Appliance Retailer September 2015 by The Intermedia Group

September 2015

RETAILER

APPLIANCE BROWNGOODS WHITEGOODS SMALL APPLIANCES COMPUTERS & COMMUNICATIONS

IFA 2016 Key Trends 58 + New Products How to sell technology to Millenials SPECIAL FEATURES • Learn how Fans and Air-conditioning will boost retail summer sales • Blender’s poised to dominate Christmas • Why Barbecues are showing promising signs of growth

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Q contents

VOLUME 21, ISSUE 8

APPLIANCE

33 Fans Feature

07 News

44 Christmas Feature

16 Retail Rules

56 Barbecue Feature

18 Digital Retailer

64 New Appliances

20 New Gadgets

67 Best of Service

September 2015

RETAILER

Cover

Story

06 Editorial

BROWNGOODS WHITEGOODS SMALL APPLIANCES COMPUTERS & COMMUNICATIONS

21 Air-Conditioning Cooling Feature

C’est la vie Made in France, the Tefal Cuisine Companion is an all-in-one, kitchen wonder machine that creates amazing dishes at the touch of a button. A cooking-capable food processor and more, Cuisine Companion replaces up to ten appliances in the kitchen and is perfect for chopping, whipping, mixing, kneading, cooking, steaming, blending, stirring, emulsifying, whisking, searing, crushing, milling and precise heating. Brought to you by the French company that has provided home cooks around the world with ingenious and inspiring cooking solutions for 150 years. You will never run out of ideas – the 1 Million Menus cookbook included is a genuine source of daily inspiration for successful cooking! With 300 recipes: 100 starters, 100 main dishes and 100 desserts, the possibilities are endless!

APPLIANCE RETAILER SEPTEMBER 15

Q company index Arisit Bosch Beefeater Camberwell Electrics Canon Canstar David Barke Appliances De’Longhi Dyson Electrical Discounters Electrolux Home Products Excelair Excelsior Everdure Fujifilm Fujitsu General George Foreman Garmin GfK Gibson Glen Dimplex Groupe Seb Harvey Norman Heller Honeyair Honeywell IDEA JB Hi Fi

58 9 56,57,60 30 10 32 54 30,31,36,43,49,55,64 33,34,35,37 54 56,59,61 42 57,60 60 10 21,22,23,25 55,65 20 16,17 19 30, 36 OFC, 4,46,47 7, 13 38,40 36,39,40,57,63 36, 40 10 12

Kambrook Kelvinator Leading Edge LG Maxwell Miele Mitsubishi Electric Mitsubishi Heavy Industries Morphy Richards Navman Nespresso Nikon Omega Panasonic Russell Hobbs Retravision Samsung Sharp Smeg Sodastream Sony Sunbeam Tefal The Good Guys Teco Uniden Viewsonic Westinghouse

38,41,48,53,55 26, 28 54 20,32,64 10 9 14,15,29,65 24,26 OBC 64 20 50,51 10 42 9,18,19,28,64 64 54 7,8 17,64 62,65 55 8,20 30,42,48,49,55,65 55 7,12 27 5 20 IFC,3

WWW.APPLIANCERETAILER.COM.AU

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Introducing Uniden D1, HD D and an nd FUL FU FULL ULL HD H DVR DV VR Sec S Security ecur urity ity Sys Sy Systems ystem ems ms

For complete range details visit Uniden at: uniden.com.au or call 1300 366 895 today.

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 Editor Claire Moffat cmoffat@intermedia.com.au Features Editor Kymberly Martin Journalist Emily Bencic 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

Average Net Distribution (AND) Per Issue, 6,412 CAB Publisher’s Statement Period ended 31 March 2015

When everything is new again…

ince I returned to The Intermedia Group in July to work on Appliance Retailer, there has been industry buzz about my arrival. That’s not surprising. For 15 years I was a competitor with the Connected News Service. That period was tough, fun and most of all an incredible learning experience about how to run a small business while navigating through the constantly evolving media landscape. While many readers will know me from those days, some may not know that I was also the founding editor of Appliance Retailer twenty years ago. That experience was equally exciting and challenging and it is testament to the entrepreneurial skill and vision of Jerry and Simon Grover, owners of Intermedia in 1995, who took an almighty risk to launch a new, state of the art magazine for the appliance industry.

Time to celebrate It was aptly badged Appliance Retailer and as the gods would have it, I have arrived back at Intermedia just in time to celebrate not only my own anniversary, but that of Appliance Retailer as well. And I am not alone, Emily Bencic, has also joined the editorial team, the industry savvy Kymberly Martin is now Features Editor and we are strongly backed by the power of former Appliance Retailer Editor James Wells (now an Intermedia Group Publisher) and veteran General Manager Sales Rod Riley. Rod is also celebrating twenty years of devoted service on the magazine this year. But, there is much work to do. Today, The Intermedia Group is Australia’s leading privately owned B2B media enterprise. But like any

business which earns its living from the media, the company is constantly impacted from what is a fragmented, transitioning industry, with print viability under pressure.

Major refresh As a result, the team on Appliance Retailer is now charged with refreshing the magazine to ensure that not only are we resilient to these forces and the magazine and its digital platform continue to serve the industry as a vital and functional channel of intelligence. Firstly, we have conducted qualitative research on how the magazine and newsletter is used and valued by the industry. We have listened carefully to your feedback which at times has been direct and challenging. We are all of the same mind that Appliance Retailer is in need of not only a cosmetic makeover, but a refreshed editorial direction which will serve and support the industry to grow and prosper. Inside this edition we have four bumper Features; Fans, AirConditioning, Christmas and Barbecues. We also bring you major trends from the annual IFA Show in Berlin, Germany. We want you to be proud of your industry magazine, to see the best of the industry showcased within its pages, and to most importantly, come along with us on the next leg of this exciting journey.

Claire Moffat

DISCLAIMER This publication is published by The Intermedia Group Pty Ltd (the “Publisher”). Materials in this publication have been created by a variety of different entities and, to the extent permitted by law, the Publisher accepts no liability for materials created by others. All materials should be considered protected by Australian and international intellectual property laws. Unless you are authorised by law or the copyright owner to do so, you may not copy any of the materials. The mention of a product or service, person or company in this publication does not indicate the Publisher’s endorsement. The views expressed in this publication do not necessarily represent the opinion of the Publisher, its agents, company officers or employees. Any use of the information contained in this publication is at the sole risk of the person using that information. The user should make independent enquiries as to the accuracy of the information before relying on that information. All express or implied terms, conditions, warranties, statements, assurances and representations in relation to the Publisher, its publications and its services are expressly excluded save for those conditions and warranties which must be implied under the laws of any State of Australia or the provisions of Division 2 of Part V of the Trade Practices Act 1974 and any statutory modification or re-enactment thereof. To the extent permitted by law, the Publisher will not be liable for any damages including special, exemplary, punitive or consequential damages (including but not limited to economic loss or loss of profit or revenue or loss of opportunity) or indirect loss or damage of any kind arising in contract, tort or otherwise, even if advised of the possibility of such loss of profits or damages. While we use our best endeavours to ensure accuracy of the materials we create, to the extent permitted by law, the Publisher excludes all liability for loss resulting from any inaccuracies or false or misleading statements that may appear in this publication. Copyright © 2015 - The Intermedia Group Pty Ltd.

news Q TGG’s Geoff Reader said consumer safety was its prime concern.

Social Media Activists

SAMSUNG RECALL: HOW RETAILERS UNITED AGAINST GLOBAL GIANT TO PUT CUSTOMERS FIRST By Claire Moffat The appliance industry demonstrated an unprecedented level of unity last month when leaders Harvey Norman and The Good Guys began offering direct refunds to customers who had bought one of Samsung’s 140,000 recalled washing machines. There have been 206 incidents, including fires, overheating and smoking, since the first recall was issued in April 2013, according to Samsung. The Good Guys (TGG) chief merchandise officer, Geoff Reader explained to Appliance Retailer that the catalyst for the move was ‘customer safety’ after Samsung began repairing the machines with a fire-retardant plastic bag and tape rather than offering a refund. “The safety of our customers is paramount at The Good Guys and we put customer care and satisfaction first at all times. We understand our customer’s nervousness in continuing to use an affected machine even after it has been repaired, therefore in an effort to ensure our customers safety and peace of mind, we have decided, as an executive team, to offer customers a

complete refund or replacement at no cost to the customer,” he said. According to Reader, customers who purchased the Samsung models “understandably have expressed concern regarding their machines.” However, he said that customers TGG had spoken to were happy to accept a full refund or replacement. He was conﬁdent that any replacement unit purchased at any of The Good Guys stores would be satisfactory.

Repair option “a major failure” While Reader described the recall as “significant” he also said Samsung was “incredibly diligent in handling the issue. It has attempted to contact all affected customers to discuss their options.” Meanwhile, Harvey Norman’s CEO John Slack-Smith said consumers were owed a refund, because it was a “major” failure as defined by Australian Consumer Law. “If a franchisee rang me and said ‘a customer had a plastic bag repair but is now not happy with that and wants a refund’, I’d tell them go ahead, straight away.” Fair Trading Commissioner, Rod Stowe also confronted Samsung’s response to the recall. “We will continue to monitor the recall and hold Samsung accountable while ensuring consumer protections are enforced.” Samsung’s ‘tape and plastic bag’ fix wasn’t good enough for retailers or customers.

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Meanwhile, the damage to the Samsung brand has been incalculable as consumers took to Facebook to vent their frustration and CHOICE crushed two of the machines and launched a crowdfunding campaign to create a TV commercial about the recall. Administrators of the 2000 machine-owner members of the Facebook group set up in June, have been a significant force in keeping the issue alive. For two years, Samsung has been telling customers the machines only need to be repaired, however through the group, it was revealed that the repair was suspect, that the machine failure was “major” as defined by Australian Consumer Law, which meant it was not good enough for Samsung to only offer a repair, and that more than 3700 machines had been repaired in the factory then sold as new. The administrators pressured authorities into upgrading the recall and brought to wider attention story after story of near-tragedy due to washing machine blazes. Seven Hills mother,Tarnya Allen, one of the administrators of the “Samsung Washing Machine Recall - Consumer Support” Facebook group, said “someone had to make the fires stop and protect our families.” After joining the group, Ms Allen became one of the first machine owners to successfully insist upon a refund or replacement. Samsung declined to comment. Samsung Washing Machine Recall - Consumer Support

APPLIANCE RETAILER SEPTEMBER 15

Q news IFA Sony

IFA SAYS CONNECTIVITY, ENERGY EFFICIENCY TO TREND IN 2016 As the global giants rolled out crates of products and technology to keep retailers busy, well into 2016, the evergrowing Internet of Things (IoT) market and energy-efﬁcient appliances in both the laundry and cooking categories, commanded some serious interest. From kitchen appliances that recommend recipes to washing machines apps that provide garment care tips, Appliance Retailer’s Simon King reports from Berlin on the latest and greatest products from the industry’s largest consumer electronic event.

Sony expands digital offering Sony launched its new ﬂagship smartphones, the Xperia Z5 and Xperia Z5 Compact. The Z5 Premium will feature the world’s ﬁrst 4K UHD smartphone display. Sony’s digital imaging offerings included the RX100 IV and RX10 II, two additions to Sony’s Cyber-shot camera range that bring professional features to everyday users. Sony showcased its 4K BRAVIA TVs, including the 65 inch and 55 inch X90C series, described as the slimmest

LCD TVs in the world, measuring approximately 4.9mm at their thinnest point. Sony is working with streaming video providers such as Amazon Video to bring movies and TV shows in HDR (High Dynamic Range), for deeper blacks, brighter peaks, and richer colour tones. Sony also unveiled h.ear (pronounced “hear”) headphones, available in both over-the-head and in-ear styles, and new Walkman models, the NW-A25HN and the NW-ZX100HN.

Samsung stays on trend

IFA Bosch

APPLIANCE RETAILER SEPTEMBER 15

Samsung Electronics demonstrated how the company will be taking the Internet of Things (IoT) from vision to reality, showcasing a range of new connected devices and IoT services. Samsung chief marketing ofﬁcer, Dr W.P. Hong said, “For Samsung, IFA 2015 is all about the Internet of Things. We are certain that IoT will revolutionise the world of consumer electronics, and this is our opportunity to update you on how far we have come in just one year. “No organisation is better placed to ensure that the latest industrial revolution is driven not by technology, but by people’s expectations. Our vision is of an IoT that’s ‘In Sync With Life’, that’s an IoT for you.” WWW.APPLIANCERETAILER.COM.AU

news Q IFA Haier

IFA Panasonic

Miele also presented the world’s ﬁrst networked dispensing system for washing machines (and pilot project for dishwashers). When detergent is almost used up, the machine automatically sends a message to a mobile device.

IFA AEG

Panasonic: ‘A Better Life, A Better World’ Panasonic showcased an array of products, from AV equipment to home appliances and personal care appliances, featured in living environments. Centered on the Personal Kitchen Screen, demonstrations showed how connected home appliances with cloud-based services are capable of recommending recipes that match the family’s eating habits. Panasonic Appliances Company president, Tetsuro Homma, previewed the latest line-up of the company’s 4K VIERA TVs, including the new TX65CZ950, which features a 65 inch OLED screen and delivers the ultimate, high picture quality with high contrast and rich colour expression. A development prototype waterproof, portable 24 inch TV WWW.APPLIANCERETAILER.COM.AU

was also on display. It uses wireless transmissions from tuners for users to enjoy TV broadcasts or recorded programs in rooms without antennas.

Sous-vide cooking from Miele A key highlight from German manufacturer Miele was the launch of sous-vide cooking. According to Miele co-proprietor and executive director Dr Markus Miele, the new built-in vacuum-sealing drawer and steam oven from Miele, enables consumers to have access to the full range of applications in the convenience of their own home. The company also launched its ‘Inspired by Life’ tagline at IFA, supported by key product innovations, including TempControl induction hobs, which ensure the correct temperature is maintained at all times by sensors embedded in the ceramic screen.

Bosch provides emotive and immersive experience Bosch aimed to bring visitors closer to its brand and appliance beneﬁts with its key new products, including the Series 8 induction hobs, equipped with the PerfectFry frying sensor and the PerfectCook cooking sensor and a new ActiveOxygen function for washing machines, which hygienically cleans laundry at gentle, low washing temperatures. A new generation of NoFrost fridgefreezers was also launched, with some combinations featuring the advanced freshness system VitaFresh pro. Bosch also spoke of the possibilities for networked home appliances offered by Home Connect, the app for smartphones and tablets that can operate appliances remotely, and check the contents of a fridge while users are at the grocery store. Appliance Retailer will profile more news from IFA 2016 in our October edition. APPLIANCE RETAILER SEPTEMBER 15

Q news

Fujiﬁlm P Hodgson.

Maxwell B Lee.

IDEA R Gatto.

Canon J Mclean.

Nikon J Murray.

WHAT TO EXPECT AT THIS YEAR’S DIGITAL SHOW The Digital Show, organised by IDEA, is scheduled to run at the Melbourne Exhibition Centre from October 16-18 with over 100 brands on display. Emily Bencic talked with IDEA and exhibitors. Badged as “one of the largest consumer electronics events in the southern hemisphere”, the event’s sponsors include Nikon, Fujifilm, Epsom and Olympus. IDEA Show Director, Robert Gatto, told Appliance Retailer that visitors will see a range of products from “digital cameras of all shapes and sizes, photography accessories, video capture devices up to 4k and new 4K OLED TV’s in dedicated viewing rooms.” He added that “for something out of the box” visitors can also learn more about Tesla’s advanced electric motor vehicles and how digital technology is integrated into the car. “World-class speakers will be presenting on different genres and for the first time we will be running hands-on workshops on the show floor. We have devised four creative Corners, where we will provide paid food, macro, lighting and printing classes each day of the show,” he said.

Spotlight on education and creativity Nikon general manager of sales and marketing, James Murray has said the focus of this year’s Show will be education and creativity with the Fairfax Inspiration Theatre increasing to a dual screen, 400-seat space that will run daily presentations. “We will engage with consumers and teach them about new camera capabilities and technologies, which push boundaries for photography enthusiasts. Instagram has also been an inspiring platform for consumers and we will embrace the inﬂuence of social media on photography,” Murray said. “Nikon will have a dedicated stand with a similar concept to previous years. Visitors will also have the opportunity to 10

APPLIANCE RETAILER SEPTEMBER 15

learn from professionals in the Creative Learning Centres and there will be free presentations in the new Inspiration Theatre,” he added. According to Murray, attendance numbers were 22,000 for the 2013 Digital Show, and he expects this year to be just as big.

Tamron lenses make debut Maxwell International Australia is a committed Digital Show exhibitor and this year is no exception. One of its key brands, Tamron, will be launching two new revolutionary lenses for its range. Maxwell marketing manager, Brendan Lee said the lenses will be a large part of the company’s showcase, as it’s the ﬁrst time the lenses will be available for sale in Australia. “We will have a strong focus on partnering discussions and offers for our Retail Partners. We are planning on the return of the show, (after the ﬁrst ever off year in 2014), drawing a larger retailer visitation than ever before and long-time Tamron supporter, Glynn Lavender, will be teaching portrait workshops at the Inspiration Theatre. “Whilst retailers do a great job everyday offering a range of different products to consumers, the show allows a brand to go that extra mile to explain the origins and history of certain products, and of the brand itself. Suppliers and brands will make a highly concentrated effort to shine a light on all the lifestyle improvements their products offer,” he said.

Innovation focus for Fujiﬁlm As with previous years, Fujiﬁlm Australia will be supporting the

industry by launching its new business model in photo finishing solutions; including mobile printing innovations and software from Whitech. Fujifilm national marketing manager, Phil Hodgson told Appliance Retailer that the company will be introducing its new model store known as the Wonder Photo Shop to the Australian market for the first time at this year’s Digital Show. “Fujifilm will also be showcasing the fun and creative range of instax cameras, printer and accessories, as well as our full range of renowned X Series cameras, lenses and accessories, available for visitors to experience for themselves,” Hodgson said.

Canon invests outside Digital Show Based on feedback from consumers and partners, Canon Australia will not be exhibiting at this year’s Digital Show, after investing in Vivid Sydney and focusing on its locally produced TV series, Tales by Light, as well as Canon Collective experiences across Australia. Canon Australia director of consumer imaging Jason Mclean said, “Staying relevant to the consumer is the key for the industry and that means making the necessary changes and not doing what you have always done. We invest heavily in programs to lead and innovate in the imaging category and drive category value growth based on the consumer experience.” “From an industry perspective, we know that consumers visit a retailer 2.4 times on average to make their purchase, and these high-reach programs provide the inspiration to start that process,” he added. WWW.APPLIANCERETAILER.COM.AU

news Q

HONG KONG FAIR SET TO SHAKE-UP ELECTRONICS MARKET Electronics industry is the largest merchandise export earner of Hong Kong, accounting for 61% of the region’s total exports in 2014 to reach USD 287 billion, up 6% over the previous year. As the important trading hub of electronic products and components in Asia Paciﬁc, Hong Kong is the ideal region for staging international trade exhibitions. The annual HKTDC Hong Kong Electronics Fair (Autumn Edition) and electronicAsia, representing the world’s largest electronics marketplace, will return in October 2015 with over 4,100 exhibitors to showcase the newest WWW.APPLIANCERETAILER.COM.AU

electronic products, components and technologies to the world of buyers. In the 2014 editions, the twin fairs attracted a total of around 95,000 buyers from over 150 countries and regions. The 35th Hong Kong Electronics Fair (Autumn Edition) is organised by the Hong Kong Trade Development Council (HKTDC), while the 19th electronicAsia is jointly organised by the HKTDC and MMI Asia Pte Ltd. The two fairs will be held concurrently at the Hong Kong Convention and Exhibition Centre from 13 to 16 October 2015. HKTDC deputy executive director, Benjamin Chau said, “The annual

Electronics Fair (Autumn Edition) takes place in October, gathering all sorts of electronic gadgets for global suppliers and buyers to facilitate trade discussions. This year, two new product zones, Smart Tech and Robotics & Unmanned Tech, will be launched to present the latest trends and developments.” “As for electronicAsia, a new zone Keyboards & Switches will debut in this year’s edition. With two events taking place at the same time under the same roof, it is a great opportunity for entrepreneurs to explore new possibilities for crossover business and extend their networks to new areas,” he said. APPLIANCE RETAILER SEPTEMBER 15

Q news JB TAKES ON DICK SMITH HOME MODEL

By Claire Moffat

Richard Murray - Chief Executive Ofﬁcer & Executive Director.

JB Hi Fi is determined to leverage its loyal customer base to grow sales by creating a small appliances destination inside four of its eponymous JB Hi Fi stores. The move came just a week after Dick Smith announced the almost identical strategy to range small appliances (Connected Home) inside several of its existing Dick Smith stores. The new small appliance department within JB Hi Fi is badged JB Home and the company intends to have a total of 18 stores offering small appliances by November this year. JB CEO, Richard Murray described the introduction of small appliances into existing JB Hi-Fi stores as “a natural

progression” for its home appliances strategy. It has been added to four JB Hi-Fi stores to date which he said, had “pleasing results”. Murray said the company was “making the right investment” although he conceded that store exposure and customer awareness will be an initial challenge, “as for any company rolling out a new business.”

Appliances into most stores He said that JB planned to eventually introduce home appliances into most of its stores, tailored to suit the speciﬁc needs of consumer target market for different geographic areas.

The Good Guys pumps up with Whirlpool The Good Guys (TGG) is now ranging Whirlpool products exclusively through a strategic partnership covering local market product development, procurement and marketing . TGG and Whirlpool explained to Appliance Retailer that they will focus on a more collaborative approach to operational activities such as product selection and sourcing, assortment planning, forecasting, product roadmapping and service levels TGG Group general manager merchandise, Wayne Jennings explained, “While brands are focused on inﬂuencing what shoppers buy, retailers are more interested in where they buy. It is when these two goals overlap that there is opportunity to collaborate and that is the spirit in which we are entering this partnership with Whirlpool.” “We are acutely aware that success depends on gaining a deeper understanding of our consumers, well 12

APPLIANCE RETAILER SEPTEMBER 15

Murray added that 80% of the small appliance brands already ranged in JB Home will go into the new smalls departments, with other brands to be revealed. He described the small appliance market as an “exciting” category for Christmas.

No deranging of existing products Murray said there would be no deranging of products to make room for small appliances, instead they will be more efﬁcient with layout by the use of ‘skinny racking’. The JB Home stores presently use 135m2 for their small appliance footprint, while the new small appliance space in JB Hi Fi stores will cover 90m2.

By Claire Moffat Wayne Jennings - Group general manager merchandise.

beyond what customers articulate or even recognise themselves,” Jennings said. “Working more closely with Whirlpool, in a meaningful partnership, to develop these insights from global experiences will not only translate into a competitive advantage for both businesses, but ultimately satisfy the needs of Australian

consumers. The industry is at a point in its evolution where new business models and partnerships can and need to be created to provide greater efﬁciencies and long term viability,” Jennings added. Meanwhile, TGG said it planned on developing more of these types of strategic alliances over the coming years. WWW.APPLIANCERETAILER.COM.AU

news Q

Harvey Norman chairman, Gerry Harvey (right) and below with his wife and company CEO Katie Page.

GERRY HARVEY SAYS OUTLOOK ONLY POSITIVE Harvey Norman chairman, Gerry Harvey has attributed the growth outlook for the property market in Australia as positive, pointing to new starts, renovation expenditure, and secondary market clearance rates as significant drivers. His comments followed the release of Harvey Norman’s annual net profit for fiscal 2015 which lifted 26.6 % to $268.1 million, from $211.70 million in 2014. Excluding property revaluations, annual net profit was up 19% to $261.84 million, from $220.1 million. Echoing his comments at the company’s recent Conference and Expo, Harvey said the group’s franchisees were performing strongly and gaining market share. “I remain positive about the outlook for Harvey Norman,” he said. “In what is still a generally challenging retail environment, we have seen further improvement in the performance of each of our business segments,” he said. WWW.APPLIANCERETAILER.COM.AU

By Claire Moffat

paying dividends. Strong franchisee sales growth meant Harvey Norman could also reduce tactical support to franchisees.

Solid category performance

Store sales up 5.5% The company said that from July 1, 2015, to August 27, 2015 sales from franchisee stores were up 5.5%, with like-for-like sales up 6.6% on the prior corresponding period. Harvey said the 2015 results were good and showed the strength of the group’s integrated retail, franchising, property and digital system. He added that the group’s investment in its physical stores, online sales, and mobile and social media platforms, was

Harvey Norman said that in the computer category, sales of computer hardware, accessories and mobile devices were solid. Sales of wearable ﬁtness and health products continued to expand. Company-owned stores lifted proﬁt before tax by 42.9% to $41.03 million. And, operations in New Zealand outperformed in a competitive market.

Irish losses stemmed Increased brand recognition and improved economic conditions resulted in a 40% drop in trading losses in Ireland and Northern Ireland. This was partially offset by operations in Asia, where an erosion of gross margins and higher costs associated with new store openings resulted in a fall in proﬁtability. APPLIANCE RETAILER SEPTEMBER 15

Q news

MEET THE LOCAL MAN AT THE HELM OF MITSUBISHI ELECTRIC

By Pamela Connellan Mitsubishi Electric Australia has decided to place one of the company’s veteran employees, New Zealand born Jeremy Needham, into the role of managing director. While this is obviously a coup for Needham, it also speaks loudly to how this Japanese giant is faring. As Needham said in this exclusive interview with Appliance Retailer, the company wouldn’t have appointed a local “... unless things were going very well.” 14

APPLIANCE RETAILER SEPTEMBER 15

At a time when many Japanese companies are tightening their belts and only appointing Japanese MDs in Australia, Mitsubishi Electric has just posted a very strong financial year (Japanese financial year of April 2014 to March 2015), both for the Australian office and internationally. It has yearly revenues of over $48 billion and over 120,000 employees globally. Needham emphasised that this overall success has helped lead to his appointment as managing director, as the company wishes to stay as close as possible to the current managerial structure. “If things are difficult, the company tends to revert to a Japanese MD,” he explained. “But we had a great year for sales and profits last year both here and globally. So, head office is happy with what we are achieving here in Australia.”

Engineering and management background Needham, only took over the reins from the previous managing director, Takeshi Shihonmatsu, in June of this year. Previously, he was the executive director of Mitsubishi’s Living Environment Group (LEG). Needham joined the Japanese giant 27 years ago as part of the Tangara Railway project. He explained that the company is promoting internally as much as possible and that many of the people working under him have now been promoted to cover the area he was in charge of in LEG: “Now we have two new GMs from within LEG including Zane Barron who is now General Manager, National Sales LEG and Raja Gounder who is now General Manager Business Development, Operations and Customer Support. WWW.APPLIANCERETAILER.COM.AU

news Q Mitsubishi Electric in Australia sells a wide range of highly technical products but for consumers, it is only the LEG products which come with the Mitsubishi Electric logo.

“We have the right product at the right time…” According to Needham, Mitsubishi Electric is well placed to achieve future growth and perhaps this relates to the company making the right decisions to move away of some areas and into new categories. “In 1988 we were still selling TVs with wooden cabinets. But the decision was made to move out of browngoods in the 90’s and then we exited mobile phones in 1992. We still do ﬂat panel display walls for commercial purposes.” Now, the Living Environment Group (LEG) sells refrigerators and air conditioners for the residential market. Needham attributes the record growth in LEG to “having the right products at the right time.”

High demand for high end fridges Needham said Mitsubishi Electric can’t get enough stock of its high end refrigerators into the country to satisfy the demand: “We have some high end French Door refrigerators that are selling very fast. We have these very advanced fridges that are made in Japan and we are struggling to match supply with the sales.” Needham attributes the move towards higher end refrigerators to a range of factors including the local obsession with cooking and home renovation: “We commissioned a consultant to have a look at the kitchen market in Australia and we found that people are thinking much more about this whole area. “These fridges have a lot of extra features. They are able to make ice cream, they keep raw ﬁsh cool at the right temperature so it doesn’t go off and stays fresher, they can also freeze hot food. All of this is more important at a time in Australia where people seem to be very keen about their food preparation, kitchens and the products they have in it. “There is a trend towards high-end whitegoods. It is starting to mean something if you have an amazing fridge – there’s cache in it. Fridges are becoming an aspirational product in Australia. “As property values have increased, people are more comfortable with a $40,000 kitchen and these refrigerators WWW.APPLIANCERETAILER.COM.AU

are around the $3,000 to $5,000 mark and people are fine with this. McCrindle Research conducted research for Mitsubishi and found that men are increasingly happy to talk about cooking. “They like the features and the technology that we can offer in the higher end,” he added. “Our new multi drawer fridges can ‘Super Cool’ food at around -3°C to 0°C in the chilling case. It means you can keep items which need to be kept extra cool but not actually frozen. This provides the convenience of food ready to cook without the need to defrost it. “Our brand is very important – we don’t have low end products. We have doubled our high end fridge market share over the last 12 months. In May 2015, which is normally a quieter month of the year, we sold more highend fridges than ever before. “We find this works in very well with our retail partners. They would rather sell one high end fridge than five cheaper ones.

“The new MR-WX743 fridge with a glass front is selling remarkably well. We sell through Harvey Norman and the NARTA retailers including Betta, Bing Lee, and Seconds World.

Seeing red Needham said Mitsubishi Electric has recently launched a new red refrigerator onto the Australian market. While he admitted Mitsubishi Electric was not the ﬁrst to think of bringing colour into the whitegoods category, he said the company is the ﬁrst to do this in the mid to high-end.

“There is a trend towards high-end white goods. It is starting to mean something if you have an amazing fridge – there’s cache in it. Fridges are becoming an aspirational product in Australia.” “Our New Zealand distributor has had surprising success with these red fridges. Usually high end fridges are stainless steel but now we have fridges in black, white, red and mahogany,” he added. As well as the red fridge, Mitsubishi Electric will release what they call the ‘L4 Mini’ which will sell for under $3,000. The L4 Grande is a large four door fridge which is 1820 mm high. In Australia, this height was not suitable for every kitchen as some people prefer to have some cupboard space above their fridges, so Mitsubishi Electric will now release the L4 Mini at 1700 mm high.

Slim and sleek air conditioning Mitsubishi has held its edge as a leading air conditioning manufacturer and, Needham claims that consumers will no longer accept an air conditioner that is ugly or bulky. “They want to see a sleek, slim design and a very glossy product. Our air conditioners can match the look of our refrigerators. They also have a high energy efﬁciency performance. “Wi-Fi is another feature – with our air conditioners, you can be overseas and still able to turn your air conditioner on or off from your phone. We introduced Wi-Fi control in January of this year. APPLIANCE RETAILER SEPTEMBER 15

Q feature

Retail Profitability principles Mark 1 I

n the introduction to the ‘Retail Rules’ series last issue, I mentioned four retail profitability measures. There are more, but these are the four I’ve selected here: • Gross margin return on inventory (GMROI): sales gained from money spent on inventory. Linked to velocity • Sales/rent ratio: eg sales and profit per square metre, sales per square foot of shelf space • Product/price mix: getting maximum transaction value from your range • Customer lifetime value: understanding who your current customers are, what they are worth to you over the long term and how you can leverage this. Here we’re going to review the first two.

1. GROSS MARGIN RETURN ON INVENTORY (GMROI) Also known as Gross Margin Return on Inventory Investment (GMROII). Aside from rent and staff, one of the largest ongoing costs retailers have is 16

APPLIANCE RETAILER SEPTEMBER 15

inventory stock. But how do you know if your inventory is working for you? GMROI is a ratio that looks at the ability to turn inventory into cash over and above the original cost of the inventory. Or according to our friends at Wiki, it answers the question “for each unit of currency at cost, how many units of currency of gross proﬁt will I generate in one year?” GMROI is calculated by dividing the gross margin by the average inventory cost. As a formula it looks like this: A ratio higher than 1 means you are selling the stock for more than what it costs to acquire it. A ratio lower than 1 means the stock is costing you money. For example, imagine you have gross dollar margin of $129,500 and an average inventory cost of $83,000. Your GMROI is 1.56, which means your inventory earns revenues of 156% of costs. This is good. Because in retail stock turn and margin can vary widely by item and location (let alone the impact of sales and discounting) GMROI can be used not only at the total level but also at the category and department level.

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. WWW.APPLIANCERETAILER.COM.AU

feature Q When used at a category, department, individual store or cross-store, the GMROI metric evens out the effects of the below: • Products or stores with high sales often have lower margin or excessive inventory • Products with a high stock turn that have a low margin • High margin items that are slow sellers and thus produce low profits • High profit products with low margin, high volume sales but also high inventory levels that prevent other products from being displayed and sold. Using GMROI, items with high sell-offs (i.e. the final stock level falls towards zero, quickly) may appear better than items with constant inventory supplies. For instance, job lot items that totally sold off will appear better than basic items such as CocaCola or Jim Beam White Label that are replenished by reorders. Because this sell-off effect is particularly evident when analyzing shorter time periods or item level information, GMROI is best used as a longer term and category or department level measure. GMROI is, however, linked to velocity and stock turn because it’s based on what is actually sold. It’s not just the cost of the inventory, GMROII assumes that the product will actually move. You can’t bank percentage margin. 40% of nothing is still nothing. It’s no good having products with a high percentage margin that collect dust and haven’t moved after a year, or that you’re ranging only two of because old Mr Jones is a regular customer and likes it and might possibly ask for one at some nebulous point in the distant future. GMROI assumes and indicates level of stock demand and turnover. Particularly if your budgets and bonuses are based on sales, which may require lowering margin via discounting or stockloading into store from time to time, using GMROI based on actual sales (rather than the theoretical worth of the stock) indicates your balance of sales, margin and inventory cost. Using actual sales data, assuming you have a decent POS system, is also easier than calculating theoretical value.

2. SALES PER SQUARE FOOT OR METRE This one is fairly straightforward. Sales per square foot (or metre) is WWW.APPLIANCERETAILER.COM.AU

simply the average revenue a retail business creates for every square foot of sales space. You divide your net sales by the square feet or metrage of selling space you have. Note that selling space does not include the store room, ofﬁce or areas where merchandise is not displayed. Selling space is the merchandised space.

GMROI=

learning and Apple stores have some of the best sales/rent ratios in the world, often despite high rent cost locations. Within sales per square foot, there’s also sales per linear foot of shelf space. A store with lots of wall units and other shelf space such as you see in grocery, liquor, and pharmacy (but less likely in consumer electronics, for

Gross Margin Average Inventory Cost

Sales per square foot helps measure the efﬁciency of revenue creation within the amount of sales space available. The higher the sales per square foot, the better job you are doing of marketing and displaying the store’s products. Theoretically the higher price your products are, the better your sales per square foot will look, again assuming the product moves. Sales per square foot can also be used as a rough calculator for ROI and as an input into determining rent charged. What sales per square foot doesn’t take into account is stores whose role is as much experiential as transactional, such as ﬂagship stores. Having said that, Apple stores are about experience and

instance) may want to use sales per linear foot of shelf space to determine a product or product category’s allotment of space. This is a useful measure for FMCG type categories where you have many products at a shelving ﬁxture. In this case the formula is net sales divided by linear feet of shelving, taking into account there may be between 3 and 6 shelves in a bay. This can then be linked to the space to sales ratio that we’ll discuss in more detail when we move onto Point of Purchase drivers. Next time we’ll look at product and price mix and customer lifetime value. *Sources include Investopedia, Wikipedia and retail.about.com. APPLIANCE RETAILER SEPTEMBER 15

DIGITAL RETAILER

HOW 4K CAN GROW DIGITAL IMAGE SALES THIS CHRISTMAS

ustralia’s growing interest in photography and action videography will play a big part in driving digital camera and camcorder sales in the Christmas season, as consumers search for high quality, compact and connected products to record their precious moments. Claire Moffat reports. Panasonic Australia senior product manager, Imaging, Doug Campbell explained that consumers want to be able to capture once in a lifetime occasions easily in the best quality. Social media and smartphone connectivity is also important to consumers so they can share special pictures and video immediately. “4K should be at the top of the shopping list this year. The introduction of affordable 4K technology to cameras has provided consumers with the opportunity to achieve

Doug Campbell

even more stunning shooting results. 4K video provides crystal-clear footage, while new features such as 4K Photo allow the consumer to capture unrepeatable splitsecond moments,” Campbell said. “For camcorder purchasers, there’s the opportunity to create your own original videos to share, whether it’s wearable technology that allows you to capture point of view footage of a unique experience; or a ‘twin camera’ feature that captures two scenes simultaneously, putting both the subject and the videographer in the picture.

SHOW THEM HOW TO STAY CONNECTED Panasonic Australia product marketing manager, Blu-ray and Hi-Fi – Chasnyn Ousmand, says today’s consumer has multiple devices, uses multi-platforms and is increasingly connected. “They

Chasnyn Ousmand

APPLIANCE RETAILER SEPTEMBER 15

Panasonic HX-A1 Action Camera An ultra-compact, wearable, and quad proof tough action camera that is waterproof, shockproof, dustproof and freezeproof. The HX-A1’s Wi-Fi capability allows the shooting angle to be monitored and adjusted via smartphone or tablet. It includes a Multi Mount, Tripod Mount and Mount Adapter for GoPro accessories. RRP: From $299.00 132 600

Halim Saliman

want versatility, connectivity and home integration to deliver the music they love in every room of the house,” she said. This means that suppliers and retailers must understand and deliver these solutions if they are to not only capture the customer’s imagination, but to make the sale. “These products need to be compact to fit into smaller spaces such as the bedroom or study. Customers are also looking for additional features such as digital radio and a choice of colours to suit the style of their homes,” Ousmand said. WWW.APPLIANCERETAILER.COM.AU

This year, Panasonic has expanded its multi-room offering with the popular ALLSeries which can fill the home with music via networked speakers around the house. According to Ousmand, the Panasonic SC-ALL70T soundbar (RRP $749) and SC-PMX100 Micro System (RRP $799) are the first soundbars and Micro systems to benefit from multi-room capability. Both of these products connect to other products in the ALL-connected audio system. The SC-PMX100 enable users able to share music from their physical music collection, favourite digital radio programs, smartphones or tablets, or through streaming services such as Spotify. Ousmand noted that audio systems with Bluetooth connectivity are also trending due to mounting consumer demand for wireless connectivity and the ability to

seamlessly enjoy music from smart devices, as well as their CD collections. “Similarly, Blu-ray Recorders offer an intuitive home entertainment experience. Features such as multi-room TV Streaming are perfect for the age-old household fight over the TV,” she added. Sharp Corporation Australia, senior product manager Halim Saliman, agreed with Ousmand that the demand for innovative technology in the home continued to be important. “Consumers are looking for practical products that serve a purpose, make life easier and are available at an attractive price,” Saliman said. He pointed to the Sharp GXBT7 Wireless Bluetooth Speaker System, (RRP$249.00) which allows easy streaming of music from either Android or Apple devices without the use of a cord.

Sharp Wireless Bluetooth Speaker System The speaker system streams music from both Android or Apple devices with one touch NFC Tag capability and a wireless connection. It has a dual active subwoofer and auto sliding speakers with LED illumination which synchronises with music beats. A stand for iPads, as well as a remote, is included. RRP: $249.00 1300 135 022

SELLING AUDIO TO MILLENNIALS, LET THEM TOUCH AND FEEL

hen a millennial (born between 1981 to 1997) walks up to your display, you can be sure they know what they are looking for and have the money to buy it. This year millennials will spend US$2.45 trillion. By 2018, they’ll spend more than the boomer generation shelling out more than US$3.4 trillion and will account for 30% of all sales. They are addicted to technology and connectivity and are the primary market for the majority of audio and mobile gadgets. Once they have found your store via your social media presence and done a peer review of the products they want, they are ready to buy. In order to get their attention, Panasonic’s Ousmand explained that powerful mini systems need to be demonstrated for full effect, and it’s important for the millenial to be able to get ‘hands on’ to enjoy and test the capabilities for themselves. “ DJ effects and colour changes are simple to demonstrate, but very attractive for the youth market who are the key customers in this category,” she said. WWW.APPLIANCERETAILER.COM.AU

SEE PRODUCT IN ACTION Gibson Innovations Business Leader, Australia & New Zealand, Tracey Duff told Appliance Retailer that by moving away from a discount mentality, retailers could use sales techniques to excite and encourage customers. “Discounting is not the only solution to increase sell-through rates. Improving a consumer’s experience with our products can be just effective, if not more.”

“We recently had great success with our NTRX700 Nitro Mini Hi Fi speakers during the recent Toy Sales. Our retail partner’s in-store execution was seamless, however the real X-factor was that consumers could actually see the product in action. In this case, our Nitro

sold at around its full price (RRP $1,000) and the sell through rate was record breaking for our retail partner.”

SOUND BARS TRENDING A popular millennial choice for Christmas products are sound bars and multiroomwireless speakers series which are trending now. “So it’s important retailers highlight the versatility of the speakers. They offer smart design and complement anyone’s living style. With a range of different ways to play their favourite music, including iPhone compatibility, Bluetooth and USB ports, it’s ideal if this can be demonstrated with the consumers’ own music in store,” Ousmand added. Halim Saliman agreed that this particular consumer demographic is more discerning than ever in demanding the latest technology. “Sharp meets their needs by ranging products with innovative technology, which come at the right price,” Saliman said. “Time invested by retailers in demonstrating innovative features, which bring enjoyment will be rewarded with increased sales.” APPLIANCE RETAILER SEPTEMBER 15

NEW GADGETS

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ViewSonic VX2756 Display With a 27 inch display, sleek and slim design, the VX2756 features Full HD 1080p resolution, SuperClearÂŽ Image Enhancement Technology with wideviewing angles, and dual three watt stereo speakers. Integrated with Mobile High-Definition Link (MHL), it connects compatible mobile devices. RRP: $389 1800 880 818

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Sony Xperia M5 Ideal for mobile photography enthusiasts, the Xperia M5 has a 21.5MP rear camera and 13MP front facing camera with five times Clear Image Zoom and fast autofocus shooting. RRP: TBA 1300 137 669

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LG G Watch Urbane A smartwatch equipped with high-tech flare for the fashion-conscious wearer who seeks a high-end, classic timepiece with a super slim bezel, metallic look and stylish strap. It boasts a 1.3 inch full circle P-OLED display, heart rate monitor. RRP: $449 1300 542 273

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Garmin 25 GPS Running Watch The Forerunner 25 helps runners achieve goals by tracking data including distance, pace, heart rate and calories, as well as, activity tracking, counting steps and calories. With a compatible smartphone, users can upload data to Garmin Connect and stay connected with alerts. RRP: $219 1800 235 822

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Navman MOVE60LM In-Car GPS This easy-to-use device is packed with features including free map updates for the most up-to-date information; premium safety alerts warning users of speed and light cameras; Landmark Guidance to find schools, petrol stations, and more, with ease. RRP: $139 1300 628 626

APPLIANCE RETAILER SEPTEMBER 15

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WWW.APPLIANCERETAILER.COM.AU

RETAILER

APPLIANCE

l a i c e p S Feature

BROWNGOODS WHITEGOODS SMALL APPLIANCES COMPUTERS & COMMUNICATIONS

2015

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20/08/2015 1:42 pm

Air Conditioning Cooling Feature

✱ Air Conditioning Cooling Feature

Efficiency – The New Cool

Just what is top of mind when it comes to purchasing an air conditioner? After speaking to retailers and suppliers for this feature, the big takeaway was certainly energy efficiency. Surveys from LG and Canstar Blue also showed overwhelmingly that having an efficient system was paramount when it comes to choosing an air conditioner. Features Editor Kymberly Martin reports.

here is good news and not so good news when it comes to the air conditioner category. Sales appear to be feeling the heat with struggling returns in the past five years, according to the latest data from Euromonitor International. All formats went into decline including room air, split air and window air conditioner models. Sales fell 28 per cent in the four years 2009-14 or a 6 per cent compound annual growth rate (CAGR). However all categories returned to growth in 2013-14 with room air conditioners up 7.3 per cent in volume, followed by splits on 6.2 per cent. Window models sales were fairly fixed with only 1.5 per cent growth. Growth for the total market rose 6.1 per cent with room air conditioners capturing 25 per cent of the cooling category in 2014.

One supplier breezing confidence into the industry is Fujitsu General. Following five years of consecutive growth, the category market leader anticipates the sector will gain lots of momentum in the lead-up to the warmer months. Citing an increase in new building approvals and record low interest rates for giving a positive influence on consumer sentiment is Fujitsu General, general manager sales and marketing, Dave Smith. “The confidence in the market place, along with the Federal Government’s small business tax incentives, should have a positive impact on sales,” he told AR. “Retail competition is amplifying among electricity providers across the nation, helping to alleviate the cost of electricity combined with the forecast of a hot and humid dry summer thanks to El Nino.”

Air Conditioning Cooling Feature ✱

“The confidence in the market place, along with the Federal Government’s small business tax incentives, should have a positive impact on sales” – Dave Smith, Fujitsu General This season, Fujitsu General is batting on with a multi-million dollar advertising campaign headed by its long-term ambassador and former Australian cricket captain, Mark Taylor. As the familiar face of ‘Australia’s favourite air’ since 1998, Taylor continues to drive key messages to consumers around the energy efficiency and control benefits gained by using Fujitsu General air conditioners. As part of its ongoing commitment to educating consumers and retailers about the advantages of reverse cycle air conditioning, the company is rolling out 20 interactive point-of-sale stands to

selected retailers. The stands have been designed to help consumers find the best systems for their needs and also assist them to have a broader understanding of reverse cycle air conditioning. Consumers can select specific topics and scroll through information, including how air conditioning works, common products and the benefits of installing the right solution for the home. In addition to being a ‘silent salesperson’ these Fujitsu retail kiosks can double as a training tool for floor staff requiring feature reminders and updates. Other resources attached to the kiosks include the Economatch calculator which is accessible via the Fujitsu General website. This tool is designed to help homeowners narrow down the right air conditioning system for their needs by simply entering basic details such as room measurements, insulation and the directions windows face. The company recently took out the ‘Most Satisfied Customers’ award for air conditioners in the 2015 Canstar Blue Awards. This is the second time Fujitsu has won the annual survey. The

Sales tips with the experts… …Beyond the financial costs and energy efficiencies, it is critical that floor staff educate consumers about new features and technologies available. Remind consumers of the energy star ratings system, as these are terms Australians can relate too. Explain the long-term benefits of using products that offer a higher energy star rating

– Dave Smith, Fujitsu General

Fujitsu ASTG09KMCA Lifestyle R/C Air Conditioner • Slimline indoor design – 203mm depth • Economy and powerful operation • Low noise mode • Wireless controller with seven day timer RRP: From $1439 Fujitsu General: 1300 882 201

company has just rolled out its Fujitsu Assist service program across capital cities nationally intended to streamline its maintenance and support divisions. “Ultimately, the objective behind Fujitsu Assist is to provide a more efficient after-sales experience for retailers, dealers, commercial contractors and consumers,” Smith said. The latest Fujitsu General wall mounted models include the KM Lifestyle range and the refreshed Designer (KU) series. Flagship models, ASTG09KMCA and ASTG09KUCA, each carry a 5-star Energy Rating. For homeowners seeking greater flexibility, multi systems are the ideal solution, where up to four indoor units can be connected to a single outdoor unit. Among the intuitive features is Fujitsu’s Human Sensor Control which automatically switches to energy saving mode if no movement is detected in the room for 20 minutes. The air conditioner returns to its previous operating mode when someone re-enters the room. Fujitsu’s unique Power Diffuser

Don’t miss out – fill your stockroom now with the latest generation air conditioners. Contact your Business Development Manager today, call 1300 882 201 or visit www.fujitsugeneral.com.au

✱ Air Conditioning Cooling Feature

“It is important to keep developing more efficient units to keep up with the demands for lower running costs and a more environmentally friendly product” – Graham Hamilton, Mitsubishi Heavy Industries adjusts to the ideal angle, allowing air direction to match the operation mode for better circulation and greater indoor comfort. There is a weekly timer setting for pre-selected on/off and temperature. Optional controls include a communication kit and wired remote controller. Akin to air conditioner use within a hotel, the unit automatically switches off when a key card is removed when leaving the premises. When it comes to trends, Wi-Fi and efficiency are grabbing attention in air conditioning, said Mitsubishi Heavy Industries senior sales advisor, Graham Hamilton. “Consumers are constantly

connected to smart devices these days and appreciate the increased comfort they get from being able to control the unit from wherever there is an internet connection. Consumers love these functions and we will start to see more people taking up these options.” The entire range of MHIAA product can be connected to Wi-Fi control by simply purchasing a Wi-Fi control adaptor. Older units can also be retrofitted to allow Wi-Fi control. Hamilton said this is a useful feature as customers can always choose to upgrade to Wi-Fi control later. MHIAA’s Wi-Fi control is available on Apple, Android and

Cli-Mate Dehumidifier a ‘Choice’ Buy In its annual dehumidification review of 13 of the most popular models on the market, CHOICE consumer magazine placed Cli-Mate’s Air Dryer CLI-DH8D (RRP: $429.95) as the second best ‘CHOICE BUY’ in its ‘Top 3’ list. The dehumidifiers were tested in a temperature and humidity-controlled test chamber with three test ‘runs’ conducted at different temperatures and humidity combinations. The dehumidifiers were also tested across 30 criteria including water removal performance, energy efficiency, ease-of-use and running costs. The DH8D is the desiccant-type model in Cli-Mate’s humidifier family. According to CHOICE desiccant models can be more effective than refrigeration models in cold climates as their performance should be largely unaffected by the air temperature.

APPLIANCE RETAILER SEPTEMBER 15

Mitsubishi Heavy Industries Inverter Air Conditioner( SRK20ZXMA-S) • DRED-enabled/6-star energy rating • Wi-Fi Controls • Allergen Clear system catches pollen, lice and dust mites • Up to 28 programs can be made for a weekly cycle RRP: N/A Mitsubishi Heavy Industries: 1300 138 007

Windows devices or anywhere access to an internet browser, such as a desktop computer or laptop, “so is really accessible for everyone.” The MHIAA2.0kw hyper inverter model is 6-star rated for energy efficiency and according to Hamilton is one of the most popular models. It is also recommended as a model to buy in Choice magazine, which he said is a great selling point. MHIAA also has the SRK-ZMA-S inverter wall split which comes in 2.0, 2.5, 3.3, 5.0, 6.3, 7.1, 8.0 and 9.2kw capacities. It features the allergen clear system that removes and breaks down pollen, lice and other airborne allergens that can cause irritation. This model also features a high power mode to reach the desired temperature quickly, WWW.APPLIANCERETAILER.COM.AU

Are you ready for the summer rush? As the mercury rises, Fujitsu are launching a multi million dollar advertising campaign to drive consumers in store, featuring brand ambassador Mark Taylor. Donâ&#x20AC;&#x2122;t miss out - fill your stockroom now with the latest generation air conditioners. Contact your Business Development Manager today, call 1300 882 201 or visit www.fujitsugeneral.com.au FUJA10176

✱ Air Conditioning Cooling Feature Kelvinator PeakSmart Reverse Cycle Air Conditioner (KSV70HRD) • Seven fan speeds/three sleep modes • Four-way auto air swing • Four levels of filtration • Five-year warranty RRP: $2419 Electrolux Home Products: 1300 363 640

“With the continuing increase in the cost of energy, efficiency enhancements will be the significant focus of development in the future” – John Henley, Kelvinator a programmable timer to automatically start/stop the unit at a specified time of the day and a wireless remote with a glow in the dark function for ease of use in low lighting conditions. New, larger capacity models will be arriving in 2015 and the launch will be supported by a number of marketing initiatives. Hamilton said consumers are also concerned about the cost of running an air-conditioner versus cheaper products on the market. “It is important to keep developing more efficient units to keep up with the demands for lower running costs and a more environmentally friendly product.”

New models arriving from Kelvinator Kelvinator is launching two new split system ranges for the 2015/16 season, both featuring inverter technology that deliver gains in energy efficiency compared to last year’s collection. The new Comfort range comprises five reverse cycle models between 2.5kW and 7.8kW capacity and three coolingonly models from 2.5kW to 7.0kW capacities. In addition to being fully MEPS compliant, these systems offer a full feature set including three levels of filtration, 24-hour timer, sleep mode and corrosion treatment to both indoor and outdoor units. The other new range is PeakSmart which is limited to 26

APPLIANCE RETAILER SEPTEMBER 15

Sales tips with the experts… …Because the sales cycle for air conditioners is slower to improve the chances of closing the sale, it is important that the sales staff team are confident to talk about features, reliability and efficiency of individual units. Customers can then go home and discuss the benefits of individual models before making a decision

– Graham Hamilton, Mitsubishi Heavy Industries reverse cycle models between 2.5kW and 7.8kW capacities with most models said to offer ‘best in class efficiency.’ PeakSmart comes with enhanced feature content comprising seven fan speeds, four-way auto air swing, four levels of filtration, auto dry on shutdown and three sleep modes, for both improved comfort and increased energy performance during sleep. The company also markets a range of window/wall products in both reverse cycle and cooling only versions up to 6.2kW. These are recommended as an

easy to install replacement for an old unit or where the installation of a split system is not possible. All Kelvinator split systems carry a five-year warranty. With the continuing increase in the cost of energy, efficiency enhancements will be the significant focus of development in the future, according to Kelvinator category manager – home comfort, John Henley. “For some time air conditioners have quietly and reliably delivered cooling and heating to Australian homes. Additional features have been added WWW.APPLIANCERETAILER.COM.AU

✱ Air Conditioning Cooling Feature

Panasonic Econavi Reverse Cycle Deluxe Inverter Air Conditioner (CS/CU-Z) • iAuto-X delivers faster cooling time • Aerowings twin blades for improved directional air flow and shower cooling effect • Advanced energy efficiency with Econavi technology and inverter • Quiet operation RRP: From $1599-$3949 Panasonic: 132 600

along the way which has contributed to increasing levels of comfort,” he told AR. “More people are becoming aware of the year-round benefits from installing air conditioning and this is driving growth in the category.” Henley said the company expected this growth to continue in the medium term. He acknowledged that air conditioning was a large and growing category, similar in market value to that of refrigeration and larger than all other whitegoods categories. For this reason he would encourage retail partners to take a focused approach because “good planning of range, displays and staff training will be rewarded with profitable sales.” He also recommended that displays be limited to modest numbers of credible brands with good backup service that are expected to remain in the industry for future support. For the coming summer, Kelvinator will be supporting retail partners with point-of-sale and training collateral backed by a seven-day call centre and stock holdings in every state. Energy and cost concerns means people are looking to purchase efficient systems they can use all year round. This is the message from Panasonic product marketing manager, air conditioning, Joe De Bella, as the company announces new Econavi models for the coming summer. 28

APPLIANCE RETAILER SEPTEMBER 15

“Consumers are beginning to realise reverse cycle air conditioning is one of the most energy efficient ways to keep cool during summer and heat the home in winter. As a result, we are seeing an increased interest in reverse cycle products, particularly those that perform highly in energy efficiency,” De Bella said. He explains: “Australia is a country of extremes so people need solutions for both cold and hot climates. They want to save on bills but still stay comfortable as well as reduce health risks in the home.” He added that consumers seek a system

that arrives at a comfortable temperature quickly and one that avoids direct airflow that creates chilly conditions. De Bella said Panasonic has developed a range of technologies that can provide solutions to these issues. The new range of Econavi air conditioners now feature iAuto-X, delivering “faster cooling than ever before, improved directional airflow and reduced direct airflow.” A new ‘shower cooling’ feature ensures cool air is projected across the ceiling, and showers down naturally, spreading over a wider area of the room while

Sales tips with the experts… …Talk to your customers, understand their needs and then sell them a product that is correctly sized with the features they want that suits their needs and budget

– John Henley, Kelvinator

WWW.APPLIANCERETAILER.COM.AU

MSZ-GE Series

Sshhhh......

they’re very, very quiet. Only 19dB*

*Super quiet mode has been added to the fan speed settings for super quiet operation below 20dB. This feature is available for models sizes 25 & 35.

CONTROL *Additional adapter MAC-558IF-E required

Wide Detection

150º

Stylish and Compact

i-Save mode

Wide and Long Airflow

An elegant, high quality look is achieved through the stylish design adopted for indoor units. The simple, pure white colour express a sense of sophistication that matches well with virtually any interior décor.

“i-Save” is a setting function that recalls the preferred (preset) temperature by pressing a single button on the remote controller. Using this function contributes to energy savings when, for example, leaving the room or going to bed.

The wide and long airflow modes allow the airflow direction to be adjusted, ensuring every corner of the room is comfortable. The long mode extends airflow by 12m! Ideal for large living rooms and an open plan environment.

i save

For more information on this GE Series air conditioner please scan this QR code.

Please visit

www.MitsubishiElectric.com.au

✱ Air Conditioning Cooling Feature Your thoughts on staff training

From The Floor Appliance Retailer talked to one of the industry experts, Hans Vanderstadt, director, Camberwell Electrics, Melbourne. Your view of the coming season I have been in this business for 30 years and you can second guess the market all you like. As I see it you get a cycle of five years – two good years, two average/normal years and one soft. The last four years have been soft so we are long overdue for a hot summer. It comes down to the weather – whether it happens or whether it doesn’t. Different states fire at different times but we need the hot hit early in the season in Oct/ Nov to really stimulate the market and some really hot nights. As retailers we must be ready for it to happen.

Biggest change in consumer buying habits A few years ago consumers wanted quietness, quality and cosmetics with energy efficiency fourth or fifth. Energy efficiency is typically now one or two and consumers are prepared to pay a premium because they understand the benefits of the running costs.

Best piece of advice Don’t undersize the unit that is the number one rule. You can turn a big machine down but cannot turn the small machine up.

De’Longhi Portable Air Conditioner (PACWE18INV) • The inverter motor increases efficiency and performance • Water-to-air technology sprays water over the condenser reducing heat quickly in the room and lowering energy use making the unit cheaper to run RRP: $1299 De’Longhi: 1800 126 659

minimising any uncomfortable air flow chill. The Econavi ranges offers up to 8.0kW cooling (up to +46oC) and 9.0kW heating (-15oC). Six models are being released in September, comprising the CS/CU- Z series in 9/12/15/18/21 and 24RKR, with the CS/CU-Z28RKR scheduled for a November release. The CS/CU-X9RKR (RRP: $1599) comes with 5-star cooling/5.5-star heating and the CS/CU-Z28RKR (RRP: $3949) carries 2-star cooling/heating. 30

APPLIANCE RETAILER SEPTEMBER 15

Suppliers need to lift their game. Our staff are specialists and we train them constantly – internally. We bring suppliers in for product knowledge but find they will talk about the product features and benefits but not much when it comes to installation. Air con is not like a fridge you can’t wheel it in and wheel it out. Air con has to be installed correctly and the installation component can be one- third the cost of the purchase. We have our own installers so the customer receives the total package from us.

Promotions A good promotion works but there are not enough happening as only one or two brands are promoting the category. We drive it ourselves in local press and on three major radio stations in Melbourne. When you are not busy you try to be busy and when you are busy you want to be on the shopping list. Air con is a very reactive category, unless you are building, renovating or planning. You can put umbrellas on the footpath for a $1 each but unless it’s raining no one will buy them.

What are consumers buying? Our top three sellers are Daiken, Mitsubishi and Panasonic.

The new range of Panasonic wall hung splits carry an improved star rating across most of its models, achieved through design improvements and moving to R32 refrigerant gas. Additionally, the latest Econavi technology uses human activity, sunlight and temperature sensors to intelligently adapt the heating and cooling power according to the room conditions. Among the key energy saving features are Econavi technology that users multiple sensors to adapt the cooling and heating power. At the touch of a button, customers can benefit from savings up to 35 per cent on cooling mode¹¹. Absence detection is another feature that maximises energy efficiency by detecting when movement in the room occurs, while area search technology directs air flow to the area where people are located. For consumers worried about bacteria and allergens Panasonic’s Nanoe-G air WWW.APPLIANCERETAILER.COM.AU

Air Conditioning Cooling Feature ✱

GLEN DIMPLEX TAKES BACK NOBO The Nobo electric panel heater distributor baton will return to Glen Dimplex Australia on October 1, 2015. As a result of these changes, Nobo Australasia will change its name to Polo and continue to manufacture and distribute fully featured panel heaters and portable air conditioners throughout Australia under the Polo and Polocool brands. Glen Dimplex is global owner of the Nobo brand which is one of Europe’s largest producers of electric panel heaters. “The addition of this iconic panel heater range will complement and enhance our strong seasonal offering throughout the year,” said Glen Dimplex Australia managing director, Dave Woodward. “Our goal is to ensure a smooth transition for all retail partners and a seamless integration into our existing business.” Glen Dimplex Australia will assume responsibility for all warranty claims for Nobo branded heating products previously sold by Nobo Australasia, before October 1, 2015.

purifying system is said to remove 99 per cent of airborne bacteria, viruses and mould as well as catching and deactivating 99 per cent of bacteria and viruses on surfaces in the filter. This works with the mild dry cooling function to maintain air moisture levels and reduce drying effects on the skin and mouth. Panasonic is also releasing five Econavi Inverter cooling only air conditioners in September and November, priced from RRP $1199 for the 5-star rated CS/CU-U9RKR to RRP $3199 for the 2-star CS/CU-U28RKR. WWW.APPLIANCERETAILER.COM.AU

Sales tips with the experts… De Bella reiterates that energy efficiency continues to be one of the most important considerations for consumers looking to purchase an air conditioning product. And he does not see this trend changing in the future. “Panasonic will continue to develop innovative energy saving technologies which offer consumers real energy savings intuitively without the need for any action from the user.” The company’s marketing initiatives include an in-store buyer’s guide and the air con sizing Wizard app for tablets and smartphones that has been developed to help both consumers and retailers choose the right system by inserting details about room size and environment. DeLonghi has three portable air conditioners within its range featuring the company’s water-to-air technology. This feature helps to remove heat from the room by spraying water over the condenser, effectively cooling it down. “This creates 9 per cent cooler air than the traditional air-to-air mode,” said category marketing manager, Helen Finlayson. “Our water-to-air models

…With particular regard to portable air conditioning, it is important for retailers to note that while a large kilowatt capacity unit may seem like the consumer is getting more bang for their buck, it is actually the technology behind the unit that will achieve better cooling results at a lower running cost, and that is what the consumer ultimately demand

– Helen Finlayson, De’Longhi

cool the room faster which results in lower energy consumption, among the other benefits such as greater cooling capacity and quieter operation.” The flagship model in the DeLonghi range, PACWE18INV (RRP: $1299) supports two technologies, an inverter motor and water-to-air, and is the only model on the Australian market to combine both, Finlayson said. Inverter technology eliminates the sequence of on/offs required by conventional air conditioners and is also cheaper to run. When the temperature is reached, it remains constant with thermal swings as APPLIANCE RETAILER SEPTEMBER 15

✱ Air Conditioning Cooling Feature low as +/-.05oC. “This is the only model on the market that supports this level of technology and performance,” she said. “The RRP provides the retailer with the opportunity to sell-up and return a higher ASAP in this category.” Model PACWE1120ECO (RRP: $799) combines water-to-air technology and R290 Eco Gas, a natural and non-toxic fluid that does not contain CFC or HCFC refrigerants that are damaging to the ozone layer, or with a marked greenhouse effect (HCF). This model and the PACA100ECO (RRP: $599) claim to offer consumers high operating efficiency, low running costs and reduced energy consumption thanks to the use of R290 Eco Gas. “De’Longhi provides a practical and affordable cooling solution to suit every lifestyle,” she said. Saving money on the electricity bill was a key finding from recent LG Australia consumer research on how Australians use their air conditioners. Interestingly, half of those surveyed said they did not understand the breakdown of their electricity bill. And the top three priorities for air conditioner owners to save money were firstly, using the unit sparingly, using fans or running the air conditioner at a relatively high temperature.

Customers make their satisfaction known …as they reach for the stars The 2015 Canstar Blue ‘Most Satisfied Customers Award – Air Conditioners’ went to Fujitsu General, with the company receiving five stars in five categories – value for money, after sales service, reliability, functionality and noise while operating. Mitsubishi achieved top ratings for value for money, after sales service and reliability, followed by Panasonic with five stars for value for money and ease of use. Kelvinator gained a top rating for its after sales service. The annual Canstar Blue survey measures customer satisfaction across seven categories. Close to half of survey respondents nominated energy efficiency as the deciding factor in choosing an air conditioner.

APPLIANCE RETAILER SEPTEMBER 15

LG Classic (S182332K) • Standby Mode minimises electricity consumption when unit is not in use • Active Energy Control offers three levels of power reduction for individual energy saving requirements. RRP: From $1259 to $1929 LG Electronics: 1300 542 273

Sales tips... …It is important for consumers to see products and test them out with demo or display model available. This allows prospective consumers to properly see all the key features and makes them more inclined to make a purchase

– Joe De Bella, Panasonic

This information presented a challenge for LG in how to educate Australians to use available technologies to take control of their energy consumption, LG PR manager, Phillip Anderson, said. The LG suite of technology-savvy air conditioners offers a number of features to keep the home cool as well as allowing for better management of energy expenditure, he said. These include Active Energy Control that, at the press of a button controls the temperature by detecting movement in the home and offers three levels of power reduction, designed for individual energy-saving requirements.

This gives the user the option to cap energy consumption, improve efficiency and reduce power. Another is Jet Cool that sets the temperature to 18oC and the indoor fan speed to ‘maximum’ for 30 minutes before reverting to a normal temperature setting. Wi-Fi Smart Control is another that controls the home air conditioner remotely from a smartphone app. This feature is only available on the LG Premium Series models. The LG range is priced from $1304 to $3299 RRP. Ref: [¹¹] Comparison of 3.4kW inverter model with Econavi dual sensor on and off (heating). WWW.APPLIANCERETAILER.COM.AU

RETAILER

APPLIANCE

l a i c e p S Feature

BROWNGOODS WHITEGOODS SMALL APPLIANCES COMPUTERS & COMMUNICATIONS

Powerful airflow. Now up to 75% quieter.

2015

Fans Feature

✱ fans feature With the predicted hot summer approaching cooling products should be top of mind for retailers. And, as Kymberly Martin discovered there are some cool operators out there in fan world.

tanding fans, followed by desk fans are capturing cooling fan sales in the Australian market, according to the latest data from research group Euromonitor International. Over the past five years, 2009-14, cooling fans have delivered the highest absolute volume growth, (+738,000 units) driven by a strong performance from standing fans, up 104 per cent or 12 per cent compound annual growth rate (CAGR) and desk fans, 68 per cent growth or a 11 per cent CAGR. Ceiling fans also registered a positive result, with 12 per cent volume growth or 2 per cent CAGR over this period. Cooling fans dominate the market in unit sales with 41.2 per cent share followed by ceiling fans with 32.1

Sales tips with the experts… … With over two-thirds of consumers doing research before going into a store we have organised a dedicated team of Dyson demonstrators because when customers understand, ‘Why Dyson’ we see a greater conversion to purchase. We recognise the impact this approach has made with floorcare and are keen to do the same with environmental control. With the multiple benefits of Dyson technology and design aesthetics, there is huge potential to add value for retailers

– Glenn Andrew, Dyson Australia

per cent and air coolers on 1.2 per cent. In 2013-14, however it was tower fans that dominated volume sales with 7.4 per cent share, followed by desk fans on 6.9 per cent and cooling fans on 6 per cent. Air coolers grabbed a 5.9 per cent share with ceiling fans and standing fans each taking a 5.10 per cent stake. Making a cool statement in the fan category is Dyson with a creative design approach that marries elegant styling with high performance technology. “With consistent innovation Dyson is adding value to the category and driving growth for retailers,” Dyson Australia managing director, Glenn Andrew said. Dyson research suggests people are after value for money and want to know

Powerful airflow. Now up to 75% quieter.

fans feature ✱ What: Dyson Hot + Cool (AM09) Why: Incorporates Dyson Jet Focus technology that makes this latest model 75 per cent quieter than the AMO5 and comes with an in-built sleep timer. Easily switches from cool to warm air, delivering personal or full room air flow where it is needed banishing those pockets of cold or hot air. How much: RRP $699 Contact: Dyson 1800 239 766

what more can they get from their investment. “Instead of simply buying a fan as a seasonal item, consumers look for a year-round performance from the product,” Andrew said. “Dyson fans do more than just cool. The Dyson Hot and Cool provides fast warming in the winter and a cooling breeze in the summer so retailers can recommend Dyson Cool to take advantage of hot weather peaks and drive consumers towards cooling fans. Similarly, with the new Dyson Humidifier, it can be used in summer and winter for hygienic humidification to help create a healthier home environment.” Dyson entered the air treatment category earlier this year with the Dyson Humidifier AM10 (RRP: $799).

Using Air Multiplier technology for even distribution and Dyson’s patented ultraviolet cleansing technology to kill 99.9 per cent of bacteria in water, the humidifier quietly and evenly distributes clean, hydrated air around a room. According to the company, all the water in the Dyson humidifier is exposed to an UV light, twice, killing 99.9 per cent of bacteria in the machine before dispersing a hydrated mist throughout the room. It measures both the temperature and moisture in the air and the machine runs up to 18 hours on a single tank of water. Taking Andrew’s earlier comment about the importance of a value added all season investment further, the Dyson humidifier also doubles as a fan in the summer.

Dyson is also laying the groundwork in preparation for the launch of its first air purifier, the AM11 Dyson Pure Cool as well as a cooling fan this summer. Again, adding to the features and benefits of the Dyson Air Multiplier family. To strengthen its offering in-store Dyson has invested in a new shop-inshop concept in Dick Smith’s Connected Home brand across 85 stores in Australia and 15 in New Zealand, over the next three months. The Dyson environmental control zones will give consumers the opportunity to become ‘hands-on’ with Dyson technology so they can quickly pick up on the benefits, according to Andrew. The shop-in-shop design will be a permanent fixture with a dedicated gondola for environmental control products and cordless on the other. This summer Dyson will be investing heavily in a print campaign that reflects the health and safety aspect and engineering expertise behind its cooling fans. There will also be a direct marketing campaign to doctors’ surgeries highlighting the benefits of a well humidified home. “We feel this is where the message will resonate with consumers and have the most impact,” Andrew said. There will be no additions to the De’Longhi line-up in 2015 as the company plans to continue with its current range which was well received in the market last summer. “De’Longhi had great success with the introduction of tower fans last season which represented a new category for our business,” said category marketing manager, Helen Finlayson. These stylish models, the DETF121 (RRP:$229) and DETF115 (RRP: $149) arrived with a host of practical features such as an oscillating base, three fan speeds, a remote control, timer and rhythm wind mode. Also launched last year and dovetailing on this success was a new evaporative cooler, the EV290 (RRP: $229). “Sales exceeded our expectations and delivered strong results,” Finlayson said. A highly featured cooler, it comes with a 7.5 hour

✱ fans feature

What: Dimplex 3kW R/C Portable Air/Con with dehumidifier (DC10RC) Why: This unit can cool and heat rooms up to 22m2 and has a 24-hour timer setting with sleep mode. Because it is a self-evaporative system no drip tray or hose is required (in cooling mode only). It comes with a window kit to suit slash and sliding windows. How much: $799.95 Contact: Glen Dimplex Australia 1300 554 155

countdown timer, water level indicator, water pump system, two ice blocks, three speed fan and vertical swing louvers. The filtration system collects and sterilises dust particles, generating cooler, cleaner, fresher air. Traditional De’Longhi fans, VLT3000, VLT2002 and VLT1000, which have been part of the company’s cooling family for over a decade, will be part of the 2015/2016 line-up. “Surely a testament to their timeless design,” she said. According to Finlayson, while the market remains unregulated in Australia it will continue to prove difficult for consumers to gauge the performance levels of products on offer. “MEPS standards, similar to what is in place for fixed air conditioning is the only way forward. I understand this is under consideration and De’Longhi look forward to its implementation.” The entire De’Longhi cooling range will be supported this season with an online and out-of-home campaign, showcasing the range of cooling

Sales tips with the experts… …When selling portable coolers, it is important to understand the customer’s lifestyle. These units are ideal for a rental situation or as a secondary cooling system. Qualifying the consumer’s expectations should be a priority when selling portable coolers. Like selling a heater, the space is what is most important - room size, insulation and open plan all need to be considered

…Helen Finlayson, De’Longhi

products available. The campaign is scheduled to run during November/ December and activates online, lifts and office lobbies in direct response to the weather’s temperature, delivering exposure during optimum conditions. In addition there will be a strong in-store and social media presence to further support the category during summer.

Keeping your cool outdoors

What: Excelair 30cm Pedestal (ETFF7) Why: This turbine fan delivers more a powerful cooling solution and offers both oscillation and fixed settings. There is a tilting head for directing air flow and three speed options. How much: RRP: $149 Contact: Honeyair 1300 710 860

APPLIANCE RETAILER SEPTEMBER 15

Whether it is indoors or outdoors Honeywell portable evaporative coolers are a great option to cool spaces naturally, efficiently and inexpensively. And Honeywell evaporative coolers are unique on the market when it comes to outdoor cooling, Honeyair Australia general manager, Wayne Marshall said.

The top selling model, the CL60PM (RRP: $699) was launched five years ago. A new model the 40L CL40PM (RRP: $549) which had a soft launch

last year will be the focus for the range this summer. Its powerful motor helps to deliver strong air flow while the 36cm fan blade and 3-side honeycomb cooling media delivers optimal performance and suits both residential and commercial use. Other features include a 3-speed fan, oscillating louvers, low water alarm, remote control and continuous water supply connection. This feature allows for a connection to the garden hose without having to fill the water tank on a regular basis. “Because these coolers have no compressors, the non-refrigerant design cools naturally, using less power to help reduce energy consumption,” Marshall said. Of particular significance is the growing popularity for alfresco dining. “People are spending $30,000 to $40,000 on outdoor kitchens and this is where the market is heading. Nearly every new home built in Western Australia has an alfresco area. This market is increasing at a rapid rate with our sales doubling in the past year.” He said the boom states are Western Australia, South Australia and Victoria, because these units work best in a dryer climate. Marshall added that it was important to change the mindset around evaporative cooling by explaining the benefits, namely the low purchase, maintenance and electricity usage costs along with its portability and no installation costs. He said that an evaporative cooler is at its most efficient when facing the outside through either a window or open area. Fresh air is drawn into the cooler and circulates in the room and exits via the window or opening. “Evaporative coolers can also be used to humidify dry air during cooler months but windows and doors should be kept closed to allow the humidified air to accumulate.” According to Marshall,evaporative cooling is where the profit is for retailers. “There are not many opportunities for profit in this market but evaporative cooling is one of them. It is not new for indoors but it is new for outdoor cooling.” For indoor cooling Honeywell also has a range of portable air conditioners. These units come in three sizes, 2.9kW (RRP: $699), 3.5kW (RRP: $849) and 4.1kW (RRP: $949). “The slimline design will fit into any room in the home and looks more like a piece of WWW.APPLIANCERETAILER.COM.AU

Powerful airflow. Now up to 75% quieter.

✱ fans feature What: Heller 40cm Electronic Misting Fan (MIST40) Why: Help beat the heat this summer with this fan that releases a water mist at the rate of 200ml/hour. It has three speed functions, an oscillating head, 3L tank capacity and 120-minute timer. Safety features include a fan guard and it is fitted with castor wheels for ease of use. How much: RRP $169.95 Contact: GAF Control 03 8368 1800

What: Vornado Air Circulator (660) Why: This unit moves air up to 30.5m described as “whole-room’ air circulation with minimal running costs. It has multidirectional air flow, is easy to clean, four-speed push button control and adjustable chrome glide bar. How much: RRP $229 Contact: Millner’s Brand Marketing 1800 099 266

furniture than an air conditioner,” he said. “Honeywell products are reliable, efficient and perform effectively.” Kambrook’s senior category manager, Nancy Humphreys, agrees that cooling and heating can be relevant appliances for 12 months of the year as a result of increased frequency of extreme weather events in metropolitan centres. “Cooling fans are often used up to six months of the year or more in some parts of the country and are a flexible way to cool different areas of the home.” Humphreys said the growth in apartment living and renting has also meant that affordable and space saving fan designs are popular. “These do not need to be

fixed to the property and can move with the user, to the next property or even just around the home, from the living spaces by day to the bedrooms at night.” Humphrey’s said Kambrook has cooling covered with a wide selection of options to suit different budgets and spaces. The popular Arctic range includes tower, pedestal, desk and floor fans, which won’t break the budget, all priced under RRP $150. This season Kambrook will extend its stylish and affordable range of Arctic gunmetal fans with the Arctic KPF449GUN (RRP: $129.95). Launching in October this robust, all metal fan is equipped with a 70-degree oscillation function making it ideal for open plan living and outdoor rooms. Its elevated height – up to 46cm, makes it a practical inclusion in rooms with higher bedding or furniture which often miss the breeze from smaller fans. Other models in the Artic range sporting the same retro appeal include

Sales tips with the experts… ...Oscillating fans cool more efficiently by distributing cool air throughout the room. Most fans have horizontal (left to right) oscillation, however some also have vertical and figure 8 movement which ensures cool air is circulated up, down and all around the room

– Nicole Norton, Sunbeam 38

APPLIANCE RETAILER SEPTEMBER 15

What: Kambrook Arctic 46cm Pedestal Fan (KPF449GUN) Why: Its gunmetal finish gives this fan retro appeal combined with features such as an adjustable height for comfort control and a tilt adjustable head to control the direction of air. It also has a solid anti-topple base and convenient carry handle. How much: RRP $129.95 Contact: Kambrook 1300 139 798

the Arctic 40cm pedestal fan, KFP443 and the compact 30cm desk model, KFA241, presented as a convenient and portable options for the home office or study desk. Humphrey’s said Kambrook will continue to support retailers with public relations activity and social media initiatives. “Our consumer blog, A Perfect Pantry, is designed to engage with our online community. Regularly refreshed content is heavily based on ‘how to’ tips and life hacks to help make everyday life easier for time-poor Australians.” There is a growing trend to purchase fans to suit open plan living spaces as well as a separate unit purchase to placing in bedrooms and children’s rooms. According to Sunbeam product marketing manager – garment care, Nicole Norton, quiet operation and blacked out panel lights are ideal for bedrooms. The blacked out panel light is a feature on the company’s hero product for 2015/16, the new 121cm Super Slim WWW.APPLIANCERETAILER.COM.AU

Evaporative Coolers

Taking the indoors OUTDOORS • • • • •

Low Running Costs Indoor and Outdoor Use Continuous water supply* (connected to the garden hose) For use in Alfresco and outdoor areas (Under Cover) Powerful airflowModel CL40PM = 1800m3/hr Model CL60PM = 2610m3/hr • 2 year replacement warranty

Distributed in Australia by Honeyair Australia Pty Ltd 78 Mallard Way CANNINGTON WA 6107 Phone 1300 710860 Fax 1300 710890 Email: info@honeyair.com.au

✱ fans feature Tower Fan FA7550 (RRP: $149) with Blackout Night mode that blacks out the flashing panel lights leaving only a dim power light. This feature is also available on the 90cm Neo tower fan, FA7250 (RRP: $99.95) that comes with an autooff timer up to 8 hours and 70 degree oscillation. “Customers are choosing fans on the outlook, to ensure it is not obtrusive with their home styles and décor,” Norton said. “Styling and compact design are increasingly more important. If they are going to be on show these fans need to look good and also be discreet.” Norton said fan placement within a room is also an important consideration. “Pedestal fans with adjustable height are ideal for positioning behind tables and sofas. Tower fans take up less room and with their elongated design suit corner positions.”

What: Honeywell Portable Evaporative Cooler (CL40PM) Why: Lightweight and portable it helps circulate fresh air and depending on conditions can cool surrounding temperatures by up to 10 degrees. How much: RRP: $549 Contact: Honeyair 1300 710 860

Play Misty at GAF As well as bringing in new Heller misting and tower fans plus a Heller evaporative cooler, GAF is putting its Heller and Sunair ranges into new packaging this season. The Misting Fan (MIST40) that disperses a soft mist of water will be the hero product this summer. The other two products won’t break the budget. The 75cm tower cooling fan (HTF75T, RRP: $54.95) has natural and sleep wind modes, three speeds and 60-degree oscillation. The 7L evaporative air cooler (ECH7, RRP: $139.95) has three wind modes and three wind speeds, deep clean air ionizer and an air purifier function.

The company markets a full suite of portable cooling products with most carrying Heller branding leaving entry level products under the Sunair banner. GAF Control general manager, sales and marketing, John Mahar, said the

Yapp said experience from previous seasons has shown that many purchasers of portable air conditioners rely on stock availability. So having stock available in store is critical to a sale because customers are unwilling to wait for stock to arrive later when weather may have turned cooled. Yapp said company marketing initiatives were clearly directed at catalogues and point-of-sale and material needed to grab attention and be “concise, eye catching and informative.”

Sales tips with the experts… …Evaporative air coolers offer consumers great flexibility with no permanent installation required. Stylish, lightweight and portable the outdoor-rated models enable cooling of outdoor areas like decks and patios. These are a great option for cooling spaces naturally and inexpensively.

….Wayne Marshall, Honeyair Australia

What: De’Longhi Tower (DETF121) Why: A stylish design with practical features such as an oscillating base for improved air distribution, three fan speeds, remote control, timer and rhythm wind mode to deliver a more natural air flow. How much: RRP $229 Contact: De’Longhi 1800 126 659

APPLIANCE RETAILER SEPTEMBER 15

company expects a strong summer season ahead “with in-demand products at proven volume selling price points.” New GAF management is now in place following the merger of Maxim Housewares and GAF Control that was completed in May-June, 2015. Glen Dimplex Australia marketing manager, Douglas Yapp, pulls no punches when he described most portable air conditioners as generally “pretty unattractive.” Consequently, customers tend to buy a unit that is not too bulky and visible, he said, “but it must be effective and feature-rich so it can be used all year round.” Customers also look for reliability from both the appliance and a trusted brand.

Dimplex offers a wide range of options in the sector, including evaporative coolers, floor and pedestal fans, large capacity cooling-only portable air conditioners and 3-in-1 reverse-cycle portable air conditioners. “The focus is to offer consumers a product with the longevity to be able to service their needs well beyond the last sweltering day of summer,” Yapp said. The DIMC and DC range offer a variety of sizes with cooling, heating and dehumidification ensuring comfort in all conditions. The units are backed by the addition of the 43o guarantee for cooling even in extreme heat situations. His message to retailers is that when it comes to consumers on a budget, WWW.APPLIANCERETAILER.COM.AU

✱ fans feature

What: Omega Altise High Velocity Pedestal (OHVP46COPPER) Why: Presented in a smart copper finish this fan operates with three speeds and an oscillation function and also comes with a two year warranty. How much: RRP: $139 Contact: Omega Appliances 1300 739 033

As well as a strong focus on energy savings, the brand delivers durable construction, a five year warranty and a full time customer service department. Vornado markets three products in its Air Circulators range – model 533 (RRP: $129) and 633 (RRP: $169) in black or white and the 660 (RRP: $229) in gloss black and gloss white. New tower, pedestal, and turbo fans together with new portable air conditioners will join the Excelair range for the 2015/16 season. Two tower fans land in October, with the entry level EFT901 (RRP: $99) sporting an LCD display, three speed settings, an ionizer function, 1-23 hours timer, remote control and oscillation. There are three new pedestal models, including the 30cm ETFF7 Turbo (RRP: $149) with three speed settings, oscillation and fix modes and tilting head. A new high velocity pedestal fan, the 46cm EHVP46120M (RRP: $129) comes with powerful metal blades, and an adjustable stand. Excelair also markets outdoor radiant heaters offering variable temperature settings, a feature the company says is unique to the market. Next winter, Excelair will makes its entry into the dehumidifier category with a range that includes a 50L semicommercial model.

function, three speeds and two year replacement warranty,”Omega Altise divisional manager, Anita Gounder said. The OHVP75B 75cm high velocity fan (RRP: $269) and the OHVW75B 75cm high velocity wall fan, (RRP: M$199) feature a powerful 220W motor. Other models in the range are the 40cm high velocity desk fan SATINDESK40 (RRP: $109) and the 40cm high velocity pedestal fan SATINPED40 (RRP:$139). Tower fans come in black or white finish with an electronic control panel and hidden remote control storage. These fans also feature an innovative ‘light off’ function in sleep mode for minimal disturbance. The company’s portable air conditioning solution, the 18,000 BTU OAPC18 (RRP: $1099) is equipped with a 0-24 hour set, forget timer and five functions including auto fan, cooling, auto cooling, dehumidify and auto dehumidify.

Sales tips with the experts… …For consumers who want a family look for their home appliances, be sure to stock a fan design in a range of sizes to encourage a multi-fan purchase

…Nancy Humphreys, Kambrook living in rental or looking for a flexible room-to-room air conditioner, portable systems are the ideal solution for combating the excessive heat of an Aussie summer. Next to features and designs, energy efficiency is at the forefront of most consumers’ minds when it comes to the purchasing decision for a cooling product, according to Vornado brand marketer at Millner’s Brand Marketing, Elisa Oliver. All marketing initiatives address these three key factors. “With the patented airflow, described as the Vortex Action, Vornado Air Circulators move large volumes of air, with minimal running costs, compared to other fans in its price range,” Oliver said. 42

APPLIANCE RETAILER SEPTEMBER 15

Despite a poor season last year portables performed well in the market, and unlike splits, is not a considered purchase, according to Honeyair general manager, Wayne Marshall. “Portables represent a small percentage of the market but are generally an impulse buy.” He said a hot summer is long overdue, especially in Victoria where there has not been a real summer since 2009. Omega Altise is also hitting the stores this season with new high velocity, desk, pedestal and tower fans as well as new portable air conditioners. The high velocity fans include three pedestal models and a wall fan. “Each unit delivers powerful wind circulation, a sturdy construction, oscillation

What: Sunbeam Super Slim Tower FA7550 Why: Slim design but delivering enough power for larger room with auto-off up to eight hours, breeze sleep setting, carry handle and remote control with rear holder. How much: $149 Contact: Sunbeam 1300 881 861

WWW.APPLIANCERETAILER.COM.AU

This range is more than just cool. De’Longhi bring contemporary Italian design to portable air conditioners. Our exclusive Water-to-Air technology produces and expels fresh air 9% cooler* than traditional Air to Air units. With a stylishly crafted selection to choose from, De’Longhi’s portable units are the ultimate in cooling. Selected air conditioners also have a low environmental impact.** The R290 Refrigerant provides high operational efficiency, low running costs and reduced energy consumption. De’Longhi also offer a range of sleek and contemporary Tower Fans and Evaporative Coolers, providing a hassle free way to distribute refreshing cool air. To discover more about De’Longhi’s range of portable cooling units or fans, contact your local De’Longhi representative on 1800 126 659 or visit www.delonghi.com.au Featured: De’Longhi Dehumidifier PACWE18INV. *Test results based on comparative De’Longhi Models. **Low environment impact - low global warming impact.

PACWE18INV

PACWE120HP

PACWE112ECO

PACA100ECO

PACN76

EV290

DETF121

DETF115

VTL3000

VTL2001

VTL1000

✱ christmas gifts

Three critical kitchen trends you need to watch for

Christmas 2015

If there’s a clear direction that appliance retailers need to embrace for Christmas sales, it’s this: health meets function with style. These key trends are embedded in almost every product on offer from benchtop appliances through to personal care, fitness and digital. Our annual Christmas Feature explores how suppliers are leveraging these trends to drive profit and sales for retailers. Claire Moffat reports.

APPLIANCE RETAILER SEPTEMBER 15

ithin the Australian kitchen, there is an appetite for fresh meals and drinks propelling blender growth and, according to local statistics from Euromonitor Australia, countertop blenders remain the leading kitchen category, enjoying 130% increase from 2009-2014. Sunbeam Australia is one supplier who can attest to this, with a 383% surge in earnings to $7.3m in the year to June 30, attributed to sales of its Oster blender. According to Jonathan Ling, the managing director of Sunbeam’s parent GUD, “The Oster launch is a direct outcome of the arrangements entered into with Jarden in November 2014, and is indicative of the benefits that will accrue through the joint ventures.”

Health keeps blenders #1 Kambrook Appliances senior category manager Nancy Humphreys, agrees that the desire for a healthier lifestyle is continuing to drive the blender category. “It’s no secret Australians have been in search of a healthier approach to

food, demonstrated by the continued rise of the personal blending category, enabling a higher consumption of fruit, vegetables and ‘superfoods’,” Humphreys explained. She said that consumers are gravitating towards practical and affordable ways that help achieve a balanced diet and lifestyle, particularly if this minimises their reliance on packaged foods and drinks. “Kambrook has identified that consumers who already have a personal blender are now seeking higher performance alternatives or additional features that let them prepare an even wider range of foods and beverages.” “For giftgiving, this means providing options at different pricepoints, from personal blender accessories to additional products which will excite both new and existing personal blending converts,” she added. Kambrook recently carried out a Google survey that revealed Australian consumers are still learning about the personal blending category. 51.3% of WWW.APPLIANCERETAILER.COM.AU

christmas gifts ✱

DE’LONGHI MULT ICUISINE The premium ad dition to the MultiF ry range features a dedicate d grill function, to precisely grill meats and fi sh while the oil dr ains below. The autom atic mixing padd le has been redesigned to tho roughly mix all ing redients and assist in even co oking. There is als o a recipe selector dial with eight pre-set prog rams. RRP: $549.00 1800 126 659

respondents indicated they would be willing to pay up to $100 for a personal blender while 28.5% said they would not pay more than $50. Kambrook is extending its personal blending range with the BlitzPro power blender (KBL80BSS RRP $99.95), targeted to the health-conscious person graduating from soft fruit smoothies to more nutrient dense vegetable juice combinations. The blender features an 800 watt motor and durable stainless steel blades to process harder, more fibrous fruits and vegetables into a smooth consistency. A grinding blade finely grinds coriander seeds, a variety of nuts, coffee beans and even hard cheeses. Kambrook’s Blitz2Go Shake It Kit (KBL003BSSRRP $29.95) can be used with any Kambrook Blitz2Go personal blender. The custom designed stainless steel wave blade aerates traditional milkshakes, thick shakes and also creates shaken and chilled cocktails in seconds. The Shake It Kit includes a 300ml classic stainless steel cocktail shaker, an ice strainer lid and 20ml shot cap. WWW.APPLIANCERETAILER.COM.AU

George Foreman and Russell Hobbs Food Preparation assistant product manager Chris Nedelkos said that, while personal blenders will once again be a ‘hot ticket’ item for Christmas, the trend is now shifting towards multi-functional ‘super blenders’ that offer capabilities beyond that of traditional blenders. “Smoothies and fresh beverages are still a primary desire for consumers, however, now we see the growing trend of the ‘scratch cook’; that is, consumers who desire flours, nut butters, dips, sauces and more, but without the preservatives and additives. Not only for the fresher taste but also in response to dietary requirements and trends (catering to children’s allergies, Paleo diet and clean eating). George Foreman is extending the Mix&Go line with the Mix & Go XL Blast (RRP $149.95) for Christmas. Its 2L Tritan plastic jug (heat, stain, odour and shatter resistant) and four-tip Fusion blade work together, leaving no chunks or ingredients behind. Coupled

E E MACHIN O COFFE IN lian R a O It T M tro and SUNBEA mbined re o e c c s n a a h orm Sunbeam high perf its latest triple g n ri flare for tu a ssure achine fe action pre m and coffee m k, an extr ra c g lo ro b p o r therm reen fo ise the d LCD sc n m a to e s g u u c a g can h also k. Users ine, whic shot cloc the mach f handle, o l o ty li tr a wing con function re b l s. a u rm n ma ater a boasts a and hot w m a te s s r rinde as well a Torino G ,999 incl. RRP: $1 861 1300 881

with 20,000 RPM (revolutions per minute), hard to blend foods such as frozen fruit, ice and kale are pulverised in seconds. The four settings with auto-blend completion offer one touch settings for blending soup, chopping, fruit smoothies and green smoothies. The Mix & Go XL Blast attachments are versatile. The dome shape of the 800ml ‘Blastomatic’ personal bottle is right on trend at the moment, and can be used for a variety of food preparation tasks from chopping vegetables for a quick salad to crushing ice for homemade sorbet. Staying true to the Mix & Go philosophy, a drinking lid is also included with the Blastomatic bottle, so users can blend a shake or smoothie to have on the go. The 600ml personal blending bottle offers a Chill Stick plus a Keep Cool Sleeve for the 2L jug. APPLIANCE RETAILER SEPTEMBER 15

christmas

gift guide

Tefal OptiGrill RRP $229.95

Perfect grilling results from rare to well-done

Tefal Santoku Knife* RRP

$79.95

Ideas you canâ&#x20AC;&#x2122;t live without.

*With the purchase of GC702 OptiGrill

Tefal ActiFry Express 1kg RRP $349 .95

The Healthy and Fastest* way to fry

Snack Grill Basket # RRP

$29.95

Tefal Snack Collection .95 RRP $99

Multi â&#x20AC;&#x201C;function sandwich maker to satisfy cravings from sweet to savoury

Tefal Snack Collection Plates .95 RRP $24

Collect all 12

#With the purchase of Actifry Express models AH9500, AH9508, FZ7500 * Within Actifry range when cooking fresh chips.

tEFAl.COm.Au

✱ christmas gifts

GEORGE FOREMA N MIX AND GO XL BLAST With four settings for auto-blend co mpletion and one touch se ttings for blending , create soup, fruit smoothi es, green smoothi es and more. There is a two litre heat, sta in, odour and shatter resis tant Tritan plastic jug. The four-tip Fusion bla de, coupled with 20,000 RPM, smooths ha rd to blend foods such as frozen fruit, ice an d kale. RRP: $149.95 1800 623 118

Personalistion ties choice and nostalgia Sodastream Australia managing director, Mark Fenton noted that the focus for consumers in 2015 is all about customisation, space and choice. “This is driving constant innovation in the kitchen appliance category,” he said. “Consumers are considering utility, space and personalised fit more than ever before. We see future trends being driven by a demand for fresh, innovative colours and designs matched with a desire for highly functional and premium ‘multi’ appliances to maximise the consumer experience and utilise space,” he said. “Meanwhile, the popularity of nostalgic products and retro designs is also an increasingly strong trend,” he said. Sunbeam head of product marketing, Tim Anderson agreed with Sodastream’s Fenton that the consumer is more discerning and willing to spend on a product to display on the kitchen 48

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INISSIA REVILLE

SSO B NESPRE L GREEN ine ee mach TROPICA ition coff d e ns o d e tt u it This lim mable b program o d tw n o c ts e s boa st 25 s stop, a fa sure for flow bar pres 9 1 a , e m ti mode. p u ff t o hea to power u a d r for n a containe system a capsule led s d e n d u lu b c It in les and is u s p mic a c ra e 1 up to 1 3 with c eroccino A w o e ls n a h wit hine is The mac white. coating. red and y b ru in le b a il ava 49.00 RRP: $2 798 1300 139

benchtop which reflects their personal taste. He explained that Sunbeam is presently undergoing a “re-invention” phase which has resulted in a shift in their understanding of Sunbeam’s target customer. “We have conducted extensive research into our key customer and she is younger than the customer Sunbeam has appealed to in the past. Style, including design and colour is very important to her. In fact, she will often want her purchase to act as an ornament as much as an appliance,” he said.

Innovation delivers style and function Groupe SEB’s leadership in kitchen innovation is evident for Christmas 2015, with the launch of a new Tefal ActiFry Express. Managing director, Wivina Chaneliere told Appliance Retailer, “A key trend in the market is around healthy cooking, which is suitable for a product like AciFry and

SODASTREAM PO WER Sparkling water lovers are in for a treat, whether it’s straig ht up sparkling or with a twist of lemon. Based on the aw ardwinning Source, the SodaStream Power boasts touch butto n technology with a minimalist desig n. Create and cu stomise a variety of drink s from Gin and To nic to adding fizz to your favourite fruit. RRP: $199.95 1300 763 278

those products that make life easier for consumers like the Cuisine Companion, OptiGrill & Cook4Me.” “Tefal continues to launch innovative premium products and support the brand to drive consumers in-store and deliver strong sales and profitability,” she said. Tefal has also added new colours to the Cook4Me range and released a number of new accessories for the Tefal Snack Collection and Tefal ActiFry. The Tefal OptiGrill with smart automation, delivers grilling results from rare to well-done as it adapts the cooking time to the thickness of the ingredients. It has six cooking programmes (red meat, poultry, fish, sausages, hamburgers and sandwiches/panini or bacon), plus a manual mode for vegetables. It also has a frozen food function to grill directly from the freezer. Tefal’s Cook4Me (RRP $349.95) now comes in white and red along with the WWW.APPLIANCERETAILER.COM.AU

christmas gifts ✱

KAMBROOK BLITZ PRO POWER BLEN DER The powerful 800 watt motor, dura ble stainless steel bla des and grinding blade allow users to effi ciently blend vege tables and fruits for sm oothies, icy drink s, dips and pureed soups, as well as grind coria nder seeds, coffee bean s and hard cheese . It includes two 700m L and one 350mL BPAfree cups, shaped for cyclonic blend ing. RRP: $99.95 1300 139 798

current black. Its smart control panel guides the step by step process to cook pre-programmed recipes at the push of a button. It comes with over 85 preprogrammed recipes and has five cooking settings to pressure-cook, steam, brown, simmer, or reheat meals. Delonghi Australia which manages the Braun, Kenwood and

SUNBEAM TURBO TOASTER Sunbeam is introducing Australia ’s faster toaster which can toast in just 60 seconds, in comparison to a toasting time of three minutes for most toasters on the markets , thanks to patented technology exclusive to Sunbeam. There are eight browning settings, a high-lift feature for crumpets and bagels, as well as self-centring slots. RRP: $99.95 1301 881 861

trending strongly. “This category continues to show double digit growth, a testament that consumers are looking for appliances that can produce healthy food without sacrificing taste or flavor,” she said. According to Finlayson, simplicity is another worldwide trend in small appliances, as technology and innovation allows for product versatility.

“Consumers are considering utility, space and personalised fit more than ever before.” – Sodastream Australia managing director, Mark Fenton De’Longhi brands noted that the international trend of health and wellbeing has led to growth in the number of small appliance categories coming to market. De’Longhi category marketing manager Helen Finlayson agreed with Tefal’s Chaneliere that the healthier cooking option of low-oil fryers was WWW.APPLIANCERETAILER.COM.AU

These products are saving valuable space in kitchens, which is becoming more relevant as more Australians migrate to apartment living. As a result, De’Longhi is investing heavily in the new MultiFry, increasing its range to four products, covering a variety of features and pricepoints.

XPRESS CTIFRY E way TEFAL A t healthy and mos t s ks o te o s c fa s The Expres , e Actifry n e z o fr r to fry, th sh o hips, fre ll as low fat c oil, as we o n to le ree h T . s with litt frie et’ and stirand forg t risottos e ‘s d e m m ra s g ble pre-pro s, vegeta s for frie utomatic a function e n o d ken, an tiFry’s and chic g. The Ac re settin tu paddle ra g e in p rr tem matic sti to u a ly. d n patente ked eve od is coo fo s re u s en 49.95 RRP: $3 824 1300 307

The new MultiFry basic FH1100 will become the entry level of the range, with a powerful 1400W upper heating element and De’Longhi’s Surround Heating System. The premium addition to the range is the MultiCuisine FH1396. This model features a dedicated grill function, to precisely grill meats and fish while the oil drains below. The automatic mixing paddle has been re-designed to thoroughly mix all ingredients and assist in even cooking. De’Longhi will also offer a range of add-on accessories such as additional bowls and mixing paddles, and a grill rack, with the MultiCuisine including all of these as standard.

Why multifunction is powerful Made in France, Tefal’s Cuisine Companion is the company’s 2015 hero appliance. It replaces up to ten appliances in the kitchen and performs chopping, whipping, mixing, kneading, APPLIANCE RETAILER SEPTEMBER 15

✱ christmas gifts

STER RUSSELL HOBBS ENCHANT TOA res featu ter The Enchant four slice toas as , slots ting toas g erin wide, self-cent and well as crumpet, defrost, reheat pendent inde an is e Ther . tions cancel func carriages variable browning control, split for two or four slice toasting and less illuminated buttons. Polished stain r eithe in ped wrap s side and steel fronts Titanium or Platinum finishes. RRP: $139.95 1800 623 118

DE’LONGHI DEDICA PUMP COFFEE MACHINE With a slimline design that is both simple and elegant, the Dedica can prepare a professional café quality coffee and is equipped to accommodate both freshly ground beans and Delonghi’s E.S.E. Pods. The machine is easy to use and provides the user with a full barista experience. RRP: $369.00 1800 126 659

cooking, steaming, blending, stirring, emulsifying, whisking, searing, crushing, milling and precise heating. The Tefal Cusine Companion also comes with a cookbook with 300 recipes, to create endless menu combinations. Sunbeam’s SousChef Stir MultiCooker (RRP$179) with a selfstirring arm is a new entry into the food preparation category for Christmas. It has six cooking functions: rice, saute, risotto, boil casserole, slow cook, an LCD progress screen and glass lid.

Consumers crave speed Suppliers have been listening to research about the ‘time poor’ consumer and have applied the findings to their new Christmas ranges. Group SEB, Sunbeam and Smeg have all recently launched ‘speed’ functions into their appliances. Tefal’s ActiFry Express (RRP $349.95) made in France, has technology with aerodynamic air flow and electronic temperature control (reaching up to 180 degrees celcius) which reduces temperature variations to allow for faster cooking. Tefal claims that the ActiFry Express is the healthy way 52

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to fry and the fastest. It cooks low fat chips, fresh or frozen with little to no oil. A key feature is the three preprogrammed set and forget functions for fries, vegetables and chicken, which automatically stops when time is up. Tefal said the ActiFry does not require preheating or shaking of food contents to prevent food sticking together while its patented automatic stirring paddle ensures food is cooked evenly and fast. Sunbeam’s Turbo Toaster (TA7720 499.95) is being billed as ‘Australia’s fastest toaster’ delivering toast in a third of the time of other toasters with technology patented exclusively to Sunbeam. According to Sunbeam’s Tim Anderson, many consumers are multitasking at breakfast time. “The Turbo Toaster gives consumers 12 hours back every year or 40 days over a lifetime, it’s like a fan oven for toast,” he said. Smeg is another supplier also ahead with this trend in its Classic Compact Speed oven which combines circulating microwave power with traditional convection functions. This innovation to dramatically reduces cooking timesdown to just 30 minutes to cook a whole chicken.

What colour can do for kitchen sales De’Longhi has also identified breakfast preparation as a critical focus for appliance sales and it’s in this arena that colour and style dominate. Its Distinta breakfast collection builds upon the brand’s well established footprint on the breakfast counter with a sophisticated matte-metallic finish with chromed details encompassing style, innovation and trend. Distinta is available in four trending colours - Style Copper, Future Bronze, Pure White, and Elegance Black. De’Longhi also has a new Augmented Reality app to help consumers visualise products in their home. Consumers can place the marker on the kitchen bench and use the app to take a photo. Morphy Richards product & marketing coordinator, small appliances, Stacey Pogorecki said that copper and metallic hues are still popular in small kitchen appliances. “However, we feel that the standard colours: black, white and stainless steel are going to make a strong comeback showcasing the design and style of the kettle, rather than just the colour,” she said. WWW.APPLIANCERETAILER.COM.AU

✱ retail report

Retail Report: Small appliances expected to be strong sellers over Christmas Portable kitchen appliances remain the strongest retail category for Christmas. But competitionis fierce and the pressure on the sales floor increased recently with the launch of small appliance departments within Dick Smith and JB Hi Fi. In a heavily retailed nation, appliance sales staff will now have to be even sharper and more appraised of features and benefits than at any other Christmas. David Barke, owner of David Barke Appliances has been selling appliances in Victoria for almost 30 years. In 2015, he predicts that Christmas shopping will again be dominated by small domestic appliances. “I expect coloured and stylish products again to be predominant sellers in this area. With a relatively small outlay a consumer can change the whole look and feel of their kitchen by adding new appliances that are focused on style and colour. “Of course, the offering continues to expand with more and more product range being offered in colour rather

“...dehydrators, slow cookers and pressure cookers will sell well because they are affordable and versatile appliances.” – Thomas Antonio, director of Electrical Discounters.

of overseas travel to one of our most popular destinations, Bali and the predictions of a hot summer should make for a good seasonal trading period. Peter Bolte, manager of Taree Leading Appliances predicts that the AV category will be the strongest selling category for Christmas as a genuine “gift” purchase. Although he agreed with Barke that small appliances will be a popular category. “Small appliance sales always lift over the Christmas period and the blending category has been reinvigorated by the dominance of TVbranded and promoted products.” Leading Appliances plans to increase its range and stock-holding of Sound Bars as customers “start to see their multi-faceted benefits.”

“The whole healthy living theme has been a focus from nutrient drinks to fit bit and activity trackers.” – David Barke, owner of David Barke Appliances.

than just the kettle and toaster. “Last year was the year of the “Bullet” will this year be the year of the “Ninja”? The whole healthy living theme has been a focus from nutrient drinks to fit bit and activity trackers. There may still be another season in these categories. He believes that a low Australian dollar, coupled with the uncertainties

APPLIANCE RETAILER SEPTEMBER 15

“Sound Bars match audio performance with the big screen experience, without the furnishing of a traditional home theatre set up, as well as provide outstanding sound reproduction for just listening to music.” Bolte is “quietly optimistic” that the turnover and profit growth Leading Appliances has realised in the past 12 months will continue, based on strong

demand in the air-conditioning and large appliance categories, in addition to traditional Christmas purchases. Thomas Antonio, director of Electrical Discounters, also predicts small appliances to be a “big winner” over the Christmas period. “Due to the recent digital changeover, consumers have already spent their money on new big screen TV’s and other AV products. They have now turned their attention to the kitchen with a focus on healthier cooking.” According to Antonio, dehydrators, slow cookers and pressure cookers will sell well because they are affordable and versatile appliances. However, he did also note a recent demand for security and home surveillance cameras. “I believe Christmas in 2015 will require a lot of hard work to maintain our margins. I am not a pessimist, but a realist, and due to consumer uncertainty and high unemployment rates in SA, I predict it will be a tough season for us,” Antonio said. David Dorsett-Lynn, managing director of Dorsett Retail, predicts that TV’s will be in high demand this year. “As we hit November and December, we see a great priced product and strong supply of stock,” he said. “If we plan well, buy well and market well, we will experience a strong Christmas. The new Retravision is lean, agile and strong, and as a result we have seen a positive outcome for dealers in the last 12 months.”

WWW.APPLIANCERETAILER.COM.AU

christmas promotions ✱

Christmas Promotions: What you need to know to sweeten the sale Promotional activity is at its peak during Christmas and 2015 is not an exception. Here is a look at some of the key activities that suppliers have planned.

Tefal

Kambrook

Sunbeam

For a limited time and while stocks last, a Tefal 18cm Santoku Knife valued at $79.95 will be offered as a bonus Gift With Purchase (GWP) with the Tefal OptiGrill. Retailers will also benefit from a number of promotional bonus offers across Tefal’s key blockbusters, Cuisine Companion, ActiFry and OptiGrill.

Kambrook will use POS materials to explain the different purposes and benefits behind the Blitz2Go personal blenders and BlitzPro power blender. Consumers can download the free recipe e-books for Blitz2Go and BlitzPro from Kambrook’s Facebook page. A TVC will also be broadcast before Christmas to support both options.

Sunbeam’s Facebook site: Facebook/ Sunbeam.com.au is engaging with its market through social media. It has gained 40,000 likes in the past year taking it up to 55,000. Sunbeam will roll out a new campaign badged ‘So Sunbeam’ on outdoor billboards, in-mall banners as well as Pop-Up stores in Myer’s fragrance departments.

De’Longhi

Sodastream

George Foreman

The Distinta range will have a four week TVC, in-store demonstration program, digital advertising, blogger campaign, retail training and in-store displays, backed by an in-store display, product brochure, dedicated microsite, online advertising and PR campaign. MultiFry will have a four week TVC, in-store demonstration program, digital advertising, blogger campaign, and focus on retail training and in-store displays.

SodaStream Australia will aim to keep SodaStream on top of everyone’s wish list through TV, social and digital campaigns, as well as an extensive PR campaign targeting consumer lifestyle media nationally. SodaStream has also partnered with Tea Tonic, Cha Time and Big 4, while continuing to partner with Samsung to maintain a fresh and dynamic level of marketing activity.

Marketing activities for the George Foreman range include catalogue placement, PR, product placement with food and lifestyle bloggers, POS, video and an E-recipe book. George Foreman has also secured brand sponsorship at the MCG for all AFL home and away and finals matches. Additionally, there is sponsorship of Collingwood Football Club with online segment ‘George Foreman Fan of the Week’.

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APPLIANCE RETAILER SEPTEMBER 15

✱ bbq feature

BARBECUES: a remedy for stimulating summer sales

There is a range of options for retailers looking to join the queue to take advantage of the growth in the barbecue and outdoor cooking segment. James Wells investigates this versatile category.

lectrolux Home Products acquired the 30 year-old BeefEater business from Woodland Home Products in late 2014, as part of a strategy to grow share in the category. The BeefEater range complements the other higher-priced products in the Electrolux range. “BeefEater has been a well-known and respected Australian barbecue brand for the past 30 years in both local and export markets,” Electrolux Home Products MD, Mike Putt said at the time. “We see the potential for substantial growth especially with BeefEater’s significant presence in the portable compact sector of the local barbecue market complementing our strengths with integrated and high-end freestanding models,” Putt said. According to Electrolux category manager of food preparation and outdoor 56

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cooking, Mark Kampmann, the barbecue market in Australia has a lot of factors that should be beneficial for retailers prepared to invest in the category. “The barbecue market shows promising signs of growth. There has been an increasing trend towards cooking and entertaining outdoors in Australia - it’s very much part of the Aussie way of life,” Kampmann said. “Popular cooking/food TV shows have also triggered the increasing popularity of experimenting with cooking more adventurous food and trying out a range of techniques on the BBQ such as roasting, stir-frying and pizza making. “Growth products continue to include outdoor kitchens with many people looking to entertain all year round and add value to their home by extending their living space. The

BEEFEATER BUGG • Two powerful independently controlled stainless burners • Oval shape guarantees even heat distribution • High performance QuartzStart ignition • Available with an iconic amber hood RRP: $699 (BUGG with Stand), $599 (Solid Fuel BUGG® with Stand) Electrolux 1300 363 440

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bbq feature ✱ EXCELSIOR CXWB 1206 RANGEHOOD • Wall-mounted • 120cm wide and 60cm deep • Two high powered motors • Designed for the barbecue without a hood covering the hotplate and grill RRP: $1849 HoneyAir Australia 02 9478 0400

compact portable sector of the market is also growing as is the popularity of cooking with solid fuel such as charcoal. We had a successful season last year with the new BeefEater Solid Fuel Bugg in this regard,” he said. The Electrolux range currently consists of compact, portable gas and solid fuel barbecues including the BeefEater BUGG, mobile barbecues including the BeefEater Discovery and Signature series, built-in barbecues under both BeefEater and Electrolux brands; outdoor kitchens such as the Artisan Outdoor Kitchen which are complemented by barbecue accessories including tool kits, pizza ovens, roasting trays.

Flexibility and versatility in focus To promote the range this summer, Electrolux will support BeefEater with a 12-week promotion from October to December that includes an extensive PR campaign, in-store demonstrations and point of sale materials. “The key focus this season will be to highlight the flexibility and versatility of the range,” Kampmann said. “From the popular compact barbecue such as the BeefEater BUGG with its iconic amber hood, to the stateof-the-art mobile barbecue such as the Signature and Discovery range, BeefEater has got it covered. The launch of the Solid Fuel BUGG and Artisan Outdoor Kitchen with its easy-to-install features, proved timely and popular last summer and we will be supporting these models again this season. “In September we are releasing a new range of Electrolux ProLine integrated barbecues. The range will consist of ProLine 6 Integrated BBQ with Hood (EQBH156ASLP), or with Lid (EQBL156AS). The elegant built in WWW.APPLIANCERETAILER.COM.AU

design of the Electrolux ProLine 6 range offers superior cooking performance with the EasyControl burners, MaxiPlate cast iron furnishings delivering even heat distribution. The range also features intuitive controls, superior oil management system and an intensive cleaning cycle. “Also in the range is the powerful triple ring 23Mj integrated sideburner

“Many customers have experienced performance issues with lower priced products in the past, and now, based on experience; understand the benefits of products with research and development behind them and a reliable level of performance. “Higher grade materials such as stainless steel, cast iron burners, are all significant product features that can make a difference to a barbecue’s performance and also its cooking results. Many people are switching onto the fact that it’s better to have a high quality barbecue that can last several summers than a low quality product that rusts after just one season. “Barbecues are no different than any other consumer product - just like a car, a watch, a new smartphone, a good brand made from quality materials, is built to last. Customers have an expectation to upgrade to the latest models and purchasing a barbecue is no exception,” he commented.

Tips on selling barbecues for retailers – BeefEater • Take the time to allow the customer to touch and feel the product – demonstrations and tastings are a great way to engage with customers. It helps break down any barriers and gives an easy talking point. Everybody loves the smell and taste of barbecue food. • Find out what the customer is looking for in a barbecue. Do they entertain regularly for big groups or is just the occasional couple or small family get together? There is a barbecue for everybody, depending on their situation. • Highlight the key features that can make a difference to the end result, such as a clear view roasting hood, quartz start ignition, built-in storage for the gas bottle etc. These features can make a difference to a customer, making the sale that much easier. • At the end of the day, you are selling a lifestyle product – you don’t have to be a gourmet chef to enjoy great tasting BBQ food but a good barbecue can help!

(model EQBW316AS) offers fourway cooking with a sturdy cast trivet. Ideal for wok and flat pan cooking, the reversible cast iron hotplate also features a flat and griddle surface. The new Electrolux ProLine range has cutting-edge style and a top-class range of innovative features designed to transform your outdoor entertaining area into a gourmet experience.”

Buoyant market for BBQ category Kampmann believes retailers can remain confident that the barbecue market in Australia is buoyant because the purchase cycle is changing.

Love of the outdoors drives rangehood sales for Honeyair Honeyair general manager, Wayne Marshall believes there are clear reasons that the alfresco living lifestyle is growing at a very rapid rate. A contributing factor is increased time spent outdoors, not only in summer, but also in spring and autumn. “With this lifestyle comes outdoor cooking and more and more homes are building kitchens in their alfresco and outdoor areas. As barbecues generate smoke, the need for air extraction from these areas is very important,” Marshall said. APPLIANCE RETAILER SEPTEMBER 15

✱ bbq feature The GBI Group in WA have identified this need and have introduced four models of barbecue rangehoods designed for outdoor use. “We have been promoting this category for over five years. During this time we have increased the range and features from the original 120cm x 80cm model with two motors, aluminium filters, 304 stainless steel and halogen lights to four models, with 316 marine grade stainless steel, baffle filters and LED lights, and all at affordable prices,” Marshall said. “The entry point now comes in the CXWB 1206 wall-mounted rangehood. This model is 120cm wide and 60cm deep, has two high powered motors and is designed for the barbecue without a hood covering the hotplate and grill. Retailing at $1849.00 it is a great performer at a realistic and affordable price.

Cook with the hood up “For the person that prefers to cook with the hood up, there are three models. The CXWB 1208 (RRP $2099) is a wall-mounted rangehood with the two motors positioned in the centre

SMEG BBQ WOK BURNER (PBQ31GA) • Stainless steel dual control wok burner • Inner ring: 3.6 mj/hr, Outer ring: 15mj/hr • Automatic electronic ignition and fitted lid • Identical aesthetics to the built-in barbecues RRP: $890 Smeg 02 8667 4888

APPLIANCE RETAILER SEPTEMBER 15

of the body to extract more smoke from the front of the barbecue. “With most rangehoods, the motors are situated at the rear of the hood and therefore struggle to collect smoke that is generated from the front of the barbecue. Whilst most barbecue rangehoods are designed for cooking with the hood cover down, the reality is most people want to cook with the hood open. The CXWB 1208 Island Hood (RRP $2599) is 120cm x 80cm however is designed to work over a barbecue central to the room or away from the wall. Once again this has two high powered motors designed to extract the smoke from all angles. The flagship of the range is the CXWB1480 (RRP $2599). This large rangehood 148cm wide x 80cm deep and has three large motors that are centrally located on the rangehood and designed to work with the larger barbecues. As is the case with all four models, they are not only efficient and inexpensive to run, they are also very quiet. “There are a number of safety regulations and Australian Standards that rangehoods need to conform to, particularly in relation to outdoor installation. The distance from the cooking surface to the base of the rangehoods has to be a minimum 120cm. Due to such a distance, the motors need to be strong enough to draw the smoke away from the cooking surface. The reason for this regulation is that barbecues are notorious for flame

SMART 7 BURNER BBQ WITH CART LS720 142 • Five stainless steel burners • Rotisserie back burner • Side burner • High grade 304 stainless steel RRP: $1999 Arisit 1300 762 219

flare ups. Once fire makes contact with fats and grease the danger of fire is increased. This is why there is such a distance between the two surfaces. For commercial hoods it is even greater. “Overall this relatively new product category is becoming very popular. It is growing due to our love affair with the outdoors and in particular outdoor entertaining. With many homes being built with alfresco areas the growth of this market will only grow larger and faster. It is also a great opportunity to take advantage of the very attractive margins these rangehoods offer. In a market where margins are being squeezed, this is a category that offers excellent profit in a growing industry.”

Arisit says outdoor cooking category left behind in retail Arisit managing director Simon Taylor believes Australian appliance and electrical retailers are missing a huge opportunity within the alfresco outdoor cooking category. “How can indoor cooking be such a strong category for appliance and electrical retailers and the outdoor cooking category be dominated by Bunnings? The leading indoor brands are state of the art and the successful specialist retailers ask WWW.APPLIANCERETAILER.COM.AU

The ultimate outdoor kitchen is solid, integrated and modular, featuring the SignatureÂŽ 3000 barbecue, granite bench tops and double door outdoor fridge and stainless steel cabinetry.

For all sales enquires enquiries contact Electrolux Home Products Pty Ltd Phone: 1800 356 660 Email: customercare@electrolux.com.au

www.beefeaterbbq.com

✱ bbq feature How Everdure meets outdoor kitchen trends

BEEFEATER PIZZA OVEN • Paddle, stone and wheel included • Features a built-in thermometer • Fits on top of a four or five burner barbecue • One year warranty RRP: $349 Electrolux Home Products 1300 363 640

about the alfresco area when quoting an indoor kitchen. The better retailers are demonstrating that they are able to bring that sale into the equation. In the barbeque category, Arisit offers a good, better, best offering for retailers. “Our Smart barbeques are mainly sold through Harvey Norman and the Narta retailers and provide a good entry point pricepoint from $1299 to $1999. The new Smart range has just arrived on the retail floors over the last two weeks and is endorsed by brand ambassador, Gary Meighan from MasterChef,” Taylor said. “The next level up is the Steel range which is made in Italy and priced between $3500 and $4500. This range provides a jump up from 12 megajoules to 21 megajoule burners and also provides flame failure safety feature. In states like Western Australia it is mandatory that barbeques in alfresco have with a flame failure device and it is likely to be mandatory nationally in the near future. At the top end is the Capital range which is commercial grade with 33 megajoule capacity that start at $8,500 and go up to $13,000. “As wholesalers, we gave up when it came to $10,000 premium barbeques like the Capital range for many years. The best thing that happened was the 60

APPLIANCE RETAILER SEPTEMBER 15

Fisher & Paykel DCS barbeque as it established a pricepoint. As we have seen in the market before with other product categories, when you have multiple brands on the same platform people feel comfortable and it helps grow and legitimise the category. “Arisit, in my opinion, is the only wholesaler that can offer the whole solution for an alfresco retailer and consumer as demonstrated by our website – myalfresco.com. We sell Starion composite benchtops with 10 year warranties; we sell strip heating as well as sinks and taps. We sell Sirius alfresco rangehoods starting at $1999 from 720mm depths up to 1500mm depths

and they are also available in marine grade stainless steel which is particularly popular in the coastal regions. We also sell full glass door refrigeration with single, double and triple configurations starting at $1199 under the Husky brand. “My message to retailers is that consumers want to have a good quality barbeque area in their home. It is up to the retailers to offer the range and sell the features.”

Recently listed on the Australian Stock Exchange, Shriro Australia believes the Everdure brand is a key pillar in its portfolio, according to divisional manager, Anita Gounder. “At Everdure, we have been developing barbeque products with one key trend in mind for 2015 and 2016 – the Outdoor Kitchen,” she said. “Future trends are shaping up rapidly in the outdoor kitchen category and becoming more popular in all aspects of modern living. It not only gives your outdoor area a modern and stylish appearance, but also an area where we can enjoy time with our family and friends. “The garden is definitely regarded by most people as a social hub. Home owners recognise investment in their outdoor space as one of the biggest

EXCELSIOR CXWB 1208 ISLAND HOOD • Designed to work over a barbecue central to the room or away from the wall • 120cm wide x 80cm deep • Two high powered motors • Designed to extract the smoke from all angles. RRP: $2599 – Island RRP: $2099 – Wall mounted HoneyAir Australia 02 9478 0400

value-adds for their house. With that in mind, we have developed an alfresco range of products.” Within the range are four and six burner barbeque models with beverage cooler modules and alfresco rangehoods, which can be packaged or sold separately. All products are showcased within the Shriro showrooms nationally located in Sydney, Melbourne, Brisbane and Perth. WWW.APPLIANCERETAILER.COM.AU

SUMMERTIME. PARTY TIME. ON YOUR BALCONY. AT THE BEACH. ANYTIME YOU WANT TO BBQ. ANYWHERE YOU WANT TO GO.

YOUR BUGG GOES WHERE YOU GO. ®

BEEFEATER BUGG AVAILABLE IN GAS AND SOLID FUEL. ®

FOR ALL SALES ENQUIRES ENQUIRIES CONTACT

Electrolux Home Products Pty Ltd Phone: 1800 356 660 Email: customercare@electrolux.com.au

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✱ bbq feature BBQ models to suit all tastes and styles Retailing for $3999 in a Natural Gas configuration is a four-burner barbecue packaged with a barbecue island module (4BIMLPC-15), while a six-burner barbecue with barbecue island with sink and tap retails for $5499 (6BIMLPC-15). Also available is a beverage cooler and module (EBEVCOOLC-15) which retails for $2499 and an alfresco rangehood (RBBQ120S) RRP $2199. “Our modules are made from an almost waterproof calcium silicate panelling and finished with a spray stone or stucco finish. We use the finest 304 grade stainless steel on all drawers and cabinets. The workbench is made from a porcelain tile and has a very high UV protection. All modules are fully AGA approved and can be assembled in less than one hour by two people,” Gounder said. “Everdure BBQs are designed in Australia and are also made from 304 grade stainless steel as well as matt vitreous cast iron plates, grills and burners. They also have internal lights and flame failure technology as standard. “Our Beverage cooler has 304 grade stainless steel doors, digital thermostat, mirrored interior, LED lighting and fast cool technology.

“The Everdure alfresco rangehood is a powerful twin motor wall canopy model with a capacity of 2000 cubic metres per hour and is made from 304 grade stainless steel. This rangehood has three speed settings, LCD display, LED lights, a timer and includes a remote control as standard.” Gounder commented that market conditions in the barbeque category remain mixed due to the fast changing pace of technology with online shopping and the challenges of e-commerce increasing competition and costs. “Other areas of challenge include social media and other digital marketing opportunities that the traditional retail industry is facing and how consumers are been influenced,” she said.

Smeg’s sleek style turns up the heat Smeg is building on the strong support it has received for its built-in barbecues with the release of a dedicated wok burner. According to Smeg Australia managing director, Andrew Cronin, impressive sales have been achieved throughout the past 12 months for the two Italian-made Smeg built-in models available with and without hood that are feature-rich and manufactured from

EVERDURE ALFRESCO KITCHEN 4BIMLPC-15 • Four burner barbecue • Beverage cooler module • Alfresco rangehood • Natural Gas configuration RRP: $3999 Shriro 02 9415 5000

APPLIANCE RETAILER SEPTEMBER 15

ILVE MY-Q BBQ • Fold-away design • Stainless steel storage cover doubles as splash back • Three rotary igniters • Multiple ergonomic cooking plate configurations RRP: $1399 Ilve 1300 694 583

premium materials such as AISI 316 marine grade stainless steel. “The collection has appealed to home chefs and family entertainers alike due to its sleek good looks and highly practical features – such as the fat and oil collection system where fats and oils are drained away from the cooking area to create healthier results and fewer flare-ups. The barbecues also feature a stainless steel interlocking grill system and even heat distribution throughout the entire grill surface.” Cronin says Smeg has taken the outdoor kitchen one step further with the introduction of its ultra-low profile dual-control wok burner featuring a sleek design, with its own separate hood, delivering aesthetics that perfectly mirror those of the barbecue. Consumers are now able to create an outdoor kitchen that is both beautifully designed and built for performance and longevity. Dedicated outdoor barbecue rangehoods were added to the range last year – so now the outdoor kitchen can become a natural extension both practically and aesthetically to the indoor kitchen. “To date a significant proportion of barbecue sales have been to consumers who already have Smeg appliances in their interior kitchen and wish to replicate both the design and performance in their outdoor kitchen,” Cronin said. WWW.APPLIANCERETAILER.COM.AU

Barbeque Rangehoods • • • • •

316 Marine Grade Stainless Steel Stainless Steel Baffle Filters High Powered 2 and 3 motor models LED Lights 15cm Flexible Duct Supplied

Distributed in Australia by GBI Sales Pty Ltd 78 Mallard Way CANNINGTON WA 6107 Phone 08 9478 0466 Fax 08 9478 0470 Email info@gbi.com.au Website: www.gbi.com.au

✱ new appliances 1 LG Door-in-Door Refrigerator with CustomChill drawer Offering pre-set temperature settings ranging from minus one degree to five degrees Celsius, separate to the main refrigerator body temperature, users can store anything from seafood to cake at the appropriate temperature of their desired choice. RRP: From $5,499 1300 542 273

2 Russell Hobbs Vintage Kettle The Russell Hobbs Vintage Collection brings three matte metallic finishes in bronze, charcoal and copper, coupled with polished stainless steel accents for vintage looks into today’s modern or classic kitchen. The 1.8 litre Vintage Kettle is a classic design with a large water gauge and easy pull off lid. RRP: $119.95 1800 623 118

3 Sharp SuperSteam Oven The SuperSteam oven is a perfect match for any culinary skill set, from novice to cooking enthusiast. It features a large LCD display with visual prompts, an inverter function, six power levels, as well as four-in-one cooking options. RRP: $1,349 1300 135 530

4 Panasonic Rice Cooker With a new design for fast, delicious rice, in addition to Fuzzy Logic technology for consistent perfect results. Enjoy over 10 different menus, with the Quick Cook, Slow Cook or steam function, ‘keep warm’ function and pre-set timer. RRP: From $149 132 600

5 Morphy Richards 4 Slice Toaster Select between two or four slice independent operation, and then choose from seven settings for variable browning control. The toasting slots are deep and self-centring, and there is a high-lift lever. It includes a removable crumb tray and frozen bread setting. RRP: $159.95 1300 556 816 64

APPLIANCE RETAILER SEPTEMBER 15

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new appliances ✱ 6 De’Longhi Electric BBQ Grill Featuring a powerful 2000 watt element, users are able to sear meats, and the combined ribbed and flat plate allows for more versatile cooking methods. The plate is angled to help drain fats and oils. It is coated with ceramic durastone, free from potentially harmful chemicals. RRP: $169 1800 126 659

Sunbeam Sous Chef™ Stir Multi Cooker An appliance that does the stirring for you with a selection of six cooking functions: rice, sauté, risotto, boil, casserole and slow cook. There is a simple one-touch control panel, LCD screen for cooking progress. RRP: $179 1300 881 861

8 8

George Foreman Easy to Clean Indoor/ Outdoor BBQ Grill From succulent steaks and juicy sausages to perfectly grilled vegetables, this grill is ideal for users who may be restricted by space but want versatility. It includes a removable stand, PFOAfree George Tough non-stick coating, which is three times more durable than standard non-stick surfaces. RRP: $149.95 1800 623 118

9 Smeg Blender This 50s-inspired vintage 800 watt blender has three pre-set programmes – smoothie, for dense and creamy textures; crushed ice; and pulse. With four speed options, there is a smoothstart function, meaning the blades start slow to combine the ingredients. RRP: $299 (02) 8667 4888

10 10

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Mitsubishi L4 Mini 650L Refrigerator This refrigerator is designed for consumers who need storage but do not have ample kitchen space to fill. It includes inverter technology for energy efficiency. The VitaLED maintains vitamin and anti-oxidant for longer. RRP: $3,200 1800 811 212 APPLIANCE RETAILER SEPTEMBER 15

✱ new appliances 11 Sharp Air Purifier and Humidifier With Plasmacluster Ion technology, breathe easy this festive season. The sensor function automatically detects odors, dust and humidity levels in the air, which activates the clean mode operation. There are five fan modes and four functions including light control, child lock and sound indicator. RRP: $799.00 1300 135 530

12 Remington i-LIGHT Pro+ Face and Body Gone are the days of limited IPL flash counts as Remington introduces the world’s first state of the art Infinity Bulb with no replacement parts needed. A 50% larger treatment window, compared to previous models, allows for more efficient use on larger body areas. RRP: $799 1800 623 118

13 Morphy Richards Vapocare Iron A Red Dot Award winner for 2015, the Vapocare iron features a patented thermoglass soleplate and vapour technology, designed to be gentle on garments while efficiently removing creases with ease. There is a precision nozzle with four temperature settings and an inbuilt water filter. RRP: $499.95 1300 556 816

14 Beurer Pureo Sonic Cleansing Brush The brush gently, yet thoroughly, cleanses the skin for a radiant, healthy complexion. Along with its waterproof design, it has three speed settings and includes four brush attachments for exfoliation, deep pore cleansing, sensitive and all skin type solutions. RRP: $149.95

15 Remington Rapid Cut Hair Clipper DIY barber aspirations can now be taken to the next level with Remington’s Rapid Cut Hair Clipper. The clipper features CurveCut Blade Technology with premium stainless steel curved blades, as well as 40 minutes of cordless use. RRP: $99.95 1800 623 118 66

APPLIANCE RETAILER SEPTEMBER 15

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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.

Hello? Anybody Home? If you’ve ever tuned out while someone is talking to you? Or worse, someone has tuned out on you? Here’s the solution. By Bob Johnson I’m sorry… can you say that again? Don’t you just love a good listener? I was just thinking that I must catch up with my old mate Garth, to sit down with him over a cappuccino and have a good chat. And one of the reasons I love our get-togethers is that Garth makes you feel like you’re the most important person in the universe, as he hangs on your every word. He’s definitely an Olympic-standard conversationalist. Have you ever found yourself in the role of ‘listener’ and, try as you might, you keep tuning out and tuning back in again and missing pieces of conversation or information? This can be particularly embarrassing if the person you’re supposed to have been listening to then asks, “So what do you think?” At that moment, the realisation hits you that you haven’t heard a word they’ve said – or, at best, there are gaping chasms in what you should have heard. So at that point, all you can say is something pathetic, like: “Ummm – I’m sorry, can you say that again please?” How embarrassing!

one successful salesperson said, “The customer is always the pilot – I’m just the navigator.” To help customers navigate their way through the myriad of choices available to them, you are going to need to gather a lot of data, and you’ll get critical information by listening.

Talk Speed vs Think Speed

Listening vs Active Listening

So, there’s hearing what people say, and then there’s really listening to what people say. There’s even listening to what they don’t say, and ‘listening between the lines’. If you are a salesperson, then to help customers make the right decisions you must be an excellent listener. As

A proven way to stay ‘tuned in’ to the other person’s conversation is to become actively involved. For example, eye contact, nodding your head where appropriate, inserting the occasional “Uh-huh” or “I see” or “OK”, etc. You can also paraphrase what the other person said.

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So how do you become a better listener? First, understand that ‘think speed’ is about two to three times faster than ‘talk speed’. For example, it might take you a minute or so to read an A4 sheet of typing silently, but it would probably take you two to three times longer to read the same piece aloud. It’s this phenomenon that can cause us to tune in and tune out of conversations. Because we are hearing the other person at their ‘talk speed’ our brain can go off and do, what I call, mental gymnastics. So, in the midst of conversation, you’ll find yourself thinking of other things, simply because your brain can. The solution? It is active listening.

These listening ‘activities’ not only help you to stay tuned in, but they send the other person the message that you are with them; that you are really listening.

Remove Distractions Focus on the other person. I mean really focus – look at them and give them your complete attention. Stop what you were doing, don’t try to type on a keyboard, shuffle through paperwork, scroll through screens or fidget with anything while you are supposed to be listening to another person. Listen with your eyes as well as your ears. A person’s facial expression can tell a different story to what they are saying. For example, if a salesperson asked a customer about a previous purchase saying, “Were you happy with that brand?”, and the customer replied, “Yeah, it was fine”, but screwed up their face a little as they said it – it might be worth digging a little deeper into that answer. But the salesperson may not have bothered if they had not been using their eyes as well as their ears. Studies have shown us that more than half of what is communicated face-to-face comes from a person’s body language. By the way, speaking of body language; we don’t have the benefit of it when we communicate on the phone. So it is even more important that you apply your active listening skills when listening to people on the phone. You’ll know when you’re not, because the person on the other end will say, “Are you still there?” Hello. Is anyone there? Are you still listening? Hello? Goodbye. APPLIANCE RETAILER SEPTEMBER 15

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