Kitchens and Bathrooms News September 2024

KITCHENS & BATHROOMS NEWS

KUTCHENHAUS

CAPLE

MD Danny Lay reports the kitchen industry is still rebounding but has identified green shoots of kitchen retailing in UK

13 Talking shop

Business consultant at Kbbsupport com Toby Griffin says the design of kitchen furniture could help circumnavigate an instal ler shortage – and here’s how

SHOWROOMS & SUPPLIERS

14 Retailer focus

With Kutchenhaus celebrating its 20th anniversary this year, head of marketing Paul Lee speaks with KBN about the journey the business has been on

16 Interview

National chair of the Kbsa Richard Hibbert expects its conference wil l equip retailers with tools and techniques to combat the chal lenging market

18 Supplier profile

Managing director of Caple D anny Lay tal ks about the industry bounce back, returning to KBB, and how being a British brand is beneficial for UK retailers

KITCHEN TRENDS

20 Kitchen furniture

How using subtle hues and layering colour, texture and materials, designers can create serene kitchens inspired by organic aesthetics

22 Just out

Latest kitchen products

BATHROOM TRENDS

24 Showering

We take a look at how the personalisation trend drives shower sales and its impact on client conversations in retail showrooms

28 Bathroom suites

Toilets with life enhancing properties? Think improved hygiene with washing functions, high powered flushes, for ease of cleaning, and low noise for unobtrusive operation

30 Just out

Latest bathroom products

RETAIL BUSINESS

32 Company matters

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

There is a strong link between sports and business and celebrating the Olympians of 2024, offers the opportunity to highlight the commonalities There is triumph and adversity with determination to succeed either way Both sports and business require commitment, resilience and a great deal of heart to not only reach, but consistently achieve, the highest levels of success

KBB retailers have demonstrated Olympian efforts in business, over the past couple of years, having faced unprecedented sales spikes, slumps and continuing uncertainty Faced with the day-to - day grind, it can be difficult to have clarity over business accomplishments, let alone to continue to reach for the gold standard. However, just like athletes, the time and effort retailers have put into their businesses now will reap rewards, when the market starts to improve

And we are starting to see signs of an improved economic climate, fol lowing the General Election Inflation is now at

Going for gold

the Bank of England’s target of 2% and there has been a drop in interest rates from 5 25% to 5%, making borrowing more affordable for clients using finance to buy a kitchen or bathroom

This upturn is reflected in the P wC Consumer Sentiment Survey – Summer 2024 – which states retailers could see a positive end to the year. It reports a consumer spending revival may be on its way, with the highest consumer sentiment in three years According to the survey, the uptick has come at the same time as an increase in the number of

consumers reporting more money left over for luxuries or savings, up from 31% in June 2023 to 3 4% this year Even more importantly, P wC highlights the four Hs of Holiday, Health, Home and Hobbies as the most prioritised discretionary spending categories So far, so good, then

As retailers approach the “golden quarter”, PwC states household finances are in the best shape they have been in two years. But despite stronger finances, it warns consumers are still being careful with spending and particularly on big ticket and home purchases But now is the time to be optimistic, even if must be cautiously!

Editor

Philippa Turrell

e: pturrell@hamerville co uk

Designer

Donna Booth

Group Production Manager

Claire Swendell

e: claire@hamerville co uk

Group Advertisement Manager

Craig Jowsey

e: craig@hamerville co uk

Advertisement Manager

Marcus Hooper

e: mhooper@hamerville co uk

Digital Manager

Jasmine Smith

e: jsmith@hamerville co uk

Digital Assistant

Myfanwy Gathard

e: mgathard@hamerville co uk

Printer

Stephens & George Ltd

Kitchens & Bathrooms News, Hamerville Media Group Ltd, Regal House, Regal Way, Watford, Herts WD24 4YF

Editorial & Sales Enquiries Phone: 01923 237799

ABC total average net circulation 13,505 (for 11 issues distributed between January to December 2022)

MAKING HEADLINES

Wood-based material manufacturer

Egger has posted €4 13billion turnover and EBITDA of €493 6 million, against the backdrop of a “turbulent” economic environment

In its 2023/2024 financial results, overal l turnover was down 7 1% compared to the previous year, while EBITDA declined 18 1 % compared to the previous year

Chief financial officer of Egger Thomas Leissing commented: “We are not entirely satisfied with the results

“At the same time, we are proud that we have been holding our own in this very difficult environment

“We are clearly focused on the future and are delighted to have been able to initiate far-reaching strategic developments

“Thanks to our very solid financial basis and long-term strategy, even considering the fragile market situation, we are taking steps towards growth, and are growing despite the market ”

Egger produced 10.4 mil lion m³ of wood-based materials and timber, against 9 6 mil lion m3 last year, with the economic slowdown impacting product areas to differing degrees

It saw the turnover of its Building Products, which includes products for wood construction and flooring, fal l by 22 0% to €704 9 mil lion

Whereas D ecorative Products, which includes products for furniture and interior design, generated €3,629 0 mil lion in the 2023/2024 financial year, down just 3 8% compared to the previous year

According to the company, the introduction of its Egger D ecorative Col lection

24+ provided positive momentum and new sales orders

Egger made business investments totalling €568.6 million against €540 6 million last year, on company acquisitions, and focused on the circular economy, renewable energy and

upgrading capabilities

The company acquired its 22nd plant in Markt Bibart (DE) and bought a minority stake in Panel Plus, a Thai wood-based material panel manufacturer, to strengthen its position in Asia

The company cited its overal l economic outlook remains extremely cautious

“Nevertheless, we are also very wel l positioned for this period of downturn

“We have a solid financial basis, a long-term, sustainable strategy, successful partnerships with our customers and suppliers and, above all, the best employees.

“O ur global team also knows how to turn a crisis into an opportunity”, agreed al l members of the Egger Group management

Wickes plans to axe 200 kitchen and bathroom advisors

DIY retailer Wickes has put 500 staff into consultation, with plans to axe 200 kitchen and bathroom advisor roles

However, the company is planning to increase the number of kitchen and bathroom design consultants and staff wil l be offered other roles in the

company, which accounts for the difference between staff in consultation and redundancies

It wil l not impact the number of stores offering kitchen and bathroom design and instal lation services

Wickes reported subdued sales of bigger ticket items, with a decline of 18 2

Instal lation sales

@KANDBNEWS @KANDBNEWS

Howdens “gained market share” in half year results

Trade kitchen supplier

Howdens reported it had “gained market share” in its half year results, despite a chal lenging marketplace

It achieved a revenue of £966. 3mil lion, which was 4. 3% ahead of last year, with profit before tax amounting to £112 3m in line with last year

This fol lowed £16mil lion investment in strategic initiatives in the first half of the year, with cost increases, due to higher inflation, offset by productivity and efficienc y improvements

Commenting on the results chief executive Andrew Livingston said: “Howdens performance in the first half was encouraging and we gained market share in a chal lenging marketplace

“We continued to invest in our strategic initiatives which is strengthening our differentiated business model and delivering positive results

“We are focused on the significant growth opportunities in our core UK kitchen and joinery markets

“To access these, we are progressing our new depot and reformat programme and making range and product innovations

“We are also manufacturing more of what we sel l and, alongside the provision of unequal led stock availability, we are adding further digital capabilities to support our trade

customers and depot teams

“We continue to see opportunities to develop our business model international ly and we’re making good progress in establishing Howdens’ presence, laying the foundations for future success ”

Howdens plans to open 30 UK depots and five international depots this year and to date has opened 10 in the UK and one in the Republic of Ireland

In addition, it has completed 26 depot revamps and relocations and expects to complete around 85 by the end of the year

Having introduced 11 kitchen ranges for 2024, it is now refreshing its joinery, paint to order and solid worksurface offerings and adding bedroom ranges to its offer

Howdens has also upgraded its click and col lect service, enabling customers to see live depot stock and invested in infrastructure to optimise its stock availability

Furthermore, it has invested in manufacturing and its factory at Howden wil l produce around 2mil lion pieces, up from 600,000 in 2023

D espite the chal lenging market Howdens’ is confident it is on track with its 2024 outlook

IN BRIEF

Managing director of luxury kitchen brand Poggenpohl, Sharon Wal lis has been awarded the ‘Most Influential’ MD, within the KBB market

The honour forms part of the Influential Businesswoman Awards programme, by Acquisition International Magazine These awards were created to celebrate the achievements of women in a variety of industries. View the story at www.rdr.link/KBB001

The British Institute of Kitchen, B edroom & Bathroom Instal lation (BiKBBI) has entered into a strategic partnership with the Worktop Fabricators Federation ( WFF)

The WFF is a non-profit organisation which represents fabricators of large format slabs for surfaces, made from natural stone and man-made materials BiKBBI wil l work with the WFF to provide education, improve standards and provide guidance to KBB instal lers Read more at www.rdr.link/KBB002

KBB distributor

Waterline has brought back its Blue B ook as a printed version, after several years as an online version only Waterline’s Blue B ook is available in print for its Summer 2024 edition See the story at www.rdr.link/KBB003

BiKBBI implores Skills England to make “bold reforms” to tackle skills gap

D amian Walters commented:

“BiKBBI has been working with its partners and the D epartment for Education to tackle the skil ls gap in the KBB instal lation sector for more than a decade now, so a renewed focus on skil ls from the Government is welcomed

“Whilst it is early days and we are yet to ful ly understand the inner workings of the initiative

and what impact it wil l have on our sector remains to be seen “One thing is for sure – in order to drive positive change for the installation sector and the wider KBB industry, Skills England will need to look beyond uniting businesses, training providers and unions, and make bold reforms to the existing flawed system in order to affect change.”

Earlier in the year at the BiKBBI Conference, Walters stated the lack of apprenticeship uptake by the KBB industry was a “travesty” and said the Government needed to do more to support SMEs

He re-iterated this view, when talking about the launch of Skills England : “One key area of the existing framework that requires reform is the lack of incentivisation for employers to embrace apprenticeships, and in particular small business employers, which constitute 99 2% of the UK’s total business population ”

Blum unveils new management board

Global furniture fit tings brand Blum has unveiled its new management team

Managing director Mark Richardson has retired and sales and marketing director D avid Sanders has taken on an international role within the Blum Group

As a result, Blum has created a leadership team, with former technical manager Mat thew Glanfield promoted to managing director

Glanfield has a background in people management, customer service, communication, risk management and leadership

As managing director of Blum UK, he wil l oversee the management team, operations,

and strategic direction

Former Blum sales representative B en Cul lum has been with the company for 12 years and been promoted to the position of sales director

National territory manager B en Muirhead has been named head of business development, Mat thew Walmsley is now head

of sales control ling and international exchange Sales and administration manager Priti Briscoe is now head of operational processes and projects

Completing the leadership team is Ina Kacenaite, who has been appointed head of HR and development

IN BRIEF

Bathroom brand VitrA has welcomed Cadco as its first VitrA Vitality Partner in Northern Ireland Cadco is an independent, family-run business which was established in 2010 and opened a bathroom showroom in Lisnaskea, County Fermanagh in 2022 Cadco wil l benefit from the partner package including guaranteed availability, fast delivery, and a dedicated customer phone line Read more at www.rdr.link/KBB004

Heritage Bathrooms has launched a capsule col lection across 70 B&Q stores, as wel l as online at diy com According to Heritage Bathrooms, it wil l increase the availability and accessibility of its products to a wider proportion of homeowners. The B&Q col lection wil l feature a selection of taps, showers, baths, toilets, vanity units and accessories D iscover the story at www.rdr.link/KBB005

Supplier TKC has rebranded its Jigsaw complete kitchen range and retailer support materials, including a redesigned kitchen brochure, price list and P OS. The 200page brochure features a new logo and uses categorised sections and icons to aid decision making, while providing design inspiration Read more at www.rdr.link/KBB006

P l a n t m a ke s t u m b l e d r y e r s f o r U K a n d I re l a n d m a r ke t s

Proposed Hotpoint factory closure could see 150 job losses

e n s u re n ew t u m b l e d r ye r s wi l l

n e e d to b e p ro d u c e d wi t h h e at

p u m p te c h n o l o g y, a n d t h i s

l e g i s l at i o n i s a l s o l i ke ly to b e

a d o p te d by t h e U K

B e ko

E u ro p e ’ s p ro p o s a l ,

Ho tp o i n t s i te c o u l d re s u l t i n

a p p rox i m ate ly 15 0 p o s i t i o n s

b e c o m i n g re d u n d a n t. Yate c u r re n t ly p ro d u c e s

t u m b l e d r ye r s fo r t h e U K a n d

Ire l a n d m a rket s a n d i n re c e n t

ye a r s , t h e s e p ro d u ct s h ave

b e c o m e l e s s p o p u l a r wi t h

c o n s u m e r s i n favo u r o f e n e rg y

e ffi c i e n t h e at p u m p te c h n o l o g i e s

E U l e g i s l at i o n wi l l s o o n

s u b j e ct to c o n s u l t at i o n , i s t h at i t i s n o t te c h n i c a l ly o r e c o n o m i c a l ly

fe a s i b l e to re m o d e l t h e Yate s i te

to c o n t i n u e o p e rat i o n s.

It i s fo r t h e s e re a s o n s t h at

B e ko E u ro p e h a s a n n o u n c e d i t s

s u b s i d i a r y wi l l e n te r i n to a

c o n s u l t at i o n to ex p l o re

p o te n t i a l ly

c l o s i n g t h e fa c i l i t y

Re g i o n a l m a n a g i n g d i re cto r

( U K a n d Ire l a n d ) at B e ko E u ro p e

Te re s a Ar b u c k l e s a i d : “ We kn ow

t h i s n ews wi l l b e d i ffi c u l t to h e a r

fo r o u r e m p l oye e s , o n - s i te

c o n tra cto r s , a n d t h e wh o l e

c o m m u n i t y

“The Yate site has a superb workforce, with real commitment and strong leadership, and we are grateful for their continued efforts during this challenging time ”

Brands navigates “tightrope” market with “ new thinking”

Group marketing director of Bathroom Brands Juan Pil lay stated the market had toughened and been “a bit of a tightrope” at the company’s Summer Celebration 2024

In response to the market, Bathroom Brands has held and cut prices, as part of a “back to basics” campaign focused on product, price, place and promotion

“We see potential for a long, tougher economic c ycle until 2026 when we might see some green shoots”, said Juan Pil lay but was hopeful the new Government could bring “accelerated change”

“It really has been a bit of a tightrope It’s still a road moving forward but it’s been a bit of a tightrope, as I mix my metaphors

“We are really clear that any business that has been won has been a little bit harder to win than last year or the year before that

“Navigating our way through that has required new thinking ”

With a vision to be “international ly recognised as a design-led bathroom interiors company”, Pil lay explained product continues to be the lifeblood of the business

In a bid to support its retailers, the business has also restructured pricing of its

portfolio, holding prices across al l its brands in January and lowering prices of key brassware ranges, to remain competitive in the sector

“By the end of 2024, we would have held prices or decreased strategic prices for 24 months”, stated Pillay and said it was a “supportive” retail story “because we want to make sure the relative value is right for us and our customers at the right time ”

POSITION FILLED

1 RANGEMASTER

British sink and tap brand

Rangemaster has appointed Fran Tollerson as regional sales manager for the North West and promoted Tom O’Sullivan to national sales manager – Sinks Tollerson joins Rangemaster with over 35 years’ experience O’Sullivan joined Rangemaster over four years ago as regional sales manager

2 CORAM UK

Bathroom manufacturer Coram UK has appointed Gary Major as national sales manager retail & merchant Major has a wealth of understanding of the merchant and retail market, having worked for Travis Perkins, manufacturers such as Roman, Heritage Bathrooms and Ideal Standard International, and having opened his own retail showroom In his new role, Major will support the UK sales team

3. KESSELER

British kitchen manufacturer Kesseler has appointed Nick Dolling as franchise sales & operations manager, as part of its strategic expansion plans D ol ling has a career spanning over a decade designing high- end kitchens In his new role at Kesseler, D ol ling wil l focus on expanding the company’s franchise network across the UK and enhancing the performance of existing outlets with best practice and process.

4. LOCHANNA KITCHENS

British furniture brand LochAnna Kitchens has appointed Clive Blizard as regional sales manager for the South and Southeast region With a background in field sales and business development, he will lead sales activities aimed at driving growth Blizard has a wealth of expertise from over 24 years of experience in the KBB industry.

Solving the fitter shortage

Business consultant at Kbbsuppor t com Toby Griffin says the design of kitchen furniture could help circumnavigate an installer shor tage – and here’s how

Here’s a controversial opinion: perhaps we don’t have a looming crisis in the shortage of kitchen fitters! Before you start getting hot under the collar, bear with me for a bit In June, I gave a talk to a good-sized audience at The Kitchens of the Future presentation stand at The Installer Show entitled ‘Off-The-Shelf versus Custom-Made Kitchens’ In it, I discussed how all the big-boys in the kitchen retail industry sell standard cabinetry, despite there being over 1,000 independent factories in the UK capable of making custom-sized furniture So what (you may ask)?

Well, talking as I do on a regular basis to kitchen fitters, most love custom-sized cabinetry, because it makes the installation much quicker In fact, I’ve been given numbers of around a 40% time saving on site, as there is a fraction of the cutting, screwing, re-sizing, frontal fitting, mechanism/drawer fitting, etc

There’s even a reduced requirement for panelling in many designs, as the carcases can be built to co-ordinate with the colour of the doors

So let’s ‘do the maths’ here If a kitchen normally takes a week to fit - but with custom-

made products can be fitted in 40% less timeover a two-week period, instead of installing two, a fitter can complete three, and have a day off ! Therefore the same labour force of installers could install 50% more kitchens

Adva n t a ge s o f c u sto m

But, you may say, custom kitchens are like bespoke kitchens, and are way out of the budget of most clients It seems this is not true A custom kitchen (by which I don’t mean a bespoke kitchen with unique colours, and special pieces) is generally competitively priced against the national brands, which surprises most installers and end-clients.

So why aren’t all kitchens made in this way then? Well, custom-made furniture is not ‘a bed of roses’, and requires much more thought and preparation than off-the-shelf With products being made specifically for each client/project, accurate measurements are required, plans need to be checked with issues highlighted and resolved by smart orderprocessors Lead-times - generally of two weeks for a UK manufacturer - are required from order to delivery

What about remedials then? Being able to grab a length of plinth at the last minute to get a job finished is definitely handy, but most smaller factories can quickly fly through a panel, plinth, carcase in 24 hours, so there’s not a big wait, and it’d be made exactly to size, so quicker and easier to fit All of the above cuts down on waste product too (of course better for the wallet, the environment, and disposal) It brings more skilled employment to the local factories; in addition it makes for a happier endclient as they don’t have a fitter camped out in their home for ages, and the finish is improved as a factory cut’n’edge is generally better than one done on site.

S h i ft wo r k l o a d s

In conclusion then, I believe the crisis of kitchen installers could - in part at least - be avoided by reducing the work done by the fitter on site, and shifting it to the offices and factory of the kitchen supplier I understand this will upset the model of many of the country’s biggest manufacturers, but it can - and perhaps must - be done to keep this industry from withering due to a skilled kitchen installer shortage

Redef ining kitchen retail over two decades

W ith Kutchenhaus celebrating its 20th anniversar y this year, Head of marketing Paul Lee talks to KBN about the journey the business has been on

Founded in 2004, Kutchenhaus was born out of a col laboration between UK kitchen professionals and parent company Nobilia, which saw the opening of its very first showroom in Urmston, Manchester Head of marketing Paul Lee comments: “The UK kitchen industry has transformed significantly since the early 2000s when the brand first started sel ling German- engineered kitchens from its Urmston showroom Styles have certainly changed since those early days, which served as the very first introduction to Kutchenhaus for customers

“Many wil l know us also from the Trafford Centre showroom we occupied from 2013 –2018 B oth the Urmston and Trafford Centre locations showcased our German kitchen design to the public, and the business owned these showrooms ”

Moving to a franchise model

Indeed, the biggest change in the Kutchenhaus business came when it moved to a franchise model in 2015 Kutchenhaus has since offered talented designers, investors, and those who would like to run their own business, the chance to be part of its network, whilst keeping its flagship York showroom as a Kutchenhausowned space

“Growth has always been on the agenda,” Paul Lee explains “We’ve truly made it our mission to work with a talented col lective of people who live and breathe the industry By having a franchise partner network that is dedicated, we empower showroom owners to make the decisions which are right for them, and then support them every step of the way with expertise and guidance ”

This started with the very first franchise showroom in Brentwood in 2015 and now the brand has over 75 showrooms across the UK, with a number of franchise partners owning more than one space Kitchen retail experts

Andy Barwel l and Paul Turner have a significant portfolio, owning four locations after opening their Whiteley showroom in the second half of 2023

Andy Barwel l comments: “Thanks to our col lective knowledge and experience, we’re able to offer a first- class service for our customers across four locations, which are Whiteley, Chichester, Petersfield and Romsey We’ve assembled a fantastic team of professionals who treat it like it’s their own business and this has been the secret to success B eing part of the Kutchenhaus network means we’re part of a family of experts, supported by Nobilia, and therefore the product we can offer is first- class ”

1 HEAD OF MARKETING

Paul Lee explains how the UK kitchen industry has transformed since the early 2000s, with the business first selling through owned showrooms before becoming a franchise model

2. TRAFFORD CENTRE SHOWROOM

In the early 2000s, the Kutchenhaus brand first started selling German-engineered kitchens from owned showrooms in Urmeston and the Trafford Centre

3 FIRST FRANCHISE SHOWROOM

Kutchenhaus opened its first franchise showroom in Brentwood, Essex, in 2015 and now the brand has over 75 showrooms across the UK

At

the heart of everything is the people who make it happen, both in our showrooms and Support Centre office – our brand really is our people. As we look to the future, we remain committed to growing our network of talented franchise partners, whilst supporting those who are already part of our family.

The Kutchenhaus journey over the past 20 years has also led it overseas. In 2019 it opened a showroom in Australia, and, following this, it added a US location in 2022 and a showroom in Portugal in 2023 Paul Lee adds: “We’ve adapted to a changing market, progressing to produce forward-thinking solutions which range from the latest kitchen styles to bathrooms and home furniture for modern living This creates a great opportunity for franchise partners, no matter the location, to offer an all- encompassing solution and really create a dream space for their customers ”

An n ive r s a r y a ct ivi t y

To mark this year’s anniversary, Kutchenhaus recently brought its franchise partners together for a conference in the Algarve, Portugal It welcomed franchise partners, alongside parent brand Nobilia and representatives from the central team, to celebrate and say “thank you” for their col lective work The event saw the Kutchenhaus team speak about the brand’s 20 -year journey and achievements, while

outlining plans for the future and how it wil l continue to support its franchise network on the growth of their businesses.

Additional ly, as part of this year’s 20th anniversary activity, the business has planned a mindfulness and wel l being initiative, designed for Support Centre col leagues who have al l contributed to Kutchenhaus’ growth

L o o ki n g to t h e fu t u re Paul Lee concludes: “At the heart of everything is the people who make it happen, both in our showrooms and Support Centre office – our brand real ly is our people. As we look to the future, we remain commit ted to growing our network of talented franchise partners, whilst supporting those who are already part of our family O ur brand wil l continue to create kitchens that are skilful ly engineered and beautiful ly designed, and we have the strength of Europe’s largest kitchen manufacturer, Nobilia, which drives innovation It’s been fantastic this year to look back on 20 years of the business and we’re excited for the future ”

4 LATEST FRANCHISE SHOWROOM

Reading in Berkshire is the location of the company’s 75th kitchen showroom

Key Kutchenhaus milestones

2004 – Kutchenhaus is founded

2007 – Despite recession, the business continues to grow

2019 – The brand opens its first overseas showroom in Australia

2022 – The 50th UK showroom is opened (Kutchenhaus Potters Bar) and Kutchenhaus travels across the pond to open its first US showroom (Miami Midtown)

2023 – Kutchenhaus adds a Portugal showroom to its portfolio

2024 – The brand opens its 75th UK showroom and Kutchenhaus moves into new offices in Rochdale, Greater Manchester

For more information and to consider joining Kutchenhaus visit www rdr link/KBB007

Why KBB Industry Conference is must-attend

National chair of trade association the Kbsa Richard Hibbert expects its conference will equip retailers with tools and techniques to compete in a challenging market

QThe theme of this year’s conference is Empowering and Enhancing Excellence, why did you decide upon that?

A : The theme came from the desire to provide retailers with speakers that wil l inspire and inform We want our speakers to impart knowledge that wil l help retailers continuously improve.

QWhat was the reaction from last year’s conference and how did it inform this year’s event?

A : We have taken on board the feed back from last year and built a programme that is focused on providing fresh insights and new perspectives We have focused on the essential skil ls and procedures required to run a business

The feed back from last year was

exceedingly positive D elegates requested a return of some topics, such as AI, and there was overwhelming support to repeat the Big D ebate retailer panel

QWho are the speakers, what topics are they covering, and why did you choose them?

A : We have a mix of familiar and new topics, with sales and business coaching being new

Sales is a key skil l for any retailer and our keynote speaker Mat t Elwel l is an experienced sales trainer and coach, with experience in the KBB industry

Tina Southgate is an international master coach, mentor, author and speaker, who has worked with several high profile KBB retailers She has a proven track record in business, developing teams, bringing

innovation and excel lence to the market. Artificial intel ligence (AI) was a hot topic last year Technology has changed over the last 12 months, making a revisit important to review just how powerful a tool AI is O ur speaker Alan Coleman, national sales manager for the Kitchen D ivision at Cyncly, wil l deliver a presentation that covers how AI can be used to enhance a kbb business

QWhat will be the discussion points of the Big Debate and who can we expect to hear from?

A : The Big debate is returning, with some wel l-known faces from the industry

Retail owners Belinda Dangerfield of Qudaus living; Koralia Hume, co -founder at Quarrybank Boutique; and Dan Stronge, MD at Jones Britain, will be taking part Belinda Dangerfield and Dan Stronge are both former Kbsa Design Award winners The discussion topics will be based around the day’s presentations of business coaching, sales and marketing, and AI.

Q

Will the advice surgery make a return and what will be available for conference attendees?

A : The advice surgery wil l be making a return with some of the platinum sponsors of the Kbsa conference available to tal k to delegates

We built a programme that is focused on providing fresh insights and new perspectives We have focused on the essential skills and procedures required to run a business.

on how they can support their businesses

Kbsa business providers represented wil l include Pirkx, Clear Insurance Management, TrustMark, Teya, Markel, Capital on Tap, D el l and First Insurance Two of our speakers wil l have a stand, Tina Southgate and Mat t Elwel l. There wil l also be a media stand, this year, for al l media partners

QWhat do you hope retailers will gain from attending the conference?

A : Confidence We hope that at tendees wil l leave with tools and techniques that they can implement in their businesses and that wil l help them compete in a chal lenging market

QWhat are the biggest challenges for KBB retailers in 2024?

The cost of living and rising prices wil l remain one of the biggest chal lenges for the year ahead We are also likely to see increased competition from the nationals, as they harness the power of Artificial Intel ligence to develop new markets

QWhat are the biggest opportunities for KBB retailers in 2024?

A : After a period of uncertainty, we should see a period of stability and renewed confidence, which should stimulate growth in consumer spending. There may also be increased activity in the construction industry Government is committed to increasing housebuilding, which will also boost the KBB industry

Q

Having recently partnered with the KBBG, what influence will this have on the attendance numbers at the event, and how close is the event to becoming a sell- out?

A : We are hoping the partnership with KBBG wil l encourage more non-members to join us. Last year’s event was a sel l out and we are very close to achieving this again- retailers that would like to join us should book now!

To find out more and book your place at the Kbsa KBB Industry Conference visit www.rdr.link/KBB008

“The industry is still rebounding”

Managing director of Caple

Danny Lay talks about the industr y bounce back, returning to KBB, and how being a British brand is beneficial for UK retailers

Ithink the industry is stil l rebounding from 2020”, managing director of Caple D anny Lay replies when asked aboiut the kitchen industry “If it had just been one issue affecting the market, we would have been the other side of it by now”, he states. D anny Lay points to a natural decline in the market fol lowing the COVID sales spike, as wel l as the much-publicised issues surrounding the war in Ukraine

However, Lay says he is starting to see green shoots: “O ur sales are above COVID figures, so I’m pret ty happy with that ” And he adds: “We’ve seen it becoming busier in the last few weeks, but I think it’s stil l tough for retail

The biggest issue, now, is people commit ting to spending money on big-ticket purchases like kitchens ”

Ret u r n to K B B

Helping its retailers to entice consumers into a new kitchen purchase, Caple unveiled 18 products at Kbb Birmingham These spanned appliances, furniture with two new ranges, and five bespoke finishes, sink and taps “We hadn’t exhibited at the show for four years and there was a demand for us to be back

People were looking forward to seeing us and we did see a lot of people We had a big presence with our stand, hosted Lawrence

1 MANAGING DIRECTOR

Danny Lay is managing director of Caple, which offers home appliances, furniture, sinks and taps

Llewel lyn B owen, and won the B est Kitchen Stand Award,” D anny Lay explains Inspired by the design of its Leeds showroom, Caple’s stand featured four large displays, including a demonstration kitchen with a ceramic stone surface, featuring concealed induction technology. Caple also used the occasion to showcase its Classic, Sense and Sense Premium appliance hierarchy and launch of induction hobs, wal l hoods, ceiling hoods and ful ly integrated wine cabinets

Among the launches, and developed in answer to demand from retailers, designers and homeowners, Caple launched the patented PlasmaMade E-Filter It combines plasma and electrostatic discharge (ESD), to break down odours and recirculate clean air back into the room It also introduced a fiveyear guarantee on al l Caple appliances, if bought with a Sense Premium product, until D ecember 31, 2024

“As far as cooking is concerned, the Black Glass finish was the main reason for the show”, says Lay The same aesthetic is featured across its high- end Sense Premium and mid-priced Sense appliances, al lowing designers to mix and match across col lections “We hit the design at the right time for the market and we’ve had a lot of displays out, subsequently”, says D anny Lay

2 CAPLE AT KBB

Returning to the Kbb exhibition after four years, Caple launched hobs, hoods and wine cabinets

S i n k a n d t a p s p i ke

Having started out distributing appliances 47 years’ ago, they remain the largest share of the company’s sales D anny Lays says appliances are an aggressive market, as he explains: “There’s some very competitive pricing from al l the major manufacturers because they’re trying to keep market share.”

However, also offering furniture, sinks and taps, D anny Lay continues: “We’re doing particularly wel l on sinks and taps We launched two pot fil lers in two colours at the show I was surprised at the interest in those because it is a niche product We’ve already taken display orders for these and they wil l be due to launch in September ”

B e n e fi t o f Br i t i s h b ra n d

Caple believes, being a British brand, it has an innate understanding of the market and is tuned to customer needs “We are aimed at the UK market and the Irish market, of course, and we can focus our attention on them If you look at sinks, for example, we offer bowl and a half models which are very common in the UK but rare throughout the rest of the world We also sell double ovens, which are also fairly rare in Europe ”

And D anny Lay believes being a supplier of furniture and sinks, alongside appliances, is

beneficial for retailers. Not only can the company offer the same decors across appliances hand les, such as gold and copper, to match sink and tap finishes, appliances are made to fit its British furniture “We showed ful ly integrated wine cabinets - 450mm and 880mm high in our kitchen furniture at KBB Birmingham”, Lay expands

E a r ly d ays fo r c o n n e ct ivi t y Kbb Birmingham 2020, saw Caple introduce WiFi connectivity in its Sense Premium ovens, and D anny Lay explains the company now needs to prove ease of use: “With the popularity of air fryers for their simplicity, we need to show people WiFI ovens are just as easy to use ” He continues: “With our Sense Premium ovens, you can turn them on and press “go” and they start cooking at 180˚C fan oven, which is the same as an airfryer But our Wi-Fi ovens have 23 functions, and you can control that from your phone But we must train people how to do that, and we have to get that message across.”

Ex p e r i e n c e s h owro o m s

As part of that message, Caple has opened two experience showrooms – at its HQ in Bristol and Leeds - which have trained around 1,000 trade professionals on its WiFi ovens and wider range And further supporting its customers Caple has started training consumers D anny Lay continues: “So if somebody buys a Sense Premium oven,

3. AWARD -WINNING STAND

The Kbb stand featured four large displays, including its ‘Soho Foodhall’ demonstration kitchen, with a ceramic stone surface featuring concealed induction technology

they can be educated on how to use the products in our showrooms. We are also prepared to undertake training in the consumers’ home ”

Most recently, Caple has opened a Caple Studio at its distributor Pot ter Cowan in B elfast So the same opportunity wil l be open to Irish retailers and their customers With the growth of its experience showrooms, wil l that change how the company supplies its appliances to market? “That’s an interesting question You now see manufacturers going

We have a unique message; we’re a family brand, we are based in the UK and we understand how the UK market works.

direct to consumers and that is not a business model we choose to fol low. We can’t offer the same level of support to the consumer that a retailer can The last thing I want to do is undercut my retail customers It is tough for kitchen retailers and they need to make sure they buy from the right suppliers ”

Ex p a n d i n g C a p l e S t u d i o s

Supplying a range of customers from merchants through to independent specialists, Caple has worked with several retailers to open solus Caple Studios There are seven Caple Studios across the UK, with its latest opening in Falmouth. “I’d like there to be 10 showrooms by the end of the year

But we must make sure that they are in the right location with the right customer base”, says D anny Lay

Having undertaken market research, Caple found its customer base was in the affluent 50+ age group and discovered the hotspots where that demographic lives “So when we start talking to a retailer about a Caple Studio, we can see whether they fit within a Caple customer area,” Danny Lay adds.

So what are his ambitions for the Caple brand over the next couple of years? D anny Lay concludes: “We’d like to see the brand continue to grow and become more recognisable to consumers We have a unique message; we’re a family brand, we are based in the UK and we understand how the UK market works ”

Read more about Caple at www rdr link/KBB009

4. CAPLE STUDIOS

Caple Studios are located in Bristol (shown), Leeds and one has recently opened at its distributor Potter Cowan in Ireland

Slip into neutral

Using subtle hues and layering texture and materials, neutral aesthetics can create a serene kitchen with impact

While bold blues, jewel green hues and dark, dramatic kitchens have been a recent focus of interior design, at the same time has been a counter-trend for natural, organic environments With kitchens an integral part of the overal l living space, consumers are increasingly seeking environments which are inviting and warm Catgory manager at Uform Sara Cot ter looks to the practicality of neutral kitchens, as she comments: “Known for their potential to boost natural light and create an il lusion of space, neutral and natural colour schemes are fantastic for providing homeowners with a more relaxing indoor space.” Offering a sense of grounding, the neutral kitchens are focused on soft colours, woods and stones to bring a serene and sophisticated sense of order Marketing manager at TKC Neil Taggart adds: “Neutrals evoke a sense of calm and feeling grounded, where spaces can feel orderly but comfortable and effortlessly stylish when a design is tied together correctly ”

C o n te m p o ra r y i n te r i o r s

In actual fact, the simplicity of neutral environments has long been established in the home, along with contemporary styling But they have recently been reimagined with the pared back Scandi lifestyle trend offering a light aesthetic, through to layered and textured Japandi influences Quiet, neutral environments are also “timeless”, as the costof-living crisis brought with it a newfound realisation of the value of longer-term solutions to home design Site manager of Nolte Kitchens UK in Wilmslow and Southport Matt Kelly adds: “I have many customers who opt towards natural tones as they want to make sure their kitchen will stand the test of time and also appeal to the mass market if they decide to sell the property ” But don’t confuse contemporary neutral interiors with being uninspiring The trend brings with it a raft of easy living colours

D esign manager at Moores Neil McD onald points out: “Neutral/Natural definitely doesn’t mean boring – just look at how far the colour palet te extends! Neutral isn’t

1 CROWN IMPERIAL

Designed for modern lifestyles, Uno is available as handleless, tip-on handless or with a choice of handles and comes in a neutral palette of colours, woods and linen Discover more details at www rdr link/KBB010

2 KESSELER

British-made, Kesseler luxury kitchens span contemporary handleless and handled designs, as well as classic, Shaker, in-frame and painted models, all with a lifetime guarantee Read more at www rdr link/KBB011

automatical ly white, the term broadens into shades of beige, taupe, grey and even soft greens and blues ” And design manager at Symphony UK Josie Medved agrees, adding: “Neutral doesn’t mean just one colour, two or three light colours can be teamed together, such as warm white, off white, pebble, pale pink, pale grey and light sage ”

Tex t u re a n d wa r m t h

These colours can be combined with materials such as wood and stone - effects, for added warmth, depth and character While wood has always been a staple in the kitchen, the trend for neutral kitchens has supported its growth O mega has recently expanded its palet te of vertical woodgrain ranges in light

or dark tones, which can be used as accents. Head of marketing at Kesseler Nic Shacklock states: “The popularity of neutral and natural kitchens is definitely driving the resurgence of wood and wood- effect finishes

We’re seeing wood being used both alone and in combination with colour to create stunning, versatile designs Natural wood slat panel ling is becoming popular for features wal ls in kitchen, dining and living spaces, adding a wonderful texture and detail while retaining the natural colour tones ”

S

Neutral kitchens like Alku’s Fabor in cashmere and grey, enhance the sense of space and light Read more details at www.rdr.link/KBB013 \4 \3

3 NOLTE

Combination of the soft matte-effect Feel range in Sahara and tactile wood Manhattan in Oak Graphite Silver View all the kitchens at www.rdr.link/KBB012

l e e k sto ra ge

Of course, the neutral aesthetic tends to lean towards simplicity, with refined slim-framed Shakers, steamlined in-frame styles and of course slab fronts Head of UK operations at Rotpunkt UK Mat t Phil lips adds: “Sleek kitchen furniture is much less predictable today thanks to quality raw materials that contrast or balance an overal l scheme with textured stone, wood finishes and vertical groove furniture topping the charts ” To maintain the streamlined and minimalist appearance, concealed storage is key

However, that doesn’t mean designers shouldn’t consider focus storage, as James Bishton, retail sales director of O mega, points out: “The tranquil lity of a neutral kitchen by its nature can’t be a clut tered busy space This is not to say open shelving doesn’t work, but it works best as a statement decorative piece with the practical elements in a kitchen concealed away Storage units that al low for drink cabinets, air fryers, coffee machines and

4 ALKU

toaster to be concealed work particularly wel l in contemporary, neutral kitchen spaces ”

S u i t i n g a l l b u d get s

Interestingly, the premium look can be achieved at all levels of the market – and so retailers serving all sectors of the market are able to capitalise on the trend for neutral kitchens Sara Cotter of Uform states: “This look is not limited to more premium ranges Woodgrain foil effect ranges are on the rise and offer an authentic timber look at a more affordable price point This, coupled with their durable properties, and often made to order options can enable designers to create

aspirational living spaces for homeowners on a budget, without necessarily comprising on the overall aesthetics of the space ”

Manufacturers have also created ranges which span price groups, allowing kitchen retailers to mix and match to meet the budget criteria of their customers James Bishton adds: “With the uniformity of a collection of colours across a wide range of door styles and price points, the consumer can pick what they want and flex the furniture price to suit their budget and meeting their project expectation ”

So why not take a look at bridging the gap between organic, neutral and contemporary design, to create kitchens for an inviting home

JUST OUT

1. COSENTINO

\1

Surface manufacturer Cosentino has added to its D ekton Pietra Kode col lection with the D ekton Pietra Edition, inspired by Mediterranean stones D ekton Pietra Kode was created by designer and architect D aniel Germani and the Pietra Edition adds to its range with decors inspired by Travertine, Piasentina, Ceppo D i Gré, and Campaspero Featuring four stone textures, carbon neutral D ekton Pietra Edition boasts six decors: Trevi, Nebu, Adia, Ava, Polar and Sandik View al l the options at www rdr link/KBB014

2. NOVY

Novy has unveiled The Novy Easy 90 Prestige vented induction hob with dial controls The 900mm hob can be surface or flush-mounted and has an vent that automatical ly regulates the extraction speed B oasting nine speed set tings, it has an extraction rate of 750m³/h and a minimum noise level of 3 5dB(A) D ownload the technical specification at www rdr link/KBB015

\2 \3

3. LOCHANNA KITCHENS

Lifford is the second of two bespoke solid timber in-frame kitchens, part of the LochAnna Handmade sub -brand LochAnna Handmade includes door styles made from European white oak, smooth or woodgrain timber, available in 33 hues, as wel l as a colour matching service The furniture col lection includes glazed doors, canopies, mantle shelves and display units View the PDF brochure at www.rdr.link/KBB016

4. PERRIN & ROWE

Inspired by the Festival of Britain in 1951, and mid- century design, Perrin & Rowe has launched Southbank kitchen brassware The range includes a bridge mixer and single lever mixer, instant hot taps and filtration taps, a mini tap that dispenses both steaming hot water and filtered cold, a pot fil ler and a soap dispenser Southbank comes in eight finishes, including: Chrome, Nickel, Pewter, English Bronze and 24- Carat Plated Gold Explore the col lection at www.rdr.link/KBB017

5. GAGGENAU

Luxury home appliance brand Gaggenau has launched the RVY497190 fridge freezer, offering a furniture -like design and ‘theatre -style’ lighting concept It features five climate zones, to optimise storage of differing foods, along with dark interior with enhanced lighting The RVY497190 fridge freezer also features cameras inside the fridge, so users can check the contents when out shopping Read more at www rdr link/KBB018

Possibility of showers

We take a look at how the personalisation trend drives shower sales and how it impacts client conversations in retail showrooms

Forget the one size fits all deluge, as everything consumers want in a shower Sure, they want to experience water, but it has to be delivered in the way that suits their individual preferences, at that moment in time, and with a look that matches interior design requirements for a variety of bathroom spaces Lewis Neathey, leader product management UK Grohe, Lixil EMENA points out how personalisation impacts showers: “The concept of personalisation is becoming increasingly important in bathroom design This may involve customising the layout, fixtures, finishes and accessories to create a space that reflects personal style and enhances overall wellbeing ” And product manager of Abode David Boddy agrees, adding: “Premium manufacturers and retailers are working together so that it’s easy to demonstrate how the complete shower package will work in the bathroom or ensuite, as a whole as part of the customer journey.”

S p ray t yp e s

As part of creating a showering ritual, bathroom designers need to careful ly consider water flow and spray pat terns, along with controls D irector of category management at D ornbracht Tim B ohmann comments: “Personalisation, which al lows us to tailor water flow, temperature and duration, al lows a user to choose what wil l make them feel at their best in that moment. From a post-workout shower to boost circulation and wel l being, to a massaging jet of water before we go to bed, showers need to fulfil a lot of demands ” It gives retailers the opportunity to engage with customers about the differing functions of a shower, for a possible trade -up in specification “In my view, the demand for bespoke showering solutions is a great way to educate the consumer about the range of options and explain how the latest features

1 DORNBRACHT

Reminiscent of a chandelier, Aquahalo is a ring-shaped structure offers three spray patterns in a choice of Chrome, Brushed Platinum, Brushed Champagne and 22ct Gold Download the brochure at www rdr link/KBB019

can enhance the at-home beauty and wel lness experience”, says product manager of Abode D avid B oddy

Wa te r e ffi c i e n c y

Talking about spray types perhaps also provides retailers the opportunity to introduce the notion of water- efficient flows, providing sustainable showering solutions if required Certainly, it is a topic that is going to grow in importance with the Government setting compulsory and stringent targets in new house build – the refurbishments of

tomorrow Head of marketing and product at Methven UK Emma Foster states: “Showers in 2024 must be able to offer two things – a high level, invigorating shower experience and water-saving benefits ” And brand and communications manager of Hansgrohe UK Emma Freeman agrees: “For many, sustainability is a top priority, however experiences still matter The technology included in the latest eco showers and showerheads maintain the luxurious showering experiences many customers are looking for, while making water-saving

effective and straight-forward ” In fact, industry experts suggest there is a ground swell of consumer interest in water efficiency when showering Lewis Neathey of Grohe UK offers some statistics when he points out: “We know there is clear demand for efficiency and sustainability when it comes to showering In a 2023 study conducted by YouGov and commissioned by Grohe, a majority of people (67%) note that they are conscious of their environmental impact when showering/bathing ” He points to the role of the bathroom designer in helping educate, inform and offer choice to meet their needs

Colour choice

Of course choice is also paramount when it comes to personalisation of the shower space With interior fashion tastes moving away from chrome to warmer metallics, a variety of finishes enable designers to meet all design tastes at a variety of budgets Albeit, this choice, arguably, also brings in complexity for a designer to match the same finish across all brassware elements in the bathroom

Tim Bohmann of Dornbracht continues: “A huge element of personalisation also comes from a choice of colours and finishes, and this is a factor that is accessible at different levels and price points to the market Whether a coordinated approach across the showering

2. ABODE

Serenitie Concealed Thermostatic Shower Valve (2 Exit) with 8mm Circular Showerhead and Wall Mounted Circular Shower Arm in Antique Brass match basin mixers, bath fillers and bath/shower mixers View the range at www.rdr.link/KBB020

AXOR

3.

Designer brand from the Hansgrohe Group, Axor now offers the Axor ShowerSelect ID which allows designers to personalise the valve with a choice of shapes, finishes and materials Watch the video at www.rdr.link/KBB021

space and into the wider room or a mix and match approach, the fittings we choose become an extension of our interior preferences and give us permission to express ourselves through design ”

Grohe, for example, offers up to 10 coloured finishes across concealed and exposed values, with round or square showerheads and two black finishes to cater for differing price points

C o

While at the top - end of the market, shower manufacturers have introduced a variety of materials into shower design Created in col laboration with Phoenix D esign, luxury bathroom brand Axor introduced Axor ShowerSelect ID showers in the ful l range of Axor FinishPlus surfaces combined with natural materials using Axor Signature custom inlays These include black Nero

The concept of personalisation is becoming increasingly important in bathroom design. This may involve customising the layout, fixtures, finishes and accessories to create a space that reflects personal style and enhances overall wellbeing.

Marquina marble, white Lasa Covelano Vena O ro marble, black walnut and mirrored glass

While Grohe introduced its Private Col lection in 2023, which includes showers, in a range of finishes, with Caesarstone Q uartz and optional knurled knobs Earlier this year, it introduced the Al lure Gravity Private Col lection in Milan, spanning basin, bath and shower, with exchangeable cover plates crafted from glass, mirror, or marble.

D e s i g n fo r u s e

Not based on aesthetics alone, careful design choices can also offer consumers practical benefits, enhancing ease of use for a broader church of consumers Emma Freeman of Hansgrohe UK comments: “The cost- of-living crisis is a major contributor to the current trends we are seeing in the bathroom sector Multi-generational homes are on the rise, particularly with an ageing population and increasing care costs in the UK. “ According to the ONS, 2 1% of households in England and Wales are multigenerational, up from 1 8% in 2011

So to suit a wider choice of needs, showers can be personalised with easy to use controls These include digital operation, which al lows preset programmes, through to padd le or push and turn controls, and even knurling to aid grip

David Boddy of Abode expands on this point: “Attention to detail in manufacture goes hand-in-hand with attention to detail in the showroom, so customers can enjoy a bathroom which is functional ergonomic, attractive and on-budget This might include steering customers towards knurled finishes on the controls, which are easier to grip or encouraging them to check that a handheld shower is a comfortable weight to hold for everyone in the household In addition, it makes sense to point out that if your customer has young children, that choosing a wall or

4. GROHE

Part of the Grohe Spa collection, is the Rainshower Aqua featuring a choice of ceiling mounted modules, thermostats and body jets. Discover the entire range at www.rdr.link/KBB022

\5 \4

5. METHVEN

Aurajet Aio is available as an overhead shower, dual shower system and handset and as a Low Flow model of 5.7 litres/min. Discover all the details at www.rdr.link/KBB023

mounted showerhead with a separate handset is a good move, as the controls will be lower down and easier to reach ”

As innovations continue to enter the shower market, such as the advent of heat recovery systems to reduce the amount of energy needed to warm up water, there wil l be even more options open to consumers

“We feel shower personalisation wil l advance to become more enlightening for the user, possible through sharing data monitoring and tracing water usage or habits”, exclaims Emma Foster of Methven O ne thing is for certain, there wil l be a shower – offering a luxurious experience - for every lifestyle demand, interior taste and budget

ceiling

Arlington

QWe spoke with Jen Thompson, Categor y Manager for Furniture at Tavistock Bathrooms, about the launch of their newest furniture design, Arlington Introducing

What inspired the design of the Arlington collection?

The Arlington collection was inspired by a desire to blend practical design with the popular mid-century aesthetic We aimed to create furniture that looks good and meets the real storage needs of people in their bathrooms This means incorporating easy-toaccess drawers of various heights to store everything from toothpaste to tall cleaning bottles, all within a slim-depth unit that fits perfectly in the typical UK bathroom footprint

QHow does the range meet consumer demand?

We’ve listened closely to what our customers have been telling us while having an ear to ground on consumer trends ‘Bathroom storage’ and its related terms have over 49k Google searches in the UK alone every month, while midcentury interiors are once again gaining traction in design circles Consumers want practicality without compromising on style, and that’s exactly what the Arlington range delivers. The collection offers ample storage and a sleek design, which we

believe meets the needs of modern bathroom users perfectly

QCan you tell us more about the unique features of the Arlington range?

One of the standout features is the tall drawer in the 800 unit It’s particularly useful for storing larger items that often don’t fit in standard bathroom furniture The intricate slim fascia framing detail and the clean-lined ceramic basin lean into the mid-century trend, adding a touch of elegance to the practicality

Q What finishes and customisation options are available for retailers to offer their customers?

Layered design that allows space for customisation is central to what we do We’ve selected three of the most popular matt finishes – including a stunning storm grey – which are very much in vogue These can be complemented by a variety of leg finishes and handle

designs For instance, pairing the matt storm grey unit with brass accents creates a bold statement piece, whereas the matt white with gunmetal accessories offers a more elegant, contemporary look. This level of customisation allows customers to personalise their units to fit their unique styles

Q

What do you think will appeal most to bathroom retailers about the Arlington collection?

Retailers will appreciate the versatility and appeal of the Arlington collection Its practical design solutions and stylish midcentury aesthetic make it a standout option for a wide range of customers Plus, the customisation options mean that retailers can offer a tailored solution that fits their clientele’s specific tastes and needs

www tavistockbathrooms co uk 01225 787 870

Game of thrones

Toilets with life enhancing properties? Think improved hygiene with washing functions, high powered flushes, for ease of cleaning, and unobtrusive operation

The WC was once rarely a topic in polite conversation, with its place in home interiors cemented merely by its function. But with the bathroom now a haven of rejuvenation, and designed as part of a holistic living space, the humble toilet is now a real tal king point packed with must-have, life - enhancing technology, although stil l in a quiet, unassuming way Enter WCs with cleaning and drying and odour neutralising functions, night lights for navigation, powerful sprays using less water and quieter flushes for unobtrusive operation in the home

T h i n ki n g s m a l l

In a chal lenging market, where consumers may be reticent to spend on a big-ticket bathroom refurbishment, they may be inclined to undertake a cloakroom update where feature -packed WC sales could win through Sales and marketing director at RAK Ceramics UK B en Bryden comments: “WC sales are increasingly happening not just in main bathroom projects but also in additional facilities like ensuites and cloakrooms In tough times, many homeowners are looking to enhance smal ler areas for added convenience and comfort ”

S h owe r to i l et s

Taking a look at desirable, trade-ups for the standard WC is the shower toilet, providing additional health and hygiene benefits through personalised cleaning and drying functions At the top-end of the market, they can come with navigational night lights, sensor operated lids and heated seats, as well as odour neutraliser, and sales have been developing for this product category General manager at luxury bathroom brand Toto UK Kazuki Osugi comments: “Toto sales have grown year-on-year since 2009, when we established a European HQ Overall, we have sold 60 million plus Washlets in the last 40 years globally ”

Although shower toilets are more established in some global markets than in the UK, with the introduction of more affordable models, such as Geberit Aquaclean

shower toilets more affordable is the

Minimising the sound of flushing, Laufen uses spiralling water along an optimised path in its Silent Flush technology Watch the video at www.rdr.link/KBB025

Al ba and Grohe Sensia Pro, and development of models that look more like conventional WCs, they are beginning to gain ground

Brand marketing manager of Roca Natalie Bird explains why: “The market for shower toilets is steadily expanding beyond the early adopters’ stage This can be at tributed to

Designed by Philippe Starck SensoWash shower toilets can be operated by remote or app control and come with heated seat and night light See all the technical specifications at www.rdr.link/KBB026

increasing awareness among consumers, as wel l as the availability of a wider range of products at various price points and styles Furthermore, instal lers are gaining more knowledge and expertise in hand ling shower toilet instal lation, which in turns boosts consumer confidence ”

1. GROHE

Making

Sensia Pro shower toilet with rimless design, vortex cleaning and two spray heads Discover more about the WC at www.rdr.link/KBB024

2 LAUFEN

3 DURAVIT

Positioned as entry level for its shower toilet brand, Geberit has introduced Aquaclean Alba, which has a turbo flush, programmable user profile and adjustable water temperate via app Discover more about the range at www rdr link/KBB027

Powe r fu l fl u s h

However, as product designer Christoph B ehling states, the improvements in WC design should not be focused simply on the shower toilet as “The 21st century deserves bet ter toilets. Ful l stop.” It has seen the development of ceramic glazes and rimless pans, with powerful vortex flushes, which use less water to clear the pan Marketing manager at Geberit Sophie Weston states: “Recent toilet development has focused on improved water efficienc y, enhanced flushing performance and reduced noise levels ” B en Bryden of RAK Ceramics agrees, adding: “Toilets have seen significant advancements in water efficienc y, with many models using less water per flush while maintaining strong performance ”

But consumers who haven’t bought a toilet since 2011 may not be familiar with rimless designs, so it may be worth explaining to consumers how the pan has been designed to not only use less water but to boost cleaning Business development manager for Fluidmaster GB Colin Bland states: “Consumers are exhibiting a keen interest in features including overal l design, performance and water-saving options The

WC sales are increasingly happening not just in main bathroom projects but also in additional facilities like ensuites and cloakrooms. In tough times, many homeowners are looking to enhance smaller areas for added convenience and comfort

rising cost of utility bil ls are in the consciousness of many consumers, and the opportunity to flush and fil l using minimal water with maximum efficienc y is important ”

Such has been the sel ling point of a powerful, water optimised flush, Vil leroy & B och has recently relaunched its entry level Architectura WCs with TwistFlush[e³], which it claims is twice as quick to clean as a WC with a rim Specialist retailer Lansdown Bathrooms & Kitchens has even included a working model in its new Cheltenham showroom, to showcase the optimised flushing and offer an engaging customer experience

Q u i et fl u s h e s

Most recently, manufacturers have looked to enhance the WC by reducing the noise level of the flush, as wel l as water use, for added luxury appeal The Toto Washlet features the Tornado flush, which operates at 4 5 litres with a noise level below 64 8dB and at ISH 2024 Laufen introduced the Silent Flush, which uses gravity and air pressure to create a quiet, yet powerful siphonic flush

Brand marketing manager of Laufen

Emma Mot tram explains why a quiet flush is

important: “The Laufen Silent Flush system offers several benefits Firstly, it delivers a silent flush, making it ideal for households with light sleepers or people who prefer a quiet bathroom environment. Second ly, it uses a low water volume, making it an ecofriend ly option Third ly, it is easy to instal l and maintain, and it operates without the need for electricity or any additional components And final ly, the dynamic water vortex created by the flush leaves the toilet perfectly clean ” She says highlighting these advantages could persuade customers into a purchase and increase profitability of a sale

B en Bryden of RAK Ceramics agrees, there are opportunities to upsel l: “By emphasising comfort and long-term savings, retailers can make it easier for shoppers to consider upgrading to bet ter toilet options”

Offering an overview of how toilet technology wil l continue to develop, Sophie Weston of Gerberit concludes: “Ultimately, the future of toilet technology wil l be about enhancing the overal l bathroom experience, continuing to enhance users’ daily wel lness routines, and turning the bathroom into a technological ly advanced, yet deeply personal space within the home ”

5 TOTO

The Toto washlet features an integrated bidet function, with up to three spray types Discover more at www.rdr.link/KBB028

4 GEBERIT

JUST OUT

1. IDEAL STANDARD

Bathroom manufacturer Ideal Standard has expanded its Atelier Col lection with the launch of La D olce Vita La D olce Vita features vanities and vessels, toilets, bidets and bathtubs through to mixer taps, shower products and accessories Launching alongside La D olce Vita is Finesse furniture, featuring recessed hand les, and in a choice of four mat t colours and two wood finishes D iscover more about the col lection at www rdr link/KBB029

2. CROSSWATER

Crosswater has introduced the Tambour vanity unit, with waterresistant, fluted backboard with rounded features The hand leless vanity comprises a wal l-hung drawer unit and floor-standing door front unit, with the choice of integrated basin or worktop It comes in Sage Green, Mat t White, and Soft Clay It has been joined by the Avenue vanity unit, in wal l-hung and floorstanding options. Read more at www.rdr.link/KBB030

3. GEBERIT

Pumbing and bathroom manufacturer Geberit has launched the Mix & Match concept which al lows end users to combine basins and furniture across its Aspire range for the first time It al lows consumers to select from its premium GeberitONE, iCon, and Acanto ranges Uniting the three ranges, enables the creation of personalised wash places, designed around individual tastes and environments Read more at www.rdr.link/KBB031

4. ALAPE

Unexpected angles and balanced shapes are the design approaches to Tendo, Tricolor and Nib basins unveiled by German bathroom manufacturer Alape The Tendo basin is tilted to poise at an angle, and is reminiscent of a bowl formed with hands to scoop up and hold water, while Nib, named after a fountain pen, is tapered and features a balancing point. Completing the trio is Tricolour with differing colours on exterior, interior and rim Visit www.rdr.link/KBB032

5. MATKI

Expanding its range of luxury enclosures, surround manufacturer Matki has launched the EauZone D ome Framed Wet Room Panel Made from 10mm safety glass, the EauZone D ome Framed Wet Room Panel is available in fluted or ultra- clear low iron glazing and a choice of profile colours. The EauZone D ome Framed Wet Room Panel comes in 1000, 1200 and 1500mm sizes with 800 and 900mm side panels and a twin entrance wetroom panel View al l the EauZone enclosures at www.rdr.link/KBB033

6. KEUCO

Adding to its Stageline col lection, bathroom furniture and accessories manufacturer Keuco has now introduced a 1400mm vanity. It features an open, il luminated storage shelf with warm-white LED lighting, control led by a touch sensor, and built-in socket with USB and USB - C charging points D eveloped by Tesseraux + Partner, Stageline boasts glass furniture fronts in lustre or velvety mat t finishes View al l the details at www.rdr.link/KBB034

7. MIRA

D eveloped by Mira Showers, Advance Heatloop is reported ly the first electric shower to work with Recoup waste water heat recovery systems for showers ( WWHRS) Unlike conventional electric showers, the Mira Advance Heatloop automatical ly adjusts power based on the incoming conditions When instal led with a Recoup Pipe Hex system, Mira reports annual energy savings of up to 40% Watch the video at www.rdr.link/KBB035

COMPANY MAT TERS

Define your audience: Ever ything else is tactics

In today’s competitive marketplace, defining your target audience is not just a marketing buzzword; it is a fundamental strategy that can make or break your business Understanding who your customers are and what they need is crucial for success It shapes your entire strategy, ensuring your efforts are effective and your budget wel lspent. It can also inform category entry points, the triggers that make a consumer think about a particular category and specific brands Everything else – the marketing campaigns, the product selections, the store layouts – are tactics that fol low from this central understanding

Why define your target audience?

There are five key reasons why focusing on your target audience first is essential to success and how it impacts your marketing.

1. Market segmentation and targeting: By clearly defining your target audience, you can segment the market and focus on the most valuable groups Identify what motivates your customers to buy and al locate resources to those segments with the highest return potential, ensuring your marketing efforts are focused and efficient

2. Memorable messaging and creative platforms: It al lows your messaging to address your audience’s specific needs and pain points This makes your campaigns more impactful and memorable, maximising your marketing spend and driving conversions

3 Optimised media choices: Knowing where your audience spends their time

helps you choose the right media channels This ensures your message reaches the right people at the right time, enhancing the efficienc y of your media

4 Accurate campaign measurement: Understanding your audience al lows for precise measurement of your campaign’s success. This helps in data- driven optimisation, ensuring bet ter al location of future budgets and continuous improvement of marketing efforts

5 Addressing barriers to growth: Identifying potential barriers, like lack of awareness or product gaps that might be hindering your brand’s success, ensures comprehensive marketing efforts that enhance audience engagement and brand perception.

Going further with category entry points

Category entry points (CEPS) are the triggers that make a consumer think about a particular category and specific brands within that category

These can be:

● Situational triggers: O ccasions where a consumer might need a product, like feeling hungry for a snack or looking for a gift for a special occasion

● Emotional states: Emotions like stress or happiness can lead to thinking about certain product categories and brands

● Functional needs: Practical requirements such as cleaning the house or improving health

● Social influences: Recommendations from friends, family or influencers that bring a category or brand to mind

● Visual and auditory cues: Logos, jingles and packaging that trigger brand recal l

Even when targeting a broad audience, segmentation and understanding CEPs ensure that your messaging is tailored to the most valuable segments, making your campaigns successful, even with budget constraints Without a clear understanding of your audience, mass marketing efforts can become scat tergun and ineffective Investing in audience research and analysis prevents wasted resources and enhances the impact of your marketing

D efining your target audience is the first and most crucial step in developing effective marketing strategies. It informs every aspect of your marketing efforts, ensuring that your message and media cuts through and is memorable to your audience in the moments that mat ter By focusing on your target audience first, you lay a solid foundation for al l subsequent marketing activities, driving success and sustainable growth

Find out more about D oor4 at www rdr link/KBB039

Lead generation service providers come in many forms, al l aiming to help your business generate more sales activity through leads or scheduled design appointments.Unerstanding their services can help you determine which provider is right for you

Service scope

First, consider the service scope: are they purely lead generation, or do they offer other services? For example, some companies focus just on paid advertising on platforms like Meta (the parent company of Facebook and Instagram), creating ad content and managing audience selection to capture prospects’ contact details

On the other end of the spectrum, some companies are ‘full stack’ digital marketing agencies specialising in lead generation These agencies cover web design, social media management, SEO, and paid ads management Depending on the service level you choose, this can either complement your existing marketing efforts or become a crucial part of your business strategy

ROI and lead quality

Given that a KBB purchase is typically an expensive, well-researched decision, it’s essential to ensure all your touchpoints, both digital and offline, are consistent and highquality In this respect, we often talk about a ‘unified prospect journey ’

Having worked at the intersection of digital marketing and KBB since 2009, I remain surprised at the low investment level in digital lead generation among retailers While the digital landscape has become more competitive since the end of the COVID boom, few investments deliver as strong a return on investment (ROI) However, a good ROI isn’t the whole story Modern digital campaigns, increasingly reliant on AI and machine learning, require data to succeed, and data acquisition can be expensive For KBB retailers, leads have a long lifec ycle, meaning it can take months from inception to close and from close to instal lation This front- end-loaded investment can create affordability issues for some businesses

Lead quality is always a significant issue If you are in the premium market segment, 80% of potential UK householders can’t afford a premium product, making it chal lenging to target the right audience. Inevitably, you’l l receive leads from people outside your target market, including ‘tyre kickers’ with less serious purchase intent High- quality fol lowup is crucial; there’s no bet ter way to qualify and persuade than by picking up the phone and cal ling them O ur clients who get the best ROI have knowledgeable, enthusiastic contact points with prospects, supported by a good CRM system and lead nurturing through business WhatsApp or email

That isn’t to say lead quality can’t be improved. Industry experience al lows an agenc y to understand the prospective budget value from search terms, for example, someone Googling ‘B&Q Kitchen reviews’ versus ‘Bulthaup Kitchen reviews,’ and to align a client’s ad budget to those terms most likely to convert

Mulit-Source leads

A key piece of advice I’d give is remember the ‘one -legged stool’ analogy If your business is dependent on a single source of leads and something changes or breaks, you’ve got a big problem looming I’ve seen significant changes time and again For example, in late 2020, Apple’s iOS 14 privac y updates significantly hampered the effectiveness of Facebook and Instagram advertising campaigns Some retail businesses entirely dependent on this were forced to close as a result Ensuring you are multi- channel gives your business more resilience At the dawn of the age of AI, more change is guaranteed

In conclusion, understanding the scope and nature of lead generation services, investing appropriately in digital lead generation, maintaining high-quality follow-up, and diversifying lead sources are crucial strategies for success These efforts ensure your business remains resilient and capable of adapting to the ever-evolving digital landscape

Find out more about Lead Wolf at www rdr link/KBB040

WEBSITE STORIES

Howdens “gained market share” in half year results

Trade kitchen supplier Howdens reported it had “gained market share” in its half year results, despite a chal lenging marketplace It achieved a revenue of £966 3mil lion, which was 4 3% ahead of last year, with profit before tax amounting to £112 3m in line with last year This fol lowed £16mil lion investment in strategic initiatives with cost increases offset by productivity and efficienc y improvements www.rdr.link/KBB036

E

Caple Ltd

www rdr link/KBB100

www.kandbnews.co.uk

Wickes plans to axe 20 0 kitchen and bathroom advisor roles

DIY retailer Wickes has put 500 staff into consultation, with plans to axe 200 kitchen and bathroom advisor roles However, the company is planning to increase the number of kitchen and bathroom design consultants, and staff wil l be offered other roles in the company According to the retailer, the reduction in advisors wil l help “streamline customers’ journeys” Read more at www.rdr.link/KBB037

Poggenpohl UK managing director named Most Influential MD

Managing director of luxury kitchen brand Poggenpohl, Sharon Wal lis has been awarded the ‘Most Influential’ MD within the KBB market The honour forms part of the Influential Businesswoman awards programme by Acquisition International Magazine These awards were created to celebrate the achievements of women in a variety of industries www.rdr.link/KBB038

ADVERTISEMENT I N D E X

(page 4)

Getley (page 23)

www rdr link/KBB101

Harrison Bathrooms/Scudo ............................................ (page 9)

www rdr link/KBB102

InSinkErator (page 7)

www rdr link/KBB103

Kutchenhaus Ltd ........................................................ (page 2/IFC)

www rdr link/KBB104

KBSA Conference (35/IBC)

www rdr link/KBB105

Mark Lighting (page 11)

www rdr link/KBB106

Roper Rhodes Ltd ............................................................ (page 27)

www rdr link/KBB107

SFA Saniflo (page 12)

www rdr link/KBB108

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

www rdr link/KBB109