Kitchens and Bathrooms News March 2023

5First word

Editor’s comment

6News

Round-up of industry headlines

12Industry columns

Chief executive Tom Reynolds outlines opportunities for bathroom retailers in 2023

13People

Promotions and appointments

13Inbox

Reader feedback

16

KITCHENS

14Built-in ovens

We take a look at how the demand for healthier ways of cooking is shaping the technology of built-in ovens from steam and air fryers through to AI

16Kitchens just out

Latest kitchen products

BATHROOMS

18Showering

We investigate the trend for personalisation and space optimisation, and how it offers sales opportunities for retailers

20Bathrooms just out

Latest bathroom products

BUSINESS

22Company profile

Dublin-based bathroom brand Sonas Bathrooms has expanded to the UK and CEO Richard Sloan is looking to replicate its success on the mainland

24Q&A Interview

Classic Marble MD Christopher Hackett shines a light on the company’s Spotlight campaign, explaining how it embraces video and social media to promote its retailers to potential customers

26Retailer focus

Husband and wife team Dan and Jenna Doherty have opened the first Ripples showroom in the North of England. Standard bearer for the business above the Midlands, Ripples Southport has already been nominated for an award.

28Company matters

SME advice covering marketing, financial and management issues, as well as personal development

33Last word

Chartered marketer at Ambiance Bain Karen Jervis explores the advantages of replacing a bath with a shower and why retailers should be ready for customers questioning them about the benefits and potential savings

SPECIAL FEATURE

30ISH 2023 preview

We offer a curated edit of what you can expect to see at the ISH bathroom exhibition in Frankfurt

Protecting KBB future

During National Apprenticeship Week, the BiKBBI Annual Conference issued a stark warning that the KBB industry is failing to overcome the existing skills gap crisis, painting a bleak picture for the future. CEO Damian Walters urged immediate action, as a lack of young people entering the market, together with ageing trade workforce, and two-thirds of installers willing to leave the KBB industry, could see a dearth of fitters.

Who will be left to fit the kitchen and bathroom projects and what impact will that have on project lead times? was the concerned question from the conference, under the theme: “Uniting the KBB industry for a bright future”. And what can we do it about it? Because, ultimately, this will not be an issue simply for fitters but will impact across the entire KBB supply chain.

The BiKBBI reported, unlike the plumbing and heating sector which has embraced apprenticeship schemes, the KBB industry had “failed to scratch the surface”. Last year, at its Building a Sustainable Future conference, the institute said the industry needed to attract young people. Now, 12 months on, there doesn’t seem to be a shortage of young people who want to join the KBB industry.

Young people are recognising the value in trade skills. Speaking to a kitchen installer apprentice at luxury KBB showroom Day True, Kitchens & Bathrooms News found their incentive for joining the industry was the potential for flipping houses and ultimately building their own home. And, according to the

BiKBBI, having undertaken a national school tour, it attracted the attention of 350 school leavers to join the industry.

Yet Damian Walters, of the BiKBBI, said there wasn’t enough vacancies for them:

“The net result of this travesty is that 350 school leavers have embarked on careers elsewhere. Let me add some context, that could have been 350 future businesses capable of 15,000 installations a year, over time.”

It seems, then, individual KBB businesses hold the key to the future, by offering apprenticeships. But surely herein lies the issue that needs to be addressed. While the likes of B&Q, Wickes, Wren and Howdens are capable of and do employ apprentices across their businesses, many independent retailers are historically husband and wife teams. For them, having the time and energy to take on apprentices, while maintaining service level standards, can prove challenging. What help and support do they need? Also, independent by their very name, what encouragement may be required to consider the wider industry as well as their business? These must be the remaining pieces in the puzzle to help secure the future of the KBB industry.

…investment in UK manufacturing and jobs, with Howdens spending multimillions on a factory extension in East Yorkshire

…KBB industry is failing to overcome the skills gap crisis, but plans to encourage and support independent retailers who are interested in taking on apprentices

…to congratulate multi award-winning Used Kitchen Exchange (UKE), which was exclaimed to be a “game-changing business” by judges of the National Barclays Entrepreneur Awards.

Philippa Turrell Editor

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IN BRIEF

■ Following the passing of founding member of Utopia Liz Green, at the end of last year, the company has set up The Liz Green Charity Fund in her memory. The new fund will benefit two national cancer charities, Cancer Research UK and Macmillan Cancer Support, as well as the local charities that Utopia supports throughout the year. So far, the business and staff have donated £1,450 which has been split between the two charities. Read more at www.rdr.link/KAM001

■ Award-winning bathroom retail franchise Ripples is celebrating 35 years of trading in 2023.

Founded in 1988 by Roger and Sandra Kyme, the brand has grown from one showroom located in Bath to an awardwinning franchise with 16 showrooms nationwide. Since its inception, the family-owned and run Ripples franchise has earned over 70 industry awards, across the group. Read the story at www.rdr.link/KAM002

■ Find-a-tradesperson platform, Rated People has published its annual Home Improvement Trends Report, which outlines opportunities for tradespeople.

Rated People analysed around 1.1 million home improvement jobs, posted through its platform by UK homeowners, and spoke to UK tradespeople, homeowners and homebuyers to create the fourth edition. The research found bathrooms are most popular among renovators. Read more at www.rdr.link/KAM003

Factory line expansion will see production of two million high gloss doors

Howdens makes multi-million investment into UK factory

Trade kitchen supplier Howdens has made a multimillion pound investment into a factory extension and production line at Howden, East Yorkshire, strengthening its supply chain and creating jobs.

It has installed a high gloss kitchen door line measuring over one kilometre in length and which was opened by Rt Hon David Davis MP for Haltemprice and Howden, Once fully commissioned, the “Heartland” factory will manufacture over two million kitchen door frontals and décor ends in high gloss finishes.

Howdens currently imports the products from Italy and, according to the company, moving the

production to the UK, will reduce both the lead time and make the costs more competitive.

The company has also invested in a second high speed painted architrave and skirting line which more than doubles its capacity.

Investing in its UK manufacturing operations, will see Howdens create up to 100 new jobs for the area, including machinists and engineering technicians.

Howdens has factories in Howden and Runcorn in Cheshire and has achieved carbon-neutral manufacturing status at both plants, certified by The Carbon Trust, and has reached Zero waste to landfill.

Proposal to close two factories and loss of 500 jobs

Speaking at the opening of the Heartland factory extension, CEO Andrew Livingston said: “I would like to extend my thanks to everybody who made this project happen.

“It’s a significant investment and it’s absolutely the right one. It creates jobs. It strengthens the supply chain to our 808 depots.

“It give us flexibility and agility in our supply chain and it gives us better cost prices to make us even more competitive.”

Nobia announces UK cost reduction programme

Nobia has decided on a cost reduction programme including repositioning of part of its UK business to drive efficiencies and margin improvement, in addition to existing initiatives,

The programme aims to generate annual savings in excess of SEK 300m, with a “noticeable” impact in the second quarter of 2023 and reaching “full” effect in the second quarter of 2024.

The programme involves the potential redundancy of 500 employees.

Organic growth for the group in the fourth quarter of 2022 was low single digit, with support from price increases.

The Group’s preliminary operating profit for the fourth quarter, excluding items affecting comparability, declined to SEK 25m, impacted by continued

higher supply chain costs in the Nordics and a weaker performance in the UK.

Nobia will reposition and exit unprofitable project business in the UK to drive “necessary” profitability improvement and increase competitiveness.

The proposed changes, subject to customary union negotiations, include consolidation of the manufacturing footprint and flattening of the UK central organisation.

It is proposed the production sites in Dewsbury and Grays in the UK will also be closed.

Furthermore, certain functions in the Nordic region and at Group level will be reduced, in order to save costs and support earnings improvement.

President and CEO of Nobia Jon Sinton reported: “We are addressing several areas in order to achieve significant and sustainable margin improvement. Regrettably, some of the necessary actions we are taking will result in redundancies.

“In the UK, the proposed changes will make us a better business partner for our customers and cater for an improved profitability level. In parallel, we are continuing to focus on completing the construction of our new Nordic factory in Jönköping, which will be the most modern and efficient in our industry.”

Company divests parts of EMEA business

Whirpool creates new business with Arçelik for European MDA

US appliance manufacturer Whirlpool Corporation has divested parts of its EMEA business and formed a new entity with Turkish manufacturer Arçelik.

The new business will include the Whirlpool European major domestic appliance (MDA) business and Arçelik MDA, consumer electronics, air conditioning and small domestic appliance business.

It is expected to have combined sales of over $6billion and the combined businesses are forecast to generate cost synergies of more than $200million.

Whirlpool will own 25% of the newly-formed entity, while the remaining 75% will belong to Arçelik.

The new business has yet to be named and it will be agreed in the second half of 2023.

Director of UK communications and government relations at Whirlpool Corporation Ian Moverley commented: “The new company will bring together the best of the two complementary companies to deliver value to consumers through attractive brands, sustainable manufacturing, product innovation, and consumer services.”

He explained: “Ownership of the

Hotpoint, Indesit, Bauknecht, Privileg, and Ignis brands will be transferred to the newly-formed company.

“The newly-formed company will have a multi-year license to sell Whirlpool-branded MDA products in Europe.”

However, Ian Moverley added: “The KitchenAid (SDA & MDA), Maytag and InSinkErator businesses will continue to be owned and operated by Whirlpool.”

Separately, Whirlpool agreed in principle to the sale of its Middle East and Africa business to Arçelik.

Commenting on the announcement, chairman and chief executive officer of Whirlpool Corporation Marc Bitzer said: “Today’s announcement marks yet another major and important milestone in our ongoing portfolio transformation.

“This allows us to participate in significant value creation from the repositioning of the business and cost synergies through our minority interest.”

The transaction is expected to close in the second half of 2023 and until then the company will operate as seprate entities.

IN BRIEF

■ For the 14th consecutive year, Haier Group has been ranked number one in the global, major domestic appliance market, according to the annual Euromonitor International report. According to the appliance manufacturer, it achieved this result thanks to sales of the brand’s smart solutions, such as refrigerators, washing machines, freezers, and wine coolers, across its Haier, Candy, Hoover and Hotpoint brands. Read more details at www.rdr.link/KAM004

■ Bathroom and kitchen manufacturer Grohe has announced a cashback promotion for select shower systems, running from March to June 2023, aimed at helping retailers give back to their customers. Consumers can claim up to £100 cashback, on eligible models, with the promotion available across more than 20 shower systems. Read more details about the promotion at www.rdr.link/KAM005

■ The Kitchen Bathroom Buying Group (KBBG) will hold its 2023 Annual Members’ Meeting on June 12, at the home of the Formula 1 British Grand Prix, Silverstone, in Northamptonshire. The AGM will offer the opportunity to hear from speakers, meet suppliers in a ‘Supplier Display Area’ and benefit from exclusive supplier offers, and network. There will also be the opportunity for guests to tour the Silverstone Museum. Read more at www.rdr.link/KAM006

Industry failing to employ apprentices

BiKBBI warns KBB industry failing to close skills gap

The KBB industry is not doing enough to overcome the installation skills gap crisis and immediate action is needed, was the stark warning issued by the British Institute of Kitchen, Bedroom and Bathroom Installation (BiKBBI).

Speaking at its annual conference at the QEII Centre in Westminster, London, chief executive of the BiKBBI Damian Walters said: “Despite the great collaborative work we have achieved in the creation of our fit for purpose apprenticeship – our industry is failing.

“Whilst pockets of great work and support exist, the industry is simply not doing enough to overcome this skills gap crisis, as a collective.”

He pointed to the plumbing and

heating sector, which he reported had embraced the apprentieceship scheme and started to reverse its skills gap crisis, adding “we have hardly scratched the surface and we are nowhere near a place that makes me feel comfortable about the future of our sector.”

Following a national roadshow presenting to secondary school children about the opportunities in the KBB industry, Damian Walters said he attracted the attention of 350 school leavers who were interested in joining the industry.

“However, the tragic fact is that we, as a multibillion pound industry and with thousands of installers, manufacturers and retailers between us all, couldn’t create 350 apprenticeship vacancies.

“And the net result of this

travesty is that 350 school leavers have embarked on careers elsewhere.”

He continued: “Let me add some context, that could have been 350 future businesses capable of installing 15,000 installations a year, over time.”

He called upon the industry to “wake up and smell the coffee”, unite and take immediate action, adding: “The familiar nodding and agreement needs to now progress through to reaction and ultimately the employment of real apprentices.”

Historically high net profit and highest turnover since 2009 RAK posts record financial results

Bathroom and tile brand RAK Ceramics reported record financial results for the year ended December 31 2022.

The company achieved a turnover growth of 22.9% to AED 3.52 billion, the highest since 2009, and an historically high full year net profit increase of 19.8% to AED340.1 million, versus 2021.

Growth was driven by an increase of 11% in tiles, sanitaryware which grew by 4.1%, tableware which was up by 38.9% and the consolidation of faucets (+AED 276.5 million).

In Europe, revenue increased by 3.5% year-on-year in 2022, while in local currency it increased by 14.5% year-on-year.

Given the slowdown in

economic activity and despite price increases in 2022, RAK Ceramics stated the macroeconomic pressure weighed in on bottom-line performance; Q4 2022 financials.

However, the company stated it saw signs of relief, enabled by correction in exchange rates and decrease in freight rates.

During its financial results, RAK Ceramics also reported on the development of the company, with

its tile enhancement project in progress and production set to begin in Q1 2023 for 5 million square meters of tiles.

The sanitaryware capacity enhancement has also been completed and production has commenced, with full additional capacity of 260,000 pieces by Q3 2023.

In addition, the company is working on shortlisting consultants and preparing the factory design layout for its Tile and faucet Greenfields Project.

Looking to the future market, Group CEO Abdallah Massaad commented: “We are monitoring the economic environment closely and remain focused on executing our growth strategy.”

16% turnover increase on 2021

Duravit reports record revenue

Following its record revenue of €608 million in 2021, bathroom manufacturer Duravit has reported a 16% increase on the previous year, with total revenue of €707 million.

The bathroom manufacturer has also estimated operating profit will once again be up year-on-year.

Duravit reported its largest sales were in German speaking areas and that China was on track, despite challenging conditions.

Commenting on the provisional announcement of the results, CEO Stephan Tahy said: “Once again we have come a little closer to our growth target of €1 billion in sales by 2025, despite challenging conditions in some regions.

“The current figures confirm that we are on the right track and give us confidence.”

According to Tahy, who recently had his contract as CEO of Duravit AG extended, a key factor for Duravit’s success is the company’s global strategic plan, allowing the company to gain market share.

In addition, it reported its local production, supply, and procurement has been successful. It will also continue with the exploration of green energy generation to allow the company to become climate-neutral by 2045.

Duravit stated growth was driven by new products launches and highlighted “strong”

performance of ranges such as Duravit No.1.

Alongside the core ceramic business, the bathroom manufacturer reported growth in 2022 was generated in the SensoWash, bathtubs, and brassware sectors.

It also stated expansion of its international project business

remains a central part of its global strategy.

Despite facing weakening economies in many regions of the world, rising energy prices, high raw-material costs, and shortages of skilled labour, with the company’s willingness to make large investments, Tahy remained optimistic for 2023.

IN BRIEF

■ Radiator manufacturer and distributor Stelrad Group reported its financial results were testament to its resilience, in its trading update for 12 months ended December 31 2022. Despite challenging conditions, group revenue for the year ended December 31 2022 was around £312million, representing circa 15% growth on the previous year. The board expected to deliver a record adjusted operating profit of around £34million.

www.rdr.link/KAM007

■ Italian appliance brand Smeg will now supply buying group MHK-UK retail partners with its built-in range and selected products from its portfolio. The deal will see built-in ovens, compact appliances, hobs and hoods, as well as built-in dishwashing and refrigeration, plus range cookers and FAB refrigeration available to MHK’s retail network.

www.rdr.link/KAM008

■ Following the acquisition of Logicom by Cyncly (formerly Compusoft+2020), the business will no longer provide Innoplus or SimpliPlan software to new UK customers from April 2023. Virtual Worlds will also be integrated with EQ Software for quotes, as well as project and customer workflow management, to provide users with a one-stop solution for complete bathroom retail management.

www.rdr.link/KAM009

Sales up 15% and €50m planned investment Rotpunkt achieves €100 million sales

Kitchen manufacturer Rotpunkt has reported sales of €100 million, up 15% on 2021, and planned investment of €50m over the coming years.

The increase has been influenced by price adjustments, following price inflation in material and energy.

According to the company, 80% of its business has been from the export market, with Netherlands reporting the greatest share, followed by Germany, Belgium, France, Great Britain, Scandinavia and Austria.

It also reported market development is currently underway in Slovenia and Croatia.

Managing director of marketing & sales at Rotpunkt Sven Herden commented: “Around 5% of the sales increase can be attributed to a tangible increase in volume, which is further supported by our network of retailers who continue to take the Rotpunkt kitchen to the next level of quality design.

Double digit sales growth for home improvement retailer Wickes attributes “relentless” focus on value to sales drive

Home improvement retailer Wickes reported its Q4 sales were up 11.4%, attributed to the company’s “relentless focus on value, availability and service.”

The company’s Do It For Me (DIFM) sales were up 34.5% in Q4 with full year DIFM sales up 26%.

Meeting demand for DIFM, the home improvement retailer achieved its target of increasing installer teams from 2,600, at March 2022, to 3,000 at the end of the year.

Although Wickes stated its order book at the end of December was lower than 2021, the company reported this was still above 2019 levels.

While orders in the fourth quarter were “moderately “down versus last year, Wickes said it showed an improving trend from the third quarter.

It also stated the upwards sales trend has continued for DIFM and orders in Q1 to date are in line with the prior year.

Wickes core sales were 5.2% up in Q4 and it stated Local Trade sales performed strongly, with its digital TradePro customer base of 746.000, up 18% year-on-year.

While the retailer stated DIY sales remain below last year, it reported they have stabilised towards the end of the quarter supported by sales of energysaving products.

It also stated retail price inflation moderated further, aided by reductions in the cost of timber, with inflation in Q4 at 9% and continuing to trend lower.

During the fourth quarter, WIckes completed four store refits taking the total to 11 for the year, in addition to the downsize and refit

“Furthermore, the growing desire for added-value features like lighting and custom design elements are also helping to grow profit margins with additional sources of revenue coming from outside the kitchen like the utility room, bathroom, fitted wardrobes and walk-in dressing rooms.”

The manufacturer saw sales growth of 20% in 2021 and 54% from 2018-2022, with annual revenues rising from €65million euros in 2018, to €100million in 2022.

To support its growth, the company will invest €15millon on an increased capacity and €2.5millon on a production line.

of the Maidstone store.

Wickes also opened a new store in Bolton in October, and it states there are plans for further openings in 2023.

CEO of Wickes David Wood commented: “Wickes traded well during the period, with Group sales up 11.5%, underpinned by our relentless focus on value, availability and service.

“With the increased cost of living and colder winter months, we have seen more customers turning to Wickes for help to reduce their energy usage and bills.”

UKE scoops National Barclays Entrepreneur Award

Ex-display and pre-owned KBB retailer Used Kitchen Exchange (UKE) has won the National Barclays Entrepreneur Award For Sustainability.

This accolade follows its regional win in September 2022, with the judges describing the company as a “game-changing business, addressing a need that has often been overlooked”.

Commenting on the award win, founder of UKE Helen Lord said “We are extremely proud to be

chosen as the winner of this prestigious award.

“This achievement bears testament to the commitment of our wonderful teams here at UKE and of course the support of the amazing KBB industry.

“We are extremely excited for the future and the groundbreaking developments we have in the pipeline.”

The Barclays Entrepreneur Awards comprise eight categories, ranging from start-up to sustainable

Comedian, presenter and actor hosts awards

Kbsa announces Russell Kane as Designer Awards host

success and aim to showcase entrepreneurs for their contribution to industry, the UK economy and society.

Formed in 2015, UKE was the first kitchen company to be awarded B Corp status.

Identified as a pioneer in sustainability, it was awarded a UK Government grant, to scale up its business model to cover the kitchen, bedroom, and bathroom industry.

This vision supports the Government’s commitment at

Cop26 to decarbonise all sectors in the UK economy, meeting a target for net zero by 2050.

First trend report for sintered stone manufacturer Neolith identifies 2024 trends

Urbanisation focusing on people, well-being and a return to nature will be the major design influences in 2024, according to sintered stone manufacturer Neolith in its first trend report.

At a global launch held at Palacio Neptuno in Madrid, Neolith presented Inspiring Living For Tomorrow. Lifestyle Trends 2024 to 200 professionals from architecture, interiors and design in person and online.

The Kitchen Bathroom Bedroom Specialists Association (kbsa) has announced multi-award winning comedian, presenter, actor, author and scriptwriter Russell Kane as host of its 2023 Designer Awards.

The 2023 Designer Awards recognise and celebrate excellence in kitchen and bathroom design, and boast six categories.

They include Kitchen Designer of the Year (up to £25k), Kitchen Designer of the Year (£25k-£50k), Kitchen Designer of the Year (over £50k), Kitchen Concept Designer of the Year, Bathroom Designer of

the Year and Young Designer of the Year.

Open to all Kbsa retail members, the Kbsa Designer Awards 2023 have an entry deadline of April 28, 2023.

Winners will be announced at the awards dinner, which will be held after the Kitchen & Bathroom Industry conference, at The Belfry Hotel & Resort, Sutton Coldfield, West Midlands.

Tables can be booked by retailers and manufacturers from the industry, with details to be released shortly.

Following year-long research in collaboration with trend forecaster Gudy Herder and design journalist Enric Pastor, the report analyses how society is changing and with it users’ needs.

Studying interior design, architecture, art and lifestyle, it has been created to inspire and showcase trends through colour, shapes and materials.

Chief marketing officer of the Neolith Group Oliver de la Rica explained why the company chose to invest in the report, commenting : “This work makes it really clear just how important it is for Neolith

to make unique emotional connections with our end users and all the professionals who trust in us, offering a bit of guiding light for all sectors participating and invigorating these social changes as well as a holistic vision surrounded by design, trends, fashion, beauty and creativity.”

CEO of Neolith Group José Luis Ramón added: “This book confirms our commitment to society, and its needs and demands, all while, in line with our DNA, highlighting our desire to always be on the cutting edge, identifying the major trends of a new lifestyle which prioritises personal well-being and respect for the environment and sustainability as they apply to fields such as architecture, interior design, fashion and industry in general where Neolith surfaces can play a key role.”

Company described as a “game-changing business”

Tom Reynolds, chief executive of the BMA, outlines four opportunities for retailers to seize in 2023

Seizing opportunities in 2023

As we enter 2023, it is imperative that bathroom retailers plan ahead and assess their current strategies and future prospects. This is of particular importance due to the economic climate in the UK over the next year or so. With this in mind, here are some key considerations bathroom retailers should consider when planning for 2023 and beyond.

Develop a forward-thinking marketing strategy

Bathroom retailers must develop a comprehensive and well-executed digital marketing strategy to remain

competitive in the market. This includes optimising their online presence, developing an effective social media plan, and utilising content marketing techniques such as blogging and video production to engage with customers.

Utilise technology

Technology can be used to streamline operations and improve customer service within retail bathroom stores. From innovative mobile apps to virtual reality experiences, having the right tech solutions in place could help retailers gain an advantage over competitors.

Second highest category sales month-on-month

Leverage customer data

To stay ahead of changing trends in the industry, bathroom retailers should aim to collect and analyse customer data. This can include tracking customer behaviour through surveys and market research and using customer feedback to develop services that cater to their needs.

Improve sustainability

With the increasing scrutiny of businesses’ environmental practices, it is essential for bathroom retailers to become more sustainable in their practices. This could involve

sourcing products from eco-friendly suppliers, investing in green technologies such as solar panels or energy-efficient appliances, and minimising waste.

By taking these steps now, bathroom retailers will be better positioned to succeed in 2023 and beyond.

BMBI reports kitchens and bathrooms outperforms merchants

The latest Builders Merchant Building Index (BMBI) report, published in January, shows kitchens and bathroom sales outperformed merchant sales.

Kitchens and bathrooms sales have shown positive growth monthon-month, over the last three months and also against last year’s performance.

Value sales by Britain’s builders’ merchants in November 2022 were up +1.4% in November 2022 compared to the same month in 2021.

This was inflation-led growth as volume sales tumbled -13.6% and prices climbed +17.3%.

Year-on-year

Nine of the 12 categories sold more in November compared to the previous year, with Renewables & Water Saving, up 37.9%, as the standout category.

Plumbing, Heating & Electrical was up 17.5%, with Workwear &

Safetywear up 16.6%, followed by Kitchens & Bathrooms, which grew by 14.8%.

Timber & Joinery Products was the weakest merchant category, dropping by 12%

Compared to November 2019, a more normal pre-pandemic year, total merchant value sales were 29.8% higher. Volume sales fell by 4.1% while prices were up 35.3%.

With one extra trading day, likefor-like sales were 23.9% higher and all 12 categories sold more, including Kitchens & Bathrooms up 28.7%.

Last three months

Total sales in the three months September to November 2022 were up 3.9% up on the same period last year, with price inflation of 15.1%, and volumes down 9.7%.

Ten of the 12 categories sold more with Renewables & Water Saving up 54.8%, ahead of the rest and Kitchens & Bathrooms grew

14.9%, which was better than merchants overall.

Month-on-month

Total merchant sales dropped slightly in November by 2.6% compared to October, while prices went up by 4.9% but volume sales fell 7.2%.

Despite the additional trading day in November, like-for-like sales

were down 7%.

However, Kitchens & Bathrooms was the second best performing category up 10%, marginally behind Workwear & Safetywear, which showed an increase of 11.2%.

For the latest reports, Expert comments and Round Table videos, visit www.bmbi.co.uk.

Position filled

Appointments and promotions across the industry

SANIPEX

Bathroom manufacturer Sanipex Group has named Alex Cooper as sales and marketing director for the UK. He joins the business from The Shower Lab, where he progressed from area sales manager to sales director, a position he held for around seven years. Cooper joined the KBB industry, working for West One Bathrooms and Lewis Charles Bathrooms, before taking a sales-driven role at Majestic Showers.

TRITON

Triton has appointed a marketing director to help develop the business’s position as the UK’s “leading and most sustainable” shower brand. Ashley Cooper brings 25 years’ of marketing experience to Triton Showers, including a wealth of knowledge established across a number of high-profile consumer brands. He will be responsible for leading, managing and developing Triton’s marketing and digital approach.

Inbox...

Philippa Turrell

What would the KBB industry look like if two thirds of installers leave? An annual survey by the BiKBBI found that 60% of installers would consider using their transferable skills in other industries. It’s a sobering thought and bolsters the need for more apprentices.

Tom Reynolds

Sobering is the word.

Richard Wyatt

Maybe if the sheds actually paid installers more? I mention the sheds as this is where the

BC DESIGNS

Bathroom manufacturer BC Designs has hired Amanda Brazell as its new international sales manager. She will spearhead its sales operations, as well drive forward its customer service proposition to current and new retailers. Having worked in the industry for nearly 40 years, Brazell has a wealth of experience, working for Miller and Silverdale Bathrooms, as well as having run two showrooms.

MHK-UK

Buying group MHK-UK has appointed Anthony Davis as account manager for the North of England and Scotland. Davis joins MHK-UK with almost 20 years of kitchen experience and joins the organisation from Logicom, where he was regional sales manager for over three years. According to MHK-UK, his appointment reflects continued support for its retailers and commitment to growth in the UK market.

problem exists, private work or working for smaller kitchen outlets pay more. In my view, this is the single reason why most installers would want to leave as other trades have overtaken on income. If you’re good at what you do then you should be paid right!

Irvine Bowie

I have to agree with Richard Wyatt. It’s the reason my installation business is doing less and less in the industry.

Tony Wilson

I think what’s lacking is

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

@kandbnews @kandbnews www.linkedin.com/company/kitchens-bathrooms-news

transparency. We have an open book policy with installers They are given all the information allowing them to give us a price based upon.

1The survey videos and images

2The new design plans and elivations

3The render images of new project

4List of all new products

5Details/ setup of lighting etc

6Location and estimated install date

We do not dictate the price. We simply ask for a fair price and having an installation background allows us to know what is and isn’t far. I regularly let installers know if I think their price is too low and

adjust it to make sure they make profit as we need them to grow with us and survive.

Healthy eating

At the beginning of the year, healthy eating was identified as one of the top five trends to impact kitchen design in 2023. In fact, a survey recently commissioned by Rangemaster to determine how eating habits have changed in the last two years, found 43% of people were making healthier eating choices. It has impacted not only the cooling market, with the optimisation of food storage, but also cooking appliances.

Built-in ovens featuring steam functionality have not only entered the market but are fastbecoming a staple sale of the kitchen specialist. Market product manager of Fisher & Paykel Jo Jackson agrees: “Healthy cooking methods are in high demand as steam cooking allows food to cook in its own juices for greater nutrient retention, moisture and flavour. We see steam cooking as the next essential technology for built-in ovens as homowners want to enjoy flavourful, healthy, restaurant quality meals at home.”

Steam versatility

To maximise steam oven sales, firstly retailers must explain the wide-ranging use of a steam oven. Product manager for appliances at Rangemaster Robert Stein comments: “Steam ovens offer a healthy and incredibly versatile way of cooking, however a common misconception is steam’s only use is for fish and vegetables but it

can be used for much more. Steam cooking also preserves food’s nutritional value and moisture, and prevents the transference of odours so that multiple items can be cooked at once – such as seafood and chicken or desserts.”

However, retailers must also be able to explain the differences between steam oven models. Robert Stein of Rangemaster continues: “It is useful for retailers to explain the different types of steam ovens to allow consumers to make informed decisions. For example, a sauna steam oven sees the steam created inside the cavity by dropping water onto a hotplate at the bottom of the oven, whereas forced steam is created outside of the steam cavity and then injected back in, which allows for more precise temperature control.”

Air fry and AI

Joining steam as a healthy method of cooking, has been air fryer technology. Using less fat, it means users can create fried recipes with fewer calories. Perhaps familiar to consumers in small domestic appliances, air fryer technology is now included in built-in ovens. Zanussi, Bosch and Samsung have all recently introduced built-in ovens with air fryer technology.

However, stepping up in healthy eating technology has been the introduction of Artificial Intelligence (AI). Samsung recently launched its

With the integration of Samsung’s SmartThings Cooking and Samsung Health, the Bespoke AI Oven can look at a user’s workout stats and diet goals to recommend meal options. Read more at www.rdr.link/KAM010

Mythos Purolytic features an ECO Forced Air Function. It prevents food from drying out using intermittent air circulation. Read the tech spec at www.rdr.link/KAM011

We take a look at how demand for healthier ways of cooking is shaping the technology of built-in ovens from stream and air fryers through to AI, which can recommend meals based on diet goals

2. FRANKE

1. SAMSUNG

The Craft range includes a steam combination single oven, 5-in-1 compact appliance and warming drawer. Discover the technical specifications at www.rdr.link/KAM012

Series 7 Bespoke AI Oven which can not only cater to dietary requirements but could be an essential tool for helping maintain a healthy lifestyle. With the integration of Samsung’s SmartThings Cooking and Samsung Health, the Bespoke AI Oven can look at a user’s workout stats and diet goals to recommend meal options based on the ingredients they have at home.

Multi-tech ovens

Interestingly, all these technological developments are within a standard built-in oven footprint. Last year, Smeg introduced its Galileo oven collection which features steam, microwave and traditional cooking functions in one appliance. Whereas, as part of its Craft range, Asko offers a steam combination single oven and a 5-in-1 compact appliance. The compact oven uses five heating methods including full steam, microwave, hot air, combination hot air/steam and combination hot air/microwave.

National account manager for Asko Stuart Wilson comments: “We still believe that steam is a feature required from a healthy eating perspective and for high quality cooking results. But moving forward, we know that more and more consumers are looking for products that save space and allow easier and quicker cooking results to support busy lifestyles.”

So take a look at the wide variety of cooking appliances on offer to help consumers achieve their lifestyle goals, in terms of healthy eating and convenience.

Sense Premium Smart Combi Microwave & Steam Oven, the CMS260BS can steam, grill, bake and microwave. A variety of settings can be controlled using a smartphone, through the CapleHome app. View the full specification at www.rdr.link/KAM013

3. ASKO

4. CAPLE

just out

1. ROTPUNKT

German kitchen furniture manufacturer

Rotpunkt has introduced Velvet Green, a softcoat lacquer, shown on the Smala door. It is a medium-dark shade of green and is one of 24 soft-coat colours, available in either a matt or gloss. According to the company, it promises a colour-rich, anti-fingerprint finish, which is resistant to chemicals and scratches, and which is easy to clean. Download brochures at www.rdr.link/KAM014

2. KUPPERSBUSCH

Premium German appliance brand Küppersbusch has launched the K-Series.5 2-in-1 induction hob level extractor – KMI8590.0. Measuring 800mm, the A+rated hob boasts glideControl and eight, pre-defined power options such as keeping warm, frying, roasting and grilling. Available with a choice of seven grill colours for the integrated downdraft, alike all Küppersbusch extractors, it also offers the option to add a self-cleaning air filter using Plasma technology. View all the vented hobs at www.rdr.link/KAM015

3. HETTICH

Furniture fittings manufacturer Hettich has introduced LightTower, a tower unit larder with no-connection illumination. LightTower illuminates each drawer automatically when the drawer is opened, with 4,000K light provided by a rechargeable battery pack. LightTower comprises five pre-assembled drawer boxes, in a choice of widths. View the technical specification at www.rdr.link/KAM016

Italian appliance manufacturer Ilve now offers its hand-built range cooker models, with an upgrade from glass to solid oven doors. It has been in response to range cooker brands who may be offering longer lead times, as a result of supply chain challenges. Ilve offers a variety of range cooker sizes from 600mm to 1500mm, in both gas and induction hob configurations, as well as a 1200mm induction range cooker. Read more at www.rdr.link/KAM017

Kitchen furniture, sink, taps and appliance brand Caple has introduced the Tela 900 (TEL900) Island Cooker Hood, with a choice of one or two shelves. Available in matt black with black smoked glass, Tela also boasts two LED lights which can be adjusted from Warm to Cool White to suit the temperature of existing room lighting. Tela operates at 60dB with a maximum extraction rate of 550m3/h. View the full specification at www.rdr.link/KAM018

Two years after the launch of its limited edition FAB10 refrigerator, which celebrated the 70th Anniversary of Peanuts, Italian appliance brand Smeg has launched a FAB10 mini fridge. The 1950s style family mini refrigerator features Snoopy and Woodstock. Boasting a white background, the design is inspired by the white sheet of paper on which Charles Schulz drew his comic strip. Read more on this story at www.rdr.link/KAM019

4. ILVE

5. CAPLE

6. SMEG

Bespoke suits 1

1. ABODE

The Serenitie shower reflects the variety of coloured shower finishes and paradigm shift away from Antique Brass only being considered for traditional brassware. View its showering solutions at www.rdr.link/KAM020

2. SHOWERWALL

The Acrylic Collection of wall panels from Showerwall features a wide variety of decors from botanical and wall paper decors, through to tiling effects. View the entire range at www.rdr.link/KAM021

With consumers seeking personalisation of the bathroom space, it has seen demand for a wider choice of colour to create individual aesthetics and water delivery to provide a personal bathing experience. Together, with the movement towards optimising space and living more sustainably to reduce water and energy bills, as reported in Rated People’s Home Improvement Report 2023, opportunities abound in the showering space sector for bathroom retailers.

Optimising space

Rather than a ‘race to space’, extending floorspace, home improvements will be focused on optimising existing areas, states the report by Rated People. Here is where the ultimate personalisation of a showering space can come into play, with bespoke enclosures enabling installations in areas which won’t fit a traditional enclosure. Kudos provides its top-end Signature Collection with a made-to-measure and fit service. Sales and marketing director at Kudos Nick Graville comments: “Bespoke sizing is definitely a growing area of the Kudos business, with designers installing shower space in lower height areas, coombed ceilings or glass finishes.”

And national account manager of premium brand Sealskin Duka Caroline Borowski points out: “We are seeing increasingly ambitious layouts, designs, styles, colours and detailed specifications for showering spaces.”

Personalisation price

So does that mean bespoke showering spaces are only available for the premium market? Managing director of Majestic Showers Tom King states: “It is harder to deliver bespoke showering space at a low price point as they must be manufactured by a reputable manufacturer who will support the product over its lifetime, but many of our customers do install a bespoke Majestic in a bathroom costing less than £10k at retail. This is because the designers prioritise the showering space, as they recognise there is far more value in a floor-to-ceiling bespoke shower at £2,500 than can be found in commodity items like brassware and sanitaryware.”

However, with a wide choice of matching shower and enclosure finishes, as well as decorative panels, Nick Graville counters: “Personalisation doesn’t need to be a trend for ‘top end’ only, ultimately it will depend on the

level of personalisation that the consumer is looking for – personalisation could be a bold shower wall or a unique paint shade/feature wall which doesn’t have to be expensive.

Reducing complexity

Interestingly, offering individually tailored showering spaces needn’t add complexity to a retailer’s portfolio. As part of its offer, CRL now provides Bespoke Screens which combine glazing with hardware and stone surfacing for a bespoke shower space at a more competitive price. Managing director of CRL Europe Simon Boocock adds: “Bespoke doesn’t need to be complex or time consuming, with CRL bespoke showers, retailers can provide quality at an ‘offthe-shelf’ price, helping to improve design possibilities with better margins.” And product manager for Showerwall Steph Harris is even more emphatic stating it’s a misconception a bespoke service will breed complexity: “For example our acrylic panels offer a high-end look with a plethora of unusual design choices, which easily allows consumers to really put their own stamp on their bathrooms. Included within this, for those customers who want

We take a look at how the trend for personalisation and space optimisation, will offer showering sales opportunities for retailers

The Signature collection of enclosures comes with a made-to-measure and installation service. It allows designers to create showering spaces, in areas that were previously unsuitable. Download the brochure at www.rdr.link/KAM022

something really bespoke, there is also the option for consumer to submit an image/artwork/illustration of their choice which can then be printed onto an acrylic panel.”

Spraying patterns

However, it’s not simply the looks that determine a personalised showering space, the functionality of the area can also be tailored to suit the needs of individual users who are demanding a spa-like experience. It has meant a greater variety of water delivery, which for some has meant a greater focus on reducing water usage, as head of product marketing for Hansgrohe UK Sarah Evans points out: “For some customers, personalisation and functionality can taken on the form of being more sustainable. Our most popular ranges are also available with EcoSmart technology, saying at least 43% of water compared to a conventional product.” And leader of product management at Lixil and Grohe UK Paul Bailey adds: “Designs now have a great opportunity to specify and incorporate resource-saving technology into a wider range of bathroom designs…reducing homeowners carbon footprints and saving money on their utility bills.”

It is this ability to personalise a showering space, from aesthetics through to functionality, which offers a point of difference in bathroom specialist sales. Design manager of Abode Paul

Creating a shower in an alcove space, Como allows designers to play with proportions and door positioning. It comes with a choice of three glass options, eight handles and nine finishes. Read more at www.rdr.link/KAM023

Illingworth concludes: “Every bathroom user is different so by virtue every customer is already in the market for a more personalised experience. So, offering personalised solution really is a great way of increasing your customer service and enhancing your reputation as a retailer of excellence.”

3. KUDOS

4. MAJESTIC SHOWERS

just out

1. BURLINGTON BATHROOMS

Traditional British bathroom brand Burlington has added two colours to its hero collection, Bespoke by Burlington – Enchanted Blue and Cosmic Green (pictured). Both are available across a range of Burlington’s bestselling Edwardian basins, as well as a collection of WCs, made to order by skilled workers in Staffordshire, England. Enchanted Blue and Cosmic Green are available from March 2023. Download the catalogue at www.rdr.link/KAM024

2. AQUALLA

The Edge tap range, recently introduced by brassware supplier Aqualla, boasts a modern aesthetic. It features oval edging with a thin, rounded handle and comes in a choice of Matt Black and Chrome finishes. Edge includes a Basin Mono, a Wall Mounted Basin Mixer, Wall Mounted Bath Filler and a Freestanding Bath Shower Mixer and all basin mixers have achieved Green Band One EU water labelling. View the range at www.rdr.link/KAM025

3. MEREWAY BATHROOMS

British manufacturer Mereway Bathrooms has unveiled Bathroom Colore, a range of contemporary furniture finishes, basins and accessories. Spanning 64 finishes across gloss and woodgrain, it includes Arco and Simplicity ranges with options to suit a variety of bathroom sizes. According to Mereway Bathrooms, it enables consumers to purchase from the core range, mixing any style with any finish for personalisation. Discover more at www.rdr.link/KAM026

Designed by Marco Pisati for luxury basin and bath manufacturer Glass Design, the Flower bath has been refreshed. Made in a new generation of solid surface – VetrofreddoCompact – the thickness of the rims have been reduced to offer larger internal measurements in the same footprint. Measuring 1170 x 661mm and 933mm high, Flower is available in single or dual colours. Download the specification at www.rdr.link/KAM027

Bathroom furniture manufacturer Utopia has introduced the Arabella door, which joins the company’s Original Fitted collection. Arabella is a slab door with an integrated, recessed pull handle in a choice of four finishes. Designers can choose the handle in Matt White, Matt Black, Brushed Nickel or Brass. Arabella is available in 23 furniture finishes and is shown here in Glacier Grey. Read more details at www.rdr.link/KAM028

4. GLASS DESIGN

5. UTOPIA

Pictured left to right: area sales manager of Northwest/West Midlands Paul Harris, area sales manager of Northest/East Midlands Leon Varrier, CEO Sonas Ireland and UK Richard Sloan, area saes manager for Southeast Chris Bosher and area sales manager for Anglia North Greater London Doug Jones

“We’re a significant partner to most retailers in the Irish market”

Dublin-based bathroom brand Sonas Bathrooms has expanded to Britain and CEO Richard Sloan is looking to replicate its success on the mainland

Having traded in Ireland for 45 years, Sonas Bathrooms is now entering the British market and plans to establish a network of independent retailers. Although new to Britain, the Dublinbased business is “a pretty significant partner to most retailers in the Irish market”, explains CEO Richard Sloan. Operating from an 135,000sqft headquarters, Sonas Bathrooms employs around 100 people and has a turnover of €50million. Following an MBO in late 2021, led by Sloan, the business now has a long-term ambition to replicate its success on the mainland.

Service and supply

Supplying bathroom suites, furniture, brassware, baths, mirrors and heated towel rails, Richard Sloan describes Sonas Bathrooms as a “product driven” business, which is positioned for the mid-market. Sloan continues: “We offer quality products, very well designed and engineered, that are fully compliant with some very interesting product features, affordable and accessible for the wider cohort of the market.”

Recognising the mid-market can be a crowded space, Sloan pinpoints key areas of differentiation offered by the Sonas Bathroom business. “What would Sonas be famous for if you were to speak to our Irish customers? I think service is certainly key”, he exclaims “A key proposition of our business is around service, supply and availability.”

Operating 24 hours a day, the company has 11,000 pallets of active stock, reports fulfilment rates of around 96-97% first time and operates a next-day delivery in Ireland. It currently offers a 3-4 day, duty paid delivery to UK customers, but is already making plans to invest in a UK warehouse and stockholding within the next 12-18 months Currently investing £500,000 upgrading its ERP and warehouse management system, Sloan adds: “It’s sensible to have a presence in market for the first year to build up a better sense of the product sales mix and volume.”

In addition, Sloan also points to the level of customer support offered by the company, as a point of differentiation, with its after sales and

2. MID-MARKET POSITIONING

Positioned for the mid-market, Sonas Bathrooms portfolio includes Aluta taps, showers and complementary accessories, including a Knurled Basin Mixer in Brushed Nickel

1. SONAS BATHROOMS GB TEAM

technical team, Sonas Bathrooms employs fully qualified plumbers who support product development through to providing technical support for installers.

UK growth

But with the current challenging economic backdrop, why has the business chosen now as the time to expand across the Irish Sea? Sloan explains: “When everything is booming, people are busy just trying to keep on top of business. Naturally when things are a little bit quieter and I understand, on a macro level, things have tightened up a bit, it’s a good time to come into the market because people have more time to consider new brands and new opportunities.”

He continues: “There’s still a very strong demand for home improvement and even if the overall volume in the market were to cool down a little bit, it still presents a fantastic opportunity for Sonas as a new brand. I think the overall value of investment and level of specification that end customers are looking to put into their homes has grown and I think that maintains a fanatic opportunity for bathroom suppliers the length and breadth of the UK.”

Having employed a four-strong (and soon to be five) sales team in Britain, Sloan reports there has been great support from retailers: “Obviously it’s very early days. Our new sales team has been in the market for the last couple of weeks, and so far I have to say the reaction has been hugely positive. Retailers have been very welcoming. We have had a lot of compliments about the product offering and value for money we’re offering, which gives

retailers an opportunity to make a margin.” He adds: “The fact that we are new and won’t be over-exposed and over-distributed gives retailers something to get behind.”

Showroom ambitions

Sloan exclaims the UK presents a “fantastic” opportunity for Sonas as a brand but what are his expectations within the first 12 months? “We obviously want to grow and build a network of retail customers, but until we bed in and have

At its Dublin-based HQ, Sonas Bathrooms has a 5,000sqft

some meaningful conversations with customers, it’s quite difficult to say with accuracy what year one might look like”, says Sloan, adding “but if we have 150-200 showrooms that would be a great success.”

And Sloan describes his “bull’s eye” retailer: “would be somebody who sees the value in the Sonas brand and wishes to align themselves with commitment on showroom displays and get behind the portfolio of products. So rather than selling our products because an existing supplier is out of stock, we would like to build a plan with customers where they can commit in a more material and meaningful way with Sonas.” How would Sonas define this level of commitment? “Being able to present a full suite offering, would be the ideal scenario. So that’s the kind of commitment we would be hoping to achieve”, replies Sloan.

In return, the brand will share investment in the displays, provide POS with the prospect of joint branding, and offer training in-store. There will also be opportunity to visit the Sonas Bathrooms HQ, which boasts a 5,000sqft showroom, which Sloan says supports decisionmaking for end customers, retailers and specifiers. He adds: “Within that, we have a full testing area, where we can demonstrate how we test products as part of the new product development and also within the aftersales and technical support.”

Winning business

So does Sonas Bathrooms have a particular brand in its sights? Sloan says not, stating the UK is a fragmented market and is respectful of competition: “There’s a lot of opportunity out there for everybody, and I suppose it’s up to each brand to do the best by their customers and hopefully win their hearts and minds. That’s what Sonas has always tried to do - put the customer at the heart of all their decision making and do the right thing by the customer. If you do the right thing, usually business should follow.” He concludes: “The response we have received so far from the market has been encouraging. We’re very ambitious and very optimistic that if we do the right things there’s great opportunity to build the brand and continue the growth of our business.”

For more information on Sonas Bathrooms visit www.rdr.link/KAM029

3. HQ SHOWROOM

showroom featuring its product portfolio

4. HELD IN STOCK

Sonas Bathrooms has 11,000 pallets of active stock at its Irish warehouse and offers British retailers 3-4 days’ delivery on its products, which includes Via, a close-coupled rimless WC with 4/2.6 litre flush.

In the spotlight

Managing director of Classic Marble (Showers) Christopher Hackett shines a light on the company’s Spotlight campaign. He explains how it embraces video and social media to promote bathroom retailers to their potential customers, as well as its Senstec brand.

QCan you tell us about your spotlight campaign?

A: The spotlight campaign is a way for us to digitally promote our retail partners, through video and target-based social media advertising. To do this, we interview staff members and film their showroom premises, normally in the style of a walk-through. The aim of the video is to be focused on the retailer and the services they offer. All the raw footage makes its way back to our in-house marketing department where they edit and send it back to get approval. Once approved, we then advertise locally through Facebook, targeting within a 20km radius of people who have been searching for bathroomrelated product. To top it off, after the first three days of the campaign, we then create a followup results video of the statistics, views, and click-throughs, which we share with our retailer.

QWhy did you decide this would form part of your marketing and how much have you invested into it?

A: The idea came from Ian McDonnell in our sales team. Although he has been part of our Classic Marble family for several years, he had a background in television, so had good interviewing and recording skills. With his skills, and what we had acquired with our own in-house video production, he thought it would be worth an experiment to see what would happen. He initially used one of our customers as a sounding board and gave us their very positive feedback. We already carried the costs of our marketing department and Ian in our overheads, and had all the equipment, so for this to work we just had to invest time.

Christopher

Employing an ex-TV presenter in its sales team, Classic Marble also has in-house video editing equipment, as well as social media expertise

QHow do you decide which of your trade customers to feature?

A: A couple of things need to happen before we feature one of our customers. They have to have a Senstec on display and crucially they have to have completed the online training. The training is an overview of all things anti-slip, it is the same content that is delivered to architects in the UK and Ireland and runs six times per week over zoom. The first one starts at 7:30am every Tuesday. This is the trigger: the assignment has been completed, we have buy in, and now we are prepared to invest further.

1. MANAGING DIRECTOR

Hackett leads the Classic Marble business which includes Senstec, Classi and Classic M Slate brands

2. VISUAL EXPERTS

QPlaying devil’s advocate, what are you able to deliver that a self-video and upload wouldn’t be able to provide?

A: To our customers who employ ex-TV presenters and have in-house video editing, as well as social media expertise, probably not a lot. However, this is not the norm. But when we are doing this, it creates a great deal of interaction. Nothing is stopping retailers from doing it in the future, and in fact I hope they do take it something they have learned from us to create their own videos - the first one is always the hardest.

QWhat are the benchmarks of success for spotlight campaign and are you on target for success?

A: It is very hard to attribute success to any one part of an overall plan. The first measurement of success is that we have forged new relationships with our retailers. They have allowed us to take over their showroom, we have interviewed staff members, we have created a buzz, and they have had interaction with our marketing department several times during the process. It has all helped relationship building, and being new into the GB market for Senstec this is key. It is all about people after all.

For me the ultimate success is increasing sales. Did the sale come from that awareness generated from organic content across all social media channels? Was it word of mouth from another user? Was it an online search that took them to our online showroom finder? Was the sale led directly by someone who went through the online training? The overall success of the entire marketing strategy is the increase in Senstec sales, and the spotlight finder is just one part of this overall strategy.

QWhat has the reaction been like from your trade customers?

A; The response has been amazing. When we explain how it will help both of us then all systems are go

QHave you any analogies of where the videos have delivered tangible business for your trade customers?

A: We can see our first tangible results after the online training has been completed. Not only does this increase the knowledge of anti-slip trays in general, it also gives bathroom retailers the maximum discount available. So is it the

training itself, or is it the maximum discount? I think it’s a mixture of the two!

So far on Facebook alone, the number of completed Showroom Spotlights has gathered a reach of just over 150,000 which, most importantly, gathered 965 clicks to either the showroom or Senstec website. All this website traffic is from people who have recently looked at new bathrooms online and live within 20 km of the showroom –quality leads.

QSharing these details, aren’t you concerned you are giving away competitive advantage?

A: Thank you, I’ll take that as a complement. Not everyone will agree with what we are doing and not everyone will have access to the in-house

resource that we do. If other companies see the benefit in this and do something similar then, ultimately, it will help our retail partners and that is good for all us.

QHow do you see Classic Marble/Senstec continuing to enhance its supplierretailer relationship over 2023?

A: Simple – by listening and learning and trying new things. We also have increased our headcount, employing a second regional director for Britain from the start of this year, which in turn will lead to further sales appointments. It is great to have a good digital marketing strategy but we also need people who understand the industry and our customers to help deliver that for us.

4. RETAILER INTERVIEW

H. Lilley & Co is a family-run business in Biggin Hill, Kent, which features a wholesale trade counter and bathroom showroom

3. PROMOTING SENSTEC

The Spotlight campaign features its bathroom retailers and promotes the benefits of the anti-slip shower tray Senstec. Visit www.rdr.link/KAM040

“The market was missing a Ripples”

Husband and wife team Dan and Jenna Doherty have opened the first Ripples showroom in the North of England. Standard bearer for the business above the Midlands, Ripples Southport is already nominated for an award.

Having worked from the age of 16 at home improvement retailer Rapid Hardware in Liverpool, owned by his family, Dan Doherty chose to go it alone when the business closed. He turned to bathroom retail franchise Ripples and has opened its first showroom in the North of England in Southport. “We were really excited to be the first [Ripples in the North of England]. There are customers coming to us that follow Ripples on social media but have never been in one of its showrooms. So, we’re doing our bit to build the brand up here.”

Choosing a franchise

The

is

Ripples brand in the North of England and has already been shortlisted for a new bathroom retailer award.

Dan explains why he chose the route of a franchise, citing its ability to provide premium suppliers and valuable business support. He comments on his difficulty of sourcing premium brand suppliers for a new bathroom retail business: “It was pretty tough because the ones that I wanted to work with already had a local account, so they couldn’t supply me or they wanted a couple of years’ trading results. Ripples said we can give you all the suppliers that you want, you can have your area and we can get all those accounts open for you. We’ll support you and get you up-and-running. And

1. RIPPLES SOUTHPORT

showroom

the first for the

2. RIPPLES SOUTHPORT TEAM

The business is run by husband and wife Dan and Jenna Doherty

here we are, in our showroom with all the suppliers we wanted.”

As a husband and wife team, Dan also welcomed the business support from the franchise group, in helping with bank and accounts, as he adds: “When you’re going full steam ahead, trying to set up a showroom and accounts, it’s quite daunting. So, it’s nice to have that handholding going forward.”

And what has his biggest learning point during this time? “I would say how flexible you can be and how you can adapt”, Dan replies. “Sometimes you think you’re only good at a certain thing – whether that’s sales, accounting or merchandising displays. We have jumped into every role and have done it well. It makes you find out a lot about yourself.”

Although less than a year old, the business has already proved to be a success, as it has been nominated for a new bathroom retailer award. “We’re really pleased with that. We’ve only been open since July, so that was a nice boost for us”, exclaims Dan.

Securing location

Ripples Southport boasts 18 displays in a 1,400sqft retail space and offers a choice of styles and colours to suit a variety of tastes and budgets. Located on a busy junction, it was being stuck in a car at the traffic lights which proved to be serendipitous in finding the location for the business. Dan explains: “We were driving past one day and got stuck at the traffic lights and I noticed a ‘to let’ sign on the showroom. I said to my wife ‘That’s where we’re going. We’re having it’. So I phoned up, while we were waiting in the traffic queue, and arranged a meeting with the landlord the next day.” He continues: “We moved quite quickly. We started the ball rolling in February and we got the key in March/April and then we started the full rip out.” The company opened its doors in July.

Ripples Southport is surrounded by bathroom showrooms, but Dan welcomes the competition, as he says: “We’re not trying to take their business. We do believe we offer a different product and a different service, so we can co-exist. Some of them have been around 30 or 40 years, so for us to come along and say we’re going to take all that business would be wrong. We will get our fair share. The market was missing a Ripples, the products that we offer and the way that we offer them, and customers are liking what they see.”

Business booming

But is the consumer interest converting into business? Dan comments: “We set ourselves targets for the first six months – July to

Christmas – and we got there. We’re not putting any unnecessary pressure on ourselves. We know what we need to do every month and we’re doing it.” Dan exclaims “Footfall has been great. The customers are positive. They are open to spend money on their homes and put good products in there.” And he highlights this move to quality sees orders “higher than what I was used to in the past.” He continues: “Our average order value is between £6,000-£7,000 ex VAT, ex fitting. But we are seeing orders over the £10,000 mark as well.”

Building reputation

Focusing on the refurbishment market, Dan believes the sector will be driven by people unable or unwilling to move investing in their home adding: “I don’t believe the market is as bad our there as what the press are saying.” In fact, speaking to Kitchens & Bathrooms News in January, Dan adds: “We’re booked into April and that’s with three teams of installers.” However, he is conscious slow and steady wins the race, as he explains the first 12 months will concentrate on establishing the business and creating a trusted reputation in the locality. “We’re not going to shoot for the stars, we’re going to be realistic and sensible and do a good job for the customers, that’s it.”

3. CONSUMER SPEND

Average order value at Ripples Southport is between £6,000-£7,000 ex VAT, ex fitting, but it has also had orders over £10,000

4. HERO DISPLAYS

The pink Dansani display with Ca Pietra Woodland tiles is one of the hero displays in the 1,400sqft showroom space

Company matters

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

PERSONAL DEVELOPMENT

Redundancy: Pivoting into a new role

As a economic change sweeps through our industry, redundancies have yet again become a fact of life. In reality, the latest poll by employment law and HR consultancy firm, WorkNest, states that over two-fifths (44%) of employers in 2023, amid rising business costs, are being forced into redundancy schemes to create a failsafe business model.

However, redundancy can feel very personal and that’s because it is. It is 100% normal to feel emotional over losing your job, especially if you’ve been with a company for most of your working life. Mindset is everything and so clarify what you want from your career so that you can start discovering new opportunities. You also need to take care of your mental health and wellbeing, as maintaining a positive attitude will turn this into a growth opportunity, and not just a disruption in your working life.

Revisit CV

Whenever I’m working one-to-one with a candidate looking for a new role, I remind them

to bet on themselves. A personal CV and LinkedIn health check is a great place to regroup and become your best self, as these are typically the first points of contact a recruiter or new employer has, to familiarise themselves with you. Remember, it is not a list of jobs, it’s a record of achievement.

Let’s face it, your CV needs to be the best version of you and your LinkedIn profile needs to be interactive and reflect your personality. In doing so, your socials will be able to work for you 24/7 –so you don’t have to.

huge amounts of money wasted and frustration all round. If nothing else, social media marketing is an exercise in patience. There are no quick wins, magic potions or silver bullets. The foundations to excellent content begin with your strategy, content pillars and roadmap. Each is an extensive project, but once done, you should be able to use social media as a successful marketing tool.

SOCIAL MEDIA

How to make sure your social media is effective.

Remember the days when a social media presence was no more complicated than posting a nice photo and few words underneath? It was a job the summer work experience person could handle with ease.

Now it requires a solid and robust strategy, research, planning and endless testing. When done correctly, the magic of social media results in leads and sales. When done badly, it results in

Strategy

Your strategy will need to consider your overall aims, what is it you want to achieve, and then look at target audience, competition, hashtags, engagement (both proactive and reactive). I know this sounds a lot, and it is, but the rewards are worth it.

Content pillars

These are the main subjects areas around which all your posts will revolve. For example, you might have: brand story, your products, the team, and tutorials or ”how-to”. Every post you

Put simply, think about your dream job and then take care of your CV and online profiles, as this will help you stand out in today’s market. Don’t forget to protect your mental health, as this will ensure that everything you do… counts. Redundancy is hard, but if you can put yourself in the right place both physically and mentally, you will be able to have fun while being fully committed to finding a new career pathway.

Connect with technology

And with online resources like LinkedIn, it’s never been easier to make new connections or get back in touch with former colleagues as part of your next career adventure. If you’ve been curious about transferring your skills, now’s the time to ask your network for help. A quick phone call can give you a better idea of what areas might suit you. And do ask if your contact knows anyone else who you could talk to. Always make sure you offer to return the favour in the future too.

Lean into change

Embracing new technology and methods to connect people is a big part of who I am and the

put up should fit into one of your pillars.

Roadmap

This is where you set out your target audience and the products or services you offer and pin down exactly how you will appeal to each one. What do you need to say? What are the pain points they need you to solve? Once you know this, you can create your content, confident it will be precise and relevant to your desired audience

Content calendar

This is your content broken down into months, then weeks, then days. It lays out exactly what you will post, when to where. It is only after preparing the groundwork and getting to grips with the first three, that you can be confident your content will hit the mark.

Too often I see brands throw money into adverts to force their content in front of an audience. Adverts can play an important part of your strategy but only if you have solid organic

beauty of the KBB industry is its ability to create new opportunities for multi-skilled staff. Up-skilling and retraining inside and outside your field of expertise is now par for the course for everyone. Every day is a school day.

Leaning into change is something we all need to do more of – whether you are in a customer facing role or playing your part in the factory or warehouse. Having the courage and confidence to explore new possibilities is what fuels our industry wherever you are in your career, so don’t be afraid to try something new or longed-for.

As a specialist recruiter, I recognise that redundancy is a double-edged sword as without some downsizing or restructuring, many brands and businesses would simply fail and where’s the good in that? However, with the right support and structure in place, I believe jobseekers really can start to view redundancy as an unavoidable opportunity to build a new and exciting career and safeguard the future.

Redundancy is not the end of your career; it is only the beginning.

EXPERT: Peter Jones

COMPANY: Foyne Jones

BACKGROUND: Peter Jones is founder and managing director at Foyne Jones, specialist recruitment agency for KBB retail, independent and national merchant and construction sales. He is also the host of The Peter Jones Show podcast, which covers recruitment and industry news and features guests who are leaders in the industry CONTACT: www.rdr.link/KAM030

social media marketing foundations in place.

However, don’t despair, if you don’t have a strategy, or the time and energy to set out the groundwork just get in touch and we can get you ship shape and sorted for Q2. The days of post and pray are gone. Brands who are serious about their social media marketing will always invest in professional support. Those who see it as an admin job are the ones who will fail to maximise their social media leverage in these tougher, post COVID, times.

EXPERT: Anna Rump

COMPANY: Social Jems

BACKGROUND: Anna Rump is director of social media marketing, training and lead generation company Social Jems, The company provides a range of services from content creation, social media marketing strategy, through to outreach and networking and engagement support or full management. Social Jems also offers LinkedIn audits, profile optimisation and training.

CONTACT: www.rdr.link/KAM031

DESIGN

How to design an accessible kitchen for all abilities

Multi-generational living is set to increase in the UK as adult children struggle to afford to fly the nest and families look to combine resources with grandparents to create living spaces for up to three generations.

In addition, there are over 14 million registered disabled people in the UK. There is a real need to create homes that cater to the requirements of every member of the family, enabling safe and independent living. So, what are the top 5 things to consider when planning an accessible kitchen design?

1. Kitchen layout is key

The overall layout and positioning of the key appliances play an important factor in determining how accessible a kitchen is.  An important consideration when deciding on the layout is to reduce the overall number of steps between the cooking appliances and the sink. So carefully consider the placement of the oven, hob and sink, ensure they are not too far away from each other, to minimise the need to carry for example a boiling water pan across the kitchen before being able to drain it. Additionally, consider where the oven is positioned and whether there is a suitable resting space such as a worktop nearby. I tend to recommend an oven is designed alongside a worktop, for the safe transfer of hot dishes.

2. Accessible storage

To reduce unnecessary reaching, crouching and carrying of items, safe storage solutions are a must! Consider the height that wall cabinets are fitted at to make them as accessible as possible and include pull down baskets which are an excellent way to make contents easier to reach for users.

EXPERT: Adam Thomas

COMPANY: Adam Thomas Consultancy

Many falls in the kitchen are caused by over-reaching and bending, so I recommend pull out larders and base cabinets with drawers  to negate reaching into the back of cabinets. Adding internal drawers reduced depth cabinets can be a useful design choice so that all cabinet contents are within easy reach.

3. Choosing the right appliances

Traditional drop-down opening oven doors and even side opening oven doors present a barrier to user safety. Slide and Hide style ovens are an ideal option. Induction hobs are also strongly recommended over gas hobs, but ensure the controls are positioned towards the front of the hob rather than the side, which helps reduce reaching or leaning over a potentially hot pan.

4. Worktop solutions

Rise and fall surfaces give greatest flexibility for a user to position the worktop at the optimal working height for them.

For wheelchair users, it is imperative to design the appropriate amount of leg space so that the user can get as close to the sink and hob as possible, as well as offering preparation space at a height of their preference.

5. Plug sockets

Think about positioning of plug sockets for items such as kettles and toasters. Solutions such as flip sockets can be fitted into a worksurface for ease of use.

BACKGROUND: Design consultant and Symphony ambassador Adam Thomas has over four decades of personal experience and research in planning accessible kitchens. Working alongside UK kitchen manufacturer Symphony Group, he created the Freedom range.

CONTACT: www.rdr.link/KAM032

ISH 2023 preview

We offer a curated edit of what you can expect to see at the ISH bathroom exhibition in Frankfurt

Bathroom trade show ISH is set to return to the Frankfurt Fair and Exhibition Centre from March 13-17, 2023. It will focus on themes of sustainability, supply security, the latest design trends and will be spread across seven halls.

Around 2,000 companies from the sanitation, heating and air-conditioning sector from 53 countries will appear at ISH Water and ISH Energy.In ISH Water alone, there will be around 900 exhibitors – 80% of them from outside Germany with manufacturers in Halls 1 to 6, as well as the Festhalle and the Forum.

Sustainable focus

Besides design, the focus of ISH Water 2023 is on sustainability, whether through material choice, production or concepts for intergenerational bathroom design.

In addition, the show will also focus on water as a valuable resource, as well as energy efficiency when it comes to the supply of hot water.

ISH brand manager Stefan Seitz comments on

exhibitors’ launches, stating: “Having access to sufficient water of drinking quality is no longer as self-evident as it once was. This is something we had to learn in recent years.

“Therefore, ISH Water is spotlighting sustainability in a variety of facets. And I am delighted that many manufacturers are reflecting this in their presentations. Moreover, I am yet again extremely excited about their breath-taking exhibition stands and the fascinating new bathroom concepts.”

Among the manufacturers taking part at ISH Water will be Antonio Lupi, Bette, Burgbad, Duravit, Hansgrohe, Kaldewei, Kludi, KWC, Laufen, Novellini, Roca, Toto, Villeroy & Boch and VitrA.

Alongside the exhibition stands, there will also be Hotpot events, from The Water Hotspot and Pop up my Bathroom, as well as the Design Plus Awards, featuring 32 futureorientated products.

Here is a curated edit of some exhibitors who will be participating in the event.

Glazed titanium steel bathroom manufacturer Bette will be focusing on products which offer design freedom, as well as “time-saving” installation. It will reveal its BetteBalance washbasin series which, according to the company, offers a simple planning concept. In addition, Bette will expands its BetteAir

1. BETTE

Covering a space measuring over 1,000sqm, the theme of the Duravit stand will be “Extra colours. Extra materials. Extraordinary design”. It will be showcasing bathrooms from two design studios, new to the company, as well as products from Philippe Starck, Christian Werner and Sebastian Herkner. Company representatives will also be on hand to share design ideas with technical inspiration. www.rdr.link/KAM042

Among its showrcase, global bathroom manufacturer Roca will be introducing Ohtake countertop basins In Matt White and Onyx colours. Reflecting the show’s theme of “Solutions for a sustainable future”. Roca’s portfolio includes ceramic basins made from Fineceramic, which reportedly boasts up to

Kaldewei is making a return to ISH, collaborating with renowned designers on bathrooms that are “sensual, comfortable and user friendly”. It will focus on its sustainable steel enamel products with new surfaces and colours. In addition, Kaldewei will present information on new initiatives to help avoid plastic waste in packaging.

www.rdr.link/KAM045

Located opposite its Roca stablemate of companies, Laufen will be revealing a refined version of its IlBagnoAlessi collection, launched around 20 years’ ago. The collection will feature refined lines, with less material used in the manufacture of the basins, and a lighter aesthetic. IlBagnoAlessi will

Covering 1.500sqm of exhibition space, Japanese sanitaryware specialist TOTO will be showcasing its range of products in the Forum, including its hero Washlets or shower toilets. The stand concept will be themed upon the positive aspect of its latest sustainable products and will be designed to appeal to the senses with light, sound, flowing water and green trees. In addition, TOTO will showcase its visible seal of quality manufacturing as a ZVSHK-certified manufacturer.

www.rdr.link/KAM046

4. LAUFEN

3. ROCA

6. TOTO

2. DURAVIT

5. KALDEWEI

KITCHENS & BATHROOMS NEWS

We produce exclusive videos for www.kandbnews.co.uk interviewing business leaders and young people entering the industry. They cover industry-wide issues, retail initiatives and design trends. Plus we’ve now added showroom tours. Here are our latest, just in case you’ve missed them

Day True I What it’s like to be an apprentice kitchen fitter

Celebrating National Aprenticeship Week, we talked to an apprenticeship kitchen fitter from luxury, London-based kitchen and bathroom showroom Day True. We ask Kacee, 21, what attracted him to the industry? How he found the job opportunity, what he has learned, his proudest moment and what’s next in his career? See what he has to say about the KBB industry at

MHK-UK I KBB retail experts offer predictions for 2023 kitchen and bathroom sales

Sales director of buying group MHK-UK Paul Wheeler and sales manager David Morris offer their views on kitchen and bathroom sales for 2023. They consider the market challenges for retailers but also business opportunities they can explore. They suggest embracing a staircase of brands to cover a wider church of consumers. Watch the video at

Two-minute tour of Huma Kitchens, Chelsea, London

We take a two-minute tour of the new Huma Kitchens showroom, which has just opened in the Design Centre, Chelsea, London UK. The space, which has been created in collaboration with owner Hootan Tayebi and Italian furniture manufacturer Linea Quattro, has been created to have a homely, living area feel, which is accentuated by lighting from Italamp. Visit the showroom at www.rdr.link/KAM035

Kbsa

Director of The Myers Touch Keith Myers talks about his Kbsa Kitchen Designer of the Year (£50k and over) award-winning project. It was created for a new development, where he changed the door and window positioning to improve flow in the kitchen. Myers also talks about his company’s overall approach to kitchen design. Watch the video at www.rdr.link/KAM036

Kitchen Designer of the Year (£50k and over)

Swap out baths for savings

Chartered marketer at Ambiance

With ever-increasing energy costs, environmental concerns and a greying population, more people are looking at different ways of improving their lifestyle, saving money and reducing the impact their activities are having on the environment. It’s common knowledge that showering spaces are much easier to step in and out of for everyone, especially the elderly or those who are less able, but when you start to look at the potential water and energy-saving benefits, it becomes a very interesting option to explore.

Water and energy saving

2022 was the sixth driest summer on record and with worrying global warming trends, this doesn’t look set to change anytime soon. This in turn means drought conditions are increasingly possible, so saving water is becoming ever more important. Statistics show a full bath uses up to 80 litres of water, whereas a 5-minute shower around 45 litres.

This huge volume of water must also be heated. Consequently, using less water reduces energy –it’s win, win for both the environment and your customer’s wallet. In short, by

replacing a bath with a shower, it’s possible to almost halve the cost of bathing.

Consumers will also become more aware of products which save water, energy and therefore money with mandatory labelling on the Government’s agenda. According to the Government, and featured on kandbnews.co.uk, hot water use is the second largest use of energy in a home after space heating. Installing a water-efficient showerhead could save an average household (2.3 occupants) 3,762 litres of water, and £17.44 off their combined utility bills per year. A family of four could save 6,468 litres and about £30 off their combined energy and water bill each year. And based on 2019 prices, the label could save £125 million on water bills and £147 million on energy bills over 10 years, as well as 1,200 million litres of water a day – the equivalent of 480 Olympic swimming pools.

Easier cleaning

Showering spaces are also easier to clean than baths, making the area even more hygienic by installing wall panelling instead of tiles. With no grout lines to maintain, there is less risk of

mould and bacteria build-up. It’s also possible to create more floor space as shower trays don’t have to take up the full area of an existing bath. It takes accessibility and inclusivity to a whole new level.

Spa-like showers

If a customer feels their at-home spa-like haven is incomplete without a bath for lying back and relaxing, how about promoting shower seats? A bath is no longer a go-to for master bathroom specification, as a shower can, in some cases, add value to a property too. Showering is now as much based on luxury and well-being as practicalities such as water-saving and efficiency. Think chromatherapy, aromatherapy, as well as an array of spray patterns, operated with digital controls and personalised to individual requirements.

Bathroom specialists can guide consumers with design, colours and materials, but they are also best placed to deliver knowledge about how the space will function for the client, as well as its aesthetic value. So get clued up on water and energy efficiency and how it may impact bathroom design.

Bain Karen Jervis explores how bathroom retailers can help clients save money

Top 3 website stories

What has been driving Kitchens & Bathrooms News website traffic? Here are the three stories with the biggest hits in January

1. SONAS BATHROOMS

Irish bathroom brand Sonas, which has 45 years’ experience distributing to retailers and merchants, has announced its expansion to the UK. Following a management buyout in 2021 and having strengthened its senior management team, the company believes 2023 is the time for expansion and has appointed four area sales managers for the UK. Sonas focuses on “high-end design at affordable prices” and supplies sanitaryware, baths, furniture, brassware, shower enclosures, trays, mirrors and mirrored cabinets, as well as

heated towel rails. View the story at www.rdr.link/KAM037

ADVERTISEMENT INDEX

Here is a useful summary of all the adverts that appear in this issue of Kitchens & Bathrooms News. Each is listed with its page number and a direct URL that will get you straight to the relevant online information.

CM Group /Senstec............................................................(page 21) www.rdr.link/KAM100

Franke UK Ltd....................................................................(page 15) www.rdr.link/KAM101

Hill’s Panel Products............................................................(page 4) www.rdr.link/KAM102

KBSA....................................................................(inside back cover) www.rdr.link/KAM103

International Decorative Surfaces................................(page 19) www.rdr.link/KAM104

Saniflo Ltd..........................................................(inside front cover) www.rdr.link/KAM105

Showerwall............................................................................(page 7) www.rdr.link/KAM106

STH Westco /Francis Showers............................................(page 9) www.rdr.link/KAM107

Waterline........................................................................(back cover) www.rdr.link/KAM108

2. NOBIA

Furniture group Nobia has decided on a cost reduction programme including repositioning part of its UK business. It is proposed the factories in the UK will close. There is also potential loss of 500 employees. Read the full story at www.rdr.link/KAM038

3. HOWDENS

Trade kitchen supplier

Howdens has made a multimillion pound investment into a factory extension and production line at Howden, East Yorkshire, strengthening its supply chain and creating jobs. It has installed a high gloss kitchen door line, measuring over one kilometre in length, and which was opened by Rt Hon David Davis MP for Haltemprice and Howden, Once

fully commissioned, the “Heartland” factory will manufacture over two million