Kitchens & Bathrooms News May 2022

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KI TCHENS &

BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

BARWICK MD INTERVIEW Gary Campbell explains what a change in ownership means for the distributor and its customers

SIEMATIC x NICHOLAS ANTHONY SHOWROOM “We took the decision to invest during lockdown”

KBB BIRMINGHAM REPORT Design themes influencing the high street

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

MAY 2022

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NO 169 VOL 16 MAY 2022

contents

BATHROOMS 36 Showers With strong sales, we consider how retailers can stay ahead of the game in showers, encouraging consumers to trade up with spalike spaces

5 First word

Editor’s comment

7

38 Just out

News

The latest bathroom products on the market

Round-up of industry headlines

16 People Promotions and appointments

18 Inbox Reader feedback

21 Kbb Birmingham report We reveal six design themes from the show that will influence kitchen and bathroom retail

26 Analysis Kbb leaders outline what the Spring Statement will mean for the kitchen and bathroom industry

38 21 KITCHENS

41

29 Kitchen furniture Multipurpose kitchens have accelerated the trend for blended living spaces

34 Just out

NECESSITIES

The latest kitchen products on the market

41 Radiators Consumers are warming to designer towel rails with a reduced impact on the environment and their fuel bills

BUSINESS 42 Q&A

29

MD of Barwick Gary Campbell explains remaining independent was a priority for the bathroom distributor following its change in ownership from family firm to private equity

44 Reader profile High-end retailer Nicholas Anthony, in partnership with SieMatic, has refurbished its Wigmore Street showroom for the kitchens to be more than a sum of their parts and to appeal to emotions www.kandbnews.co.uk K&BNEWS MAY 2022

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FIRST WORD

NEWS & VIEWS

Spiralling prices: The cost of business A snapshot of news headlines reveals the sales success for the bathroom and kitchen industry over the past 12 months, despite the challenges of a global pandemic. Hansgrohe, Duravit and Miele have all reported historical highs, while Wickes showroom (Do It For Me) sales doubled on a two-year basis, and Howdens also reported turnover growth higher than expected. While MHK UK reported 55% growth in sales through its independent kitchen retailers for Q1 2021.

And industry leaders have predicted further growth for 2022, whether organic or through acquisitions.

This huge uplift in demand has seen KBB retailers continue to battle with raw material shortages, ongoing supply chain disruption (with kitchen appliances seemingly among the hardest hit) and subsequent increases in material costs. In fact, the Builders Merchants Building Index report, published in March, shows total value sales through merchants had grown, but these were driven by price inflation (+15.1%) rather than volume growth (+7.8%). Total value sales were 24.1% higher in January 2022 compared to the same month in 2021. Price inflation now seems to be the next hurdle for kitchen and bathroom retailers.

Buying group of independent merchants the National Buying Group (NBG) has already urged for increased costs to be spread along the supply chain. While it accepts suppliers cannot absorb all the costs, the NBG has also urged them to be “reasonable” with price increases, and react to

commodity prices when they fall, as well as when they grow.

The same call could be placed by KBB retailers of their supply chain.

After all, a cost-ofliving crisis has been building in the UK, with the highest level of inflation for three decades, and spiralling energy bills impacting both homeowners and businesses. The Spring Statement may have circumnavigated some costs for homeowners and businesses, reducing the duty on fuel. But KBB leaders issued a mixed response to the ‘mini-budget’ with the British Independent Retailers Association stating it hadn’t helped with energy increases, rates or costs of employment.

Although it may seem insensitive to discuss, while people are suffering in Ukraine or fleeing the country, business will continue to face uncertainty with the unknown variables brought by the political and economic upheaval. But it is timely to revisit how the kitchen and bathroom retail industry is resilient and agile. Regardless of the challenges, the determination and passion of kbb retailers have seen them adapt.

Despite the shockwaves of recent years, the independent kbb retail sector has stayed sharp and is in a robust shape to navigate whatever comes next.

KBN LIKES ✔ …reports bathroom and kitchen businesses have achieved historic sales highs in 2021

KBN DISLIKES ✖ …the continued uncertainty for retailers, however is pleased the sector has stayed in a robust shape.

KBN WANTS ! …to encourage retailers to share their experiences and insights, taking part in our YouTube video interviews or in the pages of Kitchens & Bathrooms News. Email the editor Philippa Turrell at pturrell@hamerville.co.uk

Philippa Turrell Editor Email your views on this subject, or any other, to pturrell@hamerville.co.uk To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk Editor Philippa Turrell e: pturrell@hamerville.co.uk Designer Donna Booth

Group Advertisement Manager Craig Jowsey e: craig@hamerville.co.uk

Group Production Manager Carol Padgett e: carol@hamerville.co.uk

Advertisement Manager Marcus Hooper e: mhooper@hamerville.co.uk

Printer Walstead Roche

HOME IMPROVEMENT JOURNALIST OF THE YEAR 2014

TRADE JOURNALIST/ EDITOR MAGAZINE OF THE YEAR 2014

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© 2022 KITCHENS & BATHROOMS NEWS accepts no responsibility for damage or loss, however caused, to any material submitted for publication. While every effort is made to ensure facts are correct at time of going to press, no responsibility can be accepted for incorrect product descriptions or facts. No part of this magazine may be reproduced, in any form, without prior written permission from the publishers.

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Deal worth €39million

RAK signs deal to acquire Kludi UAE-headquartered RAK Ceramics has signed a deal to acquire Kludi Group (including 49% of Kludi RAK Joint Venture), at a total valuation of €39million.

German brassware manufacturer Kludi Group makes high-end kitchen and bathroom taps and showers and has a manufacturing footprint across Germany, Austria, Hungary and the UAE. Nearly 100 years old, the brassware company employs around 860 employees, was most recently named one of the “Top 100 Innovators” in Germany in 2022, and Kludi Group has €120 million revenue.

In 2007, RAK Ceramics entered into a joint venture with Kludi Group, to establish the brand Kludi RAK, for the production and sale of fittings in the Middle East.

The strategic acquisition of Kludi Group provides an opportunity for RAK Ceramics to strengthen its growing existing core businesses across German and European markets.

The brand is also anticipated to

complete the company’s suite of products and grow its offering to include taps, strengthening Kludi brand exposure in RAK Ceramics core markets.

This transaction is expected to realise operational manufacturing synergies, leveraging both companies’ plants presence across Europe, the UAE and Asia.

Founded in 1989, RAK Ceramics specialises in wall and floor tiles, tableware, sanitaryware and brassware.

The company has the capacity to produce 118 million sqm of ceramic and porcelain tiles, 5 million pieces of sanitaryware, 24 million pieces of porcelain tableware and 1 million pieces of brassware per year at its 21 plants.

Serving clients in more than 150 countries through its network of operational hubs in Europe, Middle East and North Africa, Asia, North and South America and Australia, RAK Ceramics is a publicly listed company on the Abu Dhabi Securities Exchange.

Group CEO of RAK Ceramics

Abdallah Massaad said: “This acquisition of Kludi Group aligns to our growth strategy and commitment to strengthen our presence in core markets and focus on core products.

“It provides RAK Ceramics with the opportunity to spearhead our expansion into European markets and enhances our positioning in projects across the sanitaryware and faucets business.

“The acquisition, built on a longstanding partnership and a shared vision, opens up new opportunities for Kludi Group, as we aim to develop this historic and established European faucet brand further by funding its strategy and driving forward modernisation and digitalisation of the brand.

“This will also provide an

opportunity for Kludi Group to leverage on RAK Ceramics network to push further faucets value.”

Group CEO of Kludi Group Julian Henco said: “I am confident that this transaction will be extremely beneficial to all parties involved, including customers and shareholders.

“Kludi Group is now a more robust, world-class faucet brand that is well-positioned to capitalise on RAK Ceramics’ extensive network to expand our product offering to markets that would not have been possible otherwise.”

The transaction is conditional upon regulatory approval, and both parties are working closely to finalise the transaction which is scheduled to be implemented by May 31, 2022.

German manufacturer to expand UK sales

Schock acquires The 1810 Company German manufacturer of quartz composite kitchen sinks and taps Schock has acquired The 1810 Company for an undisclosed sum.

The transaction will provide the opportunity for Schock to expand its sales in the UK. Founded in 2009 by managing director Gareth Williams, The 1810 Company has offices and warehousing in Mold, North Wales, with a dedicated trade showroom in the Business Design Centre in Islington, London.

CEO of Schock Ralf Boberg

commented: “The 1810 Company’s strong position in the UK market gives us the perfect platform to build on.

“Its products, ethos and knowledge of the UK market are exemplary and we are looking forward to working together in the future.”

Managing director of The 1810 Company Gareth Williams added: ‘I have always had lots of admiration for the originality and strength of the Schock brand and its patentpending and award-winning

recyclable quartz sink technology.

“We see great opportunity in combining the strengths of both brands and our joint compelling product offering, making us a leading supplier of kitchen sinks and taps in the UK. “We are very excited about the future and are looking forward to developing both brands to their full potential.”

The 1810 Company will operate under the current management team and market its products alongside the Schock brand.

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NEWS & VIEWS

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Pura Bathrooms sells brand brace

IN BRIEF ■ Congratulations to Nick Sunderland, managing and creative director of NSI Design in Kent, who has won the Foyne Jones VIP podcast day. He correctly answered The Foyne Jones Show has chartered in 17 countries and he wins an access-all-area day and advice on a digital strategy for his business from founder of the company and podcast host Peter Jones.

■ In partnership with the Kitchen Bathroom Bedroom Specialists Association (Kbsa), Quooker has agreed a five-year support package for independent KBB retailers across the UK. One year on from their initial partnership, Quooker joins the network of corporate sponsors who have the aim of driving consumers into specialist independent showrooms.

Quooker’s six-figure investment and five-year support plan will help support the Kbsa and expand its retail membership.

■ To circumnavigate supply issues following Brexit and the pandemic, edgebanding, surfaces and tambour door supplier Rehau has now partnered with Decorative Panels Lamination. Based in West Yorkshire, Decorative Panels Lamination produces over 300,000sqm of laminated products each week and offers a stockholding of a variety of surface finishes from woodgrain paper foil veneers through to high gloss and matt acrylics.

Read more at www.rdr.link/KAE001

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

Imex Ceramic UK acquires Puraflow and Puracast Bathroom manufacturer Imex Ceramic UK has acquired Puraflow brassware and Puracast bath collections from Pura Bathrooms.

It means Puraflow and Puracast products will only be available to buy through Imex Ceramic UK, but they will retain their product codes and range names.

Over the coming months, the packaging will be altered to become Imex-branded and the company plans to increase the offering.

According to Imex, it plans to build the product offering to become a complete bathroom solutions brand.

Speaking about the decision to acquire the brands, Imex Ceramic UK retail sales director James Wood commented: “We have had a

fantastic response to our Imex UK product collection. Following feedback from our partners, there is a huge demand for Imex to provide a complete offering.

“Our global strategy is to also become a complete bathroom solution to our customers.”

He continued: “As our Imex products were previously distributed by Pura Bathrooms in the UK and share, in most instances. the same range names, coupled with the commercial understanding of their Puracast Baths and brassware sales, made this decision of acquisition very easy.

“The brassware is already seeing good growth within the UK and will see an increase in customer support as well as

product development from our own Imex UK team.”

James Wood added: “Imex are employing all staff involved within the acquisition and growing both our internal and external teams almost immediately. This will fast track the extra support and communication needed to our customers.

“We are very confident we will see a much quicker response to our customer needs.”

President and CEO of Kohler Co David Kohler officially opens facility

Kohler Mira officially opens National Distribution Centre President and CEO of Kohler Co David Kohler officially opened the multi-million pound Kohler Mira National Distribution Centre in Worcester.

Having been developed by a dedicated team for over two years, the centre formed part of the business’ centenary year, and follows the opening of its Space 100 facility in Cheltenham.

According to the company, it is the most advanced Kohler distribution centre globally, allowing the brand to process orders three times faster, and link its manufacturing sites around the UK to result in one delivery.

The 150,000 sq ft building has the capacity for over 10,000 pallets and has been recognised with a

Carbon Reduction Award by the Bathroom Manufacturers Association and received an accreditation from BREEAM Official for its sustainability performance.

To ensure employee wellbeing, a dedicated relaxation area also ensures staff have a space to relax in throughout their working day.

Built on an 11.25-acre site, there is room for the centre to expand as the business, channels, and customer requirements’ evolve.

Managing director of Kohler Mira Craig Baker said: “Our team worked tirelessly to design this state-of-the-art facility, and it has been great to see the first orders processed during our hundredth year. With innovative technologies

throughout, it has been built with customer needs in mind, and will allow us to make sure they receive the best service for years to come.

“We are delighted to welcome David Kohler for the official opening, highlighting our continued commitment to and investment in manufacturing in the UK.” Founded in 1921, Mira manufactures mixer, electric, power and digital showers and is owned

by American bathroom manufacturer Kohler Co.

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NEWS & VIEWS

MAKING HEADLINES

IN BRIEF ■ Italian appliance manufacturer Smeg has chosen Häfele as exclusive distribution partner for its major domestic appliances in the UK KBB market. The rolling agreement will see Häfele provide the link between kitchen studios and the appliance brand. Smeg began distributing its appliances, including built-in cooking and freestanding cooling appliances through Häfele UK in 2015. View the whole story at www.rdr.link/KAE002 ■ UK manufacturer Silverdale Bathrooms has announced the launch of a new relationship with Hotel Suppliers, the global hotel products and supplies store and directory. The Silverdale range comprises of six suites, inspired by the details of the Victorian, Edwardian, Art Nouveau and Art Deco movements. It also markets a range of complementary products, such as baths and brassware, which is supplied by brand partners. Read all the details at www.rdr.link/KAE003 ■ Major appliance brand Haier has named TV chef and restauranteur Nisha Katona MBE as its brand ambassador. Nisha Katona is the CEO, executive chef and development chef of Mowgli Street Food restaurants and films for the BBC, Channel 4 and ITV. The partnership will see the food expert and author front campaigns across PR, advertising, competitions and events, as well as feature in social media imagery and videos created for these campaigns. Read more at www.rdr.link/KAE004

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

Plans to accelerate store refit program

Wickes Do It For Me sales doubled DIY retailer Wickes has reported its Do It For Me (DIFM) sales doubled on a two-year basis in its full year results for 2021 and announced plans to accelerate its store refit program.

Wickes posted a revenue of £1.53bn for 2021, up 14% on 2020 with like-for-like sales up 13% on 2020 and 18.6% on 2019.

Adjusted profit before tax increased to £85milion from £49.5million in 2020.

Wickes stated its performance was driven by having sales in local trade, DIY (or Core) and Do-It-ForMe (DIFM), with two thirds of its sales in 2021 driven by digital.

Its Core like-for-like sales increased by 35.7% on a two-year basis, while DIFM order strengthened over the course of 2021 from Q2. DIFM like-for-like revenue grew by 8.5% for the full year, with “buoyant” bathroom sales.

However, Wickes stated DIFM order conversions into delivered sales were hampered by the availability of installers in the final quarter and the onset of the Omicron COVID variant.

Together with an “elevated” pipeline of orders from earlier in the year, the retailer reported its year-end order book had more than doubled on a two-year basis at well over £100million, supporting 2022 sales.

To strengthen its installation capability, the company grew its installer network in 2021.

Digital development, as well as a “major” refresh of its kitchen range, home office introduction and a new bathroom range complemented by its first ever bathroom TV ad underpinned sales.

The company will also accelerate the pace of its refits, and believes there is scope to open an

additional 20 stores over the next five years.

Chief executive of Wickes David Wood commented: “We expect to continue outperforming the market and are well-placed to capitalise on the ongoing requirement for home improvement – namely an aging housing stock. Favourable consumer trends, and the increased focus on insulating and retrofitting homes.

“While we recognise the pressure that consumers will be facing in 2022, we have the right model, a strong pipeline and order book, and remain confident of making further progess in the current year driven by a material increase in DIFM revenues.”

Historic highs in turnover

Kbb manufacturers report record sales Bathroom and kitchen manufacturers have reported record sales, achieving historic highs, in 2021.

Duravit achieved the best sales of €604million in its history in 2021, an increase of 28% compared to 2020.

Similarly, it reported operating profit performed “significantly” better than net sales in 2021 and rose by 41% to €73.7million.

While appliance manufacturer Miele reported the highest number of products built and sold in the company’s 123-year history, recording a turnover of €4,84bn in the business year of 2021.

It is an increase of 7.5% on the previous year and the company

reports orders at the start of the New Year are also higher than ever before.

Brassware manufacturer Hansgrohe has also reported its most successful financial year in the company’s 120-year history and is aiming for “above market” growth in 2022.

The group generated sales of €1.365 billion, which represents a growth of 27% compared to the previous year (€1.074 billion).

The operating profit increased to €249.7 million, which was also an increase of 27% compared to the previous year (€197.0 million).

Despite the backdrop of raw materials shortages, and supply chain issues, Hansgrohe is

continuing to invest in its European production to shorten and secure supply chains and has goals of “above market” growth.

Duravit is also aiming for “ambitious” growth, with plans to reach a turnover of €1billion by 2025.

However, manufacturers also stated the outlook for the rest of the year will be dominated by the political and economic repercussions of the war in Ukraine.

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Strengthening direct-to-consumer retail

Online bathroom retailer acquired by Highbourne Online bathroom retailer Plumbworld has been acquired by the Highbourne Group, parent company of brands including City Plumbing Supplies (CPS) and Plumbing Trade Supplies (PTS).

The Highbourne Group believes the acquisition will strengthen its e-commerce and direct-toconsumer retail offering.

Founded in 1999 and headquartered in Evesham, Plumbworld has over 160 employees which have served over 1.7m customers since its inception.

The Highbourne Group believes the acquisition will complement the business’s existing portfolio,

strengthening branch and online capabilities for trade customers, and giving domestic customers fast access to products.

In addition, Plumbworld’s experience and knowledge about the e-commerce sector will help the Highbourne Group grow the online presence of its other brands.

Chief executive officer at The Highbourne Group Dave Evans said: “We are delighted to welcome Plumbworld into the Highbourne Group family of businesses and see Plumbworld as highly complementary to our existing customer propositions.

“James Hickman and the

management team at Plumbworld have built the leading online bathroom retailer in the UK and I look forward to working with them to accelerate their growth initiatives.

“The acquisition of Plumbworld enables us to take our proven trade customer proposition and market leading supply chain to retail customers too – meaning that we can provide customers across the UK with even quicker access to what they need, when they need it.”

The Highbourne Group operates a network of 350 branches across the UK and Ireland with products mainly sold to trade customers.

CEO and founder of Plumbworld James Hickman added: “The Highbourne Group are creating real momentum in the market and I see enormous potential for Plumbworld as part of that growth plan.”

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NEWS & VIEWS

MAKING HEADLINES

IN BRIEF ■ Celebrating global design, the Red Dot Design Awards has announced the winners of its 2022 Product Design category.

Roper Rhodes, Pronorm and Duravit were named among the winners in the kitchen and bathroom categories.

Established for more than 60 years, the Red Dot Design Awards evaluate the best designs of the year, and were chosen by a jury of 48 judges from 23 countries. Read all about the winning products at www.rdr.link/KAE005 ■ Premium brand for ceramic products Villeroy & Boch has opened the ViAcademy Training Facility at the Design Centre at Chelsea Harbour, London.

Created for architects, designers and developers, the ViAcademy Training Facility provides a display of Villeroy & Boch’s latest bathroom collections, spanning Finion to Subway 3.0 with TwistFlush WC. Read more details at www.rdr.link/KAE006 ■ Kitchen and bathroom distributor PJH has marked its 50th anniversary of when the company was established in 1972, by its founder Peter J Hopkinson. It has unveiled a new 50th Year anniversary logo to remind customers, staff, suppliers of its achievement and highlight the importance of this historical company milestone. The company was established as Hopkinsons Fourways, supplying local plumbers, and is now part of worldwide organisation Globe Union Group. Read more on this story at www.rdr.link/KAE007

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

Upskilling kitchen and bathroom designers

Sensio launches training academy Lighting supplier Sensio has launched the Sensio Academy to upskill and support kitchen and bathroom designers.

Encompassing a digital training platform, live online and in-person training programmes, as well as MICK – the Mobile Illumination Centre for KBB – Sensio aims to inspire, educate and take the perceived complexity out of lighting.

The Sensio Academy includes an online e-learning platform to provide knowledge about lighting and how to install and specify it, Live, online tailored webinars from Sensio’s in-house training team, plus access to a library of product videos demonstrating key features, installation and application of lighting in the kitchen, bedroom and bathroom MICK – Sensio’s bespoke

Mobile Illumination Centre for KBB can deliver a tailored, hands-on training experience.

Sensio training and product manager Neil Oldfield said: “Lighting can often be overlooked on a new installation project.

“Either the same single set of under cabinet lights are specified time and time again despite advances in technology or different styles of kitchen, or more often than not, dismissed from plans altogether.

“The most common reason we hear for this barrier is the fear designers have about lighting.

“They worry it’s complicated to install and fit, and don’t often appreciate the transformational impact that lighting can have on the space. The purpose of the Sensio Academy is to demystify

lighting and end the notion that lighting is complex.”

The bespoke mobile training centre ‘MICK’ will take to the road to visit design and sales teams up and down the country on their own premises.

Neil Oldfield concluded: “The training van elevates the online and in-person training we offer as part of the Academy programme and brings everything to life with the convenience of coming direct to the door.”

Succeeding Colin Sykes who will semi-retire

Aqualisa appoints new CEO Shower manufacturer Aqualisa has appointed Mat Norris as chief executive officer.

As part of a planned succession, he will replace Colin Sykes who has held the position since 2018.

Sykes will remain as a nonexecutive director and strategic advisor to the business until December, focusing on the company’s international expansion, at which point he will semi-retire and focus on other non-executive roles.

With an extensive career in the manufacturing and engineering sectors, Norris brings a wealth of experience from leadership roles at organisations including Ford Motor Company, Philips and most recently, ventilation firm Titon Holdings, where he was UK CEO.

He will work with Aqualisa chairman Kevin Sargeant and lead an eight-strong senior management team which has been recruited over the last three years.

Norris will spearhead Aqualisa’s product expansion and innovation strategy and will continue the company’s focus on the smart bathroom sector.

In addition, the company plans to extend its portfolio to create a premium, channel-exclusive brassware brand, adding to Aqualisa and Gainsborough.

Speaking about his appointment, Mat Norris said: “Aqualisa has a strong heritage of innovating shower technologies, and the team clearly takes great pride in ensuring our customers enjoy the ultimate

showering experience.

“I am thrilled to be joining our 260 dedicated team members at such a pivotal chapter in the organisation’s history, and I look forward to working with the outstanding management team that Colin has established at Aqualisa.”

Chairman of Aqualisa Kevin Sargeant commented: “I would like to thank Colin Sykes for his significant contribution to the business over the last five years, and for his ongoing commitment and support through this period of transition.”

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Merchant sales growth

BMBI reports strong start for kitchen and bathroom sales The Builders Merchant Building Index (BMBI) report, published in March, shows total value sales by Britain’s builders’ merchants in January had grown, with the strongest year-on-year growth seen in recent months.

However, sales increases have been driven by price inflation (+15.1%) rather than volume growth (+7.8%). Total value sales were 24.1% higher in January 2022 compared to the same month in 2021.

Renewables & Water Saving (+35.8%), Timber & Joinery Products (+31.5%), Landscaping (+28.9%) and Kitchens & Bathrooms (+28.8%) all outperformed the merchants generally.

Compared to January 2019, a pre-pandemic year, total merchant value sales were 15.1% higher in January 2022, with two less trading days this year.

Ten of the 12 categories sold more including Timber & Joinery Products (+31.9%), Landscaping (+32.5%) and Kitchens & Bathrooms (+11.4%).

Total sales in the three months from November 2021 to January 2022 were up 19.3% on the same period last year, with all categories selling more.

Timber & Joinery Products (+29.2%) performed the best, while Kitchens & Bathrooms (+17.9%) and Plumbing Heating & Electrical (+14.6%) also grew strongly. Total like-for-like sales were 17.3% higher.

Month-on-month total merchant sales were 28.7% up in January 2022 compared to December 2021, helped by three more trading days in January. Kitchens & Bathrooms (+25.7%) also performed well.

The BMBI report, which is produced and managed by MRA Research, uses GfK’s Builders Merchant Point of Sale Tracking Data which analyses sales out data from over 80% of generalist builders’ merchants’ sales across Great Britain. The full report is on www.bmbi.co.uk.

NEWS & VIEWS

Transformational growth for bathroom sector?

As we move on from the pandemic, business resilience and grit is going to be tested, says chief executive of the Bathroom Manufacturers Association (BMA) Tom Reynolds as he looks at the prospects for the sector.

The consolidated figures of Bathroom Manufacturers Association (BMA) members last year, showed annual sales reached nearly £1.2 billion, well up on both 2020 and 2019, reflecting strong demand despite a challenging business climate. That initial shock and uncertainty we all faced in the early days of the pandemic, in 2020, proved unfounded for this sector and, like many connected to construction, we experienced unprecedented demand for refurbishment. Indeed, the initial indicators this year show there is hope for continued growth in the market.

The Pulse, a monthly tracking survey of bathroom merchants’ confidence, shows strong predictions for the foreseeable future, with expected sales through to July 2022 tracking considerably higher than 2021. However, the fuller picture remains volatile and uncertain, and we all recognise we do not operate in an economic vacuum.

Higher costs Bathroom manufacturing companies, just like households, are grappling with higher fuel costs and commodity prices, along with the added pressure from soaring international shipping prices. Historically high inflation, which has dominated recent economic news, is denting consumer spending power, and the full impact of the conflict in Ukraine is still unknown.

In his Spring Statement, the Chancellor urged businesses to respond to the conflict by creating a stronger, more secure economy for the UK, but admitted the war presents a serious risk to our recovery. Clearly, like every section of the national and international business community, we are trading through challenging conditions. And I believe, understanding this backdrop of economic uncertainty, helps us to encourage the spirit of adaption and innovation we need now, more than ever. These are the traits we need to create the opportunities and take the chances to expand the bathroom market.

Retrofit revolution Last year, BMA was a proud signatory to the CLC’s retrofit strategy - a plan to decarbonise the UK’s existing housing stock. It is crucial we continue to press this agenda. If we can work collectively to raise the energy and water efficiency of every home in the UK, we can transform the fortunes of millions of people who are struggling to make ends meet.

We need radical improvement in water and energy efficiency to meet net zero, tackle fuel poverty and reduce the UK’s reliance on imported energy. Bathroom manufacturers are keen to play their role in the home retrofit revolution, which the UK so desperately needs.

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NEWS & VIEWS

PEOPLE

Position filled Appointments and promotions across the industry

JT

VITRA

LECICO BATHROOMS

UTOPIA

Shower tray manufacturer JT has appointed Michael Kimball-Smith as southern key account manager for the South of England and Wales. He brings with him 33 years of experience, including working at Bathroom Guru, No Code, Novellini and Pennybee. Kimball-Smith has also worked as advisor on television for Homefront and Changing Rooms. He will support distribution partners, and explore how JT can support their businesses.

Manufacturer VitrA Bathrooms has welcomed Michael Woods as contract sales manager (North). In his new role, he will be responsible for developing existing and new relationships with the residential house build sector.

Woods brings with him a wealth of experience from national merchant and manufacturer roles in companies which include Ideal Standard, Plumbing Trade Supplies, Pegler Yorkshire and Wolseley.

Lecico Bathrooms has promoted sales director Kate Hirst to commercial director. In her new role, she will assume responsibility for all customerfacing departments including sales, demand generation, aftersales and marketing, alongside her additional responsibilities in the senior management team. Hirst has spent over 10 years working at Lecico Bathrooms in a variety of different positions including sales director.

Bathroom furniture manufacturer Utopia has appointed Isabel Conn to the role of marketing and digital co-ordinator. She has a firstclass honours degree in Visual Communication from Birmingham City University and will assist in developing and growing the company’s digital strategy. Since graduating, Conn has worked on a number of live creative briefs set by global advertising agency McCann, and within the bathroom sector.

TKC

MERLYN

HANSGROHE GROUP

Kitchen supplier TKC has appointed Danny Fowler as area sales manager, covering Yorkshire and the North East of England. He will be responsible for strengthening new and existing customer relations, with a brief to continue driving sales in the region. Fowler is an experienced sales manager, with a history of working in furniture, most recently as an area sales manager at Uform.

Showering manufacturer Merlyn has appointed Tim Broadhurst, former operations director at Wolseley, as specification sales director. He will support the company’s drive to double its specification business over the next few years. Broadhurst has spent 30 years working in the plumbing and heating industry, in roles which span operations, strategy, sales and marketing.

Brassware manufacturer Hansgrohe Group has expanded its sales team with two appointments of Fletcher Gaubert and Sophie Walters.

Gaubert has rejoined the external sales team, having worked with Roman Showers for a time, and reports directly to national sales manager retail South Rebecca Hunt. His previous role as business development manager for the

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

South of England has given him a foundation in his new capacity as area sales manager for the South.

Sophie Walters has also recently been appointed to the role of ecommerce and DIY business development manager. Former area sales manager for the South East, she has now taken her insight and expertise in ecommerce into her new role.

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NEWS & VIEWS

YOUR THOUGHTS

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Kandbnews The recently refurbished SIeMatic x Nicholas Anthony showroom in Wigmore Street, London, has been created to appeal to the emotions. It has been designed for the kitchens to appear less ‘kitcheny’ and more like a living space. houseofrohl Love this! gridthirteenluxurykitchens We have visited the showroom.

It is absolutely incredible with a stunning selection of materials!

Huge thanks to @nichanthony.

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

Jonthan Hartley Thank you to Philippa Turrell for the recent interview at #kbb2022, covering the new product launch of #Samsung Cooking Appliances and some insights into ‘Why change to Samsung’ for your kitchen showroom proposition.

Kitchens & Bathrooms News Kohler Mira officially opens National Distribution Centre.

Richard White Congratulations Jon Marshall Very proud to have been part of the excellent project team that brought this highly automated facility to life.

#Samsung New Series Cooking, a new conversation for a new consumer journey.

Kitchens & Bathrooms News Just Trays has appointed Michael KimballSmith as key account manager Gary Major Congratulations Mike Dean Ogden Congratulations Michael Cal McCarthy Well done Mike Tony Smith Good Luck Mike Russell Loynd Congratulations mate Howard Slowley Good luck Michael. Hope it goes well for you.

Chris Hewitt Well done Mike. See you out there soon.

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18 MAY K&BNEWS www.kandbnews.co.uk

Kitchens & Bathrooms News Bathroom distributor Barwicks in MBO following retirement of owners Gerry O’Hara Here’s to a well deserved retirement for Michael & John, both top guys. And all the very best for the future to Gary and the rest of the Barwick team Warren Young Great to hear the legacy created

by Michael and John continuing in safe hands Shaun Gault Best of luck going forward Barwick team!

Steven Jaques All the best to you Gary and the Barwick team moving forwards David Hance Congratulations John and Michael …. Sure the old man would be very proud of you guys ….well done. Gary – wishing you and your team all the very best for the future...

Kitchens & Bathrooms News Lecico Bathrooms has promoted Kate Hirst to the position of commercial director Damian Shaw Congratulations

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EXHIBITION REPORT

NEWS & VIEWS

Kbb Birmingham trends We take a look at six interior themes demonstrated at Kbb Birmingham and how they could affect kitchen and bathroom retail businesses UK trade show Kbb Birmingham brought the industry back together at the NEC, for a welcome return to face-to-face networking.

Although, and expectedly, a much smaller outing than previous events, Kbb Birmingham still attracted 12,400 people through the doors with exhibitors exclaiming it to be a successful and some even reporting it as a “phenomenal” show. Hundreds of exhibitors showcased launches across 26 product categories, and we have curated six of the top themes impacting kitchen and bathroom designers and their retail businesses. However, we will be taking a look at stories and products from the show in future issues of Kitchens & Bathrooms News.

Sales director of Kbb Birmingham Jon Johnston cited the show a “huge” success, as he said: “It has been fantastic to be back at the NEC again and seeing so many familiar as well as new faces. There were hundreds of exhibitors across 26 different product categories who were busy

meeting visitors throughout the four-day event.

There was a steady stream of people attending the show all extremely interested in finding out more about our exhibitors, new products and the latest trends. The show has been a huge

success and it was great to see the KBB industry thriving. We are looking forward to doing it all again in 2024.”

Kbb Birmingham will return to the NEC in Birmingham from March 3-6, 2024.

Outdoor kitchens The UK may not have a California climate but, following the pandemic lockdowns, as a nation, consumers collectively began to appreciate outdoor areas and value the opportunity to extend living space into the garden. It accelerated an already emerging trend for an al fresco lifestyle, where consumers eat and entertain outdoors and has seen a growth in interest of outdoor kitchens. This was reflected by launches at Kbb Birmingham. German outdoor kitchen manufacturer Burn.out, which launched into the UK earlier in the year, debuted at the show and was joined by Elfin which introduced an outdoor modular kitchen. In addition, worktop specialist Konigstone launched an outdoor kitchen range KonigOutdoor with porcelain-clad cabinetry.

Marketing manager of Kongistone Joanne Bull commented: “We were thrilled with the

1 response to KönigOutdoor at kbb and are pleased that there were retailers who can see the benefit of providing an outdoor kitchen offering alongside their existing services.”

1. KONIGSTONE KonigOutdoor is a modular range of Outdoor Kitchens which is available in a choice of eight sintered stone surfaces. Find out more details at www.rdr.link/KAE008

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NEWS & VIEWS

EXHIBITION REPORT

Colour confidence Demonstrating the willingness of consumers to be adventurous with interior design, bold splashes of saturated colour and pattern were flaunted at Kbb Birmingham. Carron showed freestanding baths which could be colour matched to a chosen swatch and Adamsez introduced its refreshed bath brand with coloured models. While Showerwall had a stand boasting an array of panelling designs from marble through to tile effects and even bold botanical prints. And exhibiting for the first time as House of Rohl, alongside the launch of the Riobel brand, Victoria+Albert showcased its second colour collaboration with Wallpaper magazine, representing architectural styles of the 20th Century – spanning Belgium minimalism, Brazilian modernism and American postmodernism. Brand manager of House of Rohl Emma Joyce commented: “Victoria + Albert’s option of 200 RAL exterior colours, in gloss or matt, is still relatively new in the market. It was launched at Kbb 2020, but many retailers at Kbb 2022 had yet to see examples for themselves. Almost all the baths and basins on the stand were in colours from the new Wallpaper* palettes.”

2

Connectivity While the semi-conductor shortage has been well-documented, disrupting appliance supply, it hadn’t prevented manufacturers surging ahead with connectivity. The BSH Group showcased its Home Connect app, which can offer tips for appliances across its Bosch, Siemens and Neff brands. Whereas Samsung democratised connectivity by offering Wi-Fi across all its ovens from Series 4 up to Series 7, and introduced healthy eating functions.

Haier revealed its first ever built-in appliances for the UK. These spanned refrigeration, laundry, wine cellars and the debut of Haier cooking with its Series 6 range of premium appliances featuring Artificial Intelligence. Series 6 spans ovens, hobs and hoods, refrigerators and dishwashers that are connected and can be operated by the company’s hOn app.

Flagship of the Series 6 cooking was the

Holistic living space

2. VICTORIA + ALBERT Victoria+ Albert showcased colours from its colour collaborations with Wallpaper* magazine, with one palette focused on moods and the second on Twentieth Century architecture. Discover more details at www.rdr.link/KAE009

22 MAY K&BNEWS www.kandbnews.co.uk

Whether open plan or broken plan, the need for a kitchen to appear less like a kitchen and to form an integral part of living space is the basis of modern interiors. This theme was reflected on the Kutchenhaus and Nobilia stand, with smoked glass doors, while Rotpunkt inspired designers with the debut of pocket doors and an example of a concealed utility room. Pronorm also took the opportunity to show how a kitchen could form an integral part of ground floor living with its premium i-Luminate collection featuring patented lighting integrated into its handle channel and glass display cabinets. National sales manager for UK & Ireland Richard Turner commented on the launch “The ever-increasing importance of the kitchen demands the highest level of individuality and exclusivity so that the home is an expression of one’s lifestyle.”

3 Chef@Home oven which features a presence sensor, turning on automatically, and allowing users to access a 29” touch screen. Chief commercial officer of Haier UK & Ireland Jim McEwan commented: The setting of Kbb provides the ideal stage for the launch of our kitchen built-in range, characterised by perfect integration between technology, connectivity and tailor-made products. Thanks to Artificial Intelligence and the hOn App, we offer our customers exclusive experiences connected to household appliances, which range from exclusive refrigeration solutions, innovative cooking options and reactive wine cellars.”

3. HAIER Appliance manufacturer Haier revealed its first collection of built-in appliances for the UK market, including cooking. Discover the cooking collection at www.rdr.link/KAE010

4

4. PRONORM German kitchen furniture manufacturer Pronorm unveiled its premium i-luminate kitchen, with patented LED lighting. Find all the details at www.rdr.link/KAE011

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Sustainability Industrial and nature were obvious design themes at the show. A less conspicuous but underlying theme was sustainability. Product manager of Showerwall Steph Harris noted one of the most asked questions from retailers was about the company’s eco-credentials.

Quooker introduced the Cube filter, which could be fitted to any of its taps to reduce single use plastic bottles. Sustainability also formed the entire story of the InSinkErator stand with its waste disposers, hot water taps and waste bin systems. Its eco-credentials are what attracted award-winning interior designer Kelly Hoppen as brand ambassador reported GM managing director for InSInkErator EMEA Ashley Munden. He added consumers were becoming more interested in environmentally-friendly solutions: “When people are choosing brand new products, they are looking for ones that have some credentials from a sustainability point of view.”

5 5. INSINKERATOR InSinkErator revealed a selection of side taps and waste bin organiser systems, alongside its waste disposers and instant hot taps. Visit its website to discover what the company can offer designers to create sustainable kitchens at www.rdr.link/KAE012

Nature and industrial Interestingly, kbb Birmingham showed the demand is still strong for industrial design but this was shown alongside organic influences and often the two were combined. Origins Living stand showcased its collection of bathroom accessories with foliage decorating the space, and black grid enclosures from Merlyn were combined with planters creating a living ceiling. Whereas Ca Pietra not only showcased floral but marine influences on its Mermaid’s Garden tile collection. All of which demonstrated design themes are not isolated but often run concurrently.

6. MERLYN The multi-sensory experiential stand, created by interior designer by Jo Love, featured the company’s surrounds and its Revo range of accessories which combines storage and safety for multigenerational use.

Read more at www.rdr.link/KAE013

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NEWS & VIEWS

EXHIBITION REPORT

Kbb Birmingham award winners Kbb Birmingham announced the winners of its Product Innovation and Stand Design Awards at the trade event.

Acquabella was presented Best Bathroom Stand over 30sqm for its beach resort-themed space with shower trays used as sun loungers, a version of its booth from Cersaie in Milan.

While Origins Living won Best Bathroom stand under 30sqm for its nature-inspired space, which showcased the company’s range of mirrors, storage and bathroom accessories.

Belgium extractor and hob specialist Novy was presented Best Kitchen Stand over 50sqm for its stand which featured a show kitchen. And Elfin Kitchens scooped Best Kitchen Stand under 50sqm for a space which featured pre-built compact kitchens, including outdoor models.

Completing the Stand Design Award winners was Showerwall, who won the Best Surfaces category for its vibrantly zoned space,

reflecting the latest trends from nature through to fun and funky creations.

Kbb Birmingham Innovation Awards, sponsored by Blum, saw 10 companies shortlisted with “the most forward-thinking and technically advanced products.”

The Judges Choice and overall winner was awarded to Bora for its X BO Steam Oven which can be used for roasting, baking, steaming, with steam extraction function and odour filter.

The Sustainability Award was presented to Furnipart for its 10 Ocean IX handles, made from recycled materials from the maritime industry such as fishing nets.

And the People’s Choice Award, voted by visitors to the show, was presented to the RorosHetta hood with Sense technology. It featured integrated smart technology that focuses on indoor air quality and fire safety.

(See page 34)

The value of working together

Retailers recognise the value of being in a trade association, reports the Kbsa and its members.

The recent Kbb Exhibition provided a welcome opportunity to meet with industry colleagues and for the Kbsa to re-connect with its members, face-to-face. Having been through two years of lockdown it was interesting to reflect with them how things have changed, in terms of how they operate their businesses and the support the Kbsa provides.

One clear message that came through was how being part of an association had proved invaluable. Members appreciate being part of a collective voice, which protects their interests, and the solidarity that comes from being able to network with other likeminded businesses.

Having access to a wide range of business benefits is also a key factor for many, and the range of benefits has expanded and improved significantly. For Belinda Dangerfield, owner at Qudaus Living, the time and costs savings are considerable.

Belinda Dangerfield says, “As a small family business with big ambitions, we want to have all the necessary legal, HR and other support

24 MAY K&BNEWS www.kandbnews.co.uk

services in place. The Kbsa has negotiated preferential rates for many essential services such as health insurance, tax protection and IT support. We know that we have the very best solutions for our business and have saved money too.”

Dan Stronge, owner and designer at Jones Britain, adds “Kbsa membership not only provides us with innovative tools to support our business growth but we have access to everything we need to help us navigate market challenges, and keep us at the leading edge of the industry.”

Both of these businesses understand the power of being part of an association, especially one such as Kbsa, when you can retain your individuality but benefit from being part of a larger group.

The Kbsa is focused on growth over the next five years, which will make us stronger and enable us to do even more, not just for our members but for the global community of independent retailers that we represent.

Owner of Qudaus Living Belinda Dangerfield

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NEWS & VIEWS

ANALYSIS

Kbb leaders react to Spring Statement Trade associations outline what the Spring Statement will mean for the kitchen and bathroom industry.

BMA welcomes VAT relief on energy efficient refurbs In its analysis of Chancellor Rishi Sunak’s Spring Statement, the Bathroom Manufacturers Association (BMA) stated inflation was “concerning” but welcomed VAT removal on energy-efficient refurbishments.

Referencing the ongoing Ukraine war, Sunak promised the unprecedented sanctions are working, and a stronger more secure economy for the UK is part of our response to the crisis. It does however, present a risk and the full impact

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

is yet to be understood.

The Office of Budget Responsibility said there is a high uncertainty about the outlook, forecasting growth at 3.8%, followed by lower growth in 2023 and 2024 and 7.4% inflation this year.

The BMA stated this may affect manufacturers’ forward budgets, as lower growth will impact consumer confidence and higher inflation will reduce spending on home improvements. It also warned with employment statistics showing ongoing low employment, the shortage of installers and labour will not ease any time soon.

However, the BMA welcomed the cut in duty on fuel which would help bathroom manufacturers with their fleet and the VAT relief of 0% on energy efficient improvements in the home for the next five years. The BMA has campaigned with the National Home Improvement Council for a cut in VAT for energy-efficient refurbishments for years and believes bathroom refits could benefit “vicariously”.

It also welcomed the increase in threshold for National Insurance, to mitigate the pressure on wage increases and appreciated plans in the autumn budget to cut tax rates on

business investment.

Chief executive of the BMA Tom Reynolds said: “Following the confirmation that inflation is at its highest level for three decades, this is a concerning time for the whole of the economy.

Bathroom manufacturers are performing well after a strong recovery after the pandemic, but we do not operate in an economic vacuum. The industry will therefore welcome the cut to fuel duty. This will help companies manage the spiralling costs of logistics and fleet management and will help consumers with motoring costs.

“BMA, along with partner organisations like the FMB (Federation of Master Builders), have been calling for VAT removal on home energy efficiency improvements for years. So, it’s great to see the Chancellor finally make this move.

Retrofit is an important way to tackle the UK’s reliance on imported energy, including Russian gas, and bathroom manufacturers are keen to play their role in home refurbishment.

“While welcome, the tax cuts delivered through the NI threshold increase in July and a penny cut in income tax will not help the costof-living crisis now. The NI hike will dent consumer spending power and increase company wage bills immediately.”

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BiKBBI reports mini budget “good news for everyone” The British Institute for Kitchen, Bedroom and Bathroom Installation (BiKBBI) has welcomed a 5p cut to fuel duty and no VAT on home energysaving measures for the next five years in the Spring Statement.

Chancellor Rishi Sunak’s ‘mini-budget’ speech to the House of Commons outlined action on the cost of living, with help for those who are worse off. The BiKBBI stated the increase to the National Insurance threshold resulting in 70% of workers paying less tax, in addition to the fuel duty cut and the incentive to invest in energy-saving in the face of rising energy costs was “good news for everyone”.

CEO of the BiKBBI Damian Walters said:

Bira “underwhelmed” by business support The British Independent Retailers Association (Bira) has said it is underwhelmed with the offerings for independent businesses following the Spring Statement 2022.

Chancellor Rishi Sunak revealed the basic rate of income tax will be cut from 20p in the pound to 19p. and fuel duty will also be cut by 5p.

In response to the news, CEO of Bira Andrew Goodacre said: “The Spring Statement is underwhelming for indie retailers with limited help on rising costs to business.”

“Whilst we support cuts in fuel duty and an increase in NI [National Insurance] allowance, this is nowhere near enough to offset 300% increases in energy, 100% increase in rates and double digit increases in the cost of employment.”

He continued: “The 1p cut in income tax is a classic diversionary tactic designed to hide a statement which is short on support for business.”

Goodacre added: “Increases in product costs are easier to pass on to consumers but these rising overhead costs are not, which ultimately means a very difficult year for small retailers.”

“With economic uncertainty remaining unusually high as a result of the ongoing COVID recovery and now Russia’s invasion of the Ukraine pushing up costs, it is encouraging to see measures being adopted to help with the cost of living. There is no doubt that the reduction in fuel duty will be greatly received by our members, most of whom are SMEs and rely on their vehicles to work. That’s assuming that savings will be seen at the pumps and not absorbed by the retailers as some sources are suggesting.”

He continued: “And the news that 0% VAT on home energy-saving initiatives is also a good thing for our sector – although an announcement by the Office for Budget Responsibility suggesting that real household disposable

CIPHE hails supports but warns of fitter shortage The Chartered Institute of Plumbing and Heating (CIPHE) welcomed Government support to help with rising fuel and living costs but wanted an immediate solution to the lack of installers.

Chancellor Rishi Sunak’s Spring Statement covered several issues for the plumbing and heating industry which included a 5p cut to fuel duty, 0% VAT on energy-saving refurbishments for the next five years and funding for Household Support Fund to increase to £1billion from April. In addition, while the National Insurance increase of 1.25% is still going ahead, the earning threshold will rise by £3,000 to £12,570.

CIPHE also pointed to the significance of employment training, including apprenticeships and the Apprenticeship Levy to be reviewed as part of a new ‘tax plan’ and business tax cuts, including changes to research and development credits, to be announced in the budget.

In addition, it highlighted employment allowance to raise to £5,000 in April and plans to cut income tax from 20p in a pound to 19p as being of interest to plumbing and heating.

CEO of CIPHE Kevin Wellmann commented: “While we battle the cost of living rises, installers and the public alike will welcome the

income is to fall 2.2% per person in the next 12 months, the largest financial year fall since comparable records began in the 1950s, could be significant for the home improvement sector.”

fall in fuel duty, and the rise in earning threshold for National Insurance. It is also encouraging to see the Government support the most vulnerable households through increased funding for the Household Support Fund.

“There is good news for consumers looking to improve the energy efficiency of their homes and invest in green technology. The 0% VAT rate will help cut costs and increased demand. However, we must ensure systems are designed and installed correctly to offer the required energy savings.

“Savvy installers will be signing up to renewable training, such as the CIPHE’s Low Temperature Heating and Hot Water Systems in Dwellings qualification, to ensure they have the knowledge and skill to install such systems.

“As was seen via the Green Homes grant scheme’s failure, the UK does not currently have enough trained installers of green technologies supported by the VAT cut. I would have welcomed an immediate strategy to address this, but a review of employee training and the Apprenticeship Levy is long overdue. As we have documented in our manifesto, there is a dire need to kickstart apprenticeships in the plumbing and heating sector.

“Tax breaks for R&D will only help manufacturers become more innovative at a critical time for our industry, and we would urge the Government to be generous. Finally in an industry that includes so many small businesses, it is good to see them get a boost of around £1,000 through the rise in the employment allowance.”

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FURNITURE

KITCHENS

1

Blend in 2

Multi-purpose kitchen spaces have accelerated blended living trend

1. ROTPUNKT

2. EGGERSMANN

Designed as a social setting, the Old Split Oak Kitchen Zerox furniture is combined with Black Steel. Download technical details pdf at www.rdr.link/KAE014

This Eggersmann kitchen shows combined open storage and concealed storage to create a luxe open-plan look. Discover its product collection at www.rdr.link/KAE015

The kitchen has been multipurpose for some time, performing the role of eating, cooking and entertaining space, and augmented with home office and even gym functions during lockdowns. All of which has meant an accelerated trend towards blended living, with the kitchen not just an integral part of ground floor living but a seamless entity of the whole space. It has seen a step change in kitchen architecture, furniture choice, materials and decors, so the home has a cohesive look.

Commercial director of Crown Imperial Tony McCarthy comments: “In recent years there has been a growing trend towards fusion living as consumers look to create a holistic design across shared spaces. Now, more than ever, flexible kitchen, dining and living zones need to maximise every available square cm and achieve practical, social and stylish zones that flow on every level. Families are looking to design a future proof space for all ages and, with the recent shift to working from home, are using modular furniture to create a seamless style transition.”

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KITCHENS

FURNITURE

Managing director of Kitchen Bedroom Bathroom Buying Group (KBBG) Bill Miller said the popularity of blended kitchen living space is reflected in his retail members’ sales. He reports: “We have seen, over recent years, a move towards independent kitchen retailers taking on more of the design work, so that not only are the kitchen areas redesigned but the whole floor of the house or, in some circumstances, the whole house. It is rare for a customer to simplify want a straightforward replacement kitchen.”

Crossover cabinetry Enabling this holistic interior design has been a variety of furniture styling, to create kitchens that naturally blend into the surrounding environment. Island units may have begun the transformation, as marketing and retail director at Symphony Simon Collyns comments: “The transition to open plan has been enabled by furniture elements such as islands and pantries.

Often pantries or islands are a statement piece, but they allow for further storage whilst also opening up the space.”

But holistic interiors have further gathered pace with the likes of handleless units providing the transition from traditional cabinet doors.

Together with slimline worktops, it has created non-specific furniture, which could equally be at home in the kitchen or in a living space. Most recently, these have been joined by pocket doors, which can be used for concealing banks of appliances, hiding home office, or general kitchen clutter, and glass-fronted display cabinets to seamlessly segue into adjacent living space.

Simon Collyns of Symphony explains: “Most appliances can now be concealed and fully integrated to create a clean, seamless design.

Internally lit, glazed units can create an opportunity for displaying stylish cookware and also can be used to create low ambient light.”

And Richard Turner, national sales manager for UK & Ireland at Pronorm, agrees, adding: “Hide and slide pocket doors that transform a kitchen into a space for entertaining, standalone elements such as media units, sideboards and display units in the same style and finish as the cabinetry will blend the kitchen with the wider living area, while at the same time delivering a range of functions. Our new large glass-sided units can be used to carve out a more private area within the main living space, but at the same time they can seamlessly fuse with the overarching kitchen design.”

While Bauformat points to its ‘doors to the floor’ to cross over the divide of kitchen and living space. Country manager for UK & Ireland Bob Marsden states: “Our ‘doors to the floor’

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

3 3. PRONORM

4. BAUFORMAT

The Vicenza Oak and Pebble Grey Ultra Matt kitchen from Pronorm uses a mix of solid and glass doors to create a broken plan living space. See all the latest furniture ranges at www.rdr.link/KAE016

Offering ‘doors to the floor’, they are shown here on the back of the island, concealing the plinth. It provides more of a living room aesthetic. Download the brochure at www.rdr.link/KAE017

4 units, typically used on the back of an island, give more of a living room furniture look rather than kitchen cabinets. All units can be specified with open feet rather than adjustable legs with plinths, lending themselves perfectly to a living area, as do tall glazed units.”

Luxe finishes This interior movement has further been

supported by warm, natural décors and materials which blend sympathetically across the ground floor living space. Certainly, that’s the belief of head of UK operations at Rotpunkt Matt Phillips who says: “I think the range of elegant faux finishes in marble and timber effects have also elevated the kitchen living space, bringing a touch of luxury to a linear aesthetic.” Whereas commercial director of

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KITCHENS

FURNITURE

5. VILLEROY & BOCH Combining two handleless designs, wall-hung Monza units are featured in Verde Commodore, while Cera has been used for the island in ceramic finish Estatuario Silk. View the catalogue at www.rdr.link/KAE018

6. CROWN IMPERIAL Showcasing a tiered, multi-functional scheme, the kitchen is presented in Zeluso Rock Grey and Coffee Light. It is combined with a home office styled in Crown Lifespace Zeluso White. View the brochure at www.rdr.link/KAE019

to work with larger rooms and spaces which clearly has the likelihood of increasing average order values both in terms of furniture and project cost. It also gives the designer the chance to demonstrate imagination, flair and individuality rather than being confined to a set space and layout. It’s obviously a different challenge, but as other room furniture doesn’t have the flexibility of kitchen furniture, it’s a chance to stand out from the competition and create more of a wow factor.”

5

Design skills

6 Brandt Design Julia Steadman states a variety of colour palettes has helped create a seamless look, adding: “I think the use of colour has played a part in unifying spaces and bringing a cohesive feel to the kitchen living experience.”

Spanning budgets What is interesting is blended living is a trend that works from newbuild studio apartments, borne out of necessity through a lack of space, to large kitchens creating a sociable open-plan scheme.

And industry experts believe the look has transferred from the premium market across price points too. Richard Turner of Pronorm states: “All trends start at the top end of the market but inevitably move towards the mainstream, and the design of holistic kitchen cum living spaces is no

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different. For example, our glass-sided units with subtle illumination provide an extremely stylish way to divide a room, however, where budgets aren’t available this can be achieved in a more affordable way such as with a large freestanding bookcase.”

His views are echoed by Matt Phillips of Rotpunkt who says the blended kitchen living space is available for the upper mid-level segment of the market. In fact, he says: “The trend has already trickled down to the mid-market because the majority of new build properties in the UK have open plan kitchen spaces.”

It means, then, that all kitchen designers have the opportunity to maximise profit by expanding into adjacent living spaces. Marketing manager of TKC Neil Taggart explains: “There’s the option

But, ultimately, the ability to create a blended living space is not provided by the aesthetics and choice of cabinetry alone. The kitchen designer must have a vision to create interiors which can enhance their client’s lifestyle and must be upskilled to deliver. Bill Miller of KBBG explains: “Kitchen furniture suppliers have introduced new ranges that include multi-media, office, boot room and living room furniture, to run alongside their existing ranges of kitchen, bathroom and bedroom furniture.”

Director of Eggersmann UK Daniel Bowler states: “It is certainly down to the designer to have the vision to create such spaces – the furniture is there. It’s up to them to use it wisely.”

And Richard Turner agrees the ability of the designer to meet the client’s brief is key to the trend for blended spaces: “It’s ultimately the skills of the designer to interpret the client brief and create a design that provides a cohesive flow between the kitchen and wider living spaces by utilising furniture, lighting and storage elements and by seamlessly blending materials and finishes.”

However, managing director of Daval Simon Bodsworth believes the design process also needs the assistance of a forward-thinking client, as he concludes: “My view is that the combination of excellent products, a designer’s skills and sensitivity to the brief and a client who is open to new ideas all contribute to this new thinking about the kitchen living area.”

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KITCHENS

PRODUCT ROUND-UP

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1. RØROSHETTA

Norwegian extraction company RørosHetta offers Sense technology for its cooker hoods which monitors, air quality, can shut down an electrical hob when there is fire risk, and notify the homeowner by app. RørosHetta Sense has 11 sensors that measure air quality, including fine particles, volatile organic compounds, humidity, temperature, and also movement. All the functions are automatic, but there is an optional app which allows control of extraction speed, light settings and cloud integration, should a user want to store their air quality history.

Download the brochure at www.rdr.link/KAE020

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2 2. CAESARSTONE Surfaces brand Caesarstone has launched its latest collection of quartz, Pebbles, inspired by tumbled stones associated with streams, rivers, and oceans. The decors have been created as an alternative to the white marble trend. Designed in-house, the Pebbles Collection comprises five decors: 1001 Riverlet, 1002 Wyndigo, 1003 Raindream, 1004 Stoneburst and 1006 Agger Grey (pictured). Read all the technical details at www.rdr.link/KAE021

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3. RIOBEL Adding to the kitchen collection from Canadian brassware brand Riobel is the Azure tap, which features a pull-down spray and rinse. The catch is concealed at the back of the spout, maintaining a clean silhouette, and features a handset with integrated swivel and ‘boomerang’ return for the hose. Azure is available in Black, Brushed Gold, Stainless Steel and Chrome finishes and is one of five taps in the Riobel kitchen collection. Download the brochure at www.rdr.link/KAE022

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4. ABODE Brassware and sink manufacturer Abode has built on its Tubist Collection with the launch of Tubist T, a single lever kitchen tap with aerated water flow and pull-out spray. It features a Tstyle, pull-out spray with trigger, 600mm extension and is weighted for a gravitational pull back. In addition, Tubist-T boasts a cold start ceramic disc value, has a cool touch sprayhead and comes in Brushed Nickel, Matt Black and Chrome finishes. View all Abode kitchen taps at www.rdr.link/KAE023

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5. CAPLE Sink and tap supplier Caple now offers the Joya three-hole, 3-in-1 mixer tap which supplies cold, hot and filtered 98°C steaming water. It boasts diamond cut effect on separate circular dials, which can be installed up to 30mm from the tap, and a pressurised boiler with a 3-litre capacity. It comes in a choice of three finishes: solid Stainless Steel, Copper and Gold. View the full specification at www.rdr.link/KAE024

6 6. RANGEMASTER Kitchen appliance, sink and tap manufacturer Rangemaster has unveiled Cosmo, a compact sink that responds to the trend for larger sink bowls. The square-shaped sink measures 600 x 515mm but boasts a 550 x 400mm bowl, designed for washing bulkier items. Cosmo also has a Micro-Sheen finish for a brushed appearance with a polished surface, which reportedly enhances the sink’s resistance to heat, scratches and stains. Discover all the stainless steel sinks at www.rdr.link/KAE025

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BATHROOMS

SHOWERS

Persistent showers 1 Shower sales remain strong, so we consider how retailers can stay ahead of the game, and encourage consumers to trade up with spa-like spaces

1. GROHE Tempesta 250 comes in the choice of round or square heads for wall, ceiling and shower systems.

Download the technical details at

www.rdr.link/KAE026

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2. KELDA SHOWERS BubbleSpa uses patented Air-Powered shower technology which uses the principles of fuel injection to provide spray in large droplets. Watch the video at www.rdr.link/KAE027

With the bathroom’s reputation as an at-home sanctuary sealed by the COVID pandemic, the demand for spa-like spaces has driven shower sales. The great news for bathroom retailers is industry experts suggest it has also seen a drive towards more premium models. Sales and marketing director at RAK Ceramics Ben Bryden comments: “There are clear trends emerging towards luxury models. This is continuing, with consumers recognising the difference that a quality, powerful shower can make, to their bathroom and even to their wellbeing.” And Paul Bailey, leader of product management UK at Lixil EMENA and Grohe UK, agrees consumers are prepared to spend more money on showers He points out: “We have seen an increase in spending on concealed shower bundles, as homeowners invest in their day-to-day functional spaces.”

Shower step-ups However, exposed valves still remain the most popular shower model with bar valves and a choice of handset and rainfall overhead.

According to head of marketing and innovation at Methven UK, Chris Billingham: “Bar showers have grown in popularity over the past five years to account for well over half the UK market volume.” But there are opportunities for bathroom retailers to encourage their clients to step up, regardless of budget. Grohe has recently introduced an entry level bar thermostat and Paul Bailey also adds rainfall showerheads, larger than 250mm, provide an upsell for retailers. He comments: “These models are an ideal choice while also offering a more affordable solution than concealed, overhead showers.”

Higher price finishes A choice of showerheads and spray patterns support the consumer movement for personalisation, which is also reflected in the wide choice of finishes for shower models.

Adding to chrome, which still has the lion’s share of the market, black models have become a recent darling of the media, as well as warmer metals, providing differentiation and potentially higher prices. As part of its recently expanded and redesigned shower portfolio Ideal Standard introduced selected models in a Silk Black finish.

Chris Billingham of Methven UK reports: “Whilst black has really established itself in the past few years, we’re starting to see more metallic finishes like Brushed Brass, Gun Metal and Brushed Nickel establish a foothold at the higher price points as well.” And Keuco UK country manager James Sketch adds: “Keuco has seen an upsurge in the sales of black showers but can feel that this quest for colour

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3 3. RAK CERAMICS The RAK-Washington bathroom collection includes a shower range with hexagonal-shaped shower head and valve with cross handles. Download the catalogue at www.rdr.link/KAE028

4. ABODE The Serenite circular showerhead measures 300mm in diameter and 8mm thin and in shown in an Antique Brass finish. Download the brochure at

www.rdr.link/KAE029 will continue, as alongside black we are currently seeing requests for Brushed Brass options.

Water-saving wonders Perhaps the most contentious topic is how important water efficiency is for consumers when purchasing a shower model or brand. While some bathroom retailers may suggest consumers are simply interested in performance rather than the planet, Chris Billingham of Methven UK argues: “Eco-friendly products are high on people’s agenda. A recent report from Rated People found that 45% of homeowners and residents across the UK are looking to make their homes more environmentally-friendly in 2022.”

Grohe has recently extended the number of showers featuring its water-saving EcoJoy technology. While Kelda Showers, which manufactures air-powered showers for gyms and leisure centres, is introducing its first consumer-focused shower. It is an overhead model for the premium market, called BubbleSpa. Marketing director of Kelda Showers Paul Ravnbo-West explains the tech, stating: “Our patented Air-Powered shower technology uses the principle of fuel injection technology.

Each shower features an intelligent

microprocessor and powerful digital fan, which controls the delivery of water and air to the showerhead. Kelda’s Air-Powered technology allows a much-reduced flow rate, typically 50%.”

In fact, for the latest developments in showering, design manager of Abode Paul Illingworth believes the industry needs to watch the beauty, grooming and wellness sector which is being influenced by sustainable products. He says: “I think retailers should anticipate explaining how certain shower functions can help reduce water waste and also complement a new generation of low foam/fast rinse and leave-in formulas in showering products.” He adds: “Overall, transparency about flow rates and an ability to guide the end user through the specific features and benefits is set to become increasingly important as developers and consumers become increasingly interested in the technical aspects.”

Future sales

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And going forwards ‘future proofing’ may also be of concern to consumers, with ease of use moving up the purchasing agenda. Most recently, Mira has introduced Mira Assist with controls featuring longer levers, while Triton has introduced a Push Button Bar Diverter shower.

Paul Illingworth of Abode adds: “I think that a key factor driving shower R&D is increasing awareness of ‘future proofing’ in terms of personal needs. In fact, we are seeing a growing proportion of the grey market is preferring to invest in showers rather than going down the accessible bath route.”

Shower sales are only going to grow from strength to strength, for independent bathroom retailers. So consider the step ups of shower spray choice, colour, ease of use and water efficiency to not only exceed client expectations but also maximise profit opportunities.

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BATHROOMS

PRODUCT ROUND-UP

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1. LAKES Manufacturer of showering spaces Lakes has launched the Onyx Collection, a range of matt black shower surrounds. The Onyx Collection includes walk-ins, hinged panels, quadrants, slider doors and bath screens, all with a mattblack anodised frame. The showering surrounds come in 6mm and 8mm toughened glass, with AllClear coating as standard. View the Onyx collection at www.rdr.link/KAE030

2. UTOPIA BATHROOMS Bathroom manufacturer Utopia has unveiled additions to Roseberry, its premium solid timber range of bathroom furniture. Key elements of the expanded Roseberry collection include curved timber units in wall-mounted and freestanding configurations, a collection of washstands with oak towel slats, and freestanding vanity units, with drawers or doors.

Complementing the furniture is an extended choice of sit-on basins, solid surface decors, handles, and brassware in Chrome, Matt Black and Brass options. Download the brochure at www.rdr.link/KAE031

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3. DURAVIT Collaborating with Sebastian Herkner for the first time, bathroom manufacturer Duravit has introduced the Zencha collection inspired by traditional Japanese rituals and tea bowls. It features basins in a curved square or rounded rectangular shape in White, White Satin Matt, Grey Satin Matt, and Anthracite Matt coloured ceramic, modular furniture in three matt finishes plus feature doors in either Natural Oak or Oak Black, White Plate or Textured Black glass.

Completing the collection is two sizes of bath, with optional air whirl, and LED mirror. Watch the video at www.rdr.link/KAE032

4. AXOR In collaboration with British designers Edward Barber and Jay Osgerby, Axor has extended its Axor One bathroom collection with a palette of coloured taps and fixtures. Inspired by interactions between light, colour, and water, the brassware manufacturer has added six colours to the collection. Available through its Signature service, which allows the brand’s products to be personalised, customised and adapted, the palette includes Aquamarine, Ice, Coral, Stone, Shell and Sand. Discover the collection at www.rdr.link/KAE033

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6 5. VITRA

6. THOMAS CRAPPER

Bathroom brand VitrA has launched Root brassware with over 130 SKUs including basin, shower and bath mixers, in four finishes. The range offers two design choices – Root Round and Root Square – in Chrome, Gold, Copper, and Brushed Nickel. Root brassware includes a choice of basin mixers, bath and shower mixers, plus built-in shower mixers, diverters and spouts, complemented by wastes and bottle-traps. Take a virtual tour of the VitrA showroom at www.rdr.link/KAE034

The Bentham basin from traditional British bathroom brand Thomas Crapper is now available in Indigo Blue and Forest Green, as well as the traditional Gloss White finish.

Bentham is designed for cloakrooms and en-suite bathrooms and is available with a choice of right-hand and left-hand tap-hole options, as well as no tap-hole for wall-mounted brassware. It measures 570mm wide x 250mm deep and 180mm high. View the range of cloakroom basins at www.rdr.link/KAE035

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TOWEL WARMERS

Feel the heat

1 1. VASCO

Consumers are warming to the idea of designer towel rails with a reduced impact on the environment and their fuel bills With the rise in energy bills and climate change stories either in or not too far from the headlines, its unsurprising consumers are paying closer attention to how they heat their homes. Towel warmers that offer sustainable solutions are becoming a focus, as sales director of Vogue UK Steve Birch points out: “We are finding new appetite for heating solutions that provide homeowners with all the advantages of warmth and style, without the environmental impact.” He points to aluminium designs as an eco-luxe choice for the bathroom. Allan Jones, commercial director of Zehnder Group UK, says a focus on the environment has impacted its portfolio, adding: “We are focusing on developing products to support our ‘green’ credentials and sustainability goals with the introduction of a new range of electric towel rails and radiators. Many of which we will be launching on July 1, with the new Zehnder Studio Collection.”

NECESSITIES

Made from recycled aluminium and measuring 8mm thick, ONI comes as a flat model, with optional towel rail, with one or two cut outs. Discover the sizes and heat outputs at

www.rdr.link/KAE036

provide enough output to heat the space.

Business development UK & Ireland of Vasco Group John O’Brien warns: “Designer towel rails can be practical and stylish but if you are looking to heat the whole bathroom, the output provided by a towel rail is not sufficient.” And Allan Jones of Zehnder Group UK points to an industry issue, where published outputs may not live up to the reality. He says ensure products carry a standard, which will guarantee their heat output. Jones states: “As a manufacturer and member of MARC (The Manufacturers’ Association of Radiators and Convectors), all our outputs are independently tested to EN442 with CE certification (soon to be

UKCA from Jan 1, 2023) meaning retailers can specify Zehnder and Zehnder Studio Collection towel rails with 100% confidence that the outputs we declare are accurate. Unfortunately, there are a number of importers and distributors that do not meet these same standards and as MARC we have been pushing ‘You are what you heat’ campaign to raise awareness of the need to have quality CE marked towel rails and radiators.”

The good news is that industry experts agree the market for designer towel rails is only going to grow in sales. So ensure you are clued up on certification, colour options and eco-credentials to maximise sales.

Personalisation and paint But in terms of delivering in aesthetics, it seems anything goes, with consumers looking to personalise their bathroom with heating that can blend into the space or stand out as a focal feature. Allan Jones of Zehnder Group adds: “The main trend for personalisation of towel rails has been in their colour choices, where customers can make statements with bold colours but also with the ability to go with colour matching themes. This has been seen in the popularity of Zehnder’s colour matching service, allowing many of our towel (and room) radiators to be matched to leading paint manufacturer choices including Farrow & Ball and Little Greene.” While Steve Birch of Vogue UK advises: “I think the way to approach the towel rail is to see it as an integral part of the scheme, whether it is a sculptural statement piece or a more subtle addition.”

Output standards As an integral part of the comfort of a room, kbb designers must also make sure the product will

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2 2. VOGUE (UK)

3. ZEHNDER

Flobar is a collection of towel warmers with concealed plumbing, which comes in a choice of two designs, four joint styles and a range of finishes. Discover all the technical details at

Zehnder Chime is an asymmetrical design in left and right hand versions. Alongside Chrome, it also comes in Brushed Brass, Brushed Bronze and Brushed Black Chrome PVD finishes. Watch the video at www.rdr.link/KAE038

www.rdr.link/KAE037

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BUSINESS

Q&A

Staying independent was number one priority Managing director of Barwick Gary Campbell explains what a change in ownership means for the independent bathroom distributor and its customers

Q

How is business and how did you fare over the last two years of the pandemic?

A: I think like most businesses in our sector, it was a bumpy road to recovery after the first lockdown in 2020. It was a mixture of supporting staff, correctly, representing a supply chain that was severely impacted, and trying to work with customers through all the above, along with the various COVID protocols; it meant that nothing was easy. However, we were buoyed by the rebound in raised customer interest and our numbers over the past two years are testament to the levels of stock we were able to maintain and the efforts of our key suppliers.

2021 turned out to be a record year but I’m sure many would have enjoyed a strong year too, demonstrating that UK bathroom retailers and merchants are a resilient bunch. Because our market is dominated by independents, they can react quickly in their decision making and many have adapted as the market has changed to ensure they maintain some level of trading. I think everyone has been working together to get the best from the situation despite COVID, sadly taking so many loved ones and the impact it’s inflicted on our communities.

Q

Barwick’s ownership has now changed hands to TPA Capital – what does that mean for the business and its customers?

A: In many ways, it’s about ensuring that things remain the same, even though it’s a big change!

Let me explain; Michael and John Barwick are now in their senior years and what I was most concerned about was an enforced structural change for family reasons. While both the brothers want the financial rewards for years of hard work, there was also a desire to make sure

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that staff, suppliers, and customers could effectively plan for the future too. All the family felt the number one priority was to keep the name and for the business to remain independent.

Also, we partner with some of the largest brands operating in the UK today and it is essential that those relationships, which have been established over decades, feel comfortable that nothing is going to derail our strategy in the foreseeable future. Because of the financial stability TPA brings and close ties with suppliers, I’m sure our customers will continue to view us as a market-leading independent distributor, remaining faithful to our roots.

“I was a key supplier to Barwick for 15 years before joining. I’ve seen both sides of the coin and, in some ways, an ex-supplier who has sold to retailers on behalf of Barwick brings a deeper understanding of what is expected of this distributor. ”

Q

Having been at the business for six years, during the ownership of John and Michael Barwick, does that give you an advantage in continuity for retailers?

A: John and Michael leave a legacy of fantastic customer service built on many years trading experience with retailers. I was sat with them both and we listed some of great distributors, (many we’ve known personally over the past 30 years) that haven’t quite made it to this day. That shows it’s not easy to trade for nearly 40 years unless you know your customers, provide continuity, and stick to your core values. Michael and John were both excellent chairman…not interfering, but always there to give advice.

Q

What do you personally bring to the business and how easy will it be to keep the values of the company with no Barwick family involvement?

A: It’s a good question. I would like to remind everyone that I was a key supplier to Barwick for 15 years before joining. I’ve seen both sides of the coin and, in some ways, an ex-supplier who has sold to retailers on behalf of Barwick brings a deeper understanding of what is expected of this distributor. When I look at our customer list, there are many names that I have traded with on a personal level for many years. All the senior team at Barwick can also do the same. I think it’s this history and continuity that keeps us in touch with how the business should be run.

Q

How have the supply chain issues impacted distribution, and do you think it will change the industry?

A: The impact on the supply chain has brought

message and feel comfortable that there are no big changes coming.

everyone closer together in terms of working relationship. We are even more engaged with our suppliers and, ultimately due to the disruption, it has resulted in us carrying more stock. Barwick now carries substantial increase in stock levels than it did back in 2019. The most important factor for a distributor is that if you don’t add value for your supplier, then you don’t deserve your place in the chain. Simple!

Thankfully, customers are now ordering with us further in advance and so the industry has reacted and become better planners and more appreciative of the supply chain issues.

Q

What are your plans/strategy for the business going forwards?

A: Its simple…more of the same. The key reason for TPA becoming involved was to give us options on financing growth and to maintain our independent outlook on the decisions we make.

In 20 years from now, it would be great for customers in some of our newly-expanded areas to be able to boast the longevity of their relationship with us, as our customers currently can in the North, Scotland and Midlands. Better customer engagement is also on the cards. If I were to level one small criticism of our recent past is that, in my opinion, the business could have been a little quicker at engaging with new technology.

Q

What will be the starting point for your plans?

A: Ensuring customers and suppliers get the

Q

What the biggest challenges for the company?

A: Maintaining our excellent record of meeting market expectations and proving that all the talk is turned into measurable action. There is substantial investment within IT and marketing at present, which is always a challenge.

However, after 18 months in the making, and once fully tested in the background, it will be introduced to give ‘first in class’ customer information and support.

Q

What are the biggest opportunities for Barwicks?

A: Some of our brands have exciting plans for us to launch into the UK over the next 12 months.

Hopefully this will give us opportunities to increase market share in addition to expanding with some new area sales managers who will introduce Barwick to customers further South than ever before.

Q

What has been your biggest learning point as MD of the company, especially during the past couple of years?

A: Being patient and to rely on being steered by long-serving staff and customers who have known the business intimately. I’ve been fortunate to be MD twice, once was a business that was built from scratch and now Barwick with 30 years’ history. The trick with Barwick, was to immerse myself into the company, understand how it ticks and don’t look to make an impact if in reality, it just requires gentle encouragement to be even better. Getting through the last two years was all about great staff. No doubt about it.

Q

What advice would you give to retailers in the current climate and how will you be supporting them?

A: Me?...advice to retailers??....a tough job and one that would scare me to death! Stick to what you do well. Take opportunities but don’t over complicate your core values.

Q

What are your expectations for Barwicks over the next three to five years?

A: If our suppliers and customers still think we are the same business they’ve known for the past 30 plus years…then it’s a job well done!

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BUSINESS

COMPANY PROFILE

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“London needs more emotion” High-end retailer Nicholas Anthony, in partnership with SieMatic, has refurbished its London showroom using its creative flair to create an incomparable studio and higher value projects 1. EMOTIONAL DESIGN Created under the direction of design director Niko Rasides, together with SieMatic, the space has been created to appeal to emotions

2. LONDON SHOWROOM Situated on Wigmore Street in Mayfair, London, the studio forms one of four Nicholas Anthony showrooms

High-end kbb retailer Nicholas Anthony, in partnership with German furniture brand SieMatic, has unveiled its newly-renovated showroom in Wigmore Street, London. Created under the direction of Nicholas Anthony’s design director Niko Rasides, together with SieMatic, the space has been designed to appeal to emotions and for the kitchens to be more than a sum of their parts, with a focus on homogenous living space. It brings together the team’s skill for creating interiors, with the German manufacturer’s furniture quality, which has resulted in an incomparable studio and higher order values for the company.

Showroom investment

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It was during the lockdowns, Nicholas Anthony made the decision to refurbish its showroom and invested £500,000 into the project, which took 10 weeks to complete. Speaking at the launch event, managing director of Nicholas Anthony Tony Nicholas commented: “I’m very proud of my team and our association with SieMatic and what we’ve delivered here because, obviously, it has been done in very difficult times. We took the decision you have to continue to invest in your business, so we’ve had a major revamp. The investment from

Nicholas Anthony, alone, was over £500,000 and we’ve had a lot of support from SieMatic to make this work.” He continued: “What we are really proud of is that we have created an atmosphere in the showroom that reflects London. I think what London needs after the hard times we’ve all experienced is more emotion in our lives and more comfort and a homeliness about the interiors we produce.”

Styled for the premium market, Niko Rasides explained the Wigmore Street showroom has been created so the kitchens elevate consumer lifestyles. However, he stated this is not at the expense of practicality: “There is a very thin line between practicality, beauty, and how you combine them together and balance them out.

This showcases the ability, the vision of what we can do. But we are not limited to what we see, here, we are far beyond that.” In fact, managing director Tony Nicholas stated it was the skill of his design team which had helped create the ‘emotion’ of its London showroom.

Rolling-out philosophy Established in 1963 by former Chelsea and Brighton & Hove footballer Tony Nicholas Snr, who was also a trained cabinet market, Nicholas Anthony opened its first showroom in Chelmsford.

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The business now has four showrooms across the South of England, including Wigmore Street in London. Tony Nicholas commented: “We’re going to roll out this philosophy to the other design teams in Ascot, Cambridge and Colchester. They will be a little diluted to what London does.”

He says the design of the showroom space has been a purposeful move away from a traditional store, commenting: “We have encouraged all of our staff to visit the showroom. A lady from our accounts department, Caroline, who has been with the business for ages, said ‘I’ve visited the London showroom’ and when I asked what she thought, she hesitantly replied ‘It was more like going into a furniture store or an interiors place, it wasn’t like a kitchen shop’.” He laughs, “I said ‘Thank God, that was absolutely deliberate’.”

He exclaimed the kitchen industry has been guilty of breaking down projects into constituent products. “We all say ‘look at this beautiful kitchen, it’s a so-and-so cabinet, Silestone worktop and Miele oven and we harp on about the commodities. So, the uninitiated think if they buy all the materials that’s what they’re going to get”, exclaims Tony. “But what we bring to the table is to deliver a best in class service which includes design, technical specification, procurement and product knowledge. That’s what we do.”

Order values Using the creative flair of the design team means Nicholas Anthony has not only created a standout showroom but has also made it difficult for consumers to directly compare its work against competitors. “I doubt you will get someone to achieve this in any other SieMatic showroom in

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3. PRACTICAL LUXURY

4. INCREASED ORDER VALUE

Nicholas Anthony design team now includes lighting and bar stools with each order

The design team’s skill for creating interiors has resulted in higher order values for the company.

the world.” says Tony. He points to the materials gallery and to a design on a hood canopy, sketched by Niko Rasides and made from liquid metal, and adds “You can see by the materials gallery what we offer interior designers and architects isn’t just a kitchen shop. The design on the canopy is a total one-off, and what we will say to clients is we’ll do a design for you and that will never go to anybody else.”

The refurbishment has also helped increase the average sales order, as Tony comments: “Now every time we design a kitchen, we sell the lighting with it. What we’ve trained the staff to do is integrate lighting, bar stools etc into the scheme from the outset. Then if a consumer questions £10,000 of lighting, you can say ‘you love the atmosphere here, that’s enhanced by the lighting, would you like to take it out?’”

business, Tony admits it hasn’t been plain sailing and he isn’t exempt from challenges facing the industry. Supply chain disruption and price inflation are still creating some challenges for the company. “The abuse my operational staff have got from some people shouting, as if that’s going to make their oven turn up quicker, has been a nightmare”, he exclaims. On top of long lead times, one of the designers has a large-scale order for £150,000, with the client wanting delivery of the kitchen in March next year, but the retailer cannot get a price on costs. Tony adds: “No one is even prepared to set a price.

Manufacturers just don’t know what the next cost of the raw materials is going to be. So you end up in a dilemma, if you don’t trade consumers will go and trade with someone else. But you could end up doing a kitchen for nothing.”

And alike many in the kbb retail sector, despite being one of the most established and recognised businesses in the UK, Nicholas Anthony is “desperate” for designers. Although having taken on young people, Tony highlights the time it takes for them to reach the Nicholas Anthony standard.

But it is this demand for standards, which Tony says has secured the company’s continued success. “I’ll accept if anybody says we’re expensive. Yes, we are”, he says “but our people have to go through a minefield of cross referencing and checks before our order office accepts a design. There are always going to be issues, from transit damage, manufacturing faults and things like that, but what I draw the line at is we don’t want to design our own problems in.” He concludes: “That’s why we’re still here. We’re a family business but we’re still showing a few people how it should be done.”

Business challenges Being rightly proud of the company’s bravery to invest during one of the toughest times in

5. HOMOGENOUS LIVING SPACE Country style kitchen with built-in appliances concealed behind doors, providing a homogenous living space, and a one-off design created from liquid metal on the hood

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BUSINESS

SME ADVICE

Company matters

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

MARKETING Attracting millennial customers Strong customer service is vital for delighting clients, increasing word-of-mouth referrals and retaining loyal customers, but do you have the systems in place to ensure you’re working in the way potential customers expect? Aged between 26 and 41, millennials are tech natives who have grown up with technology at their fingertips for everything from banking, shopping and travel, and they’re your next generation of customers.

With a tech-first approach to all areas of their lives, these potential customers expect their tradespeople to make their project more transparent and easier for them through the use of technology. They are also investing in their homes, with millennials’ spend on home renovations surpassing older generations, who historically reflected higher average spend, with a 70% jump in 2020 (£17,000 versus £10,000 in 2019), according to Houzz research.

Here are five top tips on how you can leverage technology to elevate your client management techniques and market yourself to this tech native demographic, with these low maintenance yet high-touch strategies.

MARKETING Stand out on social Long sunny days mean open windows, vases of flowers and fresh towels…on every social media image the kitchen and bathroom industry posts between now and October. So how exactly do you make YOUR business stand out? The good news is that you don’t have to reinvent the wheel. At this time of year there are two main tools at your disposal; Pinterest and blogs.

Pinterest Pinterest is the home decor enthusiast’s first port of call. But did you know that each and every image is carefully matched against specific key words and descriptions designed to make the viewer click through to your website?

For every image of a product you want to promote, you can pin this to your boards and put the description underneath. This short

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1. Deliver smooth communication Clear communication is vital for a successful renovation project. In fact, professionals on Houzz tell us miscommunication and misunderstandings are often the root cause of frustrations. Similarly, when surveying homeowners on Houzz about why they hire their tradesperson, communication was the number one deciding factor. With Houzz Pro, an all-inone marketing and business management solution, you’re able to deliver a streamlined communication experience, helping to avoid misunderstandings as there is a record of what has been agreed.

2. Provide financial clarity A home renovation project is a deeply personal investment for a homeowner and not just financially, they are also investing their time, personal space and trust in you. According to a recent Houzz survey, for one in five renovators, lack of financial transparency was a challenge in their recent projects. With the suite of financial tools within Houzz Pro this doesn’t need to be the case. It’s easy to create estimates in minutes, send these out for digital signature, set up clear payment plans and quickly produce a change order any time there’s a significant change to

couple of lines will encourage the user to click “read” and suddenly they find themselves on your website and spoiled for choice.

You can have boards for anything, from fixtures and fittings to colour schemes and soft furnishings. The more creative your boards, the greater your appeal. The key to having a brilliant Pinterest account is to do the research. You need to know what keywords your audience is looking for, and how to use them to the greatest effect within the long tail descriptions. If Pinterest is something you are considering then make sure you use a specialist- it’s more complicated than Instagram but a lot of fun!

Blogging Blogging is another great way to boost your website traffic, and improve your SEO results.

However, it isn’t as simple as writing about a product and putting in all the keywords you have found. In fact, that can damage your SEO

the agreed budget. By being up front and clear about costs, the impact changes have on the budget and when payments are due, you’ll ensure there are no surprises for the homeowner. It’ll also give you the reassurance payments will be made in full and on time.

3. Use tech as a selling tool Winning a project is as much about selling your design as it is about selling yourself. Potential clients will also be evaluating your processes and how easy it will be to work with you. Impress them with tools that make their life easier and help to alleviate any concerns they may have.

It’s important to also remember that visualising the finished project can be difficult for the homeowner. With the Houzz Pro 3D Floor Planner, you can help your clients envision how a space will look and feel post-renovation and align on important project decisions early in the process, helping to move projects forward faster.

4. Manage (and exceed) expectations For many renovators, this is likely to be the first time they’ve undergone a project like this, and they won’t know what to expect. It’s your job to inform them about what will happen, ensure they have realistic expectations and help them to

and is called “keyword stuffing”.

Instead, look at what products you want to promote and then show the reader HOW to use them in a way that gives then a solution; be it more space, more storage, more light, easier to use. The list is endless. By positioning yourself as a problem solver, you invite people to look deeper into your range and subtly you become the “go to”.

For the kitchen and bathroom industry, social media is more complicated than “just having a Facebook page” - you need to be able to use LinkedIn (B2B mainly), Instagram (B2C mainly),

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MARKETING “It’s been great, but surely it’s got to end at some point?”

understand the timeline. With the Timeline feature on Houzz Pro, it’s easy to create and share a visual timeline that helps the homeowner understand the stages of the process, which they can access at any time.

5. Remember: when they win you win By incorporating all of these points as a fundamental part of your day-to-day, not only are you delighting your clients and helping to attract new ones, you’re also building transparency and trust into your core business operations and mitigating any risk from miscommunication or misunderstandings. It’s a win-win for everyone involved.

EXPERT: Andrew Small COMPANY: Houzz BACKGROUND: Andrew Small is managing director of Houzz and is currently building out the community and sales teams around the world. He previously held an exec leadership role at luxury home rental onefinestay, with responsibility for UK operations.

CONTACT: www.rdr.link/KAE039

Pinterest and, yes, even Twitter to show the scope and character of your firm. Do that, and your social media will have real standout.

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

CONTACT: www.rdr.link/KAE040

It seems logical the wave of activity created by the pandemic will break at some point. So, what should smart KBB retailers be doing about it? What’s happened to the KBB world over the last two years can only be described using everyone’s favourite pandemic word: unprecedented.

Lockdown #1 forced everything to a halt.

Projects halted, showrooms closed, and tills went quiet. But during those balmy spring months, the UK didn’t sit idly by making banana bread and exhausting Netflix (although they did do that). They also started making plans for home improvement. With nowhere to spend their money, they also started building up their savings.

And then, as the country started moving again, demand took off, and most retailers have been busy ever since. But at some point, the wave’s got to recede, right? And what happens then? What happens when you can no longer rely on the eternal rules of supply and demand to keep your showroom busy and your installation schedule full?

Increase effort You’ve got a couple of choices: Contract, cut spend and hope for the best or double down, work harder for the business that is out there, outspend your competition on marketing, and come out of any leaner period as a bigger, better and stronger business No prizes for guessing which approach I’d advocate – double down. The truth is that it’s the only possible approach. Sure, you could go on a cost-cutting mission and reduce advertising spend and budgets. But then, where are your customers going to come from?

Time and time again, we’ve seen the retailers who double down during periods of low demand are the ones that: 쎲

쎲

Have the best chance of getting the customers RIGHT NOW Put themselves in the strongest position to get the customers in the future too

We’ve numerous examples of where our clients have gone strangely quiet from time to time. And, of course, they rightly expect our help. We typically get knowledge of the problem early on before concern really kicks on. More often than not, we find an increased marketing effort and increase in advertising

spend is the proactive route forward. Just as often, we find that approach works. (In fact, I’d confidently claim we’ve not been beaten yet!)

Marketing machine So, what do these KBB retailers spend their money on? That’s the other piece of the puzzle: a marketing machine that can respond to the ebbs and flows of the market. When you invest your marketing pounds (and energy) in the right places, and when you get a marketing structure in place that works, you’re able to dial it up and down based on market fluctuations.

Need more orders in the pipeline? Turn it up. Chock-a-block and just want people to see the brand for a few months? Turn it down.

Should the wave start to ebb, maybe this year or next, KBB retailers will be faced with some new decisions. Make sure you make the right ones: build a marketing machine that works.

And remember that boldness and bravery are always rewarded.

EXPERT: David Barker COMPANY: InspireKbb BACKGROUND: David Barker is managing director of Inspirekbb, a sales and marketing consultancy for kitchen and bathroom retailers.

Barker has over 25 years’ experience, with his areas of specialism including branding and positioning through offline and online platforms to generate tangible sales results.

His family owned a kitchen and bathroom showroom for 15 years and Barker increased revenue eight-fold through sales and marketing techniques CONTACT: www.rdr.link/KAE041

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BUSINESS

PROMOTION

KI TCHENS &

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

Wi-FI connected ovens for all at Kbb Birmingham | Samsung Channel manager of built-in appliances at Samsung Electronics UK Jonathan Hartley explains how the Samsung brand now offers Wi-Fi connectivity across its oven range - from Series 4 up to Series 7. He says the oven family offers a similar look in aesthetic, with blue enamel interior, and also boasts healthy eating functions, as well as features that offer a trade-up in sales across the brand such as telescopic, sliding rails. Watch the video at www.rdr.link/KAE042

Helping retailers create functional spaces at Kbb Birmingham | Hafele Head of marketing at Hafele Natalie Davenport explains how the company is helping retailers create functional spaces which improve well-being and mental health. She explains how consumer research, during the lockdowns, revealed people use their kitchen for working, living, playing and entertaining and how this has influenced the need for improved storage. The stand at Kbb Birmingham highlighted the use of its products and how it can help the industry create flexible spaces. Watch the video at www.rdr.link/KAE043

Kitchen retail challenges 2022 | MHK Managing director MHK-UK and export director of MHK Marcel Crezee talks about kitchen retail challenges in 2022 and solutions to the problems. He explains how the European buying group is helping ease cashflow and installation pressures for UK retailers, offering centralised payment and scoping out own-brand fitters. View the video at www.rdr.link/KAE044

Set the bar high in design | Meet the young kitchen and bathroom professionals | The London Bath Co Senior designer at The London Bath Co Nasser Fahad talks about how his university course led him to the Kbb industry. He explains young designers must set their own bar for kitchen design standards and treat the business they work in like it is their own. See what he has to say about the industry www.rdr.link/KAE045

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LAST WORD

NEWS & VIEWS

Environment? Act! How kbb retailers could and should play their part because it’s becoming more important for businesses and clients, says founder of The Used Kitchen Company Looeeze Grosmann ‘Doing our bit’ for the environment has never been so important, as it is right now. There are National Awareness Days such as Global Recycling Day and World Refill Day throughout the year, reminding and encouraging us to think and act in the planet’s best interest. Plastic tax was introduced in April and it is becoming more obvious that consumers are keen to support sustainable businesses when choosing where to buy. We are bound to see customers begin to steer away from products with non-sustainable offerings, and be keen to see what you as a retail business are offering.

What are ‘we’ doing?

As an industry, being sustainable has only touched the surface in terms of what ‘we’ can do. Regardless of whether you think being green is a marketing tactic or not, making a conscious effort to reduce wastage is crucial.

Typically, a used kitchen can amount to 1-2 tonnes, and with people upgrading their kitchen, on average, every 7-10 years, this amounts to a huge amount of waste ending up in landfill.

Retailers need to ensure every customer coming through the door is made aware of what the kkb industry is doing collectively to stop materials going to landfill, like the 20,000 tonnes already saved by The Used Kitchen Company. So, whether it’s in your marketing collateral or on your website, preferably both, make sure it’s well-known what commitments you’re making as a business.

The first step If you’re new to this space, don’t let it scare you.

There are a few immediate and simple things you can start with to show your business as a sustainable brand. Start with small things and build up. It’s important to recycle absolutely everything that you possibly can. Reuse your packing materials and cardboard boxes, reduce paper transactions, and use eco-friendly products that are biodegradable and non-toxic.

And why not consider looking for companies that will help you, such as The Used Kitchen Company, where you can not only recycle used and ex-display kitchens but also make a profit while you’re doing it?

Being a step ahead in terms of protecting the environment can only be a positive so shop around regularly for new suppliers. What are the latest eco-friendly kitchen and bathroom products for the home? Encourage your staff to learn statistics surrounding the subject so they can answer customer queries in relation to what your business is doing and any future plans it

“As an industry, being sustainable has only touched the surface in terms of what ‘we’ can do. Regardless of whether you think being green is a marketing tactic or not, making a conscious effort to reduce wastage is crucial.” has in the pipeline.

Utilising the perks of being more environmentally conscious will certainly open more doors, whether that’s through staff wanting to work for you, or customers seeking you out because of it. So, let everyone know your business is environmentally friendly; donate to eco-charities, make a fuss of Awareness Days, shout about what you are doing to reduce waste. Anything you can do is a step in the right direction.

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NEWS & VIEWS

MAKING HEADLINES

Top 3

Barwick MBO backed by TPA Capital

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

Following the decision of owners of bathroom distributor Barwick John and Michael Barwick to retire, the company has received investment from UK private equity investor TPA Capital.

Barwick will continue to operate under the stewardship of the existing management team, led by managing director Gary Campbell. The team intends to build on the foundations laid under John and Michael’s ownership as the business moves to the next chapter of its growth story, while remaining under independent ownership. Read the news story at www.rdr.link/KAE047

Kohler Mira opens multi-million distribution centre

2

Coalbrook | “There’s a niche noone sits in”

President and CEO of Kohler Co David Kohler officially opened the multimillion pound Kohler Mira National Distribution Centre in Worcester. Having been developed by a dedicated team for over two years, the centre formed part of the business’ centenary year, and follows the opening of its Space 100 facility in Cheltenham. According to the company, it is the most advanced Kohler distribution centre globally, allowing the brand to process orders three times faster, and link its manufacturing sites around the UK to result in one delivery. Read the entire story at

1

www.rdr.link/KAE046

Bathroom distributor Davroc has not only launched a new brassware brand – Coalbrook – but at the same time invested in a showroom to support it. Well-known for its traditional brassware offer of Lefroy Brooks, Davroc has also supplied contemporary brassware but has recently taken the opportunity to create its own brand “to bridge volume and higher-end design”.

Managing director Chris Dodds explains “There wasn’t really anyone doing what showrooms were telling us they needed, in terms of a good range, well-priced and all the finishes available across every product”. He adds: “We think there’s a niche that no-one sits in.” Read the full interview at www.rdr.link/KAE048

3

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.

BLUM UK ............................................................................(pages 14,15)

Medite ..........................................................................................(page 4)

www.rdr.link/KAE100

www.rdr.link/KAE109

Caple ..........................................................................................(page 33)

Nolte Kitchen GmbH & Co.KG ....................................................(page 9)

www.rdr.link/KAE101

www.rdr.link/KAE110

Cosentino UK ............................................................................(page 20)

Pronorm ......................................................................................(page11)

www.rdr.link/KAE102

www.rdr.link/KAE111

Crosswater Limited ....................................................................(page 6)

Reginox UK Limited ................................................................(page 18)

www.rdr.link/KAE103

www.rdr.link/KAE112

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

Reginox UK Limited ................................................................(page 28)

www.rdr.link/KAE104

www.rdr.link/KAE113

Hafele UK Limited ....................................................................(page 31)

Riobel........................................................................(inside front cover)

www.rdr.link/KAE105

www.rdr.link/KAE114

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

Utopia Furniture Limited ........................................................(page 25)

www.rdr.link/KAE106

www.rdr.link/KAE1016

Ideal Standard (UK) Limited ..................................................(page 17)

Zehnder Group UK Limited ....................................................(page 40)

www.rdr.link/KAE107

www.rdr.link/KAE117

KBSA ..........................................................................(inside back cover) www.rdr.link/KAE108 50 MAY K&BNEWS www.kandbnews.co.uk

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