Kitchens and Bathrooms News October 2024

growth plans, including LochAnna acquisition

BATHE INDIGO

Umesh Bhudia and Mitz Vaghji open their first boutique showroom and plan to become a brand

NEWS & VIEWS

5First word

Editor’s comment

6News

Round-up of industry headlines

11People

Appointments and promotions

13Talking shop

Head of marketing for Schluter-Systems David Naylor says waterproofing the structure of the bathroom is important for each and every project

SHOWROOMS & SUPPLIERS

14Retailer focus

Combining their expertise of buying and marketing in national KBB retail and ecommerce, Umesh Bhudia and Mitz Vaghji have now opened Bathe Indigo, a boutique showroom in Pinner, Middlesex

16Interview

Commercial director of Harrison Bathrooms Sean Corcoran explains the company’s move into kitchens with the launch of Koge instant hot water taps

18Supplier profile

The senior management team of Woodstock Trading talk ambitious growth plans, expanding bathroom categories and the acquisition of LochAnna

KITCHEN TRENDS

21Kitchen appliances

How the growing trend for at-home entertaining is influencing consumer choice of kitchen appliances.

24Just out

Latest kitchen products

BATHROOM TRENDS

24Bathroom furniture

How to step up the premium appeal of a bathroom scheme with luxurious storage

29Just out

Latest bathroom products

NECESSITIES

30Lighting

The latest lighting technology, and best way to demonstrate to consumers, for functional and profitable kitchens and bathroom sales

RETAIL BUSINESS

32Company matters

SME advice offering support across sales, management, financial, marketing and social media topics

Join the IT crowd

If there are two words that can best sum up future kitchen appliance design from the recent IFA Berlin exhibition, no prizes for guessing it would be “Artificial Intelligence (AI)”. It can enable consumers to improve their cooking skills, protect their clothes through optimised washing and drying performance, reduce resource use, and ultimately help us all to be better humans. The last statement may seem like hyperbole, but when you consider the impact AI could have on sustainability and protecting the future of the planet, it’s probably not an overstatement.

AI has allowed manufacturers to further reduce the already lean energy efficiency ratings, across the full gamut of appliances. The new grade A-energy efficiency label is seeing reductions of20% and -50%, in some cases. And the need for a continual focus on reducing energy use is important as the greatest proportion of an appliance’s carbon footprint is in the use.

On a purpose-built exhibition stand, or in a dedicated presentation on the virtues of AI, it’s easy to see how it can be

a life-enhancing addition to the modern kitchen. But it raises the question of how easily this can be translated into all high street, kitchen showrooms.

Of course, appliances connected through ecosystems have been available for the past decade and premium kitchen retail showrooms will have the facilities to demonstrate them to full effect. But with a growing focus on connectivity, how can all retailers, perhaps including those in a more rural location and not with the most reliable of internet service, promote the advantages of connected and AI appliances? Must all specialists now upgrade the technological capabilities of their business to demonstrate AI kitchen appliances,

enhancing the showroom as well as consumer buying experience?

It may be a big ask for kitchen retailers in a challenging market, so how can manufacturers help them? Perhaps the appliance features an offline demo mode, to help provide a walk-through? Could kitchen retailers effectively demonstrate AI features through video assets? Or maybe specialists could direct consumers to a manufacturers’ showroom with working displays and chef days, or would that only heighten possible tension about suppliers selling direct?

With connected and AI technology only growing in significance, perhaps now is the time to consider clever ways how the supply chain can work together to further educate consumers and provide higher ticket appliance sales through independent retailers.

You can read stories about the latest major domestic appliance launches from IFA on our website www.kandbnews.co.uk.

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ABC total average net circulation 10,360 (for 8 issues distributed between January to December 2023)

of Woodstock Trading Alex Seaborn on bold growth plans, including LochAnna acquisition.(p. 18)

MAKING HEADLINES

Volatile trading conditions causes company to cease trading

Aqualux Products enters administration

Leicestershire-based showering surround manufacturer Aqualux Products has entered administration, citing volatile trading conditions in the home improvement sector and inflationary pressures.

All 18 employees have been made redundant.

Founded in 1979, the Hinckley-based company manufactured glass shower screens and enclosures.

Led by CEO Steve Lee, the AQ Group acquired Aqualux from

the Dutch Fetim Group in 2019, and later purchased the Aqata brand, followed by the intellectual property (IP) and design rights of Hollys of Bath.

Raj Mittal and Ben Jones of specialist business advisory firm FRP Advisory have been appointed joint administrators of Aqualux Products Limited.

The joint administrators are now focused on marketing the remaining assets including the Aqualux brand and IP, while helping impacted employees with

Tile brand rescue from administration

their claims to the Redundancy Payments Service.

Partner at FRP Advisory and joint administrator of Aqualux Ltd Raj Mittal said: “Aqualux Ltd is a well-regarded brand having a presence in the sector for almost 40 years.

“Unfortunately, due to the impact of the cost-of-living crisis on the home improvement sector and ongoing financial pressures owing to material cost inflation, the business was no longer able to keep trading.

“We’re now focused on the marketing of assets for sale and providing support for all impacted staff with their applications to the Redundancy Payments Service.”

Topps Tiles acquires CTD Tiles for £9million

Topps Tiles Plc has acquired CTD Tiles from administration, led by joint administrators James Lumb and Will Wright of Interpath Advisory, for £9million.

The acquisition includes CTD Tiles, CTD Trade and CTD Architectural Tiles brands, 30 stores, selected stock and all related intellectual property.

All will continue to trade under the CTD brand name.

Alongside the 30 stores, the acquisition will provide Topps Group with the opportunity to make a “meaningful” entry into housebuild and expand its share in A&D.

Prior to entering administration on August 19, 2024, CTD supplied tiles to the retail, trade and commercial markets with total annual revenue of around £75million.

The CTD retail business

operated 86 stores across the UK, each with a separate trade and retail showroom, and had total store revenue of around £50million in the year to June 2024.

The remaining 56 CTD Tiles stores, not being acquired, will be disposed of through the administration.

According to Topps Group, the acquired stores had total sales of around £20 million in the year to June 2024, CTD’s commercial business was circa £16 million in the housebuilder segment and £8million in A&D in the same period.

Topps Group CEO Rob Parker said: “The CTD brand and assets are an excellent fit with our existing business and the acquisition creates a new and complementary specialist tile business within the Topps Group.

“CTD operates a different

model to our existing Topps Tiles retail stores, with separate trade and retail offers within each unit, and a number of market-specific sub-brands which are differentiated from our existing offer.

“The acquisition of 30 high quality stores and selected supporting infrastructure, together with the intellectual property and customer data

required to service CTD’s existing commercial customers in the housebuilding and A&D markets, provide us with an opportunity to make material progress towards our Mission 365 sales goal.

“We are excited about the future of CTD within the Topps Group and look forward to welcoming our new colleagues to the business.”

ISFA and WFF join forces to support surface fabricators

Global partnership offers support for surface fabricators

The International Surface Fabricators Association (ISFA) and the Worktop Fabricators Federation (WFF) have entered a strategic partnership to address the challenges fabricators face in today’s market.

The ISFA and WFF will represent the interests of surface fabricators on a global scale, advocating for fair regulations, sustainable and safe working practices, and industry standards.

Members of both ISFA and WFF will benefit from access to shared resources, including technical guides, market research and industry insights.

Founded by a group of dedicated fabricators in 1997, ISFA represents fabricators and industry professionals.

Launched in 2020 and based in the UK, WFF’s objectives are to promote professionalism across the industry, including best

Inaugural president of BMA passes away

practices that foster health and safety in the workplace.

According to the WFF website, there are more than 2,000 surface fabrication businesses in the UK, some of which are also ISFA members.

Marissa Bankert, executive director of ISFA said:“Our goals are perfectly aligned, and this partnership represents a significant step forward in our mission to support and elevate

the surface fabrication industry. Operations officer at WFF Nigel Fletcher added: “Together, we are stronger and more capable of addressing the needs of fabricators.”

Obituary: Roman founder and chairman Gerry Osborne

Founder and chairman of shower enclosure manufacturer

Roman Gerry Osborne has passed away at the age of 84.

Gerry Osborne established Roman in Newton Aycliffe, Co Durham, in 1985 with “a vision of becoming the UK’s leading shower manufacturer”.

Nearly 40 years later, Roman has become a successful manufacturing business, selling

through bathroom retail, merchant, house build and hotel sectors, with a presence in 72 international markets.

A stalwart in the bathroom industry, Gerry Osborne was the inaugural president of the Bathroom Manufacturers Association, when it was founded in 2001, and held the honorary title of High Sheriff of Co Durham in 2014.

A statement by Roman, announcing his death, read: “Gerry’s passing is a significant loss, particularly for his son, David Osborne, our current

CEO. Gerry will also be greatly missed as a father, grandad, friend and mentor.

“We take some comfort in knowing that Gerry was extremely proud to see his grandson, Matthew, begin his journey with Roman, marking the beginning of a third generation in the bathroom industry. Gerry Osborne will be deeply missed by all who knew him.”

IN BRIEF

Waste disposer and instant hot water tap manufacturer

InSinkErator has now introduced the ‘It’s This Easy’ marketing campaign, which it reports is a step change for the brand. Acting as an overarching campaign for its food waste disposers and instant hot water taps, it represents a fresher look for the brand.Read the story at www.rdr.link/KBC001

Furniture fittings company Blum has reported a stable turnover of €2,297.16million for the 2023/2024 financial year ended June 30, 2024. The turnover has seen a dip of 1.2%, which equates to a reduction of €27,3million compared to the previous year. View the story at www.rdr.link/KBC002

KBB distributor PJH reports its purpose-built, Wolverhampton Distribution Centre is nearing completion, with plans to open later in the year. Set to replace the Cannock site, it measures 205,000 sq ft, nearly double the size of the existing site. See the story at www.rdr.link/KBC003

Bathroom brand Scudo, owned by Harrison Bathrooms, has published the Edition 19 brochure featuring its latest product launches. Included in the brochure is the fluted Linea Curve and Linea Cloakroom furniture collections, Koko, Core and Riviera basins, also Tutto freestanding bath. View the story at www.rdr.link/KBC004

Yannick Fierling’s role effective in 2025

Former Haier Europe CEO appointed president of Electrolux

The Board of Directors of AB Electrolux has appointed Yannick Fierling as president and CEO of Electrolux Group effective from January 1, 2025.

He succeeds Jonas Samuelson who will leave his position by the end of the year.

Fierling has more than 20 years’ experience from the household appliances industry, most recently as CEO Europe for Haier Corporation for the past nine years.

Prior to this, he held several senior positions within Whirlpool Corporation in Europe and globally.

Yannick Fierling starts at Electrolux Group on October 1 and will take on the formal role as president and CEO on January 1, 2025, after a three-month

handover period.

Commenting on the appointment, chairman of Electrolux Board of Directors Torbjörn Lööf said: “Yannick is a very experienced leader with a solid background in the appliance industry.

“In his latest assignment, he successfully led Haier’s development in Europe.

“His visionary leadership in developing business and people, together with a strong emphasis on entrepreneurship and a sense of urgency approach, will be very valuable on our journey making Electrolux Group an even stronger global player in the appliance industry.”

“The Board wants to reinforce and accelerate the strengths of Electrolux Group by

Nolte-owned brand opens trade showroom

bringing in new perspectives.

“We are convinced that Yannick has the right background, insights and experience, as well as the drive and determination to take the company forward.”

Yannick Fierling commented: “Having spent many years in the household appliances industry, it is hard to find a more energising and inspiring role.

“I am really looking forward to engaging with the Electrolux Group team and in developing and positioning the Group in the years to come.”

German Express Kitchens debuts in UK

Part of the Nolte Group, Express Kitchens is entering the UK market for the first time with the launch of a London trade showroom.

Established in Germany, and specialising in large projects delivering kitchens at a pricepoint, Express Kitchens is set to introduce its offer to architects, property developers and interior designers in the UK.

Located in Islington’s Business Design Centre, and opening on September 13, the 900 sqft showroom will feature displays from the brand’s range

of kitchens.

Commenting on the launch, UK sales manager at Express Kitchens Scot Greenwood said: “Our investment in the first UK Express Kitchens showroom is a significant milestone and marks the first phase of our strategic expansion.

“We have high ambitions for our growth in the UK and are confident that our new trade showroom, in a fantastic location in the heart of London, will be the first step towards replicating our success in Germany.

“We look forward to showcasing our high-quality kitchen range and forging many new trade partnerships in the UK.”

Express Kitchens is the latest brand from the Nolte Group to enter the UK market and supports its growth in the UK market.

Online retailer closes down its rival acquisition

Victorian Plumbing shutters Victoria Plum

Online bathroom retailer

Victorian Plumbing is proposing the closure of its Victoria Plum business, which it bought for £22.5million in May 2024.

A statement from Victorian Plumbing read: “Following the acquisition of AHK Designs Ltd, we are proposing a closure plan for VictoriaPlum.com.

“As a result we have entered into a consultation period with a number of VictoriaPlum.com colleagues and only when the period completes can we provide an update.

“We are committed to keeping all employees, suppliers and connected parties up-to-date as we progress with the consultation. This proposal does not impact Victorian Plumbing Ltd.”

Victoria Plum had already been through administration, with AHK Designs Ltd securing all assets, including 345 jobs

Victorian Plumbing then bought Doncaster-headquarted Victoria Plum from AHK Designs Ltd.

It is unknown how many staff will be affected by the consultation.

At the time of acquisition, CEO of Victorian Plumbing Mark Radcliffe stated: “This acquisition represents another exciting strategic milestone for the company and, together with the investment in our new distribution centre, provides a unique opportunity to deliver

increased shareholder return.”

Victorian Plumbing announced “robust” first half year results for 2024, despite flat sales on a like-for-like basis, and reported a revenue of £144.6million with a gross profit increase of 8% to £72.3million.

Adjusted EDITA saw a growth of 33%, up to £13.2million against £9.9.million, in the first half of 2023.

In its first half year results, it reported the Victoria Plum cost reduction programme was being finalised.

Victorian Plumbing reported losses from the Victoria Plum business would have a marginal impact on Group profitability in its second half results 2024, with adjusted EBITDA “broadly” in line with current consensus in 2024.

IN BRIEF

Aalberts, Dutch owner of plumbing and heating firm Pegler Yorkshire, has announced it is consulting with staff over a proposal to close its Doncaster factory. In a move to “remain competitive in global markets”, it could see the relocation of production to other sites in the Aalberts group. View the story at www.rdr.link/KBC005

UK kitchen distributor Waterline has introduced its first venture into the bathroom sector, with the launch of the Waterline Bathroom Collection. It spans furniture, WCs, and flushing systems to brassware, basins, shower trays and enclosures, baths, heating solutions, flooring, and mirrors. View the story at www.rdr.link/KBC006

Bathroom manufacturer

HiB has extended its partnership with family support charity Home-Start UK for a second year. Last year, HiB raised £25,872.50 for the charity through corporate donations, volunteering and staff fundraising, helping vulnerable families across the UK. HiB presented the charity with a cheque for £20k to kick-off another 12 months of fundraising. View the story at www.rdr.link/KBC007

Johnson walks 2,000,000 steps with charity target of £50k

Quooker MD completes marathon walking challenge

Stephen Johnson, MD of  Quooker UK, has completed his challenge to walk more than 35 marathons over 31 days of August, in aid of charity Grief Encounter.

Grief Encounter provides free, professional and specialist bereavement support for young people following the death of someone close.

Having reached a target of 2million steps by Day 30, which equates to 1,000miles or 1,600km and over 70,000 steps a day, Stephen Johnson continued a further 46,300 steps.

The additional steps were in recognition of 46,300 children facing parental loss each year.

Strategic

Johnson chose the charity as he has personal experience of early loss, after his mother Sandra Johnson died when he was only 18 months old.

Commenting on why he chose this particular challenge, Johnson said: “Last year I undertook a million steps in August, for charity, and walked 107,000 steps in a day.

“I’m always challenging myself to do better and I thought I’m going to double it with 2,000,000 steps in the month.

“I had also set up a charitable foundation in my late mother’s name so I wanted to come up with a challenge that would give

her memory a spotlight.”

Johnson admits the task was “exceptionally” difficult: “I went into this not realising it would be as physically demanding.  I’d done a lot of training and I was quite shocked at the toll it takes on your body walking 50km, day in, day out, with no recovery.”

Johnson has already received £41,488 in sponsorship but is calling upon the KBB industry help him raise £50,000 and donations can be made using a dedicated justgiving page.

partnership to help level up KBB retailer knowledge

KBN teams up with The KBB Unstoppable Business Owner Podcast

KBN – Kitchens & Bathrooms News – has entered a strategic partnership with The KBB Unstoppable Business Owner Podcast.

The partnership will see KBN sponsor a series of podcast episodes, featuring top-tier guests, and which delve into pressing issues and opportunities in the kitchen and bathroom industry.

Editor of KBN – Kitchens & Bathrooms News – Philippa Turrell said: “At KBN Kitchens & Bathrooms News, our mission has always been to provide professionals with up-to-date industry trends, product innovations, and expert advice.

“Now, by joining forces with the  KBB Unstoppable Business Owner Podcast, we are taking this to new heights with actionable business strategies and entrepreneurial insights KBB retailers need to thrive in today’s competitive market.”

Founder of The KBB Unstoppable Business Owner Podcast Kevin Bannister added: “My goal with the KBB Unstoppable Business Owner Podcast has always been to empower business owners with actionable insights and realworld strategies to help run their business.

“Partnering with KBN –Kitchens & Bathrooms News

allows us to take that mission to the next level.

“Together, we can bring a deeper level of expertise and industry knowledge to our listeners, helping them navigate the challenges of the kitchen and bathroom industry with confidence.”

POSITION FILLED

Appointments and promotions across the industry

POGGENPOHL

Luxury kitchen brand Poggenpohl

UK has promoted Scott Rotchell to sales director. He will oversee all retail sales within the company’s owned showrooms, with managerial and operational responsibilities and reports to the managing director. Rotchell started work with Poggenpohl in 2011, as a technical designer.

HOUSE OF PICCADILLY

Luxury bathroom supplier House of Piccadillyhas appointed Katherine Horsley senior sales manager. This newly-created role is due to the expansion of the business, which it reports has seen “exponential” growth since its launch three years ago. Horsley will support current bathroom retailers and open new showrooms in targeted areas of the UK.

GEBERIT

Manufacturer of sanitary products and piping systems Geberithas appointed Danielle Lillis as product and marketing director for the UK. In her new position, Lillis will lead Geberit’s product management and marketing departments. She brings over 20 years of experience, working with manufacturers and distributors to the role. Most recently she was sales and commercial director at Ideal Bathrooms.

SONAS BATHROOMS

Irish manufacturer Sonas Bathrooms has appointed Daniel Gale as area sales manager for the Midlands. With over a decade of experience in the bathroom sector, he has built his career working with brands, serving independent retailers, specifiers, installers, and merchants. Based in Tamworth, Gale has managed regions from Scotland to the South of England.

Why designers must waterproof spaces

Head of marketing for SchluterSystems David Naylor says waterproofing the structure of the bathroom is important for each and every project

From sturdy Victorian and elegant Edwardian properties through to contemporary concrete and glass apartment blocks, in some of our most sought-after postcodes, the UK’s residential property market does not lack substance or style. Yet, sadly a very high proportion of the buildings fail the resilience test in one of the most crucial areas of performance. And that is with regard to waterproofing in the home.

Lack of waterproofing

The problems relate to the manner in which the properties’ bathrooms or wetrooms are protected against water and condensation getting through the tiled surfaces, and into the fabric of the building. Alarmingly, we estimate just 5% of typical homes and possibly no more than 10% of high-end residential and commercial properties – such as hotels –actually feature genuine waterproofing within their bathrooms and wetrooms. This dire situation is undoubtedly in part down to specifiers shortsightedly attempting to save time and money on their projects, but there also remains a lamentable lack of basic knowledge and training across the industry regarding the benefits of incorporating waterproofing systems.

Protecting spaces

No matter how high the bathroom budget, the enjoyment can be short lived. For a

It is also a common misconception that tiling adhesive and grout are waterproof when in fact they are merely water resistant. Like MR grade plasterboard and OSB, they will dry out and recover if they get soaked, but the moisture can pen etrate dee p beyond the tiling.

bathroom to offer a long lifespan, it is important the installation is well protected against moisture ingress: for water can exist in both liquid and vapour form. And therefore, all types of bathroom, from a small en-suite shower room to a luxury wetroom, must be robustly waterproofed to avoid problems of mould growth or persistent seepage damaging structural timbers, and even masonry. The importance of such measures is underlined by NHBC effectively banning MgO boards in bathroom settings and issuing its updated Technical Guidance 9.2/06.

Waterproof v resistant

It is also a common misconception that tiling adhesive and grout are waterproof when in fact they are merely water resistant. Like MR grade plasterboard and OSB, they will dry out and recover if they get soaked, but the moisture can penetrate deep beyond the tiling. Meanwhile the junction between the wall and bath or shower tray remains vulnerable, where the breakdown of the seal is a common cause of ingress. By choosing correctly specified and

installed waterproofing systems, it is possible to ensure moisture cannot cause initially unseen damage beneath the surface. So, no matter the cost or quality of the tile or stone finishes, it is crucial to incorporate a robust waterproofing membrane. And for tiled floors it is also advisable this serves as a uncoupling layer, to alleviate stress cracks and other damage.

Added benefits

There is inevitably additional cost to taking this pragmatic approach to bathroom design, but there are genuine added benefits to the end customer, as well as increased revenue for the bathroom retailer. In fact, designers have numerous compelling reasons to include waterproof products within their sales to installers and their customers. Incorporating these failsafe solutions significantly reduces potential future leaks and call-backs, by protecting the fabric of the building and its structure.Additionally, the earlier in the design process this is addressed, the more likely the end user enjoys the full amenity of their chosen design.

Purple reign

Combining their expertise of buying and marketing in national KBB retail and ecommerce, Umesh Bhudia and Mitz Vaghji have now opened Bathe Indigo, a boutique bathroom showroom in Pinner, Middlesex.

There is no one right route to success when opening an independent bathroom showroom. And it is just as well, considering business partners Umesh Bhudia and Mitz Vaghji have been on quite some journey. Having started out working for a national home improvement retailer, before creating their own ecommerce bathroom business, they have now opened a boutique showroom – Bathe Indigo – catering for the mid to high-end of the market in Pinner, Middlesex. And they have bold business objectives. “Once we have established ourselves, then our ambition is to build a brand and have multiple showrooms”, explains Umesh.

Instore to online

Originally colleagues at Wickes, Umesh and Mitz worked their way up from the shop floor before reaching head office positions in marketing and buying, respectively. Noticing a propensity towards kitchen sales in the business, which offered bigger ticket sales and greater commission for design consultants, but with the bathroom becoming more of a wellness space, they believed there was an opportunity to explore bathroom sales. It saw them enter the world of ecommerce, with the launch of their own website –

byubathrooms.co.uk –with “high volume, low value” bathroom sales.

Working during the evenings, over two years, to create the website, Mitz focused on the site full-time following furlough from his then employer Homebase. “We launched in 2020 and in the first week we sold a bathroom, which was just phenomenal”, Mitz enthuses. “We started getting regular orders and fast forward a few years’ on, the site is still operating”, says Umesh. However, they recognised the next step in growth, not only to provide warehouse storage but to work with more brands, would be a bricks and mortar showroom.

1. BUSINESS PARTNERS Mitz Vaghji and Umesh Bhudia

2. SHOWROOM EXTERIOR

Located on a short parade in Pinner, Middlesex, Bathe Indigo has opened its first boutique showroom

Opening own showroom

“We’d got to the stage where we couldn’t work with certain brands and I think that’s when our mind was set on a showroom. Initially we considered warehouse space, which we could use as storage and a showroom”, says Umesh. However, having

spoken to acquaintances who owned retail shops, they decided against an industrial estate in favour of a high street, with its associated levels of footfall.

They found the 3,000sqft, double-fronted premises of a former restaurant, on a parade with an electrical wholesaler, kitchen studio and opposite Tesco. Having taken possession of the keys, they started a six-month process of converting it into a bathroom showroom. At the time, it was proposed to be an extension of byubathrooms.co.uk, but halfway through they realised the “high volume, low value” bathroom concept wouldn’t work in the locality. Umesh explains: “While we were fitting out the showroom, we had three face-to-face customers that all wanted four bathrooms and not at low value. We also talked to suppliers who showed us what we could have in the showroom. So we changed our strategy and chose to work with partners to create a mid to high-end studio, offering design and supply services. It was a no-brainer to have two separate businesses.” But the change of strategy left them with a headache, what should they now call the showroom?

Creating concept

Umesh explains the concept behind Bathe Indigo: “The definition of Bathe is to immerse in water. We chose Indigo because one of our best-selling products online was an indigo blue vanity with brass handles. And that’s also why we have gold lettering in our logo. There is a sentimentality there, that those vanity sales helped us to get to the position we are at now. Indigo is also linked with compassion and creativity, which reflects how we work with our clients.”

Mitz stated it was important the brand matched the soft design of the retail space. Although they admit the boutique feel is inspired by the likes of C.P Hart, Ripples and West One Bathrooms, Umesh is emphatic when he states: “We don’t want to be West One, we want to be Bathe Indigo.”

Featuring 20 display bays, the showroom has been designed to appeal to female customers as Umesh and Mitz believe they make the final decisions. And they have carefully selected suppliers, which include Catalano, Flair, MyLife Bathrooms and Armera, Mitz explains: “The strategy was about choosing partners not just suppliers. We needed to make sure they would back us as we grow. We all want to achieve the same goal, which is success. Supporting our customers is an absolute priority.”

The showroom features a design consultation area, with tiling options, and presentation space

Booming business

And how is business? It could be an unfair question as the showroom had only been opened four weeks at the time of the interview. However, Umesh replies: “Since we’ve been open, we’ve had a good amount of customers come in and we are building up a good pipeline. Within just four weeks we’ve taken multiple orders, with multiple bathrooms.”

Mitz adds: “On average, customers are spending £5,000-£7,000 per bathroom.”

Bathe Indigo has already exceeded their expectations, which is particularly impressive as the company hasn’t held an official launch. But Umesh explains: “We’ve been building brand awareness on social media. I’m boosting a few posts and Mitz has recently quoted an order for £15,000, which came through our social media.”

However, the process of opening their own showroom has not been without its challenges, and they both highlight not being able to take a wage, while setting up the Bathe Indigo studio, as being difficult. “The thing about business is you have to make sacrifices to try and make it work and not many people will tell you that”, Mitz says openly. It was further exacerbated by

not realising how long it takes to open a showroom. “We thought it would take two months to open the showroom, but when we got the keys we realised it would take longer”, says Umesh, who adds: “We could have rushed and opened with byubathrooms.co.uk sign, selling low margin product. We could have rushed and not got this look. I’m just glad we’re open now.”

Future vision

And the pair are “hugely” ambitious, with plans to build the Bathe Indigo brand and have multiple showrooms around the UK. Mitz states: “In the next couple of years, we will try and get to five showrooms. Now that may seem ambitious on the back of not knowing how the Pinner showroom is going to deliver, but the early signs are there’s quite a healthy pipeline. The next showroom will be located up North. The reason for that is we also want to build a network to create additional hubs to stock Byubathroom products as well.” With a growing online operation and separate showroom business, certainly there’s room for growth, as Mitz concludes: “Our ambition is always to aim high.”

4. SOFT, RETAIL SPACE

Each of the 20 bays have been designed in-house, with a focus on females who make the buying-decisions

5. DESIGN AREA

Steaming ahead

Commercial director of Harrison Bathrooms Sean Corcoran explains the company’s move into kitchens, with the launch of Koge instant hot water taps

QAs a renowned bathroom supplier, why have you chosen to enter the kitchen sector with the launch of Koge hot water taps?

A: Our established reputation in the bathroom sector is founded on the quality of our products, competitive pricing, and exceptional sales and after-sales service. These strengths have garnered trust and loyalty from our clients, who are also active in the kitchen sector. As a brassware specialist selling over 160,000 taps per year, we know water is easily transferrable to the kitchen sector, so we can confidently expand into kitchen products and, therefore, align seamlessly with our strategic goals and customer base.

QGiven your primary focus on the bathroom market, how easy or difficult has it been to convince the kitchen retail industry of your understanding and expertise?

A: Our extensive industry knowledge and experience in the bathroom sector have earned us high respect and trust. This trust is transferable to the kitchen market, as the two industries share many common elements, and many retailers operate in both markets. As a result, the transition has been smooth, and our expertise is being well-received by the kitchen retail industry.

QWhat is the meaning of the Koge brand name?

A: The name “Koge” is from the Danish word ‘to boil’. Koge was chosen to reflect our commitment to quality and innovation in the kitchen sector. It embodies our brand’s core values of delivering exceptional products that enhance everyday living.

QWhat is the size and scale of the Koge instant hot water tap range, where is it positioned in the market, and what are the product USPs?

A: The Koge instant hot water range has been carefully curated to provide retailers and customers with flexibility and choice without

unnecessary complexity. The range is positioned at the mid-market level and offers high-end specifications and quality at a competitive price point, making it an attractive option for a broad audience.

QCan you explain the service and aftercare offer to end customers?

A: Our service and aftercare for end customers are second to none. We offer comprehensive support, including installation guidance, troubleshooting assistance, and a responsive customer service team to address any issues promptly. Our commitment to aftercare ensures that customers have a seamless experience.

QHow many retailers do you want for the brand and who is your ideal kitchen retail customer?

A: It is more about quality than quantity. We aim to partner with a select group of retailers who share our commitment to quality and customer service. Our ideal kitchen customer values innovation and reliability and relishes offering their clients superior products at a competitive price point.

Q

What has the reaction been like from retailers?

A: It is early days, but the reaction has been overwhelmingly positive. Our team and

We expect strong sales for the Koge brand and anticipate significant growth as we expand our presence in the kitchen market. Our strategic approach and the brand’s unique selling points position us well for success.

customers have responded well to the combination of quality, innovation, and value.

QWhat support are you offering retailers in terms of guarantees, training, and marketing materials?

A: We provide comprehensive support to our retailers, including robust product guarantees, thorough training programs, a full suite of marketing materials, and an easy-tonavigate website that they can use to promote and sell the Koge range effectively.

Q What are your sales expectations for the Koge hot water tap brand?

A: We expect strong sales for the Koge brand and anticipate significant growth as we expand our presence in the kitchen market. Our strategic approach and the brand’s unique selling points position us well.

QWill you be looking at expanding into other kitchen categories? if so, what and by when?

A: We are very much focused on the success of the Koge launch and we are concentrating on the hot water tap sector.

View the Koge range and request a brochure at www.rdr.link/KBC008

“We’re striving for sustainable,profitable growth”

The senior management team of Woodstock Trading talks ambitious growth plans, expanding bathroom categories and moving into kitchen sales with the acquisition of LochAnna

The industry’s best kept secret” is a well-worn phrase, but in the case of Woodstock Trading, it’s possibly true. In just 20 years, the family-owned business has grown from a shed in the founder’s back garden in Gloucester to a 12,000 sqft HQ with recently refurbished 2,850 sq ft showroom and 120,000sqft warehouse, in Hereford. “We’re very humble. We don’t talk extensively, outside of the business, about who we are and what we do”, explains managing director Alex Seaborn who took the reins in 2023. Although the business may operate in a modest way, it is self-assured about its products, service and striving for continual improvement to drive “ambitious” growth. Most recently, it has seen the company acquire British furniture supplier LochAnna, which is celebrating its 10th anniversary, marking a move into kitchens.

Founding principles

Founded by Ben Doouss who worked in the bathroom industry for 10 years and recognised a gap in the market for furniture which could be delivered to customers quickly, he created Woodstock – wooden furniture held in stock. Starting with just three ranges, the company now offers 36 furniture product ranges across its premium Calypso brand, with 60 stocked colours, and midpriced Veldeaubrand. It also offers sanitaryware, brassware and mirrors, all delivered by its own fleet, and adhering to its founding logistic principles of reliable and quick supply.

Alex Seaborn explains: “We’ve created five core values that we operate to and we take them seriously. We put the customer first. We care. We’re accountable, We’re stronger together. We’re positive. Those five things are really important to the business and to our owners. So, part of my role is to make sure we operate with the right level of

2. HEREFORD HEADQUARTERS Starting from a shed in the founder’s backgarden, Woodstock now occupies a 12,00sqft premises

3. INVESTMENT IN CAPACITY Woodstock has invested in warehousing, offering 120,000sqft of space, to support growth of the business

1. MANAGING DIRECTOR WOODSTOCK TRADING

Alex Seaborn took the reins of Woodstock Trading last year and has overseen the official opening of its warehouse extension and acquisition of LochAnna

integrity.” Seaborn also highlights the drive for raising standards: “One of the things I’m passionate about is to keep raising standards. That has been a big focus of our business in the last 12-18 months.” It’s not the only time he and his team talk about continual improvement through marginal gains, to propel the business forward.

Challenging status quo

So how is the bathroom business at the moment? Operating through national retailers, independent retailers and merchants, Alex Seaborn says: “I think we can take some pride in that we’re doing relatively well. We’ll close this year slightly ahead of last year, which I don’t think is an insignificant feat”. In a market with reduced spend frequency, he explains the growth is from taking market share.

Increasing brand visibility has also helped Woodstock grow, particularly in higher-end vanity sales, explains sales director Stephen Robins. But he adds depth of product and service is the reason retailers partner with Woodstock. Seaborn adds: “Our OTIF levels are consistently in late 90% and we offer nextday delivery.” The company is also dedicated to checking each individual order, as head of marketing Charlotte Tilby explains: “We are part of the retailer’s team, helping them and making sure they are giving service to the end-user.”

Kitchen moves

And Woodstock’s passion for bathroom furniture has now crossed over to kitchens, with the acquisition of LochAnna. “There has been this natural desire to move into kitchens from bathrooms, but as an acquisition. We wanted to find a business that matched where we are in terms of markets, product quality and people in the business who care. LochAnna is a natural fit with us”, says Seaborn, adding “It was the right time because of where Woodstock was in its journey. We’ve got a great team at Woodstock and so had bandwidth to look at new things outside of bathrooms.”

Although learning from each other, the two businesses are operating autonomously: “It definitely hasn’t been take Woodstock and implement it on top of the LochAnna business”, Seaborn states. He indicates there will be synergies in product development and cross-customer sales, adding “Both businesses have expertise. Ultimately, it’s about how do you make the total greater than the sum of the parts.”

Following the acquisition of LochAnna Kitchens, the kitchens are now on display in Woodstock Trading’s Hereford showroom, as well as Bolton

It definitely hasn’t been take Woodstock and implement it on top of the LochAnna business…Both businesses have expertise. Ultimately, it’s about how do you make the total greater than the sum of the parts.

Bathroom expansion

With bathrooms 2.5-3 times bigger than the kitchen side of business, its unsurprising all the categories form part of the growth plans for Woodstock. Following the launch of 50 bathroom product ranges in March, the company has now rolled out its Vanity Book to all its customers, introduced the Dartmoor slim Shaker, and curved vanity unit kits in left or right-handed and double options. “We’re good at looking at our own ranges and conducting gap analysis in an effort to improve our product offering”, explains Charlotte Tilby. And the company is continuing to expand beyond furniture, furthering sales in complementary categories. Stephen Robins explains: “We’ve got a trusted brand in furniture. Whilst we’re strong in some complementary categories, there is always room for further expansion in new categories.” But he refutes claims it is a protectionist move against other bathroom manufacturers launching into furniture. “In terms of generalist bathroom suppliers expanding into our market, are we expanding into theirs as a result? No we’re not.” Alex Seaborn simply states: ”Some categories are obvious and natural because our furniture is rarely sold on its own and we can offer the same Woodstock service across all our ranges for our customers.” In fact, he adds it was the growth of its warehouse capacity, as far back as 2012, which allowed the company to start expanding its bathroom offer.

Refurbished showroom

The growth of its bathroom categories and addition of the LochAnna Kitchens business,

created a perfect need to refurbish its head office showroom. Alongside its Calypso and Veldeau brands, Woodstock has introduced LochAnna kitchens, repurposing the displays from its Kbb Birmingham stand, and showcasing the synergies of the products in terms of quality and detail.

“There’s a lot of kitchen customers, whether existing or prospective ,who are based south of Hereford. The Bolton showroom is a long way to go, while Hereford is an easier venue to reach, for somebody in London for example,” says Seaborn. But the business will not be adding bathrooms to the LochAnna Kitchen displays in Bolton, because it doesn’t want to remove existing roomsets. Seaborn adds: “We will keep the Bolton site as it’s a really important part of the kitchen proposition, but we felt it was important to have a kitchen presence in Hereford.”

Turning up volume

In just two decades, Woodstock has invested into warehouse capacity, introduced its own delivery fleet, earned environmental certification ISO 14001, and acquired LochAnna. Woodstock may not shout about the business, but certainly the conversation is growing in volume. Alex Seaborn concludes: “There’s no doubt we’ve got ambition to grow here. We’ve got a solid, secure foundation and the right people in our business doing the right things. Ultimately what we’re striving for is sustainable, profitable growth with long-term retail partnerships.”

Discover more about Woodstock Trading at www.rdr.link/KBC039

4. LOCHANNA ACQUSITION

Home not alone

We reveal how the growing trend for at-home entertaining is influencing consumer choice of kitchen appliances

With inflation in hospitality prices and possibility of outdoor smoking bans including pub gardens, consumers may start to cut back on eating out in favour of dining at-home. It could see homeowners have greater expectations of their kitchen, to provide at home culinary experiences for friends and family, alongside its daily food preparation role. And it could mean a growth in interest in kitchen appliances that can assist fuss-free dining. Neff marketing manager Sue Flower states: “The trend of at-home entertaining and dining is a significant driver in the specification and sale of kitchen appliances.” And product and marketing manager at Asko Jessica Rhodes agrees, adding: “There’s been the growing trend of hosting more gatherings at home, whether it’s enjoying more homecooked meals or hosting intimate dinner parties, which, in turn has driven demand for high quality and versatile kitchen appliances.”

Widespread demand

It has seen consumers opt for large capacity ovens and refrigeration, venting hobs to minimise odours by extracting at source, and the growth of specialist appliances such as coffee machines, wine conditioners and warming drawers. Brand manager at Miele GB Rebecca Evans states: “Consumers who frequently entertain at home tend to invest in high-end, professional-grade appliances that offer superior performance. This includes larger ovens, dual fuel ranges, high capacity refrigerators and powerful ventilation systems. These appliances are marketed as essential tools for serious home chefs and entertainers.” However, experts suggest the trend is now becoming more widespread, as product marketing manager for Hisense UK Chloe Blanchfield explains: “The trend of at-home entertaining is positively impacting all segments of the home appliance market, not just the premium sector. Even more affordable appliances are now incorporating multifunctional features that meet the demand of home entertainment.”

Successful food storage

Of course optimum food storage is key, for clients who want to entertain. It has seen the development of XXL capacities and specific temperature zones for food types, as well as voice operated function to open the door if a homeowner has their hands full storing a party platter in the fridge. Chloe Blanchfield explains HiSense has launched a new refrigerator, the KitchenFit, which maximises on space and optimises food freshness, adding: “The My Fresh Choice compartment is handy for athome entertaining, as it can be used as a fridge or freezer space with temperature settings ranging from -18˚C to 5˚C, depending on what consumers need to store.” While Bora introduced cooling appliances with inserts that could be taken from refrigerator to dining table, reflecting the demand for appliances that cater for at-home entertaining.

Cooking at heart

However, kitchen appliance experts agree at the heart of decisions for at-home entertaining is, unsurprisingly, cooking appliances. Think capacious ovens with multi-level cooking, perhaps with smart technologies that allow for remote operation to avoid disrupting the host

Allowing users to prepare dishes in advance and keep them warm to serve when ready, the Mythos Warming Drawer boasts a 25kg capacity. Explore the range at www.rdr.link/KBC009

from party procedures. “The latest must-have appliance tech for home entertainment includes smart kitchen appliances. These appliances are equipped with guided cooking features to help make the cooking process that little bit easier, especially when hosting a large group of guests”, explains Chloe Blanchfield of Hisense UK. In fact, Electrolux recently unveiled its first ovens with AI-assisted cooking at IFA, which analyses online recipes to calculate timing, temperature and protein type before selecting the cooking setting, and Siemens iQ700 can recognise and cook 80 recipes, using AI.

While topping the list of hobs to help consumers entertain at home are venting models, which offer discreet extraction at source. “Venting hob sales have exponentially increased with this extraction solution becoming one of, if not the most, popular style of hood in the UK market. Consumers are now much more aware of these appliances and are actively requesting them

1. FRANKE

KitchenFit features a vacuum drawer which reportedly keeps food fresher for up to 10 days longer than a standard model and My Fresh Choice zone that can be converted from fridge to freezer. Read more at www.rdr.link/KBC012

in designs and purchasing themselves”, reports project manager of KitchenEx Charlie Jepson. And sales and marketing director of Franke UK Jo Sargent explains why: “A vented hob extractor can effectively remove cooking odours and steam at the source, maintain a sleek design that doesn’t interrupt conversations with guests.”

The trend for at-home entertaining also provides the opportunity to upsell in cooking appliances, with the addition of a warming drawer. Jo Sargent of Franke adds: “A warming drawer is another must-have, perfect for keeping food warm without drying it out and ensuring plates and serving dishes are ready to go when guests arrive. These appliances together create a kitchen that’s both functional and ready to handle the demands of at-home entertaining.”

Drinks service

Serving drinks goes hand-in-hand with food,

and alongside a growth of built-in coffee machines, wine conditioners are also benefitting from entertaining at home. Jessica Rhodes at Asko states: “Most consumers still view wine coolers as a luxury rather than a necessity, but here at Asko we’ve seen firsthand the growing interest in premium wine fridges, especially as consumers become more interested in maintaining optimal storage for their favourite wine and drinks. I believe as the trend for entertaining at home continues to grow, there is significant potential for wine coolers to become more mainstream and an indispensable appliance in kitchens.”

However, there are some signs that the wine conditioner revolution is already under way, from undercounter to freestanding, the wine cooler is benefiting from at-home entertaining. Product manager of Caple Luke Shipway states: “Wine coolers are a staple appliance within our range of products”, as he

The N90 FlexInduction hob recognises the movement of pans. View the details at www.rdr.link/KBC011

full details at www.rdr.link/KBC013

highlights an undercounter model as its bestseller, but also indicates the popularity of its In-Column Triple Zone. And the manufacturer is adding to its top-end wine cabinet line with its integrated WC6530 and WC6130 models with integrated side strip lights and no plinth grille. “As the market for wine coolers continues to grow, Caple is committed to offering a wide range of options to cater to all preferences,” says Luke Shipway. And Miele is set to launch two new Freestanding Wine Conditioning appliances, in November, which will feature a new technology ActiveHumidity to provide improved storage conditions. Again, for builtin models, wine conditions offer optional sales with Sommerlier or Wine Accessory Drawers. So, take a look at the broad variety of kitchen appliances that would suit daily home food prep, as well as the wider functionality of entertaining small groups at home. There’s certain to be an upsell for kitchen retailers.

5. CAPLE

The WC6130 In Column Wine Cooler has a 23-bottle capacity and side LED lighting. View the

4. HISENSE

2. ASKO

Pearl Grey features on the Elements range which includes five ovens, cooker hoods, coffee machines, warming and vacuum drawers, plus Wine Climate Cabinets. Read more at www.rdr.link/KBC010

3. NEFF

EXPERT VIEW

Vented hobs as lifestyle appliances

Project manager of KitchenEX Charlie Jepson looks at vented hobs, and what designers need to consider for at-home entertainment

QHow have sales of vented induction hobs developed over the past two years?

A: Venting hob sales have exponentially increased with this extraction solution becoming one of, if not the most, popular style of hood in the UK market. Consumers are now much more aware of these appliances and are actively requesting them in designs and purchasing themselves. Faber’s strategic venting hob growth initiative offers more options for customers looking to seamlessly blend functionality and aesthetics in their kitchen spaces.

QWhat can designers overlook when specifying a vented induction hob?

A: Designers need to consider whether the venting hob needs to be either ducted or recirculated. Recirculating is easier and requires less design planning and can maximise space underneath for drawer space but it isn’t as efficient for extraction rates. Ducting gives you the highest airflow but will need planning to go under the floor or under cabinets/walls to get to an external wall and duct out of the home. It depends on what the consumer prefers and what is possible.

QWhat is the difference between vented induction hob models to encourage customers to trade up in specification?

A: Our more premium venting hob models include various extra features and different design aspects. The main differences are usually, how they look aesthetically, the width of the hob, the number of zones they have, the ability to bridge the zones, the control type (touch or slider), extraction rate, ease of fitting, ability to recirculate or duct and of course price point.

QHow do you see the market for vented induction hobs developing over the next two years?

6. FABER

Galileo features eight models from 600mm to 830mm View the full spec at www.rdr.link/KBC014

A: The market is now very competitive with many brands now offering a wide selection of venting hobs. Due to their universal appeal and innovative design, which not only keeps your kitchen air clean and fresh but also eliminates the need for a separate extractor hood above the hob, we predict their popularity will continue to rise.

The models which will be the most popular with consumers will be the ones that are customisable, well priced and offer something unique.

JUST OUT

1. SYMPHONY

2. CLEARWATER

British furniture manufacturer Symphony has introduced Caramel and Willow to its Paint to Order kitchens. Suited to classic and contemporary kitchens, the colours are available on all nine Paint to Order ranges. Caramel follows the recent surge in demand for yellow kitchens, designed to bring warmth and light to a space, and is shown here on the Linear Avant kitchen with Black. View its kitchens at www.rdr.link/KBC015 \1 \3 \2

Sink and tap brand Clearwater has introduced the Amelio sensor tap with touchless operation. Using motion technology, users simply wave their hand to activate water flow, reducing contact and minimising the spread of germs. Battery operated, so no power supply is needed, Amelio boasts dual operation so can also be operated manually. Download the brochure at www.rdr.link/KBC016

3. CRL STONE

Adding to its Ceralsio ceramic surface range, CRL Stone has unveiled the dark, dramatic décor Laurent Black. Alike all Ceralsio surfaces, Laurent Black is reported to withstand high temperatures, and be resistant to stains and UV, so can be used indoors and outdoors. The Ceralsio range is available in more than 16 finishes and in thicknesses of 6mm, 12mm, and 20mm, for a range of design possibilities. Request a brochure at www.rdr.link/KBC017

4. CROWN IMPERIAL

British kitchen furniture manufacturer Crown Imperial has introduced a three-panel door across its painted kitchen furniture collections. The three-panel door will be available across all its tall units, including medium and high wall, in the Ashton, Midsomer, Rimano and Shenaya ranges. Shenaya showcases the three-panel style in a statement feature wall (pictured), to create a modern Shaker design. Read more at www.rdr.link/KBC018

5. GDHA

Glen Dimplex Home Applianceshas re-engineered its Belling and Stoves dual fuel Mini Range cookers, measuring 600mm, with an AirFry function. The Belling Farmhouse 60DF Mini Range Cooker features a five-setting, multifunction double oven with AirFry function and four-burner hob, including a large wok burner. The Stoves Richmond Deluxe Mini Range Cooker has a 13-setting multifunction oven, AirFry technology, Steam & Infuse accessory, TrueTemp digital thermostat and 4kW PowerWok. Check out the spec at www.rdr.link/KBC019

Stellar storage

How to step up the premium appeal of a bathroom scheme with luxurious storage

Even the most basic of bathrooms can be enhanced with furniture, regardless of size. It not only provides storage, essential in a room which is typically the smallest in the home, but creates a coveted living space. “Bathroom furniture is a great way to give the bathroom a luxury ‘level-up’ and allows homeowners to add stylish touches throughout the space”, reports marketing director of Frontline Bathrooms Hayley Bowman. And brand marketing manager of Laufen Emma Mottram takes it a step further when she adds: “Furniture is more than just a functional necessity; it’s the anchor that can define the entire design. A well-chosen vanity or a stylish storage unit sets the tone for the room, offering both practicality and a focal point around which the rest of the design revolves.”

Single or double

Vanities have become a staple sale for the bathroom specialist, maximising the otherwise redundant area of below the basin. Steven Jaques, UK & ROI sales director of Laguna Badwelten, states: As with every bathroom, ensuite or cloakroom design, the basin inherently tends to be the starting point for the layout, and so it’s the obvious place to plan and cite storage too. If space allows, a combination of drawer and door units is the ideal solution, as both lend themselves to better accommodating certain items, whilst a mirror cabinet above the basin is both practical and provides additional storage for make-up, fragrances, medicines and smaller toiletries.”

They are available in a choice of floorstanding through to wall-hung with optional legs, for a variety of looks. But where space allows, the biggest story for premium bathrooms – literally – is the double vanity unit. Hayley Bowman of Frontline Bathrooms comments: “Celebrity-style double vanities are becoming super popular as homeowners aim to create bespoke, luxurious interiors.”

Marketing manager of Scudo Bathrooms

Peter Harrison agrees: “The trend of adding a double vanity in bathrooms is becoming increasingly popular. Double vanities offer aesthetic and functional benefits, creating a

2. MYLIFE BATHROOMS

Available in five colours and a range of sizes, the Serra Furniture range comes with optional motion sensor light. Read the specifications at www.rdr.link/KBC021

focal point in the bathroom. They also ensure that shared bathrooms remain harmonious by providing a dedicated area for concurrent morning routines.”

Designers can even mix and match unts, as head of marketing at Woodstock Trading Charlotte Tilby says: “Where wall-hung vanities are being chosen, we are also seeing a lot of interest in matching with a run of fitted furniture.” And head of marketing at Utopia

3. UTOPIA

Qube wall mounted and freestanding bathroom furniture is available in Qube Glide and new Qube Edge with a top mounted handle. Read more details at www.rdr.link/KBC022

Helen Clark adds: “We feel we are very strong in offering a fusion of the two styles, with a vast collection of co-ordinating style, decors, and furniture solutions across both our Fitted and Modular Collections.”

Classical character

It’s not only the choice of the furniture units but the styles and decors which provide the impression of a premium environment.

1. LAGUNA BADWELTEN

The Kera Round furniture range is shown in Charlston Oak, with open shelving and optional LED illumination. View all the details at www.rdr.link/KBC020

Storage with a timeless character offers the grandeur of historic hotels and updated looks provide transitional styles from skinny Shakers to mid-century inspired storage. Charlotte Tilby of Woodstock Trading states: “The classic design style appeals to a wide audience, fitting seamlessly into both modern and traditional bathroom styles. We have also recently been seeing a rising demand for slim Shaker designs in bathrooms, which mirror the increasingly popular styles found in kitchens. With this in mind, we have recently launched the Calypso Dartmoor Collection that reimagines a traditional design with sleek slim frame edge. The decision to launch this range also stems from an increased desire for cohesive living spaces, that flow seamlessly from one room to another”

Texture and materials

This whole home interior movement has also seen fluted textures become a statement piece for style-led bathrooms. Sales & marketing director of MyLife Bathrooms Gavin McCrossan says this fashion-led style is reflected in his company’s portfolio: “Our most popular bathroom furniture at the minute is the Sierra Fluted Furniture range which effortlessly bridges the gap between tradition and contemporary, making it a versatile choice for those who crave a bathroom that stands the test of time.”

Handle options

And to top off the styling, accomplished designers will either look to match or contrast handles with brassware or choose selfcoloured handles to effortlessly blend into the furniture. UK product and market manager at Hangrohe Tina Robinson states: “Hansgrohe has three handle finish options, which can be either matched or contrasted to taps and showers in the bathroom as desired. Paying attention to these final additions allows customers to individualise their bathroom furniture, with the resulting bathroom looking and feeling high-end and luxurious.”

Whereas Emma Mottram of Laufen states: “One of the most noticeable trends in bathroom furniture is the move towards integrated colour-matched handles. This design approach streamlines the look of furniture, creating a clean aesthetic.”

Interior update

While the exterior aesthetic is the first indicator of superior styling, equally important are the interiors for first-class

4. WOODSTOCK

As part of its Calypso Fitted Furniture ranges, is the slim-framed Shaker Dartmoor shown in Soft Green. See all the unit options at www.rdr.link/KBC023

5. HANSGROHE

Boasting a cubic design, Hansgrohe offers the Xevolos E in a choice of vanity, tall and mid-height cabinets with PushOpen and SoftClose. View all the units at www.rdr.link/KBC024

experience. Think hidden drawers, high-end wooden componentry, internal lighting and charging points. Charlotte Tilby suggests: “Smart storage solutions like hidden drawers are gaining populariy for their efficiency in maximising space…Integrated lighting improves functionality and adds an upscale feel, particularly in low-light settings.” And Gavin McCrossan of MyLife Bathrooms adds: “There are many additional features that make bathroom furniture more premium, the use of LED strip lighting in drawers, internal drawer dividers, charging stations can all do that.” Stephen Jaques of Laguna Bedwelten agrees; ‘At Laguna Badwelten, our ambient, motion sensor LED lighting continues to rise in demand and remains a big selling point for the retailer, as it can add illumination to the underside of mirror cabinets and drawers,

6. HARRISON BATHROOMS

In the latest Edition 19 launches of the Scudo brand is the Alfie vanity unit in a fluted finish and choice of single or double unit. It is shown in Reed Green. View all the details at www.rdr.link/KBC025

and it’s especially effective when used to illuminate the basin’s front edge too.”

Premium display

The storage along with the way the furniture is dressed in the showroom, will ultimately help create an upmarket feel and higher profit sale. Charlotte Tilby concludes: “To maximise sales, retailers should create immersive, lifestyle-inspired displays that allow customers to visualise how the future would look in their own homes. Highlighting the versatility of vanities to match fitted designs and demonstrating how different pieces can be combined to suit various bathroom sizes and styles is crucial. By showcasing the flexibility and aesthetic appeal of the furniture in a real-life context, retailers can attract a broader audience and boost sales.”

JUST OUT

1. VICTORIA +ALBERT

Driven by environmental concerns, Victoria + Albert Baths has created Ledro, which the company states uses 30% less water than an average freestanding tub. Ledro has a capacity of 180 litres, while for comparison Victoria + Albert’s Barcelona 1500 has a capacity of 256 litres. The bath can be customised in over 200 RAL colours and customers can choose between either a gloss or matt finish. Read the specification at www.rdr.link/KBC026

2. GROHE

Reflecting the trend for concealed shower systems, Grohe has introduced the Rapido Shower Frame to help ease installation. All parts and components are prefabricated, mounted and tested, including the sealing of water pipes. With an installation depth of 77 mm, the Rapido Shower Frame has been designed to suit a variety of wall constructions and there are also wall brackets for on-the-wall installation. Read the technical specification and watch the video at www.rdr.link/KBC027

3. BURLINGTON BATHROOMS

Part of the Crosswater Group, Burlington Bathrooms has introduced Riviera and Freestanding Furniture Collection in Matt Black. Inspired by the designs of the Mediterranean coast in the 1920s, Riviera floorstanding furniture features an integrated towel shelf. Available in a range of configurations, the Freestanding Furniture col lection includes straight and curved cabinetry. View all the vanity units at www.rdr.link/KBC028

4. DURAVIT

Bathroom brand Duravithas created HygieneGlaze Plus ceramic, to optimise bathroom hygiene, which features on its Aurena by Antonio Citterio series. The HygieneGlaze Plus features across washbasins, WCs and bidets in White, White Satin Matt and Black. According to the manufacturer the low-adhesion surface texture means dirt and limescale are easier to rinse off, plus it boasts an integrated antibacterial affect. Watch the video at www.rdr.link/KBC029

Step into the light

We look at the latest lighting technology, and best way to demonstrate to consumers, in order to create functional and profitable kitchens and bathrooms

With the kitchen and bathroom now an extension of living space, lighting is now playing a fundamental role in these rooms. Of course it needs to provide illumination for safety to ensure the spaces are well-lit, and in case of bathroom designers be correctly specified for the appropriate electrical zone, but it needs to have flexibility to change with the needs of the user and time of day. Category manager for lighting, mirrors and cabinets at Roper Rhodes Joe Elliot states: “Now more than ever, consumers want spaces that are equal parts functional, stylish and relaxing. A welldesigned lighting scheme goes a long way to achieving this.”

Higher ticket sales

Crucially, this development in lighting also increases perceived value of the project, offering higher ticket sales for retailers. Marketing manager for 4lite Rachel Morris explains: “Adding lighting to bathroom and kitchen offerings can significantly boost profitability. Lighting is a natural upsell for those projects, increasing the average transaction value.” And marketing manager of TLW Global Eleanor Johnson agrees: “Integrating lighting into kitchen and bathroom designs offers significant profit potential for retailers. Lighting has a high perceived value and can elevate the overall design, enabling retailers to offer higherpriced and more premium schemes.”

Latest technology

So what lighting will allow KBB retailers to transform a room? Flexible, dotless LED tapes, tunable colour lighting and even smart controls allow KBB designers to be creative with lighting. Hafele recently introduced Flex Lighting for plinths, worktops and splashbacks, which can be pushed into a profile and bent to go around corners, and supplies Zuma which combines lighting with sound for spa-like appeal. Rachel Morris of 4lite comments: “Technology has revolutionised lighting with features like

1. ROPER RHODES

Bathroom-safe lighting spanning classic wall fittings to pendants, downlights and strip lighting. Discover the collection at www.rdr.link/KBC030

2. SYCAMORE LIGHTING

The Marseille Tunable LED Frameless Mirror is backlit with diffused illumination, which can be adjusted between Warm White, Natural White and Cool White. Read all the details at www.rdr.link/KBC031

smart controls, tunable white light and colour-changing options. These advancements offer greater control over ambiance, energy efficiency, and personalisation. Sensor-based lighting and integration with smart home systems provides added convenience and efficiency.”

And Joe Elliot of Roper Rhodes agrees, offering the example: “Our WiZ connected lighting is a prime example, allowing users to tailor their lighting to suit different times of the day and tasks, or aligning with natural circadian rhythms. This not only improves the user experience but also enhances the functionality of the space.”

Using app control, retailers can demonstrate smart lighting in the showroom by allowing consumers to set and adjust the preferences, creating an interactive experience and buy-in.

Supplier support

For retailers who may not be over familiar with lighting and may be reticent about the complexity, suppliers offer a range of support. Choose from consultations, online training sessions, lighting design service, product configurators and 3D simulations. Marketing manager of Sycamore Lighting Angela James states: “We offer our three-step design service, which is very popular with our client base. Simply answer a few questions, our team will then design the perfect lighting plan, and send a quotation and full list of products ready to order. Our technical team can assist with any size of project, offering advice on the design, installation and aftercare lighting, and this advice is free to our trading customers.” So why not take a step into the light and see how a scheme can boost the ticket value of kitchen and bathroom sales.

EXPERT VIEW

How digitalisation impacts light design

Marketing manager of TLW Global Eleanor Johnson on how digitalisation, such as configurators through apps, are helping retailers specify lighting

In the evolving world of bathroom design, retailers are increasingly relying on technology to meet the demand for personalised and efficient solutions.

One of the most significant advancements is the development of product configurators. Whether it’s selecting the right lighting for a luxurious spa-like retreat or ensuring fixtures fit perfectly in a compact bathroom, configurators provide the flexibility and precision that today’s customers demand.

Enhancing sales with apps

Mobile apps enable retailers to manage orders, track inventory, and stay updated on the latest trends—all from a smartphone or tablet. Real-time updates and secure payment options simplify the purchasing process, allowing retailers to offer a seamless and efficient service

Apps also support a more dynamic and responsive sales approach. Retailers can engage with customers in real time, offering instant insights and recommendations based on current trends or specific needs. This level of interaction enhances the customer experience and builds trust, as clients feel more supported throughout their purchasing journey.

Future of bathroom retail

As the bathroom industry evolves, the adoption of digital tools like configurators and mobile apps is essential for retailers to stay competitive. These technologies not only allow for customised solutions but also improve operational efficiency, helping retailers meet the demands of an

3. TRW GLOBAL

Dotless LED tape. View all the details at www.rdr.link/KBC032

increasingly sophisticated market.

In a landscape where consumer expectations are higher than ever, advanced tools are not just an added advantage— they’re a necessity. By embracing digital innovations, bathroom retailers can ensure they remain at the forefront of the industry, delivering exceptional service and tailored solutions for every customer.

Discover the TLW Global configurator at www.rdr.link/KBC033

COMPANY MAT TERS

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

SALES

Structured vs consultative sales

Founder of gotojo.com

Johanne Stimson takes a look at sales processes, weighting up the benefits and disadvantages

A structured sales process is basically a step-bystep game plan for selling. It lays out clear actions for salespeople to take, helping them move potential customers smoothly from the first contact to closing the deal. It makes the sales effort consistent and effective.

There are many frameworks that you could use, Here are three to consider:

● DIPIDA which stands for Discover, Identify, Prove, Inform, Design, and Achieve.

● AIDA which stands for Attention, Interest, Desire, and Action.

● SPIN which looks at Situation, Problem, Implication, Need-Payoff.

Let’s take a look at the pros and cons of a very structured sales process for KBB retailers:

Advantages

1.Consistency: A structured sales process means every salesperson follows the same steps, so results are more predictable.

2.Training and development: It gives a clear guide for training new team members, making it easier for them to learn.

3.Client confidence: Using a structured process shows clients you’re professional and organised, which builds trust.

4. Efficiency: It cuts out the guesswork, helping sales teams focus on what matters and to close deals more quickly.

Disadvantages

1.Potential for inflexibility of mind and actions: Sticking too closely to a set process can make it hard for salespeople to adapt to unique situations or think on their feet.

2.Overemphasis on processes: If you’re too focused on following steps, you might miss the chance to use your own creativity and judgment.

3.No personality or treating people like people: A strict process can make interactions feel robotic, losing the personal touch that helps build real connections with clients.

Consultative sales

Whereas a consultative sales approach prioritises understanding your client’s needs and provides their chosen solution. It might

seem at odds with a rigid sales structured process, but they actually can complement each other.

A structured process provides a reliable framework, ensuring no essential steps are overlooked, while the consultative approach injects flexibility and personalisation. By using a blend of these methodologies, plus incorporating personalised interactions with a structured process as a guide, this hybrid approach ensures a balance between efficiency and people-centred service. If you take the time to find out all about your client, what problems they face and what transformation they desire, you can add your business’s personality and experience to provide your client with a personal people- centric approach. It will demonstrate they’ve been seen and heard and will ring the tills for sure!

Find out more about the services gotojo offers at www.rdr.link/KBC034

Image by aymane jdidi from Pixabay

RECRUITMENT

Surround yourself with talented people

Founder of specialist recruitment agency

In the world of retail, in particular kitchens and bathrooms, good recruitment is on everyone’s agenda and sometimes seen as a ‘Dark Art’. A mistake I see all the time is many business owners look for a “mini-me”, that special someone who mirrors their own skills and style. It seems smart, but maybe it’s time to rethink that strategy. Remember the 100% perfect candidate rarely exists.

So instead of cloning yourself, consider surrounding yourself with talented and diverse individuals who bring fresh ideas and potential. Previous experience isn’t everything, sometimes what someone can achieve in the future is the real game-changer. Here’s why mixing up the hiring process could be the best move for you and your KBB retail business.

1. Expand your design horizons

A mini-me might seem like the perfect fit, copying and pasting your design thoughts and processes to increase your capacity… BUT what if you hired someone with a completely different perspective? Their fresh ideas may appeal to a broader range of clients, opening doors previously closed and increasing sales via new avenues. Their unique viewpoint could bring new energy and innovation and in turn greater growth.

2. Widen skills and expertise

Designing beautiful spaces is just one part of

the equation. Your customers’ journeys may be better enhanced with a more holistic approach. Hiring someone who shares your passions and interests may seem like a great fit, but will they improve what you do as a business? Perhaps it’s wiser to bring in someone different… a social media guru or a top-drawer sales professional whose skillset is different to your own. It will help you transform how you trade and interact with your customers.

3. Creativity and collaboration

Trust me, a team of people just like you may get boring. Instead, think about a team with diverse backgrounds and skills coming together. Diverse backgrounds and personalities can solve problems in new ways. Focus on their potential to contribute and

help grow your business in the medium to long term, it will make a huge difference.

Hiring someone just like you or doing what you have always done may seem safe and comforting, but surrounding yourself with talented and enthusiastic people can bring fresh ideas to every aspect of your trading. Promise yourself not to get stuck in the past—look for what someone can achieve in the future. By building a team with a mix of complementary skills, you’ll enhance every aspect of your business and really improve the customer experience. So next time you’re hiring, don’t clone yourself, disrupt the process and find someone who brings something new to the table. Your business and your customers will love the results!

Discover Foyne Jones offers at www.rdr.link/KBC035

Foyne Jones, Peter Jones says don’t automatically look to employ a “mini-me”

Image by Khanh Trinh from Pixabay

WEBSITE STORIES

What has been driving KBN’s website traffic?

Here are the top three stories with the biggest hits in August on www.kandbnews.co.uk

WORKTOP FABRICATORS FEDERATION

The International Surface Fabricators Association (ISFA) and the Worktop Fabricators Federation (WFF) have entered a strategic partnership to broaden resources, enhance education and advocacy for surface fabricators across the globe. According to the associations, by combining the strengths of both organisations, the partnership will create unparalled support for surface fabricators in today’s market. Discover the story at www.rdr.link/KBC036

HARRISON BATHROOMS

Harrison Bathrooms has strengthened its Scudo sales team, with two additions in the South of England. Michael Fraser joins as specification sales manager from Just Trays, Ed Thorn has been appointed as regional sales manager having held sales positions at Aqualla and Frontline. Read at www.rdr.link/KBC037

VICTORIAN PLUMBING

Online bathroom retailer Victorian Plumbing is proposing the closure of its Victoria Plum business, which it bought for £22.5million in May 2024. A statement from Victorian Plumbing read: “Following the acquisition of AHK Designs Ltd, we are proposing a closure plan for VictoriaPlum.com. As a result –we have entered into a consultation period with a number of VictoriaPlum.com colleagues…This proposal does not impact Victorian Plumbing Ltd.” Read the entire story at www.rdr.link/KBC038

ADVERTISEMENT INDEX

Here is a useful summary of all the adverts that appear in this issue of Kitchens & Bathrooms News. Each is listed with its page number and a direct URL that will get you straight to the relevant online information.

Blanco Ltd............................................................................(page 4)

www.rdr.link/KBC100

Caple Ltd............................................................................(page 20)

www.rdr.link/KBC101

Franke UK Ltd......................................................................(page 9)

www.rdr.link/KBC102

Getley UK..........................................................................(page 25)

www.rdr.link/KBC103

Hettich UK............................................................................(page 7)

www.rdr.link/KBC104

HiB Ltd................................................................................(page 31)

www.rdr.link/KBC105

InSinkErator........................................................................(page 11)

www.rdr.link/KBC106

KBSA..................................................................(Inside back cover)

www.rdr.link/KBC107

KitcheEx..............................................................................(page 23) www.rdr.link/KBC108

Thesize Surfaces..............................................(inside front cover) www.rdr.link/KBC109

Vitra UK Ltd........................................................................(page 28) www.rdr.link/KBC110

Waterline Ltd..................................................(outside back cover)

www.rdr.link/KBC111

Woodstock Trading............................................................(page 12) www.rdr.link/KBC112