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KI TCHENS &
BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS
MAY 2020
KITCHENS & BATHROOMS NEWS MAY 2020
EXHIBITION REPORT Kbb Birmingham 2020
WORKTOPS Why tonal variation is now key in solid surface
COVID-19 BUSINESS SUPPORT Financial packages, marketing and effective remote working news ■ expert views ■ company profiles ■ products ■ competitions ■ SME support www.kandbnews.co.uk
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NO 150 VOL 14 MAY 2020
contents NEWS & VIEWS 5 First word Editor’s opinion
6 News Round-up of industry headlines
10 People Appointments and promotions
11 Inbox Reader feedback
13 Talking shop Mel Holliday, MD of bespoke kitchen manufacturer and retailer Chiselwood, explains the approach her company is taking to the COVID-19 crisis.
15 Kbb show report We offer highlights of the UK’s largest kitchen, bathroom and bedroom exhibition for trade professionals – Kbb Birmingham
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26 BATHROOMS 24 Industrial bathrooms
KITCHENS
From the lofts of Manhattan to a semi in Middlesborough – how can the industrial trend translate to homes in the UK?
20 Solid surface worktops How the trend for natural stone is influencing man-made kitchen surfacing solutions
26 Just out Latest bathroom product launches
22 Just out Latest kitchen product launches
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BUSINESS 28 Trojan Plastics We find out why inclusive bathing is a focus of growth for the Huddersfield-based bath manufacturer
30 Company matters SME advice covering marketing, financial, management as well as legal issues
32 Last word Richard Hibbert, chair of The Kbsa, offers his advice to retailers about trading in the current climate and explains how the association is helping its members
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FIRST WORD
NEWS & VIEWS
Adapt. Improvise. Overcome
Without doubt we are working in unprecedented times, with bricks and mortar retail bearing its share of pain and business owners forced to close their showrooms. We are in a time of change and while it may be confusing it doesn’t mean businesses are at a standstill. If installations have stopped, then accomplished retailers will look to retaining and developing new customers for when the showroom doors open again – and they will. The principles of retail remain the same, it’s just where business is being done that has altered. Think Bear Grylls with his mantra “Adapt. Improvise. Overcome.” Customers may be confined at home, but they haven’t disappeared. Footfall has been driven from the pavements to online browsing and people are captive to their screens. Now, more than ever, they are having to use the internet for work, news updates, online grocery shopping, and film and boxset streaming. And here is where accomplished bricks and mortar retailers will turn up the volume of their marketing. They will create awareness and desire in an online community through all their social media channels. Links can then drive consumers to their website which will mirror the quality of their showroom and showcase the brand values of their business. It means retailers can be more flexible, communicating at a time suitable for customers rather than relying on traditional store hours. Successful retailers will consider the highest times of internet use – perhaps breakfast, lunch
and evening – rather than the standard 95, timing messages to land with prospective clients. They can target their message to the locality, using the likes of Facebook advertising or enlist the support of a third-party lead generation company to focus their message. And remote operation does not mean a lack of personalisation in service. Kitchen and bathroom projects can be designed on remote Cloud-based CAD software and shared with all decision makers. These can be in face-to-face meetings, albeit remotely, with group video conferencing facilitating immediate response and faster design resolutions. Communication is key. And ultimately this time may demonstrate more effective ways of working with customers, suppliers and installers to improve future business efficiency. The kitchen and bathroom retail industry is resilient and much of its success was forged from the remains of WW2. So when cooped up customers, unhappy with their home, can venture back outside, retailers should be prepared for the showroom rush, then it’s back to business as usual.
KBN LIKES ✔
..to read the positive attitude from our readers, such as those from Mel Holliday, managing director of bespoke kitchen manufacturer and retailer Chiselwood.
KBN DISLIKES ✖ …the disruption and pain caused to retailers by the COVID-19 pandemic but is sure by embracing new ways to do business, the independent sector will emerge victorious.
KBN WANTS ! …to point out as well as print, Kitchens & Bathrooms News is now also available as a digital version. To get business advice, industry headlines, plus bathroom and kitchen inspiration straight to your inbox visit www.rdr.link/KQ001
Philippa Turrell Editor Email your views on this subject, or any other, to pturrell@hamerville.co.uk To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk Editor Philippa Turrell e: pturrell@hamerville.co.uk Designer Donna Booth Production Assistant Stephanie Stapleton e: stephanie@hamerville.co.uk Group Production Manager Carol Padgett e: carol@hamerville.co.uk Printer Walstead Roche
Publisher Bryan Shannon Group Advertisement Manager Craig Jowsey e: craig@hamerville.co.uk
HOME IMPROVEMENT JOURNALIST OF THE YEAR 2014
TRADE JOURNALIST/ EDITOR MAGAZINE OF THE YEAR 2014
To receive your regular subscription copy of K&B NEWS contact: 01923 237799 UK: 1 year: £30 post paid Europe and overseas: 1 year: £50 post paid Airmail: 1 year: £65 post paid
Advertisement Manager Marcus Hooper e: mhooper@hamerville.co.uk
Editorial & Sales Enquiries Tel (01923) 237799
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KITCHENS & BATHROOMS NEWS Hamerville Media Group, Regal House, Regal Way, Watford, Herts, WD24 4YF
ABC total average net circulation 13,640 (for the 11 issues distributed between January to December 2019)
© 2020 KITCHENS & BATHROOMS NEWS accepts no responsibility for damage or loss, however caused, to any material submitted for publication. While every effort is made to ensure facts are correct at time of going to press, no responsibility can be accepted for incorrect product descriptions or facts. No part of this magazine may be reproduced, in any form, without prior written permission from the publishers.
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NEWS & VIEWS
MAKING HEADLINES
“Hugely valued and critical contribution”
IN BRIEF ■ Following the spread of COVID19, Clerkenwell Design Week (CDW) will be postponed until July 14-16, 2020. The show, which was due to take place in May, has been rescheduled following discussions with Islington Council, venues, suppliers and its stakeholders to ensure the festival can go ahead in the summer. Read the full story at www.rdrlink/KQ002 ■ As part of an international initiative, quartz surfacing supplier Cosentino has introduced a series of online design talks, discussions and interviews featuring leading names in architecture and design. The Cosentino City Live! series of talks feature Ron Arad, Benjamin Hubert, Alfredo Haberli, Maria Villalon and Patternity. Find out how to access them at www.rdrlink/KQ003 ■ Managing director of Quooker Stephen Johnson wants to create a COVID-19 support group of kbb experts, offering real-time guidance to companies who may be struggling in the current climate. He is seeking 12 industry leaders in their fields who would be part of a business helpline to give free, practical advice and assistance to small retailers nationwide. Read more details of how to get involved at www.rdrlink/KQ004
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Secretary of State thanks merchants for services during COVID-19 crisis The Builders’ Merchants Federation (BMF) has circulated a letter from the Rt Hon Alok Sharma MP, the Secretary of State for Business, Energy & Industrial Strategy, thanking its merchant members for their contribution during the COVID-19 crisis. The Secretary of State paid tribute to those delivering to large and small construction sites, from builders merchants through to logistics providers and construction products manufacturers. He thanked them for their “hugely valued and critical contribution to the resilience of our nation.” The Construction Leadership Council (CLC) published Site Operating Procedures (SOP) that align with the latest guidance from Public Health England to help ensure the safety of those working on site. The BMF is one of the 12 leading construction trade bodies forming the CLC, the taskforce in daily contact with the Department
of Business, Energy & Industrial Strategy (BEIS). The Federation also secured a template letter from Government for delivery drivers to use while continuing to deliver materials to essential customers during the COVID-19 crisis, should they be challenged. CEO of the BMF John Newcomb said: “Alok Sharma’s letter makes it clear that the Government needs the support of the whole construction industry to build temporary hospital wards, construct the infrastructure that society needs to function and ensure that people have safe and healthy homes to live in. “But we are also extremely mindful that we are not in a ‘business as usual’ situation.
“Operations on construction sites and within builders’ merchants and building materials’ manufacturing plants must follow Public Health England guidelines to minimise the risk of transmitting Coronavirus and, where people cannot work from home, to provide a safe workplace. “The BMF is here to provide support, but our members must make the best decision for their individual businesses. “As a member of the CLC we are able to provide our members with the very latest information and advice from Government. “And, of course, within that forum we are also raising the issues that are causing our members the most concern and finding ways to help overcome them.”
Around 2,300 UK staff affected
Nobia temporarily lays off 3,000 employees Swedish kitchen furniture group Nobia has temporarily laid off around 3,000 employees and withdrawn its proposal for a dividend of SEK 4.00 per share, approximately SEK 675m in total. The layoffs include 2,300 members of staff in the UK, where the Magnet kitchen store network and supply chain is closed on a temporary basis following UK regulations. The remaining layoffs impact operations across parts of the Group where all countries are
affected, and the majority of layoffs will be backed by state subsidies. In addition, its group management has decided to cut salaries by 20%. Nobia’s financial targets of debt/equity ratio and dividend policy will remain unchanged and, according to the company, the group remain stable with available cash and unused credit facilities of SEK 1.3billion.
The chairman of the nomination committee has also informed the company that there will not be any proposed increases of board remuneration. In a press statement, Nobia reported: “The decisions have been made in light of current market instability and uncertainties regarding economic impacts of the Coronavirus (COVID-19), which is negatively impacting Nobia’s business due to, amongst other impacts, lower demand of kitchens.”
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Product and business courses for retailers and installers
BiKBBI offers online training for free Following the launch of online training platform Campus, at Kbb Birmingham, the British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) has announced it will offer free training during the COVID-19 lockdown. In partnership with training provider Cortexa, Campus offers online learning to its members and the wider installer community. According to the BiKBBI it mixes traditional online learning with a social media/community environment. The courses span installation advice and background knowledge of BiKBBI members’ products, through to general business
advice, such as negotiating skills and how to handle conflicts. Product courses are provided by BiKBBI’s corporate sponsors and retail partners, enabling them to deliver training tailored to their offering. The aim is to upskill the workforce and minimise remedial requirements which will reduce costs and maintain consumer confidence. Speaking at the launch BiKBBI CEO Damian Walters said: “Learning and development is crucial for our industry’s survival. “Products are evolving along with consumer expectations and therefore anyone undervaluing
training will be left behind.” He continued: “Campus really is the future of online training. The plan is to link those who have completed online Campus courses to consumers as ‘trained installers’ via the Protected platform. “For the first time, participating BiKBBI Corporate Sponsors will be able to confidently and independently signpost consumers to a network of professionals installers, who are both compliant and trained to install specific products. “The Protected platform then provides the consumer and the installer with a number of protective measures that is a win-
win scenario for all.” Campus is available to all trade professionals, whether members or not, free of charge, at this current time. Speaking about the decision to make Campus free, BiKBBI CEO Damian Walters said: “We might as well use our downtime well, learn something new and perhaps add another string or two to our bow during this situation.”
Former THG Paris MD takes charge
Jim McEwan at helm
Tristan de la Haye named Deco Glaze GM
Haier appoints UK COO
Manufacturer and installer of glass splashbacks and worktops Deco Glaze has appointed Tristan de la Haye as general manager. He has a wealth of experience in the kitchen and bathroom industry, across both manufacturing and retail sectors. De la Haye was employed as UK managing director of luxury brassware manufacturer THG Paris. Prior to that, he held a variety of sales and design roles with kitchen specialist companies. These have included Avantgarde Interiors, Kitchen Culture, Underwood Furniture, Evitavonni, Extreme Design, KCA – Kitchen Connection of Ascot and Closa Bespoke. Speaking on his new appointment, de la Haye said: “Deco Glaze is a gem in the KBB industry, with a multitude of amazing products and services. “I’m looking forward to working with the team across the nation, taking on new challenges and growing the business further so we lead, not only in first class customer service but superior installation and a fast turn-around.”
Home appliance brand Haier has appointed Jim McEwan as chief commercial officer for UK and Ireland. He has 20 years’ experience in the appliance industry, predominantly in commercial and product development, and most recently as vice president and country manager at Furrion. Jim McEwan’s remit is to expand Haier sales within the UK and Ireland market and to continue to deliver value to its trade partners and will oversee the Haier UK team to achieve the brand’s growth plan. Speaking of his appointment, McEwan said: “I am thrilled with the opportunity to help lead Haier into the next state of its development in the UK and Ireland marketplace. “Haier is unique in its understanding of customer needs and determination to create innovative products that simplify and improve everyday life. “As the world’s number one major appliance brand, the company is well placed to play a major role in the
electrical appliance industry and challenge the omnipresent pressure on average price. “Haier is constantly striving to listen to consumers’ changing needs and adapt to them, while simultaneously harnessing cutting-edge technology to stand out in the market, so I’m excited about unlocking the opportunity to establish Haier as a premium player in the market.” CEO of Haier Europe David Meyerowitz added: “Jim is a fantastic appointment for us at a time when we’re achieving considerable growth in the UK and Ireland.”
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NEWS & VIEWS
MAKING HEADLINES
Major customers say payments could be late
IN BRIEF ■ Kitchen furniture manufacturer Stormer has reported production is operational at its Rodinghausen and Enger factories in Germany. The company reports all measures are being taken with regards to staff safety and hygiene, in accordance with current Government guidelines. A team of sales and processing staff are also working remotely to support operations. Read the entire story at www.rdrlink/KQ005
■ Appliance manufacturer Hoover has launched a digital campaign “Wellbeing Wednesday” offering advice on maintaining mental and physical wellbeing while staying at home. Brand ambassador and restauranteur Simon Rimmer is providing information about food storage, preparation and recipe inspiration and rugby league champions Warrington Wolves, sponsored by Hoover, provides fitness content. Read more at www.rdrlink/KQ006 ■ In response to COVID-19, kitchen furniture manufacturer Rotpunkt is now offering free remote training sessions, online twice a week. Lasting approximately 30 minutes, customers of Rotpunkt will get the chance to interact with the brand and business via software-based conference system Zoom. Find out how to join in at www.rdrlink/KQ007
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Don’t withhold supplier payments, urges BMA The Bathroom Manufacturers Association has called on trade customers not to withhold supplier payments during the COVID-19 pandemic. It reported some manufacturers have been informed by major customers that payments could be withheld beyond invoicing terms. The trade body said late supplier payments could make a bad situation worse, with refusal to pay in-line with invoicing terms affecting bathroom manufacturers’ cashflow. It stated the Government has introduced a range of measures to help cashflow in the construction industry, including a procurement notice to ensure prompt payment of Government construction contractors. However, the BMA states these efforts have not stopped some customers from refusing to pay
invoices on time. Chief executive of the BMA Tom Reynolds said: “We understand the strain that COVID-19 is putting on all businesses right now. “That’s why we support the Construction Leadership Council’s letter to Boris Johnson requesting
extra additional support for the construction industry. “However some companies, including large players, are benefitting from liquidity support measures without passing it on to the whole supply chain.” Reynolds continued: “Refusing to pay bills on time, for products already delivered, could do irreparable damage when manufacturers are already dealing with a sharp drop in demand. “I’ve spoken to the Government’s Business Department about the issue, who understand the problem, and are looking at what can be done.” The BMA has postponed its conference, which was to be held October 12-13 to June 2021. It is so its members can concentrate on recovery after the COVID-19 restrictions have been lifted.
Weekly service when “absolutely necessary”
The 1810 Company sets up “essential delivery” service for retailers Sink and tap supplier The 1810 Company has set up a weekly “essential delivery” service to support its trade partners who are finishing kitchens and providing necessary services to customers. It suspended all deliveries as of March 25, 2020, as a result of the Coronavirus outbreak but recognises it has caused issues for customers and appreciates the demands it has placed on small businesses. Having set up remote working for order processing, credit control and dispatch. The 1810 Company has now introduced a weekly “essential delivery service”. Goods will be despatched every Tuesday, providing the order is
received by 11am on the previous Monday. Deliveries can be made directly to the client or the installation address, providing there is someone available to accept it. As the service is more difficult to organise when working remotely,
The 1810 Company asks retailers it is only used when “absolutely necessary”. It is expected this restricted service will remain available for as long as the services of the company’s couriers are available, and until normal trading resumes.
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Kitchen and bathroom sales grew 0.9%
Subdued kitchen and bathroom merchant sales At the time of gathering the data for this report, our sector had yet to experience the more widespread scale and impact of the COVID-19 crisis. Nevertheless, it’s been a slow start for Kitchen & Bathroom sales through merchants. Total Builders’ Merchant value sales in January 2020 were down -2.6% compared to January 2019. Seven categories sold less, with Timber & Joinery Products (-7.0%) weakest, followed by Tools (-6.1%) which had its lowest average sales a day since BMBI data was first recorded in July 2014. Five categories sold more over the period, with Renewables & Water Saving (+13.4%) and Workwear & Safetywear (+7.3%) doing particularly well. Kitchen & Bathroom sales grew marginally (+0.9%). Sales between January and December are always affected by a significant difference in the number of trading days (22 in January 2020 and 15 in December 2019). As a result, total January sales were up +34.4%. However average sales a day (adjusted) provides a more
meaningful comparison, with January down -8.4% compared to December. Like-for-like, Kitchen & Bathroom sales were down -14.0%. Sales in the 12 months February 2019 to January 2020 were down -0.5% on the same period a year earlier, with one less trading day. Four categories sold less: Tools (-6.7%), Timber & Joinery Products (-2.0%), Plumbing Heating & Electrical (-0.8%) and Heavy Building Materials (-0.7%). The eight categories selling more over this period included Landscaping (+2.9%), Workwear & Safetywear (+2.5%) and Kitchens & Bathrooms (+1.8%). January’s BMBI index was 105.3, with one additional trading day. Nine categories exceeded 100, with seasonal category Plumbing, Heating & Electrical (128.9) doing best. The index for Kitchens & Bathrooms stood at 111.4. BMBI Experts speak exclusively for their markets, explaining trends, issues and opportunities. For the latest reports, Expert comments and Round Table videos, visit www.bmbi.co.uk.
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NEWS & VIEWS
PEOPLE
Position filled Appointments and promotions across the industry
LOCHANNA KITCHENS LochAnna Kitchens has employed John Boston, Raj Bhachu and Scot Greenwood as regional sales managers. They will be responsible for developing client relationships in the Midlands, South, the North-East and Scotland. John Boston is regional sales manager for the Midlands and South East and has worked in the industry for the past seven years. He has worked in a
SIMON ACRES GROUP Recruitment, training and media consultancy Simon Acres Group has recently expanded its team of business consultants with the addition of two experienced professionals. Hayley Fagan has joined the group as business consultant and Trevor Scott has been named business development consultant. Fagan is a strategic business transformation director who has been active in the KBB and merchant sector for over 25 years. She has
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variety of roles from showroom manager at M Markovitz to designer at PK House. Raj Bhachu has been appointed as regional sales manager for West Midlands and South West. With seven years of experience, Bhachu has worked as field sales executive at Hammonds Fitted Furniture. Scot Greenwood is regional sales manager for Yorkshire, North East & Scotland. He has been in the industry for over 20
years, managing regional and national accounts and previously worked as assistant sales manager at Omega. Founder and managing director Paul Jenkinson said: “Their knowledge and expertise in the kitchen industry will prove invaluable in our mission to provide beautiful yet affordable kitchens to independent retailers and their customers, while offering the best possible service from a British brand.
TKC
worked in every aspect of the industry from operating independent outlets, to working in distribution, manufacturing, national sales and showroom management. Trevor Scott is the CEO of the RFK group of KBB companies, spending 27 years at the helm, and has 40 years’ experience of the industry. He will work with proprietors and directors to recommend improvements for day-to-day working, profitability, marketing, showroom design and sales.
HOOVER CANDY
presenter Simon Rimmer. Dan Halfpenny said: “We are looking forward to developing relationships with trade partners who understand the amazing growth potential that Wi-Fi Hoover and Candy products offer and are excited about bringing consumers completely new cooking experiences as well as smart appliances in dishwashing, refrigeration and laundry. He added: “We are developing our ranges to support this particular market by not over-complicating the offer.”
Household appliance manufacturer Hoover Candy has appointed a dedicated, built-in team for kitchen studios, builders’ merchants and regional kitchen furniture manufacturers. Led by Dan Halfpenney, as head of kitchen independents and contracts, the team includes account managers Dan Connell and Steward McLelland. The built-in appliance team will report to channel director Sion Howard and be supported by brand ambassador, chef and TV
Kitchen and bedroom distributor TKC has appointed Graham Meehan as regional sales manager for the North East. In his new role, he will be responsible for developing sales strategies to maintain and expand the retail customer base for the Jigsaw brand of complete kitchens. Meehan has a wealth of experience in the complete kitchen sector, most recently as sales manager for Omega Plc.
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YOUR THOUGHTS
NEWS & VIEWS
Sponsored by
Inbox... Philippa Turrell Why it’s really business as usual for kitchen and bathroom retailers and why enforced showroom closures could see bricks and mortar become stronger than ever before #retailstores #COVID19 #retailers #retailing
Email us, write to us or contact us through any of our social media channels. Get involved, as we want to hear your views
@kandbnews We spoke to the co-founder of @meliorakbb in Bawtry Kelly Roden about how “ever better” is the meaning of the company name and ethos of its business Go to www.rdr.link/KQ008 @meliorakbb Brilliant write up – thank you!
Ann Boardman Great to read such a positive article. I completely agree. I believe that the next few weeks will be enlightening as people find new ways to work and do business and that this may make the industry stronger in future Luke Wedgbury Lovely!
Heal’s had kitchens 50 years’ ago
Stephen Ewer Well written Marcel Crezee A very good and clearly written article. I agree 100% with you! Darrel Durose Yes but I hate to read “business as usual” as it’s wrong to say that in my opinion. Many in the industry have a more uncertain future than ever with this crisis we are in! Get in touch and contact the editor via email pturrell@hamerville or through any of our social media channels: @kandbnews
@kandbnews
I just came across your piece November 7, last year, in which Heal’s most recent CEO said: “One of the first things I said when I arrived in 2015 was ‘we really need some kitchens’. The story then continued “The retailer started its journey into kitchens in June 2019.” In fact you were over half a century out on the journey’s commencement! I worked at Heals from 1963 until 1975 in the very successful Fitted Kitchen and Kitchen Furniture department where, by the time I left, I had attained the position of manager and buyer. In those days Anthony Heal with his brother Christopher and son Oliver ran the business. I was preceded by Ken Jones and Brian Gibbins who both left their legacies for me to
@HPPOnline Along with most of the kbb industry, we’ve had to take a break from doing what we do best. But if you’re missing your usual fix of everything HPP, we feature in April’s @kandbnews. Go to www.rdr.link/KQ009 and head straight to Page 40 for the good stuff! build on when I headed up the department. When I joined, initially as an estimator for the fitted kitchens part of the department, we majored on the then iconic British brands: Hygena System 70, Grovewood, English Rose and Wrighton amongst others. We had a drawing office where, well before CAD, a team of designer/draftsmen would visit customers’ homes all over the country and having obtained a brief would produce a design. Then we had a building department who could undertake anything from a new floor to an extension, as well as fitting the units and appliances. By the time I departed, we had introduced Poggenpohl and Siematic together with Miele, Neff and AEG, as well as a number of other international brands. In those days, before the specialist studios, it was Heal’s and Harrods, who led the way in the kitchen market as we know it now. I thought you (and perhaps Mr Mansbridge) might be interested in this little piece of Heals’ history as far as kitchens are concerned. Chris Chaplin Email address supplied
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TALKING SHOP
NEWS & VIEWS
COVID-19: What’s next for Chiselwood Mel Holliday, MD of bespoke kitchen manufacturer and retailer Chiselwood, shares her experience of being on the frontline of retail during the COVID-19 health crisis, which may resonate with you Chiselwood has been in business for 31 years. We started in a recession, have been through many more, including the longest in 2008. We have worked through the tragedy of 9/11 and Brexit to name but a few. Each time the unknown impact has shaken us for a while, then slowly, we have picked ourselves up and strategised. Reinventing the wheel has been our mantra, and so far has served us well. Our workshops are closed. The daily noises we usually hear from the design office are no longer there. But we are reflecting how thankful we are for the health of our family, friends, team and all we know. Our lives are rapidly changing and it is true to say no-one knows what the impact will be.
Our team is amazing For us, at Chiselwood, the last couple of weeks have been incredible for many reasons. Supporting our team was paramount. Strict cleaning regimen implemented, setting up WhatsApp to keep chatting out of hours and many pranks and banter kept morale going. So very important, as we had to support our clients, some who did not have kitchens. The team were
amazing, rising to the challenge to get each client to a point where they at least had somewhere to cook and clean. Clients were supportive and understanding as our team had to work in isolation. When it was evident we were going to have to close, all available vehicles were loaded. Those in the workshop pulled together, (socially distanced) to finish what they could. We, in the office, set about contacting clients and suppliers explaining the strategies we would have in the coming weeks. We were overwhelmed with laughter, support and kindness from our team. 4.30pm the team left and whilst we were still on phones and emails, the silence was deafening.
So what next? It’s early days, there are still many clients with projects on our books, some were ready to be fitted over the coming months. We can reassure them they will be ready to go once we are able. Those in the design phase are now design director Martin Holliday’s focus. It won’t be possible to have face-to-face meetings to talk through the designs with clients, however virtual meetings are planned. This way we can get the
projects to the commission stage. In the past, when we have had flat times, Martin has had more head space to work on new designs. Although this time we know we will be in this position for weeks. Having no staff or workshops running, no site visits or showrooms to manage, he will be able to do what he loves best……design. It is a valuable part of the business that often gets neglected due to lack of time. What a great time for Chiselwood to give clients new, fresh ideas when they are planning their kitchens when the dust settles. For now, we at Chiselwood continue to post daily stories on WhatsApp. Our team are making each other laugh and we are amazed at their inventiveness and creativity. Some have cleared garages and found things they put away for “when they had time”. Some are learning new skills like cooking and we wait in anticipation for photographic evidence. Others are enjoying time with their family without guilt they are too busy. For that we are thankful and know when we return, we will all be eager and ready to move Chiselwood to another level. Photo credit: George Holliday
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KBB SHOW REPORT
NEWS & VIEWS
1
Kbb 2020 We offer highlights of the UK’s largest show for the bathroom and kitchen industry, to help retailers stay abreast of trends for future projects
Can you remember the time when we could leave our house, gather in groups and network without the aid of a computer or mobile phone screen? This was merely weeks ago, yet may already feel like a lifetime to independent kbb showroom owners trading in a new, remote retail landscape. It’s hard to believe it was only in March around 15,500 visitors gathered to view the offerings of more than 400 exhibitors at the NEC. In fact, the show reported a record number of visitors on two days of the show. And it’s incredible to consider this could be the last
hurrah of suppliers showcasing their products, face-to-face to their network, for some time. While the trading environment may have changed, it’s now more important than ever to look at how to adapt and evolve retail businesses. Some ideas, such as remote CAD services, may have already been embraced, and much earlier than previously imagined by owners of kitchen and bathroom showrooms. While others, perhaps embracing presentation concepts showcased by Acquabella and Franke at the exhibition, may obviously take longer to embrace in-store. But retailers and designers must keep on top of what’s new for kitchen and bathrooms, as consumers need home inspiration now more than ever, with their only scenery being four walls of their own house. When social distancing barriers are lifted, which they will be, consumers who have been cooped up at home will be fully aware of the limitations of their kitchen and bathroom. They will have had more time to consider what they require of these spaces and
1. ACQUABELLA On one of the show’s award-winning stands, which was based upon a fashion store, Acquabella unveiled its Smart Quiz shower tray. It features a design that consists of three highdefinition finishes, Beton, Zero and Ethnic textures. The shower tray has a drain hidden in the centre, with a fully integrated grating. Download the technical specification at www.rdr.link/KQ010
been able to spend more time on researching products and looks that better suit their requirements and lifestyle. So here we offer a curated edit of the UK’s largest show for the kitchen and bathroom industry, Kbb Birmingham. It not only provides an overview of the exhibition, but will help keep retailers on top of products and designs which will include future (and hopefully), plentiful projects.
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NEWS & VIEWS
KBB SHOW REPORT
2. CAPLE On a Japanadi-influenced stand, Caple unveiled 22 products spanning sinks and taps through to cooking, cooling, laundry and dishwashing appliances. However, a hero of the stand was connected ovens, which were added to its Sense Premium range, in a choice of glass, gunmetal and black. These Wi-Fi ovens were supported by its own Caple Home app offering multi-stage cooking, pre-programmed recipes for the British market and the ability to save favourite settings. Explore the oven range at www.rdr.link/KQ011
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3 3. INSINKERATOR InSinkErator used kbb Birmingham to introduce Neochiller, for its 4N1 range of filtered taps, which provides up to 7 litres of chilled filtered water per hour. It also took the opportunity to preview Modern 3010 and 3020 taps, a collection of additional steaming hot water taps in six metallic finishes. They are supplied with the NeoTank instant water heater which has a capacity of 2.5 litres and has been designed so it doesn’t take up too much cupboard space. View the company’s range of instant hot water taps at www.rdr.link/KQ012
4. ZANUSSI As part of a European-wide launch, Zanussi returned to its yellow branding and introduced its Bright collection of appliances with a nod to its revised marketing. Adopting technology previously associated with premium appliances, the Zanussi Bright collection included built-in ovens with AirFry, pyrolytic cleaning and an induction hob with BoilAssist sensor. In addition, the Bright range included dishwashers with AirDry technology, to prevent odours in the appliance. Explore the range at www.rdr.link/KQ013
5. NOLTE German manufacturer Nolte themed its stand to feature kitchens, utility rooms and introduce Nolte Spa bathroom furniture. It showcased the trend for shades of grey and black, such as its latest Platinum Grey high gloss lacquer, combined with warm woods for kitchens. This was joined by Nolte Spa which includes washbasins to mirrored cabinets, laundry units and lighting. Discover the Nolte ranges at www.rdr.link/KQ014
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NEWS & VIEWS
KBB SHOW REPORT
6. RAK CERAMICS The story of the RAK Ceramics stand was colour with the introduction of RAK-Feeling, a collection of co-ordinating sanitaryware, shower trays and brassware. Alongside Matt White, RAK-Feeling comes in a choice of Matt Greige, Matt Cappuccino, Matt Grey and Matt Black, with slim edged countertop basins matching flush-to-floor, solid surface shower trays. It is complemented by a range of vanity furniture. Find out the technical details and watch a video at www.rdr.link/KQ015
7. FRANKE Featured on a new international stand design, Franke showcased its Mythos MYX and Urban UBG Fragranite in Monochrome colours, an extension of the award-winning Box Center BWX range, as well as introduced its latest decorative hoods. Hero launch of the event was the successor to the Kubus undermount sink, Mythos MYX which comes in eight undermount options plus four inset models. These can be installed as inset Slimtop or true Flushmount, with a polished slimline 6mm rim visible on the worksurface. Watch the video at www.rdr.link/KQ016
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“Retailers and designers must keep on top of what’s new for kitchens and bathrooms, as consumers need home inspiration now more than ever. The only scenery they have is the four walls of their home.” 8. ELICA Showcasing its latest range of Nikola Tesla induction and gas hobs, with integrated extraction, Elica featured Switch (shown), Prime and Flame on stand. The Nikola Tesla range includes duct-out and recirculation models, with filters accessible from the countertop. These were joined by Skydome and Hilight ceiling hoods, boasting illumination, for 160 and 300mm depths. Watch the Nikola Tesla video at www.rdr.link/KQ017
9. MERLYN
9 18 MAY K&BNEWS www.kandbnews.co.uk
Showering surround manufacturer Merlyn unveiled its Colour Collection with brushed stainless steel, matte black, and brushed brass profiles at Kbb 2020. It was shown on the Arysto Ten Hinge enclosure alongside a range of accessories in complementary finishes. Made from 10mm glass, Arysto Ten is a premium range of shower enclosures and you can read about them at www.rdr.link/KQ018
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KITCHENS
SOLID SURFACE WORKTOPS
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Solid state We take a look at how pioneering solid surface continues to innovate, inspired by the natural world, to remain a material of choice for kitchen projects
When Dupont invented Corian in 1967, it not only created the solid surface market but, along with many manufacturers now in the sector, enabled designers to explore new ways to imagine the kitchen. Solid surface brought about large-scale worktops, with imperceptible joins, seamless integrated sinks and splashbacks, backlighting, plus the ability to create thermoformed, organic curves. In fact, LG Hausys recently introduced Ultra-Thermoforming for its Hi-MACS surfacing, which according to the company offers 30% more thermoplastic capabilities. It can create bends with a radius of 6mm. Director at Karonia Andrew Pickup explains: “Solid surface solutions are way ahead when it comes to flexibility as virtually any shape or size can be offered without inconspicuous joins. Design features such as curves and edge profiling are simple and straightforward owing to the completely solid nature of the material, and it is also easy to incorporate additional items such as chopping boards, sinks, ports and
20 MAY K&BNEWS www.kandbnews.co.uk
sockets. Fitting is also easy without the need for specialist tools.” And UK sales director of Corian UK Andy Noble agrees, adding: “We also see the design flexibility in allowing the designer to create any profile edge from a 12mm thin to a chunky 100mm, or maybe a bespoke imperial edge or thin shark’s nose.”
Industrial inspiration But with the introduction of engineered stone, such as quartz or ceramic, which also offers heat and scratch resistance, solid surfacing is no longer the only contemporary worktop trade-up from laminate. And, yet, the market for solid surfacing still remains strong, as alongside the characteristics of the material, it also offers a wide palette for designers. And worktop manufacturers are in touch with the current trends for industrial materials. Andy Noble of Corian explains: “White will always be a perennial favourite in interiors and
1. SYLMAR TECHNOLOGY Signature décor of the Minerva collection is Calcutta Marble, which features veining. It has been created to challenge the natural and engineered stone market, opening up the look to a wider audience. See the video at www.rdr.link/KQ019 Corian offers a broad tonal and textural range for this choice, from bright whites to soft whites, to creamy hues and white-on-white particle tones. However, our industrial colours are proving to be very strong. Leading the way are our Concretes and Aggregate colours and also Corian Lava Rock.” Sylmar Technology has also picked up on the trend for industrial interiors with its recent introduction of Travertine Haze, Silver Haze and Concrete Haze to its Minerva solid surface collection. All the decors boast undertones and variations to complement greys, natural materials and the current trend for industrial interiors.
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2. KARONIA Seastorm is one of three new marble-inspired designs, which form part of The Unique Collection from Mistral. It features a wash of warm grey waves and crests of white and black swirls. Download the Mistral brochure at www.rdr.link/KQ020
3. CORIAN Smokedrift Prima features grey wasps across a white, warm grey and light brown surface. It gives the surface movement and a light aesthetic. Download the portfolio of Corian colours at www.rdr.link/KQ021
2 “The material, famed for its solid colour throughout the surfacing, has most recently turned its attention to creating variations and veining.”
3 Veining variations
4. LG HAUSYS
Interestingly, then, the material famed for its solid colour throughout the surfacing, has most recently turned its attention to creating variations and veining. In doing so, it has enabled the engineered surfacing to closely replicate the natural world, such as stones and in particular marble. Sylmar Technology has recently launched its Signature decor Calcutta Marble, as managing director Peter Holt explains: “Two years ago, what we wanted wasn’t possible in solid surface. We saw the trend shift towards striking veining flowing throughout the surface, the desire for materials to be influenced by the natural world, the lure of marble and paler tones to complement décors within the modern home and we had a vision to create this as a solid surface. We have successfully created a Calcutta Marble design in a solid surface worktop. It looks like marble, it feels like marble, yet it comes with none of the disadvantages.” And at the recent Kbb Birmingham exhibition,
Hi-MACS Intense Ultra combines Intense Colour Technology and Ultra-Thermoforming to provide darker and more resistant colour consistency after fabrication. It also has the ability to create sharp curves, download a pdf for more information at www.rdr.link/KQ022
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10 years after the launch of its Mistral solid surfacing, Karonia introduced The Unique Collection. It brought together its existing Aria and Moonscape decors with newly-launched Atacalma, River Rock and Seastorm, all of which have marble-inspired swirls or veining. Director of Karonia, Andrew Pickup comments: “Following the success of Aria and Moonscape it’s clear we are on the right track with regard to product design. Taking inspiration from numerous natural sources, we seek to create a solid surface interpretation that crucially retains the versatility and ease of working with our Mistral material.”
Sustainable and longlasting Certainly, solid surface continues to demonstrate its flexibility not only through its ability to serve a wide variety of interior applications but also its broad palette, including its ability to reflect the trend for natural stone. But equally importantly, and a topic which may grow in significance going forwards in future kitchen design, is solid surfacing is also sustainable. Andy Noble explains: “While being highly durable, hygienic and robust, it can also be repaired and even reused if necessary. It’s a smart, long-term surface with lasting beauty and enhances property values.” He adds: “Solid surface is both stylish and functional—offering design flexibility unmatched by other materials.” A creative and pioneering solution, it’s not a stretch of the imagination to believe solid surface will continue to be a material of choice in residential design, for some time to come.
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KITCHENS
PRODUCT ROUND-UP
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1. CROWN IMPERIAL
2. RANGEMASTER
3. VILLEROY & BOCH
British furniture manufacturer Crown Imperial has added Rimano to its Painted Fusions collection. It features a modern classic look, with a bevelled design, solid Ash frame and veneered centre panel. Rimano is also available with optional Crown Tip-On, soft-close technology. It is available in 18 neutral and bold shades, including the latest additions of Cashmere, Rose, Sky and Lavender, as well as a primed finish. See the entire palette at www.rdr.link/KQ023
Appliance and sink manufacturer Rangemaster has expanded its Igneous Granite range of sinks with the introduction of Elements. Inset Elements sinks are available in two variants: single bowl or a 1.5-bowl version, both of which measure 1000 x 500mm, have a reversible drainer and waste kit. Each variant comes in a choice of four colours: Ash Black, Crystal White, and Stone, plus the latest addition to the colour palette, Dove Grey. See all granite sinks from Rangemaster at www.rdr.link/KQ024
Villeroy & Boch has now unveiled its signature kitchen furniture collection for 2020 – Carrè. It features a ‘Mettlacher Platte’ embossed design and is shown in black velvet lacquer paired with a satin glass finish in Calais white. The furniture includes design features, such as 8mm glass shelves as standard, with Eco-Pro carcasses and laser edges. Carrè comes in 23 finishes and kitchen designers can also select from over 22,000 special RAL, Sikkens or NCS colours. Read more details at www.rdr.link/KQ025
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4 4. KONIGSTONE Worktop manufacturer Königstone has recently introduced its first kitchen sink called Königsink. The steel-bottomed sink can be seamlessly integrated to complement existing kitchen colour palettes, with cladding matched to the surrounding worktops. Available undermounted or fully-integrated, the Königsink is compatible with boiling water taps. Find out more about the company at www.rdr.link/KQ026
5. PJH Adding to its own-brand range of appliances, Prima, PJH has introduced Prima+ 3-in-1 Hot Taps. They offer hot water at a maximum temperature of 98˚C, hot or cold filtered water, and are supplied with a 2.4-litre hot tap tank. The square swivel spout models feature a child lock, anti-scald mechanism, a ‘Dry Burn’ protection sensor and come in Black, Brushed Copper, Chrome and Brushed Steel. Download the Prima brochure at www.rdr.link/KQ027
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BATHROOMS
INDUSTRIAL BATHROOMS
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Industrial revolution How interior trends from large, Manhattan warehouse lofts have inspired the smallest room in the UK home
From the warehouse lofts in Manhattan, through to semi-detached homes in Middlesborough, the industrial trend has swept home interiors. And the industrial aesthetic is now evident in the smallest room of the house – the bathroom. Product manager of Showerwall Steph Harris comments: “Kitchens were an early adopter of the industrial look and this is now transitioning more strongly into the bathroom scene. For our re-launch of Showerwall at Kbb we had identified 10 key trends that are important for bathroom interiors currently, one of which was Industrial.”
Industrial aesthetics It’s a look which combines old, existing elements of buildings with new features. Senior category manager at Grohe UK Paul Bailey explains: “The trend is simple in nature, composed of design elements that can be incorporated into all areas of the home, such as exposed features and bare walls.” And this often austere look has now been tailored to suit a variety of UK homes, as managing director of Aqata Jayne Barnes comments: “The more obvious elements of this trend such as rough weathered surfaces, exposed brick and pipework are often too industrial for what after all is a home. However, muted, softer versions of this look can work well.” And head of design at Utopia Bathrooms Richard Shore agrees: “An industrial influence will work in most homes; it just needs to be scaled up or down appropriately. Sometimes it will take the lead and other times it’s just a support act.”
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Beginning with brassware It has seen manufacturers introduce, and consumers embrace, concrete effects and metal elements, Crittal-style showering surrounds and a variety of brassware finishes, some with valve controls or knurling. Industry experts suggest the industrial trend is probably most evident in brassware, as sales and marketing director at RAK Ceramics Ben Bryden comments: “Some areas of the bathroom lend themselves to the industrial trend more than others. Brassware, for example, is an obvious one and taps and showers in finishes such as Matt Black, Brass, Copper and Brushed Nickel all work well with
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this trend.” And Paul Bailey of Grohe agrees, commenting: “Matt finishes in colours like Brushed Hard Graphite have proved popular for more minimalist, low key industrial looks whilst Brushed Cool Sunrise offers the statement brass look typical of the industrial style that many try to emulate.” And, of course, where brassware trends lead, showering surrounds must follow to create a space with a cohesive design language. Jayne Barnes of Aqata explains how the industrial trend for metal has impacted on its showering surround portfolio: “At Aqata we have embraced this trend, by adding industrial bold black
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1. SHOWERWALL White Charcoal from the Quarry Collection is one of 26 new decors added to the bathroom wall panelling range, making a total choice of 84 designs. It features a structured surface and comes in three widths. Discover the technical details at www.rdr.link/KQ028
2. COSENTINO Part of the Industrial Collection from Dekton by Cosentino, Trilium is shown here on the shower cladding and basin. It’s inspired by the look of oxidised steel and is created with up to 80% recycled materials. Download technical information and watch videos at www.rdr.link/KQ029
3 3. GROHE Taking inspiration from the geometry of a diamond, Allure Brilliant features clean lines and angular form with a cut-out aperture at the end of the spout. It is shown here in the Hard Graphite finish. Download the Spa Collections brochure at www.rdr.link/KQ030 patterns to clear glass shower screens. The patterns have a smooth finish, as they are applied to the glass before the toughening process, meaning they are also easy to clean. We also offer a matte black finish to our latest reeded glass shower screen.”
4 rough cut wood to shutter cast concrete, the printed décor world has really embraced the industrial look.” And Steph Harris of Showerwall explains how the industrial trend has impacted its development of decors, adding: “Slate, concrete, stone and timber designs have been part of the Showerwall collection for a while now, however we have noted the rising popularity of the industrial look and have added a broader choice of designs that replicate urban industrial materials with the addition of White Charcoal and Moonstone in our concrete decors. We’ve also added four new slate designs with metallic detailing for a more luxe take on the industrial look.”
Long-term trend Certainly, industrial bathrooms is an interiors trend which has fast become a staple look. Not as harsh as the reclaimed look of the 90s, the latest industrial bathroom decors offer a more muted, calming environment. And using original features, it mirrors social consciousness edging towards greater sustainability in home projects – reusing and reinventing. Richard Shore of Utopia Bathrooms says: “I can only see it growing as we
become ever more conscious of environmental issues and the responsible use of resources.” And marketing manager of Cosentino UK and Ireland Laura Davie agrees, concluding: “Industrial is a key trend and it looks to be here to stay. We’re often keen when we first move into a new place to rip out old carpets or pull down dated wallpaper to reveal the building’s original architectural features, and subtle industrialism is an extension of that.”
4. AQATA Matte Black profiles and finishes are now available on the DS446 shower surround from the Design Solutions range. It comes with a choice of clear or patterned glass in grid, horizontal or border designs. Download the brochure at www.rdr.link/KQ031
5. DURAVIT The Viu sanitaryware range features soft organic curves married with precise geometric forms, such as the open washbasin stand and bath frame. See all the products in detail and the video at www.rdr.link/KQ032
Nature and texture However, it could be argued industrial aesthetics span the whole of the room, from furniture to surfacing. Ben Bryden of RAK Ceramics explains: “Surfaces such as countertops and wall and floor tiles can be industrial-led, with natureinspired quartz and ceramic and textured finishes all adding to the ambience. Marble-style patterning and concrete-effect tiles are a popular way to create the look.” It has also been buoyed by advances in digital printing, which can closely replicate woods, stones and even oxidised metals. Richard Shore of Utopia Bathrooms says: “We use lots of materials that have been specifically produced to look old and distressed. From
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BATHROOMS
PRODUCT ROUND-UP
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1. BETTE Bette has redesigned its fitted, glazed titanium steel bath, BetteForm, which is offered at a lower price. BetteForm features a wider back rest and more standing room, when used as a shower bath, and also boasts a slim rim. It is available in 12 sizes from 1400 × 700 mm to 1900 × 800 mm, with a depth of 420 mm. Download the catalogue at www.rdr.link/KQ033
2. HUDSON REED Bathroom supplier Hudson Reed has launched a restyle of its modular furniture range, Sarenna, which previously featured in its bathroom collection. It boasts curved lines and a satin finish in a choice of Moon White, Dove Grey and Mineral Blue. The Sarenna range includes a 1000mm and 700mm wide wall-hung vanity unit, wall-hung 350mm tall unit, wall-hung 300mm side unit and a floor-standing 550mm WC unit. See all the models at www.rdr.link/KQ034
3. ROCA Reflecting the trend for coloured brassware, Roca has introduced Everlux PVD (Physical Vapor Deposition) finishes for its Insignia, Naia and Escudra models. Using the PVD process, Roca has created a range of colours with a gloss or matt finish. There is a choice of eight colour finishes including, Titanium Black, Rose Gold, Gold and Chrome, which are all available in a brushed finish. Watch the video at www.rdr.link/KQ035
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4. KINEDO
5. MATKI
Kocoon is a self-contained shower cubicle now available from the Kinedo range by Saniflo. It combines shower walls with a chrome frame, low level shower tray and overhead rain shower, handset and valve in one package. Kocoon is available from 1000mm to 1700mm for corner and recess installations and comes in either right or left-hand fitting. Download the Kinedo by Saniflo Shower Cubicle brochure at www.rdr.link/KQ036
Extending its showering portfolio, Matki has introduced Slate Effect shower trays and floors with textured finish and colour matching to co-ordinate with surrounding floor tiles. They have a DIN51097 Anti Slip rating and come in 60 sizes, with the shower floor measuring up to 2000 x 1000mm, and the shower tray offered in standard sizes. Both are manufactured from cast stone resin with a gel coating. Download the technical specifications at www.rdr.link/KQ037
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BUSINESS
SUPPLIER PROFILE
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Working like a Trojan Managing director of Trojan Baths David Mosley talks to Philippa Turrell about how it offers much more than a singleended, acrylic bath, including a focus on accessibility
2. MANAGING DIRECTOR Managing director of Trojan Bathrooms David Mosley
28 MAY K&BNEWS www.kandbnews.co.uk
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When Maurice Mosley started a plumber’s merchants business in Huddersfield in 1973 he had a requirement for some acrylic baths. To secure the ‘best price’ he was asked to order 400 baths from the manufacturer, which he did. It turned out the price paid was not the ‘best’ and Mosley was forced to sell them at a loss. Annoyed, he pledged to make his own tubs. And that’s what he did. In 1975 he established Trojan Plastics (named because he was ‘working like a Trojan’) and even started his own acrylic sheet manufacturing, when he couldn’t get it at a price to compete with then neighbouring Spring Ram Bathrooms. “If you’re a Trojan, you never give up”, Maurice Mosley says succinctly. It has seen him lead the business from manufacturing three models in different sizes to have three factories, albeit the sheet acrylic plant has closed. Now the company makes over 6,000 baths a week, including one of its first models, the Avon. The name being Nova spelt backwards. A playful nod to one of Spring Ram’s most successful baths at the time. Trojan baths are supplied to independent showrooms through bathroom distributors and through national and independent merchants for contract and social housing projects including Birmingham Council – it’s first ever customer. Run by his son David Mosley, Trojan Baths is well known for its “standard acrylic baths”, but its portfolio spans a range of models. It has recently opened a showroom at its Huddersfield
1. YORKSHIRE-BASED MANUFACTURING The company now has three factories producing 1,200 baths a day, or more than 6,000 models a week, employing over 190 people across Yorkshire
headquarters to showcase its wide portfolio of baths including inclusive models – under its Bathe Easy brand - which is a focus of growth for the company.
Building Bathe Easy In fact, Trojan Baths recently acquired specialist bath manufacturer Manteleda Bathrooms which makes the company’s Bathe Easy range. David Mosley explains why the company made the acquisition: “We are their biggest customer and probably represent 50% of their turnover and if we started to represent 80% and something happened to them, we would be a bit snookered. We took a pragmatic view, when we reached a certain level of businesses, we would find out if they were open for a conversation which they were.” He explains they will be run as separate businessess, offering Bathe Easy as a consumer-facing brand and Manteleda servicing the OEM market. The accessible bathroom is a focus of growth for the company, not only providing independent living for older consumers but with aesthetics which can equally serve the needs of families
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with young children. David Mosley comments: “People are living longer and want to retain their independence. For us, it’s one of our main focuses for growth.” Devised by David Mosley, together with the production department, during a 12 hour wait in Dubai airport, they created a five-year plan for the Bathe Easy brand “and we’ve done more or less everything on the list”.
Continued company investment It’s an example of the company’s continued investment in the business. “We are doing things all the time and we always say to our customers if they’re trusting us with their business it’s important we’re reinvesting in our business for them, as well as for ourselves”, explains Mosley. He continues: “We’ve seen ourselves go up the league tables over the years and that’s because of consistency. Our continued investment gives customers that peace of mind that actually Trojan is a good, solid company and always reinvesting to improve our business.” It has recently invested in its shower bath offering, with the launch of Evolve. The rectangular bath has been created so it has a large showering area but is easier to tile around. It has been a need, driven by feedback from installers. Mosley continues: “The simplest form of design is the best. It’s not revolutionary but it allows distributors to reduce their stock. There’s not a left or a right-hand model, there’s not a special screen or a special panel but you still get the extra internal space.”
Showcasing bath variety And to showcase its variety of bath models, the company has recently invested in a showroom which it hopes will encourage consumers to think “I wasn’t expecting that of Trojan”. He explains: “There was no point putting in here an entry-level, volume bath. Customers know we can do that and accept they’re going to get a good bath at a good price, on time and in full. What I want to do is for customers to look at other baths we offer, such as solid-surface baths in a matt or a gloss finish.” He says he also wants retailers to look at its UK-sized models measuring 1600mm in length: “If you want a small bathroom and something inspirational we might have a solution for you in our range, because people in a terraced house shouldn’t just be limited to a standard bath.” The showroom has been styled to mirror the roomsets in the brochure, so there is a synergy in brand communication to its customers. It includes posters featuring alternative bath models in each range, as well as information about the business including achievements of 90-year old Maurice Mosley.
3 3. FREESTANDING BATHS Made from double-skinned acrylic, the Clermont bath is based on a Victorian design and features claw feet
4. RAMSDEN & MOSELEY Jura is part of the solid surface bath range Ramsden & Mosley range and has been designed for compact spaces. It measures 1600 x 900mm and weighs 76kg
5. ACCESSIBLE BATHROOMS The Bathe Easy brand of easy access baths features L-Shape, P-Shape and rectangular walk-in models . It also includes deep soak baths and power seat models.
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Consistent and authentic While the showroom may be designed to surprise its customers, a thread that has run through the business for over 45 years has been consistency and integrity. “If you’re right with people they’ll be right with you”, explains David Mosley and says this ethos has underpinned the entire business throughout its 45-year history: “Customers know they’ll get the quality and know they’ll get the consistency without the anxiety.” Maurice Mosley says he is most proud of making a success of the business. He admits “It’s been hard graft” but then that’s all part and parcel of “working like a Trojan.”
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BUSINESS
SME ADVICE
Company matters
Offering support for independent kitchen and bathroom firms because your business is our business
FINANCIAL COVID-19 financial support packages The outbreak of COVID-19 has caused major disruption across several sectors of the economy, with impacts on retail showrooms where members of the public are barred from entering if these are selling “non-essential” items. Hardware shops are allowed to remain open, but many retailers are choosing to close their stores and showrooms, for the safety of customers and staff, with some switching to online-only sales. Businesses that do have a robust online and distribution network are facing increased demand for products, as many households are choosing to undertake DIY and refurbishment jobs to pass the time. Also, with leisure and commuting expenditure non-existent for most, the households that still have salaries coming in, are using the cash to fund such projects. Whilst there will be some winners, there will be businesses struggling to trade through. And the Government has introduced several measures to assist businesses. The announcements include a package of £330billion in support for businesses and further relations to business rates, including increased cash grants.
trade and not to companies where there is a sole director/shareholder. These companies will have to seek support from the other measures. It will be practically impossible for a director/shareholder to put themselves on furlough and, as such, the only support may be short-term loans and assistance with tax payment support.
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Time to Pay Service All businesses and self-employed people in financial distress, with tax liabilities, may receive support with their tax affairs through HMRC’s Time To Pay service. These arrangements are agreed on a case-by-case basis and are tailored to individual circumstances and liabilities.
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VAT and Income tax deferments HMRC will support businesses by deferring Valued Added Tax (‘VAT’) payments for three months. The deferral will apply from March 20 2020 until June 30 2020. If you’re selfemployed, Income Tax payments due in July 2020 under the Self-Assessment system will be deferred to January 2021.
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Coronavirus Business Interruption Loan This is new, temporary Coronavirus Business Interruption Loan Scheme, delivered by the British Business Bank with banking partners. The Government will provide lenders with a guarantee of 80% on each loan (subject to a per-lender cap on claims) to give lenders further confidence in continuing to provide finance to SMEs (up to Turnover of £45m)
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Business Rates holiday period There will be a holiday period for retail, hospitality and leisure businesses. Rates will not be payable for the 2020-2021 tax year and will apply to kitchen and bathroom showrooms.
Government support The measures introduced by the Government to support businesses are;●
Job Retention Scheme for employees HMRC will reimburse 80% of furloughed workers wage costs, up to a cap of £2,500 per month. This is open to all businesses no matter the size.
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Statutory Sick Pay - (‘SSP’) for employees This is for employees sick/self-isolating due to COVID-19 but who return back to work. This refund will cover up to 2 weeks’ SSP per eligible employee.
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Support for the self-employed Providing a taxable grant based on 80% of the average trading profit over the last three years, up to £2,500 a month. This will only be available to individuals and partnerships that
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30 MAY K&BNEWS www.kandbnews.co.uk
Cash Grants There are also cash grants for retail, hospitality and leisure businesses. The Grant Scheme provides businesses in the retail, hospitality and leisure sectors with a cash grant of up to £25,000 per property. For businesses in these sectors, with a rateable value of under £15,000, they will receive a grant of £10,000. For businesses in these sectors with a rateable value of between £15,001 and £51,000, they will receive a grant of £25,000.
Expert: Luke Prout Company: Streets Chartered Accountants Background: Luke Prout is a Chartered Tax Adviser whose focus is on commercial and corporate tax matters. His area of specialism is providing strategic and tactical tax planning advice to business owners, property investors and corporate clients. He has considerable experience of corporate restructures, mergers and acquisitions as well as R&D Tax reliefs. Contact: www.rdr.link/KQ038
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MANAGEMENT
MARKETING
Working from home best practice
Marketing during the COVID-19 crisis
Millions of us are now having to work from home. And, for some, this may be their first experience of working in this way. Establishing routines and managing your time, creating a clear workspace and keeping on top of your physical and mental wellbeing is key. It is a good idea to establish some routines, so get out of bed at your normal time as if you were going into the office, allow yourself time to shower and dress and get in the right mindset for a productive work day. Make sure you take regular breaks. Your lunch hour still exists! It is best to keep your work time for work and the evening for personal tasks, even if just to break things up a little.
Things have changed drastically for many millions of people in recent days, and in some areas, things continue to get darker, with further impact on lives. But you’ve been through a tunnel before, which means you know that it gets dark before it gets light. It means our actions over the next month are likely to define where we are when we get out of the other side.
call-to-action from “Get your order placed to secure X for free”… to … “Let’s have a chat, get the ball rolling, so you can be at the head of the queue when things start back up”.
House in order
Guiding employees
Don’t avoid the ‘S’ words
Working remotely now also means managers are probably facing the novel challenge of managing employees virtually. Given the lack of in-person interaction, it is more important than ever to make sure your direct reports feel supported, guided and listened to. Help employees to maintain structure, by putting in place a daily catch-up call. This can help to increase your employee’s motivation making them feel cared for and in touch with the organisation during this unstable time. Also, consider putting in place virtual coffee breaks so that colleagues can chat informally and not about work.
There are two key ‘S’ words for you to consider ‘sales’ and ‘socially conscious’. It is not the time to neglect the fact in order to continue running your business long-term, you’ll need to make sales. Maybe there won’t be too many this month, but by continuing to fill your sales pipeline now, you’ll profit when the money does start moving again. At the same time, though it’s vital to be socially conscious. The way you communicate now can make or break you. If you’re seen as socially conscious, then you’ll be remembered for good. But, if you come across predatory, your reputation will be significantly damaged. So, remember to weigh this up as you communicate.
In order to understand what you should be filling your time with ask and answer this question: “When we’re through this, what will you regret you’d not done?” Now is the perfect opportunity to get things sorted that have been stuck on your ‘To-do’ list for months, or even years: Get your contacts into a usable database, so you can start marketing to them. Spend time getting more contacts – engaging on social media, email, and build a list. Elevate your relationship with customers, suppliers and contacts with regular, useful content. Attention is up for grabs right now, and it’s cheaper than ever before. Facebook and Google Ads costs have has hit the floor, and local media are crying out for advertisers. Take this opportunity to get in front of your market and engage with them.
Sell right solution
Stay virtually open
Sell the right thing, which for most KBB retailers right now isn’t a kitchen. It’s a discussion about kitchens, or bedrooms, or bathrooms. Your target market is at home, with time on their hands, and with their living spaces coming under scrutiny – there will be plenty of people thinking it’s time to plan a renovation. And while they can’t actually get it right now, they can certainly get the ball rolling, and that’s where you come in, pivoting your
Now’s the time to explore all the different ways you can be ‘open’, for business. Be responsive on email and social. Undertake video demonstrations and video calls. Keep customer design decisions progressing with WhatsApp. Put together design talks for interested prospects on Zoom. The more you do in this period to engage and start conversations, the more you’ll reap the rewards on the other side.
Use technology We’re lucky that modern technology enables us to communicate with one another with reasonable ease during these challenging times, where face-to-face communication is no longer an option. However, technology doesn’t always run smoothly. Test runs of your chosen software ahead of client calls are always beneficial. Additionally, inviting attendees to start the session a few minutes early to deal with any log-in issues can also be reassuring, especially for those new to the technology.
Video call Where possible, get everyone logged into a video call. This can help to make the meeting feel a little more similar to what we already know, make things feel a little more personal and keep people more engaged. It’s also good to provide a dial in option. Bearing in mind that engagement can slip in virtual meetings, it is useful to remind your meeting participants that they should ask questions and add comments as they would in a face-to-face meeting. You can enhance this by regularly checking in and asking for any questions. On the other hand, if you have a very chatty meeting, it can be difficult for people to communicate without talking over each other. In this situation, as the host, it is recommended that you virtually ‘go around the table’ for comments. Expert: Sara Burks Company: Adaptis Background: Sara Burks is a director of learning and development consultancy Adaptis. The company works with managers and leaders to develop the skills, mindset and capabilities to inspire their teams and its programmes cover topics such as leading and managing change, engaging and empowering teams or even a management skills toolkit. Contact: www.rdr.link/KQ039
Expert: David Barker Company: InspireKbb Background: David Barker is managing director of InspireKbb, a sales and marketing consultancy for kitchens and bathrooms. Barker has over 25 years’ experience, with his areas of specialism including branding and positioning through offline and online platforms to generate tangible sales results. His family owned a kitchen and bathroom showroom for 15 years and he helped increase revenue eight fold through sales and marketing techniques. Contact: www.rdr.link/KQ040
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NEWS & VIEWS
LAST WORD
Exceptional times call for exceptional retail measures Chair of the Kbsa Richard Hibbert advises KBB retailers on how to continue trading in this unprecedented landscape. He explains how the association is helping its members
“Online sales are surging ahead for many companies, especially DIY stores, as people who will be spending time at home, make plans to improve their homes. This presents an opportunity for retailers to improve their website and their social media channels. If it is possible to continue to invest, then valuable connections can be made and maintained, providing new customers for the future.”
32 MAY K&BNEWS www.kandbnews.co.uk
The Kbsa, like every other business and organisation, has been on a steep learning curve over the last few weeks, adapting the way it works and reviewing the services offered, to best meet the needs of members during the COVID-19 crisis. Every business is different, but we have seen retailers switching to new business models in order to continue to service clients and remain engaged with consumers that will become customers when things return to some kind of normality. Whilst the doors to the showroom have to remain closed, there are opportunities for those that want to continue to trade. There is a lot of support available, from the Government, trade associations such as the Kbsa, and many manufacturers and suppliers have launched initiatives designed to assist retailers.
Supporting retailers The Government has already announced a number of business support packages and there are sure to be more to come. Because so much is new and the details may be sketchy, often following sometime after the announcement, it can be difficult to keep abreast. The Kbsa has a regular signposting service for members, directing them to the source of information. We also have an emergency advice line for expert HR and Health & Safety support from our business partner Croner. We have created a ‘how to’ guide for members and a series of webinars are scheduled, designed to help businesses adjust to the new way of working. They cover topics
such as the essentials of homeworking, Furlough and the Job Retention Scheme, along with basics of HR and Health & Safety. Retailers should also make the most of their contacts with banks, mortgage providers and accountants to ensure that all financial support is accessed.
Remote technology Remote working may not be something that retailers are very familiar with, but it can be utilised effectively to keep staff working, and to continue the planning process with customers. Video conference calls are accessible, reliable and cost-effective for all, via platforms such as Skype and Zoom. The landscape is changing. More people are using this technology to keep in touch with friends and family, making it easier for retailers to introduce it to customers.
Consider online Online sales are surging ahead for many companies, especially DIY stores, as people who will be spending time at home, make plans to improve their homes. This presents an opportunity for retailers to improve their website and their social media channels. If it is possible to continue to invest, then valuable connections can be made and maintained, providing new customers for the future.
Join together Communities are also coming together during this crisis, willing to help each other as much as possible. The Kbsa has established a ‘Buddy System’ to offer support and advice to retailers that want to share experiences, problems and solutions. Maybe this is something that could also be done with other local retailers or via a partnership programme with a supplier? All businesses are facing a period of uncertainty, working together rather than alone will help everyone navigate the choppy waters retail ahead. This crisis will pass. The Kbsa is taking all necessary steps to support members, as are many others. Whilst no-one can predict the future, we hope retailers will come through this challenging time stronger than ever.
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MARKET PLACE
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