Appliance Retailer August 2015

August 2015

RETAILER

APPLIANCE BROWNGOODS WHITEGOODS SMALL APPLIANCES COMPUTERS & COMMUNICATIONS

Harvey’s Rookie Steps Up Shriro Prepares For Alex Perry Dick Smith Chief Takes To The Road Feature: Cooking • Integrated • Freestanding • Rangehoods

Smeg celebrateS 30 yearS of tHe claSSic collection Smeg celebrateS 30 yearS of tHe claSSic collection

✱ contents

VOLUME 21, ISSUE 7

08

14

16

18

21

43

06 Editorial 08 News

APPLIANCE

August 2015

RETAILER

Cover

Story BROWNGOODS WHITEGOODS SMALL APPLIANCES COMPUTERS & COMMUNICATIONS

14 Retail Rules 16 Digital Retailer 18 New Gadgets

21 Cooking Integrated Appliances 34 Cooking Freestanding Appliances 43 Cooking Rangehood Appliances 51 Best of Service

Harvey’s Rookie Steps Up Shriro Prepares For Alex Perry Dick Smith Chief Takes To The Road Feature: Cooking • Integrated • Freestanding • Rangehoods

Smeg celebrateS 30 yearS of tHe claSSic collection Smeg celebrateS 30 yearS of tHe claSSic collection

ALWAYS IN THE BEST POSSIBLE TASTE Smeg is celebrating a 30 year collaboration of architectural design with the latest release of its world-leading design aesthetic, the Classic.

The purity and essence of Classic exudes that elusive and timeless “Made in Italy” style. As technology has leapt forward over the years, each new release of Classic has featured ever-improving cooking technology, now with the latest iteration of Thermoseal technology optimum humidity control without the need for expensive or complicated steam systems. It’s the seal of taste.

Precision matched Compact ovens include the new Speed oven, microwave with grill, steam oven, combi steamer, and coffee machine. A full glass door kit is also available, so if a Compact is placed next to a 60cm oven it can line-up exactly with a matching warming drawer to finish the line.

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APPLIANCE RETAILER AUGUST 15

✱ company index Ariston 30, 31 Belling 40 Blanco 28, 30, 38 Bosch 28, 30, 32, 41, 42, 46, 48 Condari 48 De Dietrich 24, 28 De’Longhi 12, 23, 24, 29, 35, 36, 46, 48 Eurolinx 24, 30, 31, 35, 36, 41 Euromaid 28, 31 Falcon 40, 42, 48 Fisher & Paykel 28, 32 Gaggenau 46, 48 GfK 14, 15 Glem 41, 42, 49 GoPro 20 Indesit 24 Ilve 24, 38, 45 Kleenmaid 24, 30, 40, 42, 48, 49 Lumix 19 Miele 31, 32, 41, 46, 49 Mitsubishi Electric 39 Moto 18, 20

Navman 19 Nespresso 2, 3, 5 Nikon 20 Nintendo 19 Omega 31, 32, 48 Parrot 19 Pendulumic 18 Philips 19 Qasair 49 Samsung 31, 32 Schweigen 9, 43, 44, 45, 46, 47, 48 Siemens 28, 30, 45, 48 Smeg OFC, 10, 21, 22, 23, 25, 33, 34, 35, 37, 45, 46, OBC Sony 17, 18, 20 TomTom 18 Topfield 11 Uniden 7 V-Zug 28, 30 Westinghouse 21, 22, 24, 26, 27, 44, 46 WeMo 16 Zip Industries 9

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Q editorial

Published by The Intermedia Group Pty Ltd ABN 940 025 836 82 41 Bridge Road, Glebe NSW 2037 Australia Telephone 02 9660 2113 Facsimile 02 9660 4419 Email: appliance@intermedia.com.au

www.intermedia.com.au ISSN: 1328-1852 Managing Director Simon Grover

RETAILER

APPLIANCE

Editorial Director James Wells james@intermedia.com.au Editorial Consultant Claire Moffat cmoffat@intermedia.com.au Journalists Emily Bencic Kymberly Martin General Manager – Sales Rod Riley rod@intermedia.com.au Graphic Design Alyssa Coundouris Prepress Tony Willson Production Manager Jacqui Cooper jacqui@intermedia.com.au Production Assistant Carly Saillard csaillard@intermedia.com.au Head of Circulation Chris Blacklock Subscriptions Ph: 1800 651 422

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Harvey Norman shows how to be a little Cavalier

T

he biannual Harvey Norman conference represents the largest gathering of suppliers and retailers within a single industry event. It is also the most important week from a strategic perspective for the publiclylisted retail group. It is not just the 900 seat gala dinner held in the Crown Palladium, the 8,000 square metres of exhibition space of prestigous supplier stands at the Melbourne Showgrounds, or the attentive attendance from an army of uniformed franchisees.

It is the obvious momentum and confidence that the group displays after shaking off its reputation as a slightly unorthodox and occasionally disorganised bunch of retailers and proven it is now a focused and disciplined unit.

The leadership within a company comes from the head of the organisation as well as the most motivated and passionate individuals within it.

So,everyone was interested in the words from Harvey Norman’s executive chairman Gerry Harvey who provided an insight behind the scenes of the multi-billion dollar business.

Harvey claimed market shares are increasing in almost every category, but it is the shopper experience that he is most excited about.

“Our job in Harvey Norman is to give you a good showroom and give you a good buying price, and your jobs (franchisees) is to make sure you have very good salespeople. There is no argument with anyone out there that I am aware of that in our shops we give you a better presentation, we give you a better offer and it is a superior product to what we have got in the opposition.”

This shop experience was best demonstrated during a recent 11.00am visit on a Tuesday to the winner of the Harvey Norman franchisee of the year – Steve Cavalier and his Bundall superstore on the Gold Coast.

Store staff were dressed impeccably, all smiling and laughing with each other and genuinely enjoying being

at work. Although only a handful of consumers were shopping in the massive store bursting with shelves of products, each staff member was busy with a job to improve the store appearance or merchandising.

In accepting the award for Queensland Store of the Year and Franchisee of the Year, Cavalier passionately exclaimed that even though he opened the store in 1988, the secret to what keeps him going is simple: “The reason I do it – it’s because I love it”.

Cavalier also credits the support of the head office team at the Flemington office in Sydney including Haydon Myers, Rob Nelson, David Ackery and also EA Helen Bird who is not only one of the hardest working people within the company, but also one of secrets to the business’ efficient administration.

But it was Ackery himself who provided the best guide on how to be the very best in game when he described Cavalier’s approach to retailing.

“I don’t know of anyone with more energy in the business and we certainly have a lot of energy in our franchisees. I don’t know of a guy that comes up with more ideas as to how to squeeze the most out of every opportunity that he is given. I don’t know a guy that challenges us more about decisions and strategies. I don’t know a guy who supports strategies and actions and puts them into place not only in business but also in the men and women that he leads.”

The dictionary definition of ‘cavalier’ is a light-hearted, gallant or chivalrous man who has the tendency to domineer, but is an advocate of the principles of the monarchy” – an appropriate metaphor for the Harvey Norman group and its franchisees in general.

James Wells Patrick Avenell is on leave.

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✱ news Accepting the $140,000 cheque raised at the Harvey Norman Expo for the Melanoma Institute is (l-r) James Economides Melanoma Institute, David Ackery Harvey Norman, Jonathan Stretch, Deputy Director of the Melanoma Institute and MC Daniel MacPherson.

HARVEY GIVES MELANOMA INSTITUTE A STANDING OVATION More than 900 guests at the Harvey Norman Gala Awards Dinner at the Crown Palladium in Melbourne donned a Melanoma Institute scarf in support of the charity which was the major fundraining focus during the Harvey Conference and Expo.

During the week long Harvey Norman Conference and Expo last month, the retailer ran a significant fundraising campaign for the Melanoma Institute of Australia. The result was a cheque for $140,000 which was to Institute directors, Jonathan Stretch and James Economides.

Not only did suppliers and retailers donate generously to the Institute, but 123 skinchecks were conducted on franchisees during the week.

Ashley Collins takes out Harvey Rookie of the Year One of the most prized Awards handed out at the Harvey Norman Gala Awards event in July was Rookie of the Year.

It is an award of encouragement and motivation to the ranks of the younger franchisees who are carving a career path with the industry’s largest retailer.

This year it was Ashley Collins, franchisee at Harvey Norman, QVH Melbourne who picked up the award.

Until recently, Collins spent his formative years in Queensland, where he first joined Harvey in January 2007 on the sales floor in the Rockhampton store. In 2009, he was promoted to audio visual manager/floor manager at Harvey Norman, Oxley.

By January 2013, he had moved up to the position of store manager at Oxley in January 2013 before moving down to the QVH store in Melbourne, in November last year. He has a Bachelor of Business Degree majoring in management, economics and leadership.

The Award was made to Collins by Harvey general manager of the Home Appliances Division, Haydon Myers.

“To the franchisee that I met on a sales floor close to six years ago, when 8

APPLIANCE RETAILER AUGUST 15

By Claire Moffat

(l-r) David Ackery, Haydon Myers, Ashley Collins and Daniel McPherson.

we met, we shook hands and I instantly thought that this person will absolutely go somewhere,” he said.

“The franchisee has never said no, and they have built a rapport with their individual franchises within their state. I have been impressed with, the way the franchisee has represented themselves on one of our most significant steering committees and in one of our biggest states. And the franchisee Rookie of the Year is Ashley Collins,” Myers said.

When he accepted the Award, Collins told the audience, “Wow, thank you very much David and Haydon. Firstly, I would like to thank Nik Papa, Shaun and Troy and the team we have in Victoria – just a fantastic support community after moving down not so long ago.

“Also a special thank you to my partner Jess who puts up with a lot and gives me a smile every time I come home after stocktakes, we all know what that’s like. Thanks very much.”

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news ✱

Shriro boosts Handley and Sims ahead of Neil Perry launch

Maver Sims. Craig Handley.

Zip taps into market demands The booming housing market combined with Australia’s never ending appetite for building and renovating homes, puts Zip Industries in a good position to capitalise on sales. The company had a dedicated stand at the recent Harvey Norman conference, showcasing its new Design range of HydroTaps.

“From a Zip perspective, I was delighted to be offered the chance to be part of the whole week. Harvey Norman are certainly a partner we are looking to do a lot more business with in the future from a residential point of view,” Zip Industries residential business manager, Cliff Thompson said.

“I think that Harvey’s themselves would acknowledge that they probably didn’t get the numbers they were hoping for over the two days of the public Expo.”

“Having said that, we were happy with the response from the public to our stand and the new Design range of HydroTaps,” Thompson added.

The HydroTap makes boiling, chilled and sparkling water instantly available to users, combining stylish design with energy efficiency and environmental responsibility.

Thompson was pleased that most people knew who they were as a brand and visitors were excited to see the company offering a wider choice in terms of design.

“Both Nik Papa and Sean Dixon from Harvey Norman did a great job in terms of trying to get the most out of the visitors including doing live reads/crosses to our stand,” Thompson commented.

SCHWEIGEN SPREADS ITS WINGS

(l-r) Luke Hayward, WA brand manager, Paul Honeyman, QLD brand manager, David Earl, VIC brand manager.

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Schweigen mounted its first ever display at the 2015 Harvey Norman Conference and Expo. Schweigen CEO, Anthony Fletcher said that the opportunity to meet the vast team of Harveys franchisees was invaluable for his managers.

“Harvey Norman held an extremely well planned public Expo with live demos and a large range of products for the consumer to watch, touch, and feel. With lots of giveaways and special pricing, it was a great experience to attend,” he said.

Shriro has moved Craig Handley into the role of General Manager Retail Appliances Blanco and Omega. Handley had previously been General Manager of the Retail Appliance Division, including the Omega brand. He had held that role since 2014 after three years as National Sales and Marketing Manager, Omega. Handley joined Shriro in 2011 after working for Hagemeyer Brands Australia as MEA National Retail Sales Manager.

Shriro CEO Mike Westrup, explained to Appliance Retailer that, “Craig was promoted to General Manager Sales and Marketing for Omega retail appliances in December 2014 . More recently, his responsibilities now include Blanco retail appliances from July 1. “ “Maver Sims has taken on the additional responsibility of Robinhood within her Housewares portfolio which includes Everdure and Omega Altise. Neil Perry Appliances is on track for October 1 release.

We have had very positive support both commercially and at retail for the product range, everyone is really excited and we are counting down the days,” Westrup said.

Hocking moves into senior sales at EHP WA

Electrolux Home Products (EHP) has promoted Jarrod Hocking into the role of WA State Sales Manager managing a team of eight sales professionals. He replaces Rod Cronan, who passed away in July following a battle with cancer after working with EHP for ten years.

Hocking had previously held the position of EHP Field Sales Manager Perth Area for three years and commenced his sales career with Cadbury Schweppes in 1997. He covered the Perth area as a sales representative calling on and managing major independent and corporate retail grocery chains.

APPLIANCE RETAILER AUGUST 15

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✱ news How Smeg is keeping its Classic alive Timeless design, simplicity of functionality, and choice of flexibility has allowed Smeg’s Classic oven range to endure thirty years in the market, according to National Marketing Manager, Jim Kalotheos, who discussed the milestone achievement with Appliance Retailer.

The aesthetic of the Classic oven will be revolutionised with new models being introduced to the range, which were showcased at an exclusive media event at Alexandria, in Sydney’s east, late last month.

According to Kalotheos, the appliance market has been “reinvigorated” by the quality of the latest TV cooking shows.

“Consumers are inspired by reality cooking shows and the celebrity chef. It has created a renewed interest in food and home cooking. It also makes people eager to buy their own produce and spend more time in the kitchen.”

Kalotheos has also noticed an investment from consumers in new products with the current housing boom and rise in the renovation market.

“Many consumers are choosing to downsize as they opt for apartment and unit style living due to ridiculous house prices. To meet this market trend, we need to offer flexibility with our appliances and that’s why we have such a wide range of oven sizes and styles. In

By Emily Bencic

L to R: Smeg Australia national marketing manager, Jim Kalotheos, Harvey Norman cooking business development manager, Peter Oastler, Harvey Norman home appliances general manager Haydon Myers, Smeg Australia national sales manager Wayne Campbell.

particular, our 45cm oven garners huge demand among consumers.”

Smeg has been investing in R&D and discovered a need for time-saving, hassle-free appliances with a strong focus on both aesthetic appeal and technological innovation.

“For example, we understand that consumers are often time poor so we introduced the compact speed oven which can cook a 1.5 kilogram chicken in just 30 minutes,” Kalotheos said.

When asked about the marketing plan for the new models of the Classic range, Kalotheos suggested that there will be an innovative training program in place for its retail partners, ‘James Bond’ style, (with further details to come.)

“As a premium and aspirational appliance brand, we need to be creative to sustain the excitement around our products so we have decided to do something completely new and different,” he explained.

HK FAIR TAKES ON MORE TECH ZONES

The annual HKTDC Hong Kong Electronics Fair is expected to be bigger and better this year with two new product zones, Smart Tech, and Robotics and Unmanned Tech. The 10

APPLIANCE RETAILER AUGUST 15

Smart Tech zone will present wireless connected electronic devices compatible with app and ‘Internet of Things,’ with exhibitors such as Haier and Intel.

The Fair will return to the Hong Kong Convention and Exhibition Centre in October 2015 with over 4,100 exhibitors, showcasing audio visual products, computer and peripherals, digital imaging, electronic gaming, in-vehicle electronics, navigation systems, home appliances and security products.

electronicAsia will also take place at the same time under the same roof, providing an ideal opportunity to entrepreneurs who want to explore new possibilities for crossover businesses and to extend their networks to new areas.

During the twin fairs, there will be a series of seminars, forum and networking receptions for exhibitors, buyers and visitors to share the latest trends and development of the electronics industry, as well as expand their business networks. Some exhibitors will also introduce new products at the Product Demo and Launch Pad. Appliance Retailer will be reporting from the Fair in October, bringing our readers the latest news, technology and products.

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Topfield TRF5300 Series PVR with Quad Recording Topfield’s TRF5300 Series is the latest in high definition PVR technology. Sporting three hard-drive capacity options of 500GB, 1TB or 2TB, the Topfield TRF5300 Series boasts an impressive Quad Recorder feature, allowing you to record four shows simultaneously while playing back a fifth pre-recorded show - Never miss your favourite show or sporting game again!

With incorporated IceTV interactive electronic programme guide, you can select a program from your smart phone and you can record an entire series without the need of the internet. Topfield’s Advertisement Skip feature allows you to skip the ads in playback for uninterrupted viewing.

Twin high definition digital tuner with Quad Recorder (Record 4 shows at once, and watch a fifth in playback)

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Series Recording with Ad Skip - Never miss your favourite show LAN supported and Wireless connectivity via optional wireless dongle Access to YouTube, Facebook, Twitter, Weather and more

www.topfield.com.au Or phone: 1300 766 440 to place an order

✱ news Dick Smith chief takes to the road for charity As major partners of Variety Bash (Australia’s largest motoring event), Nick Abboud, CEO of Dick Smith Electronics and Jason Dooris, CEO of Atomic 212 (Australia’s largest independent media agency), traded their suits for race wear this month and bunked down together to help raise money for children’s charity Variety.

Together, they drove the ‘Brain Train’ which was inspired by research that shows that when awake, the human brain produces enough electricity to power a small light bulb.

Dick Smith Electronics and Atomic 212 have worked together for three years and Dooris has been an important support for Dick Smith’s move into the small appliance market and to launch a new sub retail brand ConnectedHome.

By Claire Moffat “Firstly, sitting in a car next to someone for that length of time, you really do get to them in a way that you can’t in a business environment. Second, the experience is enhanced by the surroundings and the joy on the faces of the children in remote towns when they see this pink car travelling through,” Abboud said.

Abboud said that these types of ‘old school relationship activities’ were important to the culture of the Dick Smith business.

“Some people [in the appliance industry] get very afraid about being transparent and being up front about business, but I prefer to come from a customer point of view. When I see how surprised people are when they see us driving the Brain Train, I have a better understanding of their needs,” he added.

Dick Smith CEO Nick Abboud and Jason Dooris Atomic 212 with their Variety Bash car – the ‘Brain Train’.

The Brain Train and their involvement in the Big Bash is a representation of their work together, and they agree that the opportunity to travel through the various country towns on the route enables them to better understand their customers.

HOW DE’LONGHI COMBINED PRODUCT AND STRATEGY AT HARVEY EXPO

The De’Longhi team were all smiles at the Harvey Expo.

The De’Longhi Group put its industry muscle behind its powerful kitchen brands De’Longhi, Kenwood and Braun to present a purposeful display at the recent Harvey Norman Expo. The supplier also joined with its key Nestle partner, Nescafe Dolce Gusto and was positioned adjacent next door to its Nespresso partner. According to De’Longhi general manager sales and marketing, Tom Mitchell, the stand enjoyed a particularly focused delegate discussion around non product execution.

“Assuming that the product innovation is looked after from our factories, the feedback we received from franchisees was centered on in-store execution.

“New Trans Look interactive technology, point of sale, permanent displays, first release, exclusive models, new categories, colour trends and innovative packaging were just some of the touchpoints that provided us with invaluable conversations on how to add value to the relationship at an individual and a collective level,” he explained.

“As the industry focuses more on supply chain and demand planning, this conference gave both parties the opportunity to evaluate what could work if we planned together, rather than approach an opportunity ad hoc.”

“In order to showcase these innovations when the consumer was going to attend, we decided to create The Mystery Room as we wanted to take full advantage of discussing business at the grass roots level,” Mitchell added.

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APPLIANCE RETAILER AUGUST 15

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✱ feature

Retail Rules, OK! Retail 4-5-6-7 Norelle Goldring from GfK introduces a new series on principles of retail profit, growth, store execution and customer experience.

M

uch has been made of the change in shopping behaviour with the rise of digital and mobile over the past few years, with words such as ‘omnichannel’, ‘multichannel’, ‘seamless execution’, and ‘total retail’ frequently bandied about with reckless abandon.

But, the principles of effective physical store retailing remain fundamentally the same. And many of the physical store principles apply to the online space. So the good folks at Intermedia, publishers of National Liquor News, Convenience & Impulse and Appliance Retailer, suggested it might be time for a refresher on retail principles, irrespective of channel.

In this new and extensive series of articles we’re going to cover ‘Retail Rules 4-5-6-7’ across the following areas:

4 x retail profitability measures There are more, but we’ll cover some of the key ones revolving around profitability of your store space and inventory including: 14

APPLIANCE RETAILER AUGUST 15

• Gross margin return on inventory (GMROI) • Sales/rent ratio eg sales and profit per square metre • Product/price mix • Customer lifetime value.

5 x retail growth objectives These are the means by which retail grows. These tie directly to promotional mechanics you may use. They are: • Traffic/footfall • Basket penetration and incidence • Frequency and inter-purchase interval (IPI) • Average weight of purchase (AWOP) • Spend.

6 x point of purchase (POP) drivers These are the things you execute instore to achieve growth objectives and store hygiene measures. The ‘RSVP3’ POP drivers include: • Range • Space and layout • Visibility and display • Price

ABOUT

NORRELLE GOLDRING & GfK Norrelle Goldring is Head of Shopper Insight & Retail Strategy at global consumer research and retail datahouse GfK. She has 20 years’ experience in retail and liquor across manufacturer, retailer and agency roles with companies ranging from Diageo to Coca-Cola to Vodafone Stores. Norrelle helps improve shopping experiences by understanding how and why people buy things. At last count she had visited more than 700 of Australia’s cellar doors and over 100 US brewpubs and bourbon distilleries. Call Norrelle on 0437 335 686 or email norrelle.goldring@gfk.com.

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feature ✱ DIGITALISATION: MAJOR INFLUENCE ON RETAIL GROWTH

“

Stores with lots of shelf space as you see in grocery may want to use sales per linear foot of shelf space.

”

• Promotion • Persuasion (role of store staff).

Also Communications eg use of digital and mobile apps.

7 x shopping experience dimensions Using Dr A K Pradeep’s shopping experience dimensions from his book The Buying Brain as a framework, we will tie shopping experience dimensions and their importance back to how they can be executed against instore, and how this might change by category. Shopping experience dimensions include: • Rational: information, education and simplicity; and the more • Emotional: store environment and ambience, entertainment, self-worth, community.

So stay tuned for the first of the series on retail profitability metrics in the next issue.

In the meantime we welcome feedback and ideas on what else you’d like to see include in the Retail Rules series. You can contact me on the email below.

In the meantime, happy retailing!

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Consumer use of digital devices is good news for retailers with latest research from Deloitte titled ‘Digital influences 40% of retail bricks-and-mortar store visits’, stating that 65% of customers use a digital device before shopping and 31% while shopping.

But more importantly for retailers, as a result of this behaviour Deloitte has found that • Using digital devices to research boosts conversion to sales by 25% • Use of digital devices increases shoppers’ order size by on average 21% Deloitte defines ‘digital influence’ as the percentage of traditional bricks-andmortar retail visits affected by shoppers’ use of digital devices before or during the shopping trip. Should Australia follow the same trend as the US – where such behaviour has multiplied four times over the last three years – we can expect digital to influence a majority of retail in-store visits in Australia within the next few years.

DIGITAL DIVIDE IS LOOMING Deloitte has identified a growing divide where consumers’ digital behaviours and retailers’ ability to deliver on those consumer expectations diverge.

Deloitte’s partner and retail industry leader, David White said, “Online shopping used to be considered as distinct to bricksand-mortar stores. Digital and traditional shopping channels are blending and complementing each other along the endto-end customer journey. It will be critical to the future of the store – not the cause of its demise”.

Deloitte’s partner and retail industry leader, David White says a digital divide is looming.

Findings show that two-thirds of customers use a digital device before their shopping trip and nearly a third (31%) use it while shopping.

Additionally, 47% will use their device to compare products, 42% to access product information and 33% to check product availability.

To adapt to this new reality, Australian retailers may need to: • Reimagine the customer experience – to offer a relevant and personalised experience throughout the customer journey through a deep understanding of customer preferences and shopping behaviours • Reset pricing strategy – to allow greater speed and flexibility in setting and changing prices to attract customers and maintain margins • Rethink the supply chain – to expand ranges without the associated cost, improve delivery convenience to customers and create cost efficiencies in the value chain • Redefine the role of the store – to blend the physical and digital experience more seamlessly and reconsider the purpose of the store in the shopping journey or experience • Reinvent the in-store employee experience – to bridge the current digital gap in the in-store experience.

APPLIANCE RETAILER AUGUST 15

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DIGITAL RETAILER Belkin national account manager, Amanda Jones (left) and Bunnings head category manager, Tracy Lefebure.

WeMo WANTS TO BE A LEADER IN THE ‘INTERNET OF THINGS’ By Claire Moffat WeMo, the home automation ‘ecosystem’ has launched itself into the DIY channel with a deal with Bunnings that will see its range stocked in more than 160 Bunnings stores nationally.

Owned by Belkin International, the WeMo range began rolling out in Bunnings from mid-July. The range will be backed by consumer education on the lifestyle benefits that can be delivered via smart devices. Belkin senior product manager

EMEA Andrea Bruno said the company was ”pursuing the goal of ‘bringing the ‘Internet of Things’ to reality for everyday Australians in an accessible, affordable way.”

Australia is one of the countries experiencing strong home automation growth in 2015.

While WeMo is now ranged through Harvey Norman, JB HiFi and Dick Smith, the company is leveraging the DIY trend to home automation.

WeMo is a line of modular Wi-Fi-based products that turn any smartphone or tablet into a remote control for household devices and allows users to access and govern their home from anywhere in the world through the WeMo mobile app. The WeMo ecosystem is compatible with any household network, and WeMo products work together seamlessly to create a scalable, customisable home control system, designed to provide added safety, convenience and peace of mind.

Globally, Belkin’s data reveals that home automation will be one of the first ways consumers will adopt smart devices and the ‘Internet of Things’ into their daily lives, forecasting a US$51 billion market when combining the Home Automation, Networking and Energy Management categories in which WeMo operates.

The WeMo range being rolled out into Bunnings will include DIY products including the WeMo Switch, Switch+Motion and WeMo Light Bulb. Additional products requiring assistance from an electrician include the WeMo Light Switch and newly released Wemo Maker. The future range of home sensors, energy and water management devices will also be introduced in due course.

THE FUTURE OF TELEVISION IS CLOSER THAN YOU THINK As always, the next leap in pure technology will be balanced against the needs and constraints of the commercial marketplace. But start looking out for 8K, or specifically NHK’s (Japanese Broadcasting Service) Super Hi-Vision system.

The company has recently been conducting broadcast demos in the US following a widely tracked experiment in 2014 with World Cup matches being beamed to sites in Japan and Brazil. NHK is aiming to start test satellite broadcasts in 2016, full satellite broadcasts in 2018 and further accelerate the promo push in 2020 when Tokyo hosts the Summer Olympics. Two 8K demos in recent weeks, one in June during the Women’s World Cup and the other at New York’s Yankee Stadium on July 17, have left many global industry observers convinced of the aesthetic potential.

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Apparently a baseball game viewed in 8K, a night time event offered a completely new way to see the game, “as if the eye doctor turned the dial to 11”.

According to Dade Hayes, writing in the US industry media TVTechnology, “The level of detail, due to the fact that 8K is 16 times sharper than current HDTV (2K

on a Blu-ray disc or often 1080p via a settop box), is extraordinary.”

“Features that are usually just blurry brush strokes stand out in remarkable clarity: sunflower seed shells littering the field; ripples in the pitchers’ uniforms; brand names on clothing worn by fans 10 rows deep.”

Hayes writes that the sound is dramatically more immersive than traditional 5.1 channel systems—Super Hi-Vision delivers 22.2-multichannel sound.

“The crack of the bat, the ball hitting leather, anything properly miked on the field reaches through the set and grabs you. The same was true in the soccer demo—watching Hope Solo boot a ball two-thirds of the way downfield seemed all the more impressive when the kick thudded in my chest cavity,” he stated.

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CEA UPDATES CAMERA JARGON The Consumer Electronics Association CEA has revealed a new set of camera terminology for digital imaging-related communications and promotion. The changes come a year after calling for new terminology to better represent the current industry innovations.

Here are the new terms and their definitions: • DSLR – Short for Digital SingleLens Reflex cameras, a subset of

ILC cameras that includes a mirror mechanism.

• Mirrorless – Short for Mirrorless Interchangeable Lens cameras, a subset of ILC cameras that does not include a mirror mechanism.

• ILC – Short for Interchangeable Lens Cameras, includes both DSLR and Mirrorless cameras, which, by definition, have interchangeable lenses.

The new terminology was determined by

a group of companies, including B&H Photo, Fujifilm, Panasonic, Ricoh, Samsung, Sony and Walmart, and was approved by CEA’s Digital Imaging Board. The new terminology is now being implemented.

“This new terminology represents our industry in its current state today, but also assures consumers of where products and categories will be in the coming years,” Sony North America Digital Imaging deputy vice president of for Neal Manowitz said.

FORGET CURVES, IT’S WAFER THIN ANDROID POWERED TVS FOR SONY Sony is refusing to enter the fight over curved SmartTVs, and is instead relying on its latest range of ultra high definition 4K TVs coupled with high definition audio to impress consumers.

The company showcased its BRAVIA 4K Ultra HD LCD televisions last month to the specialist media at a ‘Sony Home’ in Sydney’s chic inner city suburb of Paddington. Sony has drawn a big landscape, stating that its range is designed to not only enhance image quality but to provide greater access to content.

The Sony televisions are built with a new 4K Processor X1 chip which optimises clarity, colour accuracy and contrast, providing a viewing experience which Sony claims is unprecedented in 4K UHD TVs. Instead of the ubiquitous curved screen, Sony’s new X9000C and X9100C series feature a new ultra-thin floating style, making it Sony’s thinnest range of TVs to date.

According to Sony Australia assistant TV product manager, Toby Caillard, its 2015 TVs are the world’s first range to incorporate High-Resolution Audio compatible speakers. Both the two premium 75-inch and 65-inch sets cost $11,999 and $6,999 respectively, are using forward facing magnetic fluid speakers which seek to deliver a high level audio experience to match the 4K viewing experience. A subwoofer is also included in the 75 inch model.

Additionally, for the first time, Sony TVs will also support Google’s latest Android TV operating system, making it easy to stream videos and function as a WWW.APPLIANCERETAILER.COM.AU

Sony’s BRAVIA 4K Ultra HD LCD televisions support Google’s Android TV operating system.

gaming device. Google Cast will provide users with greater connectivity than ever before by enabling them to cast content from mobile devices.

The new models range in size from 49 to 75-inches and include four new series and nine new models. The company said that, “as the industry leader in 4K UHD picture quality, Sony’s commitment to developing technologies to enhance the viewing experience is demonstrated with this line-up.”

The new 4K Processor X1 chip was built to enrich clarity, colour and contrast.

Combined with the advanced 4K X-Reality PRO upscaling algorithm technology, these televisions analyse and upscale.

Sony’s screens provide a 3,840 x 2,160 4K UHD resolution and include TRILUMINOS Display to accurately reproduce shades of red, green and blue.

This enables colours to come alive on the screen in the widest colour range ever, and dynamic colour correction ensures colours are as consistent and accurate as possible.

The TVs will also be equipped with the X-tended Dynamic Range contrast enhancement to provide peak brightness of LED as well as deeper blacks.

Voice Search is available through a remote equipped with a microphone. With access to Google Play, consumers can enjoy what they like to do on a smartphone or tablet, from their television.

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NEW GADGETS

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Sony Home Audio System MHC-GT5D TV and movies come to life with the MHC-GT5D’s three versatile setup options; Sound Bar, Table Top and Line Array Style. Sound Bar and Table Top Style provide a fully immersive cinematic sound experience.

RRP: $1,199 Sony 1300 720 071

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TomTom Bandit Action Camera The TomTom Bandit has a built-in media server, eliminating the need to download footage before being able to edit it. It works with a companion app, making it possible to create videos and overlaying them with favourite music and metrics, and share them in a matter of minutes.

RRP: $579 TomTom 1300 135 604

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Pendulumic Stance S1+ Wireless Headphones Designed for long-haul trips, the battery will last up to 30 hours while the natural-feeling ear cups are ultra comfortable. The analogue Pendulumic Dial™ is intuitive and has four playing modes including: wireless, wired, amplified and phone mode.

RRP: $329 BusiSoft AV 03 9810 2900

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Sony BRAVIA W850C 75” Android TV Android TV delivers a smarter TV experience with smooth and intuitive access to a world of apps, games, movies, Internet and videos. Sony Bravia X-Reality PRO enhances picture quality and makes visuals appear realistic on screen.

RRP: $5,669 Sony 1300 720 071

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Moto E The new Moto E delivers 4G LTE speeds and comes with a 4.5-inch HD display, front-facing camera, full day battery life, and Lollipop Android software. Switch between apps or listen to music and surf the web.

RRP: $249 Motorola 1300 138 823 18

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006

Super Mario Maker for Wii U New hardware and software will give players options to enjoy Nintendo’s Super Mario Maker for Wii U next month. The game enables play and the creation and sharing of new courses.

Nintendo is offering Super Mario Maker Wii U Premium Pack: Super Mario Maker Limited Edition and Standard Edition Pack.

RRP: $79.95 – $439.95 Nintendo 03 9730 9822

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Lumix DMC-GX8 Panasonic’s latest addition to its G Series camera line-up is designed for photography enthusiasts, featuring Dual IS, 20-megapixel sensor, 4K functionality and a high magnification Live View Finder.

RRP: From $1, 499 Panasonic 132 600

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Navman MiVue Drive The Australian first all-in-one GPS and digital drive recorder is designed to protect drivers from fraudulent accident claims, road rage instances and provide evidence of who is at fault in a collision by capturing HD quality footage with a 120-wide angle view.

RRP: $249 Navman 1300 628 626

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Philips Fidelio B5 Soundbar Offering a solution for surround sound cinema experience at home, the Soundbar delivers crystal clear sound performance for TV, movies, gaming and music. A wireless subwoofer and main speaker bar with detachable speakers can be paired via Bluetooth.

RRP: $1,099.95 Philips 1300 850 633

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Parrot Minidrones These ultra-technological robots are piloted with a smartphone or a tablet via the free piloting app FreeFlight 3. Parrot has 13 new drones separated into three clans, Jumping, Airborne and Hydrofoil.

RRP: $TBA Parrot 03 9694 4414 WWW.APPLIANCERETAILER.COM.AU

APPLIANCE RETAILER AUGUST 15

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DIGITAL RETAILER

NIKON IN FOCUS

The AF-S NIKKOR 300mm f/4E PF ED VR first Nikkor lens with the adoption of the PF lens elements which makes it smaller and lighter, while providing the lens with unparalleled portability and usability even as a fixed focal length telephoto lens.

The lens also boasts an anti-reflection coating and fluorine coat that repels dirt, dust, grease and water droplets. The extra-low dispersion glass delivers sharpness and contrast, while the silent wave motor enables smooth, quiet and accurate autofocusing.

MOTO REVIVES ITS MOJO

The next generation Motorola smartphone, the Moto G, comes with IPX7-rated protection and Corning Gorilla Glass, to give users peace of mind for accidental drops into water as well as scrapes and scratches on the display. It is also packed with an all-day battery, 13 megapixel camera that captures photos at the flick of a wrist, and can be personalised with Motorola Shells that are available in a variety of colors.

NEW HERO HAS LANDED

Shaped like a cube, 50% smaller and 40% lighter than GoPro’s best-selling Hero4 cameras, the Hero4 Session (RRP $579.95) is the smallest, lightest, most convenient GoPro yet. Winning image quality and performance in a new lowprofile form factor, Hero4 Session has a durable waterproof design and one-button control. It is compatible with existing GoPro mounts.

XPERIANCE MORE WITH SONY

Built for speed with fast 4G LTE connectivity, Xperia E4g (RRP $149) users can enjoy news and video on the go, find their way using maps, send and receive email, share pictures with friends and family in seconds, and enjoy music streaming. With simple set-up and unrivalled battery life of up to two days, the Xperia E4g has a five megapixel with Auto Scene Recognition and a two megapixel front camera. It is available in black and white.

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RETAILER

APPLIANCE

l a i c e p S Feature

BROWNGOODS WHITEGOODS SMALL APPLIANCES COMPUTERS & COMMUNICATIONS

2015

Built-in Cooking Feature

Smeg celebrates 30 years of its architecturally designed Classic Collection. Precision-matched appliances meet innovative technologies with enduring style.

✱ built-in cooking

Grand Designs for the Contemporary Kitchen

When it comes to kitchen superstars it is all about ground breaking oven design and steam ovens with intuitive operation, as Kymberly Martin discovered.

S

meg is celebrating 30 years of its best-selling Classic stainless steel oven, designed by renowned Italian architect, Guido Canali, with the launch of a new collection of 14 Classic models. The new Classic collection includes 60cm, 70cm and 90cm ovens plus compact and double models and the innovative Speed Oven. The new collection feeds directly into consumer demand for flexibility in cooking technology that is rich with innovative features and functions, said Smeg marketing manager, Jim Kalotheos.

These features include Smeg’s unique Thermoseal technology that maintains the perfect atmospheric balance in the cavity for optimum cooking conditions.

“It is the essence of why we believe that Smeg ovens perform so well,” he said.

“You can have all the smart electronics but if the oven does not operate to

optimum levels it will be detrimental to the cooking result.” Another feature is the Eclipse high visibility black opaque glass door that illuminates and becomes transparent when the appliance is in use. Interchangeable racking that will fit any of the Classic compact and 60cm models, Smart Sense Plus with 50 automatic cooking programs and integrated cleaning systems are among the additional features.

The development of a true Speed Oven is another milestone in the Classic collection. Classic Compact Speed oven (SFA4395MCX, RRP $2,990), combines circulating microwave power with traditional convection functions to dramatically reduce cooking times – just 30 minutes to cook a whole chicken to golden perfection, for example – while retaining excellent texture, succulence and flavour. Classic Compact ovens, just 45cm high and designed to be installed in a bank of appliances, include a microwave with grill; speed oven; dedicated steam oven; combi steam oven with convection; and Thermoseal convection with pyrolytic cleaning.

Smeg has also recreated the perfect baker’s oven with the Gourmet Cooking Stone that fits perfectly in the base of the oven. It can be used to prove and bake

bread and pizza as well as bake pastries with light, crispy bases. There are five Classic multifunction 60cm ovens, two double ovens and two 70cm models which Smeg said are fast becoming the most popular size due to their ability to provide the same 90 litre capacity as the 90cm models while taking up 20cm less space. Completing the range are two 90cm models with and without TFT interface.

RRPs start at $1,490 for the 60cm Classic Thermoseal Oven (SFA6304X) and up to $5,990 for the 90cm Classic Thermoseal Pyrolytic Oven (SFPA9395X).

Kalotheos told AR the double-digit sales growth from last year that has continued into 2015 has been buoyed by the ongoing rollout of new products that included its recent entry into small appliances with a line of retrostyle toasters, kettles, stand mixers and blenders. “In their own small way these appliances have introduced the brand and its major appliance offerings to a younger customer,” he said.

Westinghouse is currently hosting its biggest launch in seven years with TV presenter, actress and comedian Julia Morris, appearing as the new ‘face’ of Westinghouse in a series of new television commercials that will be screened nationally. “We believe

THE SMEG CLASSIC COLLECTION SETTING THE STANDARD IN VISUAL AND CULINARY TASTE FOR 30 YEARS

built-in cooking ✱ SMEG 60cm CLASSIC THERMOSEAL VAPOUR CLEAN OVEN (SFA6390X) • 14 functions including Sabbath mode, defrost and keep warm • 79L oven capacity • EverClean enamel • Vapour Clean – integrated cleaning system • Cool door technology RRP: TBA Smeg: 02 8867 4888

Julia personifies the no-nonsense, family reputation of the 70-year-old Westinghouse brand with product benefits that are genuinely useful,” said Electrolux Home Products, category manager – food preparation, Mark Kampmann. “These features include a pause button on cooktops for those familiar unplanned interruptions, rather than features that add merely bells-andwhistles complexity.”

The Electrolux pyrolytic duo wall oven (EVEP626BB, RRP $3,499) in stainless steel and black comes with bold, modern styling. It features 80L and 46L capacity ovens with multiple shelf levels and pyrolytic self-clean in both cavities and a quadruple glazed cool-touch door and telescopic runners for safety and ease of access. The Electrolux Halo induction cooktop (EHI938BA, RRP $3,309) has LED lighting around the edges of the

How to sell cooking appliances…

For the consumer at the premium end of the market it is more than just price that is uppermost in their minds, it is about creating the dream kitchen. It requires a more consultative approach from the sales person to understand the challenges the customer is having with a major renovation.

… Jim Kalotheos, Smeg Appliances Westinghouse recently launched a range of steam-assist ovens, intended to make the highly desirable, healthconscious steam cooking mode accessible to the mainstream market.

The hero product in this range is the WVE617S stainless steel multifunction model with features that include an in-oven grill and safe cool doors. Two Electrolux appliances took out 2015 Design Awards recently.

cooktop, whether the cooktop is in use or not, three in-line Maxisense zones with auto pot detection, multi-pot and zone flexibility and 14-stage touch-and-slide controls for accuracy and ease. There is also a power boost function for maximum power and speed when needed and a convenient keep-warm control.

“Our range of built-in kitchen appliances reflects the growing trend to integrate appliances into overall kitchen

design. The latest Electrolux appliances have features and customer benefits which reflect evolving lifestyle trends. It is now possible to entertain friends and family with professional quality homecooked meals with minimum clean-up afterwards due to the Pyrolux selfcleaning function the Electrolux Duo oven offers,” said Kampmann.

The cooking category continues to deliver solid growth and innovation is the driver as more consumers look for improved technology in their cooking appliances. “As lifestyles get busier, the appliance market is trending towards simplicity, ease of use and time-saving,” said De’Longhi category marketing manager, Helen Finlayson. “This is evident in the growth of technologies such as induction cooktops and self-cleaning ovens as their prices become more affordable.”

De’Longhi’s newest edition to the induction cooktop range is the 60cm, 3 Zone Induction cooktop, (DEIND603, RRP $1,399). This model provides one larger cooking zone and two smaller zones to allow for the use of larger pans in addition to a number of safety features.

The flagship built-in ovens come with pyrolytic self-cleaning in both 60cm (DE609MP, RRP $1,999) and 90cm (DE908MP, RRP $3,999) configurations.

Other features include quadruple glazed doors, automatic door lock in pyrolytic mode and an air cleaning catalyser to reduce odours during cleaning. The company will continue to highlight its strong Italian tradition with ‘The De’Longhi Kitchen’ marketing message.

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✱ built-in cooking DE’LONGHI 60cm 3 ZONE INDUCTION COOKTOP (DEIND603) • 9 power levels per zone with booster function for precise temperature control • One large and two smaller zones to accommodate larger pots and pans • Pan detect/auto shut off safety features • Frameless ceramic glass with bevelled edge design RRP: $1,399 De’Longhi: 1800 126 659 ILVE 35-LITRE COMBI STEAM OVEN (ILCS45X) • 11 combined functions • Combined steam and forced air cooking • Automatic decalcification • Pre-selected, changeable recipe book RRP: $3,499 Eurolinx: 1300 694 583

WESTINGHOUSE 80L MULTIFUNCTION STEAM ASSIST OVEN (WVE617S) • Steam cooking and reheat • Family safe cool doors • In-oven grill • Anti-splatter grill inserts • Telescopic runners on trays RRP: $2,909 Electrolux Home Products: 1300 363 640

“We will reinforce the concept of fitting out the consumer kitchen, not only with our cooking appliances but with a wide selection of benchtop appliances, in particular the sought after Distinta breakfast collection and the De’Longhi fully automatic coffee machine.”

Finlayson made the point that with so many brands relocating production outside Europe it was becoming harder to find genuine Italian-made appliances.

“Our marketing strategy strongly promotes our heritage.”

With so many different consumers in today’s retail environment Finlayson believes qualifying your customer has never been so important. “From those who just want a basic oven, to the consumer after all the bells and whistles. These customers also want to understand how to use these appliances.” Once this is established, education and product knowledge are key to the sale. “The product needs to look great, especially when it is part of an expensive renovation, but functionality will always play a huge part in the decision making process.”

For Eurolinx marketing manager, Daniel Bertuccio, combination steam ovens, induction cooktops and 76cm pyrolytic ovens are currently the most popular in the market and “are the appliances that we see as future stable products in the built-in appliance category.” And it is good to keep in mind not all customers are created 24

APPLIANCE RETAILER AUGUST 15

NEW arrivals from Indesit Another new entrant in the oven category set to launch later in 2015 is Indesit which will be distributed

by Bush Australia. The European cooking range will consist of 60cm and 90cm built-in ovens with functions such as pyrolytic cleaning and versatile cooking functions along with ceramic cooktops, including an induction model. Canopy rangehoods are scheduled for a September/October release followed by freestanding cookers in early 2016. The kitchen appliances will join dishwasher and laundry products here. “Indesit is one of the largest appliance brands in the UK and the recipient of 30 Which? Best Buy Awards”, said Bush sales manager, Brian Rodgers. The range is backed by a full two year warranty.

equal, especially when it comes to technology. While acknowledging there are still selling opportunities for more traditional appliances, Bertuccio believes it is the cutting-edge products with their integrated advanced options that are preferred for today’s modern kitchens. Of particular note is the innovative luxury French brand, De Dietrich. The recently unveiled Le Piano zoneless induction cooktop with its heightened levels of flexibility and control allows for five different vessels to be cooked at various temperatures, simultaneously. True to its name, it has a choice of three pre-set cooking modes: solo, piano, and expert.

Marketing initiatives for Ilve include selling built-in appliances together, such as the new G5 induction cooktops, combi steam and pyrolytic set with trim kit. “For De Dietrich, we will be applying the same strategies but with a focus on the advanced induction features these cooktops incorporate,” Bertuccio said.

The latest offering in the built-in appliance segment from Kleenmaid is the K-touch 60cm range of hydrolytic and hydrolytic/steam ovens. These ovens feature the K-touch intuitive control user interface which allows the home chef to easily select from a number of pre-programmed recipes. But the star of the Kleenmaid show is its hydrolytic cleaning process said to be the latest in self-cleaning oven technology. Cleaning is completed in 30 minutes at an oven temperature of 90 degrees.

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ALWAYS THE BEST POSSIBLE TASTE

THE SMEG CLASSIC COLLECTION • SETTING THE STANDARD IN VISUAL AND CULINARY TASTE FOR 30 YEARS

SMA15748

smeg.com.au

Steam makes the ultimate family roast The unique combination of hot air and injected steam gives you the ultimate family roast - crisp and caramelised on the outside, moist and succulent on the inside.

Model shown: Steam assist electric oven WVE617S.

westinghouse.com.au

✱ built-in cooking DE DIETRICH LE PIANO ZONELESS INDUCTION COOKTOP (DTIM100C) • Can cook up to 5 different vessels together at different temperatures • 3 pre-set cooking modes • TFT touchscreen • 10 safety features with dedicated lock function • 99-minute independent timer RRP: $11,999 Eurolinx: 1300 694 583 V-ZUG COMBI-STEAM (MSLQ) • Combines conventional heat and steam with integrated microwave • PowerPlus function accelerates all cooking programs • 65 programmed recipes accelerates all cooking programs • 65 programmed recipes • Full colour graphic display RRP: $9,999 V-Zug: 03 9832 7500

BLANCO 60cm MAXISENSE INDUCTION COOKTOP (BIC64B) • Dual MaxiZone dual cooking zones combine to provide a surface area up to 380 x 220mm • DoubleBoost function on all zones delivers power levels up to 3700W • Additional preset functions melting 42oC, keep warm 70oC and boiling 94oC, for precise control RRP: $2,099 Blanco: 1300 739 033

“This is far quicker and more energy efficient than pyrolytic cleaning that requires much higher temperatures and can take several hours to complete,” said Kleenmaid CEO, Danny Hamilton.

The 75cm hydrolytic/steam oven (OMSHS6010 RRP $3,999) has 10 auto steam cooking programs in addition to 24 traditional cooking programs, a unique 75-litre capacity oven and eco residual heat function that uses residual heat to complete the cooking program.

The popularity of cooking shows is propelling interest in steam cooking with sales for steam ovens and combination steam ovens gaining traction within the cooking category.

This trend is timely for Bosch as it launches the Series 8 oven range that includes a model with added steam. This feature is said to mimic the traditional hydro baking concept used widely in commercial kitchens by intermittently adding moisture to the cooking process.

NEED TO KNOW F&P rebate Fisher & Paykel is offering a $550 rebate when a customer spends over $3,000 on eligible Fisher & Paykel kitchen appliances in a single transaction. The offer is available until August 30, 2015.

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Other models in the steam range include a combination steam oven with both pure and added steam and a compact steam oven with steam function, reheat, fermentation and defrost modes. All models feature the signature Bosch control ring that glides easily through the intuitive menu. “Time-poor consumers are looking for ovens that provide quality and efficient results

oven. The 90cm triple FlexInduction cooktop (EH975MV17E, RRP $4,499) joins the 80cm model launched last year. Cooking zones can be merged to give extended cooking surfaces and more flexibility using pots and pans. It features five induction cooking zones and three FlexInduction zones, touch slider electronic controls and 2-stage residual heat indicators.

“The latest Electrolux appliances have features and customer benefits which reflect evolving lifestyle trends” – Mark Kampmann, EHP easily,” said brand manager, Aleks Efeian. “Ovens that have the ability to take the time and guesswork out of cooking are in high demand.”

Functionality is no longer a key consideration when fitting out a kitchen, is the view of Siemens marketing communications manager, Roberto Finamore. “Design and aesthetics now play an important role in consumer decision making,” he said.

Siemens released two ovens and a triple FlexInduction cooktop in July. The new ovens include the iQ700 built-in model with integrated microwave and pulseSteam and the iQ700 compact with full and pulseSteam, each combining multiple functions in a single

Euromaid is adding to its built-in Black Pearl and White Pearl Series with new Gas on Ceramic cooktops that will be joined by a black microwave in September. “Sourced from Europe, the new cooktops offer all the efficiencies of gas with the convenience of easy clean ceramic,” said Home Appliances national brand manager, Darren Field.

“The cooktops were designed with our philosophy of providing products full of features at an affordable price.” Field said while it was well known that cooks have always enjoyed the versatility of cooking with gas because of the superior results achieved with instant flame and heat adjustment, cleaning has been an issue. “After each use the cast iron trivet WWW.APPLIANCERETAILER.COM.AU

Rediscover the pleasures of your kitchen.

De’Longhi’s stunning new range of major appliances are designed to integrate seamlessly into any kitchen. Quality Italian craftsmanship, elegant lines and innovation create the ultimate “De’Longhi Kitchen”. For information, contact your De’Longhi representative on 1800 126 659 or visit www.delonghi.com.au Featured: De’Longhi Oven DE908MP, Gas Cooktop DEGH90BG and Rangehood DETHALASA90B.

✱ built-in cooking ARISTON 75cm DIRECT FLAME COOKTOP (PKQ755DGH-K) • Same cut-out size as a 60cm cooktop • Direct flame burner for more even heat distribution • 5 diamond configured zones for cooking two 30cm pots side-by-side • Black glass finish RRP: $1,699 Arisit: 1300 762 219 KLEENMAID 60cm K-TOUCH HYDROLYTIC STEAM OVEN (OMSHS6010) • Hydrolytic cleaning takes 30 minutes at an oven temperature of 90o • Eco Residual Heat function uses residual heat retained within the oven to complete a cooking program • 10 auto steam programs • 75L oven capacity RRP: $3,999 Kleenmaid: 02 9310 1207

on the new gas cooktops is easily lifted off and the ceramic surface is simply wiped clean.” The features list on the new gas cooktops includes powerful wok burners, electric ignition and cast iron trivets, and are available in four and five burner versions. “Flexibility in both design and function is a priority for the consumer in order to achieve a considered look in the kitchen and reliable cooking results,” Field said.

Induction has seen the largest growth in the cooktop category, increasing by over 15 per cent in the last 12 months, according to Blanco assistant product manager, Sinead Fitzgerald. “This increase in induction has resulted in a slight decline in demand for gas and ceramic cooktops which makes it clear that consumers are slowly but surely converting to the vast benefits of induction technology.”

Blanco is bringing in a new collection of induction cooktops this month. The

How to sell cooking appliances…

Service is priceless and more important than ever. I am a firm believer that good service will always result in eventual sales. With good service, comes trust.

…Daniel Bertuccio, Eurolinx 30

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BOSCH 60cm SERIES 8 MULTIFUNCTION OVEN WITH ADDED STEAM (HRG6767S1A) • 71-litre cavity • 17 heating functions • Pyrolytic cleaning including racks, rails and trays • 1-litre water tank with water level indicator RRP: $3,299 BSH Home Appliances: 1300 368 339

MaxiSense Series offers maximum zone sizes of at least 270mm on each cooktop in the new range. It also showcases the Blanco MaxiZone on selected models, comprising two single zones that work together to provide surface areas up to 400 x 220mm in size, the largest on the market. As well as large dishes and pans, this rectangular zone can accommodate a number of pots and pans on the dual

trivets and dishwasher safe burners.

The hero product in this range is the 75cm black glass PKQ755DGH –K (RRP $1,699). It features the user friendly diamond configuration that allows two 30cm pots to be used side by side.

Another high-end manufacturer joining the steam cooking category is Swiss appliance specialist V-ZUG. In July the company released the CombiSteam (MSLQ) that, for the first time,

“You can have all the smart electronics but if the oven does not operate to optimum levels it will be detrimental to the cooking result” – Jim Kalotheos, Smeg surface. There are four models: two 60cm 4-zone, 78cm 4-zone and 90cm 5-zone, each with bevelled edge design.

Arisit is another company confirming the growth in sales for induction cooktops with its Ariston brand. Key selling features contributing to growth are the easy to clean surface, quick heating time and cool touch. And for customers in the market for a new cooktop it is these features and their benefits that customers seek. Others are burner layout and easy to use controls, said marketing communications coordinator, Shelley Neill. The Ariston direct flame gas hobs come in two sizes and finishes together with cast iron

claims to combine conventional heat and steam with a microwave function in one cutting-edge, high- performance product. It features a PowerPlus function the company described as a ‘world exclusive that acts like a turbocharger’ that, at the press of a button, accelerates every cooking program – saving up to one-third in cooking time. All heating modes can be combined as required.

The full-colour graphic display shows all functions including 65 recipes from top Swiss chefs. Users can also enter and save their own recipes.

New innovations in technology that allow consumers to save time using smart, connective devices WWW.APPLIANCERETAILER.COM.AU

built-in cooking ✱

OMEGA 70cm 5 BURNER GAS COOKTOP (OCG75X) • Wok burner and cast iron trivets • Electronic ignition • Flame failure device • Stainless steel finish • Made in Italy RRP: $899 Omega Appliances: 1300 739 033

SIEMENS 90cm TRIPLE FLEXINDUCTION COOKTOP (EH975MV17E) • 5 induction/3 flexInduction cooking zones • LED timer • 17-stage power setting • 2-stage residual heat indicators • Auto time switch off RRP: $4,499 BSH Home Appliances: 1300 368 339

“The appliances support the needs are at the forefront of Samsung of Australians with smart features entries in the built-in category. An showing hotplate temperature with example of this comes with the a virtual flame and allowing for two new, premium Chef Collection consistent cooking temperatures with Vapour ovens, including one model our vapour technology,” said Samsung with Wi-Fi connectivity. This allows home appliances head, Mike Lilly. He users to monitor and set their added that retailers need to establish oven via a compatible smartphone. what the consumer wants from their Samsung is also releasing the Virtual cooking appliances, how they will fit Flame induction cooktop and two EU1680_AR_TPH_Aspar 2015-07-03T11:29:21+10:00 into their lifestyle.

HotBlast convection microwaves.

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EUROMAID 60cm BLACK PEARL GAS ON CERAMIC COOKTOP (GOC64) • 4 burners including powerful wok burner • Easy clean black ceramic finish • Flame failure safety device • 2-year warranty • Made in Europe RRP: $899 Home Appliances: 02 9958 3111

Miele category manager, food & beverage preparation, Rudi Niemoeller, said consumers are increasingly seeking cooking appliances that are convenient and easy to clean. He lists pyrolytic ovens, induction cooktops and steam ovens in the appliance segment that are benefiting from increased interest and sales. “Miele pyrolytic ovens are certainly in demand due to their time saving attributes,” he said. Induction

APPLIANCE RETAILER AUGUST 15

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✱ built-in cooking MIELE STEAM OVEN (DGD4635) • Power steam technology that cooks food up to 120oC under pressure similar to a pressure cooker on a cooktop • Uses a temperature range of 101oC to 120oC for cooking vegetables and meat in half the time compared to cooking without pressure – rice takes 7 minutes/ silverside 40-45 min • Operates at temperatures as low as 50oC for defrosting delicate food such as berries RRP: $7,999 Miele Australia: 03 9764 7130

cooktops are also gaining in sales for the same reasons in addition to their safety aspects. “The popularity of steam ovens also continues to strengthen, primarily for their impressive results, optimum retention of nutrients and flavour as well as ease of cleaning,” he said.

According to Fisher & Paykel marketing manager, Kara May, consumers are increasingly looking for consistency in style to complement the rest of the kitchens. “Matching the knobs and handles on the cooktop to those on the oven, along with edges that run seamlessly between different appliances.” Tailoring cooktops to cooking requirements is another trend worth noting,” May said. “Consumers are spending more time entertaining in the home, with open kitchens and social spaces, meaning appliances are meant to be seen.” As a consequence, she added that these appliances are designed for ‘real life’- “how customers live, where they live, what they do and how they use their appliances and spaces.”

Fisher & Paykel’s award-winning Gas on Glass and Touch&Slide cooktop variants gives customers the option to arrange their cooking zones by mixing and matching different sizes and types of cooktops. Unused cooking zones can also be used as preparation space.

No feature would be complete without mention of the residential development boom, particularly on the east coast which Omega general manager, Craig Handley, told AR is driving business at the moment. Handley said competitive pricing is a priority regardless of geographic location. “Past innovations like induction and pyro are reaching pricepoints that make them more affordable for consumers. These segments are growing strongly, lifting the ASP. Omega has just released three 32

APPLIANCE RETAILER AUGUST 15

How to sell cooking appliances…

There are four key pillars of requirements that consumers typically look for in their cooking appliances: design – sleek and simple; performance – innovation and technology; ease of use and easy to clean.

…Aleks Efeian, Bosch Home Appliances

stainless steel gas cooktops, each with a wok burner and stainless steel trivets in 60cm 4-burner, 70cm 5-burner and 90cm 5-burner. The 70cm, 5-burner (OCG75X, RRP $899) also features electronic ignition, flame failure device and comes in a stainless steel finish.

Omega is launching the Neil Perry kitchen range in October which Handley said brings true commercial power and control into the domestic kitchen. The range will comprise ovens and gas cooktops, offering twice the power of conventional models. “This is the first time a well-known chef has

SAMSUNG 73L CHEF COLLECTION VAPOUR OVEN (NV73J90RS) • Wi-Fi connectivity via compatible smartphone app to set oven • Intuitive LED display • Sleek and minimalist design RRP: $2,999 Samsung: 1300 362 603

been hands-on in designing products of this type.” Omega has just released three stainless steel gas cooktops, each with a wok burner and stainless steel trivets in 60cm 4-burner, 70cm 5-burner and 90cm 5-burner.

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Cooking heritage…

67 years.

Automatic programming…

59 years.

Classic design…

30 years.

2015

Freestanding Cooker Feature

Smeg’s freestanding sales are as solid as ever.

✱ freestanding cookers

A NEW take on COOKERS Cooking shows continue to influence consumers wanting to emulate what they see on the TV screen.

Kymberly Martin reports.

I

n the past couple of years black and white has played a more significant role in kitchen design, according to Smeg national marketing manager, Jim Kalotheos. And, not just for the company’s retail business but also in its commercial operations. “Consumers are

becoming more adventurous when it comes to matching the design aesthetics of the kitchen. This is a noticeable trend and it is being discussed more, especially among the kitchen designer community.”

Sales for freestanding cookers are growing and Kalotheos attributes this sales growth to a large extent with the availability of 90cm, 100cm and 120cm formats. There has also been a move to panna finish that compliments French provincial design elements. “However, we are seeing a shift to black, especially in the contemporary, exposed brick studio kitchen.”

Three years ago Smeg introduced the vintage style Victoria freestanding cooker in black and panna enamel that reinvigorated a category where sales had reached a plateau. Smeg initially introduced the 110cm, four door model that was inspired by cooker designs from the 1920s. For Smeg this contemporary take on vintage aesthetics, combined with the latest in culinary technology, proved to be a marriage of ultimate flexibility. The first model to arrive, the TR4110, featured black or panna enamel with twin 60cm, six-function ovens,

ALWAYS THE BEST POSSIBLE TASTE

freestanding cookers ✱ “Consumers are becoming more adventurous when it comes to matching the design aesthetics of the kitchen. This is a noticeable trend and it is being discussed more, especially among the kitchen designer community” – Jim Kalotheos, Smeg

What: Smeg 110cm Victoria Freestanding (TRA4110) Why: It comes with two, 60cm ovens each with 70L capacity and a separate electric grill. There are seven gas burners including a teppanyaki plate, a triple glazed oven door and Ever-Clean enamel interior. Available in black or panna enamel finish.

How much: RRP $8,490 Get in touch: Smeg 02 8667 4888

Thermoseal technology and Ever-Clean enamel interiors. Two more Victoria designs followed the successful debut – the 90cm TRA93BL twin oven with separate electric grill and the 90cm TRA90BL with a single oven. Both come in either black or panna enamel with matching rangehoods. Next year consumers can expect to see 60cm wall oven configuration incorporating the Victoria styling with a cooktop to match.

These built-in models were on display at EuroCucina Milan exhibition in April.

While the freestanding cooker market has not seen the same growth as builtin appliances, cookers still account for a significant portion of the market.

“Growth is driven by value which indicates that the larger capacity models and higher price points are attracting the share of business,” said De’Longhi category manager, Helen Finlayson.

And consumers looking to purchase a freestanding cooker tend to be cooking connoisseurs wanting to replicate a commercial product in the domestic kitchen, she said. “We are seeing a trend towards a more traditional style of country cooker where the cooker is the central focus of the kitchen.”

De’Longhi has nine models in its freestanding cooker range, in 60cm and 90cm, single and double configurations, with gas, electric and induction cooktops – in other words, something for every consumer. “At the end of the day consumers generally are looking to replicate a certain style of kitchen in

their home, whether it is a commercial look or relaxed, country style.

Establishing this will certainly help in the selection process,” Finlayson added.

“Consider the cooking habits of your customer, determining this will also help in the selection process and make sure you provide the best advice.”

De’Longhi is running with a strategic gift-with-purchase program throughout the year, developed to draw on its affiliations with the cooking community.

Other marketing initiatives revolve around ‘The De’Longhi Kitchen’ that promotes the total kitchen package concept designed to showcase “the best Italy has to offer in design, quality and innovation.”

Another company offering a diverse range of appliances in the freestanding cooker space with its Ilve lineup is Eurolinx. A recent addition to the Ilve cooker collection this year has been the inclusion of two new colours, gloss black and bright white. Ilve markets the premium Quadra and Nostalgie ranges

SMA15751

✱ freestanding cookers What: De’Longhi 90cm Induction (DEF909IND) Why: This cooker has a four-zone induction cooktop that delivers nine power levels per zone with booster function. The electric oven with nine oven functions including rotisserie is fully programmable and includes telescopic shelving.

How much: RRP $4,599 Get in touch: De’Longhi 1800 126 659

What the retailers tell us:

that are available in various widths, from 60cm to 150cm, with double ovens available in some models and six cooktop options. One of the hero products within the range is the Induction/Tepanyaki PW90IMP Quadra single oven cooker.

This beauty features a 110L electric oven with 11 multifunction cooking modes, stainless steel fan fat filter, catalytic self-cleaning and pizza/bread mode. The 90cm gas cooktop features a triple ring wok burner and tepanyaki plate with dual zone induction hob. All gas burners are fitted with flame failure safety

devices, easy clean removable trivets and burner caps. The double oven model (PDW90FMP, RRP $8,409) comes with a 70L, 10 multifunction and 43L five function oven with rotisserie, and slideout storage drawer. The four burner gas cooktop includes a wok and centred tepanyaki elongated hot plate.

Eurolinx marketing manager, Daniel Bertuccio, echoed the words of others in the industry when he told AR the category is doing well and there was clearly a specific need in the market for these kitchen appliances.

“Cooking is moving along nicely for us. Across the board sales are strong and some of the pro forma brands are performing very well.

Customers are definitely spending more on premium appliances which is not surprising as housing prices have increased significantly and home owners are investing into quality kitchen designs. Consumers want quality and are chasing up-market brands more now.

Rangehoods are selling stronger than ever and steam ovens are also delivering good sales results along with built-in appliances and combo units. The only drop-off in sales is coming from cheaper ovens although we do still sell a few online. The big challenge is massive discounting which has never been any different in the past 35 years.

Online is another, but most retailers have worked around that and our online business is moving nicely.

The other challenge is getting customers into the store but once you do it usually results in a sale”

– Andrew Whitford, Whitfords

Now this is a kitchen appliance!

What weighs 1.5 tonnes and measures 3.3 metres by 2.3 metres? It’s a one of kind premium European cooking island that takes pride of place in the recently revamped Bennelong restaurant kitchen at the Sydney Opera House. The MKN Küchenmeister, distributed here by Phoeniks, was designed by chef Peter Gilmore and allows him to cook on all four sides and place cooking elements in specific locations. “This not only maximises efficiency in the kitchen but also allows for a lot more precision in delivering a dish,” Gilmore said.

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APPLIANCE RETAILER AUGUST 15

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ALWAYS THE BEST POSSIBLE TASTE

THE SMEG CLASSIC COLLECTION • SETTING THE STANDARD IN VISUAL AND CULINARY TASTE FOR 30 YEARS

SMA15750

smeg.com.au

✱ freestanding cookers What the retailers tell us: “Our business is trading well. We had a record sales month in June and 50 per cent of our sales come from cooking appliances – so for us the cooking business is solid. We are on track to meet our expectations for July online and store sales are trading well too. There has been excellent business across all the major premium brands we sell. Our customers like the pyrolytic function, induction cooktops are still popular and steam ovens are definitely enjoying growth. We have plenty of customers in our stores and going onto our website. I would be worried if they were not. There is always someone buying at the premium end and we do have a loyal customer base”

– John Winning, Winning Group.

What: Ilve 90cm Quadra Induction/ Tepanyaki (PW90IMP) Why: This upright combines a 110L multifunction oven and 90cm gas cooktop with a full width recessed grill element and rotisserie. There is a Turbowave cooking with lower temperatures and less food splatter and the oven door and inner door glass is removable.

How much: RRP $7,999 Get in touch: Eurolinx 1300 694 583

“Growth is driven by value which indicates that the larger capacity models and higher price points are attracting the share of business” – Helen Finlayson, De’Longhi What: Blanco 90cm Freestanding (BFD915WX) Why: The 150-litre capacity oven on this cooker is the largest on the market – 46L bigger than previous models. It comes with the new MultiFan system which deliver homogenous heat distribution.

Multi-level cooking options are available from seven shelf positions for cooking multiple trays of food together.

How much: RRP: $2,999 Get in touch: Blanco 02 9415 5000

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APPLIANCE RETAILER AUGUST 15

“With our extensive range of styles, sizes, cooktop options and colours, we have been able to provide freestanding cookers that fit any culinary desires, kitchen designs and suitability to the consumer,” he said.

Blanco recently introduced two 90cm freestanding cookers with 150L capacity ovens which are the largest on the market. The new releases dovetail with consumers seeking bigger capacity solutions, said assistant product manager,

Sinead Fitzgerald. “Customers also want more efficient ovens for cooking more food in less time.” As well as being 46L bigger than previous models, the new entrants feature Blanco’s unique MultiFan system – four fans and dual fan elements that are said to be perfectly calibrated to provide efficient and consistent heat distribution. In addition to these features, the hero product in the range, the BFD915WX includes automatic rapid heat-up that claims to WWW.APPLIANCERETAILER.COM.AU

Refrigerators L4 GRANDE

The L4 Grande is designed for larger living.

Vegetable drawer

Available in 3 stylish colours

Large capacity

More customers are turning to kitchen appliances that are unique and exciting in colour and design to integrate into their new kitchen decor. The L4 Grande is now available in 3 colours Black, Stainless Steel and White.

With a large internal width of 800mm for maximum storage capacity. With more usable space for items such as bulky groceries and large platters.

VitaLED lighting system in the roof of the vegetable drawer slows down the wilting process, creating the ideal environment for fruit and vegetables to stay fresher and crisper for longer.

L4 White available September 2015

For more information on the L4 Grande please scan the QR Code.

Phone:1300 280 625

For more information on our products please visit www.mitsubishielectric.com.au

✱ freestanding cookers

What: Kleenmaid Grandè Cucina 1500 Why: Italian made premium cookers to be released in 2016 How much: TBA Get in touch: Kleenmaid 02 9310 1207

What the retailers tell us: “Sales of cooking appliances are moving along reasonably well. Elite Appliances only sells at the premium end and we are up on budget from last year”

– Jon Pysing, Elite Appliances Falcon takes out international award

Belling is centre stage at Good Food & Wine Show Belling has joined forces with the Good Food & Wine Show as an associate partner for 2015-16. The Belling Colour Boutique range cookers will be hard to miss in their candy colour livery of orange, blue and yellow. The cookers will be used in cooking demonstrations by celebrity chefs including Sammy and Bella from My Kitchen Rules, and Ainsley Harriott from the UK. Glen Dimplex marketing manager, Douglas Yapp, said the Good Food & Wine Show has been enthusiastic about having the company on board. “Feedback has been incredible, including from chefs who work around the world commenting on how much they love our ovens.”

Event director, Louise Osborne, said Belling perfectly reflected the show’s philosophy about creating a foodie adventure. “A custom coloured oven is a fresh and fun way to express yourself in the kitchen and the palette from the range injects brightness and movement into the show,” she said.

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APPLIANCE RETAILER AUGUST 15

Falcon range cookers have won Seals of Approval Plus X Award, the world’s largest innovation award made to technology, sport and lifestyle products. Presented in Germany, Falcon received awards in the ‘High Quality, Design and Ease of Use’ and ‘Best Cooker of the Year’ categories. The awards are given for “innovative technologies, extraordinary design and intelligent, easy-to-use operating systems.”

More than 600 international brands participated in this year’s ceremony.

Falcon range cookers are available from Andi-Co Australia.

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freestanding cookers ✱ What: Glem 90cm Bi Energy Freestanding (IT965GGE12) Why: This award winning 116L cooker features an Energy Selective oven that selects from either gas or electric to best suit the recipe requirements. It features a left hand wok burner, triple glass door and single piece square profile hob.

How much: RRP: $3,699 Get in touch: Emilia Glem 1300 307 917

Gold Coast – first regional showroom for Miele

Monica McCormack, said there has been reach 200oC in a shorter time than any a shift from the traditional freestanding other freestanding cooker on the market. cooker with gas cooktop and electric It also offers multi-level cooking options oven to an all-electric appliance. that allows for seven shelf positions “Electric cooktop and oven capabilities and six ‘true’ cooking levels. This latter not only reduce the carbon footprint feature is primarily due to the height of in the kitchen but also make room the cavity, unlike standard 90cm cavities for the latest innovations in relevant that may be large but not high. technology,” McCormack said. A key Taking a different design approach selling feature on the upright is the is Bosch. The company’s entrant in pyrolytic cleaning “so consumers can say the category is a freestanding electric goodbye to the time, effort and harsh cooker with induction cooktop cleaning chemicals commonly used to (HCE858451A, RRP $3,999) offering clean ovens.” Another is the faster, safer slimline, minimalist styling to suit and cleaner cooking attributes from the consumer seeking a space saving EU1680_AR_TPH_NewPa induction cooking. solution.

Product manager 2015-07-03T11:26:58+10:00 for cooking,

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Miele has opened its first regional showroom on the Queensland Gold Coast. Located at Brickworks, Southport, it will be the seventh in Australia to showcase the company’s domestic appliance range to homemakers, renovators and professionals. Part of the Miele Experience Centre is the Live Kitchen with cooking classes that demonstrate the various attributes of the Generation 6000 cooking appliances. Each class is conducted by one of Miele’s home economists who are trained

by Miele ambassador, Shannon Bennett and his team, from Melbourne’s acclaimed Vue de monde restaurant.

APPLIANCE RETAILER AUGUST 15

41

✱ freestanding cookers McCormack agreed that freestanding appliances are selling well. “These give the perfect look for a country or conventional style home and freestanding cooktops remain a popular choice for the conventional chef.”

Glem Gas Australasia is investing more energy into the freestanding cooking segment than ever before, introducing new websites supported by visually engaging marketing support materials. The in-store marketing materials have been developed to be “fresh, engaging and offer a clear message to customers,” said managing director, David Gilmore. “The websites are interactive and designed to be mobile-friendly on smartphones and tablets. Our conversation with customers now extends beyond the initial purchase.”

Flame failure is standard across the new range of cookers which are produced with grade one stainless steel, he said. New packaging is more durable to withstand demands of national distribution. The unique

Glem Bi Energy freestanding cooker (IT965GGE12, RRP $3,699) received recognition at the 2015 Good Design Awards. “This world-first Bi Energy concept was developed in Australia and offers users the choice of cooking with gas or electricity in the oven,” Gilmore said.

Sitting at the premium end of the market is Falcon. The UK manufacturer launched its first 100cm dual fuel cooker featuring two multifunction ovens to its Professional + range earlier this year. The features list on the Professional + 100 FX (RRP $6,499) range cooker, includes five gas burners, cast iron trivets and storage drawer. This cooker has just won an international innovation award (see box). For consumers wanting something different, the Elan ELAS90DF (RRP $7,989) offers spiral handles and crafted control knobs.

Falcon’s promotion focus in 2015 is to use social media platforms targeting the end-user. A new video and image gallery on the company website allows customers and retailers to view videos about Falcon cooker features and see

What: Falcon Elan 90cm Dual Fuel (ELAS90DF) Why: Distinctive styling is the hallmark of this cooker with its spiral handles and crafted control knobs. There is a glideout electric grill, programmable oven and handyrack that attaches to the main oven door for taking out the roasting tray.

How much: RRP: $7,989 Get in touch: Andi-Co 1800 685 899

Ask your customer to consider: • Fuel – gas, electric or dual fuel. What are they using now and what do they like or dislike about their current appliance. Do they prefer an integrated or separate grill?

• Size – freestanding or built-in. Freestanding cookers are usually designed to fit into a space between kitchen cabinetry or a dedicated ‘alcove’ area.

Like a new fridge it is important to know the height, width and depth of the allocated area. Is the customer cooking for a large family, entertains a lot and cooks for a crowd?

• Hobs – gas, electric, ceramic and induction – what type of cooking is done – how much space is needed on the cooktop to allow for big pans?

• Design – finish and style that complements the overall kitchen design.

What: Bosch 60cm Freestanding (HCE858451A) Why: This freestanding all electric cooking appliance gives a contemporary look to the modern kitchen. It has an induction cooktop with PowerBoost function to all four cooking zones, pyrolytic cleaning and quadruple glazed CoolTouch door.

How much: RRP: $3,999 Get in touch: BSH Home Appliances 1300 368 339

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APPLIANCE RETAILER AUGUST 15

lifestyle images. “Making more lifestyle images available to the end consumer lets them see how Falcon cookers can suit all styles of kitchens and how these can become a feature and focal point of any home, no matter the size, colour or style of the canvas,” said national brand manager, Jo Edwards.

Looking ahead to 2016 when Kleenmaid plans to release a limited collection of Grandè Cucina freestanding cookers. CEO Danny Hamilton, told AR the future success for the freestanding cooking sector comes down to three things: “investing

in new aesthetics and new culinary concepts and for these standalone units to reclaim pride of place in the kitchen as an ornament to the overall kitchen design.” Retailers taking on the range will have new display suites for showcasing the collection that Hamilton said sets a new standard in appliance retail stands. “One tip in order to sell freestanding cookers is to stand above the crowd and sell something that is unique and visually stunning,” he said. No details on release date or pricing was available when this issue went to press.

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Australia’s Number One Silent Rangehood Company

2015

Rangehoods Feature

✱ rangehoods

PYRAMID CANOPY

Ranging in

style

Westinghouse 90cm Stainless Steel Pyramid Canopy Hood WRC913SB • High output LED lighting • Powerful, quiet extraction motor • Flat easy-clean touch control panel • Dishwasher safe aluminium micromesh filters RRP: $719 EHP: 1300 363 640

Rangehoods with an uncluttered look to the modern kitchen are leading the latest kitchen design.

By Kymberly Martin

T

he demand for appliances that offer not only a healthy home but an equally healthy lifestyle is a trend driving the appliance market now, said Schweigen Home Appliances, CEO, Anthony Fletcher.

Fletcher told AR this current trend for healthy living is taking our shores by storm. “Having a cleaner and healthier kitchen environment is something that every homeowner now desires. At Schweigen we understand this desire and work hard to satisfy the needs of our customers.” He added that the company’s ECO friendly Silent Rangehoods use minimal power from only 62 watts to provide powerful extraction that removes all smoke, fumes and odour from the kitchen and prevents the build-up of grime and grease. With energy prices still an issue, the ECO range is enjoying a

SILENT RANGEHOODS

ENJOY THE SILENCE www.schweigen.com.au

rangehoods ✱ CONCEALED RANGEHOOD

UNDER-MOUNT RANGEHOOD

Ilve 90cm Stainless Steel Concealed CU 79 Series • 960m³/h air movement • Three speed twin velocity fan • Halogen lighting • Aluminium mesh filters • Available in 70cm and 60cm models RRP: $1,049 Eurolinx: 1300 694 583

Smeg 90cm Under-Mount CK2000 • Ducted direct to atmosphere • 2080m³/h fan speed • 44-59dbA noise rating • Four speeds/LED lights • Stainless steel and aluminium washable and removable grease filters RRP: $2,290 Smeg: 02 8667 4888

WALL-MOUNT CANOPY RANGEHOOD Siemens 90cm Slimline Canopy LC91BD552A • Three speed levels + two intensive with auto reset to previous setting • 810m³/h air flow • Additional sound insulation mats for optimised sound absorbtion • Electronic controls with LED display RRP: $2,599 BSH Home Appliances: 1300 368 339

CEILING RANGEHOOD Schweigen 1200mm Stainless Steel Silent Ceiling UM4220-12S • 4-speed levels • Delay timer with auto shut-off • Dishwasher safe filters concealed behind the cover plate • More targeted air extraction • Less noise and shaking due to lower air turbulence design RRP: from $4,110 Schweigen Home Appliances: 1300 881 693

steady sales growth as consumers look to save running costs too, Fletcher said. “As open plan living is now a part of everyday Australian life, it is more important than ever that we ensure kitchens are kept clean and fresh as these are the areas where we spend most of our time. Also, it is crucial that rangehoods are as quiet as possible adding to the comfort of the living space in today’s modern home. It is our job to both educate and inform our customers on how they can achieve a healthy home and the appliances that can assist them to do that. We are no longer selling appliances but a lifestyle,” he said.

Schweigen was the first to market with silent models and is the leading silent rangehood brand in Australia offering a diverse range to the local market. These include 600mm Silent Undermount models priced from $1,565, the ultra-stylish 900mm Black Wall Silent Canopy in black tempered glass priced from $2,729 and the 1200mm stainless steel Cassette Silent rangehoods from $4,110 RRP. All models carry a 10-year warranty on the isoDrive motor and a 3-year warranty on the canopy.

With the abundance of styles and sizes available, Eurolinx marketing manager, Daniel Bertuccio, acknowledged the rangehood market can be hard to predict.

The company strategy is not to focus on one particular style, he said, but to go to market with a selection of products that compliment cooking products for both its brands – Ilve and De Dietrich.

“Ilve’s CU79 series of rangehoods has performed well and proved to be a model where consumers cannot seem to get enough.” This stainless steel range has been designed and purpose

www.schweigen.com.au

✱ rangehoods INTEGRATED RANGEHOOD

INTEGRATED VENTILATION

Miele Integrated DA2906 • 740m³/h air extraction • Equipped with Miele Con@ctivity 2.0 function for hands-free operation of rangehood • Energy efficient DC motor • 10-ply dishwasher safe stainless steel grease filters RRP: $5,499 Miele: 03 9764 7130

Gaggenau 90cm Table Ventilation AL400 • Recesses into the countertop and extended as required • Steam, odours and microscopic grease particles extracted directly from where cooking is taking place • Can be flush-mounted or mounted conventionally RRP: $12,999 Sampford IXL: 1300 727 421

built for Ilve appliances and comes in 90cm, 70cm and 60cm sizes. Another rangehood picking up a lot of attention is the De Dietrich DHD1101 downdraft, an innovative form of a concealed hood.

“We are seeing a continued and steady trend for concealed hoods. Consumers are taking the ‘out of sight, out of mind’ approach for these products,” Bertuccio said. New concealed hood models from Ilve and De Dietrich will be released towards the end of 2015.

When it comes to selling rangehoods his view is that most consumers have a predetermined purchasing resolve with kitchen style a big factor in the decision making. “A lot of customers tend to forget about the rangehood as they are more focused on the larger appliances.”

WALL- MOUNT CANOPY RANGEHOOD Bosch 90cm Canopy with Glass Screen DWA097E51A • 690 m³/h maximum extraction rate • Three power settings/two intensive with auto reset to previous setting after six minutes • Soft light dimmer function/LED lighting • 10-minute automatic run on function to eliminate residual smoke and odours RRP: $2,199 BSH Home Appliances: 1300 368 339

this range is a stainless steel pyramid canopy hood. The WRC913SB delivers with a quiet but effective extraction motor and high output LED lighting.

“The choice of rangehood is an important decision to ensure that it works harmoniously with the desired theme of the kitchen,” said Electrolux Home Products category manager – food preparation, Mark Kampmann. “As the kitchen becomes more of a social space in the home, people are seeking style and ambience as well as function.

Rangehoods are a key feature of this space and can make a big statement on behalf of the proud homemaker,” he said.

Smeg is seeing a trend emerging with concealed models now the preferred option for both designers

Sales tips from the experts…

It is about qualifying the customer. What type of cooking do they do? Inside barbequing will require more powerful extraction than that required by customers who do not do this type of cooking. Or, is it a showpiece? Does it match/compliment other appliances and cabinetry? These are all questions that need to be asked to determine the best option for the customer

… Helen Finlayson from De’Longhi

His advice is to introduce these when selling the product family.

Westinghouse has released a new control display on its rangehoods that changes from red to amber to match the rest of the new Westinghouse cooking collection. The canopy hoods offer an array of configurations, from traditional stainless steel to curved glass across 60cm to 90cm widths. The hero product within 46

APPLIANCE RETAILER AUGUST 15

and consumers. “While canopy models are certainly popular, in both glass/stainless steel and enamel, the concealed market has gained market share,” said marketing manager, Jim Kalotheos. “Many consumers prefer an uncluttered look to their kitchens without the visual interruption of a ceiling or wall mounted rangehood.”

Smeg is pioneering another direction

“It is crucial that the rangehood is as quiet as possible adding to the comfort of the living space in today’s modern home” – Anthony Fletcher, CEO, Schweigen Home Appliances. in rangehoods with the transition from halogen lighting to efficient LED lighting. Smeg will introduce LED with lower running costs to its entire range over the coming months.

Smeg has 75 models in its rangehood collection, including 12 concealed units with the CK2000 the most recent addition. Sleekly styled and available in 76cm and 90cm widths the CK2000 brings a new level of power while maintaining very low noise levels.

The design trend for rangehoods is following a similar path to other built-in appliances, that is, functional with simple aesthetics in line with the design of the kitchen. “The industry is continuing to see growth, particularly in the concealed segment,” said De’Longhi category marketing manager, Helen Finlayson. “Consumers are building their hoods into the kitchen and utilising valuable cupboard space where possible.” Finlayson said De’Longhi offers a range of designer rangehoods from the statement piece that is often the centrepiece of the kitchen to concealed designs that are becoming more popular with the trend to smooth lines and WWW.APPLIANCERETAILER.COM.AU

Australia’s Number One Silent Rangehood Company

SILENT RANGEHOODS

1300 881 693

www.schweigen.com.au

✱ rangehoods SLIDE-OUT RANGEHOOD Omega 60cm Slide-Out ORT6WXA • 340 m³h maximum airflow • Ducted or recirculating • Carbon filters • Two halogen lights RRP: $249 Omega: 02 9415 5000

INTEGRATED RANGEHOOD

CANOPY RANGEHOOD

Falcon 100cm Integrated FALUC1002 • Stainless Steel • Twin fans to a maximum 2000 m³/h • Two speeds via front controls • Ducted only RRP: TBA Andi-Co: 1800 685 899

De’Longhi 90cm Canopy DETHALASSA90B • Three fan speeds up to 820m³/h • Designer black glass finish with LED touch controls • Can be fully ducted or recirculating RRP: $1,599 De’Longhi: 1800 126 659

integrations. ”As always design must be combined with function and our range delivers on all accounts,” she said.

Falcon is adding to its rangehood lineup in August with two integrated models in 80cm and 100cm brushed stainless steel, designed as overhead companions to the Falcon cooker. The current Falcon range comprises a 110cm and 90cm canopy in black or stainless steel and a 75cm integrated model. And rangehoods should not be purchased on price or style, said national brand manager, Jo Edwards. “Ask customers’ about their cooking habits. Do they use a cooktop a

the commercial market. Among the features are illuminated knob controls, aluminium grease filters, 850 cubic metres-per-hour extraction and 57dbA noise rating. According to CEO, Danny Hamilton, current trends indicate that canopy rangehoods are not in vogue.

“However, with customers at the premium end of the market, matching aesthetic is all important, so these two new rangehoods which represent excellent value are selling well.”

On the subject of premium, sitting at the high-end is the Gaggenau AL400, an extendable table ventilation

Sales tips from the experts…

It is our job is to both educate and inform our customers on how they can achieve a healthy home and the appliances that can assist them to do that. We are no longer selling just appliances but an overall lifestyle

… Anthony Fletcher from Schweigen Home Appliances lot? Do they cook with a lot of spices? Do they cook for long periods of time? Also having the right rangehood and airflow can minimise damage to cabinetry that can be caused by poor extraction.”

Kleenmaid recently added two canopy models to its Black Krystal range. The RHSCK90 (RRP $1699) is European made with touch controls and Kleenmaid’s Whisper technology that makes it super quiet at only 47dbA. It has been designed to match Kleenmaid’s Black Krystal range of ovens. The other new entrant is the KCRHSCK90 (RRP $899). While it carries similar styling to the RHSCK90 it is aimed at 48

APPLIANCE RETAILER AUGUST 15

system that disappears completely into the worktop when not in use. Table ventilation embraces the trend in openplan living, said Sampford IXL marketing manager, Frances Lynch. “Here, integration is about facilitating a more social way of dining and entertaining.

It is an ideal solution for kitchen islands and open-plan rooms. ” The AL400 recently received a 2015 Good Design Award from Good Design Australia for innovative design and engineering.

There are two intertwined trends affecting the local market and not surprisingly the ‘Masterchef phenomenon’ is one of them, according

to Condari director, John Keating. This has resulted in an increase for more specialised and high powered cooking appliances for the domestic market, he said. “Families want to cook complex, restaurant quality meals at home from a wide range of exotic cuisines.”

Condari distributes Qasair and Condor rangehoods and has over 40 different models in its current catalogue. Keating also added a spoiler alert when it comes to selling rangehoods. “While a cheaper oven or fridge will still cook meals and keep drinks cool, a cheap rangehood has the potential to spoil the whole kitchen.”

Bosch claims to have all operating modes covered when it comes to rangehoods, by offering consumers the choice of canopy, fully integrated and slide-out models. Canopy units provide a functional design element while slide-out and integrated models can seamlessly integrate into any kitchen design. While design elements are a key consideration, the biggest driving forces behind the consumer purchase decision are extraction capacity and energy efficiency, said product manager, Monica McCormack. “Rangehoods with higher extraction rates are perceived to be superior,” McCormack said. The EcoSilence BLDC brushless motor that eliminates friction and LED lighting also contributes to its energy efficiency.

When it comes to selling rangehoods a clear understanding of the size of the area to be ventilated, including the layout and shape of the kitchen and surrounding living areas, is critical, said Siemens marketing communications manager, Roberto WWW.APPLIANCERETAILER.COM.AU

rangehoods ✱ UNDER-MOUNT RANGEHOOD

CANOPY RANGEHOOD Kleenmaid 90cm Black Krystal Canopy RHSCK90 • Extracts at 900m³/h • Super quiet at 47dbA with Whisper technology • Stainless steel ProTec micro grease filters RRP: $1,699 Kleenmaid: 02 9310 1207

Qasair 90cm Under-Mount NDCH90L-2 • Twin motor for powerful air movement • Low noise level • Australian made • German motors RRP: $2,395 Condari: 1300 360 563

be enjoyed, an island rangehood could Finamore. “The extraction rate required impair the field of vision and impact on will vary for each customer.” Finamore the overall kitchen design.” recommended that air be exchanged He said the best rangehood is the one or extracted in a room a minimum of that is hardly noticed in its everyday use. six times and up to a maximum of 12 “Not by the sound it makes, the grease times. A simple rule-of-thumb he said, or odour it leaves behind, the vapours it is to measure the cubic metre volume fails to emit. Considering the time and of the kitchen area (LxWxH) and then effort it takes to install a rangehood, and multiply it by either the minimum or how difficult it is to rectify if installation maximum exchange rate. goes wrong, advising consumers about The high-end sector is seeing an the right system is important.” inclination towards fully integrated Glem Gas Australasia has rangehoods particularly with the growing expanded its Airfriendly range with popularity of island bench cooktops, its 1.2m wide format hoods down to according to Miele category manager, the conventional 60cm fixed hood. food & preparation, Rudi Niemoeller.

For greater visibility and a seamless “InEU1680_AR_TPH_Juggl situations where there 2015-07-03T10:49:44+10:00 is a view to

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FLAT CANOPY RANGEHOOD Emilia Glem 120 Flat Canopy 1.2m CK120TBTF • LED lights • 800 cubic metres extraction • Backlit controls • Stainless steel baffle filters RRP: $1,099 Emilia Glem: 1300 307 917

design aesthetic, stainless steel baffles and LED lights are standard across the range. “Full colour packaging and an absence of logos on products mean that our rangehoods are easier to sell and can be matched with any brand,” said managing director, David Gilmore.

“The rangehood market has become more sophisticated in recent years evolving from a simple ‘do you want fries with that?’ upsell, progressing into a strong standalone category of its own. Customers engage in the product decision more than ever and while the bonus rangehood sale still exists, Australians are more discerning in their product choice.”

APPLIANCE RETAILER AUGUST 15

49

✱ best of service VALE BOB JOHNSON 1947 – 2015 With the kind permission of Bob’s widow Liz, Appliance Retailer celebrates his incredible contribution to the industry with a look back at some of his wonderful articles.

The Big Four customer objections… and how to handle them “That’s okay,” said the salesperson, “what if I could show you how we can get around that objection you have.”

This was said to me by a very helpful salesperson, who not only closed the sale on my objection but also laid a foundation of trust for an ongoing relationship of customer loyalty.

These customer concerns, or so-called ‘objections’, do not necessarily indicate that the customer isn’t interested in the product or service — customers with concerns may actually be more interested than those customers who don’t raise any concerns at all.

Even better news is that these customer concerns can be like signposts leading you to closing the sale. Successful salespeople know that all they have to do is read those signs and deal with them appropriately.

So, once you’ve accepted that customer objections or concerns are an everyday occurrence in selling, all you need are a few strategies for handling those objections, and that will give you renewed confidence in being able to deal with them effectively.

Regardless of the type of concern your customer has, your first job is to ask the customer a few questions to ensure that you clearly understand exactly what the customer’s concern is about. Once you’ve identified which of ‘the big four’ objections your customer has, these are the steps in handling each.

1. Dealing with scepticism — This customer has some doubts about, or simply doesn’t believe what they’ve heard or read: they’re sceptical.

Step 1: Acknowledge the customers concern. For example: “Okay, I can see what you mean”, or, “I can understand your concern”.

50

APPLIANCE RETAILER AUGUST 15

Step 2: As this person has doubts, you are going to have to offer your customer relevant proof. This ‘proof’ could mean you’ll need to conduct a demonstration or perhaps point out something in the instruction manual, a brochure amd/or a magazine article.

Step 3: Check with your customer for acceptance of what you have told them or shown them. Once accepted, having removed the customer’s scepticism, you can now move on.

2. Dealing with misunderstandings — Let’s say a customer thinks they will need to buy a new car audio system to be able to use a Bluetooth phone in their 10-year old car.

Step 1: Confirm the customer’s need, for example: “So you would like to use your new Bluetooth phone in your car but your car’s audio system doesn’t have Bluetooth, is that right?”.

Step 2: Once confirmed, all you need to do is show the customer a product that will meet (or exceed) the customer’s stated need.

Step 3: Check for acceptance that your customer no longer has the misunderstanding.

TIP: Avoid saying things like, “That’s no problem, all you have to do is...” This is an opportunity to gain a commitment so you could say, “If I could show you how you can use the phone hands-free in your car, without replacing your sound system, would that be okay?”.

3. Handling a drawback — Sometimes you will need to deal with something customers see as a drawback or a negative.

Step 1: Acknowledge the customer’s concern.

Step 2: Focus on the bigger picture

and outweigh the drawback (the colour of the DVD recorder) with all the wonderful benefits the customer has previously accepted: there’s just that tiny, little ‘drawback’ of the colour.

Step 3: Check for acceptance, and move on or to the close.

TIP: By the way, when we are handling a drawback, it’s easy to find ourselves saying, “Yes, but…” This is a dismissive phrase, sending a message that you weren’t really listening.

Practice saying instead, “Yes, and…”, which is an ‘accepting’ statement, sending the message “I heard what you said, and to add to that, may I say…”

4. Handling indifference — There are times when a customer just can’t immediately see the value of something, for example, extended warranty.

Step 1: Acknowledge the customer’s point of view.

Step 2: Ask the customer if they would mind if you ask them a few questions, then explore the customer’s circumstances for opportunities to point out advantages/ implications of purchasing/not purchasing an extended warranty.

Step 3: Check for acceptance and move to close.

If you look back over these methods, Steps 1 and 3 are almost identical in each situation; it’s just Step 2 that is different.

Handling customer concerns is a daily aspect of selling and, rather than being feared or avoided, should be welcomed.

Practice these ideas with co-workers until they roll off your tongue naturally and you’ll soon be making a lot more sales — and a lot more loyal customers.

Bob Johnson's column will appear again in Appliance Retailer September edition.

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