sales. So onwards and upwards.

Premium focus What seems to be less confusing is the focus on designer radiators and the premium market. Head of marketing at Stelrad Radiators Chris Harvey comments: “There is a deﬁnite increase in the sales of premium panel radiators, along with decorative and designer radiators.” And sales director of Vogue (UK) Steve Birch agrees, pointing out: “As a premium manufacturer, we are conﬁdent that the luxury market will continue to be a mainstay during the post-COVID recovery, as demand for artisan, tailor-made products is a

growing area.” He points to bespoke designs and colour match ﬁnishes as set to dominate future sales in the kbb sector but says “pure and simple lines will outweigh more intricate models.”

Rising up These simple lines will be favoured in the trend for vertical radiators, which have the design advantage of being eminently suitable for smaller spaces. Chris Harvey of Stelrad Radiators explains: “Vertical radiators clearly have a smaller horizontal footprint than traditional radiators, but they can be larger by design – taking up ﬂoor to ceiling space. It may be more practical and more attractive to have two modern, vertical radiators in a room than one large, standard radiator which traditionally has been placed under the main window.”

Sustainability agenda And of course, with home heating such a hot topic as part of the wider energy efficiency debate, sustainability is also going to move up the agenda. Steve Birch of Vogue (UK) says: “We have seen an extremely positive response to

1. VOGUE (UK) Adding to the Contemporary Collection is Contrast, which is shown in a Matt Black ﬁnish. It features rounded cross bars with square mitred joints and comes in three sizes. Find out the technical speciﬁcation at www.rdr.link/KC043

2. STELRAD The Boutique Series of radiators are designer and decorative radiators for the kitchen or bathroom, with selected colours held in stock. In addition, there are models available in up to 36 colours. Discover all the models at www.rdr.link/KC044

aluminium heating designs and we predict that this will only grow going forwards.” And he adds: “Despite the long awaited Government plan regarding carbon emissions and heating, I would like to think that central heating will be a mainstay in British homes for the foreseeable future.” Stelrad is anticipating a move away from boilers towards air source heat pumps and has recently created new, larger-size vertical radiators required by the renewable heating option. However, it seems the majority of heating manufacturers agree on one very important and salient point – radiators are ﬁt for the future.

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BUSINESS

READER FOCUS

Strike up the brand Andrew Dillon is the director of Valchero, the company behind Villeroy & Boch Küchen Cheshire. He explains why it was important for him to have a branded showroom

1. PRESTIGIOUS INTERIORS Measuring 100sqm, the showroom features five lifestyle settings including Kuppersbusch and AEG appliance brands

Could you give us a potted history of your background? A: I have been in the kitchen industry for over 20 years, working in a variety of retail design and manufacturing roles with both UK and European kitchen brands. At the start of 2020, I felt the time was right to start my own venture and saw an opportunity in the market through Euromobel to establish my own solus Villeroy & Boch kitchen furniture showroom. I run the business with my girlfriend Robynn Ebbutt, who has been instrumental in the start of our new adventure and its ongoing success.

2 2. VILLEROY & BOCH SHOWROOM Director of Valchero Andrew Dillon and his girlfriend Robynn Ebbutt run the UK’s first branded Villeroy & Boch Küchen showroom in Alderley Edge, Cheshire

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Is the showroom a new location for you or have you transformed a current business into a solus Villeroy & Boch dealer? A: It’s a new location, based in the main high street of Alderley Edge in Cheshire, and we were the UK’s first independent branded Villeroy & Boch Kitchen showroom to open. I had literally just got the keys before the first

3. COMPLETE SERVICE Villeroy & Boch Küchen in Cheshire provides an end-to-end service. During COVID restrictions, the company used Zoom calls to hold design meetings with clients

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2020 lockdown hit, although I used the time to my advantage by transforming the 100 sqm blank canvas space into a luxury kitchen showcase with five lifestyle settings, including the signature Cera ceramic collection as our front window display. Although everything in life seemed to be on hold for many, I was busy every day to ensure I was on target to open once lockdown was lifted. The showroom is situated in one of the most desirable areas of the North West, and from my own experience of living and working in the area I knew there was an important synergy between the location and the prestigious brand. Why did you decide to become a solus Villeroy & Boch showroom and what benefits does it offer you as a retailer? A: Villeroy & Boch is synonymous with quality for over 250 years and, as a premium European name, I felt it was completely ‘on brand’ for our chosen location and target audience. To complement the launch of the new showroom, I also had the opportunity to offer the Villeroy & Boch Tableware collection, adding the finishing touches to our retail offering.

What has the reaction been like from customers and how has business been? A: We opened our doors to clients shortly after the ﬁrst lockdown was lifted on the last weekend of July 2020 and were overwhelmed by the support of the local people and business community. There was a real buzz at our opening event, everyone was delighted to welcome a renowned name to the local high street. By choosing Villeroy & Boch Kitchens, we were already known as a brand! My aim has

always been to offer an inspirational shopping experience and provide clients with access to the latest luxury kitchen designs. Has it met with expectations (despite the volatile market conditions)? A: Given the current climate, business is buoyant and we have beneﬁted from the increased demand for home improvements. Our clients are looking to work with a local independent retailer offering a premium kitchen brand. We provide a complete end-to-end service and even during COVID restrictions we used technology to our advantage by offering online Zoom calls to ensure our clients could achieve their dream design.

What support did you have from Villeroy & Boch in terms of ﬁnding a showroom, displays, marketing, training etc? A: In the UK, Euromobel is the sole distributor of the Villeroy & Boch kitchen furniture brand, Bodie and his team helped provide invaluable support from our initial showroom design plans to ongoing training and general support. I also have access to the Störmer and Villeroy & Boch German showroom, where I visited last September to see the new 2021 innovations and manufacturing facilities.

What would you like to achieve with your kitchen retail business over the next two to three years? A: Looking to the future, I would like to build on our success and continue to strengthen our position as a luxury independent kitchen specialist in the local area.

Managing director of Euromobel Bodie Kelay talks about expanding its kitchen retail network in the UK, with the Villeroy & Boch brand Euromobel was delighted to present a unique opportunity for UK retailers, as Störmer announced a licence collaboration with global brand Villeroy & Boch to manufacture its new kitchen collection. The new cooperation between the two leading German brands was revealed in July 2019, brought together by their shared product synergy and ethos. The first solus showroom to open was Villeroy & Boch Küchen Cheshire and we are thrilled to see Andrew and his team get off to a flying start with a stunning new purpose-built space. In the UK and Ireland, we have a dedicated network of over 100 Störmer retailers and have created long-standing relationships with our customers through our personal approach to service, training, and day-to-day support. The recent addition of Villeroy & Boch kitchen furniture means we now can offer both UK retailers and developers an exclusive design platform. We are currently working closely with new and existing retailers to enhance their portfolio presentation, those that prefer a solus offering and new developer projects. As a kbb trade supplier we work closely with all our retailers to encourage them to carve out their specialist niche in the uppermid market, this has been especially important post COVID where we have seen an economic boom in interior projects. Villeroy & Boch is created with individuality in mind and going forward our development will focus on offering tailormade furniture opportunities in a market where just saying ‘we sell German’ is not enough! Today’s consumers are demanding more and we can offer the savvy retailers the route to benefit from this.

4. SELLING THE BRAND To complement the launch of the showroom, Andrew Dillon also chose to offer the Villeroy & Boch Tableware collection, adding the ﬁnishing touches to its retail offering.

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BUSINESS

COMPANY PROFILE

The Rohl family

Director of marketing and innovation EMEAA at Fortune Brands James Smith talks about introducing the Riobel brand and House of Rohl to the UK and across Europe.

North American bathroom portfolio House of Rohl has launched in the UK, introducing the Canadian brassware brand Riobel. It brings together a newcomer brand with three wellknown manufacturer brands Victoria+Albert, Perrin & Rowe and Shaws of Darwen. House of Rohl was established by Louis Rohl and his father, who collected brands from around the world and put them together as a wholesaler, selling them in the States. It was acquired by Fortune Brands which subsequently bought Victoria+Albert, Shaws and Perrin & Rowe. Marketing director EMEAA of Fortune Brands James Smith explains bringing the House of Rohl to the UK has been a plan for the past two years: “We’ve been moving towards this place where we could start to sell the brands, along with some North American brands, as a House of Rohl offer. What we’re doing is trying to replicate what is an extremely successful model in Europe and the UK.”

London showroom It sees the launch of a House of Rohl showroom in the Design Centre at Chelsea in London. The Victoria+Albert and Perrin & Rowe premises next door have been combined into a House of Rohl showroom, displaying its four brands with

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1. RIOBEL HQ Established by a third generation plumber Mario Belisi, Riobel is a contraction of his name and in 2002 moved to its current location St Jerome in Montreal, Canada.

2. DIRECTOR OF MARKETING AND INNOVATION James Smith is director of marketing and innovation EMEAA for the House of Rohl

individual personalities, and showing how they work together in bathroom and kitchen settings. James Smith continues: “The beauty of the House of Rohl concept is – we talk about being a curated range – but within that range the brands will remain differentiated. It is about selling a number of brands, it’s not about bringing those brands together either from a design or a style perspective. It’s about the beauty of the difference between the brands and how they can work together and do work together.” He continues: “Some of the success we’ve seen in America is where we’ve been able to help designers and architects, to see how these brands can work together even though they are quite eclectic as a group. The A&D community isn’t looking for ‘out of the box’ solutions, anyway, they are looking to be able to mix and match and be creative.” The Chelsea showroom will be designed not just as a showroom for the architecture and design community but also as a showcase for independent retailers to see how the displays could work in their showrooms. It features digital content shown on screens, including Louis Rohl explaining the genesis of the House of Rohl, and digital marketing collateral will be available to retailers for their websites and social media.

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3. SOLSTICE

4. LUDIK

The contemporary brassware range spans kitchens and bathrooms, and includes Soltice shown in a stainless steel ﬁnish. Read the technical documents at www.rdr.link/KC045

The Riobel collection plugs a gap in the House of Rohl in the UK, with Perrin & Rowe offering more traditional designs and the likes of Ludik in Brushed Gold providing more modern looks. Discover more details at www.rdr.link/KC046

Smith adds: “We could offer them elements of what they see in Chelsea to have in their own store, with a screen and information telling the House of Rohl story. Once designers hear it and understand the story, I’ve found it’s something that does pique their interest.”

Riobel brand Shaws sinks are traditional ﬁre clay designs, while Perrin & Rowe brassware is at the classic end of brassware design. Whereas Victoria+Albert freestanding baths span traditional to contemporary designs. Plugging the gap for contemporary brassware, the UK will now see the introduction of Riobel from Quebec. The brand was created by a family of three generations of plumbers, who created their own range of luxury brassware with a temperature balancing value Riowise. James Smith comments: “The design, architecture and feel of Quebec is a lot more European, so we see Riobel as European panache meets American aspiration. It’s a very successful brand in Canada.” And he continues explaining it will feature 300SKUs across mixers, shower sets and accessories, adding: “We’ve got four bathroom collections and ﬁve kitchen collections. So we’re coming into the market quite strong, with quite a big offer and I think it’s going to work really well in the context of the House of Rohl.” In America, the House of Rohl also includes the Rohl brassware brand and James Smith adds: “We may eventually look to roll that out into the marketplace as well. But that’s way into the future, I think.”

Multi-brand retailers Ideally, the company is seeking multi-brand

showrooms, which can help tell the House of Rohl story. “But the idea of having solus showrooms is not where we are going”, explains Smith. “We would love to get a corner of a showroom and be able to tell the House of Rohl story, of course we would. There would be investment there to do that.” But he believes “there is something here for most luxury showrooms. We are very much looking for people who would be willing to take

more than one of our brands or at least tell the story, even if they only have one brand in situ. That’s deﬁnitely our Modus Operandi going forwards”. So the company is not ruling out retailers who are selling single brands from the House of Rohl. “We will still support each brand individually, because we recognise that the House of Rohl won’t be for everyone. It might be because of other agreements retailers might have. Whatever the reason, we recognise some people will continue to be single brand retailers and we’ll support those single brands. You’ll see advertising which is brand-led but talking about being a distinctive member of the House of Rohl and leading people back into that House of Rohl story.”

House rules

5 PARABOL Black ﬁnishes are offered across kitchen and bathroom ranges, such as the Parabol single lever mixer and is one of 300 SKUs available to UK designers. View the collection at www.rdr.link/KC047

Smith is under no illusion that the biggest challenge is launching the House of Rohl, combining the three established brands, and Riobel brassware brand into the UK at the same time. “But I think it’s achievable and we’re working from a US model that shows it’s achievable”, he adds. Smith also points out the House of Rohl will be nuanced for each individual country: “You can’t roll out an American concept across the world and not amend it”, and says marketing will be created speciﬁcally for the UK. So what will success look like for the House of Rohl? Smith says it will be acceptance of the concept in the architecture and design community: “I think if that can happen over the next 12-24 months in the UK, then I think that would be a really good start and we would be able to say we’ve been successful at that point.”

www.kandbnews.co.uk K&BNEWS JULY/AUGUST

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BUSINESS

INTERVIEW

Peace, love and Unity We talk to managing director of Mereway Mark Mills about his first year in charge of the business and collaboration with kitchen manufacturer Uform on a joint collection How is business at Mereway and how has it met with expectations? A: During the pandemic, we revised our forecast and expected to be about 20-30% down on 2019. But it didn’t manifest that way. We are on par with 2019 for the ﬁrst quarter of the year and it doesn’t seem to be slowing. So, it’s going far better than we originally anticipated.

1. UNITY Dawson is a ﬁve-piece Shaker frame with bevelled edge in a matte effect foil ﬁnish and a choice of six colours.

You were promoted to the role managing director during the pandemic, so what did you have to deal with straightaway? A: During the initial months of the COVID outbreak it was about safeguarding the business. Owners Bob and Richard [Norris] were very much involved in seeing us through those difficult months. Normally, you ease into the role but with the pandemic and then Brexit, it was a baptism of ﬁre. The saving grace was the directors and strong senior management team worked as one cohesive unit and meant my transition wasn’t as difficult as it would have been if I was parachuted into the role.

2 2. MANAGING DIRECTOR Managing director of Mereway Mark Mills has been in charge of the business for a year.

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How easy will it be to establish your own plans, while upholding the vision and values of owners Bob and Richard Norris? A: The family values have always been at the heart of Mereway. I intend to continue that because it is part of the core values. I’ve been in the business now since 1995, so I’ve grown up, career-wise, with the same values. Loyalty to our customers will always be paramount because that is how Mereway has always been run.

Now you have clear water ahead, what are your plans for the business? A: I’m in charge of the kitchens and bedrooms division and I’m going to build up the sales teams. I’ve employed a business development manager for the bedroom side of the business. I’m also looking to bolster the sales team on kitchens and making plans on how that will evolve over the next 12 months. We are also looking to bring a new kitchen brand to market, Unity, in conjunction with another supplier, in July/August.

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3 3. STRADA

4. MADISON

Unity has been designed to ﬁll a gap in the market that neither Mereway nor Uform can reach on their own

The Mid-priced brand features a Uform door on a Mereway Carcase, such as the Madison offered in Vintage Pink and Slate Blue

Can you tell us more about Unity and how it fits with your current Mereway and Trend Interiors brands? A: Mereway Kitchens is a full kitchen collection and is offered to independent retailers on an exclusive basis. The Trend brand doesn’t have the same exclusivity and is made using a Mereway cabinet but using doors from other manufacturers. It is offered to independents but also ﬁtters and builders. Working in collaboration with Uform, we will be introducing Unity. The mid-priced brand will feature a Uform door on a Mereway carcase and will be sold using their sales force and our sales force, together.

Why did you choose Uform and what is the advantage to both of your businesses? A: Uform offers products we don’t sell. For example, Uform offers a replica in-frame and Mereway doesn’t because we’ve got our own genuine in-frame. Uform also offers metallic paint ﬁnishes that we don’t produce. There is a synergy between the two businesses, both are family-run, and we think we can work very well together. There are gaps in the market, which we can ﬁll with Unity, that neither Mereway nor Uform can reach on their own. There will be some existing dealers in the Mereway network who will take on the brand but we’ll be looking to target new customers. Uform will have a good understanding of who they are because they have their own customers, which they can now offer a complete kitchen. We’ll also be looking to tackle a lot of the German brands out there. Of course if it does prove to be successful we will consider working in partnership with other door suppliers if there is a demand for it.

there’s lots we can do, to trim around the corners, but without having any impact on what we offer to our customers.

What are your plans for the wider Mereway business? A: I’m looking at making the business more commercial. We offer so much more than other manufacturers. For example, Mereway offers 19mm cabinets and nobody else does. Some competitors have 30 doors whereas Mereway has 50. We could streamline to remain competitive. It’s about putting everything on the table but not rewriting anything, yet, because we are still going through the pandemic. I think

Has being British been advantageous during this time of supply challenges? A: I would say so. If you take a lot of our continental friends, they’ve had to push their lead times to 12 or 16 weeks, in some cases. There have been times when we’ve had to push our lead times out by a week or two but not very often. We are seeing lots of customers wanting to buy British. We also saw that through the last recession, to be honest. People start to look inwardly when things aren’t going well in the world. We’ve moved some of our supply chain to British manufacturers, where we can. But you can’t get away from the fact some of the products we buy in are from the continent. What we’ve had to do is buy in bulk and double order in some cases. There has been a huge increase in supply chain costs. Inevitably there will be increases we have to pass on to our customers because the amount of price increases we are seeing is unprecedented and we haven’t got to the end of it yet!

What are your expectations of the Unity brand? A: It’s very early days but I would imagine within three years, with all things going well, it could be 10% or 15% of Mereway’s turnover and over time there’s no reason why that can’t grow to 20%. So my plan, long-term, is for the brand to be £5million turnover. But if we get up to £1million in two years, I’d be happy with that.

5 5. ZOLA Within three years, the Unity kitchen furniture brand is hoped to be 10-15% of Mereway Group’s turnover

What are your expectations going forward? A: I’d be quite happy with a modest growth of 5% on 2019 in my ﬁrst year as MD. I think 2022 may be a difficult year for the kitchen industry. Having said that, UK consumers have become used to investing in their homes and launching Unity, bringing in a business development manager for bedrooms and looking to expand more into contacts will hopefully give us the growth I would like.

www.kandbnews.co.uk K&BNEWS JULY/AUGUST

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BUSINESS

SME ADVICE

Company matters

Offering support for independent kitchen and bathroom firms because your business is our business with likeminded people. It really can be great fun, extremely rewarding and will open you up to all kinds of new opportunities and resources. Remember, social media platforms thrive on new content and so my advice is to have a clear plan in place on how to promote yourself, making sure your presence is known through considered posts, comments and new connections on a regular basis.

PERSONAL DEVELOPMENT Don’t underestimate the power of Linkedin This month I want to encourage everyone in the industry to realise that regardless of job title or career aspirations – if you have a LinkedIn proﬁle, you can put yourself in the driving seat so that the next opportunity comes to you instead of ‘waiting for the right job to come along’. What am I talking about? Well, every recruiter and head-hunter worth their salt uses LinkedIn as a valuable tool for researching and approaching new candidates and now, this professional social media platform has nearly 740 million users.

Create your brand For those of us who can remember life before the internet your own brand and content have sound a tad self-important. I get it. I love connecting with people and I love my job, but I know that taking a risk and putting yourself out there when you try something new is daunting. Ironically, we’re all terriﬁed – as fear of public speaking is one of the world’s most common phobias, but it’s up to you to change convention and take a chance. With this in mind, don’t hide your brilliance. The kbb industry needs your talents as we rebuild together and, although you might take some aspects of your skills, talents and personality for granted, they are hugely valuable so don’t deny them in business. I truly believe we all bring something to the party and life is too short to play safe. Be brave, bold and proactive and see your LinkedIn proﬁle as your digital co-pilot in business. It can be a living, interactive showcase of your skills and expertise, as well as give you valuable insights to your industry and a space to network and connect

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Engage with community If you have a specific specialism, make sure to follow industry hashtags and notice what is trending so you can engage with the content by commenting or reacting with a simple ‘like’. Additionally, you can use this research to inspire your own content, giving you the opportunity to offer individual opinion and the ability to reply to any direct messages or comments personally. In terms of volume, I suggest no more than three posts per week initially, but in order to gain the most interest make sure to change up the format of your content and consider not only text, but also video, images and documentation. If implemented, you will start to notice an acceleration in profile views and so LinkedIn Analytics is an area of your profile that you should be systematically monitoring each month. You can also look at what content is getting the most engagement and establish a formula that works for you by creating a weekly plan of what to use, when to post it and how? Don’t hide away, it’s your time to shine!

EXPERT: Peter Jones COMPANY: Foyne Jones BACKGROUND: Peter Jones is founder and managing director of Foyne Jones, specialist recruitment agency for kbb retail, independent and national merchant and construction sales. He is also the host of podcast The Peter Jones Show, which covers recruitment and industry news, and features guests who are leaders in the industry. CONTACT: www.rdr.link/KC048

SALES Back to basics: First impressions Like in many aspects of our lives, first impressions are key. When it comes to sales, giving the right first impression holds great power in dictating how a sales interaction - and potential transaction - will play out. After a year of lockdown, even the most experienced and emotionally intelligent of salespeople can benefit from a refresher on the basics of selling and connecting with the customer. As humans, we are naturally tactile, yet in 2021 we must find alternative ways of forming a connection and building trust. Handshakes are out and masks are in, which can create barriers between the showroom and customer. With new conventions and guidance to observe around social distancing and hygiene in the showroom, brushing up on basic sales skills may have taken a back seat. With every customer correspondence and transaction, there are three key ways to measure success of the sale.

1. Conversion rate What percentage of those visiting your showroom are going on to complete a transaction? Analyse your conversion rate closely to track business performance and to act as an indicator of when adjustments to strategy might need to be made.

2. Upselling Upselling, the skill of persuading the customer to invest in a better, higher cost product that offers better margins, can be difficult to approach in the current economic climate. Whilst the events of the past year might have enabled many to put aside additional savings from refunded holidays and empty social

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calendars, for others they might be experiencing more ﬁnancial hardship and grappling to adjust to new ﬁnancial means. However, where appropriate, truly getting under the skin of a prospective customer and asking the right questions can put you in a much better position to carefully negotiate an upsell.

3. Cross-selling The hardest sell is the ﬁrst, so once a commitment to buy has been established harness your skills of cross-selling to enable the customer to see the beneﬁts of making multiple add-on purchases too. Many brands are making cross-sell opportunities easier and more attractive by offering coordinated ranges; for example, mixer taps with complementing basins, or brassware with matching bathroom accessories to complete the look. Here, the retailer can not only provide products but a service too by removing the hassle and planning stages for the customer. Aside from measuring business, a successful sale usually starts with a customer relationship that has been nurtured. This means investing time and energy into engaging with and understanding the customer’s wants, needs, concerns and lifestyle. As we’ll touch on in our next column, being in the know when it comes to understanding human behaviour and communication is one of the biggest obstacles to overcome when trying to negotiate a sale. Fine tune the balance between being forthcoming without being forceful. Finally, when initiating the conversation with the customer, lead with an open question. Rather than trying to guess what the customer might want or be interested in, let them give you the clues or indicators in order to dictate the next steps of the customer journey. Just starting out in the industry or want a refresher on sales best practice? Head to www.grohe-x.com for a selection of sales skills training videos designed with retailers in mind.

EXPERT: Ebru Bircan COMPANY: Grohe BACKGROUND: Ebru Bircan is Leader Marketing Activation UK, LIXIL EMENA, responsible for marketing for Grohe UK. She joined the company having studied a Bachelor of Science in International Business at the University of International Business and Economics, followed by a Masters of Business Administration at Imperial College Business School. CONTACT: www.rdr.link/KC049

MARKETING Promoting your business when in high demand I don’t need to tell you that the kbb market is in pretty uncharted territory right now. The pandemic has created an unprecedented demand for home improvements, and when you add in the fact that there are loads of people sitting on cash they haven’t been able to spend on holidays, it’s fair to say this wave won’t run its course anytime soon. Many independent kitchen retailers are used to having to work exceptionally hard for every sale – sweating blood and tears to generate leads and convert them into clients. Leads aren’t difficult to come by recently, though, which means a different problem for kbb retailers: What sales activity should you be doing when demand is high and time is tight? I could write a small book answering this question, but I’ll focus on just two points for now:

1. Cherry-pick your best leads When leads are hard to come by, you’ll likely spend a lot of time on every single one, digging into your pipeline and trying to squeeze every last drop of value from every lead that comes through the door. But when you’ve got an abundance of leads, that’s no longer viable – there just aren’t enough hours in the day. Instead, you can afford to be more selective with the leads you develop, focusing on the best opportunities – the customers you most want to work with and the jobs that make you the most money. If you’ve got limited capacity, this is vital. Otherwise, you’ll end up leaving money on the table because you’re ﬁlling your diary with jobs that aren’t delivering maximum revenue.

2. Go all in I was speaking to an astute client of ours a couple of weeks ago, and he came up with a pretty apt analogy about what’s going on for him – and plenty of other retailers – right now.

Picture one of those 2p Penny Pusher machines you get in an arcade. He feels like that’s what he’s doing right now – putting coins in, more and more of them balancing precariously on the shelf. His dilemma was: do I keep putting coins in? Do I keep hunting for more leads? Because what happens if they all come off, all at the same time? It’s a great metaphor, and it perfectly sums up a predicament that lots of kbb retailers have right now – that they’ll be overwhelmed with demand. Here’s my response: Just keep putting those coins in. You can do several things to deal with demand – from raising your prices to employing more subcontractors, delaying start dates, and turning people down. But what you can’t do is stimulate the sort of demand we’re seeing right now. It can’t be replicated. You just have to make the most of it when it arrives. And if you hold back, and you slow down on your sales and marketing activity, you risk undoing the good work you’ve done up until now… just like those wasted 2p coins back in the arcade. (After all, you don’t want to leave them for the next person, right…?!)

EXPERT: David Barker COMPANY: Inspire Kbb BACKGROUND: David Barker is managing director of InspireKbb, a sales and marketing consultancy for kitchen and bathroom Retailer. Barker has over 25 years’ experience, with his areas of specialism including branding and positioning through offline and online platforms to generate tangible sales results. His family owned a kitchen and bathroom showroom for 15 years and he helped increase revenue eightfold through sales and marketing techniques. Contact: www.rdr.link/KC050

www.kandbnews.co.uk K&BNEWS JULY/AUGUST

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BUSINESS

PROMOTION

KI TCHENS &

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

Darren Morgan | Designer Kitchen by Morgan | Rise of multi-purpose kitchens and outdoor living space Kitchens created as multi-purpose spaces and outdoor living provide kbb designers an opportunity to stamp their authority on interiors, says director of Designer Kitchen by Morgan Darren Morgan. He says lockdown encouraged people to consider how the kitchen can fulﬁl additional functions and expand living outdoors. Watch the video at www.rdr.link/KC051

Darren Morgan | Designer Kitchen by Morgan | Open plan versus broken plan kitchens Despite kitchens becoming multifunctional, it hasn’t signalled the end of open-plan living but designers need to take greater control of the ground ﬂoor space otherwise architects will, warns award-winning designer Darren Morgan. He adds it is the responsibility of kbb designers to always consider broken plan living within an open-plan environment. See what he has to say at www.rdr.link/KC052

Bill Miller | KBBG | Kbb retail challenge to meet consumer demand Managing director of KBBG Bill Miller talks about the challenge for Kbb retailers to meet the uplift in demand, a month after “non-essential” shops reopened. He talks about remote design solutions to help with customer enquiries and the three-point plan kitchen and bathroom retailers are adopting to cope with supply shortages. View the video at www.rdr.link/KC053

Darren Morgan | Designer Kitchen by Morgan | How remote design drives the need to charge a fee Remote design consultations must see kbb designers charge a fee, says director of Designer Kitchen by Morgan Darren Morgan. He says retailers shouldn’t be afraid to charge for design because if consumers believe they are getting value within the design process they will pay. See what he has to say at www.rdr.link/KC054

40 JULY/AUGUST K&BNEWS www.kandbnews.co.uk

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LAST WORD

NEWS & VIEWS

Recycle responsibly

Managing director of AO Business Anthony Sant talks about upcoming changes to appliance recycling and how retailers will be expected to play their part The Government has big plans for protecting the environment and expects business and industry to play a key role. A slew of legislation and regulatory changes are set to come in over the next few years. Most importantly for the sector are rules that will impact on how it deals with old kitchen appliances removed during refurbishment. To date, these appliances have frequently fallen through the gap when it comes to being recycled responsibly.

Recycling appliances We know from working in the sector that, often, the old appliances removed are left in skips on driveways, which are targeted by unscrupulous scrap metal dealers. Yes, there is value in old appliances when they don’t have to deal with the hazardous components correctly, but the valuable components have to be removed responsibly or the environment suffers. Only regulated recycling plants are legally allowed to carry out this work. The Government wants to close this gap and put changes in place to collect all the old appliances for responsible recycling. How does it want to do it? By making all retailers of electrical appliances, including kitchen retailers and suppliers, responsible for collecting and ensuring responsible recycling of any electrical appliance removed from a home when ﬁtting new appliances as part of a kitchen installation. This is known as Extended Producer Responsibility. The Government wants to increase the recycling levels of old kitchen

appliances and cut the number of appliances being illegally disposed of. If a fridge, for example, is not recycled correctly, harmful gases escape into the environment. Regulations to manage how old appliances are recycled have been in place for more than 15 years. These latest changes to the regulations, due to come in the next two to three years, will see the responsibility put in your lap.

Taking responsibility The regulations are still under review, but the change will likely mean old appliances can no longer be left for removal by the homeowners, local authorities or third parties. These changes will not just impact on the kitchen sector, all suppliers of electrical appliances, big and small, will have to take more responsibility for recycling. The changes coming from Government will, of course, impact on us as a business. In particular, the way we collect and recycle old appliances. But we are not starting from scratch and have been preparing for the anticipated changes for several years. As a responsible retailer, we collect the old appliances from customers when delivering a new one through our own logistics network. However, we are unusual in that four years ago we took the bold step of opening our own fridge and large appliance recycling plant. For us, it has been about doing the right thing and,

through responsible recycling, we have now recycled around two million fridges.

Sharing experience We know from our experience of operating within the existing rules and regulations that the sector cannot adapt to these changes overnight and will need to spend time preparing. We are now working with our customers and trade bodies to see how we can share our knowledge and experience to minimise the impact of the likely changes. Changes are coming down the track. The Government is set to carry out a consultation on the regulations later this year. The exact changes have not been finalised, but all the indicators point to the Government putting the responsibility for old appliances firmly at the door of those supplying them. And why is there so much focus on this sector of the market? It’s not surprising really, every day the legislators see skips with appliances in or next to them, at risk of being disposed of incorrectly. There are regular posts on social media showing this happening. It’s a very clear problem that needs to be solved and putting the responsibility with the retailer solves this in ‘onefell swoop’. We have all learnt to be nimble and adapt to rapid change. We now have the benefit of time with these changes, so I would use it wisely – prepare, prepare and prepare again.

www.kandbnews.co.uk K&BNEWS JULY/AUGUST

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NEWS & VIEWS

MAKING HEADLINES

Top 3

website stories What has been driving Kitchens & Bathrooms News website traffic? Here are the three stories with the biggest hits in May on www.kandbnews.co.uk ASKO APPLIANCES Premium appliance brand Asko is set to launch its laundry range in the UK, which will be supplied to retailers through KitchenEx. The Swedish manufacturer has been making appliances for the past 70 years and will be offering matching washers and tumble dryers across three collections: Style, Logic and Classic. Following on from the launch of Asko laundry, the Gorenje-owned brand will also be expanding into built-in kitchen appliances, with new launches expected later this year. View the entire story at www.rdr.link/KC056

Kitchen Manufacturers

IDEAL STANDARD Bathroom manufacturer Ideal Standard Group has appointed joint CEOs Jonas Nilsson and Jan Peter Tewes to lead the business, following the departure of Torsten Turling. Jan Peter Tewes joined Ideal Standard International in October 2018 as chief commercial officer and Jonas Nilsson joined in January 2019 as chief operating officer. Following a reorganisation of the group into business segments in September 2020, Jonas Nilsson was appointed president – sanitaryware and Jan Peter Tewes named president – ﬁttings, in addition to his role as chief commercial officer. Read more at www.rdr.link/KC055

TRAVIS PERKINS

Builders merchant Travis Perkins has announced the sale of its Plumbing & Heating (P&H) distribution business to an affiliate of alternative investment ﬁrm H.I.G. Capital for a cash consideration of £325million. The sale will be on a debt-free, cash-free basis, subject to customary adjustments and the transaction is expected to be completed within the next three months. Headquartered in Northamptonshire, the plumbing and heating division features nine businesses, including City Plumbing and Plumbing Trade Supplies (PTS). Read the whole story at www.rdr.link/KC057

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

Newform S.p.A ...................................... (page 9)

Blanco Ltd ............................................ (page 18)

Reginox UK Ltd .................................. (page 15)

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

Riobel ................................ (Inside front cover)

Franke UK Ltd .................................... (page 21)

Senstec.................................................. (page 13)

Geberit Ltd .......................................... (page 10)

Senstec.................................................. (page 29)

Grohe Ltd ............................................ (page 14)

Shore Laminates/ Mermaid Panels (page 27)

Hills Panel Products Ltd.................. (page 23)

Stelrad Radiators .............................. (page 30)

Mereway Kitchens .............................. (page 4)

Top Form Ltd ........................................ (page 6)

Mereway Kitchens..............................(page 42)

Vado ...................................................... (page 24)

42 JULY/AUGUST 2021 K&BNEWS www.kandbnews.co.uk

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