Kitchens & Bathrooms News October 2022

news ■ expert views ■ company profiles ■ products ■ SME support www.kandbnews.co.uk KITCHENS & THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS OCTOBER 2022 BATHROOMS NEWS

Kitchen retailer Sean Carter explains what he has learnt opening a new showroom

Leigh Leather talks about the company’s acquisition: “It’s business as usual but with new opportunities.”

KESSELER SURREY

ROPER RHODES MD INTERVIEW

It’s time to sell differently, be confident and charge for kitchen and bathroom design consultations says managing director of Virtual Worlds Nathan Maclean

22Coffee machines

Owner of Kesseler Hove and now Kesseler Surrey Sean Carter explains how his new Godalming showroom has become the flagship store.

BATHROOMS

36Company profile

27Overbath showering

The latest bathroom products on the market

19Kitchen sinks

The latest kitchen products on the market

BUSINESS

Managing director of Roper Rhodes Leigh Leather explains how its acquisition by Svedbergs Group will affect the company and its trade customers

30Bathrooms just out

KITCHENS

We take a look at overbath showering and ask could these be a solution for bathroom sales in a challenging retail environment?

NO 173 VOL 16 OCTOBER 2022 www.kandbnews.co.uk K&BNEWS OCTOBER 3 contents 5First word Editor’s comment 6News Round-up of industry headlines 14People Promotions and appointments 16Inbox Reader feedback

34Reader profile

33Bathroom lighting

Will composite sinks overtake stainless steel as first choice in premium kitchen specifications?

During the pandemic lockdowns, consumers were keen to replicate cafe experiences at home, benefitting built-in coffee machine sales. But what will be the longer-term factors driving their sales?

22 33

41Last word

24Just out

Transforming good illumination into great lighting schemes

the sad passing of Liz Green, founding director of Utopia Furniture. Our thoughts are with her family, friends andcolleagues.…investments

ABC total average net circulation 11,714 (for the 11 issues distributedDecemberJanuarybetweento2021)

KBN WANTS !

Farewell Ma’am

KBN DISLIKES ✖

Email your views on this subject, or any other, to pturrell@hamerville.co.uk

Walstead Roche

Whether a monarchist or not, most would acknowledge the service The Queen has paid in her reign, unwavering in her tireless work and dedication to the country. And few will have known Britain, as it is, without her as head of state. It is an historic change to the landscape of the country and the passing of Queen Elizabeth II may even have a short-term effect on the economy, during the period of official mourning and her funeral.

e: Printercarol@hamerville.co.uk

© 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.

While the passing of the second Elizabethan age undoubtedly signals a sombre time, lightening the mood, founder of Simon Acres Group, Simon Acres offers his memories of HM The Queen: “Here’s my memory of Her Majesty Queen Elizabeth II when I was the age of eleven in 1982. The whole Abbey school in St Albans were so excited to see her officially open the new Chapter House at St Albans Cathedral, one of the oldest cathedrals in Britain. After the visit we were treated to an extra round of jam sandwiches. What an amazing length of serviceRIP ‘London bridge is down.”

At the time of going to press, tributes have been flooding across social media from those within the kitchen and bathroom industry, following the death of HM Queen Elizabeth II. Trade associations, corporations, independent KBB businesses and kitchen and bathroom individuals have paid their respects and condolences. They are perhaps best illustrated by the Kbsa who said: “We are all deeply saddened by the news that Queen Elizabeth II, the longest reigning monarch of the UK, passed away.  Her life and legacy touched us all and will surely be eternally remembered. The thoughts of all our members and staff are with her family and indeed the whole country at this very sad time.”

To receive your regular subscription copy of K&B NEWScontact: 01923 237799

Editorial & Sales Enquiries

Tel (01923) 237799

And individuals in the kitchen and bathroom industry have also been acknowledged by The Queen with former kitchen designer Mark Wilkinson and entrepreneur Nick Hopkinson (Hoppy), both also passed, having been presented MBEs. In fact, The Queen also chose Hoppy to take on the role of High Sherriff of Cheshire.

Group Advertisement Manager

in the kitchen and bathroom industry, from manufacturing through to aftercare sales support for retailers and consumers.

The Royal Household has had long-term links with the kitchen and bathroom industry. Royal Warrants by appointment to Her Majesty The Queen have been bestowed on brands such as Barber Wilsons & Co, Forbo, Howdens, John Lewis, N.E.J Stevenson, So Chic, Stoneham and

…to welcome the return of face-to-face events from large-scale exhibitions to show van…toroadshows.hearof

KBN LIKES ✔

Airmail: 1 year: £65 post paid

KITCHENS & BATHROOMS NEWS

To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

Editor Philippa Turrell

e: Designerpturrell@hamerville.co.uk

Philippa Turrell Editor

most Samsung.recentlyAnd there have been a further raft of companies who have been presented business honours in her name – Queen’s Awards – such as HiB, Roman and Used Kitchen Exchange.

UK: 1 year: £30 post paid

Craig Jowsey

FIRST WORD NEWS & VIEWS www.kandbnews.co.uk K&BNEWS OCTOBER 5

HOMEJOURNALISTIMPROVEMENTOFTHEYEAR2014

e: Advertisementcraig@hamerville.co.ukManager

OFEDITORJOURNALIST/TRADEMAGAZINETHEYEAR2014

Hamerville Media Group, Regal House, Regal Way, Watford, Herts, WD24 4YF

Group Production Manager

Carol Padgett

Marcus Hooper

Donna Booth

Europe and overseas: 1 year: £50 post paid

e: mhooper@hamerville.co.uk

6 OCTOBER K&BNEWS www.kandbnews.co.uk

IN BRIEF

NEWS & VIEWS MAKING HEADLINES

The company provides design, visualisation, including 4D, quoting and invoicing software.

pricingCommentingcontent.

Major domestic appliance manufacturer Corporation hasWhirlpoolentered into an agreement with Emerson Electric Co to buy InSinkErator for $3billion.

business that is purpose-driven and shares our vision of improving life at home.“Welook forward to capitalising on the significant growth opportunities we see for this business.”Whirlpool Corporation expects to capitalise on InSinkErator’s consumer brand preference, driving recurring sales.

Greenhill & Co. LLC served as financial advisor and Wachtell, Lipton, Rosen & Katz served as legal counsel to Whirlpool Corporation.

The waste disposer and hot water tap manufacturer is expected to operate as a separate business as part of Whirlpool’s North America Region and maintain its headquarters in Mount Pleasant, Wisconsin.Whirlpool Corporation plans to initially fund the acquisition through available liquidity, with new debt put in place at a later date.

Commenting on the acquisition, chairman and CEO of Whirlpool Corporation Marc Bitzer said: “We are excited for the unique opportunity to add InSinkErator to our portfolio of leading brands.

Global software provider for residential and commercial spaces for the living spaces industry Compusoft + 2020 has acquired Logicom, trading as Virtual Worlds.

The deal is expected to close in the fourth quarter of 2022.

“The acquisition is a clear accelerator of our ongoing portfolio transformation and aligned with our stated goals of investing in highgrowth and businesses.”high-marginHecontinued:“InSinkErator is not only an iconic brand with a reputation for the highest quality and performance, but also a

■ After a absence, showeringthree-year brand Kinedo has returned to touring the country, visiting bathroom showrooms and plumbers’ merchants. The first of a number of roadshows took place in Pochins, Long Eaton, Nottingham, where the merchant requested a demonstration of Kinedo and its sister brand Saniflo. Any retail showroom interested in booking the Show Van can ViewAnnette.moore@saniflo.co.uk.emailthestoryat www.rdr.link/KAI003

Established in 1938, InSinkErator has a market share of over 70% for food waste disposers.

■ Recruitment and storylicencelineinformation,willpeoplelaofficeonbathroomlookinghostsoftware(SAGL) hasorganisation SimontrainingAcresGrouppartneredwithproviderCompusoft,toacareersdayforteenagerstoenterthekitchenandsector.TakingplaceOctober11,2022,attheUKofCompusoftinAshbydeZouch,Leicestershire,youngwhoattendonthedaybeofferedawealthofaswellasfreeon-trainingandsoftwarefor12months.Viewtheat www.rdr.link/KAI001

■ Kitchen, bedroom and bathroom furniture manufacturer JJO has invested £250,000 in four tractor units to ensure reliable and transportation.efficientThey add to the Lancashire-based company’s fleet of 27 delivery vehicles, articulated tractor units, rigid lorries and vans. According to JJO, the company completes around 1,000 deliveries and clocks up an average of 20,000 miles a week. View the story at www.rdr.link/KAI002

Whirlpool recently posted Q2 2022 sales of $5.1billion, affected by supply chain disruption and sales slowdown attributed to the sale of a Russian factory and impaired by its EMEA region.

Logicom was founded in 1981 and the Virtual Worlds brand was launched in Operating1997.from its office in Milton Keynes, the company has 73 employees.Thisacquisition strengthens Compusoft + 2020’s offering for the kitchen and bathroom market and will enable the combined group to leverage the range of manufacturer catalogues and

on the acquisition, managing director of Virtual Worlds Nathan Maclean said: “We are entering an exciting new chapter in the Virtual Worlds story where the kitchen and bathroom industry will benefit greatly from the combined expertise, vision and passion of these outstanding businesses.

with it a rich history, deep understanding of customer needs and continued focus on innovation. I am excited for what the future will bring.”Compusoft + 2020 has more than 2,000 employees and over 70,000 customers across 100 countries.Itoperates in the kitchen, bathroom, furniture, windows, doors, glass and flooring markets and covers the value chain across designers, retailers and manufacturers.

CAD companies join forces Compusoft + 2020 acquires Virtual Worlds

Bathroom and kitchen software provider Virtual Worlds offers solutions for bathroom and kitchen retailers and manufacturers.

Appliance manufacturer buys waste disposer brand Whirlpool buys InSinkErator for $3billion

“I am delighted that Virtual Worlds will become a part of our fast-growing group and will bring

“In being part of Compusoft + 2020, my team and I look forward to realising our full potential in shaping the successful future of the industry.”CEOof Compusoft + 2020 Joerg Jung added: “Our vision is to make spaces for living amazing and Virtual World’s solutions enable this through immersive consumer experiences.

The high-end retailer will join sister plumbing and heating focused businesses Neville Lumb, DHS, Bassets and distributor Ideal Bathrooms, which were all recently acquired from Saint-Gobain.

Gistelinck started work at the Novy Group in 2016 and together with Carlos Wanzeele, developed a global growth expansion strategy for ItNovy.included the appointment of Owain Harrison as country manager who set up the Novy UK and Ireland subsidiary, in Commenting2017.on the appointment

Home appliance manufacturer BSH Hausgeräte has appointed Matthias Metz as CEO and chairman of the board of management.Metztakes over from BSH CFO Gerhard Dambach, who has held the position on an interim basis.

While in the role, Wanzeele doubled its turnover from €45 million euro to over €100 million euro.

Oakland said: “At Wolseley, we’ve known and admired C.P.Hart for a long time and we see this move as a valuable addition to our growing bathroom business.

www.kandbnews.co.uk

of Francis Gistelinck as CEO, country manager of Novy UK Owain Harrison said: “I am delighted that Francis Gistelinck has been recognised with this well-deserved promotion to chief executive officer for Novy’s global operations.

With investment from Wolseley, it will allow C.P.Hart to accelerate its own expansion plans, and to

CEO of Wolseley Simon

@kandbnewsW

Belgian luxury appliance brand Novy has promoted Francis Gistelinck from commercial director to chief executive officer for global operations.Basedat the company’s headquarters in Kuurne, Belgium, Gistelinck takes over from CEO Carlos Wanzeele, who has stepped down from his eight-year tenure following the company’s acquisition by Middleby Residential.

He will be responsible for the global business, which has more than 62,000 employees and a network of 40 factories worldwide.

Currently a member of the executive board at ZEISS Group, Metz brings years of international expertise in branded consumer business to his role at BSH.

The move furthers Wolseley’s growth in bathrooms, following the company’s acquisition of bathroom and tile retailer Tubs & Tiles alongside Heat Merchants and Hevac Limited in Ireland.

“His knowledge, enthusiasm, guidance and support has been invaluable, both when launching Novy in the UK and in developing the brand since then.

am delighted to take on the responsibility for BSH. I am personally convinced that home appliances and supplementary digital solutions and services from BSH make an important contribution to improving the quality of life of consumers around the“Weworld.”are excited to welcome Matthias Metz at BSH and in the Board of Management. We are looking forward to shaping the success of our company together in the future,” stated BSH interim CEO and CFO Gerhard Dambach.

ZEISS Group executive board member takes reins BSH appoints new CEO

Christian Fischer, deputy chairman of the board of management of Robert Bosch GmbH and chairman of the supervisory board of BSH, said: “Matthias Metz is an experienced manager and brings a deep understanding of consumer business and technological products. We are delighted to be appointing him as CEO to the BSH Board of NewlyManagement.”appointedCEO Matthias Metz commented on his new role “I

Merchant group Wolseley has bought a majority share in bathroom specialist C.P.Hart, expanding its business into the premium bathroom retail space.

Commercial director promoted Novy names new global CEO

Chairman of C.P. Hart Richard Reynolds will remain with the business and commented on the acquisition: “Becoming part of the Wolseley family, with its strong commitment to growing its position in the bathroom market, is a great result for our business and we are confident that Wolseley will help C.P.Hart to realise its ambitious expansion plans.”

Francis Gistelinck will focus on further growth of the brand, including product development, “whilst building synergies for Novy’s distribution and operations within the Middleby Residential portfolio”.

Specialist retailer adds to bathroom companies Wolseley buys high-end retailer C.P.Hart

“I look forward to working for him, and with him. in the future as Novy continues to build brand momentum in the UK and around the world.”

“This acquisition takes us into the premium bathroom sector across both retail and commercial customers and we will work closely with the existing management team to capitalise on this opportunity including providing further investment to the C.P Hart business.”

share knowledge and expertise with other Wolseley businesses.

www.kandbnews.co.uk K&BNEWS OCTOBER 7

According to the merchant group, the acquisition will see a seamless transition –all outlets will operate as normal and there will be no changes for customers.

Joint managing director of Utopia Furniture Ian Hall has announced founding director Liz Green passed away on September 2, aged 58.

■ Kitchen retail Kutchenhaus hasfranchiseopened its first showroom in officeentertainmentassixfeaturesVIPribbon-cuttingNotleymayorHertfordshire,Stevenage,withthetown’sCouncillorMargaretpresidingovertheceremonyataevent.Theshowroom1,600ftofretailspace,fullkitchendisplays,aswellthreepresentationareas,twounitsandandisplay.Viewthestoryat

Passionate not only about the company, but the bathroom sector as a whole, she held key roles within sales, marketing and customer services.

www.rdr.link/KAI004

Interest remains in home improvements Quarter of consumers buying bathrooms, despite cost-of-living crisis, reports BMA

■ Home appliance brand Beko has introduced a 10 Year Parts Guarantee for selected appliances, to promote product quality and reduce waste. Customers are now able to register selected appliances for the 10 Year Parts Guarantee, in addition to any of the company’s eligible one-or two-year labour guarantees. Read the story at www.rdr.link/KAI006

IN BRIEF

www.kandbnews.co.uk

According to the Showers and Cost of Living report, commissioned by the Bathroom Manufacturers Association, around a quarter (23%) of consumers are looking to complete a full bathroom refurbishment project within the next two Despiteyears.the cost-of-living crisis, consumers are planning full bathroom refurbishments but other improvements such as replacing taps or any bathroom fittings are down from January 2022.

their shower considerations.purchasingInthecurrenteconomic climate, unsurprisingly, cost remained the most important consideration when buying a shower (56%).

full bathroom refurbishment, but this compared to 67% in January.

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

In anticipation of a Government consultation on reducing domestic water use, expected, later this year, consumers were also asked about

The survey was conducted by insight agency Opinium Research who sampled 2,000 UK adults.

@kandbnewsW

Liz Green was well-known for her energy and sense of humour, and was central to the growth of

UtopiaPayingFurniture.tribute to his sister, Ian Hall commented: “We are all absolutely devastated to lose Liz after her short but courageous battle with cancer, and it seems particularly unfair that she was robbed of her retirement years and all her plans to travel.

NEWS & VIEWS MAKING HEADLINES

Energy efficiency and water efficiency at 49% and 43% respectively were also viewed as important.However, the recommendationplumber’sandbeing the best option for your boiler, at 13% and 20% respectively, were not considered considerations.importantThecost-of-livingcrisis has also impacted consumers’ views on water use, with just over half (51%) stating their attitude to reducing water use has changed as a result. In the 18-34 year old demographic, this figure grew to 71%.

Utopia founding director passes away Obituary: Liz Green

■ British audio and lighting startup Zuma has launched a mobile showroom to visit its KBB retailer network around the country. The Zuma van offers a 360° sound and light display, to train retailers on its products with on-site demonstrations and training on the installation of its multiroom wireless audio system. View the story at www.rdr.link/KAI005

“She leaves a massive hole in all our lives both personally and professionally and will be so dearly missed.”

It revealed two thirds would still hire a professional to complete a

One of the three founding directors of the company, and Ian Hall’s sister, Liz Green was diagnosed with cancer in late 2021 and retired at the end of the year.

The trend is also towards DIY over professionals for replacing taps, partial bathroom refits or repairing any bathroom fitting.

Further details will be announced shortly for those who wish to remember Liz Green.

According to the consumer sentiment poll, the task of repairing any bathroom fitting has fallen from 34% to 29% and replacing bathroom taps has dipped from 28% to However,26%. the poll also found more people would attempt to complete the tasks themselves than previously.

“Her intuitive grasp of the bathroom sector and lively personality made Liz a genuine force in the industry.

Darren Kerr, managing director of KB Bathroom Distribution, said: “KB Bathrooms are excited to be appointed as a distribution partner

“With the support from James [McMorrine], and with our extensive supply network, Scottish customers will be getting the best quality baths with the best service throughoutManagingScotland.”director of Carron Bathrooms James McMorrine commented: “Having known Darren and Craig for many years, the appointment of KB comes as a result of our desire to ensure Carron Baths are available across all sectors of the Scottish market.

“We are immensely grateful to Alison and her team at FBS for their ongoing support and commitment and believe that working together

■ Sparking the next chapter in its Corporate workingcompanycarbonbyScopeAmongsustainabilitydefiningHiB hasmission, bathroomResponsibilitySocial(CSR)supplierpublishedareportgoalstoimproveitscredentials.itstargetsarereducing1and2carbonemissions42%by2030andachievingneutrality,somethingthehasalreadybeganon.Moreonthisat www.rdr.link/KAI009

UAE tile, sanitaryware followingwitnessedsupplythethestabilisationacrossinbillion11.9%595.125.9%uptoanofCeramics hasbrassware manufacturerandRAKreportedarevenueAED927millioninitsQ2results,increaseof32.3%year-on-year.Inaddition,netprofitincreasedAED102.2millionforQ22022,7.7%year-on-year.Tilerevenueincreasedbyyear-on-yeartoreachAEDmillioninQ22022,andbyyear-on-yeartoreachAED1.1inH12022.Growthwasdrivenbyincreasevolumesandinsellingpriceallmarkets–exceptforainH12022figuresforSaudiArabianmarket,duetointroductionofcustomdutyanddisruptioninQ12022.InEurope,RAKCeramics“rigid”growthintop-lineastrengthenedbrand

■ British manufacturer of fitted furniture Daval has been named a finalist in the Yorkshire Business Masters Awards, held in association thebusinessdesk.com.with West

we can provide great service to the Scottish bathroom sector.”

■ Bathroom brand Grohe is set to publish Environmental Product Declarations (EPD) for over 600 products by the end of October 2022. Environmental Product Declarations are considered, by the European Commission, as a suitable means of evaluating the sustainability of a building and the materials and products used in it. View the story at www.rdr.link/KAI008

Carron Bathrooms expands Scottish distribution

www.kandbnews.co.uk

positioning despite market slowdown.European revenue increased by 1.8% year-on-year, as higher shipping costs weighed in on bottom-line globalsolidifyingprofitability.continuedgoalsrealisedstrategicQ2remarkablyvolatility,environmentunprecedentedRAKAbdallahCommentingperformance.ontheresults,Massaad,GroupCEO,Ceramics said:“DespitetheeconomicandincreasedglobalRAKCeramicsachievedastrongperformancein2022,supportedbykeyandoperationalinitiativesduringQ22022.“Weremainfocusedonourtoachieveasustainableandgrowthinscaleand“Weremaincommittedtoourpositioningasaproviderofpremiumceramic

for Carron Bathrooms.

“The Carron brand is known throughout the industry as the market leader in baths.

@kandbnewsW

NEWS & VIEWS MAKING HEADLINES

lifestyle solutions and to continuously adding value to our shareholders by focusing on market share preservation, brand positioning, product differentiation, sustainable investments and digital transformation.”Foundedin1989, RAK Ceramics is a publicly listed company on the Abu Dhabi Securities Exchange in the United Arab Emirates and as a group has an annual turnover of approximately US$1 billion.

KB Bathroom Distribution becomes partner

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

IN BRIEF

European revenue up 1.8% year-on-year RAK posts “remarkably” strong Q2 results

Bath manufacturer Carron Bathrooms has extended its distributor network in Scotland with the appointment of KB Bathroom Distribution. Following discussions with its long-term distribution partner FBS, it was agreed the addition of KB Bathroom Distribution would not only complement but enhance the bath manufacturer’s route to the ScottishAccordingmarket.to Carron Bathrooms, the appointment of an additional distributor will allow “rapid” delivery of its baths to more independent retailers and merchants throughout Scotland.

Yorkshire-based Daval is one of six companies who have been shortlisted for the sustainability award. View the story at www.rdr.link/KAI007

Managing director of FBS Alison Sime added: “The FBS team are really looking forward to working with KB Bathrooms to ensure maximum coverage across the Scottish market for Carron Bathrooms.”“Together we can ensure that every sales opportunity is maximised, and customers are satisfied. Exciting times.”

In addition, the company has plans to introduce an annual service package for customers, covering its instant boiling water tap range, towards the end of the year.Franke’s aftersales package includes 360° support from the consumer care team for customer enquiries, installation and maintenance videos and guides.

filters with other maintenance advice.Sales & marketing director at Franke Jo Sargent said: “We want to ensure that owning a Franke product is as easy and pleasurable as possible, so we have invested in the expansion of our Field Service team to provide wider coverage across the UK for customers experiencing issues with any products that are out of warranty.

Franke invests in aftercare sales

In line with the expansion of the team, Franke has invested in five field service vehicles.

“The investment in the team, new vehicles and planned service package reflects our ongoing commitment to providing our customers with the very best aftersales service possible.”

Thomas Crapper has spent £100,000 on a new warehouse and expanded facilities.

Its warehouseHuddersfield-basedmeasures850sqm and the company has also expanded its administration facilities to house its growing team and services.

New warehouse and expanded facilities

Managing director of Thomas Crapper Paul Dwyer commented: “We are delighted with our progressive development over the past few years.

and maintenance enquiries.

Tom Probert and Dylan Smith have joined the team as field service technicians covering the North and South-East of England respectively, while Dan Weston has been promoted to field service team leader.

It brings the total field service team to five, with personnel responsible for visiting customers’ homes, or providing remote support, to diagnose any issues with Franke products and carry out repairs.They are also on hand to offer training to retailers when installing products in their showrooms, as well as to advise on any technical

“The Thomas Crapper brand is synonymous with quality and style – and is equally loved by designers, installers and homeowners.“Wehaveexpanded our facilities so that our customer service levels remain at optimum levels.”Established in 1861, Thomas Crapper was acquired by Hartford Holdings in 2016 and is sister brand to Trojan, Mantaleda and Traymate.

■ Used and Exchangekitchen retailerex-displayUsedKitchen(UKE) hasscooped a regional title in the Barclays Entrepreneur Awards 2022. Nominated in the Sustainability category, the criteria required companies to show they had built an enduring business model that is commercially viable and scalable, placing sustainability at its core. View the story at www.rdr.link/KAI010

IN BRIEF

■ Premium Italian kitchen appliance Bertazzoni ismanufacturermarkingits fifth anniversary in the UK in the same year in which the familyrun business is celebrating 140 years since being founded in Italy. Owned by the fifth generation of the family, Paolo Bertazzoni, the manufacturer is headquartered in Guastalla and in 2021 was reported to be present in more than 60 countries. View the story at www.rdr.link/KAI049

Plus, it also includes a product registration proposition where customers are reminded to replace

Sink, tap and MDA manufacturer Franke has invested in aftercare sales, with the addition of field service personnel, vehicles and annual service package for customers.Frankehas expanded its field service team with two new employees, to provide wider coverage for customers across the UK who require technical support with their boiling water taps, cooker hoods and waste disposers.

Luxury bathroom manufacturer

It follows recent growth in the business, which has seen an increase in its product portfolio and number of employees.

■ Trade kitchen supplier Howdens is sponsoring sailor Simon Curwen as he competes in the Golden Globe Race. It will see Simon Curwen, along with 16 other competitors race solo across four oceans, without the use of modern technology such as GPS, satellites, or smart phones, in a refurbished vessel as the race prioritises protecting the environment. View the story at www.rdr.link/KAI050

Thomas Crapper spends six-figure sum on premises

12 OCTOBER K&BNEWS www.kandbnews.co.uk NEWS & VIEWS MAKING HEADLINES

Increased service personnel annual service package

Despite one less trading day, like-for-like sales were 27.3% higher. All categories sold more, including Kitchens & Bathrooms (20.3%).

Q1 2022. Volume sales were 7.9% higher and prices were up 1.6%.

Total value sales in Q2 2022 were 4.0% higher than Q2 2021, with one less trading day this year.

upgrade HPP invests £1million in biomass upgrade

purchases index (eg a new bathroom) have slipped again, reflecting a darkening mood about the prospects for the country and a cost of living “Anecdotalcrisis.reports reinforce the shifting priorities of hard pressed homeowners, particularly those under 45. Their incomes may be higher than older homeowners but the cost of their outgoings have risen sharply over the last year. A kitchen upgrade, new patio, windows and doors, or bathroom

The latest Builders Merchant Building Index (BMBI) report, published in August, shows Q2 2022 recorded the highest revenue since the BMBI started, despite lacklustre June sales.

However, production schedules have been adapted to keep disruption to a minimum, and HPP’s chief engineer Colin Taylor added: “We’re working with the installers

“The big difference between old and new is the ceramic filters that extract exhaust gases before they leave the boiler.

The scheme works by rewarding firms with financial support when they employ renewable energy technologies.

“July’s 2-point improvement in hopes for our personal financial situation for the next 12 months, and a 1-point improvement in major

Kitchens & Bathrooms (4.1%) fared better than Builders Merchants overall.Darren Bedford, sales director for Lakes and BMBI’s Expert for Shower Enclosures & Showering said: “GfK’s Consumer Confidence Index is at historic lows (dropping from -41 to -44 in August) as the after-affects of COVID on the global supply chain combine with global disruption from the war in Ukraine.

may have to wait while homeowners struggle with rising energy and food prices. But older homeowners who have paid off their mortgage, or are near to doing so, with savings in the bankthe Bank of Mum and Dad - are still spending.“Looking beyond the current turbulence, the long term prospects for construction, housing and improvement, bathrooms and showering spaces have never looked stronger.”

“It means the emissions are much lower, which is better for the environment, while creating more heatBothoutput.”installations involve logistical and production challenges, especially in the panel production area, where a wall will have to be demolished to remove the old boiler in September.

Kitchens & Bathrooms (1.9%) was one of seven categories to grow.Total merchant sales in June were 4.2% lower than May. Volume sales were 3.7% lower, with prices also down 0.6%.

Marketing and business development director of HPP Dan Mounsey said: “Our infrastructure was ageing so we wanted to update it for greener, more efficient options.

Ten of the 12 categories sold more, including Kitchens & Bathrooms (18.5%), Heavy Building Materials (9.2%), Decorating (7.0%), Tools (2.9%) and Ironmongery (1.3%) which all had their best-ever quarterly value sales.

to ensure the project runs as smoothly as programmeRenewableHPPjoinedpossible.”theGovernment’sHeatIncentive(RHI)–setuptominimise the

www.kandbnews.co.uk K&BNEWS OCTOBER 13

Eleven of the 12 categories sold less, with only Workwear & Safetywear (4.2%) selling more.

A £1million upgrade of the biomass heating system at board, doors and fittings manufacturer Hill’s Panel Products (HPP), is underway to make the company greener and moreWorkefficient.toinstall two new, more powerful and efficient boilers, plus extractors, at the Oldham-based business has started and is expected to be fully operational by theTheautumn.boilers use wood waste, otherwise destined for landfill, to heat the door production and panel

production warehouses, and the manufacturing process for doors.

Quarter-on-quarter sales were up 9.7% in Q2 2022 compared to

However, with Q2 volumes falling 11.3% compared with Q2 2021, 17.3% price inflation is behind the record-breaking growth.

Sustainable

effects of climate change –when it launched almost 10 years ago.

Comparing Q2 2022 with Q2 2019, a pre-pandemic year, total value sales were 25.2% higher this year, but volume sales were 2.7% down while prices were up 28.7%.

“These new boilers will reduce our carbon footprint to the point that we don’t use any fossil fuels to heat those warehouses at all.

@kandbnewsW Value sales driven by inflation BMBI report: Record-breaking Q2 sales for Kitchens & Bathrooms

www.kandbnews.co.uk

Like-for-like sales were 15.1% higher in Q2, despite three less trading days in the most recent quarter.

FALMEC

Due to its growth in the UK, at the beginning of 2020, extraction manufacturer Falmec UK has appointed Stuart Ridge as its first chief financial officer. Qualified chartered accountant Ridge has joined the company following 12 years at Blanco UK, where he held a similar role as financial officer. During his time at Blanco, Ridge worked with three managing directors including Ron Blount who is now sales development manager at Falmec UK.

Former Smedbo general manager William Willcox has joined showering brand Kinedo as area sales manager for the North of England. Willcox has been tasked with developing a larger showroom base in the region and growing greater awareness and sales of its shower cubicles, enclosures and trays. He has already established displaying showrooms in his region.

Kitchen furniture, appliance, sink and tap supplier Caple has appointed Katie Howie to a new role of showroom supervisor at its Caple Studio. The space will follow in the footsteps of the flagship Caple Studio at its Bristol HQ but have its own identity and spans two floors. Howie previously worked as a showroom supervisor, marketing manager and business development manager.

Belgian luxury induction and extraction manufacturer Novy has welcomed Mark Kelly as business development manager for The North, northeast and northwest of England. His career spans more than 30 years in the electricals and white goods industries, including working for Miele and Electrolux. At Novy, he will be responsible for maintaining and expanding the company’s presence within premium kitchen studio channels.

NOVY

Lighting appointedSycamoremanufacturerLED hasrecently

SYCAMORE

CAPLE

Kitchen door and component supplier Uform has recently appointed Philip Woolsey as general production manager. He will be responsible for the management and development of all functionsproduction-relatedatthecompany. With over 25 years of experience in the manufacturing industry, Woolsey has knowledge and proficiency in business strategy development, product development, as well as operations.

UFORM

VIRTUAL WORLDS

KINEDO

Appliance manufacturer Fisher & Paykel has appointed Emma Russell as head of marketing, responsible for leading the brand’s development and communication strategies. With over 12 years of marketing in an agency and in-house marketing teams, Russell joins Fisher & Paykel from Valda Energy. Prior to that she worked across a variety of sectors, including luxury goods.

Position filled

14 OCTOBER K&BNEWS www.kandbnews.co.uk NEWS & VIEWS PEOPLE

Appointments and promotions across the industry

Natalie Paley as its national sales manager. She has over 15 years of experience in the bathroom industry and joins the company from the Coram Group, where she was national sales manager for retail and merchant. In her new role at Sycamore LED, Paley will be focusing on the development and growth of the company’s sales across the bathroom retail sector.

KBB CAD supplier Virtual Worlds has promoted trainer Maarika White to training manager and she will oversee the training team. White joined the company last Autumn, after years working as a kitchen sales and graphic designer, and has helped retailers get the most of its software. She has also worked for Schmidt where she sold kitchens with the use of virtual reality.

FISHER & PAYKEL

John Schofield

Kitchens

Marten Baker

NewsBathrooms&

Sad news to report GreenFurnitureUtopiadirectorfoundingofLizhaspassed

Kitchens & Bathrooms News

We are thrilled to be featured in the Kitchens & ThankNews SeptemberBathroomsissue!you PhilippaTurrell for the

Congratulations Graeme Paul Morgan Congrats Graeme!

Inbox...

and founder of recriuitment agency

Foyne Jones Peter Jones says to get the best candidates – show the salary details on job ads.

GraemeCongratulationsBlythe Kearn Harner Congrats mate Beverley Williams

What sad news. An absolutely shining star in our industry for so long. The very best example of what equality should be in a male dominated sector Olly Tollit Sad news

Ravinder Paniuly RIP

All this plus we offer highlights of Salone del Mobile.Milan, with a curated edit from Eurocucina, FTK –Technology for the Kitchen and International Bathroom Show.

Congratulations Graeme by

YOUR THOUGHTS Sponsored

■ view pany profiles p du M suww.ka o.uk KITCHENS & ROFE BATHROOMS NEWS KitcKUTCHENHAUSenfrachiseaim to grownetw by 50% end 22 KITCHEN & BATHROOM CONFERENCE 2022Ope to inde ent retailers, natio chair o sa ys the will supp rt, protect and ote th to SIEMATIC MD INTERVIEWerry Furb explain ow shg w up ith e SieMatic bra dd veals its plan for th future

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

Loving this issue. I have serious bathroom redesign vibes going on. Peter Jones

When I reflect back even 10 years, the current level of

Completing the line-up, experts also offer valuable business advice as Anna Rump points out the common mistakes to avoid when making Insta Reels. Jessica Pearce of 6XD Media explains how to embrace the journey to Net Zero

Founder of JKMR Jayne Barber shines a light on the rise of home renters and what that may mean for the future of kitchen retail, which is focused on owner-occupiers.

NEWS & VIEWS

support from all suppliers has almost been reduced to zero these days. Suppliers would bend over backwards to support your showroom, keep it fresh and up-to-date by gifting products nearly free. Tiles, flooring, doors, worktops, sinks, taps... And in turn rebates against achievable targets and support on occasion to win projects - today there is very little of this form of tangible support

contracts manager Abode

After nearly six years working with Abode, we are pleased to congratulate Graeme Blythe on his promotion to national contracts manager. Find out more via Kitchens & Bathrooms News

Thanks Kitchens & Bathrooms News. I’m delighted to be part of this month’s issue.

Our September issue is out now in print and online. It features exclusive interviews with new MD of SieMatic UK Kerry Furber on the evolution of the business, national chair of Kbsa Richard Hibbert about what the Kitchen & Bathroom Conference will mean for all retailers and head of marketing at Kutchenhaus Paul Lee on the company’s expansion plans.

Sandy Armitage Communication, commitment and cooperation. Embeds the quality and trust in the brand.

fantastic coverage about Kutchenhaus and our expansion plans. With such exciting times ahead, it is the perfect opportunity to join the Kutchenhaus family! Hannah A’Court

Abode

why KBB suppliers must invest in their dealer network. Are you a manufacturer or are you a retailer, what are your thoughts? Do suppliers offer enough support to their trade partners? Read more at Terrywww.rdr.link/KAI011Turner

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

Kitchens NewsBathrooms& Johnson explainsUK Stephenof QuookerdirectorManaging

roleBlytheGraemepromotedhastotheofnational

Get in touch and contact the editor via email pturrell@hamerville.co.uk or through any of our social media channels: @kandbnews NewsBathroomsKitchenswww.linkedin.com/company/kitchens-bathrooms-news@kandbnews&

Well done Graeme Blythe. Very pleased for you Peter Jones

Trevor MacArtney

We take a look at the trends for wine storage, home offices and bathroom suite design classics, considering how retailers can maximise sales and profit.

Lots packed into the September issue of Kitchens & Bathrooms News, including comments and news from our lovely clients. Acquabella, Harrison Bathrooms and Mereway Kitchens. Thanks guys! Anna Rump

Thank you to all our contributors and interviewees. Kutchenhaus

Congratulations Graeme! Sonia Serne

away.

Interestingly, with such a choice, the majority of composite sinks specified are in the same

1

Jo Sargent of Franke UK adds: “We have also introduced the Matt Black Colourline waste kit to offer a true integrated black option for the design purists, but we are also seeing a trend for customers combining them with white sinks too as a contrast detail. Granite is the only sink material that offers this design scope for personalisation.”

Maris MRG undermount kitchen sink features a large, single bowl and is shown in a Matt Black finish. All the technical information is available at www.rdr.link/KAI013

Will composite sinks overtake stainless steel as first choice in premium kitchen

Black holes

2. FRANKE

colour spectrum with “darker shades, blacks, near black and greys, sometimes with a touch of sparkle” leading sales, as head of marketing at CDA Carrie Bell explains. Whereas sales and marketing director at Franke UK Jo Sargent states the colour selection is even more focused: “Matt Black is bar none the popular choice in kitchens due to its ability to deliver a chic, timeless and premium aesthetic and granite is a material that nails this trend.”

1. BLANCO

SINKS KITCHENS www.kandbnews.co.uk K&BNEWS OCTOBER 19

In fact, such is the popularity Franke offers a choice of six inset and undermount Matt Black Fragranite sinks in a range of bowl sizes and recently introduced it to its new Maris MRG range and existing collections.

Solidspecifications?as a rock

Tapping into the trend for colour, texture and natural materials or biophilic design, composite sinks are coming to the fore in kitchen projects. Offering a raft of colours, and boasting practical features such as heat, stain, and scratch resistance, as well as hygienic properties, these sinks have broad appeal. Procurement manager at Clearwater Daniel Boulton comments: “The wide range of shapes and colours available with composite granite gives consumers the choice of either co-ordinating into an overall colour theme or creating a contrasting statement. The flexibility of composite granite allows it to be formed into any shape. At one extreme it can take the form of a softly curved undermount, at the other extreme it could boast strongly contrasting and minimally sharp architectural features. The joy of composite granite is its flexibility and breadth of choice.”

The multi-level Etagon sink is available as a composite Silgranit or stainless steel model, See all the products at www.rdr.link/KAI012

2

Format variety

details at www.rdr.link/KAI015 43

Aspekt Single Bowl & Drainer in Black Metallic Granite measures 716mm in length. View all the product

With the ability of composite sinks to meet the project demands and fashion desires of most kitchens, will this be reflected in a continued growth in sales? Paul Illingworth of Abode believes so, as he comments: “As more designers and end users appreciate the look and feel of composite granite, I think they will only rise in terms of popularity and prestige.” And his view is backed by Jo Sargent who says the growth in coloured taps will support future sales of composite sinks, as she comments: “We saw the sales line start to increase before the trend for coloured taps really took off, but now they complement each other and perhaps fuel each other. The fact that we have invested in a level of stockholding that gives faster access to the product, rather than it being on a lead time, has also driven sales growth.”

But will composite sinks ultimately overtake stainless steel for premium projects? For a younger demographic, it could be a possibility says Daniel Boulton of Clearwater. He explains: “Its image is more youthful and exciting than stainless steel, and it is now starting to vie for position in terms of prestige.” Whereas Reginox UK says stainless steel sales are holding firm. Commerical director of Reginox UK Dave Mayer adds: “We have seen significant increase in sales within our composite/granite products but this hasn’t been at the expense of our stainless steel products. Reginox UK, continually sees stainless steel as the number one choice when it comes to choosing a kitchen sink material.” So accomplished kitchen retailers won’t throw out the stainless steel sink with the dish water, but will recognise the growing design significance of composite models.

available in a choice of sizes and in

5. SCHOCK

Colour ties

information

Black finishes. Download the

Succeeding steel?

Neatly combining both trains of thought, CSO of Schock Sven Funck explains there is growth at both poles of format sizes, when he adds: “Compact single-bowl sinks for smaller urban households or single flats are gaining popularity, but there is also greater demand for large basins with integrated steps for matching accessories for ambitious hobby cooks.”

KITCHENS SINKS 20 OCTOBER K&BNEWS www.kandbnews.co.uk

5

Quadra sinks are Titanium and product at www.rdr.link/KAI014

Cristadur Green Line sinks are 99% made from natural, renewable or recycled raw materials, including Kallio M-175 in the Day finish. Read more details at www.rdr.link/KAI016

3. REGINOX

While there may be little differentiation in popular colour choices, there does seem to be greater variety in sizes and installations of granite sinks. Design manager of Abode Paul Illingworth reports: “Our fastest-growing model is the Denton – a compact design ideally suited for smaller installations or perfect as a second sink”. However, larger sized bowls are significant for Franke UK’s undermount granite sink sales, reports Jo Sargent.

4. ABODE

And Brits are prepared to spend on coffee. According to a story in The Independent, the average Brit will buy three drinks from a café or coffee shop and drink 10 cups of instant coffee each week. It amounts to £303 spent on coffee each year. So including a built-in coffee machine in a kitchen specification, could ultimately save consumers money, within a couple of years, by brewing at home. It could become essential in challenging economic conditions. Novia King of BSH Home Appliances comments: “Swapping a take-out coffee for one made at home will save consumers money in the long run.” However, she points out the built-in appliance tends to be purchased to match a consumer’s lifestyle.

2

But the demand for this hot beverage has not abated. The British Coffee Association reports in the UK we now drink approximately 98million cups of coffee per day. And while 80% of UK households buy instant coffee for in-home consumption, particularly consumers aged 65+, ground coffee and single-serve coffee pods are becoming increasingly popular, particularly amongst millennials.

Rethinkgrowth? the daily grind

When hospitality outlets were closed during the lockdowns, consumers sought to create their own at-home café culture. Unsurprisingly, it saw a growth of built-in coffee machine sales as kitchen refurbishment projects spiked. But as the UK has returned to normal, has this been mirrored by a decline in sales? Head of category, consumer products, at BSH Home Appliances Novia King reports: “Interestingly, if we compare the current demand for coffee machines to pre-COVID times, there is still growth. However, and expectedly, the increase of sales is not at the same rate at before, due to the current economic climate.”

Offering a choice of 13 barista coffees, the built-in coffee machine can be programmed to save favourite drinks and produce them at the same time each day. It also includes a self-cleaning function. Discover the technical specification at www.rdr.link/KAI018

3. CDA

2. FISHER & PAYKEL

Available in a white and black finish, the CKV 6550.0K Series 5 fully automatic built-in coffee machine boasts electronic controls. It offers five programmable cup sizes and starting time, with dispenser for one or two cups. Read all the details at www.rdr.link/KAI017

During the pandemic lockdowns consumers were keen to replicate cafe experiences at home, benefitting built-in coffee machine sales. But what will be the longer-term factors driving volume and value

Available for use with ground coffee or beans, the CDA VC820SS offers three strength settings and has a steam nozzle for frothing milk. It has an integral 1.8 litre water tank, so doesn’t need to be plumbed in. View product information at www.rdr.link/KAI019

Quality coffee boom

KITCHENS BUILT-IN COFFEE MACHINES 3 22 OCTOBER K&BNEWS www.kandbnews.co.uk 1

1. KUPPERSBUSCH

And Jo Jackson, market product manager at Fisher & Paykel, agrees, stating the convenience of at-home, barista-style coffee is

4. NEFF

Home working drinks

She points out consumers using the Home Connect app can also select coffee temperature, size and strength, adding: “One of my favourite features is the CoffeePlaylist, also found in the Home Connect app. It allows consumers to add several coffees to a ‘playlist’ along with the name of the person who ordered it. The coffee machine will then make each coffee in the order requested.”

4

The N90 C17KS61H0 built-in fully automatic coffee machine uses the Senso Flow System to create full-bodied brews. It can be used with the Home Connect app to select coffee temperature, size and strength. Download technical specifications at www.rdr.link/KAI020

Interestingly, this convenience has been further exacerbated as more people have opted to work from home, bypassing the opportunity to visit a coffee shop en route to the office. Jo Jackson says: “With elements of working from home remaining a permanent situation for many, the commute staple of a takeaway coffee has been replaced by an uncomplicated and enjoyable home brew.” In fact, managing director of Kuppersbusch Bodie Kelay says the growth of home working offers kitchen specialists a sales opportunity: “Retailers can tap into the working from home trend, highlighting the dual benefits of enjoying a barista-style coffee during the day and taking time out in the evening to entertain friends and enjoy an after-dinner coffee.”

Connected trade-up

But are built-in coffee machines destined to be the next Teasmade, which slipped from must-have gadget to technological pariah? Appliance experts say not. Jo Jackson concludes: “The explosion of brewing coffee at home is here to stay, as homeowners begin to realise the quality and convenience that owning a coffee machine brings.”

an attractive proposition: “It is indisputably more affordable in the long run to make coffee at home. It is also far more appealing and convenient to be able to make a coffee as soon as you wake, rather than travelling to a coffee shop, joining a queue, and paying for coffee.”

For consumers interested in at-home coffee, there are a raft of appliances enabling clients to trade up. Intuitive touch screen displays, a variety of drink options and Wi-Fi connectivity can inspire people to spend more money. Novia King says BSH coffee appliances can be controlled by voice, with Alexa and Google Home able to activate a coffee machine at a favoured time.

just out

KITCHENS PRODUCT ROUND-UP 24 OCTOBER K&BNEWS www.kandbnews.co.uk 31

Growing demand for contemporary style Shaker kitchen doors has encouraged Hill’s Panel Products, (HPP), to expand its offering. Adding to its Caraway, Johnson and Shaker doors, all part of the Aspire range, HPP is introducing four new models with selected styles featuring a slimmer 60mm profile. These skinny Shaker designs include Mercia, Treviso, Valencia and Halstead. View the entire Aspire range at www.rdr.link/KAI023

3. HPP

Surface supplier Konigstone has introduced Statuario, as part of its Konig Quartz collection, which boasts veins to replicate natural stone. Engineered with up to 93% quartz content, alike all of the Konig Quartz range, Statuario is claimed to be resistant to scratches, stains and heat. The decor features a solid white background with grey veins, featuring gold hues, which carve across the surface. Download the product spec at www.rdr.link/KAI021

2. ABODE

1. KONIGSTONE

2

Brassware manufacturer Abode has introduced Pronteau Hotkey, a range of 4-in-1 instant hot water taps with a new Proboil.4E boiler. Steaming hot water is only provided when the magnetic Hotkey is attached, for safety, but will work without as a three-way mixer model. There is a choice of swan and quad spout monoblocs in the range, with five finishes available across the collection. Discover the Pronteau range at www.rdr.link/KAI022

54

4. BERTAZZONI

Recognising the importance of design details, sink, tap and appliance manufacturer Franke has introduced the Colourline sink waste kit in a Matt Black finish. Available across many of its Fragranite sink models, Colourline is provided as standard with Franke’s Matt Black Urban inset sink model. It is also available for retrofitting into coloured Fragranite sinks, in place of standard chrome wastes. Find out more at www.rdr.link/KAI025

5. FRANKE

Italian appliance manufacturer Bertazzoni has launched two induction hobs with integrated extraction using a central circular grid. Both hobs measure 800mm, are operated by slide controls and have 10 power levels, plus multizone technology which creates one, large cooking surface. In addition, the P8041CH2M37NTl hob boasts a stop and go function, to pause cooking temporarily. Read more at www.rdr.link/KAI024

Budget-conscious showering

1. MATKI

We take a look at the set-up for overbath showering and ask could it be a solution for bathroom sales in a challenging retail

The View 16 fixed bath screen can be manufactured with a square or rounded top. It is available with plain glass and chrome as standard, but alternative glazing and profile finishes are options. Download the brochure at www.rdr.link/KAI027

However, that doesn’t mean designers aren’t able to maximise consumer spend when creating a bathroom with an overbath shower installation. The sector offers design flexibility, to

2. THE SHOWER LAB

While larger-scale bathroom projects may allow for a separate freestanding bath and enclosure, to create a luxury spa-like environment, where space doesn’t allow the overbath showering setup still reigns. It allows retailers to create an indulgent space for luxury and relaxation, albeit in a smaller footprint. Leader of product management at Lixil EMENA and Grohe UK Paul Bailey points out: “As residential building footprints get smaller in the UK, it’s becoming vital for homeowners to consider space-saving solutions, particularly in the bathroom. Overbath showers continue to be a key feature that provides a two-in-one solution for those with compact spaces.” Such is the popularity of overbath showering, head of marketing at Cubico Lee Reed points out: “We have seen a 30% increase in overbath showers in the last two years”, adding “people are sacrificing smaller baths and separate showers for larger tubs with showers over the bath.”

EauZone Double Bath Screen is made from 10mm glass, can be folded away when not in use, and comes in a choice of finishes. Download product information at www.rdr.link/KAI026

Overbath showering offers added bathing practicalities for consumers who have young children, as well as provides a more price sensitive option for those who have to work within a smaller budget. Paul Bailey of Lixil EMENA and Grohe UK adds: “As consumers continue to conduct practical refurbishments and look for budget-friendly options, the overbath shower market is developing into being budget-driven, particularly for young homeowners and young families, where budget and functionality are leading purchasing decisions.” And overbath installations may become more important in a challenging landscape, enabling bathroom designers to widen their market, meeting the showering needs of a broader client base.

Raising expectations

21

OVERBATH SHOWERING BATHROOMS www.kandbnews.co.uk K&BNEWS OCTOBER 27

Reignenvironment? from above

Enabling designers to create a high-end look for the overbath space, both showers and their complementary surrounds have evolved. Oversized shower heads combined with concealed valves can play a part in creating an upscale overbath showering environment. Paul Bailey of Lixil EMENA and Grohe UK comments: “Using concealed shower solutions above a bath creates a much more sophisticated, premium aesthetic compared to exposed bar valve shower solutions. Not only can it create the illusion of more space in an area where space is likely to already be at a premium, but it allows the shower to take on the role of a decorative

“Our constantly busy lives mean that showers are essentials while baths are seen as a luxury –both have their place in modern bathroom design and both require adequate splash protection for safety. The demand for overbath designs will always be there.”

Matching small housing

meet a variety of budgets, which means consumers don’t have to reduce their expectations of the experience or the look for their smaller space. Managing director of Matki Nicholas Cunild points out: “For smaller bathrooms, where the homeowner still wants to have a bath, overbath showering is the perfect solution and needn’t compromise on quality or aesthetics.” And Emma Joyce, brand manager of House of Rohl, agrees that overbath showering needn’t be subservient to the full-sized enclosure and isn’t necessarily just a cheaper option, explaining: “Large and high value properties often have a small bathroom, and even luxury hotels sometimes require overbath showering solutions. Increasingly top-end developments specify premium brands in these spaces.”

Product and marketing director of Vado Angela Neve says consumer expectations are to have a bath and a shower In recent years, the shower industry has been a growing market as consumers now see showering as an enjoyable method of relaxation, with added emphasis on recreating that spa-like experience, rather than simply being that morning necessity. Technology development continues to aid the end consumer with larger shower heads for enhanced rain-like water flow, with higher performance valves.

feature rather than just a practical one.”

4

3

The Euphoria 260 shower with bath thermostat is positioned midway down the length of the bath for a larger showering area. View the technical information at www.rdr.link/KAI028

BATHROOMS OVERBATH SHOWERING 28 OCTOBER K&BNEWS www.kandbnews.co.uk

Offering a range of one, two and three outlet thermostatic shower packages, Vado offers round and square overhead showers. View the entire collection at www.rdr.link/KAI029

And industry experts agree there will always be a market for overbath installations, as Nicholas Cunild at Matki says he can’t see this trend waning any time soon. The market is supported by refurbishments in existing small housing stock, Europe has the smallest homes by floor area and, according to designingbuildings.co.uk, the minimum size of new build properties is 37sqm – or the size of a London Underground carriage.MaxFinaldi of The Shower Lab concludes:

Baths versus showering

But there is still a strong demand for baths, even with an increased demand for showers. It seems homeowners now want both. Consumers are after the flexibility to be able to quickly jump in the shower whilst getting ready for work in the morning and being able to come home to a hot bath in the evening.Baths and showers are usually sold together, as consumers are either renovating their bathroom and adding in a bath or installing an overbath shower. For many consumers, combining their bath and shower into one space is the most cost and space effective solution available. Therefore, there is still a demand for being able to purchase a bath/shower mixer.

And these showers can be combined with a variety of bath screens which have been influenced by the design of full-size enclosures – from Crittall through to frameless styles with a variety of profile finishes. “We’ve noticed a move towards more stylised bath screens”, reports managing director of The Shower Lab Max Finaldi who adds: “this encompasses things like an increase in metal finishes, including Brushed Gold and Brass, as well as bespoke solutions such as our double hinged designs, different glass colours or solutions that can be fitted to roll top baths.”

EXPERT VIEW

High-end appearance

VADO

3. GROHE

BATHROOMS PRODUCT ROUND-UP 3 30 OCTOBER K&BNEWS www.kandbnews.co.uk 1 42 just out

British showering manufacturer Matki has introduced the EauZone Radius-20 shower screen which features a curved edge. Engineered from 10mm safety glass, it has been rounded to create a softened edge with a 20mm inner radius. The glazing comes in a choice of standard or bespoke finishes, with profiles in Living Copper, Aged Brass and Brushed Black Chrome finishes. Watch the video at www.rdr.link/KAI032

3. KUDOS

1. CARRON BATHROOMS

Bath manufacturer Carron Bathrooms has launched its Editions+ range of low rim, acrylic baths. The five-strong range includes a new tub called Sienna and alike the Echelon and Profile DE models comes in a matt white acrylic. All Editions+ models are available with a low rim for a feature plinth installation and complementing these baths is a range of fittings in an Anthracite matt black finish, which includes waste, overflow and filler fixtures. Download a brochure at www.rdr.link/KAI030

The slip-resistant shower tray range Kstone, manufactured by Kudos, is now available in Slate Grey, as well as White. It comes in a choice of 40 model options, which include rectangular, square, quadrant and offset quadrant shapes in a range of sizes. In addition, it is available with a matt black waste to order. Discover all the technical details at www.rdr.link/KAI031

4. CROSSWATER

2. MATKI

Inspired by the American mid-century design movement, Crosswater has introduced the Canvass furniture collection. The collection comprises a wall-hung countertop unit that can be paired with co-ordinating, height adjustable legs for a floorstanding option. Boasting a double drawer, the unit comes in a choice of four sizes, four colours and three handles. View the entire collection at www.rdr.link/KAI033

Expanding its range of built-in, thermostatic shower valves, bathroom manufacturer Ideal Standard has introduced the Ceratherm Navigo collection. The collection boasts Navigo technology, allowing users to adjust water flow and temperature with a push and turn control or using pre-set levels. Available in square and round formats, the valves come in Chrome, Magnetic Grey, Silver Storm and Brushed Gold. Download the brochure at www.rdr.link/KAI034

5

theintegrated1210mm,910mm,fourMiowaantibacterialwhichtouchfromincountertopintroducedAcquabella hasmanufacturerbathroomnowtheMiowabasin.Availableawhitefinish,itismadethecompany’ssoft-to-Dolotekmaterial,alsoboastsproperties.comesinachoiceofsizes–810mm,1010mmandandboastsantowelrail.Readtechnicaldetailsat www.rdr.link/KAI036

6. CA’ PIETRA

www.kandbnews.co.uk K&BNEWS OCTOBER 31 6 7

5. IDEAL STANDARD

7. ACQUABELLA Spanish

Tile and stone supplier Ca’ Pietra has collaborated with artist Clarissa Hulse to offer a botanical collection inspired by her love of plant silhouettes. Ca’ Pietra X Clarissa Hulse includes three ranges of matt porcelain tiles: Jungle Hexagon, Wild Botanicals and Willow. The premixed tiles come in a choice of colours and can be used on walls and floors. Read more at www.rdr.link/KAI035

In a typically small room, often devoid of natural light, it is important bathroom designers nail lighting specification, avoiding mistakes.

Combining the lighting fixtures or layering the light means it’s not simply a choice of either on or off but the space can offer various quality of light depending on the user’s demand. This can also be enhanced by colour changing temperature lights which can be altered from a morning routine to a evening schedule, as Laura Shutkever explains: “Changing lighting temperature throughout the day in the bathroom can allow the user to transform the bathroom from a relaxing environment to a bright and more usable space when it is required.”

1 2

Stars of entertainmentlight

And marketing manager at smart lighting manufacturer 4lite Rachel Morris adds: “Smart bathroom luminaries have seen significant growth in the last couple of years.” She says they are “particularly popular due to the millions of colour options they offer – from cool hues for task lighting around mirrors and vanity units, to warmer tones for winding down and relaxing.”

Combine and control

Offering variety and reducing energy use, we explore how lighting can enhance a bathroom and make a good space great

2. HIB

These can be combined with the further flexibility of sensor controls, which Laura

He concludes: “The more understanding you have of a fitting, the more creative you can be and the more dramatic, or pragmatic you can make your scheme.”

“In a typically small room, often devoid of natural light, it is important bathroom designers nail lighting specification, avoiding mistakes. Managing director of lighting company Industville Marketa Rypacek highlights one of the most common, when it comes to bathroom lighting, is not providing enough of it. ”

Certainlydown.”familiarity with lights and controls will help in specification but Ash Chilver of HiB also advises to ask lighting professionals their advice on how to improve a lighting scheme.

The Summit pendant features handblown glass shades with retro-style lamps, that emit a warm light. Watch the video at www.rdr.link/KAI037

Dotless flexible and IP rated LED tapes allow for seamless illumination, highlighting niches. Discover the full range of RCB and CLT tapes at www.rdr.link/KAI038

Managing director of lighting company Industville Marketa Rypacek highlights one of the most common, when it comes to bathroom lighting, is not providing enough of it. She adds: “That said, people will often counter this issue with a plethora of fixtures on the ceiling, which can look busy and overcrowded.” And sales director of HiB Ash Chilver agrees, pointing out: “It could be said that there is an over reliance on spotlights and grid pattern lighting schemes. Although this lighting approach is easier to achieve and simpler to design, it can limit the overall impact.”

While much of bathroom design will be centred on focal points, such as freestanding baths, vanity units or overhead showers, it is actually lighting which brings together the practicality and desirability of the space. It not only illuminates a space for the purposes of safety but the correct use of lighting can highlight design features, create a luxurious, spa-like atmosphere and add genuine value to a bathroom scheme.

Now, more than ever, there is a wide choice of lighting which bathroom designers can use to illuminate a space, from pendant and wall lights through to LED strips. However, head of marketing at TLW Laura Shutkever believes designers can forget the scope and range of lighting available, adding: “We often see schemes that consist of ceiling downlights and maybe an illuminated mirror.”

1. TLW

LIGHTING BATHROOMS www.kandbnews.co.uk K&BNEWS OCTOBER 33

Shutkever says can often be overlooked. She explains including PIR sensors for automatic activation of lighting, when entering the room, is a desirable feature to include. While Rachel Morris of 4lite points out sensors can also help control energy bills, which has to be favourable in the current climate. “Smart accessories such as sensors also mean low levels can be kept low for night-time bathroom visits and to keep energy bills

Warning lights

“It’s better than I ever envisioned” says Sean Carter as he stands surveying his new kitchen showroom from the mezzanine floor – his favourite view of the space. Based in the quintessentially English town of Goldalming in Surrey, the location is poles apart from his showroom in Brighton & Hove, a town with a cool and quirky reputation. So why did he open a new showroom, in this market town, at the beginning of the year? Sean explains it has always been his plan to have five showrooms and kitchen manufacturer Kesseler identified a large number of customer enquiries were coming from Surrey, so it made sense to explore the neighbouring county.

He chose Godalming to base his showroom as it had lower rent than surrounding areas: “If I had the same size shop in Guildford, I would have to charge clients £4,000 more per kitchen to pay for the rent and rates. That’s a big difference” saysFiveSean.times larger than his original Brighton & Hove studio, the new showroom has a wider catchment area, from surrounding towns of Woking and Guildford. But Kesseler Surrey is also achieving higher value sales too, as Sean explains: “The average order from Hove is

BUSINESS RETAILER PROFILE 34 OCTOBER K&BNEWS www.kandbnews.co.uk

1

2. COMPANY OWNER

Sean Carter is owner of Kesseler Hove and Kesseler Surrey showrooms

32 “

Unsurprisingly then, Kesseler Surrey is already outselling the East Sussex shop, which has been established for three years. “We’ve sold £265,000 in a month, ex VAT and excluding fitting from across both showrooms but 70% has been from Godalming”, says Sean.

Showroom comparisons

Designing space

3. KESSELER SHOWROOM

Nice design is more important than price, as a starting point”

Owner of retailer Kesseler Hove Sean Carter has opened a second showroom in Godalming, Surrey. We find out what the experience has taught him.

Starting with plotting the path through the space, helped him create areas for kitchen displays. In fact, Sean says his only design difficulties was choosing doors, worktops and flooring in one go. The showroom houses seven, large kitchen displays, a TV/media area, loft conversion with home office and walk-in

From the front showroom window, the multi-level space allows consumers to view the large expanse of kitchen displays

£15,000-£25,000, here £35,000-£60,000. The biggest kitchen we’ve sold is £84,000.”

Housed in an original WW2 warehouse, before it was converted latterly into a kitchen showroom, much of the structural work was already completed before Kesseler Surrey moved in. All Sean needed to do was add stud walls, decorate, paint, prepare and install flooring –which was the biggest expense at £18,000.

1. MULTI-LEVEL SPACE

Kesseler Surrey is housed in a former WW2 warehouse and is located on a busy road in Godalming

So, what are his expectations of kitchen retail next year? “I have two views. I’m concerned that it could be awful next year.” He says increasing energy bills could impact kitchen sales in the lower end of the market, adding “but there’s so much backlog in building work, which will carry people through.”

But it’s working as the company has also picked up its first contract sale of seven penthouses in Saltdean, East Sussex. Could this be a new sales avenue? “We are looking at it”, says Sean “I’ve told the contractor we won’t start until I’ve inspected the rooms are ready and we can fit kitchens in batches. That’s the only way we’ll accept it.”

Sean has set out his plans for next year, refitting the Hove showroom as a smaller version of Kesseler Surrey and opening a third showroom. Having already implemented a digital system, through Winner Biz software, so all orders can be accessed across the company, he maintains a third showroom won’t add an excessive amount of strain on the business. Plus, all showrooms will only need to sell one kitchen a week to break even.

Showroom trio

In fact, Sean believes the kitchen industry is “strong” and says it is building work which is delaying most retailers. “We’ve got 18 kitchens on order and we can’t organise fitting dates for half of them because we don’t know when the building work is going to finish. He exclaims “Prices are going through the roof for materials and labour,” And he adds: “My fear is the industry is going to price itself so high that at

Showcasing the path to navigate customers through the showroom, which spans two floors.

Retail forecast

Sean reports one in ten kitchen orders include a media room, and even more request a utility or boot room. However, it has been the popularity of home bars which has surprised him. “The biggest drinks cabinet we’ve sold so far is £9,000 on top of the kitchen. I didn’t realise how popular that is in this area and I did it as an afterthought in the showroom”, Sean confesses. In fact, he reports his biggest learning point was to have the confidence people want to spend more money, adding for his customers: “Nice design is more important than the price, as a starting point.”

4. MEZZANINE VIEW

5. POPULAR KITCHEN DISPLAY

This dual colour Shaker display is one of the most popular in the kitchen showroom, meeting a trend for timeless design

Now the showroom is up and running, Sean already has plans to create another display area boasting storage drawers with hobs in them and taps on top and is adding higher-value brands, including Liebherr, Falmec and Dekton. He exclaims: “When I opened, I didn’t know what the order value was going to be. We are now realising we can put higher-value things in here.”

wardrobe. “It allows us to show all the things we couldn’t at Kesseler Hove”, says Sean.

some point clients will turn around and say, ‘we’re not paying that’. We know of more price increases coming next year, and we don’t know when it’s going to end. It can’t keep going on.”

Along with a trio of showrooms, Sean also plans to create an installation company to service the shops and generate apprenticeships. “We want to bring young people into the industry”, exclaims Sean. “This industry is great if you’re motivated and work hard. I want to make sure we give something back.” He concludes: “By the end of next year, I will know how well the Surrey showroom has performed and, at that point, we’ll make a decision if we go for the next one.”

In fact, Sean reports customers from Hove are even travelling to the new Surrey showroom to see more of its offer, adding: “The Karndean flooring has been popular. Sometimes people ask for flooring in the kitchen, dining room and hallway, so are spending £6,000-£8,000 on the flooring alone. We also show bespoke lighting which can add £5,000-£6,000 on top of the kitchen without having to do more sales. It’s made a massive difference to us and our turnover.”

www.kandbnews.co.uk K&BNEWS OCTOBER 35 4 5

But how did he target this wealthy customer base? Shunning social media, as he says it doesn’t work for his business, Sean believes the shop window is still the most important way to advertise his kitchen showroom. He has invested in a sign written van and embroidered shirts for installers and when the company goes to fit a kitchen, Kesseler Surrey sends letters to neighbours apologising for any disruption and pointing out if they’re interested in a new kitchen, fitters have brochures in their vans. “We also send out handwritten mailshots to people who have planning permission for building extensions. So, we are doing things the oldfashioned way.”

Adding value

Old-school advertising

BUSINESS COMPANY PROFILE 36 OCTOBER K&BNEWS www.kandbnews.co.uk

2. MANAGING DIRECTOR

Headquartered in Bath, Somerset, Roper Rhodes was acquired by the Swedish Group Svedbergs at the end of last year

Joining a group which includes the bathroom brands Svedbergs and Marco Design in Sweden, as well as Cassøe in Denmark, how does Roper Rhodes fit within the portfolio? And will the UK business keep the brands of Tavistock and R2? Leigh Leather is adamant: “Our portfolio will remain as it is. We already hold the largest share of the bathroom furniture

Managing director of Roper Rhodes Leigh Leather explains what its recent acquisition by the Swedish Svedbergs Group means for the UK business and its trade partners“Business as usual but with new opportunities”

1

Although he won’t be drawn on whether the acquisition will see Roper Rhodes sell the Svedbergs brand in the UK, Leigh Leather comments: “Whilst Svedbergs has some brand recognition and appreciation with some

market in the UK, so we feel are doing something right. And we want to continue with this. Our R2 brand has seen spectacular growth over the last few years, and Roper Rhodes and Tavistock have also continued to grow too.”

3. DISTRIBUTION CENTRE

2 3

1. ROPER RHODES HQ

Joining group

Leigh Leather has 25 years’ experience of the bathroom industry and has worked for Roper Rhodes for the past decade.

As part of an ongoing environmental commitment, Roper Rhodes has announced a substantial investment to install solar panels on top of its distribution centre in Portbury, Bristol

Bath-based bathroom company Roper Rhodes has recently been acquired by the Swedish Svedbergs Group. It has seen the Dalstorpheadquartered company double its net sales and re-enter the UK market, as its Svedbergs brand was previously sold in the UK through distribution. But what does it mean for the UK-based Roper Rhodes? “Largely speaking, it’s business as usual but with new opportunities, presenting themselves as part of a wider group of bathroom design and manufacturing businesses”, says managing director of Roper Rhodes Leigh Leather. He explains: “There have already been multiple visits by our NPD team to Svedberg’s factory to observe their design and production process. However, it is a balanced relationship, as Roper Rhodes is the largest company within the group as regards revenue and staff, so group companies can learn from our business, and we have been welcoming many of their key personnel over to our head office as well.”

development which helps drive sales. Leigh Leather exclaims: “We have enjoyed strong double-digit growth during this period. In reality, if you haven’t been growing sales revenues in at least double digits, you’ve probably been doing something wrong or missing out! That said, this year could be (depending on the performance in the second half of 2022) our tenth consecutive year of sales growth since 2012 with our average growth being around 10% per annum. What has been marked though is that as well as seeing an increase in sales for what the company is most recognised for – furniture, we also saw significant growth in many of our other product categories such as mirrors, sanitaryware and brassware. In

As for its future plans, Leather says is to carry on driving customer satisfaction and delivering innovation through product development. The company has expanded its field sales team, which now totals more than 38, to serve retailers and has four display and installation teams working across UK & Ireland. In addition, it has three mobile showrooms, one for each of the Roper Rhodes brands, to take product launches out to customers. Embracing digital marketing, Roper Rhodes has also optimised bathroomrelated searches to drive traffic to the company’s website. Leather explains it has “resulted in over 85,000 visits to our Find A Stockist pages”.

5. PROLIFIC PRODUCT LAUNCHES

While Leather believes the biggest challenge for Roper Rhodes will be “retaining our culture and DNA and making sure we continue to focus on customer satisfaction and product development above all else. That won’t be easy now we are part of a larger group and a Plc.” He points out: “But Svedbergs Group is focused on designing and manufacturing high quality bathroom products, which is why we were very comfortable it would be a good ‘home’ for the Roper Rhodes business once Mark and Paul Roper decided to sell the company last year.”

In fact, Roper Rhodes strategy is to have major product launches every year, in every product category, for all brands, and it is new product

Although the company is growing sales through the project channel, Leigh Leather estimates 80% of Roper Rhodes business is still through retail and that it remains a showroom brand. He concludes: “As an independent family-owned business for over 40 years, we have grown working largely with independent family-owned businesses and retailers and we do not plan to lose sight of that.”

It’s certainly been a busy time for Leigh Leather who took over the role of managing director in 2020 at the height of the pandemic. He succeeded Paul Roper, who had been MD for 10 years. Leather has equally had an established career of more than 25 years in the bathroom industry but even so he has navigated some of the most volatile market conditions. He says his biggest point of learning has been to control what you can, as he explains “There have been so many headwinds and challenges which are out of our control, from COVID, sea freight increasing ten-fold, spiralling commodity, energy, fuel prices, rampant inflation and now a crumbling Pound Sterling. However, those factors are out of our control. What we can control, is stock, service, quality and product development.”Whiletheglobal supply chain has affected operations at Roper Rhodes, like many of its bathroom competitors. Leather exclaims the company has “good” stock levels of “high product availability”, for its merchant and retail showroom customers. “I’m pleased, and hope our customers are too, that our availability has not dropped below 96% OTIF during the past two years and is currently at 98.8% across over 4,500 stocked items”, says Leather.

6. TRIO OF BRANDS

Roper Rhodes offers a choice of three brands, Roper Rhodes, R2 and Tavistock which now features Marston furniture as part of its Classic Collection

Of course, the company has had to tackle inevitable price rises due to increased demand and the pressure placed on raw material availability. “It’s a really difficult situation but it’s also vital for both our customers and us to maintain our operating margins, because it’s this that allows us to invest in product availability, delivery, customer service and field sales support in addition to a continuous stream of new product development, all of which are the key to our and our customers success.”

4. AWARD-WINNING DESIGN

4 5 6

fact, this year over half our sales revenue will come from our other product categories.”

And its ability to service its customers has been recently acknowledged by the PHG buying group who awarded Roper Rhodes winner of its Instinct and Overall Supplier of the Year categories, at its annual awards.

Product focus

www.kandbnews.co.uk K&BNEWS OCTOBER 37

Retail brand

With a commitment for major product launches every year, R2 includes 600mm two drawer unit and Marine shower in black

bathroom retailers and designers in the UK, the UK market has not been a geographical focus, so far for the brand. We were not acquired so that Svedbergs or any other of the Group’s brands could be launched in the UK market.” But he concedes: “Of course that is one of the potential future opportunities that could lie ahead as a result of the acquisition, but not the reason or driver behind it.”

Control what you can

The Red Dot Design Award-winning Loop wall and magnetic vanity mirror, which can be placed anywhere on the mirrored surface.

How video can transform the business of KBB retailers

TrainingSALES

Different social media platforms have different size requirements for videos and so this

Attract new employees

Ok, so you have decided to bite the bullet and use video, but then you draw a blank. Here’s a quick and by no means exhaustive list of what you can use them for:

• Welcome or thank you for purchasing

their earnings are lower because performance related pay or bonuses are down. One sure way to keep your best people loyal, is to invest in their training so they will feel valued, motivated and are more likely to stay with you.

With more staff potentially on the move, it will pay to be seen as an employer that respects and supports staff. You will find it easier to attract new employees who are qualified, passionate and enthusiastic. Keeping the best team you can will result in a more profitable business.

in a challenging market

• Coach your team to do something every day before 9am that will make an impact to their sales performance. This could be selflearning plan or prospecting for a new contract client.

BUSINESS SME ADVICE

Before you rush outside with your phone, or

But what practical ideas can retailers adopt to enhance their business? Here are three simple tips to help increase sales conversion rates, achieve higher order values and increase your company profit.

• celebrations

Using your videos

Now for the technical stuff. Once you have your video, or series of clips ,you will need to polish it up and get it ready for the public. This is where many brands fail and yet it is so simple to do. There are dozens of software tools out there and my personal favourite is veed.io. There is a paid account but even on the free one you can make splendid videos that you can alter to fit the platform size, add subtitles, cut out errors or gaps and even add emojis! Please remember that if your video has a spoken audio, you should always be adding subtitles so the hard of hearing can access your material.

Retain best staff

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

Maintain customer service

Attract, engage, convert!

book a big production company, you will need to decide strategically where and how you want to use video. Videos can be placed on your website, your social media platforms and even embedded into your newsletters, and they each serve a different purpose in the client acquisition cycle. So you wouldn’t place a “thank you for your purchase” video on social media but you would add it to the email follow up you send to the client.

SOCIAL MEDIA

• How to tutorials

Everyone agrees we all need to do more to help train and professionalise our industry but finding the time is often the biggest barrier for most businesses. With a long-held passion for sales training, training is an investment in a business that will help growth and prosperity.

• Retail floor or factory walk throughs

• Testimonials and reviews

Video is rapidly becoming the ultimate form of content for attracting and converting clients. As a result, the KBB industry has an opportunity like never before; and while you could spend as much as you wanted on video production, the good news is that it can be easily, and competently, done for free. All you need is your phone! You don’t even have to show yourself or any camera-shy colleagues; videos can just as easily be animated photographs, images, or products.

Video ideas

If the market gets tougher, staff are tempted to look around for a better position, especially if

• Sale or promotional announcements • Behind the scenes • Employee or colleague highlights • Industry events • Video blogs

Independent retailers are facing unprecedented challenges in supply, inflation, cost of living crisis and future market confidence and whilst the most successful companies understand they need to invest in their people, some see it as a time to batten down the hatches. And there are three reasons why investing in training is even more important in a challenging market:

38 OCTOBER K&BNEWS www.kandbnews.co.uk

• Product demonstrations

Seasonal

All of these are easily done with nothing more than your phone and some free software but they all serve the same purpose- to show clients and customers not only your products and services but also your culture and personality as a brand. Emotion is what drives sales, and nothing is quicker than video at building a connection and tapping into emotions.

• Always question customers with alternative

With consumer confidence lower for some customers, they may be uncertain about investing in their home. Having staff that are better trained on how to close the deal, and overcome uncertainties and objections, can have a positive impact on sales.

COMPANY: Simon Acres Group

options and provide a deadline where a decision needs to be made by giving a valid reason, such as a manufacturer`s pending price change.

is another reason why I use Veed. In one click I can have the same video resized for ALL my platforms, saving me time and energy as I don’t need to re shoot them.

CONTACT: www.rdr.link/KAI039

I think we often worry about looking foolish or getting it wrong. It’s a human thing. But this is why I am a passionate advocate for continuous personal and professional development, because whatever happens you can learn from it and develop a growth mindset to power forwards with purpose. The more you know about yourself, your desire and your skill set, the more you can play a part in supporting others and making our industry even better. Let’s do this!

www.kandbnews.co.uk K&BNEWS OCTOBER 39

EXPERT: Peter Jones

CONTACT: www.rdr.link/KAI041

director at Omega PLC with 20 years’ service, he has worked management tiers from B2C at John Lewis and also B2B sales with The PJH Group. Acres was also retail corporate chairman of the KBSA, a trade association for the Kitchen, Bedroom and Bathroom industry, for 10 years.

and get some shopfloor feedback, learn from other sectors and seek an outside opinion. Sometimes, the biggest obstacle is staring you right in the face. We can spend too long doing things the way ‘we’ve always done them’ because we can’t imagine another way – I get it. Change can be scary but you can flip the fear and make it your best tool for introducing change with a difference. Newsflash, you’ll never feel completely ready but without risk there is little reward.

No one works solely for a paycheck anymore and, with greater integration across teams and functions to meet the demands of the pandemic and supply chain disruption, it makes sense to discuss how to attract the right person for your business. Don’t just ask members of the senior team, be brave

Above all, I am seeing a trend towards employees and employers taking a more bespoke approach to job creation and company evolution. Trust me when I say that time spent on succession planning and getting clarity about your short, mid and long-term goals will make or break your future. So ask yourself some searching questions, be your own guide, and think about the business you want to become and the people you will need to attract to get there. It really is up to you to take responsibility for your own destiny rather than relying on routine procedures.

BACKGROUND: Simon Acres is managing Director at Simon Acres Group, a KBB, merchant and construction service provider to include recruitment, accredited sales training, and production. Formermediagroup sales

COMPANY: The Social Media Lady

EXPERT: Anna Rump

BACKGROUND: Consultant Anna Rump of The Social Media Lady 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/KAI040

The Simon Acres Group Customer Engagement Sales Training has previously been accredited by OAL (Occupational Awards Ltd) and those that have been on the course say that it was extremely informative and provided many new sales techniques. Learners that complete the course will be awarded a SAGL certificate of achievement

Jobseekers, the same apples to you. If you have been putting off something - whether it is finding out more about a role, retraining or even having a confidential chat with a recruiter - I urge you to do it now.

If your video uses images or stills, then apps like Capcut or Inshot are free, fabulous and mean you can create all sorts of effects from inside your phone and even add music. If you are adding music from inside a social media platform such as TikTok, Instagram or Facebook, then it is essential you have a professional account. This is because NOT all music is licenced for commercial use and you will face legal action at worst, and your account being blocked at best if you break these rules.

According to Neale Donald Walsh, ‘Life begins at the end of your comfort zone’ and I want you to live with passion and confidence so you can follow your career dreams. Often we never appreciate the way we can inspire each other to make positive changes, so if you won’t do it for yourself, will you do it to be a role model for your family, friends and colleagues? Step up, ask for help and give it a go.

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

Bespoke job creation

As more and more job seekers are breaking down what they want from the workplace, and how they want to grow and develop, the recruitment game has been turned on its head. Brands within the KBB and builders merchants industry are known to be a ‘people business’ and this is why retention and outreach needs to have employee wellness at its core. We live in an age of automation, with huge breakthroughs in AI and digital services, but we must remember that we are humans not machines. With this in mind, I urge employers to keep an open mind with regards to new technology, which can connect human to human more quickly, e.g. maximising LinkedIn profiles, bedding in video content and ensuring your social media is consistent with brand values.

ChangeRECRUITMENTforthebetter

COMPANY: Foyne Jones

Hopefully this has inspired you to start using video in your social media posts at least but if you want some help just reach out, The Social Media Lady is always happy to help.

EXPERT: Simon Acres

Risk reaps rewards

• Always agree the next stage. This should be when a customer leaves the showroom and is also as important, after every phone conversation.

Two-minute tour of Clerkenwell Design Week

Managing director of KBBG Bill Miller says kitchen sales have been strong in 2022 with a growth in enquiries and higher order values but says the current levels are not sustainable. He predicts the market will tail off in the second half of the year. However Bill Miller also believes there is still plenty of pent-up demand for kitchens, with mid-to-high end retailers relatively sheltered from economic and political factors. Watch the video at www.rdr.link/KAI043

Why social media is essential as part of a plan for kitchen design businesses

In a two-minute tour of Clerkenwell Design Week, we take a look at the activities hosted by bathroom and kitchen showrooms participating in the event. We visit VitrA, Ideal Standard, RAK Ceramics, Duravit, Saneux, TOTO, Kohler and Cosentino to see new product launches, new showrooms, art installations, exhibitions, as well as a pedi-powered bar. See the video exhibition review at www.rdr.link/KAI044

UAE manufacturer RAK Ceramics has opened its first global Design Hub in Clerkenwell, London. Spanning over two floors, it showcases the company’s sanitaryware, tiles and brassware. Created “as an immersive environment to inspire creativity”, the design hub includes a working kitchen and tap display, Virtual Worlds 4D Theatre and a Grab and Go sample area. Watch the video at www.rdr.link/KAI045

RAK Ceramics Global Design Hub

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. Plus we’ve now added showroom tours. Here are our latest, just in case you’ve missed them

Director of The Wood Works Joshua Delane explains why social media, in particular video content, is essential as part of a marketing strategy for kitchen design businesses. He points to the importance of short form video for Instagram and TikTok and advises kitchen retailers on how to turbocharge their social media presence. Take a look at what he has to say at www.rdr.link/KAI042

KITCHENS & BATHROOMS NEWS

BUSINESS PROMOTION 40 OCTOBER K&BNEWS www.kandbnews.co.uk

Kitchen retail in 2002 and the impact of a slowdown

Followed shortly after perhaps by ‘What are you looking for today?’ All perfectly normal and valid questions of course, but dare I say quite stilted and not helping you build a connection with yourThesecustomers.kindof conversation openers don’t make your customers feel special and they certainly don’t help you sell yourself –something that, when the competition is so fierce both on and offline nowadays, you need to be very quick to do. No-one likes an overbearing customer service experience, with a salesperson on their tail as they browse, or being greeted by a round of applause for being the first customer through the door on any given day a.k.a the Apple store in NYC.

How often when a customer walks into your showroom is your opening line ‘Can I help you?’

Once they’ve had some time to browse you can

Charge for design

build on that early connection, asking them the golden question ‘What has changed in your life to make you want a new bathroom or kitchen?’ And there you have it. A point of conversation. Whether their answer is ‘we have a baby on the way’, ‘we’ve inherited some money’ or ‘we’ve just moved home’, you’ve got something to talk about. Something of interest that isn’t all about you or your products, but is all about the customer. Just as it should be. By telling them your story first, then investing in theirs you’ve paved the way to selling them your consultation, not a bathroom or a kitchen, which let’s face it they could potentially get from elsewhere.

Building sales confidence

Once you’ve done the home consultation 4D Theatre really does the selling for you. It doesn’t just encourage interaction, it offers a fully immersive design experience that customers will find it hard to walk away from. Conversations are turned into conversions and the technology does the hard work for you.

On the home visit talk your customer through the fundamentals like ventilation, pipework, etc. It’s a powerful way of educating them about potential pitfalls and it’s when they realise they need you and your services. By introducing your design service fee, reassuring them it will be refunded from the project if they decide to go ahead, you’ve created an easier sell for staff who may lack the confidence to ask for a fee.

Let the confidence build up and perhaps a year down the line try offering a 50% refund on the design fee if the project goes ahead. Another year later, don’t offer any money back at all. Remarkably, you’ll find that it makes no difference – your customers will be happy to pay you, because you’ve shown confidence in yourself.

Build on connection

And this different way of selling yourself, your showroom and your expertise shouldn’t stop there. When it comes to the consultation stage, I see too many retailers willing to offer a free design as a selling tool. All you’re really doing though, is selling yourself short. Teach your designers their work holds as much value as an architect. Consumers should pay to get the right person for their consultation. Approach it by suggesting if a customer wants a home consultation they need to pay a fee, but only if they feel they have received value for money.

It’s impossible to argue with, as there is no obligation to pay.

Timeconsultations to sell yourself

LAST WORD NEWS & VIEWS www.kandbnews.co.uk K&BNEWS OCTOBER 41

Managing director of Virtual Worlds Nathan Maclean says independent retailers should take a different tack to selling their service, including charging for design

But, the Americans do have a point when it comes to treating every customer as though they were your first. Welcome the customer in by telling them the story of your showroom. How about ‘Hello, just to let you know we have 15 displays, each one overcoming a particular problem.  Feel free to look around.’ That’s it, you’ve cracked it. Connection made.

Reginox UK Ltd..........................................................................(page 16) www.rdr.link/KAI112

1. Wolseley buys majority share in C.P.Hart

3. Falmec UK appoints first chief financial officer

3 1 2

KBSA..........................................................................(inside back cover) www.rdr.link/KAI108

Merchant group Wolseley has bought a majority share in bathroom specialist C.P.Hart, expanding its business into the premium bathroom retail space. The move will allow C.P.Hart to accelerate its expansion plans, and to share knowledge and expertise with other Wolseley businesses. According to the merchant group, the acquisition will see a seamless transition –all outlets will operate as normal and there will be no changes for customers. The full story appears at www.rdr.link/KAI046

Lakes Bathrooms Ltd................................................................(page 15) www.rdr.link/KAI109

Topwww.kandbnews.co.uk3

Launching this autumn is a botanical collection by tile and stone supplier Ca’ Pietra in collaboration with artist Clarissa Hulse. The nature-inspired collection came about from Clarissa Hulse’s love of plant silhouettes, taking photos of flora and using water colour, screen printing and digital techniques to create light-filled compositions. Ca’ Pietra x Clarissa Hulse matt porcelain tiles come in three ranges and have been created for use in the bathroom and kitchen. View the entire story at www.rdr.link/KAI047

www.rdr.link/KAI048

Crown Products....................................................................(back cover) www.rdr.link/KAI103

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.

Hill’s Panel Products Ltd..........................................................(page 25) www.rdr.link/KAI106

Due to its growth in the UK, at the beginning of managerRonwithDuringheldfollowingofficer.Stuartmanufacturer2020, extractionFalmecUK hasappointedRidgeasitsfirstchieffinancialRidgehasjoinedthecompany12yearsatBlancoUK,whereheasimilarroleasfinancialofficer.histimeatBlanco,RidgeworkedthreemanagingdirectorsincludingBlountwhoisnowsalesdevelopmentatFalmecUK.Readmoreat

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

Hafele UK Ltd..............................................................................(page 32) www.rdr.link/KAI105

TK Components Ltd..................................................................(page 21) www.rdr.link/KAI114

Cosentino UK..............................................................................(page 11) www.rdr.link/KAI102

Medite............................................................................................(page 9) www.rdr.link/KAI110

VADO............................................................................................(page 26) www.rdr.link/KAI115

Franke UK Ltd............................................................................(page 23) www.rdr.link/KAI104

Riobel........................................................................(inside front cover) www.rdr.link/KAI113

ADVERTISEMENT INDEX

NEWS & VIEWS MAKING HEADLINES 42 OCTOBER K&BNEWS www.kandbnews.co.uk

Ideal Standard............................................................................(page 29) www.rdr.link/KAI107

Aura................................................................................................(page 4) www.rdr.link/KAI100

2. Ca’Pietra | Ca’ Pietra x Clarissa Hulse

Perin & Rowe..............................................................................(page 17) www.rdr.link/KAI111

C R Laurence UK Ltd..................................................................(page 18) www.rdr.link/KAI101