Kitchens and Bathrooms News November/December 2023 by Hamerville Media Group

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NOVEMBER/DECEMBER 2023

KBN KITCHENS & BATHROOMS NEWS

GROHE UK Leader of Grohe UK Kristine Skauge: “Reconnection with retailers is very important to us”

The business magazine for kitchen & bathroom professionals

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CONTENTS

NEWS & VIEWS

KITCHEN TRENDS

22 Kitchen furniture

First word Editor’s comment

News Round up of industry headlines

11 People Appointments and promotions

13 Talking shop Design director of Lima Kitchens Elizabeth Pantling-Jones explains why she finds it difficult to support apprenticeships

15 Last word CEO of Bathroom Brands Group Stephen Ewer says as merchants continue to invest in showrooms, independent retailers need to up their game

16 Industry Conferences 2023 The Kbsa and BMA conferences explored themes impacting the KBB industry

SHOWROOMS & SUPPLIERS 18 Interview: Grohe UK Leader of Grohe UK Kristine Skauge talks about reconnecting with retailers through the roll-out of its commercial strategy

20 Retailer focus Following its 75th showroom opening, sales and operations manager (South East) Kam Bharadwa highlights the growth plans of the Kutchenhaus franchise

How highly personalised kitchen schemes create an infinite assortment of lifestyle-orientated, ground floor interiors

24 Cooker hoods Why improved air quality and smarter controls provide opportunities for kitchen retailers to upsell extraction

26 Just out Latest kitchen products

BATHROOM TRENDS 28 Shower glass We take a look at coloured, textured and shaped glass which could be the next big thing in showering surrounds

30 Just out Latest bathroom trends

RETAIL BUSINESS 32 Company matters SME advice offering support across sales, management, financial, marketing and social media

33 Apprenticeship column Barry Moss of LEAP urges retailers to ask how apprenticeships benefit their business.

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F I R ST WO R D

So long, farewell, 2023 As we slam the door on the past 12 months, the KBB industry can collectively breathe a sigh of relief. It not only faced but overcame the challenges set before it. The impact of the economy with high levels of inflation, seeing eyewatering rates of borrowing, created a cost-of-living crisis, setting out new summits to scale. It has seen consumers taking longer to make decisions on their purchases and put projects on pause. All of which has created brutal trading conditions for KBB retail. However, there have been opportunities for KBB retailers too. With house prices dropping, homeowners have an increased interest in investing in their home. Consumers in a position to purchase kitchens and bathrooms are considering refurbishing for the longer term. In research by Hafele UK – Functional Spaces: Homes for Living – 1:10 respondents said the cost and difficulty of buying and selling houses will see them put off plans to move in favour of home improvements and over a third (36%)

have plans to upgrade their home. It sees a move towards quality products which is the absolute heartland of the KBB showroom sector. Importantly, retailers are able to consider moves in the market and pivot their business to meet them. National KBB retailer Wren, has entered new segments – launching bedroom furniture – and targeting new sectors such as housebuild. It could give independent retailers an indicator of where future growth may arise and encourage them to source new avenues of business. With Magnet and Victoria Plum also offering more finance packages, perhaps

independent retailers could look at how offering finance may help sweeten a deal? Certainly change is on its way with the new, mandatory Government Water Label set to influence how consumers shop for bathrooms and kitchens, highlighting the efficiency agenda. Accomplished retailers will start considering – now – how it will influence the customer of tomorrow and how they can tap into the mindset of this market. The industry also needs to ensure there is a pipeline of people ready to design and fit these projects of the future, further helping define journeys for young people and improving employer support. The kitchen and bathroom industry is robust. It can endure tough times and is irrepressible in spirit. It’s why national retailers, franchises and independents have added to their showroom network for a positive longer-term future. So, let’s look forward with optimism in 2024.

Editor

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KBN KITCHENS & BATHROOMS NEWS

GROHE UK Leader of Grohe UK Kristine Skauge: “Reconnection with retailers is very important to us”

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Editor Philippa Turrell e: pturrell@hamerville.co.uk

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The business magazine for kitchen & bathroom professionals

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Grohe rolls out commercial strategy ( p. 18)

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Subscriptions to Kitchens & Bathrooms News are avaliable at the following rates: UK: 1 year – £30 post paid Europe and Overseas: 1 year – £50 post paid Airmail: 1 year – £80 post paid. To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk. ©2023 KITCHENS & BATHROOMS NEWS accepts no responsibility for damage or loss, however caused, to any material submitted for publication. While every effort is made to ensure facts are correct at time of going to press, no responsibilty can be accepted for incorrect product descriptions or facts. No part of this magazine may be reproduced, in any form, without prior written permission from the publishers.

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NEWS & VIEWS

MAKING HEADLINES Measures to build sustainable future

GDHA proposes UK factory closure Parent group of Stoves and Belling brands GDHA has announced proposals to close its factory in Prescot, Merseyside, to “simplify the business and focus on growth”. It has outlined a series of measures, which include partnering with international manufacturers, to provide appliances at an accessible price point, improve upon and expand its product range. In addition, GDHA states the measures will allow the company to deliver an improved consumer experience and aftersales service, with wider geographical coverage. The company says it will also enable the business to offer better promotional support and marketing investment for

retailers. A spokesperson for the company commented: “The Belling and Stoves brands have almost two centuries of heritage between them. We are proud to be their custodians and have always treated them with the utmost respect. “In order to continue to strengthen and develop these much-loved brands, we are proposing to make changes to our operations and to partner with leading international manufacturers to access latest technologies and expand our comprehensive, high quality and innovative product range. “Regrettably, if implemented, this proposal will lead to the eventual closure of our manufacturing facility in

Prescot.” However, the spokesperson added: “We intend to retain a strong, UK-based engineering and design capability to develop and maintain a range of innovative, high-quality products, manufactured by our carefully selected partner. “We also intend to build on our existing customer service to support both retailers and the end consumer. “Our improved service will include wider geographical coverage, enhanced consumer engagement technologies and

stronger aftersales service.” GDHA reports over recent years it has streamlined operations and driven cost efficiencies, to build and protect its brands for the long-term and secure a sustainable future for the business. The company spokesperson concluded: “Our immediate priority and focus is our duty of care to colleagues whose roles cannot be moved to other UK businesses within the Group and we will be doing everything we can to support them during this time.”

Spanning three floors to inspire and connect designers

Cosentino opens London Cosentino City Global surface supplier Cosentino has opened its new Cosentino City showroom in Hatton Garden, London. Measuring 420sqm, it has been designed as a creative hub to inspire, connect and host events for designers and architects, to help them specify interior and exterior projects. Boasting three floors, Cosentino will demonstrate the application of its portfolio of products – spanning Silestone, Dekton and Sensa by Cosentino. These include use for worktops, flooring, cladding,

furniture, through to facades, enabling the company to inspire creativity and collaboration with industry professionals. It will boast a “fully-stocked” sample library, Atelier lab, digital display boards and bookable desk or meeting spaces for hire. There is also a team of Cosentino experts to help educate on the choice of materials for individual projects. Successor of the former Cosentino City showroom in London’s Old Street, the Hatton Garden venue will be the brand’s UK hub for events,

including exhibitions, round tables, supper clubs, CPDs and industry parties. Headquartered in Almeria,

Spain, Cosentino Group has nine factories and distributes its brands in more than 120 countries worldwide.

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SMEs are eligible for Business Recovery Grant

IN BRIEF BIRA urges retailers to use The Society of British & International Design (SBID) Awards revealed the winners of its 2023 event, which was held at The Landmark in London. Spanning interior design, product design and fitout categories. Winner for the UK category was Poggenpohl Hampstead. Read about all the winners at www.rdr.link/KAU001 Trade association The Kbsa announced five new retail members joined the association in September. The members include: The London Bath Co, with three showrooms in St Johns Wood, Blackheath and Chiswick; Impact Kitchens in Blackpool; Bold Kitchens in Barnsley, Kitchenality in Macclesfield, plus Quarrybank Boutique in Wilmslow. Read more at www.rdr.link/KAU002 Tile Mountain Group has opened its first joint tile and bathroom showroom, featuring products from its Tile Mountain and Bathroom Mountain brands. Located in Basildon, Essex, it marks the 10th showroom for the group, with a two floor space spanning 10,000 sq ft and with six staff. Read more online at www.rdr.link/KAU003

Government flood support The British Independent Retailers Association (Bira) has urged retailers impacted by flooding from Storm Babet to use available Government support. With the aftermath of the storm still affecting various businesses, Bira has said they hoped businesses affected by the flooding would be aware of the relief. Spearheaded by Communities Secretary Michael Gove and Environment Secretary Thérèse Coffey, it includes a range of financial aid and support initiatives for small businesses impacted by the flooding. Businesses and households significantly affected by recent flooding will be eligible for 100%

council tax and business rates relief for at least three months. Small-to-medium sized businesses in affected areas will be eligible for up to £2,500 from the Business Recovery Grant to help them return, quickly, to business as usual. Eligible flood-hit property owners will be able to apply for up to £5,000 to help make their homes and businesses more resilient to future flooding via the Property Flood Resilience Repair Grant Scheme. In addition, flooded households in affected areas can apply for up to £500 to help with immediate costs. CEO of Bira Andrew Goodacre said: “We are glad to

see the support measures being put in place so quickly for muchneeded relief to small businesses grappling with the consequences of the destructive storm. “Support needs to be made available quickly and the money allocated to affected businesses as a matter of urgency as retailers are now approaching what is traditionally the busiest time of the year,”

Arcelik and Whirlpool EMEA merger agreed

EU agrees Whirlpool EMEA sale The European Commission has approved the acquisition of Whirlpool EMEA business by Turkish appliance manufacturer Arcelik, under the EU Merger Regulation. With both companies supplying major domestic appliances, it was questioned whether the merger would create competition concerns. Arçelik supplies Beko, Blomberg and Grundig brands in the UK, while Whirlpool owns Whirlpool, Indesit and Hotpoint brands.

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The Commission concluded it would not raise competition concerns, given the presence of alternative suppliers in the European Economic Area countries, where both parties are active. However, the case is still open in the UK, with the Competition Markets

Authority (CMA) having appointed an inquiry group on October 11, 2023. According to the CMA, the new company would the largest individual supplier of washing machines, tumble dryers, dishwashers and cooking appliances – a market worth over £3.8 billion in the UK. The CMA will notify provisional findings in January/February of 2024 and, if required, possible remedies, with a final report published in March 2024.

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Projects paused not cancelled

IN BRIEF Nearly 1: 8 homeowners paused Bathroom retail franchise Ripples has expanded its national presence, with a showroom opening in Kingston Bagpuize, Oxford. It follows on from the opening of a showroom in Nottinghamshire and brings the total number of franchise bathroom studios to 18. A further two showrooms are set to open in Lindfield, West Sussex, and Tunbridge Wells, Kent. See the story at www.rdr.link/KAU004 Bespoke kitchen company Tom Howley has opened a showroom in Nottingham, bringing its network to a total of 20. Located in West Bridgford, the new showroom showcases all of Tom Howley’s collections on two levels. Creative design director Tom Howley has created the space to “offer a fresh perspective” on its kitchen ranges, as well as other rooms in the home. View the story at www.rdr.link/KAU005 Congratulations to Steve Root of Steve Roots Kitchens in Faversham, Kent, who won the Utopia Qube competition featured in the September issue of KBN – Kitchens & Bathrooms News. The entry was drawn at random and he receives the furniture set as featured on the competition page.

home renovation projects Nearly one in eight homeowners have put their home renovation project on hold (12%), according to a study from home renovation and design platform Houzz. The survey of nearly 1,000 UK-based homeowners, conducted in late August through to September 2023, found the top reasons for postponing projects included budget constraints, inflation and a lack of project urgency (34%, 33% and 28%, respectively). However, it also found a quarter of respondents completed a project in 2023 (26%) and more than half were either in

the middle of a renovation project (35%) or planning to start one by the end of next year (26%). In fact, the Houzz survey revealed fewer than 1% of homeowners cancelled a home improvement project in 2023. According to responses, over half of the respondents (56%) were renovating rather than choosing to move home. They stated it was a better return on investment and more affordable than moving (23% and 20%, respectively). In fact, almost half of the homeowners will kick off renovation projects this year

(49%), with kitchens (58%) and bathrooms (55%) topping the list. Nearly half of projects planned for 2023 have a budget of over £50,000 (61%), and one in six projects has a budget of £100,000 or more (18%).

Merger will create one of Europe’s largest bathroom manufacturers

Villeroy & Boch acquires Ideal Standard Bathroom brand Villeroy & Boch AG has acquired Ideal Standard from Anchorage Capital Group and CVC Credit, with the transaction expected to complete in early 2024. The acquisition price is based on a company valuation of approximately €600 million and Villeroy & Boch is financing the transaction from its own liquid funds, with borrowing of € 250 million. The merged company will become one of Europe’s largest manufacturers of bathroom products. According to Villeroy & Boch, the two companies are a “strong” strategic fit, given their

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regional presence, sales strategies and product and brand portfolios. It will see the revenue of the Villeroy & Boch Bathroom & Wellness Division double to €1.4

billion as a result of the merger. Including the Dining & Lifestyle business, it represents an increase to over €1.7 billion (around €995 million in the 2022 financial year) for the Group as a whole. “This merger means that we will now catch up with the largest players on the European market in the bathroom sector in terms of turnover,” explained Frank Göring, CEO of Villeroy & Boch. He added: “Our complementary strengths also make us more competitive and significantly improve our starting position for achieving additional growth.”

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PEOPLE

POSITION FILLED Promotions and appointments across the industry

BMA The Bathroom Manufacturers Association (BMA) has promoted Amy Kirk to the role of engagement director. Kirk, who has worked for the BMA for nearly a decade, previously held the position of digital and events manager. In her new capacity, she will oversee the association’s events and meeting programme and coordinate webinars and its quarterly Insights publication.

ARMAC MARTIN Luxury hardware and accessories manufacturer Armac Martin has appointed Henrietta Painter as marketing manager, to support the business’ growth targets. Painter has nine years marketing experience in architecture and interior design. Speaking of her appointment, she said: “I’m looking forward to helping deliver some really exciting projects throughout 2024 and getting to know our valued customers.”

KUDOS British showering space manufacturer Kudos Shower Products has appointed Mark Batley, as senior business development manager. He has 20 years of experience in the bathroom industry and rejoined the company to focus on supporting major customers and distributor.

ROCA GROUP Bathroom manufacturer Roca Group UK has expanded its sales team – Gary Pusey has been appointed retail business development manager for West London, while Brendan McGowan is business development manager for Connacht and Ulster. Pusey joins the company from Ideal Bathrooms, while McGowan worked for Joseph Murphy.

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TA L K I N G S H O P

Apprenticeships create “unnecessary” hurdles

Design director of Lima Kitchens Elizabeth-Pantling Jones explains why she finds it difficult to support apprenticeships for KBB retail and how communication must improve

pprenticeships are a tricky situation and discussion. I love seeing the passion some have for this but there is so much uncertainty, lack of clarity, support or guidance around ‘our’ apprenticeship that it presents a number of, what should be, unnecessary hurdles for all parties. We have employed a team of eight. All but one of our employees are 30 or under and one is undertaking an apprenticeship. But I honestly have no idea what the apprenticeship has added above our other employees. Moving forward, I have no idea how to measure the success or ability of potentially employing a qualified apprentice, and therefore it doesn’t provide the benefit or security it should.

Difficult to find information I have been very vocal on my viewpoint on apprenticeships in our industry but I feel there are arguments which are used as trump cards but are invalid. On multiple occasions I have had the feedback that there is ‘a lack of industry uptake’. This frustrates me as I have had issues accessing apprenticeships. Finding the criteria of an employee to turn into an apprentice has been difficult, plus I

Finding the criteria of an employee to turn into an apprentice has been difficult, plus I have experienced a lack of acknowledgements when enquiring about apprenticeships. have experienced a lack of acknowledgements when enquiring about apprenticeships. If the infrastructure was in place with a suitable contact, clear route for enquiries and someone to respond promptly, that would be a great start. For that person to have a clear understanding of the process and taking ownership of moving this forward would be better.

One size can fit all The other card that gets pulled is ‘we are all so different and there is no one size fits all’. While this is true, there are still core requirements. Covering these off is key. Discussing the options on tools, techniques, knock-on effects and problem solving are all very important. With many other professional qualifications, specialities are entered into at the end of the qualification. The same could

be offered within our own apprenticeships to tailor them further and add value. I am sure much of this is already there, just not well communicated. A set up of a structure, detailing the competencies and signposting where you should be aiming throughout the course, which is shared at the start, would be greatly beneficial for all. I know that these apprenticeships are in their infancy for our industry but this should not mean we roll over and accept these shortcomings. I do not see how my points above are a challenging requirement. Many of us have our own businesses, these are all areas we address and put in place before we head to market. Without KBB retailer feedback, there will never be meaningful growth or success. I believe there is hope but ‘we’ have to change our approach and do better and not leave it to chance and the Government.

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P RO M O T I O N

Showreels We produce exclusive videos for kandbnews.co.uk, interviewing business leaders about industry-wide issues and design, as well as providing showroom tours. Here are our latest, just in case you’ve missed them.

KBSA DESIGNER AWARD FOR KITCHENS 2023 (£25K-£50K) | DAN STRONGE | JONES BRITAIN Managing director of Jones Britain Dan Stronge discusses the design decisions behind his award-winning monochrome kitchen, for a contemporary country bolthole. It features a hidden door to a neighbouring utility room and clever use of acoustic panelling for a design feature and to lessen echoes in a large space. Watch the video at

www.rdr.link/KAU006

KBSA DESIGNER AWARD FOR KITCHENS 2023 (OVER £50K) | DIANE BERRY | DIANE BERRY KITCHENS Multi award-winning designer Diane Berry of Diane Berry Kitchens exclaims this Far East inspired kitchen was one of the most difficult designs she has created. It features an island with rare Chinese Panda marble letterboxed into real wood, in the display kitchen, with a hidden second kitchen used to prepare and cook food. Discover the ideas behind her design at www.rdr.link/KAU007

KBSA KITCHEN CONCEPT DESIGNER OF THE YEAR |ARAMINTA GLEN | KITCHENS INTERNATIONAL Showroom manager of Kitchens International Araminta Glenn scooped the Kbsa Kitchen Concept Designer of the Year. Working to a supplied brief for a couple in their 50s who wished a space to cook, relax and entertain, she explains her design process, and reasoning for a reading nook at www.rdr.link/KAU008

KBSA DESIGNER AWARD FOR KITCHENS Sales director at Callerton Kitchens & Interiors Peter Nolan explains how he created a multifunction living space in the new extension of a large home. He created a space to cook, dine, entertain and watch TV and which could be used by all family members at once. The brief was unusual because it had predetermined electrics and water services. Take a look at www.rdr.link/KAU009

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L A ST WO R D

Invest in showrooms

CEO of Bathroom Brands Stephen Ewer encourages independent bathroom retailers to invest in their showroom and says look to suppliers who offer support

s larger, multi-channel trade merchants continue to invest heavily in showrooms, it provides another point of competition for independent retailers. More than simply a space for displaying products, showrooms provide an opportunity to offer an immersive and memorable experience of inspired bathroom designs, with on-trend aesthetics, innovative functionality, and a quality and feel that is appreciated by decerning customers. Ultimately, it is this experience that elevates independent retailers so they can differentiate themselves from the increasing choices available to consumers. This showroom experience is an essential and intuitive part of the bathroom design planning process, interpreted and informed by experienced specialists, resulting in bathroom solutions that delight customers.

Support from brands When considering investment in showroom development, independent retailers face obvious challenges around budget and space limitations. Brands can play a crucial role in providing support at various levels and engage to form a mutually beneficial interdependency. Underpinned by commercial terms, there is an imperative for both the independent retailer and the brand to maximise their return on investment in showroom display space. Success factors are not solely limited to supplying an appealing and relevant assortment of products that are

curated and presented in aspirational spaces. Bathroom Brands Group strives to empower independent retailers to maximise the sales and income from space committed to our brands in their showrooms. We seek to build our role as a trusted partner, going further than the fundamentals of co-investing in the displays, providing ongoing training and support to showroom staff, backed-up with excellent levels of stock availability and customer service. We take a longer-term view and see a critical part of our role as being future looking. Through investing in a commercially attractive pipeline of new products, innovative display concepts, and digital marketing that engages with the consumer’s path to purchase and drives footfall to showrooms, we are committed to supporting a sustainable and relevant showroom proposition. Our New Product Introduction (NPI) programme delivers an extensive range of new products each year. Originated by our Bathroom Brands design team, across all categories and brands, we continue to bring design-led, high-quality products to market, at a price point that democratises design and increases the vitality of sales and margins for showrooms.

Creating consumer push At Bathroom Brands Group we continue to evolve in the market with new initiatives that support our ongoing commitment to showrooms. Recognising that often the most

successful displays are not only those that inspire, rather they are able to be personalised to achieve the ultimate solution. Bathroom Brands is increasingly working with showrooms to create full bathroom solutions and spaces that showcase new materials, design details and matching colour accents throughout. This year we have also introduced a space-saving display concept, that bridges the gap between full bathroom displays and product boards, with a portability that supports in-store ‘mood boarding’, an increasingly popular and collaborative part of the design process. Bathroom Brands Group operates as a B2B2C model, recognising the consumer path to purchase starts with online research. Our consumer marketing strategy is helping independent retailers build their own digital footprint. We invest in visual content, digital marketing, consumer PR and social media for our brands, which in turn acquires new customers for our retail partners. Creating demand online and driving footfall directly to showrooms nationwide. Current initiatives include geo-targeting, particularly during peak times such as our National Sale, and campaignin-a-box which involves co-investing in digital content and advertising to a localised customer group from the retailer brand. Given the rapidly evolving landscape where consumers have increasingly more choices, there has never been a more relevant time for independent retailers and brands to assess their partner choices.

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Design reasoning required

AI won’t replace human touch

Retailers say easier to train without scheme

Retailers voice apprenticeship frustration at Kbsa Conference KBB retailers voiced their frustration about apprenticeships, saying it was easier to employ and train young people without using the scheme, at the Kbsa KBB Conference. Apprenticeships formed one of the topics for discussion during The Big Debate with an expert panel chaired by broadcaster and journalist Juliet Morris. The panel included CEO of Coalville Kitchens and Kutchenhaus Lutterworth franchisee Luke Wedgbury, design and marketing director at Lima Kitchens Elizabeth Pantling-Jones, design director of Kitchens by JS Geddes Joanna Geddes and design and showroom manager at Halcyon Interiors Graham Robinson. Elizabeth Pantling-Jones said: “I really want to be an advocate but I don’t think we’re at a point where I can be.” Although Lima Kitchens onboarded an apprentice two years’ ago, she cited lack of communication between business and apprenticeship providers, with little or no provision of competences or guidance as a business owner. She added: “I’m a big advocate for supporting young people. We’re finding it easier and more effective employing them without an apprenticeship, where we know the guidance being given and understand what’s happening.” Luke Wedbury of Coalville Kitchens

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echoed her concerns. Having employed two apprentices, he added: “I didn’t go to a training provider. I brought them into the business, and I trained them that way”. “We’ve done the same, taken someone into the business and trained them up”, added Graham Robinson of Halcyon Interiors. Speaking from the floor, apprenticeship manager for LEAP Apprenticeships & Early Careers Barry Moss agreed the process was complicated, however stated: “If everybody was doing what you guys are doing and bringing in new, diverse talent into the industry, we wouldn’t need apprenticeships. But they’re not.” He explained the benefit of bringing an apprenticeship into a business combined work-base learning with standardised industry knowledge. Joanna Geddes of Kitchens by JS Geddes called for apprenticeships to be tailor-made to the industry, adding one of her apprentices was taught how to fit a PVC window. Responding to the panel on LinkedIn, director of LEAP Andy Rayner added: “The fabulous news is that in the English system apprentices are tailor made for industry. In fact, it’s even better than that, as through the trailblazer system they are written by industry. We have dozens of kitchen designers on the apprenticeship and get great feedback from them and their managers.”

AI won’t replace personal connection, emotion or design reasoning, but KBB retailers need to embrace change, were the thoughts of the retail panel at the Kbsa conference. Design and showroom manager of Halcyon Interiors Graham Robinson said as part of The Big Debate: “Use it but don’t lose that personal contact.” Design director of top-end retailer Kitchens by J.S.Geddes Joanne Geddes said she doesn’t fear losing work to AI, as she commented: “It can’t replicate human emotion, human feeling, sounds, smells, tastes, so how is it going to be able to interpret how designers think and feel? I’m not sure.” However, she added, designers need to embrace change “with real conviction that, as independents, we still have the upper hand on AI.” CEO of Coalville Kitchens and owner of Kutchenhaus Lutterworth franchise Luke Wedgbury suggested AI could become commonplace, as he pointed to the example of CAD, which was new to the industry 20-30 years’ ago. “We can either bury our head in the sand or choose to embrace technology which is available and build it into our business”, he said. While owner of The Myers Touch Keith Myers commented from the floor that AI gave independents an opportunity to showcase their design skills. “It is the opportunity we have as design professionals to being something exceptional into the marketplace that nobody else can do. People buy from people – and the emotion that they bring, they’re not just buying a box on the wall. I think it’s a great opportunity for us but we have to grow and we have to develop.” Answering a question from the floor about whether designers would lose out as AI is able to copy work, marketing director of Lima Kitchens Elizabeth Pantling-Jones replied: “What AI isn’t necessarily going to know is the technology, reasoning and what’s behind those doors. “We add value and experience.”

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Journey to stablisation

BMA Conference bolsters industry resilience The bathroom industry is facing challenging times and journey to stabilisation is far from over, was the message at the Bathroom Manufacturers Association (BMA) Conference. Around 130 guests attended the BMA Conference at Carden Park Hotel, Cheshire, themed upon resilience, with a range of experts delivering their perspectives on the topic. Opening the conference, CEO of the BMA Tom Reynolds said the industry was facing some of its most challenging times, with the compounded effect of Brexit, COVID and last year’s budget, during a period of lower demand. He stated: “While there has been some stabilisation in the last year, our journey back to the position of security and moderation in the UK is still far from over. Yet, in my view, it is a real testament to the mettle of the bathroom manufacturing sector, that we’ve weathered all of those storms admirably.”

Keynote speakers With an aim to bolster industry resilience, the BMA Conference saw presentations from thought leaders spanning an adventurer through to economist, and professionals from across the bathroom supply chain. Adventurer Bonita Norris, who became the youngest British woman to summit Everest in 2010, spoke on the topic of The Resilient Mindset. She talked about the importance of a clear vision and how to achieve success by taking small steps. Norris stated we are far more capable than we think, to focus not fret over tasks, and by doing so the goal realises itself. Authors of Bias Impacts: How Culture and Diversity Affects the Leadership Journey, Patrick Ricketts and Kanthi Ford considered the Topic Resilience through Diversity. They explored how diversity provides an array of perspectives and can help strengthen the decision-making process. Ricketts suggested companies broaden the net for recruitment, from different industries and communities, for a long-term solution.

Debate panel As part of a Big Debate, an expert panel explored the challenges and opportunities

based upon the question “How resilient are our global value chains in bathroom manufacturing”? Chaired by CEO of the BMA Tom Reynolds, the panel included experts from across the supply chain from retail to freight, through to manufacturer representatives, and a consumer champion. It included MD of Ripples Paul Crow, group sales and marketing director of WTA Keri Barton, head of sustainability at THG Eco Adam Law, chief executive officer and executive director of Plumbing Manufacturers International (PMI) Kerry Stackpole and consumer champion Jane Hawkes. Speaking about the impact of the COVID pandemic on the supply chain, Paul Crow of Ripples said it was probably the first time he had experienced the industry working well together. However, he said patience started to run out – beginning with the consumer, through to installers and retailers – as cracks in stock levels started to appear. While Tom Reynolds highlighted the improvement in supply chain collaboration between manufacturers and merchants – with the Product Liability Group.

In terms of consumer service level expectations post-pandemic, Paul Crow said they differed from customer to customer, even buying bathrooms at the same price, and his team has to be adaptable to meet individual needs. He sought the same flexibility in suppliers, adding those who fared the best in sales through Ripples were asking how they can help the retail business, consumer champion Jane Hawkes agreed with Crow’s view on personalised service with service level expectation higher than ever, adding: “The customer is not king; they just need to think they are.” Looking ahead at the market, Keri Barton of freight service WTA stated there was a temporary sense of normal with low shipping rates, which are stable, but warned it wasn’t a sustainable business model. And in a presentation answering How resilient is our economy? economist Vicky Pryce highlighted supply chain pressures easing but slowing inflation and little growth. “Resilience isn’t just about bouncing back from challenges, it’s about adapting, evolving and thriving in the face of adversity.” said BMA president Jason Parker. He concluded: “I’m confident we can overcome any challenge that comes our way.”

While there has been some stabilisation in the last year, our journey back to the position of security and moderation in the UK is still far from over.

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I N T E RV I E W

“Reconnection with retailers is very important to us” We talk to the new Grohe UK head Kristine Skauge about changes to the business and reconnecting with retailers through the roll-out of its commercial strategy

ike many bathroom companies, Grohe has seen changes, and these have been across the UK and at European level. Kristine Skauge has recently been named the leader of the UK, having spent a decade rising through the ranks of Grohe. She has held marketing posts in Northern Europe and led marketing across the Middle East and North Africa region. Skauge is supported by a new management team including new commercial leader and former Davroc MD Chris Dodds, leader for trade and retail Mark White and leader for Ireland Seamus Kelly. Interestingly, then, Kristine Skauge says: “My role is not so much about making changes as it is execution of the direction. We have had some changes internally, but that’s to be more streamlined and efficient in the way we work. We have a management team with some new eyes on the business, so that we can have that fresh view on what we need to do and what we need to prioritise”, she explains.

Strategy roll-out What the company has been focused on is the roll-out of its commercial strategy, which offers products for differing customer groups. It has seen the creation of three product portfolios – Grohe Professional for retailers, installers and over the counter merchants, Grohe QuickFix for DIY and the Grohe subbrand, Grohe Spa, for high-end retail – in order to combat price comparisons. Skauge explains: “Retailers have been under a lot of pressure from competing channels for a lot of years, in particular with our brand, because we are in multiple channels. But with Grohe Professional targeted at retailers and the products not available through any other channel, it gives them a unique advantage. That whole part of consumer price comparison, going into store and buying

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online, disappears as we have a different assortment available online.” The European-wide strategy roll-out has been “a little bit delayed” in the UK, as Skauge moots the complexities of the market and demand for UK specific products, but she adds: “We are now going full force talking to our customers about it. Our target this year, and also next year, is to execute.” She says the reaction of retailers has been “extremely” positive and points out the company is “going back to a more customer-centric approach, evaluating what each target group needs and then delivering, and living up to that promise we have made to them. It’s really what was needed.” And Skauge points out the continuing importance of retailers to Grohe in the UK, explaining: “Retailers are still our key link to consumers, when it comes to the whole purchase journey, especially in the UK. Getting that reconnection with the retailers is very important to us.”

Softened global market Skauge reports business is “good in light of the market being what the market is now” having “got out on the other side of what was a less fun last year”, citing availability issues and supply chain challenges. But she adds: “With confidence, we can tell our customers they can expect much more stable delivery times.” She says the UK has seen a softening market, mirrored across Europe and in

established markets around the globe. “It is a challenge. We’re hoping for a stabilisation of the market, along with the macro economic environment but let’s see”, she says hopefully.

Sustainability drives sales Helping to encourage consumers into a purchase, and with sustainability as one of its brand pillars (quality, technology, design and sustainability), Grohe has focused on energy saving and water-saving. Having announced the launch of Everstream at its Grohe X Summit, it showcased the technology at its Grohe Professional launch in Lisbon, Portugal. Eversteam collects and recycles water and the manufacturer claims it uses a quarter of the water and a third of the energy typically required by traditional showers. Speaking about the reaction from its trade customers, Skauge said: “They were amazed by what it can do. It’s a fantastic product. But I think even better for me is the promise that we made to launch all of our concealed showers with this recycling water technology by 2030.” She continues: “In the industry, I think we will move towards a sustainable product offering like we’re seeing in the automotive industry, with hybrid cars. I think sustainability will become the standard within our industry.”

Importance of installers But right now, sustainability is quite an education piece for Grohe to disperse across

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the supply chain, from retail through to installation. Skauge adds that is why initiatives like its GIVE (Grohe Installer Vocational Training Schools), with plans to train 5,000 plumbers a year across the EMENA region, is so important to the company. “It is part of giving installers a better skillset to meet the innovations of tomorrow. We need the installers to be able to create our products.” And she suggests it’s also why GIVE sponsors the HIP Female Skills Competition, to help close the skills gap by highlighting and encouraging women to join the installation industry.

EMEA leadership change Interestingly, then both the GIVE initiative and strategy were the brainchild of former Leader of Lixil and Grohe EMEA Jonas Brennwald who has recently left the company. Skauge admits his departure was a surprise, adding: “I think he just needed to take the next challenge.” Calling him a visionary, she said: “He has massively transformed this company. The commercial strategy is his legacy. it’s his interpretation of what the market needed. So, of course it is a loss for the company and it’s a personal loss, as he was a big motivator in the way he worked.” However, she added there would be a smooth transition, as Lixil leader Bijoy Mohan has taken the EMEA role on an interim basis, citing his professional and pragmatic approach to business: “I’m really looking forward to working closer with him. I’ve already had my first call with him. He’s very interested in the UK and what we can achieve here. The UK is a core market.”

Challenges and opportunities Stating the biggest challenge in the UK is the fragmentation of the market, Skauge points to the complexity of multiple players in the market with its wide ranging customer base. But she highlights sales opportunities will come with the implementation of its commercial strategy: “The UK is full of manufacturers; it’s such a fragmented picture with brands and private labels. I think the way we can distinguish ourselves is by being a little bit different and that is where the commercial strategy comes in, with different portfolios for different target audiences. It’s a very clear proposition for us. The art is the execution of the strategy.” She concludes: “Ultimately success will be consumers making a conscious choice and asking for Grohe.”

Q&A: Kristine Skauge

What attracted you to the role of head of UK business? A: In the UK, Grohe has big potential to grow, and I’m very proud to be part of that journey. The Grohe brand has a fantastic proposition, but we also have to look inwards and ask ourselves what we need to do better to be an even stronger and more relevant business partner. This is a challenge that I’m ready to face, pulling on all my experiences so far.

How would you describe your leadership style? A: The most important thing is to have a humanised version of a manager that’s not a machine and that also has flaws. For me that’s very important. We all need to reach the numbers and we need to achieve our KPIs but to be human, I think, has been very important for me - humble and human.

Do you think that’s more important than being heralded as a women leader in the industry? A: Personally, yes. I think women sometimes need to prove themselves and might be overly harsh , feeling like they have to compensate for their gender. But the way I lead, it’s natural. It’s who I am as a person. I’m just trying to navigate, with everybody working here, to find the best way forward. However, there are statistics that women leaders are more profitable than male leaders. [A Pepperdine University study showed 25 Fortune 500 firms with the best record of promoting women into high positions were 18% to 69% more profitable than median firms in their industries].

What has surprised you the most about the UK business? A: I have been really surprised by how engaged and how happy and positive UK colleagues are because it’s been a difficult couple of years. COVID restrictions in the UK were harsher than in many other European countries and Brexit took its toll on the whole organisation. I thought I would be coming into somewhat of a more demotivated team. It goes to prove that no matter where you go in the Grohe world, people are genuinely excited about the brand.

What mark would you like to make both as a person and Grohe UK? A: Being able to roll out our commercial strategy and to gain that understanding from a wider market will be the most important thing we do. For me, personally, it will be how we can create even greater engagement from our team members, within Grohe, how we can be more efficient but also have work life balance.

Who or what inspires you?

A: People. For me, my biggest inspirations are the people I surround myself with, both in my career but also in my personal life too. Throughout my career I have had the pleasure to work with some outstanding teams, and have been privileged to work across different markets, witnessing a diverse range of talent and drive. The continued energy, commitment, and passion I’ve witnessed, and the ensuing great results achieved, continues to be my own drive.

What is the best piece of advice you’ve been given? A: I once heard the quote “People cannot be copied” and this has stuck with me throughout my career. For me, a company like Lixil that puts people first is really important, ensuring that team members can have a healthy worklife balance. While I pride myself on working for a company that truly champions diversity and inclusion, I also practise this myself with my own team members, striving for a happy, positive team that enjoys their work and feels valued.

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P RO F I L E

Group chat: Kutchenhaus expansion insights

Following the opening of its 75th showroom, sales and operations manager (South East) of Kutchenhaus Kam Bharadwa highlights the growth plans of the kitchen retail franchise

itchen franchise Kutchenhaus has set out ambitious expansion plans, with a goal to “consistently” grow its network. Having opened its 75th store, it shows no signs of slowing. Sales and operations manager (South East) Kam Bharadwa comments: “It’s an important milestone to open our 75th showroom and currently we have between 1520 new showrooms in the pipeline. These are at different points in the journey, this could be signing leases, for example, sorting contracts or finding units. Altogether it will make for a busy end of the year and start of next, as undoubtedly some will roll over into 2024.”

Bucking the economy Its growth is despite a challenging time for the industry, which has experienced economic headwinds. So why has Kutchenhaus proved to be a success? “Because we’re a franchise business, partners can see the support they’re getting and do not feel alone in the journey. This means they’re more likely to join our network”, explains Kam Bharadwa. And he points out, of the 20 new franchise openings, there is a even split between new people joining and franchisees opening another showroom. A third of its franchisees now have more than one store: “This year especially we’ve had a mix of new franchise partners opening their first showroom combined with existing owners

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\1 opening their second, third, and in one case fourth. This speaks for itself as to open a second, third or fourth showroom you are experiencing great success.” He points out potential franchisees have been positively surprised about the initial investment of opening a Kutchenhaus showroom. They’re pleased to find that the figure is often lower than what they had in mind and is achievable to them. They become even more enthusiastic about becoming a partner following this realisation.”

Supporting retail But Kam Bharadwa cites it is the support and strength offered by the group, backed by Europe’s largest kitchen manufacturer Nobilia, which offers franchisees confidence and has helped the brand develop in the UK: “We’re coming from a position of strength, and this gives potential franchise partners peace of mind.” He continues: “The support we provide our franchise partners really helps them along the way. This is both during the set-up phase and also continues throughout their life as a franchise partner. It involves training, dedicated field support, marketing and technical support. Franchise partners may worry that they’ll be left to do it alone with us, this is not the case. We support as much or as little as is needed and there’s a great amount of franchise-to-franchise knowledge sharing too, with experts sharing

1. SHOWROOM EXTERIOR Kutchenhaus aims to open 20-25 showroom franchisees a year, with a mix of new and existing partners opening multiple studios

best practice with one another. “To understand the strength of the network you just need to take a look at our ‘Excellent’ 4.8 Trustpilot score, based on over 1,500 reviews. People want to be a part of that.” With the number of Kutchenhaus openings increasing, this year, the company has employed a dedicated showroom opening manager, John Russell, to support its franchisees. Kam Bharadwa explains “Having someone with extensive installation and opening knowledge is golden, as it means franchise partners have a dedicated individual to call on who knows how to open a showroom from start to finish. John is someone who has been there and done it countless times and supports with getting them up and running more quickly. He is a real asset to the team.”

Target franchisees So who is the ideal Kutchenhaus retailer? Kam Bharadwa states “We’re looking for experienced kitchen designers who have a proven track record in the industry, or those willing to recruit such an individual(s), plus independent retailers looking to convert over and investors. Once on board, we’ll provide all the training and support needed and help

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in delivering quality leads. “We tend to look for people with knowledge and enthusiasm, as customers want people who are experts in their field. A lot can also be learned with our support. We have designers who may not have the business knowledge at first, for example, and find their showroom performs really well.”

Raising profile The brand has been raising its profile to attract retailers, having exhibited at Kbb Birmingham and is set to return to the show in 2024. “We’ll certainly be at KBB Birmingham 2024. We’re currently designing our dual-branded stand, for both Nobilia and Kutchenhaus. Our aim is to deliver a memorable stand which, aesthetically, looks great and provides an entertaining and immersive experience for our visitors”, Kam Bharadwa says. However, it has also used exhibitions to drive business for its franchise partners too, having exhibited at consumer shows Homebuilding & Renovating and Grand Designs Live. “We’re speaking with people at shows now on a regular basis who say they’ve visited one or more showrooms. More exposure at these exhibitions means more growth and we’ll continue to review each year which ones to attend. All leads we generate from this activity go to our showroom network so it’s further marketing support.”

Future goals When asked what is the ultimate end goal for Kutchenhaus, Kam Bharadwa is keen to focus on taking it year by year. “We have a target of opening 20-25 new showrooms each year. Ultimately, we want to grow our brand and become the customer’s port of call and go-to for quality kitchens. We want customers to have Kutchenhaus at the forefront of their mind and our awareness has certainly grown in recent years, taking us closer to that aim.” Certainly, its success is mirrored in sales, as Kam Bharadwa reports: “Total sales performance is up on last year and we have several marketing projects in the pipeline. These are designed to drive brand awareness and more showroom leads for our franchise partner network in FY24. One of these projects is the launch of a redesigned website, which will encourage conversions in the form of appointment bookings and brochure downloads. “We’re excited about the future and the next few years of growth for the business.”

Q&A: Kutchenhaus Reading Franchise partner Dominika Gross has opened the 75th Kutchenhaus in Reading and talks about why she chose this route to opening her own retail business

Can you tell us a bit about your background? A: I started as an interior designer in Poland, where I studied interior architecture and had my own business. After moving to the UK in 2018, I landed a role as a kitchen designer. Interior design has always been my passion, and I quickly found designing kitchens to be very rewarding and fulfilling. I made a decision to specialise as a kitchen designer from then on.

Why did you decide to become a franchise partner, rather than open your own independent KBB retail business? A: I was looking for my next challenge when I met Kam Bharadwa and we talked about me owning a showroom. He was very informative, helpful (and funny!) and talked me through where to start, what it would entail and how I’d be supported by the team along the way. We discussed my background and professional experience and decided it was a great fit. Then, with Kam’s support, a great opportunity opened up to start working in the Croydon showroom as a designer, prior to opening my own showroom. Here I was able to learn more about the business from owner Ronnie Adjei.

What particularly attracted you to the Kutchenhaus franchise? A: Among all the brands I’ve sold, Nobilia stands out as a business that’s recognised by customers for offering excellent-quality, German engineered products, which are still affordable. Kutchenhaus as a brand shares those values and is growing rapidly, so I was interested in learning more. While doing my research I realised becoming a franchise partner means you get the best of two worlds - you are able to run your showroom independently, giving it some unique characteristics, whilst still being part of a bigger company. So, effectively you have your freedom and also someone in your corner.

How long did it take from first contact to opening your own showroom? A: The first conversation I had with Kam was in January this year. Once I’d decided to become a franchise partner, I started looking for the best location and found a retail unit that was under development which felt like a great fit. We were happy to wait for it to be finished so our journey took a little longer than other franchise partners, however I had no doubt it would be worth it.

What has surprised you the most on this journey? A: How great and empowering it all feels. It is without a doubt a big undertaking, however, thanks to help and support from everyone involved, this project is going smoothly, and no challenge feels too big to cross. This was the natural next step for me, and I feel that whatever happens, there is someone within the Kutchenhaus world who has been there, done it before and can help.

How would you like to develop your business over the next couple of years? A: The first step is to make Kutchenhaus Reading a success. Following this, I’d like to open a second and third showroom. This is all dependent on the running and success of each, however my ultimate goal is to have three showrooms, for sure.

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KITCHEN FURNITURE

Personal space \1

How highly personalised kitchen schemes, create an infinite assortment of lifestyle-orientated, ground floor interiors.

he COVID pandemic may have accelerated the evolution of the kitchen into a lifestyle-orientated space, but its transformation is here to stay. These highly-personalised spaces are designed to function beyond the traditional cooking, eating and dining experience. Category manager – sliding, room and building at Hafele – Elizabeth Briggs explains: “In our Functional Spaces: Kitchens for Living Report 2022, we explored how millions of people were using the kitchen for purposes other than cooking – and our most recent research, conducted earlier this year, shows it’s a continuing trend. Socialising is one of the top activities in the kitchen for over a fifth (22%) of homeowners. But the kitchen is also used for relaxing (17%),

watching TV (14%), working from home (11%) and homework for children (11%).”

Multifunctional space Now a true multifunction space, the resourceful designer will reflect this in the planning of the kitchen. The need for spatial organisation is key, from storage through to furniture which can serve many functions. Design manager at Symphony Josie Medved points out: “Multifunction storage has become a key consideration. Butler’s pantries definitely have that wow factor – everybody wants one of them. Bi-fold dressers are also popular, as they can be adapted to form a small appliance station. There is also a great interest in breakfast coffee/tea and alcoholic drinks stations.” While head of UK operations

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of Rotpunkt Matt Phillips points out: “The hidden room has come to the fore, this year, and designers are championing new door designs which enable the relocation of food storage, laundry appliances and utility area.”

Suit any size While larger spaces can, arguably, provide more flexibility, multipurpose design is not limited to expansive open plan kitchens. Managing director of Daval Simon Bodsworth points out: “Highly personalised, dynamic storage is a must-have, regardless of room size.” He continues: “On-trend, halfheight cupboards are enabling homeowners with smaller kitchens to create anything from a home bar to dedicated breakfast stations.” While Elizabeth Briggs suggests door styles for storage in smaller kitchens: “Sliding, pivot and tambour doors can help to create stations for different activities and specific equipment that can be concealed when not in use.” However a kitchen designer chooses to plans a smaller space, accomplished retailers will ensure they don’t overcrowd the room. Furniture manager of Caple Doug Haswell reminds designers: “Leaving one wall free can make a huge difference in making the room feel more open and less cramped. Another way to create an illusion of spaciousness is by

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www.rdr.link/KAU013 incorporating open shelving instead of cupboard doors.”

Ground floor hero Whatever the size of space, it sees the kitchen become the hero of the ground floor space and lead the design with complementary living furniture. CEO of Scavolini Fabiana Scavolini comments: “This trend not only creates a sense of spaciousness and promotes a more social and inclusive environment, but it also means that kitchen furniture has a significant impact on the design of living room furniture.” It has seen kitchen manufacturers extend their furniture offer to cater for a wider variety of spaces created for working or socialising. All of which helps resourceful retailers to meet these needs while increasing the bottom line of a much larger kitchen sale. National sales manager UK for Keller Kitchens Tim Spann adds: “In many ways, the kitchen is growing

Expert View Kuchen Meile report Sales director of MHK UK Paul Wheeler says affordable luxury, extending beyond the kitchen and creating drama with unit sizes and lighting were key themes of the recent Kuchen Meile This year’s shows were very well attended, both from the UK and internationally. Most were reporting numbers back at 2019 pre-COVID levels as dealers seem to have an appetite to travel, network and get up to speed with what is new again. We found the general theme across all manufacturers’ showrooms was making luxury affordable, and many manufacturer showrooms featured high end doors and finishes, in particular fluted veneer doors. These were available in a wider range of colours and woods, as well as having very realistic looking alternatives in laminate that use texture and shadow to imitate their high

\4 even further into the home as a good use of furniture beyond kitchen cabinets is more commonplace. It is a major opportunity for retailers to increase basket size.” Brand manager at Masterclass Kitchens Cassie Jones comments: “Whether it’s a media wall with a home cinema surround sound system or a bar and cocktail area, customers are increasingly interested in being able to host gatherings within their own homes. At Masterclass Kitchens, we take great pleasure in incorporating these luxurious features into our designs.”

Eclectic kitchens

end counterparts but as an entry level door. Several manufacturers were showing lacquered laminate doors in popular colours but in lower or entry level price groups, helping retailers compete by delivering a lacquered kitchen at a very good price point. It was good to see manufacturers recognising the need of retailers to meet both their customers design and budget needs, and doing more to help their retail partners win business.

extended height doors, wall and tall units extending cabinet heights to 2.7m and above. Shades of grey were also still prominent, but these are evolving into warm greys and were often teamed up with warm wood tones to soften the look and make it more homely, welcoming and easy to live with. Walkthrough tall units into utility rooms and prep kitchens were also featured, with many clever solutions to disguise an entrance to another room as a tall unit door. Clever lighting solutions were also used to good effect, both in terms of adding interest and drama, as well as improving the useability and practicality of cupboard space. One notable solution used the kinetic energy from opening the door to power an in-cupboard LED light without batteries, other solutions used rechargeable batteries to power drawer lights, estimating the batteries would last for a year in normal use. Overall, this year’s shows displayed some exciting trends and inspiration for the UK market and we look forward to see what retailers take away from it. For us at MHK, events such as Kuchen Meile provide an opportunity to connect suppliers and retailers with members from different markets, to feel part of a community and learn from each other.

Extending ranges Beyond the theme of making luxury affordable, there was also a trend towards manufacturers launching bedroom furniture ranges, with several showing complete bedrooms and walk-in wardrobes, again a welcome addition enabling retail partners to sell more to their clients. As in previous years, there were also many bathroom and home workspace roomsets too, showcasing different ways to use furniture, as well as dedicated bathroom ranges from several manufacturers.

Colour and light Colour-wise, drama still dominated, with shades of green featuring heavily alongside dark doors, back lit display cupboards, and

It means, then, kitchen furniture has taken a new aesthetic direction, introducing material and textures mixes to create a highly personalised look. Matt Phillips of Rotpunkt concludes: “We have identified experimental kitchen design as one of the biggest interior trends in 2024. With this in mind, we anticipate a new blend of colour and texture with a strong use of nature-inspired elements and designer hardware to influence future UK kitchen design.”

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COOKER HOODS

Breathe easy Why improved air quality and smarter controls will provide opportunities for kitchen retailers to upsell extraction

onsumers may once have made extraction choices based entirely on aesthetics but with the kitchen becoming a living space, they now recognise the need for performance too. It’s not simply about removing cooking odours and grease to protect the whole environment but actually improve the air quality. Category manager of Gaggenau Simon Plumbridge continues: “While we still have some way to go in conveying the message that ventilation should be the first consideration, not the last, I think consumer understanding has improved.” Managing director of Falmec UK Sean Drumm agrees, adding: “Open-plan living and the diversity of today’s culinary cooking styles require top-end extraction, so designers and consumers now understand how crucial efficient extraction is for the kitchen.”

space. He explains the top three requirements from homeowners: “Consumers always ask ‘is it noisy’? So, number one after energy efficiency is now noise reduction, followed by excellent lighting performance every time.” And product manager of BSH Home Appliances Jack Roper agrees: “Consumer want high performing appliances in their homes that give their lives minimal disruption. Therefore, appliances with low noise levels, yet high performance, are becoming increasingly popular.” He adds illumination is a key consideration: “Personalised design features like extractor lighting that can be controlled depending on

Quiet and light In fact, it seems such is the understanding of a need for high levels of ventilation, Seam Drumm of Falmec UK adds consumers are seeking to reconcile the demands of powerful extraction with the requirements of a living

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the mood or occasion are becoming more and more popular with consumers.” However, it could also be argued that consumers are even more clued up than performance and lighting alone. They are becoming aware of more technologies. Certainly, that’s the view of sales and marketing director at Franke UK Jo Sargent who adds: “Technology and design has been developing such that designers and consumers understand that a cooker hood can offer so much more now than functional extraction and some task lighting.”

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Energy and air So how can kitchen designers encourage their knowledgeable clients to trade up? Sean Drumm points to the latest technologies of “Recirculation, Ionisation and energy efficiency.” He points to the importance of energy consumption to help save clients money, as he explains: “We have all seen our energy bills increase substantially over the past 12 months, so it is crucial that we recirculate the air in our homes to prevent the heated air from being ducted out and wasted.” And Simon Plumbridge of Gaggenau equally highlights sustainability pointing to the growing popularity of regenerating filters. “Regeneration filters are gaining popularity. While they may have a higher initial cost, these filters can be regenerated in the oven up to 30 times and last many years, even decades. This makes them a worthwhile investment.” With a growth of recirculated air, it’s important that air quality remains at a high standard. Unsurprisingly, then, appliance manufacturers have worked hard on delivering extraction that also sanitises the air removing allergens, bacteria and viruses. Simon Plumbridge points out: “Advancement in filter technology, such as anti-allergen filters that can help remove allergens from the air, make it beneficial for people with conditions like hay fever.”

Expert View Not seen or heard Managing director of Mira Liam Lord offers his view on how the market for cooker hoods has developed, with a demand for “invisible” extraction and what models retailers should consider We often joke in the industry about how the cooker hood can sometimes be considered as an afterthought. Many still overlook the importance of good extraction. With open plan kitchen designs becoming more popular, especially over the last 15 years or so, more people do understand the importance of a quiet, powerful extractor.

\4 4. RørosHetta Featuring oak veneer, Groove boasts the company’s Sense technology which addresses indoor air quality and fire safety, and runs at 53dBA. Read all the information at wwww.rdr.link/KAU017

Franke has introduced Air Hub which uses UV-C lamps to sanitise air and AQ Sense which monitors air quality, temperature, humidity and filters out Volatile Organic Compounds to restore fresh air. While, RørosHetta Sense cooker hood technology boasts 11 sensors that measure air quality, including fine particles, volatile organic compounds, humidity, temperature and movement. In addition, it can shut down an electrical hob when there is fire risk, and notifies the homeowner by app.

Smart controls Of course, smart controls which allow ease of Customers want the kitchen to be a place to enjoy socialising and entertaining, without any distractions. Customers want to be advised by the kitchen retailer when it comes to the right extractor for their requirements. As cooker hood specialists, it is our job to educate the importance of good extraction.

Popular cooker hoods I’ve worked in this industry for 20 years now and have certainly seen many changes in relation to cooker hood trends. Around 10-15 years ago, many cooker hoods were designed to be a statement piece within a kitchen. For this reason, decorative, pendant-style island extractors were popular. These types of cooker hoods are still of course available, we in fact still offer some within our range. However, the volume at present is directed more towards the cooker hood becoming “invisible” within the kitchen both in aesthetics and noise levels. Customers now demand quiet, discreet and powerful extraction.

use are growing in importance for sales. Forget relying on remote control and think gesture or voice operation, hob to hood technology, as well as apps – for connected appliances. These can even offer the added advantage of maintenance advice. In fact, industry experts believe it will be connected appliances and improved air quality which will drive future cooker hood sales. That’s the conclusion of Jo Sargent of Franke UK who says: “We expect to see continued growth and innovation in air sanitisation, as well as in the connected appliances market, as consumers become more familiar with the technology and its many benefits.” Our most popular hood types are canopy hoods and ceiling hoods. They have been for several years, in fact. Miro’s venting hobs sales increased by over 100% last year. Sales of this type of product have been on the rise over the last couple of years. We therefore strengthened our venting hob offering, this year, by launching the new Envy and Flow 5 models. We now offer three high spec venting hobs at different price levels.

Listen to market It is a combination of both aesthetics and developments in technology that drives sales. There’s no point in offering a product that includes all the bells and whistles but isn’t attractive on the eye. At Miro we listen to what trends retailers are experiencing and try to integrate that within our product portfolio. I’m sure venting hobs sales will also continue to grow. Every kitchen needs an extractor, and we will of course continue to listen to what trends the kitchen industry dictates and act accordingly.

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P RO D U C T RO U N D - U P

JUST OUT \1

1. SYMPHONY Inspired by nature, the Symphony Group has launched Linear Icon, a handleless collection that allows homeowners to mix materials, textures and colours. It is available in Merlot Red, Storm Blue, Mineral, Hunter Green, Charcoal, Dark Stone (pictured) and Dark Walnut. These span recycled materials, textured and super matt finishes. The Linear Icon range also features a choice of trim finishes with co-ordinating plinths. Explore the range at www.rdr.link/KAU018

\2 2. ARMAC MARTIN Luxury brass hardware and accessories manufacturer Armac Martin has launched a cocktail-inspired collection of cabinet hardware. The Cocktail Collection includes three ranges: Colmore (shown) inspired by a Martini glass, Barwick with columns and linear ridges to reflect traditional distilleries and Victoria, with textures emulating Art Deco reeded glassware. Discover all the handle and knob types at www.rdr.link/KAU019

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\3 3. CDA Appliance brand CDA has added retro refrigeration to its cooling range, with the launch of Florence and Betty. Florence has a 60/40 split, is frost free, and boasts a 330-litre capacity, while the smaller model Betty boasts a top mounted freezer design and offers a 206-litre capacity. Both models feature a retro CDA logo and come in Meadow, Sea Holly, Barley and Tea Rose (pictured). Read all the details at www.rdr.link/KAU020

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\4 4. IDS Surface materials distributor IDS has launched Finesse by Kronodesign, a premium laminate kitchen worktop range aimed at the mid to upper-mid market. It offers more than 60 decors in round and square edge profiles, 38mm and 22mm thicknesses and 12mm slimline compact laminates. Finesse includes woodgrains, stone, concrete, marble, granite and burnished slate designs, with a choice of 15 textures. Discover the collection at www.rdr.link/KAU021

\5 5. BLANCO Waterplace manufacturer Blanco has announced the launch of Choice.All, which offers two types of sparkling water (filtered medium sparkling and fully sparkling water), plus filtered boiling and cold water as well as unfiltered hot and cold tap water. Choice. All includes an under-sink water conditioning unit, the Choice Icona kitchen tap, as well as new Blanco Unit app to save water temperature, CO2 intensities and volume settings. View more at www.rdr.link/KAU022

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S H OW E R S U R RO U N D S

A glass act We take a look at the emerging trends for coloured, textured and shaped glass for showering surrounds and ask will these form the looks for the bathrooms of tomorrow?

ith showering enclosure suppliers vying for attention in the competitive landscape, the choice of glazing has come to the fore. Welcome textured, coloured and even shaped showering panels. These may be a relatively new trend but could find sales traction, as personalisation is growing in home design. Certainly, that’s the view of showering product manager of Bathrooms to Love, from PJH, Richard Eaton who comments: “The personalisation trend is driving the demand for greater glazing choices in the showering sector. This can be through glazing colour, finish or texture.”

Fluted textures The move away from expanses of clear glass started with the Crittal-style showering space, and it has since been joined by a variety of textured glass. Majestic introduced its Art Glass in four textures and ribbed glazing is now available from Roman, The

\1 1. PJH The RefleXion Iconix Fluted Glass Wetroom Panel from Bathrooms to Love is available with a Black, Brushed Brass or Chrome profile. View the range at www.rdr.link/KAU023

Shower Lab, Scudo, as well as PJH’s Bathrooms to Love brand. Richard Eaton of PJH comments: “The use of textured or ribbed glass in bathroom design is increasingly steadily, creating the perfect balance between visibility and privacy.” He continues: “Fluted glass adds a

touch of elegance and visual interest to the showering space, diffusing the light to create interesting shadows and patterns. It adds depth to the space and offers a timeless decorative element, capable of complementing many design styles.” In fact, such has been the interest in fluted glass, managing director of Roman Showers David Osborne says it is fast becoming a must-have for high-end bathroom showrooms. Earlier this year, he explained: “Fluted glass is particularly more desirable. Plain glass options are still proving to be a popular choice with consumers, but this is changing quite dramatically.”

Shape shifting

\2 2. KUDOS SHOWERS Ultimate 10 wet room panels are now available in tinted, colour glass with four options. Discover more at

www.rdr.link/KAU024

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In addition to texture, there has also been a return of shape with Art Deco inspired fans, arcs and curves re-entering bathroom interiors. Joining straight line geometry has been more rounded shapes, as Matki has introduced an arched wetroom panel. Managing director of Matki UK Nicholas Cunild says: “The Eauzone Arch Wet Room Panel offers discerning customers the opportunity to indulge in something delightfully different.” It can be chosen in plain, satinised and even tinted glass.

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Colour splash It brings us neatly to the colour story also developing in the showering glass space. Think satin, smoked, tinted, metallic mesh, and even rainbow variations of Dichroic glass. Kudos Showers has recently added coloured glass to its portfolio. More than merely an interior fashion statement, colour can also provide the added functionality of a modesty panel. Marketing manager of Saniflo Amanda Mills comments: “The option to create a focal point using the shower glass is one of the reasons that customers like patterns.” However she adds: “Privacy can be paramount for some customer and an obscured shower door is a great way to feel comfortable if someone else has access to the bathroom.” It can also provide an upsell opportunity, as sales and marketing diretor at Kudos, Nick Graville adds: “Coloured glass is a more expensive option, so the retailer/designer will make more monetary margin.”

Different glass While it may be too early to tell the sales impact of coloured, textured or shaped glass

\3 3. MAJESTIC

4. MATKI

Art Glass is a range of bespoke screens in a choice of four designs. Download the brochure at

The Eauzone Arch Wetroom Panel can be chosen in tinted or satin/frosted finishes. See more at

www.rdr.link/KAU025

www.rdr.link/KAU026

on shower surround sales, it could certainly be a trend to watch. Amanda Mills concludes: “While transparent glass definitely remains

the popular option, customers looking for something a little different are now looking at glazing options.”

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P RO D U C T RO U N D - U P

JUST OUT

\1 1. DALLMER Meeting the trend for black bathroom finishes Dallmer has introduced the Black Edition of shower channels and grates. Part of the Black Edition range is CeraFloor Select Duo, a stainless steel shower channel available in lengths of up to 2m. According to the company, it is the first black stainless steel shower channel offered in lengths of up to 2m. Download the specification at www.rdr.link/KAU027

\2 \3

2. LAKES Manufacturer of showering spaces Lakes has expanded its Wave Collection to include a Brushed Brass finish. The collection features hinged, quadrant, slider, and bi-fold doors, as well as a side panel. Initially launched in a silver finish, it has been extended with a black finish and now Brushed Brass and is backed by a “no-quibble” lifetime guarantee. View the collection at www.rdr.link/KAU028

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3. VADO Claimed to be the industry’s first all-flush thermostatic valve with push button control and temperature dial technology, Vado has introduced Zone. Designed for bath fill and showers, Zone is available as horizontal and vertical shower valve options, as well as an additional single push button outlet. Alike all Vado products, Zone is WRAS approved and offered with a 15-year guarantee. Discover the collection at www.rdr.link/KAU029

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\5 5. UTOPIA

\4 4. KINEDO Showering brand Kinedo has expanded its surround offer with the Alpha Solo walk-in shower enclosure, to offer high-end aesthetics at an accessible price. Made from 10mm glass which measures 2000mm high, it has anti-limescale as standard. Designed for corners and recesses, Alpha Solo is available in five sizes. View the brochure at www.rdr.link/KAU030

Bathroom furniture manufacturer Utopia has extended the number of door decors available across its Original Fitted, Symmetry, You and Geo ranges. The company has added Bay Green, Carbon Black, Dorchester Oak and Richmond Walnut to its existing palette. The addition of a new carcass and 22mm laminate worktop, in the same finish, allows the consumer to create a harmonious look or to mix and match. View the brochure at www.rdr.link/KAU031

6. HARRISON BATHROOMS As part of its latest Scudo update, Harrison Bathrooms has embraced fluted finishes on its Labyrinth freestanding bath. The fluting is moulded into the acrylic panel of the bath which has a 220-litre capacity. It comes complete with waste, overflow and feet and has been designed to be used with floorstanding or wall-mounted brassware. Download all the details at www.rdr.link/KAU032

7. CROSSWATER Bathroom brand Crosswater has introduced Revive showerheads in two variations – single mode and multi-mode with three spray patterns. The multi-mode sprays include Rainfall, Massage, featuring a jet with intermittent massaging action, and Soft Flow with a mix of air and water. Revive is available in a choice of four finishes: Brushed Brass, Chrome, Brushed Stainless Steel and Matt Black. View brochures at www.rdr.link/KAU033

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S M E A DV I C E

COMPANY MAT TERS

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

Cash flow vs profit: What’s the difference? Kevin Bannister or The Accurate Accountant explains the importance of cash flow and profit on your business.

What is cash flow?

There are three main types of cash flow: Operating cash flow: the amount of cash generated from regular business operations. Investing cash flow: cash earned from investments. Financing cash flow: the net cash generated to finance the company, including debt and dividend payments.

Cash flow is the money flowing in and out of a business. It refers to available funds rather than money tied up in uncollected profits or hard assets. A business needs cash in order to continue operations; without it, the owner cannot pay suppliers, staff and utility bills, or purchase inventory.

Positive cash flow means that more cash is coming in than going out, and thus your business’ liquid assets are increasing. Negative cash flow means the opposite. A sustained period of negative cash flow means you need to take action.

While cash flow and profit are undoubtedly related, they are certainly not the same thing. In the long term, a business needs both positive cash flow and profits to continue operation, but which one should entrepreneurs be prioritising?

What is profit? In a nutshell, profit = revenue - expenses. It’s how much money your business is left with when you deduct expenses from your turnover. Gross profit = revenue - cost of goods sold. This includes variable costs such as materials and labour, but not fixed costs such as rent. Operating profit = revenue - business costs. This figure includes fixed costs but excludes tax, interest payments on debt and income from investments that are outside the realm of the core business.

RECRUITMENT

Videos drive inclusive recruitment Founder of specialist recruitment agency Peter Jones of Foyne Jones looks at how video interviews and assessments meet the needs of Gen Z and can speed up the recruitment process Customisation is a fundamental principle in seeking to meet and exceed customer expectations, and the same can be said when trying to recruit, select and appoint the best candidates for your business. Many businesses now offer remote and hybrid work setups to broaden their candidate pool and modernise traditional office models and work patterns. The introduction of remote and hybrid work is here to stay, as businesses continue to adapt to newly defined workforces and office environments. So it’s worth considering how you currently meet the needs of your employees and whether an element of change is required to attract and retain staff. The latest research indicates the most

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successful job candidates in 2024-5 will need to prove they are adaptable, communicative and disciplined, whether onsite or working remotely. Consequently, employers need to establish how resourceful and resilient potential new recruits can be to their business as quickly as possible.

Video assessment I recognise there is plenty of ground to cover when it comes to assessing skills and competencies of potential new hires, in addition to whether they’re the ‘right fit’ by holding similar values, ethics, and communication styles to the rest of your team. However, the traditional interviewing process can often be a long process.

Saving time and money is a potential hurdle you can avoid now that Zoom calls and Teams meetings have become mainstream, along with communication apps like WhatsApp. I find using the latest video technology is a great way to explore the potential of a good fit, before committing to a more in-depth, formal interview. For instance, I work with employers to create a range of questions, which the candidate can respond to via video. It’s easier for employers to assess and compare candidates from a well-prepared

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Net profit = revenue - all expenses, including tax and interest.

APPRENTICESHIPS

Which is more important?

Ask the right questions to enhance KBB apprenticeships

Both cash flow and profit are important to the long-term success of a business but in the short term it may be prudent to prioritise one over the other. It’s possible to be in profit and yet run out of cash, and vice versa. Which one is more important depends on your current financial situation. For example, a business may turn a profit each month but if that money is tied up in hard assets they may be unable to pay employees and suppliers, and will eventually be forced to cease operations. In this instance, the business should prioritise cash flow. On the other hand, a business may have a healthy cash flow but fail to make a profit due to substantial debt. Here, it may be prudent to prioritise paying off the debt in order to become profitable. It’s worth investing in a quality accountant who can help you maintain a healthy cash flow whilst generating a profit without losing your mind in the process. Find out more about The Accurate Accountant services at

www.rdr.link/KAU034

Apprenticeship and early careers manager at LEAP Barry Moss urges KBB employers to ask more questions to find out how a program can work for their business It is imperative to ask the right questions of apprenticeship providers. These questions should revolve around course content, competences, communication, and the development of industry-specific apprenticeships. Only by proactively seeking answers to these questions can employers create a more productive and efficient apprenticeship ecosystem, ultimately benefiting the KBB industry as a whole. For those of you who were at the recent KSBA conference at The Belfry the above paragraph was ChatGPT’s response to this question and I’ll be honest I’m finding it hard to disagree. The KBB industry is unique in its make-up and as such needs a unique solution to the ever growing skills crisis and every evolving market that it works in. There are many ways to make these things happen, maybe take on someone young and train them yourself or maybe just keep poaching staff from local competition. I’d like to suggest another way.

Communication is key video presentation and reach a decision about the next stage, whether that’s to provide helpful feedback to the jobseeker or look to progress with an interview.

Work with recruiters As more and more of us live an increasingly digital life, which is seen to be always ‘connected, it makes sense to work with a specialist recruiter who offers a more inclusive and adaptable recruitment process to secure you the right candidate more quickly. I can testify that the power of video has completely transformed how we all do business. For me personally, video technology has brought countless candidates into the fold and is your biggest asset for presenting your business as a forward-thinking, flexible workplace that is progressive and open to change. How can Foyne Janes help in your recruitment search at

www.rdr.link/KAU039

But the world of apprenticeships is complex and shrouded in mystery and historical preconceptions I hear you say! Yes this is true but it doesn’t have to be. The more the KBB industry discusses its needs and wants from apprenticeships the better the providers will be able to deliver them. Individual voices get drowned out but an entire industry speaking as one, now that has some volume. Communication is key not only from the KBB industry but from providers. Any good provider should be able to give you the standards that your apprentice will be achieving while completing an apprenticeship, in fact they are required to. Any good provider should indiviualise the learning for each apprentice, in fact they’re required to. Any good provider should have regular tripartite reviews with the apprentice, coach and line manager, in fact they’re required to. Any great provider should be able to provide you with some real life case studies of apprentices and show the benefits of the

apprenticeship for them and the employer. Any great provider should discuss the requirements of your business and the apprentice way before they start any learning. That’s why apprenticeships should be a symbiotic relationship between the employer, apprentice and provider. Here would be some of the questions I would ask; a. Are the apprenticeship programs aligned with the specific needs of the KBB industry and my business? b. Can the apprenticeship provider provide a detailed breakdown of the standard and how will this be delivered? c. Are the courses regularly updated to keep pace with industry advancements? d. How does the apprenticeship provider ensure apprentices gain hands-on experience and practical skills? Or another way to look at it; What’s in it for my business? ● What will my apprentice learn to benefit my business? ● Is the learning relevant to my business? ● What do I need to do to make this a success for me and my apprentice? ●

Only through engagement with providers can the KBB industry get a fit for purpose apprenticeship delivery as I can assure you there is no other person alive that knows your business better than you! Discover more about apprenticeships through LEAP at www.rdr.link/KAU035

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PROMOTION

WEBSITE STORIES What has been driving KBN’s website traffic? Here are the top three stories with the biggest hits in October on www.kandbnews.co.uk

MHK Managing director of export for MHK Group Marcel Crezee has announced he is leaving the organisation, after seven years, at his own request. During his time with the organisation, he established the European buying group in the UK in 2017 and under his leadership has grown five fold in the country in that time. Marcel Crezee commented: “I look back on seven fulfilling years at MHK and wish the company and my colleagues personally all the best and continued success.” View more at

FAUCETS The KBB industry has paid its respects to Kevin Earll, senior contracts & specification consultant at bathroom distributor Faucets, who has recently passed away. Tributes were led by managing director of Faucets Darren Taylor: “It is with great sadness I must inform you of the passing of Kevin Earll. I know customers and suppliers alike will miss him. He was very popular! Our thoughts and prayers are with his wife Deb and the family at this difficult time.” Read the tributes at

www.rdr.link/KAU036

www.rdr.link/KAU037

VICTORIA PLUM Online bathroom retailer Victoria Plum fell into administration on September 29, 2023, and has been sold to AHK Designs Ltd by private equity firm Endless. Victoria Plum appointed partners of Ernst & Young Samuel James Woodward and Timothy Graham Vance as joint administrators. Shortly following their appointment, the joint administrators completed sale of the business and certain assets of Victoria Plum to AHK Designs, securing all 345 jobs. Read the whole story at www.rdr.link/KAU038

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. Cosentino UK ..............................................................(page 12) www.rdr.link/KAU100

Kutchenhaus Ltd ........................................(inside front cover) www.rdr.link/KAU105

Crown Products ....................................................(back cover) www.rdr.link/KAU101

Lakes Bathrooms Ltd....................................................(page 9) www.rdr.link/KAU106

HiB Ltd ..........................................................................(page 11) www.rdr.link/KAU102

Miro Products Ltd..........................................................(page 4) www.rdr.link/KAU107

Hill’s Panel Products Ltd ............................................(page 27) www.rdr.link/KAU103

Senstec ........................................................................(page 29) www.rdr.link/KAU108

KBSA ............................................................(inside back cover) www.rdr.link/KAU104

Uform ..............................................................................(page 6) www.rdr.link/KAU109

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