Kitchens & Bathrooms News October 2021 by Hamerville Media Group

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KI TCHENS &

BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

OCTOBER 2021

CLASSIC MARBLE PROFILE MD Christopher Hackett says pizza, aerospace tech and Ulster University were instrumental in the launch of the Senstec shower tray

KAELO INTERVIEW How keeping drinks cool to the last drop created the need for a new appliance

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

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NO 163 VOL 15 OCTOBER 2021

contents

BATHROOMS 28 Bathroom furniture Crossing over from the kitchen, Shaker furniture has made an impact in the bathroom space

5 First word

30 Just out

Editor’s opinion

Latest bathroom products

6 News Round-up of industry headlines

13 People Promotions and appointments

14 Inbox Reader feedback

41 Last word Head of technical affairs and Ireland sales at MEDITE SMARTPLY David Murray says make evidence-based decisions in an environment of ‘greenwashing’.

KITCHENS 17 Worktops We look at how mimicking natural stone and reducing impact on the planet is steering sales of quartz worktops

20 Hobs Still in their infancy and priced at the premium end of the market, are venting hobs on a journey to become more mainstream?

24 Just out

NECESSITIES 32 Lighting We all know how great lighting adds value to a kitchen, but what is it and how can designers achieve it?

Latest kitchen products

BUSINESS 34 COMPANY PROFILE Managing director of Classic Marble Christopher Hackett explains how pizza, aerospace engineering and Ulster University led to the launch of the Senstec shower tray.

36 INTERVIEW

Inventor of Kaelo Kevin Jabou says keeping drinks cool to the last drop created the need for a new kitchen appliance.

38 Company matters SME advice covering marketing, financial and management issues, as well as personal development.

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FIRST WORD

Returning to normal With the Coronavirus Job Retention Scheme or furlough having drawn to a close, the next challenge for kitchen and bathroom businesses will be its impact on the economy. Designed to protect millions of jobs during the height of the pandemic, as the scheme has now ended some employers may be unable to afford to keep staff on and will make redundancies. But how will that impact consumer confidence and big-ticket purchases, such as kitchens and bathrooms? Will the hot pace of sales now start to cool and at what rate? The National Institute of Economic and Social Research (Niesr), estimated 150,000 people would be made redundant, following the end of furlough. But that figure is less than originally anticipated. It could be the reason the Centre for Economics and Business Research reported, in August, consumer confidence was stable, despite being a month away from the end of furlough, and still at its second highest value since May 2016. Whatever the outcome, it’s unlikely to impact 2021, as retailers and installers have been inundated with consumer demand for kitchens and bathrooms. But could it have an influence on sales in 2022 and at what pace? Industry opinion is currently divided.

Even if there is a slowdown, it may be a welcome relief for manufacturers who have struggled to supply against a backdrop of Brexit, COVID restrictions, shipping container issues, lack of raw materials and lorry drivers. A normalised pace of sales could even benefit independent showrooms struggling to find installers to fit their projects, although (and perhaps understandably), few may agree. In fact, the kbb industry is marching onwards to help deliver the latest interior aesthetics for consumers still hungry for home improvements. It is evidenced not only by the investments into factory production but also the return of physical trade exhibitions. However, it will be interesting to see how manufacturers manage new product launches against a backdrop of global supply challenges, expected to continue into next year. As we carry on our path to normality, the greatest challenge for kbb retail to overcome will be unexpected fluctuations in supply and demand. But working together will be the best way for the industry to conquer these issues.

NEWS & VIEWS

KBN LIKES ✔ …to see the return of physical events, such as the Sirius Buying Group, Design London and the behemoth of kbb Birmingham.

KBN DISLIKES ✖ …saying farewell to some of the most wellknown and highly regarded characters in the kbb industry.

KBN WANTS ! …to congratulate the British Institute of Kitchen, Bedroom and Bathroom Installation on the launch of its inaugural awards. It’s great to see fitters getting recognition for delivering retailers’ kbb projects.

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

TRADE JOURNALIST/ EDITOR MAGAZINE OF THE YEAR 2014

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© 2021 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

Increasing manufacturing capacity to 40,000 kitchens per year

IN BRIEF ■ The SBID International Design Awards has announced its ﬁnalists for 2021 across Interior Design, Product Design and Fit Out categories. “It has seen over 3,000 entries from 85 countries worldwide, and the Interior Design Awards span commercial and residential design projects for budgets up to £50k, ﬂats and houses of under £1million and over £1million, plus KBB Design. Winners of the annual awards will take place at the Nobu Hotel on Portman Square on October 22, 2021. Read more at www.rdr.link/KE001 ■ A TV show based on the work of bespoke kitchen manufacturer and retailer DeVOL Kitchens is now available in the UK via the discovery+ app. For the Love of Kitchens is an eight-part series, which gives a glimpse into how the company started and the lives of the people behind it. The show also allows viewers to join DeVOL customers on their kitchen journeys and see their projects unfold. View the story at www.rdr.link/KE002 ■ According to a recent analysis of Pinterest, by money.co.uk, the most coveted interior design style is Industrial with 683,480 boards dedicated to this popular theme. While the second and third most commonly pinned images were found to be Modern and Modern Farmhouse, with 478,608 and 420,232 boards respectively. Read more at www.rdr.link/KE003

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Pronorm invests €15million into production Kitchen manufacturer Pronorm has marked the start of the construction of a €15million production hall at its headquarters in Vlotho, Germany. The 2,500 sqm facility, which is expected to be complete by early 2022, will include a new warehouse and machine hall, plus a fullyautomated panel store. It will add to Pronorm’s existing 26,000sqm headquarters and factory and will increase the company’s manufacturing capacity from 30,000 kitchens per year to 40,000. Joint managing directors of Pronorm Thorsten Gösling and Roger Klinkenberg, together with operations manager Gordon Henke and head of industrial engineering Sven Schröder, welcomed the mayor of Vlotho, Rocco Wilken, and other officials to mark the start of the construction works.

Pronorm’s national sales manager for UK & Ireland Richard Turner said: “This signiﬁcant investment in our manufacturing facilities underpins Pronorm’s ongoing commitment to serving the UK market. “The new extension will increase manufacturing capacity by 30%, improve our ﬂexibility and will

reduce customer lead times. “The investment is part of our strategic planning to ensure we continue with the smooth and reliable supply of our products in a post-pandemic, post Brexit environment where our UK retail partners are experiencing high demand for our kitchens.”.

Biennial UK trade show resumes

Kbb Birmingham returns to NEC in 2022 Kitchen, bedroom and bathroom trade exhibition kbb Birmingham is set to return to the NEC from March 6-9, 2022, and will feature post-COVID safety measures at the show. The biennial show will feature over 300 exhibitors, across 26 product categories, and expects an audience of more than 15,000 visitors from the residential, retail and contract sectors over four days. Exhibitors already conﬁrmed for kbb Birmingham include Quooker, Caple, Electrolux, Davroc and Caesarstone, as well as a number of up-and-coming brands in the sector. Sales director of kbb Birmingham Jon Johnston commented: “We are looking forward to reuniting the kbb industry for four days of unrivalled

networking and specifying. “For many of our exhibitors this will be the ﬁrst opportunity they’ve had to showcase their latest products and services, following an unprecedented two years. “kbb Birmingham offers an unbeatable opportunity for our community to meet in-person with

valued partners, colleagues and visitors – we can’t wait to welcome everyone back.” Adopting post-COVID measures, aisles have been widened to 4m across the show ﬂoor to allow for physical distancing, should this be recommended by local government at the time of the show. Visitor and exhibitor paper badges will be replaced by digital versions that can be accessed on any smart phone. All visitors will be encouraged to register online rather than registering when they arrive at the event. Jon Johnston continued: “We want all our customers to come to kbb Birmingham to connect, learn and do business, safely and with conﬁdence.”

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Andersen leaves for new position at German HQ

Grohe appoints head of UK business Bathroom brand Grohe has appointed Matt Brown as leader United Kingdom, LIXIL EMENA who takes over the role from Simon Andersen. Former leader, finance for the UK, Matt Brown took over the role following Andersen’s decision to move to a new position in Grohe’s headquarters in Germany. Andersen came to the helm of the UK team in September 2019, having held previous positions within the Nordics region of the business. Whereas Brown joined Grohe in 2018, following a career in commercial finance, financial planning and strategy, and previously held roles at FMCG

corporations such as HJ Heinz. Leader North West Europe, LIXIL EMENA Rogier van Dis said: “I am very pleased to announce Matt Brown as the new Leader for Grohe in the UK. “With his broad experience and having been part of the UK business management team for approaching three years, I have full conﬁdence Matt will be successful in leading the business to even greater heights. “Of course, we are saddened to lose Simon from the UK team but wish him all the best in his future endeavours as he takes on new challenges within our global team as leader, activation markets & channels, LIXIL EMENA.

work with my colleagues, partners and customers on building momentum and taking the UK business‘ growth from strength to strength as we look set to continue emerging from the pandemic over the coming months“. Stepping into the role of leader, ﬁnance for Grohe UK will be Tej Sehmi who has been promoted internally from his previous role as ﬁnancial controller, following almost eight years with the company.

Owner of CMA bathroom agency passes

Former Mark Two owner and charity fundraiser dies

Obituary: Rick Morel

Obituary: Nick Hopkinson (Hoppy) MBE DL Kitchen and bathroom industry stalwart and philanthropist Nick Hopkinson MBE DL, known as Hoppy, has passed away. He was known not only for his kbb business prowess but also his fundraising work. For many years, Hoppy helped raise money for the Bolton Lads and Girls Club. The Nantwich Guardian reported, Hoppy was working with the Manchester Children’s Hospital to raise £1.5m for a research scanner to save the lives of children with brain tumours. His charity work saw him awarded an MBE and Hoppy was also honoured with the titles High Sheriff of Cheshire in 2020 and Deputy Lieutenant of Cheshire.

“Simon has truly been remarkable whilst leading our UK business, delivering against our transformational journey and ensuring the foundation is set in order to support our new commercial strategy. “As a friend and as a colleague, I thank Simon for his hard work and commitment to the UK business and most of all the UK team“. Commenting on his appointment, Matt Brown added: “I am very excited about moving into the role of leading the UK business. “Simon has done a great job over the past two years and has established a strong platform for continued future growth. “I look forward to continuing to

Hoppy established Mark Two Distribution with his father, Peter Hopkinson in 1984 and was joined by brother Chris. He proclaimed the company had a roller coaster history, spanning 29 years of being in business. Mark Two experienced the highs of selling into DIY chains, setting up home selling for Tesco and Betta Living, but also lows when it lost 70% of its business due to the collapse of Wickes and Dolphin. He subsequently sold Mark Two to Ultra Finishing to safeguard around 300 jobs. Nick Hopkinson leaves behind his wife, three sons and ﬁve grandchildren.

Owner of CMA bathroom agency Richard (Rick) Morel has passed away following a long illness. He joined his father in 1985 as an agent working with Gainsborough Showers, Aqualona bathroom accessories and Ariston steel baths, where he earned the nickname Rick the Bath. Within ﬁve years, the business had grown, and he was joined by Richard Moffatt and a few years later his dad retired. At this point CMA also ran a team of four merchandisers calling on the large sheds and DIY stores on a weekly basis, taking orders. However, his heart was always in top-end showrooms and selling into the West End, where he did most of his work. Morel was the ﬁrst agent for Salamander Pumps, which he represented up until two years’ ago. During his 42 years as an agent, other companies he represented

included Midland Stom, Amptec, Trianco, PH Pool, Koralle, Dornbracht and Crosswater. He had a particular niche with Italian manufacturers having become an agent for Agape, Fantini, Tubes Radiators and Karasan. Richard Moffatt commented: “Having worked so closely with Rick, for more than 30 years, life will never be quite the same again. “I learnt so much and shared so many experiences both in the UK and abroad. “My thoughts and sympathies go to Rick’s bereaved wife Jackie and children at this sad time.”

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NEWS & VIEWS

MAKING HEADLINES

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Premium appliance manufacturer joins Wigmore Street

IN BRIEF ■ Kitchen and bedroom furniture manufacturer Daval has been shortlisted at the 11th Yorkshire Business Masters Awards in the Sustainability category. In association with TheBusinessDesk.com, the 2021 Business Masters Awards celebrates Yorkshire businesses and spans 13 categories, with winners announced at the Queens Hotel in Leeds on October 14, 2021. See the whole story at www.rdr.link/KE004 ■ The British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) has welcomed surfacing brand Formica Group as a corporate sponsor. Established over 100 years ago, Formica Group manufactures worktops, wall panelling, washroom environments, interior doors and ﬂooring. The company works with architects, designers, fabricators, speciﬁers, as well as developers. Read the story at www.rdr.link/KE005 ■ Manufacturer of showering spaces Lakes has reissued its Safe Working in the Home guides, to help installers operate safely and make consumers feel comfortable about inviting them into homes. Lakes has republished the guides following the latest Government advice about continued mask wearing and installers expressing a preference for wearing face coverings. View more on this story at www.rdr.link/KE006

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V-ZUG opens global flagship studio in London Premium home appliance manufacturer V-ZUG is set to open its global ﬂagship store in London’s Wigmore Street in Autumn. V-ZUG Studio London will be located at 27 Wigmore Street, a 1907 Historic England listed building with high ceilings and Baroque-style exterior. It will be created in a design to reﬂect the company’s values of minimalism and simplicity. According to V-ZUG, the studio won’t be a “typical” appliance showroom but will have a “welcoming, homely environment for architects, designers and retailers to visit with their clients”. It will have a working kitchen and private dining area, where the company will host private events. Plus, the London showroom will

also feature a Designer’s Area coworking space for designers and architects. Managing director of V-ZUG UK David Knight said: “Our vision for the new V-ZUG Studio is to not only create the most prestigious luxury appliance showroom in London, but to create a beautiful and friendly environment where architects, designers and our partners can come to feel inspired and at home with our beautiful brand. “Our new Designer’s Area is created to enable designers to use the space, to greet their clients and to feel comfortable to host in the environment themselves. “The goal is to create true relationships, and to reﬂect our global V-ZUG culture of

humbleness, simplicity, and beauty. “We are looking forward to opening the doors in the Autumn and inviting our partners to see the beautiful space for themselves. “ Established as a galvanizing plant Verzinkereri Zug in 1913 in Switzerland, the company started manufacturing washing machines in 1915. V-ZUG now has a 61,683sqm manufacturing facility and an international group that includes Belgium, Luxembourg, Netherlands, France, Germany, UK, China, Hong Kong, Singapore and Australia.

Recognising and rewarding kbb installation

BiKBBI launches inaugural kbb fitters awards The British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) will host its inaugural awards, following its Annual Conference at the Houses of Parliament in February. According to the BiKBBI, the awards will be the ﬁrst of its kind in the industry and will recognise those “who have gone above and beyond the call of duty” over the last year. Featuring 10 categories, the awards will recognise businesses and individuals, from experienced ﬁtters through to new entrants into the installation industry. The awards categories include Community Champion, to recognise those who have done something special for their local community and Customer Service

Guru for businesses or individuals who have excelled in customer experience. It will honour individuals Installation Manager of the Year Installer of the Year, Young Installer (under 25) of the Year and Apprentice of the Year, as well as Installation Business of the Year. Nominated by installers, there will also be categories for kbb retailers, including Retailer of the Year (Independent) and Retailer of

the year (National). Completing the awards programme will be the Lifetime Achievement award, presented to an individual who has “signiﬁcantly” contributed to installation over the length of their career. CEO of the BiKBBI Damian Walters commented: “Our 2022 Conference is set to be an amazing event, so we felt that now was a great time to get behind an awards ceremony that focused on installation. An awards ceremony that focuses on installation will serve many purposes, from recognising those in the industry now, those who may be considering a career and to continue the job of raising the proﬁle for this often disjointed part of the industry”.

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MAKING HEADLINES

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IN BRIEF ■ A team from Grohe UK visited London’s tourist attractions to perform feats of strength, skill and entertainment as part of a fundraising activity in support of LIXIL and UNICEF’s Make a Splash! partnership. From timed plank challenges in front of Buckingham Palace to juggling and push ups in Hyde Park, the eight strong team was joined by passers-by. Each team member completed task contributed to the total UK fundraising target of £45,000. Read more at www.rdr.link/KE007 ■ Kbb CAD supplier 2020 has partnered with Simon Acres Group to launch a sales training course for retailers across the UK and North America. The course will be delivered by Simon Acres, managing director of Simon Acres Group, who has 30 years of kitchen and bathroom industry knowledge. The sales training will be offered in video format and consist of three customer engagement sales units, including tips and tricks, foundation, and advanced modules. Read more at www.rdr.link/KE008 ■ Food waste disposer and instant hot water tap manufacturer InSinkErator has secured an exclusive endorsement with renowned interior designer Kelly Hoppen CBE for its entire portfolio. The partnership will also see. Kelly Hoppen taking on the role as brand ambassador for InSinkErator EMEA. For the entire story visit www.rdr.link/KE009

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Mexican Grupo Lamosa buys division for $260million

Roca sells tile group to “strengthen its position in bathroom space” Manufacturer Roca Group has sold its tile division to Mexican ceramic tile manufacturer Grupo Lamosa, to “strengthen its position in the bathroom space”. The transaction, valued at $260 million includes three factories, two of which are in Brazil and one plant in Spain. The three plants, which reached a total production of 23.4 million sqm of tile in 2020, export worldwide, with the United States the main market, where the tile division also has a commercial subsidiary. With a history of more than 130 years in the construction material industry, Grupo Lamosa has sales of over $1billion and a presence in America. CEO of Roca Group Albert

Magrans said:”At Roca Group we are very pleased that our tile division has been acquired by Grupo Lamosa, a leading industrial company of great prestige within this ﬁeld, its core business, with complete geographical complementarity and with promising future plans for this unit.” Federico Toussaint, CEO and chairman of Grupo Lamosa, pointed out that “this transaction further enhances the strong presence of Grupo Lamosa in the American Continent, where it already operates in several countries, and allows its expansion into Europe. “It also represents an important step in the company’s growth path, according to its strategic plan, to expand its geographical presence, diversify risks and continue to

strengthen the position and leadership of Grupo Lamosa, which seeks further opportunities”. Roca Group was advised in the sale by Alantra, Uría Menéndez, and KPMG’s transaction services team. The bathroom manufacturer has recently been on an acquisition trail, having acquired a majority stake in the Royo Group and Sanit, a European supplier of pre-wall installation systems. Roca Group closed the 2020 ﬁnancial year with a turnover of €1.68 billion euros, 9.5% less than in 2019 due to the pandemic and the slowdown in the global economy. Despite this, EBITDA increased to €306 million, up 21%, while consolidated net proﬁt stood at €60 million, representing a decrease of 12%.

Living and Commercial Spaces Designer feedback

Industry views required for degree apprenticeship The Kitchen Education Trust (TKET) has gained approval from the Institute for Apprenticeships & Technical Education to develop a new degree apprenticeship but is seeking industry feedback. The Living and Commercial Spaces Designer apprenticeship has been written by employers, with the support of TKET, the Kbsa and training professionals. But to ensure it meets the needs of the widest cross-section of organisations, TKET is seeking industry help and offering those in the kbb business the chance to shape future apprenticeships. Once completed, this will be

supported by the Government’s apprenticeship scheme and will be available for universities to offer across England. The apprenticeship is aimed at designers who work in a range of environments from bespoke design retail showrooms or studios to divisions of large national retailers, client’s homes and office environments. It includes bespoke design, creative skills and related services for kitchens, bedrooms, bathrooms, dining rooms, home offices, boats and connected living spaces, which can be multi-generational and accessible-orientated designs. Work can also involve

commercial developments such as bespoke furniture within hotels, bars, offices, leisure, education, communal spaces and health centre projects. The Living and Commercial Spaces Designer apprenticeship will be Level 6 and will typically take four years to complete. TKET is asking all kbb employers, training providers, assessment organisations or potential apprentices to complete a survey before October 31, 2022 to inﬂuence the content of future apprenticeships.

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ADVERTORIAL

Palio Trade by Karndean offers an exclusive collection of easy to fit luxury vinyl flooring designed for the trade to fit. Introduced by the UK’s market leader in luxury vinyl flooring (LVT), Karndean Designflooring, Palio Trade by Karndean is an exclusive collection of easy to fit luxury vinyl flooring designed for the trade to fit. With the quality you’d expect from a name you can trust, Palio Trade by Karndean presents a collection of highly realistic wood and stone designs that look just like the natural materials they’re inspired by but without any of the practical downsides. Increasingly appreciated by home decorators as a convenient alternative to laminate and engineered wood, Palio flooring is waterproof and will not warp or chip in damp conditions, is easy to clean and very hard wearing. A special surface treatment leaves no place to hide for dirt, bacteria and allergens, making this a safe and hygienic option for kitchens and bathrooms. Palio Trade by Karndean presents a collection of contemporary wood and stone design luxury vinyl planks and tiles, available in three fitting formats: rigid core, loose lay and gluedown. Whatever your trade, you can install a beautiful floor in no time with easy-fit Palio Rigid, Palio LooseLay and Palio Core.

The latest look with less fuss The current restrictions on international holidays means that many homeowners are instead choosing to invest in home improvements, with kitchens and bathrooms top of the renovation wish list. Luxury vinyl ﬂooring is witnessing a marked increase in popularity and is seen as a practical as well as beautiful ﬂooring option for any room in the home but particularly in these hard working spaces. With a natural look, simple installation and durable surface, it’s not hard to understand

NEWS & VIEWS

PaliobyTrade Karndean why LVT is leading the growth in flooring sales. The pandemic and associated lockdowns have taught us the benefits of spending time in nature and this has resulted in biophilic designs that bring the outdoors inside. Soft natural tones, textured materials and living houseplants are bringing a sense of security, comfort and serenity in these uncertain times. The natural tones, realistic grain details and warm surface of Palio’s wood designs are ideal for introducing this look. Decluttering our homes is also helping us manage stress and create a sense of calm and this is translating into a preference for monochrome designs. Kitchens and bathrooms are featuring units and surfaces in sleek lines and a restricted colour palette, with shades of grey and white being popular. To complement these clean minimalist schemes, look to the cool stone designs of Palio LooseLay. At the other end of the scale, colourful homes are raising a smile and expressing individuality. To encourage positivity and an upbeat mood, rich and vibrant shades are making an appearance on kitchen units, bathroom suites or on feature walls. To balance these bold colours, Palio flooring offers a wide range of warm wood and neutral stone designs.

Introducing multiformat Offering the widest choice of designs and formats, the Palio Trade by Karndean multiformat collection presents ten beautiful wood designs, all available in Palio Rigid, Palio LooseLay and

Palio Gluedown to suit any situation. This means that no matter what subfloor you are working with, your customer can choose their favourite design safe in the knowledge that the same colourway can be carried throughout multiple spaces, whether you want to limit noise transfer between floors with Palio Rigid, retain access to underfloor services with Palio LooseLay or create a bespoke laying pattern with Palio Gluedown.

You can trust Palio When you choose to fit Palio Trade by Karndean, you’re guaranteed a perfect finish every time. Waterproof, hygienic, slip resistant and very comfortable underfoot, Palio flooring is hard wearing enough to stand up to the demands of a busy home. Palio Rigid, Palio LooseLay and Palio Core come with a pre-attached acoustic layer making these ideal choices for upstairs rooms or multistorey apartments where it’s important to manage noise levels. Not only that, these formats can be fitted over new floors that are still drying out, helping you manage project timelines and minimise disruption for your customer. What’s more, Palio flooring is compatible with wet or dry underfloor heating, easy to keep hygienically clean and comes with the reassurance of a 20-year residential guarantee. For more information, visit palioflooring.com/trustpalio or follow @palioflooring on Twitter.

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MAKING HEADLINES

Wwww.kandbnews.co.uk Kitchen and bathroom category reached highest monthly sales

BMBI reports triple sales growth The Builders Merchant Building Index (BMBI) report, published in August, stated the Kitchens & Bathrooms category bounced back with a triple digit sales increase on Q2 2020. It also stated the Kitchens & Bathrooms category achieved its highest sales in the last 12 months, up 43.4% Merchants hit their best ever quarter since the BMBI began in July 2014, with Kitchens & Bathrooms the third highest sales category in Q2 2020.

This is despite Kitchens & Bathrooms being the weakest category in Q2 last year. Total Builders Merchants value sales were up 96.0% in Q2 2021 compared to Q2 2020. Tools experienced the highest year-on-year increase, up 151.4%, but Kitchens & Bathrooms also grew 141.3%. The Q2 BMBI index was 149.7 with one less trading day and the index for Kitchens & Bathrooms was 116.7.

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PEOPLE

NEWS & VIEWS

Position filled Appointments and promotions across the industry

TKC

HANSGROHE

THE 1810 COMPANY

AQUALISA

Kitchen distributor TKC has strengthened its senior leadership team with the appointment of Neil Munro as group operations director. In his new role, Munro will support operational excellence across the business. He joins TKC with vast sector experience, having worked for Howdens for 15 years. There he held a variety of board level roles and was responsible for warehousing, logistics and the supply chain.

The Hansgrohe Group has promoted Rebecca Hunt to the role of national sales manager, South. She will now take on the responsibility for leading the retail and trade business across the Southern region. Hunt joined Hansgrohe in 2019, having spent nine years managing retail showrooms. She has worked over two years as an area sales manager covering Surrey, Hampshire, Berkshire and South London.

Kitchen sink and tap supplier The 1810 Company is continuing to focus on growth in the contract sector, having appointed Jason Burgess as contracts director. He has a wealth of experience having worked in the kitchen industry for over 20 years. Burgess has worked for the Symphony Group, Commodore Kitchens and joins the company from ROK Kitchens, where he was employed as sales director.

Shower manufacturer Aqualisa has appointed Stuart Clark as head of new product development. He will lead the company’s product innovation strategy to expand its reach into international markets. With 16 years’ experience at Morphy Richards, Clark was responsible for the launch of award-winning consumer appliances. At Aqualisa, Clark will focus on driving innovation, particularly in the smart bathroom category.

2020 CAD supplier 2020 has welcomed Jonathan Earl (pictured right) and Charles Thompson (pictured left) as area sales managers. Earl has previous experience working with independent kitchen and bathroom studios, selling a range of products from hinges, runners, worktops and appliances. He will be responsible for serving customers in the south of the UK. Earl joins 2020 from PTC Kitchens, where he was

WILSONART employed as business development manager. Charles Thompson will introduce the 2020 Fusion Live system to new customers, as well as serve existing customers in the north of the UK. He has experience managing several kitchen and bathroom businesses, throughout Yorkshire, over the last decade. Thompson joins the company from Home Fit UK, where he was sales and business manager.

UK manufacturer of brands including Bushboard and Mermaid Panels, Wilsonart has announced changes to its UK team. Jon Mortimore has joined the company as project manager for bathroom brands, to provide structure and alignment of product development. While Stewart Hooper has been promoted to key account manager for Mermaid Panels. Starting out as a product manager in the food packaging industry, Mortimore’s career

includes category management and product development. He has been responsible for the ideation, conceptualisation and launch of products and will be charged with introducing lines at Wilsonart. Hooper has more than 20 years in sales as an area sales and business manager. His experience and knowledge will be used to drive sales growth in the business. He will also help to target large sales opportunities and promote product ranges.

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NEWS & VIEWS

YOUR THOUGHTS

Sponsored by

Inbox... Kitchens & Bathrooms News Bathroom agent Rick Morel passes away following a long illness Claire Thompson Very sad news. He will be a huge miss by the Salamander Pumps team Chris Vallance A huge loss, not just to Salamander, but the industry. Loved the big guy.

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

Kitchens & Bathrooms News Kitchen distributor TKC Ltd has strengthened its senior leadership team with the appointment of former Howdens director. View the whole story at www.rdr.link/KE010

Kitchens & Bathrooms News Kitchen and bathroom industry stalwart and philanthropist Nick Hopkinson MBE DL, known as Hoppy, has passed away. Read the whole story at www.rdr.link/KE011

Kitchens & Bathrooms News Grohe has named a new business leader for the UK, who has taken over the role from Simon Andersen. Read about the appointment at www.rdr.link/KE012

Manas Sahani Great move!

Sharon McKenna Such a sad thing to read. Sincere condolences to his family and his many industry friends.

Ina Sielemann That’s fantastic news! Congrats Matt, well deserved!

Nick Corlett Looking good Neil Munro

Adam Evans Sad news a true leader of our industry

Kitchens & Bathrooms News The British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) is set to host its inaugural awards focused on fitters. Read more at www.rdr.link/KE000 Mark Conacher This is fantastic news. There are so many installers up and down the country going the

extra mile for not just their own customers but for the customers of the retailers they work for. A great opportunity to put them in the spotlight.

Get in touch and contact the editor via email pturrell@hamerville.co.uk or through any of our social media channels:

@kandbnews

www.linkedin.com/company/kitchens-bathrooms-news

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

John Clydesdale What a crazy man who I enjoyed so many nights out with and partied so hard. Just such a shame – another great character lost to this mad world RIP FELLA Colin Barnett I fitted Mark 2 showrooms for 10 years. Nick was a top bloke RIP Mick Moran The world has lost a great character. RIP Nick

Frank Offermanns Congrats Matt! Have a good start in this new role and lots of success. Fredric Gustafsson Congratulations Matt! Tobias Jopen Congratulations Matt! Donato Pasquale Congratulations Matt! Renu Misra Congratulations Matt and best wishes! Ebbe Norman Kristensen Congratulations Matt Brown Jonas Brennwald Congratulations Matt for your new role. Go get it. Period!

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WORKTOPS

KITCHENS

Quartz movement

We look at how mimicking natural stone and reducing impact on the planet, is steering the development and sales of quartz worktops

Few could dispute the impact quartz has had on kitchen worktop sales. Earlier this year, Caesarstone reported a 150% uplift in qualiﬁed consumer sales leads. VP marketing for Caesarstone UK Jonathan Stanley explains the popularity of quartz, commenting: “Its combination of technical performance, coupled with a now unrivalled range of colours and designs makes it the go-to choice for most kitchen renovations and refurb projects.” And managing director of CRL Stone Simon Boocock agrees, adding: “Quartz worktops have seen a surge in popularity over the past few years for many reasons, not least because of their unrivalled hygiene and sturdiness. Consumers also like the fact that, while they can choose a worktop that has a marble or natural stone look, they can also pick from a really wide range of styles and colours.”

Marble impact The look of natural stone combined with the enhanced physical properties of quartz – nonporous, stain and heat resistance – embodies

the hypernature trend (or better than nature). And it has impacted both consumer décor and texture choice. Jonathan Stanley of Caesarstone UK says: “One trend we recognise is a consumer desire for the appearance of clean, white, natural stone surfaces. Surfaces such as Empira White, Misty Carrera and Statuario Nuvo bridge the gap for those who love the look of marble but cannot live with its impracticalities.” Commercial director of Brandt Design Julia Steadman says this is mirrored in her company’s sales: “We are ﬁnding that quartzes like Calacutta Supreme and Bianco Ecllipsia in a 20mm thickness, with a polished ﬁnish, are popular right now. These luxurious surfaces offer eye-catching, marble effects for contemporary classic schemes.”

Quality investment And now quartz worktops are becoming more democratic, demonstrated by Wren Kitchens which opened Europe’s largest quartz processing plant to cater for “unprecedented” demand. It further broadens sales for quartz

1. CAESARSTONE Statuario Maximus comes in a polished ﬁnish and a choice of three thicknesses. Designers can also choose from 15 proﬁles. Discover more at

www.rdr.link/KE013

worktops at a variety of price points. But Jonathan Stanley says to encourage consumers to trade up in quartz worktop sales, kitchen retailers and designers should make consumers “feel assured in the fact that high quality worksurfaces are worth the investment.” And Julia Steadman of Brandt Design says highlight the longevity of the worktop. She explains: “In my experience, I believe every customer appreciates knowing how strong and durable a surface is, especially when some brands can evidence this by offering warranties of 10, 15 and 25 years. By highlighting the quality and longevity of these surfaces, it is easier to reframe a big-ticket purchase into an excellent value proposition over a lengthy time frame.”

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KITCHENS

WORKTOPS

3 2. COSENTINO

Hygiene post-COVID

Silestone Sunlit Days series includes Faro White which features a smooth texture. It is made using HybriQ+ technology and has a minimum of 20% recycled content. Discover more details at

She also says kitchen designers can capitalise on the wellness trend, in a post-COVID landscape to maximise quartz worktop sales. Steadman comments: “The beauty of quartz surfaces is they are fully sealed and rendered non-porous. As a result, bacteria and dirt can be wiped away quickly and easily with a damp cloth and a gentle cleaner, opening up possibilities for health conscious consumers as hygiene remains top-of-the-mind in the wake of the pandemic.”

www.rdr.link/KE014

3. BRANDT DESIGN Blanco Eclipsia in 20mm thickness and polished ﬁnish offers a marble effect ﬁnish for contemporary classic kitchens. Find out more about its stone fabrication service at www.rdr.link/KE015

4. CRL STONE Staccato draws its inﬂuence from the trend for dark shades in the home, with a marble inspired pattern. It can be used with light coloured furniture or dark tones for a sultry look. View the technical speciﬁcations at www.rdr.link/KE016

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Healing planet It hasn’t only been the health of people but also of the planet, which has been brought to the front of mind. A ‘nature is healing’ narrative ran throughout 2020, and people took time to consider the impact of human activities on the environment. Manufacturers of quartz worktops are working on making environmentally-friendly

products a top priority. Jonathan Stanley comments: “We understand and recognise our duty towards a less wasteful future. We aim to create durable, low maintenance products that support healthier environments and promote a better use of material resources. For example, we champion high-performing and durable surfaces which are made to last.” While Cosentino recently invested in production to reduce the impact of its quartz surface on the planet, with the introduction of Hybriq technology. It uses renewable energy, recycled water and reduces Silica. Marketing manager at Cosentino UK Laura Davie concludes: “As homeowners seek out eco-friendly product more than ever before, this new technology from Silestone is the start of a new era for quartz manufacturers and the focus should be on helping reduce impact on our planet.”

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KITCHENS

HOBS

Vent your feelings Still in their infancy and priced at the premium-end of the market, have developments in venting hob design started them on a journey to become a more mainstream sale?

Open-plan living has impacted kitchen design at all levels – from cabinetry designed to blend into the ground ﬂoor through to concealed appliances. It is particularly true of cooker hoods, where downdraft models have now been integrated into induction cooking surfaces to create venting hobs. Founder of Bora Willi Bruckbauer explains: “For the modern kitchen, downdraft extraction systems integrated into the hob rather than as separate overhead hoods are an increasingly popular option, because of all the advantages practically and aesthetically that they bring. A downdraft cooktop extraction system is particularly advantageous in the openplan setting, where a head-height extractor hood above an island can create a visual barrier and conﬂict with the ambience in larger spaces, and in small kitchen such cooker hoods can appear bulky.”

Growing top-end

1. KUPPERSBUSCH

2. BORA

Willi Bruckbauer points out: “This is a growing market although still at the higher-end pricewise.” And consumer marketing manager for CDA Carrie Bell agrees, adding: “The market is still very much in its infancy and is largely

Part of its K-Series.5, KMI8560.0 is a two-in-one induction hob level extractor, measuring 800mm. The hob boasts 13 power levels and the integral downdraft extractor offers 10 power levels. Discover all the technical details at www.rdr.link/KE017

Bora S Pure measures 600mm wide and features four assymetrically-arranged cooking zones. The air inlet nozzle, where the activated charcoal ﬁlter is located, comes in a choice of six colours. Watch the video at www.rdr.link/KE018

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3. AIR UNO The Diamond 60 has been designed for smaller kitchens and can be installed as a recirculation or ducted model. It has a removable grease ﬁlter and 1.5 litre liquid collection channel. Discover more details at www.rdr.link/KE019

4. CDA The Indu-Air features a four zone induction hob with bridging technology and a built in extractor. Operated by front individual slider control, it provides keep warm, simmer and melt functions. Read all the features at www.rdr.link/KE020

conﬁned to the upper end. There aren’t that many products on the market and price is a factor. Only a small proportion of our induction hob sales is for our venting hob.” Yet the venting hob was once only produced by specialised brands and is now available across a wider selection of well-known appliance manufacturers. Westin made its ﬁrst foray into venting hobs at Kbb Birmingham 2018 and was joined at the show by Belgium manufacturer Novy launching into the UK.

Reducing storage But a real drawback of the venting hob has been the reduction of storage space in the cupboards, beneath the appliance, limiting the kitchen design. Carrie Bell of CDA says when specifying venting hobs designers need to consider “how it ﬁts into the kitchen design – and the fact that this type of hob restricts storage space and the possibility to install a built-in oven below.” It means that, along with a premium price tag, venting hobs would only be suited for larger kitchen projects, such as those with an island. Sales and marketing director at Franke UK Jo Rawstron continues: “When installing integrated hob extractors, it is important to ensure the kitchen is large enough and offers enough storage space to make the loss of the undercabinet space inconsequential for the homeowner.” However, there have been recent developments in the design of the venting hob, with select models now allowing for storage space beneath the appliance. Export manager of Pando Inaki Iturbe explains: “One of the problems with many induction hobs featuring built-in extraction is that space below is lost for storage. We have solved this at Pando with innovative design including high spec German motors that provide maximum performance with minimum noise, a clever installation system that means there is still space below the hob for drawers, bridging zones.”

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KITCHENS

VENTING HOBS

5 6

5. PANDO

6. FABER

7. FRANKE

E391 induction with extraction is a slimline design that can be built-in under 197mm, leaving space for drawers. The hob has slider controls, ceramic carbon ﬁlters, and operates at a maximum of 61dB. View the technical drawings at

The Galileo Smart 60 has a compact design and waterproof motor allowing for storage space, such as a utensil drawer, to be ﬁtted underneath the appliance. It has four induction zones and touch control display. Read all about it at

Measuring 830mm wide, the Franke Mythos 2gether hob extractor features centrally-positioned ventilation between four zones. It features three-speed extraction, with a brushless motor for low noise levels. Watch the video to discover all the beneﬁts at

www.rdr.link/KE021

www.rdr.link/KE022

www.rdr.link/KE023

This move to provide storage space below the appliance has also been considered by Caple which has introduced the DD780BK induction hob downdraft. It doesn’t have to be installed on an island and has usable cupboard space below. Plus, Faber has recently introduced a smaller version of its Galileo venting hob, measuring 600mm, and with a waterproof motor allowing for storage space, such as a utensil drawer, to be ﬁtted beneath the appliance.

result: vapours are fully extracted and odour and grease particles are unable to spread around the room, settle on unit surfaces or penetrate materials. Instead of spreading around the room, grease particles released while cooking are trapped in the stainless steel grease filter.” So it may just be a case of ensuring the extraction performance is suitable for the room, as Jo Rawstron explains: “Whether you’re installing an integrated hob extractor, or any other type of extraction, it’s always crucial to be aware of the minimum performance required of a hood, by considering the room dimensions and volume. The room volume figure is then further multipled by 10 to obtain the optimum rate of airflow for that room, based on the need to change the air 10 times an hour.”

good idea in open-plan spaces as everything is kept at hob level for a very discreet and steamlined aesthetic.” Whereas Carrie Bell of CDA is slightly more hesitant when she adds: “I think that as more products come on to the market and consumers become more aware, we will see an increase in sales, but it will be mainly at the top-end. Downdraft for use with modular hobs has, after all, been with us a long time but has never been a big seller.” Yet, with the sticking points for venting hobs slowly being resolved from availability of brands, through to allowing storage below the appliance, surely it’s only a matter of time before manufacturers focus on price? In fact, managing director of Küppersbusch Sales UK Bodie Kelay comments: “We have expanded our offering at different price points to give retailers more choice, as well as product training to help highlight the beneﬁts of the dual combination. We envisage venting hobs will continue to be popular as consumers create larger open-plan kitchen designs and with home working spend more time at home.” Just as the induction hob was ﬁrmly positioned at the top-end of the market, and is now more accessible, is it not inconceivable to believe venting hobs could do the same and become more mainstream?

All-in-one extraction Certainly, there has been a focus on concealed extraction over the past couple of years. Downdrafts with their rise and fall motion and even glass-lit panels have become a focus of home interest magazines and kitchen showroom displays, attracting consumer attention. But can an appliance which does it all – cooking and extraction – be as effective as separate appliances? Willi Bruckbauer says yes. He comments: “In the case of Bora, they are much more effective. Downdraft extraction stops cooking vapours and odours from rising in the ﬁrst place by extracting them from the place they are created. Steam and odours rise at a maximum speed of one metre per second. However, the Bora cooktop extractor instantly draws these off in a downward direction at approximately four metres per second. The

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Following induction? But what of the future of the venting hob? Will the niche of induction complete with integrated extraction continue to rise? Export manager of Pando Inaki Iturbe says: “Although induction with extraction is relatively new, I believe that this is an idea that will grow at the upper end of the market, especially in kitchen designs that feature a cooking island.” And Jo Rawstron of Franke UK agrees commenting: “We anticipate steady growth given the continued appeal of open-plan living, integrated hob extractors are a

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KITCHENS

PRODUCT ROUND-UP

1. ABODE

Kitchen and bathroom brassware supplier Abode has added a dual-tone ﬁnish to its Hex range, mirroring the trend for mixing metals. It brings together two of the most popular brassware ﬁnishes of the moment – brass and black. The dual-tone can be chosen on the Hex Single Lever and the Hex Monobloc, plus a Single Lever Pull-Out option. Download the brochure at www.rdr.link/KE024

2. SMEG Kitchen appliance brand Smeg has recently launched the Area Induction Hob, featuring VIVO screen technology. It offers four pre-set programmes for warming, simmering, boiling and cooking and has the capacity for up to 12 pans of differing sizes. With no predetermined cooking zones, the hob features Autopot detection to recognise the position of pans and Follow Pot to follow their movement. Read all the details at www.rdr.link/KE025

3. ASKO Swedish appliance manufacturer ASKO has added Drying Cabinets and Hidden Helpers accessories to its range of washing machines and tumble dryers. The Drying Cabinets allow users to hang up clothes, shoes and accessories, with two options for drying including Heat Pump and Vented systems. They are joined by shelving, a laundry basket, ironing board and pedestal drawer. Discover the technical details at www.rdr.link/KE026

4. FRANKE Inspired by the sinuous shapes of nature, kitchen sink and tap manufacturer Franke has introduced the Icon Swivel Spout mixer. Its high swivel spout stands at 341mm, providing room for washing large pots and pans. The Icon Swivel Spout mixer is available in three ﬁnishes of Chrome, Decor Steel and Matt Black. Download the fact sheet at www.rdr.link/KE027

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just out 3

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5. FABER Italian cooker hood manufacturer Faber has just unveiled the Pantheon ceiling model, also known as the “Inside Up”, which has already been presented a Red Dot Design Award. It features a tunable light, and layered design, which adds depth to the ceiling and transforms the hood into a décor element. Pantheon measures 900mm and is available in a choice of white matt or stainless steel ﬁnishes. Download technical information at www.rdr.link/KE028

6. UFORM Kitchen furniture manufacturer Uform has introduced three door styles, expanded its colour palette and added LED lighting options and accessories to its portfolio. The latest door ranges include Clifden and Ellesmere (shown), which are based on Shaker styles, and Wakeﬁeld Inframe Effect. All three ranges come in a primed ﬁnish ex-stock, as well as a 28strong palette colour match option. Watch the video at www.rdr.link/KE029

7. HAIER Appliance brand Haier has introduced the I-Pro Series 5 connected washing machine and washer dryer. Consumers can connect the I-Pro Series 5 with the hOn app to remotely control the appliance, access over 60 specialised cycles and monitor consumption. It includes the Washing-Lens Function to scan clothes labels so the machines can set the best washing cycle. Read the story at www.rdr.link/KE030

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KITCHENS

PRODUCT ROUND-UP

8. MIELE Premium domestic appliance manufacturer Miele has launched its K7000 refrigeration collection, which features app control for remote operation. The collection includes DailyFresh in its mid-range appliances and PerfectFresh Active in its top-end model, which sprays a ﬁne mist on the contents and claims to keep fruit and vegetables fresh for up to ﬁve times longer. Read the whole story at www.rdr.link/KE031

9. WHIRLPOOL Home appliance manufacturer Whirlpool has developed a range of washing machines that feature an Extra Silence programme and are the quietest in its portfolio. Boasting an overall ‘A’ rating for noise output, the SupremeSilence range features a direct drive ZenMotor and casing that minimises vibration. Offering 24 programmes including specialised cycles for baby clothes, pet items and anti-allergy, the machines also include Eco 40 – 60, Rapid 30, Delicates and Mixed Extra Silence that operate below 60 dB(A). View more on this story at www.rdr.link/KE032

10. BORA Downdraft extractor manufacturer Bora has expanded its appliance portfolio with a handleless steam oven – the Bora XBO – and a multidrawer. It boasts three steam functions, is Wi-Fi connected, has a four-zone temperature probe, plus a 19” touch display which can also operate the Bora multi-drawer. The multi-drawer can be used for reheating, defrosting or cooking at low temperatures. Download the data sheet at www.rdr.link/KE033

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BATHROOMS

FURNITURE

Shaker not stirred Crossing over from the kitchen, Shaker furniture has made an impact in the bathroom space

Where once the go-to furniture choice for the bathroom was high gloss white, ﬂat fronted units, now there has been an emergence of a more classical style. Not the period fashions of old but a new, reﬁned styling, creating a hybrid mix of period elements with contemporary features and a combination of modular and freestanding units. Head of marketing at Utopia Bathrooms Helen Clark comments: “A very strong retro trend has emerged over the last few years. Whether it is described as classic, vintage or heritage, our passion for reinvention or upcycling design is huge.”

Updated Shaker It has seen the emergence of mid-Century styling and Art Deco influences but at the very heart of this trend has been the Shaker. Sales director for HiB Ash Chilver explains why: “Shaker-styled furniture offers customers a touch of classical detail but without completely detaching from modern styling choices.” In fact, such has been the interest, furniture manufacturers are expanding their choice of Shaker ranges. Managing director of Mereway Bathrooms Michelle Nokes says: “There has been a rise in popularity of the smooth Shaker and the slimline Shaker, which we are adding to our collection later this year.” Contemporary bathroom furniture manufacturer Ambiance Bain has also introduced a Shaker door, as marketing manager Karen Jervis adds: “Shaker door furniture has been launched by many manufacturers including ourselves.” She adds: “Shaker-style door but with a more contemporary feels, seem to be what manufacturers are aiming to produce.” In fact, BC Designs, which has recently launched its first bathroom furniture collection, has a firm focus on Shaker styling as its marketing manager Sally Cutchie explains: “Our new collection of furniture is classic in its style with its Shaker doors, but it has a modern feel with the use of angled edges (not just straight) and also modern handles in a range of brushed metal finishes.”

Colour personalisation Just like the kitchen, Shaker furniture in the bathroom has injected colour with a choice of

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2 painted ﬁnishes, meeting the consumer trend for personalisation. Sally Cutchie of BC Designs continues: “Bathroom design has always followed kitchen design…just look at how popular Shaker kitchens have become in the last couple of years. It isn’t just the style but also colour choices as darker colours have become popular, with a focus on blues and greens.” It also helps marry classical styles with a more contemporary aesthetic states managing director of the IBC Group Graham Bucktrout. He says: “Colour is helping balance opposing style trends, welcoming traditional heritage style blues and greens upon more modern furniture designs that is then matured by introducing antique ﬁnished hardware and period-style materials like marble and stone.”

3 1. MEREWAY BATHROOMS Knightsbridge furniture is a freestanding collection which is available in Sky Blue Matt and Light Grey Matt. Download the brochure at www.rdr.link/KE034 2. BC DESIGNS Its ﬁrst ever collection of bathroom furniture, features this 1000mm vanity unit with Shaker doors and angled edges. Download the brochure at www.rdr.link/KE035 3. UTOPIA BATHROOMS Roseberry painted timber furniture is available in a choice of eight ﬁnishes. It is shown here in Rose Quartz and London Grey. View the entire range at www.rdr.link/KE036

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In fact, Utopia Bathrooms recently expanded the colours of its Roseberry Collection with green, plus a pink finish. Helen Clark continues: “There are eight stunning painted finishes in the Roseberry palette including new Rose Quartz and Emerald Green, on-trend colours which appeal particularly to a younger customer demographic, keen to experiment with luxury finishes and design.”

Long-lasting style While decors and perhaps even unit styles may change, as the name suggests, classical furniture will always find favour in the British bathroom. Not only does it suit an array of properties but in times of uncertainty, consumers seek comfort in their environment which is reflected in the longevity of their interior design choices. Sales and marketing director at RAK Ceramics, Ben Bryden also adds: “I think we have to factor in the move from town to country that we’ve been witnessing over the last 18 months or so. With take-up of country-style and period-style properties being particularly strong since the pandemic, as homeowners enjoy the freedom of being able to work from anywhere, it’s possible that this will influence sales of classical bathroom designs for a little while yet.” And while creative director of Imperial Bathrooms James Stevenson says the light touch ‘vintage’ feel of classical bathroom furniture is on trend, he believes it’s a choice that’s here to stay. Stevenson points out the combination of traditional and modern offers a broad appeal and is a “huge asset” for retailers. He concludes: “Products that are universally popular and that can stand the test of time form a central and essential part of any retailer’s portfolio. For this reason, I predict that we will see demand for these types of designs continuing to grow for some time to come.”

4 4. AMBIANCE BAIN The Provence furniture collection features a curved corner door and is shown here in a Safari ﬁnish. Download the brochure at www.rdr.link/KE037

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BATHROOMS

PRODUCT ROUND-UP

1. ANTONIOLUPI Designed by Brian Sironi for Italian bathroom manufacturer Antoniolupi, Apollo is a four-strong collection of shower heads that combine water ﬂow and a lamp. They consist of a wall element and two ceiling elements, with the most iconic piece a wall element made from cast brass in a Y shape. All of the shower heads are equipped with the company’s latest rain or nail jets and the IP67 LED lighting turns on simultaneously with the water supply. See all of the colours at www.rdr.link/KE038

2 2. RUTLAND LONDON Luxury bathroom brand Rutland London has introduced its ﬁrst collection of WCs, all of which are made in the UK. The sevenstrong collection of WCs includes close-coupled, back-to-wall, wall-hung and high-level models with a choice of four seats. Available in white or black gloss, Rutland London can produce the WCs in any colour upon request. Discover all the WC models at www.rdr.link/KE039

just out 4. IDEAL STANDARD

3 3. RIOBEL Canadian brassware brand Riobel is now available in the UK, as part of the House of Rohl. The contemporary collection, which fuses European and North American styling, will sit alongside sister brands Perrin & Rowe, Victoria+Albert and Shaws of Darwen. The Riobel brand spans mixers, shower sets and accessories, with four bathroom collections, including Venty (pictured). View all the bathroom ranges at www.rdr.link/KE040

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Ideal Standard has unveiled a Silk Black finish across a range of its fittings, ceramics and furniture in its Bathroom Collections. It has been created as an alternative finish to white sanitaryware and chrome fittings and to offer a premium look, especially when combined with wood, marble and stone. Silk Black has been launched across a selection of Ideal Standard’s taps, basins, WCs, shower trays, shower enclosures, furniture and accessories. Read more at www.rdr.link/KE041

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5. ACQUABELLA

6. BC DESIGNS

Spanish bathroom manufacturer Acquabella has curated a range of circular, square, oval and rectangular countertop basins. All are made from Akron solid surface, which reportedly boasts antibacterial, UV, thermal shock and impact resistance. The basins are available as one colour, from a palette of over 2,000 hues, or twotone with white inside and come in Slate (slate and water) or Beton (concrete appearance) textures. Read more about the countertop basins at www.rdr.link/KE042

Bath manufacturer BC Designs has launched its first industrial boat tub which features a decorative rivet outer. It is available in matt metallic silver or hand painted in any colour and is made from Acrymite with no gel-coat on the inside, so scratches can be removed. It measures 1710mm long and cannot be used with an overflow fitting. Download the specification at www.rdr.link/KE043

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NECESSITIES

LIGHTING

2 1

Lumen arty

We all know how great lighting adds value to a kitchen, but what is the secret and how can designers achieve it? As the kitchen is expected to perform more duties, even including home working, lighting has become ever more important. But how can you differentiate great from good lighting and what are the best ways for designers to achieve it? Assistant product group manager for furniture lighting at Hafele UK Shaun Barker comments: “A well thought-out lighting design scheme can calm, motivate, inspire and even enliven our mood. And as we’re now using our homes for an even wider variety of reasons, it’s taken a further new facet and purpose.” Offering practical advice, product and training manager at Sensio Neil Oldﬁeld explains designers need to consider the whole scheme: “Great lighting is achieved when the whole kitchen space is considered. It’s so much more than exquisite looking pendant lighting hanging over the island unit – as striking at they may be, they don’t illuminate the whole kitchen. It’s important for designers to take a step back and look at the whole space and, importantly, how your client is planning on using their kitchen.”

Flexible LED tape As part of the overall lighting scheme, LED tape has become a go-to for kitchen designers. Certainly, Neil Oldﬁeld has found it has grown in popularity for Sensio, commenting: “Our ﬂexible LED strip lighting range has seen a massive increase over the last year, partly due to our improved and extended line, but also due to this kind of light’s versatility. Flexible strip lighting

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can be used pretty much anywhere in the kitchen – under cabinets to ﬂood worktops with light, along plinths, under worktop edges, behind worktop upstands or around dropped ceiling features to provide ambient feature lighting, and above and inside cabinets and larder for practical convenience – the possibilities are endless.” Key account manager for Sycamore Lighting Guy Edwards agrees, adding: “Carefully chosen “hidden” lighting can make the biggest difference, and the end user can even choose to change the colour of their lighting by buying a tunable product.”

Lacking internal lighting But despite the numerous ways to illuminate a kitchen, designers can still overlook lighting. Business development manager of TLW Daniel Hughes comments: “We often ﬁnd that certain ambient zones are overlooked, such as under the worktop and above wall units.” Whereas,

1. SENSIO LIGHTING The Polar COB Flexible LED strip offers a uniform line of light, with no visible LED ‘dots’, eliminating the need for a cover. It can run up to lengths of 5m. Find out more at www.rdr.link/KE044

2. LEYTON LIGHTING Robin is available as a single pendant or four lamp pendant, both of which come with smoked glass and matt black ﬁxtures. Request a catalogue at www.rdr.link/KE045

“Sensor-operated lighting within drawers or larder units is usually missed from designs. But such lighting offers a practical, functional solution to areas which tend to be the most used parts of a kitchen.”

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Guy Edwards of Sycamore Lighting points out: “Sensor-operated lighting within drawers or larder units is usually missed from designs. But such lighting offers a practical, functional solution to areas which tend to be the most used parts of a kitchen.” And Neil Oldfield of Sensio agrees: “Lighting inside cupboards is often the most overlooked part of a kitchen scheme. It’s all very well to have beautiful-looking cabinetry from the outside but then fumbling in the dark to find the right jar or the slow cooker tucked away at the back is not ideal, and a wasted opportunity to make the kitchen as functional as possible. Adding flexible strip lighting or spotlights, along with sensors to flood the cupboard with light when the door is opened, will be the finishing touch to the lighting scheme.”

Furniture launches lighting Interestingly, it could be the reason behind the launch of lighting by kitchen furniture manufacturers such as Pronorm and Rotpunkt. Certainly, area sales manager for Pronorm Chris Cuthill says lighting presents an opportunity for kitchen designers, commenting: “We supply complete lighting kits offering ready-made solutions which allow a retailer to display them effectively and talk about them with conﬁdence.” And Rotpunkt has also recently introduced smart-ready LED lighting which is integrated across its furniture and shelving as standard, with 11 options from strip lighting, through to spotlights and even pendants.

Smart thinking Smart-enabled lighting is the last piece in the puzzle of what makes for great lighting design catering for people and the planet. Sales and marketing director at Leyton Lighting Ashley Smith comments: “Smart lighting control provides unlimited possibilities to create the desired atmosphere for every occasion whether via app, voice control, remote control and conventional wall switches.” And he adds: “The importance of the environment and keeping household bills down is also a driving force behind the raise in smart lighting.” But it is the ability to meet the needs of the older population which also secures sales as he continues: “As the demographic make-up of the population changes over time and we see an increase in multi-generational living, an opportunity exists to provide a lighting solution to help an aging population. Voice control will allow the right light at the right time to be activated.” In fact, Daniel Hughes of TRW concludes: “We believe it is only a matter of time before smart lighting is standard speciﬁcation throughout the whole house, including in the kitchen.”

3. TLW GLOBAL Offering a range of kitchen lighting from LED tapes, drawer and pendant lighting, designers can explore under cabinet and over cabinet illumination. See its entire collection at www.rdr.link/KE046

4. PRONORM LED dimmable lighting strips are rebated into the back of the open shelving elements in this Ceramic Pearl and Mercato Oak kitchen. Discover the lighting options at www.rdr.link/KE047

5. HAFELE The Loox Lighting System is a plug and play modular system, which comes in three systems: 12V, 24V and 350mA. Watch the video at www.rdr.link/KE048

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

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BUSINESS

SUPPLIER PROFILE

“You don’t get a patent for something that isn’t extraordinary”

MD of Classic Marble Christopher Hackett explains how pizzas, aerospace technology and Ulster University research led to the creation of its patented Senstec anti-slip shower tray Having two initial ideas for businesses, it was the bank’s refusal to back a pizza company in 1983, which saw father of MD Christopher Hackett establish Classic Marble, a firm making artificial marble products. However, just six months later, when asked to make a shower tray, the business changed tack. It kept the name but for the past 40 years Classic Marble has manufactured shower trays and waterproofing products for bathroom showrooms and merchants. However, its journey didn’t stop there, and having spotted a niche in the market, Classic Marble set out to create a “world-leading, anti-slip shower tray” and launched Senstec.

Researching the market Christopher Hackett explains an influx of massproduced models from the Far East had made shower trays a commodity product. But noticing a growth in enquiries for “anti-slip”, he set about creating an added-value shower tray which would increase margins for his company and for retailers too. He wanted to create a “worldleading, anti-slip shower tray” because “there were other anti-slip shower trays out on the market, which helped us on our journey to be honest.” First of all, Hackett had to unearth the requirements of an anti-slip shower tray and found there was limited legislation. He also researched all existing models, and found they

1. MANAGING DIRECTOR

2 34 OCTOBER K&BNEWS www.kandbnews.co.uk

MD of Classic Showers Christopher Hackett with his “world leading” shower tray Senstec

2. SENSTEC COLLECTION Senstec collection now spans 40 standard models, but each is customisable. They come in white as standard or any colour at no extra cost

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featured anti-slip sprayed on to a shower tray. However, the coating was only guaranteed for ﬁve years, would wear off, and provided a rough texture underfoot which would also make it difficult to clean. Hackett wanted to solve all these issues with a shower tray which also met the British Standard Pendulum Test and German ramp test for tiles. On top of all this, he wanted it to be veriﬁed by a third party. Hackett comments: “We knew it couldn’t be a coating, so the only other option was to make anti-slip an integral part of the tray. We’re not engineers, we’re craftsmen and we didn’t have the tools. So, we sent the design to a local aerospace engineering company.”

Verified anti-slip tray It took 42 prototypes to perfect the shower tray sample for Senstec, with its subtlety dimpled surface. This was then tested by UKAS laboratory testing which conﬁrmed its anti-slip surface. And, together with the Podiatry department of Ulster University, Classic Marble undertook a user experience study, where 88% of consumers reported a high degree of comfort when standing and moving on the shower tray, and 94% found the experience therapeutic for the feet. In fact, it was how the brand name evolved – with Sensual Technology becoming the portmanteau Senstec. Such has been its success, the Senstec shower tray has already been awarded a US patent, UK patent and a European patent is pending. Plus, it has also been speciﬁed for a refurbishment of the 5-star Dromoland Castle Hotel in County Clare.

Complete range The Senstec collection now spans 40 standard models, but each is customisable as Hackett explains: “Let’s just take the example of a 1000mm x 1000mm, a showroom could ring up and say I want 990 x 1000mm. We have a specialist saw and can trim up to 25mm off each side – so the possibilities are endless.” And he exclaims the gel coat trays, which come in white as standard, are also available to showrooms in any colour: “We can do one offs and that’s a big thing for the showrooms. Retailers don’t need to stock them.” Standard white trays are delivered in 48 hours, while the lead time for coloured trays is seven days.

Market education Now Classic Marble is on a mission to educate the market on anti-slip shower trays and the lack of deﬁnition in the existing standard. It has already provided content for the CPD core curriculum for both the Royal Institute of British Architects and the Royal Institute of the Architects

3. SENSUAL TECHNNOLOGY With the Podiatry department of Ulster University, Classic Marble undertook a user experience study, where 94% of consumers found the experience therapeutic for the feet. It earnt the shower tray its brand name Sensual Technology (Sentec).

4. SUBTLE DIMPLED SURFACE It took 42 prototypes to perfect the shower tray sample for Senstec, with its subtlety dimpled surface. This was then tested by UKAS laboratory testing which conﬁrmed its anti-slip surface.

of Ireland and the courses are run by Christopher Hackett: “I love doing them because I know the subject matter inside out. Lockdown has had an impact because I used to go to architects over lunchtimes and that stopped. But we have rolled the CPD out online and one of our next phases is to go to architects and get them to choose a time of their own to complete the course.” In addition, to raise consumer awareness, the company has also worked with social media influencer Zoe Buxton (a_littlebitoflife) who has a rare bone disesase called FIbrodysplasia Ossificans Progressive, where if she injures herself her muscle turns to bone. Having had multiple accidents, her mobility is greatly reduced and she has been extolling the virtue of safety in the bathroom with the Senstec shower tray.

Growing network With 12 showrooms in the UK and 30 in Northern Ireland and Eire, Christopher Hackett has set his sights on growing his retail network. He comments: “We would like 50 showrooms in the UK and we hope to achieve that by the end of this year. If we had 100-150 after two years that would be amazing – but I think it will grow even more than that.” He is seeking retailers who

understand the need for an anti-slip shower tray and who will be prepared to put a model on display and study the company’s online CPD for a maximum discount. Hackett explains: “It will give them the carrot to go through the training and also the knowledge about anti-slip. A rising tide lifts all boats.” He believes his biggest challenge will be the mindset of salespeople in showrooms, who have specified cheaper shower trays “and those people not being embarrassed to sell a highquality shower tray. That is the biggest challenge that we see.” However, he plans for Senstec to mirror the success of its Classi brand waterproofing products, where Hackett says the company is still the market leader. In fact, he wants Senstec to become the generically recognised name for anti-slip shower trays, explaining: “I want Senstec to be the “Hoover” of anti-slip shower trays, as is our other product Classi Seal for waterproofing.” After all, he exclaims: “You don’t get a UK patent and a US patent for something that isn’t extraordinary or very special or unique.” View the video and find out the technical products details of the Sentec collection at www.rdr.link/KE049

www.kandbnews.co.uk K&BNEWS OCTOBER

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BUSINESS

INTERVIEW

Playing it cool Inventor and founder of Kaelo Kevin Jabou explains how keeping drinks cool to the last drop created the need for a new kitchen appliance and the company’s return to kbb Birmingham 2022

It was while sat drinking beer in a pub in Brighton that Kevin Jabou, then a student of product design at Sussex University, struck upon the need to keep drinks cool to the last drop. So, as part of his degree course work, he developed a table which would keep a beer or soft drink cold. With a £10,000 loan from his mum and a shift in focus to premium beverages, such as wine, Jabou set out to commercialise his concept. It took him seven years and 300 prototypes to create the patented Kaelo wine cooler.

Built-in wine chiller The built-in wine chiller works using similar technology to medical and military appliances to keep a stable temperature. It doesn’t require plumbing and is powered by a three-point plug, which is claimed to use no more energy than a 60 Watt bulb. By touching the crown, the dry chamber is operated to create a pocket of cold

1 air to envelop the bottle. Frequently installed in the kitchen, it can be ﬁtted in a living room, bathroom or even on a yacht. Jabou explains the reason for Kaelo, which retails at around £1,000: “How often do you drink wine and how often do you get a bucket out and ﬁll it with ice? People don’t generally do that because it’s a bit of a hassle. They spend lots of money on their favourite

wines but when you take it out of a wine fridge, it’s only the ﬁrst glass that’s at that temperature – what about the rest? That’s where Kaelo comes in; you can enjoy every drop of your favourite wine at the temperature you want.” This attention to detail is even highlighted in its name. It combines the Japanese philosophy for “continuous improvement” – Kaizen – with the halo effect provided by the LED light, in the appliance crown, to form Kaelo (Kay-lo).

Becoming global market Moving from product concept to a global business was “serendipitous” exclaims Jabou, who found his ﬁrst investor in 2017 while working as a temp in the same company. This initial investor enabled Jabou to raise money and start the business journey, employing former commercial account manager of Quooker UK Neil Hartshorne to drive sales. Jabou believes the appliance brands are similar as they are both inventors of a new category of product in the UK,

1. COMPANY FOUNDER Former product design graduate of Sussex University, Kevin Jabou invented Kaelo which is now a global business

2. ELECTRIC WINE COOLER The electric wine cooler requires a 154mm aperture, is powered by a three-pin plug, and uses no more energy than a 60 Watt bulb

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3. MADE IN UK Made in Cornwall, Kaelo boasts a crown which comes in a choice of ﬁve colours in a brushed or polished ﬁnish, to suit a variety of interiors

4. MEDICAL TECHNOLOGY The dry cold chamber uses similar cooling technology to the medical and military industries, to keep instruments at a consistent temperature

5. PATENTED DESIGN The patented appliance has no direct competition and doesn’t even compete for space in the kitchen as it is installed in the worktop

3 and he is keen to mirror its success. In 2020, former director of Dyson Sir Richard Needham “saw the potential” and joined Kaelo, as well as former Haier MD and Brita sales director David Yearsley. Now the London-based company, which manufactures in Cornwall, has 10 full-time employees and is hoping to achieve a turnover of £400,000, this year.

Crowd-funding campaign Most recently, Kaelo has completed a crowdfunding campaign so it can invest in marketing and help raise consumer awareness. Jabou says he chose this route of investment as it remained true to the company’s grass roots: “I’ve been doing this for 12 years and the people I’ve been working with have followed that journey. A crowdfund was the perfect way to get everyone involved and be part of it and share its success in the future. It’s also a beautiful way to bring on investors and have ambassadors around the UK.” Such was the company’s crowfunding success it nearly doubled expectations, as Jabou continues: “We hoped to raise £500,000 and we managed to get £850,000. It was incredible.” With some pre-investment from existing shareholders and members of its new management team, the campaign was open for 30 days and attracted some of Kaelo’s distributors and dealers. Jabou explains what this means for the company and its support for its retail network:

“This is the ﬁrst time we have introduced Kaelo to consumers. Now they’ll be able to see it in magazines, see it on Instagram and go to the showrooms and request it. This is our ﬁrst ever marketing push which is so exciting.”

Growing showrooms And Kaelo has plans to grow its existing network of 150 UK showrooms, as well as around the

4 world, with distributors already established in North America, European countries and South Africa. As part of this, the company will return to kbb Birmingham with a much bigger stand. Its previous stand was 7sqm and for the 2022 event it will be taking 55sqm of space. Jabou commented:“We are putting a lot of money into kbb next year. We want to give people the experience of Kaelo. So we are not there to sell them Kaelo but to give them the experience of enjoying a cold drink in an environment, where people feel comfortable, because by doing that they will understand the value of Kaelo.” Jabou explains: “What we want to do is grow our UK dealers to 500 by the end of 2022 and by the end of 2025, we want to have 5,000 dealers across the world.” And he says it’s achievable as Kaelo has no competition: “If you think about how many kitchen and bathroom dealers there are in the UK and across the world – it’s just a drop in the ocean. And what’s good about Kaelo it doesn’t have any competition. It’s not like we’re competing against any other product. We’re not even competing for the space, because where you would have a Kaelo there’s no other appliance that would go there. So, we are just adding value into people’s homes and designers’ kitchens and not taking away from anything else.” Discover more details at www.rdr.link/KE050

www.kandbnews.co.uk K&BNEWS OCTOBER

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BUSINESS

SME ADVICE

Company matters

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

RECRUITMENT Recruitment doesn’t stop when employee starts

grow when looking at the bigger picture. This also needs to be reinforced by line managers and colleagues, as it will take time for new information to be assimilated. Rome wasn’t built in a day and neither are high-performance teams. Some key questions to ask yourself are ‘How can I make this easier to understand?’ and ‘How can I help my new staff to empower themselves?’ This might include making checklists, helpful contacts, manuals and protocols available on a server and ensuring they are revised and up-todate. I appreciate this may take some time to sort out, but remember it shows you are taking their future seriously from day one; as well as providing an important resource for self-study and regular business evaluation.

Contrary to popular belief, recruitment doesn’t stop when your new employee walks through the front door on day one, with everyone relieved the vacancy has been ﬁlled and your headcount is back to full strength. In fact, good recruitment is an ongoing process that requires huge attention over the ﬁrst six months, as this will ensure that any new recruits are set up for success as they ‘bed in’ to your company. In my opinion, the quality of induction processes have never been so important in ensuring that both employers and employees can put forward a strong and solid working relationship that will go the distance. Taking the time to identify the right on-boarding procedure for your business and staff will play a massive role in business engagement, retention and development which directly leads to your bottom line, overall morale and positive business culture.

With the growth in technology and hybrid working here to stay for the foreseeable future, remote on-boarding is a valid and enriching alternative to a group workshop at Head Office. In that context, put yourself in the shoes of a new recruit and work out how you can best deliver the most worthwhile introductory experience you can. Keep your processes clear and simple so that new starters know the valued part they will play in your company’s success and how that role can

Reward staff

MANAGEMENT

email in order to focus on the project in hand.”

Communicate effectively

Avoid admin tasks taking over

Automate actions

Admin tasks like creating quotes, sending invoices and building accurate estimates are all important elements of running a renovation business, but they can easily feel overwhelming and take you away from designing and building beautiful projects for your clients. So how do you stay on top of these tasks while making sure you have the time to do what you do best? Houzz.co.uk shares its tips.

Studies show that responding to enquiries within one hour signiﬁcantly increases your chances of having a meaningful conversation with the decision-maker. However, we know it’s not always realistic to respond in detail right away. So consider setting up automatic responses to messages or enquiries that come in after hours to satisfy the potential client’s need to know that their message was received.

Structure your time

Create repeatable processes

When you’re faced with a long to-do list, it can be tricky to know where to start. And trying to juggle multiple things at the same time is not the most efficient way of working through your day. Professionals on Houzz suggest organising how you structure your time. “I ﬁnd it easier to allocate a speciﬁc time each week to prepare quotes and invoices, as it can very easily eat up most of the day,” Chantel Elshout of Chantel Elshout Design Consultancy, a design practice on Houzz says. “I also prefer blocking out a few hours each week for design work and try to switch off my phone or

Many tasks, like responding to client enquiries and building estimates, follow the same workﬂows every time. So save those precious minutes by using a system that allows you to streamline these processes. Houzz Pro features, such as quick-reply templates, let you draft an email or text response that you can use over and over again. With the estimate builder tool, you can create estimates in minutes using a project template or create one from scratch to use for current and future projects.

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

Remote on-boarding

I think employers sometimes forget how anxious staff can feel during a traditional three-month probationary period, so make sure you are rewarding every positive step no matter how small, as new teams adjust and start working

Communicating with your clients and responding to questions through multiple channels can prove time-consuming, especially when it’s information you’ve already shared via another channel. With Houzz Pro, you’re able to provide your client with their own dashboard, where they can access all communications, documents and timelines in one place, empowering them to ﬁnd the information they need without having to come back to you.

Double down on design It pays to get the initial brief and design right, to reduce spending time on multiple review cycles

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together. People aren’t robots and as Henry Ford once said, ‘If everyone is moving forward together, then success takes care of itself’. By being understanding and accommodating, you are more likely to build loyalty and a good work ethic from the outset. So consider how your induction processes are reﬂecting your company ethos today and how that is contributing to the business you have and/or aspire to. At Foyne Jones we protect our client’s investment up to six months from start date to ensure that all parties are happy in the short, medium and long term phase of employment. EXPERT: Peter Jones COMPANY: Foyne Jones BACKGROUND: Peter Jones is founder and managing director of Foyne Jones, specialist recruitment agency for kbb retail, independent and national merchant and construction sales. He is also the host of podcast The Peter Jones Show, which covers recruitment and industry news, and features guests who are leaders in the industry. CONTACT: www.rdr.link/KE051

further down the line. Ensure you are working effectively with your client from the start and truly understand their vision, so you avoid any big changes to clients’ choices later on. Remember, any design changes once a project is under way might result in recalculating estimates, creating change orders and updating invoices, all adding more admin tasks to your plate. Houzz ideabooks are a great tool for homeowners to share visual inspiration with you that will help articulate their vision. Expert: Amanda Pollard Company: Houzz UK Background: Amanda Pollard is senior content editor at Houzz, which is a website and online community about architecture, interior design and decorating, landscape design and home improvement. The platform can be used by consumers to search projects, begin a discussion with professionals and to ultimately hire them. CONTACT: www.rdr.link/KE052

SALES Sales refresher (2): Opening up the conversation Asides from wanting to view the latest products, consumers will visit retailers and showrooms for their personal expertise and guidance when it comes to ﬁnding the perfect designs for their home. This is where retailers have a real opportunity to grow an organic relationship with the customer and earn their trust. Avoid falling into the trap of leaping to product suggestions: this is the time to take a step back and do less, ensuring your customers feel heard and that you listen out for those key indicators that can lead to that all important sales conversion.

Open technique The art of selling is a fine balance for retailers to strike. Typically, consumers want to seek guidance from a professional before making a purchase, but equally don’t like to be “sold” to. A good perception of body language combined with an open yet engaging first exchange with a prospective customer can be the make or break of a sale. When entering into the first conversation with a new customer, there are many age-old techniques that still apply today. Ensure your tone remains direct yet open, with room for the customer to direct the narrative of the conversation; this can help them feel empowered and therefore more likely to engage in a conversation or sales exchange. A direct closed question can have the opposite effect and can very quickly bring any potential sales transaction to a grinding halt.

The 6 Ws Following the basic principle of the 6Ws establishing the who, what, where, why, when and how – is a helpful practice to utilise at the early stages of a sales pitch. Often a customer won’t know how to communicate what they need, or they may not even know what they are looking for. Your role as the retailer is to help them reach that level of understanding by auditing their current product, situation, pain points and aspirations to present a solution that will consolidate all their needs.

Focus on senses Once a suitable product recommendation has been identiﬁed, the technical details and beneﬁts of that product can then help verify your suggestion and further help secure a sale. However, in-depth technical and detailed explanations rarely work – they can be

overwhelming, and the customer can quickly switch off. Instead, it pays to have a really consolidated understanding of the products you’re selling so that you can communicate the technical details in a much more simplistic, consumer-friendly manner. Focus on the senses here – how the product will look, what it will do and how it will make them feel. If for example, selling a shower system, it can offer a much more tangible context that can help the customer connect on an emotional scale. Analogies or even physical demonstrations, where relevant, also have a role to play in helping to bring the products to life. It can also help to transfer key product knowledge to the customer when dealing with a slightly more complex concept or technology, such as thermostatic valves and ﬂuctuations in temperature. For more helpful guidance, both new and seasoned retailers can take a refresh on key sales skills over at www.grohe-x.com, as well as ﬁnd lots of helpful articles on trends and product information. EXPERT: Ebru Bircan COMPANY: Grohe BACKGROUND: Ebru Bircan is leader marketing activation UK, LIXIL EMENA, responsible for marketing for Grohe UK. She joined the company having studied a Bachelor of Science in International Business at the University of International Business and Economics, followed by a Masters of Business Administration at Imperial College Business School. CONTACT: www.rdr.link/KE053

www.kandbnews.co.uk K&BNEWS OCTOBER

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BUSINESS

PROMOTION

KI TCHENS &

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

Mark Conacher | Liberty Fitting Service | kbb trade skills gap – “We need to create role models” Award-winning installer and director of kitchen and bathroom installation company Liberty Fitting Service, Mark Conacher says we need to help solve the skills gap by introducing the industry to young people. He says to do that we need to create role models. Watch www.rdr.link/KE054

Job search | Encouraging the next generation of kbb designers Founder and managing director of specialist recruitment agency Foyne Jones, Peter Jones says everyone in the kbb industry has a duty to entice the next generation. He says we must work smarter and harder to attract young designers, showroom managers and kitchen and bathroom installers. Watch his video at www.rdr.link/KE055

Mark Conacher | Liberty Fitting Service | Don’t risk quality of kbb fitting because of high demand Director of kitchen and bathroom installation company Liberty Fitting Service Mark Conacher talks about the lack of installers in the UK and warns businesses not to risk the standard of installation to keep up with consumer demand. He admits he has felt the pressure to take on more teams as he is “snowed under” with work. You can view the video at www.rdr.link/KE056

Luke Wedgbury | Coalville Kitchens | We’ve kept COVID restrictions in our showroom Owner of Coalville Kitchens Luke Wedgbury says keeping COVID precautionary measures in place, in his showroom, gives the business the opportunity to show customers it cares. He says it demonstrates the company puts the health and safety of staff and clients before sales and starts the buying process off on a good footing. See what he has to say at www.rdr.link/KE057

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

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LAST WORD

NEWS & VIEWS

Sustainability fact-finding

Head of technical affairs and Ireland sales at MEDITE SMARTPLY David Murray says make evidence-based decisions in an environment of ‘greenwashing’. The term “greenwashing” was ﬁrst used in the 1980s to describe corporate environmental claims of questionable evidence that were unfortunately often widely believed, largely because access to information was not as free as it is now. Now, with a climate emergency upon us, and with all the environmental jargon that pollutes our information streams, it is more important than ever for those in the construction industry to ensure they get reliable information and the speciﬁed products come from truly sustainable sources. Technical advances in wood panel manufacturing and product development means no-one has to compromise on quality or performance to have sustainable products and solutions. Although widespread attention to how sustainable processes and materials are and how they may impact our environment is positive, it has a potential dark side: it has presented manufacturers with a whole new market to sell into. Many companies actively work to engage customers in their often-believable sustainability claims, even as their core business model remains environmentally unsustainable. MEDITE SMARTPLY has, for decades, pioneered the sustainable manufacture and supply of wood-based panels for construction in Europe. Today, the company is known for maintaining a consistent bank of evidence for the sustainability of its supply chain network and manufacturing processes, as well as a well-

researched philosophy on the beneﬁts of building with timber — which makes the crucial difference in a world ‘greenwashing’.

Benefits of timber It takes signiﬁcantly less energy to manufacture structural components from timber, from the raw material to ﬁnished product, than it does others such as concrete and steel, leading to a lower embodied energy. In fact, timber products have the lowest embodied carbon of any mainstream building material. According to the Structural Timber Association (STA), more emissions are absorbed and stored in timber products than are emitted during harvesting, processing, manufacturing and transportation of timber products combined. For every cubic metre of wood used in place of other building materials, 0.8 tonnes of CO2 emissions can be avoided. This makes timber one of the safest and most effective carbon stores when compared to other building products, and readily able to allow widespread building within green practices. Timber also offers the opportunity to build or renovate spaces such as kitchen and bathrooms, that continue to be climate conscious after completion. Offsite design and manufacturing processes, can achieve high precision joints leading to vastly improved airtightness, and much less wasted energy and consequently less money wasted on heating bills.

Evidence-based choices Environmental Product Declarations (EPDs) are a standardised way of providing data about the environmental impacts of a product through the product life cycle, offering an impartial thirdparty evaluation, for specifying architects and designers. EPDs must conform to the European Standard, EN 15804, which ensures that EPDs for construction products use a common methodology, report a common set of environmental indicators and have a common reporting format. This means that EPDs can be integrated into building level assessment and used to compare construction products in a building context. MEDITE SMARTPLY produces two product ranges, MEDITE MDF and SMARTPLY OSB, which are both made from sustainable, FSC certified, fast-growing forest thinnings of newgrowth pine and spruce, and wood chip byproducts from sawmills. Each range boasts some of the most environmentally efficient building materials on the market and products are carbon negative at the factory gate, with Type 3 EPDs to independently verify these claims. The products and systems for fighting the climate emergency are already available, but it can take a discerning designer to establish which are the ones that will truly benefit their project’s sustainability objectives, and in doing so, the objectives of this industry as a whole.

www.kandbnews.co.uk K&BNEWS OCTOBER

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NEWS & VIEWS

MAKING HEADLINES

Top 3

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

WREN KITCHENS Kitchen manufacturer and retailer Wren has opened Europe’s largest quartz worktop processing centre, creating up to 300 jobs in North Lincolnshire. The 150,000 sq ft Scunthorpe North site will cater for “unprecedented” demand of affordable quartz stone worktops. It will complement Wren’s current quartz manufacturing facility in Barton-uponHumber. For the entire story visit www.rdr.link/KE059

GROHE

Bathroom brand Grohe has appointed Matt Brown as leader United Kingdom, LIXIL EMENA, who takes over the role from Simon Andersen. Former leader finance for the UK, Brown took over the role following Andersen’s decision to move to a new position in Grohe’s headquarters in Germany. Brown joined Grohe in 2018, following a career in commercial finance, financial planning and strategy, and previously held roles at FMCG corporations such as HJ Heinz. Read more on this story at www.rdr.link/KE058

Kitchen Manufacturers

TKC

Kitchen distributor TKC has strengthened its senior leadership team with the appointment of Neil Munro as group operations director. In his new role, logistics professional Munro will play a key role in supporting operational excellence across the business. Munro most recently worked for Howdens for 15 years, where he held a variety of board level roles responsible for warehousing, logistics and the supply chain. Find out more about this appointment at www.rdr.link/KE060

ADVERTISEMENT INDEX BIKBBI ....................................(inside back cover)

Mereway Kitchens................................(page 42)

C R Laurence UK Ltd ............................(page 16)

Reginox UK Ltd......................................(page 14)

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

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

Elica..............................................................(page 4)

Senstec ....................................................(page 12)

Karndean Design Flooring ................(page 11)

Senstec ....................................................(page 29)

Kitchen EX ..............................................(page 23)

Shaws of Darwen..................................(page 27)

Medite ........................................................(page 9)

Shore Laminates/Mermaid Panels ..(page 31)

Mereway Kitchens................................(page 15)

TK Components Ltd ..............................(page 19)

42 OCTOBER 2021 K&BNEWS www.kandbnews.co.uk

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