Kitchens and Bathrooms News July/August 2024

KITCHENS & BATHROOMS NEWS

KITCHENS BY HOLLOWAYS

How refurbishedWimbledon showroom is startof UK growth

GEBERIT

Celebrating 150 years and on a mission to improve toilets for 21st Century

CONTENTS

NEWS & VIEWS

5First word

Editor’s comment

6News

Round-up of industry headlines

9People

Appointments and promotions

10Last word

Howdens senior category manager Julia Trendell looks at why kitchen retailers and fitters should provide bedrooms and the opportunity that presents

SHOWROOMS & SUPPLIERS

12Supplier profile

MD of Geberit UK Mark Larden and product designer Christoph Behling explain how an affordable shower toilet is part of the company’s mission to improve WCs, at its 150th anniversary celebrations

14Retailer focus

Kitchens by Holloways co-founder and director Robert Burnett, alongside senior design consultant Barty Rowland on the refurbishment of its Wimbledon showroom and wider growth plans

16Interview

Vado has introduced the Cameo range of furniture and ceramics, moving from specialist brassware to more generalist bathroom manufacturer. Product and marketing director of Vado Angela Neve explains why.

KITCHEN TRENDS

18Kitchen taps

How kitchen mixers with pull-out sprays not only offer retailers trade-up opportunities from standard taps but provide a price ladder within the category too

22Just out

Latest kitchen products

BATHROOM TRENDS

24Bathroom furniture

How the vanity has sealed its status not only in storage – but the overall bathroom design - and its influence on the resurgence of the dressing room

28Just out

Latest bathroom products

HEATING

31Designer radiators

The impact of sustainability on designer radiator choice

RETAIL BUSINESS

32Company matters

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

State of change

It’s a time of change for the KBB industry. In the broadest business sense, the political environment is in a state of flux. At the time of going to press, the dogs at the polling stations have yet to be photographed and the ballots still to be countered, but whatever the outcome, there is likely to be a transitional period ahead. Parties will need to lay the groundwork to fulfil their manifestos and it may leave small and medium enterprises considering what the policies mean for their businesses.

Looking within the KBB industry, there’s changes in leadership too, with Bristan CEO Martin Mongan announcing his decision to step down, Bette welcoming a new management structure to support international sales and The Shower Lab has recently been acquired by Flair Showers.

There is also change in how businesses are approaching the market. Howdens has launched its first depot in the Channel Islands and KBB retail franchises are gaining traction. The Kitchen Depot opened its 20th franchise showroom at the start of the year,

Kutchenhaus has opened its 75th showroom and Nolte has announced plans to target growth in the UK through franchises showrooms. Now Magnet has opened its first franchise store. What could this mean for the independent retailer?

Positioned at the heart of the community, it could see independent kitchen and bathroom retailers place an even greater emphasis on personalised service and design to suit their locale. Joining with like-minded businesses, could create a stronger presence and new ways to attract customers. Coupled with a great experience in-store and through the

buying process, together with handholding guidance, it could see a genuine revolution in the independent retail sector.

Part of this and, arguably, the biggest shift in the KBB industry has been a change in mindset. It’s in with new thought processes and ways of doing business. It has been reflected in the growth of the bedroom market offering KBB retailers more sales opportunities, particularly if fewer people are ‘in’ the market. It has also been showcased in the ways the industry aims to unite, with the InstallerSHOW seeking to bring together suppliers, retailers and fitters. Most recently, it’s evident by the partnership of trade association the Kbsa and buying group KBBG to provide retail members of both organisations front and back-end business support.

As the industry evolves, so too must the businesses that service it. It may bring trepidation but instead of fearing change, perhaps we should all be excited by the progress.

@KANDBNEWS @KANDBNEWS WWW.KANDBNEWS.CO.UK

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Designer

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Kitchens by Holloways founder and co-director Robert Burnett (right) and senior sales consultant Barty Rowland (p.14)

MAKING HEADLINES

Martin Mongan to step down from role

Jen Cassidy named new Bristan CEO

CEO of Bristan Group Martin Mongan has announced his intention to retire from his role at the end of the year.

Mongan joined the company as CEO, just over three years ago, and during that time has focused on product development, in a drive to maintain the company’s position in the taps and showering market.

Chief commercial officer Jen Cassidy will take the role of CEO from January 1, 2025, and will work with Mongan over the next nine months to transition into the role.

She joined Bristan in August 2021, following a career that includes senior roles with

Wolseley, Kohler Mira and latterly, Linn Products.

Since joining Bristan, Cassidy has provided leadership across a range of areas, from brand and channel marketing to product design and management, sales, customer service, IT, and PMO.

Martin Mongan stated: “I am delighted to be able to hand over my role to Jen and look forward to working alongside her for the next few months as she transitions into the role. The powerful message it sends, not only promoting from within the business, but also that Bristan Group has its first female CEO is a legacy I am extremely proud of.”

“Milestone” in kitchen retailer growth journey

Magnet to open first franchise store

National kitchen retailer Magnet has opened its first franchise store in Tunbridge Wells, Kent.

According to the kitchen retailer, it is a “significant milestone” in its growth journey and aims to leverage local market insights and relationships to boost sales. The first franchise store is being opened by Hengate Homes owners Ben Thornton and Kenny Devlin, has created four jobs, and will provide design and installation services.

Ben Thornton and Kenny Devlin commented on the opening of the Tunbridge Wells Magnet showroom: “We will also be offering an installation service

from our existing business Lime Installations, allowing us to offer our customers a complete service.

“So, whether they require a kitchen supply-only, supply and installation or a project that needs extensive building services, our team of trusted trade professionals can provide complete project management with one single point of contact, making their dream kitchen living space a reality.”

Executive vice president at Magnet George Dymond said: “We are thrilled to launch this venture with the opening of our first franchise store in Tunbridge Wells, led by Ben Thornton and Kenny Devlin.

Commening on her new role, Jen Cassidy stated: “Having fallen in love with Bristan Group and its extremely talented people from the moment I joined, I am honoured to be given the opportunity to lead the business, to build on Martin’s work and to continue to deliver on the company’s strategic roadmap.”

She continued: “I would like to take the opportunity to thank Martin for the role he has played in Bristan Group’s development over several years.

“It has been a pleasure to work with him on successfully delivering the strategic plan and seeing the business develop

under his leadership.”

Bristan Group supplies Bristan and Heritage Bathrooms brands and has been part of the US homeware company Masco Corporation since 2002.

Group president of Masco Corporation Jai Shah added: “I am very excited to support Jen’s appointment as CEO and am confident she is the right person to lead the team on the next exciting stage of Bristan Group’s journey.”

“They bring extensive experience in the kitchen industry and share our passion for providing exceptional design, quality, and service to our customers.

“Having entrepreneurial business owners driving local sales and marketing will unlock great potential and growth opportunities for Magnet.

“This is the beginning of an exciting new chapter as we expand our reach and bring our exceptional design and quality to even more customers across the UK.”

Part of European kitchen group Nobia, Magnet has more than 150 franchisees across the Nordics and seeks to grow its presence in the UK.

KBB designers shortlisted

Kbsa announces Designer Award finalists 2024

Trade association for independent KBB retailers, the Kbsa has announced the finalists of its 2024 Kbsa Designer Awards.

Awards will be presented across seven categories, with winners announced at a ceremony at Belfry Hotel and Resort, West Midlands on October 9, following the KBB Industry Conference.

Winners will be chosen by a panel, including senior designer at Bulthaup Ainhoa Bilbao, customer engagement lead at Blum Andrea Hillier, director of The Myers Touch Keith Myers and managing director of Jones Britain Dan Stronge.

The finalists are as follow:

● Kitchen Designer of the Year up to £25k

Elizabeth Pantling-Jones- Lima Kitchens

Michelle Pickstock- Callerton Kitchens & Interiors

Francis Russell- Callerton Kitchens & Interiors

Nathan Damarell- KF Kitchens

Andreya Ciampa- Lima kitchens

Adam Bomok- cu_cucine

● Kitchen Designer of the Year

£25k-£50k

Liam Butler- Butler Interiors- three entries shortlisted

Alistair Glover- Alexander

Marzena Moks Rodriguez- Urban Myth

Hollie Clark- Bauen Design

● Kitchen Designer of the Year over £50k

Jaye Tidbury- The Myers Touch

Charlotte Jewkes- KC Design House

Victoria Otty- Diane Berry Kitchens

Carissa Snelling-Doe- Nicholas Anthony

Licia Di Pasquale- Bauen Design

Joanna Geddes-Campbell- Kitchens by JS Geddes

● Bathroom Designer of the Year

Ami Wheatland- Sovereign Bathrooms Winchester

George Green- Nicholas Anthony

Nicola Whyte- KI Bathroom Interiors

Hazel Di Pasquale- Bauen Design

Martin Flanders- Alexander Bilal Patel- Dezign Studio

● Young Designer of the Year

Andreya Ciampa- Lima Kitchensthree entries shortlisted

Alistair Glover- Alexander

Sophie Owen– Qudaus Living

● Kitchen Concept Designer of the year

Lauren Goodbrand- Kitchens International

Annie Mitchell – Diane Berry Kitchens

David Allen – Diane Berry Kitchens

Liam Butler– Butler Interiors

Sophie Askew- Butler Interiors

Ashley Chapman – Kitchens International

● Bedroom Designer of the Year

Mike Hughes – Mike Hughes Kitchens & Bedrooms- two entries shortlisted

Alice Hartland- Vesta Space Ltd

Alistair Glover- Alexander

Kbsa national chair Richard Hibbert said, “What an amazing year we have had this year. The standard of entries was higher than ever, making our judges’ task extremely difficult. We wish all of our finalists good luck.

“Winners will be announced at the Kbsa Designer Awards dinner which follows the KBB Industry conference on Wednesday 09 October, at the Belfry Hotel and Resort, West Midlands.”

The Kbsa Industry Conference will be hosted by journalist Emma Crosby and featureinternational coach, mentor, author and speaker Tina Southgate.

IN BRIEF

Buying group KBBG, part of Der Kreis, has announced an exclusive partnership with trade association for independent KBB retailers the Kbsa. The arrangement will include cross promotion, with the Kbsa promoting the KBBG and vice versa. In addition KBBG members will be offered 50% discount on the first 12 months of Kbsa membership, saving them around £600. Read more www.rdr.link/KBA001

The Bathroom Manufacturers Association (BMA) has announced Jo Salter, motivational speaker and the first female jet pilot in the Royal Air Force, as a speaker at its conference. The BMA’s Annual Conference takes place on September 16-17, at the Queens’ Hotel in Leeds, and features keynote talks, panel discussions, and networking opportunities centred around the theme of “building growth.” Salter will talk about the “The Growth Mindset”. Discover more details www.rdr.link/KBA002

Renovation spend has “surged” in the last three years, as median spend has increased 13% to £17,000 in 2023, according to home renovation platform Houzz. The 2024 UK Houzz & Home Study of nearly 1,800 respondents found the top 90th percentile of spend doubled to £200,000, from £100,000 in 2020. It also found bathrooms led as the most renovated room. Read more at www.rdr.link/KBA003

Building on its owned showroom network

Nolte expanding in UK through franchises

Further to its direct-to-consumer retail in the UK market, Nolte Kitchens UK is targeting expansion through the launch of its new franchise model.

Building on its network of 15 owned showrooms in the UK, Nolte has stated its ambition is to be “the UK’s biggest and most respected name in the premium kitchen market”.

Named Germany’s favourite kitchen brand for five years’ running, Nolte Kitchens believes its franchise proposition is set to “significantly” accelerate the brand’s growth and geographical reach. The firm will be focusing particularly on finding partners in Leicester, Newcastle and the

Five franchise

North East, Leicestershire, Berkshire, Oxfordshire, London and South Wales.

According to the company, Nolte Kitchens franchisees will be able to benefit from a business model that “generates cash flow quickly”, offers a “high gross” margin on products and a central

openings Kutchenhaus reaches milestone of 75 showrooms

Kitchen franchise Kutchenhaus has reached “milestone” of 75 showrooms in the UK, thanks to five recent openings. Franchisees have opened showrooms in Reading, Guildford, Welwyn Garden City, Congleton and Bishop’s Stortford.

Head of marketing Paul Lee commented on the brand’s growth, citing the importance of partners to strengthen its network: “Getting the right people on board has been key.

“We’re always looking for dedicated, driven individuals to become Kutchenhaus franchise partners and this, in turn, fosters the best environment for success.

“We provide support, as well as training and development opportunities, which enables our showrooms to thrive.

“More and more franchise partners are opening their second and third showrooms; one team has even opened its fourth — this is hugely encouraging for us.

“Reaching 75 showrooms is certainly an achievement and we’re proud to be in this position, with our sights set firmly on the next milestone.”

Kutchenhaus wants to attract kitchen designers who have a proven track record in the industry “often those who are considered to be within the top

marketing function, with a “high level” of ongoing support from the Nolte team.

Head of Sales at Nolte Kitchens UK Liz Hall comments: “We have ambitious growth plans in place that will see us expand from the current 15 showrooms we own and operate in the UK –without compromising our dedication to kitchens that work, look and feel incredible.

“We anticipate attracting existing single or multi-unit franchise owners or entrepreneurs who will be able to build an organisation and commit to our showroom development plan, with growth mindsets to match our own.”

10% by their peer group”, investors and independent retailers to become its next franchise partners.

Paul Lee continues: “In line with the growth of our franchise network, we’ve also placed emphasis on internal recruitment in 2024, hiring a number of professionals who will help us achieve our goals and provide further support to individuals in showrooms.

“With a team of specialists both in the franchise network and indeed our offices, we feel well positioned for the future.”

Extension includes gallery, warehouse space and training facility

Schluter-Systems opens HQ expansion

Tile and wetroom installation

product manufacturer

Schlüter-Systems has opened a new 980 sqm extension at its UK premises in Coalville, Leicestershire. It includes a gallery with 24 displays, a training facility, and 682 sqm of warehouse space, along with administrative offices. Customers were welcomed to an open evening, which saw company directors Marc and Udo Schlüter cut the ribbon at the official opening ceremony.

Their father Werner Schlüter founded the company in 1966, in Germany, and opened the UK subsidiary in 1993.

UK MD Joachim Backes gave a presentation at the opening event and commented: “This milestone aligns seamlessly with Schlüter’s vision to extend our reach to more installers.”

Victoria Plum bought for £22.5m

Victorian Plumbing acquires online rival

Online bathroom retailer

Victorian Plumbing Limited has acquired online rival AHK Designs Ltd, trading as Victoria Plum

It has bought the online bathroom retailer Victoria Plum, which is headquartered in Doncaster, South Yorkshire, for £22.5m. The acquisition is on a cash free, debt free basis, subject to adjustment for normalised working capital and has been funded from the company’s

existing cash reserves.

According to Victoria Plumbing the purchase price represents around 0.5 times Victoria Plum’s estimated annual revenue and reflects the value of the Victoria Plum brand and its associated intellectual property.

Following Victoria Plum’s administration with cost reductions in place, Victorian Plumbing’s expectation is that Victoria Plum will broadly break even in the second half of 2024.

Mark Radcliffe, CEO of Victorian Plumbing, commented: “This acquisition represents another exciting strategic milestone for the company.”

PEOPLE

POSITION FILLED

Appointments and promotions across the industry

WEX TRADE

Worktop specialist Wex Trade has appointed Shawn Buckle as national account manager, to lead its national sales team. He will be in charge of a team of regional account managers covering the UK. Buckle brings a wealth of experience to the role having spent almost 20 years in the worktop industry, joining the company from Maxtop Quartz.

TISSINO

Bathroom manufacturer Tissino has strengthened its commercial team with four new members, spanning product category, sales and marketing. Richard Eaton from PJH and Sally Bettison , who worked in garment technology, are product category managers. Darren Taylor , who previously worked for Kelda Showers, has been named national specification sales manager and Helen Ray-Dennett , who was at Wilsonart, has been appointed head of marketing.

CAESARSTONE

Premium surface manufacturer Caesarstone has welcomed Aisling Murrihy as its first head of customer service for the UK and ROI. She brings over two decades of customer service experience to Caesarstone, having worked with leading brands across various sectors. Most recently she has led customer service teams at L’Oreal, Medik8, and Charlotte Tilbury.

QUARRYBANK BOUTIQUE BATHROOMS

Independent specialist Quarrybank Boutique Bathrooms has appointed Georgia Wright as its newest junior sales designer, furthering its commitment to nuturing talent. Wright has a background in History of Art and English Literature from the University of Edinburgh. She also holds a certification in Interior Design from the British Academy of Interior Design.

Bedrooms mean business

Howdens senior category manager Julia Trendell looks at why kitchen retailers and fitters should provide bedrooms, alongside their traditional offer, and the opportunity that presents

As a trade professional you’re always looking for ways to boost your business, whether attracting more customers or expanding your services. There’s been a shift in the industry lately, which sees bedrooms getting more limelight. And for those specialising in kitchens, there could be an opportunity for you. Fitted bedrooms aren’t a new solution; they are now resurfacing with sleeker designs. And it’s just at the right time. With an increasing focus on interior design and some uncertainty in the property market, homeowners are looking to invest in upgrading what they already have, and fitted bedrooms are becoming popular. Bedrooms, like kitchens, are vital storage areas for homeowners. Projects often focus on increasing space in one or both areas. Homeowners are keen to enhance functionality and aesthetics; well-designed kitchen and functional bedroom storage are top priorities.

The opportunity

By offering both kitchen and bedroom solutions, you cater to this demand and make your business a solution for the two spaces that greatly influence daily living and overall satisfaction in the home. We know customers appreciate the convenience of

working with a main tradesperson, especially when carrying out multi-room renovations. There’s an opportunity for your customers, too.

● Designs to suit every bedroom and every budget

Built-in wardrobes and storage solutions are highly sought after by homeowners looking to maximise space. With a wide choice of designs now readily available to suit budgets and home types, style doesn’t need to be sacrificed.

● Supporting wider home renovations

Revamping the home can be challenging for homeowners, and choosing to partner with a professional can make the process easier. Use the opportunity to talk to your customers about their broader home aspirations, offer solutions to make their space more valuable, and win work beyond the kitchen job.

● Smart storage solutions

With the rise of the focus on interior design, there is a growing demand for innovative storage solutions that maximise space. Fitted bedrooms are now being designed around customers’ requirements and needs.

Built to last

It may be common to hear your customers talk about standard bedroom furniture lasting only a short time. In contrast, with the Howdens 25-year cabinet guarantee, you and your customers can have confidence the furniture is built to last.

Adding to the property value

Fitted bedrooms could potentially add value to a property and, therefore, make it more desirable on the housing market. Smaller properties, with well-designed storage solutions, where space is at a premium, demonstrate the useability of the space to show the property’s full potential.

Expanding your services to include bedroom solutions presents an opportunity for growth in a competitive market. Partnering with a trade-trusted supplier like Howdens, you can win work beyond the kitchen. With quick and easy-to-fit bedrooms, a choice of designs available from local stock, and the same trusted quality as kitchens, with a 25-year cabinet guarantee for confidence, they are built to last. Plus, we offer a free design service to support your business and customers.

To find out more, visit: www.rdr.link/KBA004

Spending pennies:Luxury WCs for less

MD of Geberit UK Mark Larden and product designer Christoph Behling explain how an affordable shower toilet is part of the company’s mission to improve toilets, at its 150th anniversary celebrations

Bathroom manufacturer Geberit is celebrating its 150-year anniversary, marking a journey from a one-man business to an international group. Established in 1874 in Rapperswill, Switzerland, by founder Albert Gebert, it started life as a manufacturer of lead-lined wooden cisterns. Geberit launched – reportedly - the first mass-produced concealed cistern in 1964 and introduced its first shower toilet in 1978. In an “important milestone” for the company, it acquired Finnish sanitaryware business Sanitec in 2015, including Twyford and Keramag Design, with models for retail reimagined as Geberit. Now the company employs 12,000 people across 50 countries and has set its sights on improving toilets for the 21st century.

Affordable shower toilet

Introduced at an entry-level price point for the brand, Aquaclean Alba has been created in a “timeless” toilet design, to suit a variety of bathroom interior spaces. Mark Larden explains it has been launched to appeal to more volume sales. Pointing out its shower toilets are normally sold alongside the topend Aspire range, rather than its mid-market Select products, he says the launch of Alba will change that: “Alba is clearly more a massmarket product, whereby it is appealing to all levels of consumer. It is still just over £1,000 but it’s not £6,000.”

Although it has a more affordable price tag, Alba features a rimless pan with WhirlSpray technology and TurboFlush 2.0 to offer optimum and quiet flushing, along with heated water for cleaning. It also comes with a remote control and can be used with the Geberit Home app, allowing users to adjust the shower water temperature and spray arm position from their smartphone.

“The discussion was made early on that we're not going to compromise on quality”, explains product designer Christoph Behling at the launch.

Breaking down barriers

With the shower toilet market still being relatively niche in the UK, Geberit understands widening the customer base will require greater education of the benefits. However, Mark Larden suggests consumers have a greater understanding than when the category was first introduced. “I have been stood on exhibition stands, when we originally launched shower toilets to the UK market in the 2000s, where people would walk away in embarrassment. Things have moved on since then, and shower toilets are becoming more commonplace. People are seeing them more and more in hotels.”

He explains the shower toilet category is also being supported by video marketing highlighting how people use water to clean for everyday household tasks: “I think the type of advertising we are now doing hits the nail on the head. Why is a consumer happy to use water for everything else they do in terms

1. AQUACLEAN ALBA

Introduced at an entry-level price point for the brand, Aquaclean Alba has been created in a “timeless” toilet design for volume sales.

2. 150 YEARS OF MANUFACTURING

Geberit was established 150 years’ ago in Switzerland as a manufacturer of lead-lined wooden cisterns and introduced its first shower toilet in 1978

PRODUCT DESIGNER CHRISTOPH BEHLING

As managing director of Geberit UK, Mark Larden and product designer Christoph Behling are on a mission to improve toilets in the 21st Century

4. MIX AND MATCH WASHPLACES

This year sees Geberit introduce Mix & Match to provide customisable washplaces by combining basins and furniture from across selected ranges

of cleaning but when it comes to their body they are quite happy to use dry paper towel?”

However, Larden states consumer research the company undertook prior to the Aquaclean Alba development and launch, found it was cost – alongside water washing reticent –which was cited as a “big” reason for not choosing a shower toilet. So, by Geberit launching a lower-priced model, he believes it will break down barriers to purchase.

Sustainability savings

If cost has historically been an obstacle to purchase, won’t washing with extra water –and electricity – deter users? Particularly if stretching further down the market, consumers are more conscious about cost of living and energy bills? “I hope that people ask these questions because we have good answers”, Christoph Behling replies. “Internal studies have shown that if you just look at toilet paper consumption and the imprint of CO 2 resources, the shower toilet is more or less on par. You are just having a much better experience cleaning with water.” And Geberit has also focused on sustainability during the manufacture of its Alba, which uses a single-cast ceramic process, saving materials and energy.

Having worked with Geberit since 2006, Behling said, together with the bathroom manufacturer’s engineering team, they were on a wider mission to improve WC design because “the 21st century deserves better toilets. Full stop.”

Competitive market

Recognising the market is challenging, with consumers becoming more demanding, Larden says the market has naturally become more competitive. He comments: “I think

there's even more focus on making sure the new products are the right products and the right choice of products”. This year sees Geberit introduce Mix & Match to provide customisable washplaces by combining basins and furniture from across selected ranges to provide greater choice. Christoph Behling explains the company has built on its One Series which offers a choice of basins on furniture. He explains, the launch will be supported by online configurators to help consumers select their own style, with a

We

always put our customers at the centre of everything we do. Over the past 150 years, Geberit’s values and objectives haven’t changed, despite growing from a small family business to the European market leader for sanitaryware.

subtext to capturing more sales by offering more choice: “We wanted to give people variety but meaningful variety. We want people to find exactly the style they want.”

While the company has focused on flexibility in terms of design, and operationally to meet market demands following the “rollercoaster ride” since the pandemic, Mark Larden states the company has maintained its long-term vision. Throughout its longstanding history of 150 years, he explains the company has experienced “bumps in the road”, adding “an election year is always a

lottery for the economy”. Larden adds: “We would all like a more predictable market” but highlights signs of positivity with a fall in inflation and outlines market hopes that the Bank of England will reduce the base rate. Pointing to the strategic stability as offering the greatest opportunity for the business, Larden says has seen the continued investment into new product launches. Christoph Behling adds: “I have never worked for a company that has such a clear vision where they are heading. People need to go to the toilet – it’s non-negotiable. If you look at Europe, the housing stock is ageing and new homes need to be built. If we are delivering the best product, which ticks every key criterion of the future, such as sustainability (and we are at the forefront of that), we are good.”

Anniversary celebrations

Celebrating both its past achievements and looking forward to its future, Geberit will host 55 customer and 23 employee events across the globe. In the UK, Geberit is also launching 150 Acts of Kindness campaign, where each employee has pledged their commitment to complete an ‘act of kindness’ which can include donation to local food banks or helping out at the local care home. Plus, as a patron of the CRASH UK construction industry charity, Geberit UK has pledged to match any monies raised. Mark Larden concludes: “We always put our customers at the centre of everything we do. Over the past 150 years, Geberit’s values and objectives haven’t changed, despite growing from a small family business to the European market leader for sanitary products.”

Discover more about Geberit at www.rdr.link/KBA005

3. MD MARK LARDEN AND

Packing a Punch

Kitchens by Holloways cofounder and director Robert Burnett, alongside senior design consultant Barty Rowland, talk to us about the refurbishment of its Wimbledon showroom with exclusive Buster+Punch kitchen display. We find it forms part of the company’s wider growth plans

Co-located with its sister company Holloways of Ludlow, Kitchens by Holloways has completed a refurbishment of its Wimbledon showroom. It sees the first Buster+Punch kitchen display outside the hardware and lighting brand’s own showroom, with the freestanding furniture sitting alongside Ludlow and Brosley ranges of bespoke cabinetry. It may seem a surprising addition, but the partnership developed as Kitchens by Holloways manufactures the Buster+Punch kitchen. Cofounder and director Robert Burnett explains how the association came about: “We were already a Buster + Punch dealer. They came up with the concept and had a clear vision, but they’re not kitchen specialists. It was just a matter for us to rationalise cabinet sizes so they fit with

appliances. There aren’t any 300mm cabinets, for example, because it wouldn't fit the look. In our business, where we literally make things that people sketch for us, it's nice to have something a little more contained. This is available in just three colours. Whereas you can design a bespoke kitchen and be a month waiting for a customer to choose a colour.”

Wimbledon refurbishment

There are three fully functioning kitchen displays in the 100sqm space of the Wimbledon showroom, in individual, walled rooms. Despite being in a basement, senior design consultant Barty Rowland said that didn’t prove to be the biggest challenge during the six-month refit, as the staircase was removed to lower goods.

However, he said trying to finish the renovation, when the installers were needed for clients’ properties, was tricky. “It meant work has been sporadic but I’m very happy with the end result”, Barty enthuses. He cites the Ludlow Shaker range as his favourite part of the showroom, despite an initial reticence. “I was originally unsure about the colour – India Yellow Farrow & Ball – it's quite bright”, admits Barty. Although he explains he chose the hue because the showroom has no natural light: “I wanted to try and create a space that felt comfortable and it does get a lot of attention.”

1. KITCHENS BY HOLLOWAYS

Co-founder and director Robert Burnett (right), alongside senior design consultant at Wimbledon Barty Rowland (left).

2. LUDLOW

The painted Shaker in Farrow & Ball’s India Yellow has been created is a popular choice with customers

Healthy business

Wimbledon forms one of four Kitchens by Holloways showrooms in the South West of London – Clapham, Richmond, Brook Green and Wimbledon. Working with architects and interior designers to create their visions, as well as offering turnkey solutions for private clients, Kitchens by Holloways has provided projects as far afield as Scotland, France and America. However Barty Rowland states 90% of business from the Wimbledon showroom is in the southwest London area, with the majority within a 10-minute walk.

Based in an affluent region, and with the USP where designers can submit planning applications and project manage high-end schemes, it’s perhaps unsurprising Barty reports business across the showroom network is “really good”. He explains the average kitchen sale is £50,000-£60,000 “but quite regularly it’s an £80,000 to £100,000 kitchen”.

Brand building

The £6million turnover business has come a long way from when Robert Burnett admittedly “fell” into kitchens. With a background in construction, one of his building work clients had employed a kitchen company who subsequently went bust. In a bid to help, Robert said: “I knew a cabinetmaker, so together we created a kitchen. We redesigned the space and the customer actually ended up with something much better. It got into a magazine and people starting calling. Suddenly, within a few months, all I had time to do was kitchens. I quickly thought of a company name – The Kitchen Maker – and started the business in

was in 2005”.

The business snowballed and transformed into the model it is today, working along with Holloways of Ludlow. Robert explains: “I met Mark Holloway who was subcontracting kitchens out to Plain & Simple – in Wimbledon - which went bust. He was left with about 10 half-finished kitchens. I said I can help with that. We were so busy, we bought a workshop in Hounslow and started making kitchens together. We opened our first showroom in Richmond and have grown from there.

“We were originally Holloways of Ludlow Design & Build Ltd, trading as Holloways of Ludlow. But what we found was there was too much of a leap, conceptionally, for people to buy their light fittings and also trust we could take the back of their house off, fit a kitchen. and rebuild it.” So the business rebranded to Kitchens by Holloways in 2017, “but we did it very quietly”, admits Robert, who adds: “Part of the reason for redoing the showroom is to get the name out there.”

Growth plans

In fact, it forms part of the company’s wider growth plans, as Robert says its workshop, which moved from West London to Shropshire in 2016, has yet to reach capacity. “Our workshop was in Hounslow. The rent kept going up. We were committed to use their electric supply, and it became untenable. It was a massive thing to relocate. But it has been worth it. Finding cabinet makers in the UK is not easy but there is a pool of cabinet makers there”, says Robert.

Currently, the company manufactures just

3. BROSLEY

Featuring brass trimmed doors, the Brosley display leads to the design area created using Mortimer furniture

4. BUSTER+PUNCH

Kitchens by Holloways makes the Buster+Punch kitchen. Watch the video at www.rdr.link/KBA006

over one kitchen a week, but Robert adds: “We can do much more than that. We've got great machinery and good people, it’s not anywhere near maxed out. That’s partly why we’re looking at expansion.”

The location of the workshop in Shrewsbury also allows for a broader catchment area of consumers, and the business has plans to open a showroom in Bath by the end of the year. “We are looking to grow the business. There is a beautiful, three-storey Holloways of Ludlow shop in Bath and we think we've got a really good kitchen proposition with a broad aesthetic for people who might want something a little bit more contemporary”, says Robert

Boosting promotion

It’s a strong move for a company which has been reticent about self-promotion, “We haven't been very good at shouting about ourselves”, explains Barty, but all that is set to change. Kitchens by Holloways now has a redesigned website and is expanding reach through social media using videos. Barty explains the benefits of creating video walkthrough of his projects: “It really shows how the space works and how you move around it. We upload videos on TikTok, Instagram and Facebook and currently a video walkthrough of one of my recent kitchen projects stands at 28,000 views.”

While Robert is not of the belief, all the views are from people in the market for kitchens, he concludes: “But it’s people talking about Kitchens by Holloways and alongside Facebook advertising, we will see the benefits of that. It is creating lots of contact and that's where it starts.”

East Sheen, where we are headquartered now. That

INTERVIEW

Starring in a Cameo role

Vado has introduced the Cameo range of furniture and ceramics, moving from specialist brassware to more generalist bathroom manufacturer. Product and marketing director of Vado Angela Neve explains why

1. PRODUCT AND MARKETING DIRECTOR

Angela Neve is the product and marketing director at Vado, part of Norcos PLC

2. CAMEO COLLECTION

Cameo offers sanitaryware, furniture, brassware, mirrors and radiators, which have all been designed to mix and match

QWhy did you decide to launch into furniture and ceramics and why now?

A: At Vado we have always received frequent feedback from our customers asking: ‘‘why don’t you do it?’’ and that is exactly why, due to high demand from our loyal customers. This has been a flattering position to be in, especially in a competitive market, where we have become very trusted for our brassware with the attention to detail and quality assurances we provide, alongside our commitment to in-house development and design in the UK, giving us a distinctive edge. Our product designs undeniably have that X Factor, which is why our customers have been eager for us to extend our expertise to the rest of the bathroom. After careful consideration, we decided that now is the perfect time to expand. The market, though challenging in the wake of COVID, is showing promising signs of recovery. We want to be perfectly positioned to capitalise on this growth and offer a comprehensive, one-stop-shop solution for our customers.

QWhy did you choose the name Cameo for the collection?

A: When we are creating a new product, we feel it is important for our names to have a meaning and a relevant back story, Cameo is no exception. At Vado we absolutely live and breathe bathrooms, recognising their essential role in daily life. However, we understand that for our end consumers, bathrooms often function quietly in the background. People don't typically think about their bathroom's appearance or functionality, although we rely on it every day; it’s just there, fulfilling its purpose. The name “Cameo” embodies this concept perfectly. A cameo, often a supporting yet significant role, reflects how our brassware and furniture contribute to the larger picture. Our products play a vital role in enhancing the bathroom experience through meticulous attention to detail. They may not always be in the spotlight, but they ensure that every aspect of the bathroom is functional and enjoyable.

QWhat is the size of the range and how long did it take to create?

A: Cameo is a sizable range designed to offer a multitude of mix-and-match options. The brassware is available in four finishes: Chrome, Matt Black, Satin Brass, and Matt White. Our furniture comes in five on-trend, yet timeless finishes: Atlantic Blue, Cove Blue, Natural Oak, Pink Clay, and White. I believe we’ve crafted something special by ensuring our brassware coordinates perfectly with each furniture finish. Depending on how you combine these finishes, you can create an array of highly individual looks. Opt for an opulent feel with Atlantic Blue and Satin Brass, a feminine touch with Pink Clay and Matt White, or a clean, fresh look with Matt White and Cove Blue. The range includes furniture in a multitude of sizes and options, from countertop to bowl basins, allowing consumers to create a unique identity. Our matching mirrors and radiators complete the look.

We began developing the brassware about 14 months before launch, while the furniture and sanitaryware followed shortly after with a 12-month development period. With all design work done in-house in the UK, our capable engineering team easily aligned on the design direction, ensuring consistency across all components and SKUs.

QWhat investment and changes have you had to make at the company to become more of a generalist than a specialist brassware manufacturer?

A: Vado has almost been a victim of its own success over the last few years. As our sales have continued to grow, the volume of shipments has increased, necessitating more warehousing and operational space. Up until recently, we were operating out of five separate warehouses, adding new ones as we expanded.

We realised this approach was no longer efficient, so we have now moved to a single, larger warehouse site in Bridgwater, Somerset, where we are in the process of consolidating all our warehousing operations into this one location. This move will significantly streamline our services, improve delivery efficiency and future-proof our business. With this consolidated space, we can stock a wider range of products that allows us to continue to grow and expand.

QWhy should a retailer opt for a onestop shop, such as Vado, instead of choosing a specialist ceramic and furniture manufacturer?

A: Our retailers have been requesting this for some time, and it comes down to a deep understanding of Vado's commitment to quality. If you know Vado, you recognise the

exceptional attention to detail and the fact all our design work is done in-house. This provides retailers with peace of mind, knowing they are offering products of exceptional quality, meticulously tested to ensure they are fit for purpose in both the short and long-term.

We place significant emphasis on sustainability, aiming to move away from a disposable culture. We want customers to invest in products that will look fantastic for many years to come, even in the busiest of homes. Additionally, Vado has an

The market, though challenging in the wake of COVID, is showing promising signs of recovery. We want to be perfectly positioned to capitalise on this growth and offer a comprehensive, one-stopshop solution for our customers.

outstanding aftersales support network. Retailers can quickly and easily reach a real person to discuss any challenges or issues that results in a quick and effective resolution. This level of support ensures that retailers feel confident and supported, even in the rare event that an issue may arise.

The fact more manufacturers are offering one-stop solutions is a positive development. It ensures the end consumer receives a wellconsidered bathroom with products that have been designed to work seamlessly together. This approach can only be a good step in the

3. FIVE FURNITURE

FINISHES

The furniture is offered in a choice of sizes, from 400mm up to 1200mm, and in five finishes of Atlantic Blue, Cove Blue, Natural Oak, Pink Clay, and White.

4. MATCHING BRASSWARE

Brassware was developed first with furniture and ceramics following, with all designed in-house

right direction to enhance the overall customer experience.

Q

What was the reaction like at Kbb Birmingham and did it meet with expectations?

A: The reception at our stand was beyond our wildest expectations. Our showcase of new products certainly made waves, sparking a frenzy of excitement among attendees. It was evident our innovations had struck a chord, igniting conversations and leaving a lasting impression on everyone who experienced them first-hand. It's moments like these that remind us why we're passionate about what we do and fuel our drive to keep pushing forward, delivering products that not only meet but exceed expectations. With this momentum behind us, we're more excited than ever to build on the momentum generated at the event and embark on the next phase of our journey. The response we received was nothing short of phenomenal, leaving us truly humbled and excited for what's to come.

Q Will you be expanding the Cameo collection and if so, when?

A: Vado has plans to expand the Cameo collection and is currently working on several exciting developments coming early 2025. Our current focus right now is to ensure retailers are well-supported and confident in how to effectively sell the portfolio. Once we see significant traction and success with the initial launch, we will promptly move forward with the second phase to continue building on that momentum.

Browse the entire Vado cameo collection at www.rdr.link/KBA007

Spray cheque

With the kitchen sink now transformed into a workstation – providing the role of food and drink preparation, alongside traditional dishwashing duties – naturally the tap has evolved. Kitchen mixer taps now offer multiple sprays and pullout hoses which not only provide the practicalities of ease of use – particularly when cleaning larger bowl sizes or filling big pots - but also high-end aesthetics.

Certainly, that’s the view ofbrand communications manager at Blanco Tamsin Mills who says: “Research shows that 28% of UK consumers have been cooking at home more over the past year and with this comes a desire to find products that make the task easier and more enjoyable. A pull-out spray tap makes it easy to fill large pots, rinse vegetables and clean all areas of the sink.

“This trend also ties into consumers seeking luxury elements to their homes and a pull-out kitchen tap ticks the boxes when it comes to highly functional, luxury kitchen appliances.”

1. ABODE

Tubist-T tap is a single lever kitchen tap with aerated water flow with T-bar style pull-out spray. Download a brochure at www.rdr.link/KBA008 2. CLEARWATER

3. FRANKE

Complementing its Mythos Masterpiece sinks, is the new Mythos Masterpiece J Pull Down Spray Tap made from solid stainless steel in a choice of three PVD finishes. View the details at www.rdr.link/KBA010

4. BLANCO

New Blanco Choice Icona with dual-spray pull out tap, offers two types of sparkling water and filtered still water. View all the technical product details at www.rdr.link/KBA011

Visual trade-up

Of course, the pull-out hose or spray offers a visual trade-up difference to a standard mixer, for designers working in a kitchen showroom. It could be particularly useful to add value to a kitchen sale. And consumers are now becoming more away of the virtue of the once humble tap, which can provide a variety of water sources and spray types. “Consumers are looking for more convenience and efficiency in their kitchens, and pull-out hose taps are a great solution with their extended reach and flexibility. By showcasing these benefits, along with stylish designs and the latest tech features, retailers can show why upgrading is worthwhile”, states business and product development manager at Clearwater Dan Boulton. And Jo Sargent of Franke UK encourages retailers to explain the benefits: “They can encourage customers to trade-up by emphasising the added value spray taps offer, with their longer, flexible hoses and different spray functions that make light work of rinsing veg, filling large pots and pans, as well as general washing up and cleaning the sink.”

Of course, if the tap is working in the showroom, once experienced consumers will see the benefits. Dan Biddle, product manager at Abode, says in the hands of a

consumer, kitchen mixers with pull-out sprays can almost sell themselves: “Retailers have an opportunity to show how a pull-out hose has the potential to deliver increased efficiency and convenience in comparison with a fixed standard mixer. In my experience, once a consumer has got handson with a product and seen how easy it is to use, they are more likely to start ‘selling themselves’ on the idea as they can picture how a pull-out hose can help them fill pots more quickly as well as rinsing dishes when washing up.”

Consumers are looking for more convenience and efficiency in their kitchens, and pullout hose taps are a great solution with their extended reach and flexibility.

Product price ladder

Such has been the growth in popularity of the kitchen mixer with pull-out hose, the style is now available across the board. Prima product manager at PJH Rob Brooks states:

“Professional-inspired designs with dual outlets – a mixer spout and a flexible spray head – are often associated with high-end kitchens, yet it is now possible to source competitivelypriced, pull-out spray kitchen taps.”

But while the tap model is becoming more accessible, allowing more consumers to achieve the look, there is also a price ladder, allowing retailers to trade up within the category too.

Dan Boulton points out: “Not all kitchen taps with pull-out sprays are the same. There are big differences in quality, features and design, which makes it easy to encourage upgrades within this category. Higher-end models often come with better materials, studier construction, and cool features like multiple spray settings, magnetic docking and touchless operation.”

Whereas head of residential at Zip Water UK Nick Taylor draws attention to higherend models featuring concealed hoses and a variety of water sources – filtered boiling, cold and even sparkling water.

He states: “A big development that can’t be ignored is the move from traditional exposed hoses to the concealed hoses that have become more popular. Certainly, from a design perspective, exposed hoses are seen as more functional, back-of-house products,

5. ZIP

The Zip HydroTap Celsius Plus All-in-One Pull-Out features standard hot and cold water plus a pull-out spray, and provides filtered boiling, chilled and sparkling water. View all the details at www.rdr.link/KBA012

whereas consumers with a keen eye for style would opt for a concealed hose for that minimal look but highly functional benefit.”

Popular pull-outs

7. PJH

Mosa Single Lever Adjustable Spring Mixer Tap has a double jet flow and comes with a fiveyear guarantee. Read the Prima brochure at www.rdr.link/KBA014

Growing market

6. THE 1810 COMPANY

Estarre can be installed above the worksurface, is WRASapproved and comes with a five-year guarantee. Read all the technical details and see finish options at www.rdr.link/KBA013

With a variety of choice from separate hand sprays to exposed hoses or concealed pullouts, which are the most popular models? Industry experts suggest it is taps which offer a choice of spray types. Sales and marketing director at Franke UK Jo Sargent explains: “The most popular type of pull-out spray taps are those offering a dual spray function, incorporating both a powerful needle spray and laminar flow options for versatile cleaning.” But, equally importantly, what is the next big thing that retailers need to be aware of? “The next big thing in multiple spray kitchen taps will be smart technology and more customisation. Improved touchless operation will also make things even more hygenic and convenient”, says Dan Boulton of Clearwater. In fact, Grohe states its leverfree SmartControl Dual Spray kitchen tap, with push-button control that can be operated by wrist or elbow rather than hand is proving popular.

Certainly the market for kitchen taps with pull-out sprays is only likely to grow, particularly as the design is suitable for all ages and abilities. Managing director of The 1810 Company and Schock UK Dean Williams remarks “The single lever operation and extendable hose can be particularly useful for elderly individuals or those with limited mobility.”

And once a consumer has experienced the benefits of a kitchen mixer with pull-out spray, it’s unlikely they will return to a standard tap. So much so, Jo Sargent of Franke UK states: “We expect further growth in the market, driven by a rising consumer demand for convenience, versatility and aesthetic appeal and this is across all market segments. We are committed to further evolving our portfolio to address this by introducing innovative features and expanding our range of design and finishes to meet the changing needs of today’s consumers.”

So take a look at the variety of kitchen mixers with pull-out sprays on offer to capitalise on the trend for versatile taps.

Showreels

KBN produces exclusive videos featuring inter views with thought leaders and showroom tours. Here arethe latest just in case you’ve missed them.

KBSA

We ask KBB retailers why they attend the annual Kbsa Industry Conference and discover the value to their businesses. What did they takeaway from last year’s event and what are they hoping to achieve by attending in 2024? Find out what they had to say. Watch the video at www.rdr.link/KBA015

VITRA

Managing director of VitrA UK Steve Breen on the brand’s first return to Kbb Birmingham in 27 years. He introduces VitrA’s retail specific Vitality programme, alongside M-Line Edge and M-Line Pure furniture, as well as what it claims is the world’s first 100% recycled ceramic washbasin. See the interview at www.rdr.link/KBA017

ACTION BATHROOMS

Owners of a Staffordshire-based plumbing firm Action Heat, Beth Colley and Andy Galletely have opened a luxury showroom – Action Bathrooms. We take a two-minute tour of the studio to see the role Virtual Reality (VR) CAD plays in the design space. See the video at www.rdr.link/KBA016

SONAS

Sonas Bathrooms debuted at Kbb Birmingham, following its launch into the UK in January 2023. CEO Richard Sloan said retailers were interested in looking at something new and the brand had been growing well in the UK. Sloan stated the show was perfect timing. Watch the video at www.rdr.link/KBA018

JUST OUT

1. SYMPHONY

British kitchen, bathroom and bedroom manufacturer Symphony has added Alby Blue and Platinum finishes to its Harvard and Linear Finesse collections. Both ranges use a foil finish that contains 70% rPET, which is made using recycled plastic bottles. Pictured is Harvard in Platinum, which has been designed for a variety of properties from country cottages to city apartments and features an anti-fingerprint finish. Request a brochure at www.rdr.link/KBA019

2. BLANCO

Kitchen water place manufacturer Blanco has introduced the BlancoCulina-S II Sensor Tap with touch-free operation, activated using a hand or a saucepan beneath the spout. BlancoCulinaS II Sensor is available in PVD Steel, while the wider BlancoCulina range is available in PVD Steel, Matt Black, Satin Platinum and Satin Dark Steel. Download the product information sheet at www.rdr.link/KBA020

3. FRANKE

Sink, tap and appliance brand Franke has unveiled the Maris Modular cooker hood, which combines extraction with storage and lighting. Created in a modular design, the central 600mm hood can be combined with shelving units on one or both sides, with LED lighting, and operated by flush touch buttons. Boasting an A energy class rating, the hood offers 620m3/h extraction rate in maximum speed and can be installed as a ducted or recirculated model. View all product details at www.rdr.link/KBA021

4. OMEGA

British kitchen manufacturer Omega has introduced 13 door finishes and cabinet additions, across its brands, as part of its 2024 launch. A hero product of the launch is the Pure door collection in five solid colour tones with a velvety texture, in Limestone, Fossil, Jade, Cityscape, and Carbon. Pure is designed to blend with Omega’s existing natural Woodgrain, which has been expanded with two models, crafted from 50% recycled materials in Dark and Medium Oak finishes, and Artstone. Download a brochure at www.rdr.link/KBA022

5. FORMICA

Formica Group has introduced Formica Aria kitchen compact laminate,for worktops and splashbacks, which embodies the look of natural stone. Made in the UK, the Formica Aria collection features a palette of black, grey, and white decors in satin and texture finishes. It spans marble through to stone decors, in a choice of 12mm and 20mm surfaces. Order a sample at www.rdr.link/KBA023

6. LOCHANNA KITCHENS

LochAnna Kitchens has introduced Newbridge, one of two new ranges from its LochAnna Handmade sub-brand, following its debut at KBB Birmingham. The Newbridge range is a solid timber in-frame kitchen in a Shaker style and joins the Lifford range, with both furniture collections featuring an array of glazed doors, canopy styles, mantle shelves, feature and display units, plus new handles. Read more at www.rdr.link/KBA024

7. HENDEL & HENDEL

Luxury hardware manufacturer Hendel & Hendel has introduced Brokk, a handle collection that creates a play of contrasts between the circular bar and shotblasted backplate. The Brokk collection consists of three models, a 121mm T-Bar Knob, 96mm Pull & 128mm Pull. All are available in a choice of seven finishes. See all the collections at www.rdr.link/KBA025

Vanity fair

How the vanity has sealed its status not only in storage – but the overall bathroom design –and its growing influence on the resurgence of the dressing room

1. ROPER RHODES

As part of its fitted furniture offer, Elan is a slimframed Shaker which is available in a choice of five colours, including Juniper Green. Order a brochure at www.rdr.link/KBA026

2. DURAVIT

The Starck Barrel vanity has been introduced with c-bonded wash bowls in matt and gloss black, and in a choice of eight furniture finishes. Read more at www.rdr.link/KBA027

With Duravit celebrating the 30th anniversary of its Starck barrel, with a reimaging of the model, it reflects the time-honoured role of the vanity in modern bathroom spaces. Of course, few would argue the vanity is rooted further back in history, with the likes of the washstand in the 18th century. However, it goes to show, even in contemporary homes, vanity furniture is long-standing in bathroom design.

Such has been the influence of the vanity, in bathroom design, it has seen Hansgrohe and Vado recently expand their offering into storage including below the basin. The vanity has even seen the creation of new terminology in bathroom design – the wash place –signifying the important of the storage.

Sales and marketing director at RAK Ceramics Ben Bryden comments: “The vanity unit holds significant importance in the functionality and aesthetic appeal of a bathroom, and therefore is an important part of the sale. As a central fixture, it sets the tone for the style of the space, influencing the overall ambience and provides essential storage in

4. WOODSTOCK TRADING CO

Part of the Calypso brand is Petra, which is based on Mid Century furniture and features horizontal fluting. View the details at www.rdr.link/KBA028

5. HARRISON BATHROOMS

Reflecting the trend for fluid lines and fluted finishes, Scudo has introduced the Linea Curve. See the complete furniture offer at www.rdr.link/KBA029

one of the busiest areas of the bathroom.”

This has been reflected in customer feedback for Tissino, as its product development category manager Sally Bettison offers her thoughts: “A retailer recently remarked, ‘I can't remember the last time I sold a full pedestal’. It's evident that consumers are seeking more storage space, and brands must stay ahead of this demand to meet customer needs. The majority of our furniture products and sales revolve around bathroom vanity units in various sizes.”

Whereas Julie Lockwood, furniture product manager of Bathrooms to Love by PJH insists vanities top her company’s sales, stating: “Vanity sales are THE most important part of all bathroom furniture sales. All of the Bathrooms to Love furniture collections include choices of vanity unit.”

Suiting all sizes

It is the choices in terms of sizes which allow designers to specify vanity units across all bathroom spaces – providing essential storage for a clutter-free environment. Cloakroom units are available from 400mm

The vanity unit holds significant importance in the functionality and aesthetic appeal of a bathroom and therefore is an important part of the sale.

wide up to 1200mm, with double basins for large bathroom spaces. However, Julie Lockwood of PJH states 600mm wide vanity models are the most popular sizes and she is supported by Sally Bettison of Tissino who states this is the prime choice in her company’s portfolio. However, she adds vanities with reduced depth units, introduced earlier this year, have also proven popular.

In fact, head of marketing at Woodstock Trading Co Charlotte Tilby says vanities really come into their own for smaller spaces. She comments: “In the UK, where compact bathrooms are prevalent, it’s unsurprising that compact vanities are the most soughtafter option. These space-efficient solutions

cater to the practical constraints of smaller bathrooms while still offering essential storage and functionality.”

Style and substance

It’s easy to see why vanities are so popular, especially when they are able to stretch across a range of interior design styles, from classical floorstanding furniture through to contemporary wall-hung modular units – and everything in-between. Ben Bryden of RAK Ceramics emphasises interest in wall-hung models, favoured for providing visual lightness in a room, but says designers can’t rule our floorstanding sales: “Wall-hung vanities are gaining popularity for their sleek and modern look, especially in contemporary and minimalist bathrooms. They create a sense of spaciousness by freeing up floor space and are easier to clean underneath. However, floorstanding vanities with legs or a plinth remain a classic choice, with a traditional charm and versatile in accommodating various bathroom layouts. They often offer more storage options and can be easier to install in existing spaces.”

His view is echoed by Peter Woodward, marketing manager of Harrison Bathroom, who states: “Wall hung units continue to be the fastest-growing category for Scudo, which can offer more opportunities for design and creativity. We are also seeing the emergence of units incorporating legs to add sophistication and elegance to any bathroom.”

Charlotte Tilby of Woodstock Trading explains how this dual demand for wall-hung, as well as floorstanding models, has influenced her company’s product development: “While wall-hung vanities are becoming more and more popular, floorstanding remains a staple choice due to ease of installation. Our Calypso brand has introduced vanity units that come in both wall-hung and floorstanding configurations, ensuring consumers can choose the option that best suits their needs.”

Inspiring ‘dressing room’

Such has been the growth and development of the vanity; industry experts suggest it has even influenced the ‘dressing room’ trend in the bathroom. Although nothing new, the dressing room has experienced something of a resurgence as consumers continue to blur the boundaries between practical and functional rooms with cosy and comfortable

Roseberry painted bathroom furniture spans from compact units to large curved vanities, floorstanding through to wall-hung models. View the collection at www.rdr.link/KBA030

living spaces. Charlotte Tilby outlines the influencing role of the vanity unit: “As our bathrooms serve more purposes beyond just hygiene, the demand for versatile storage solution is increasing. This reflects a broader trend of repurposing spaces to meet multiple needs. Just like utility rooms are now part of modern kitchens, dressing rooms are making a comeback as homeowners aim to maximise efficiency and convenience in their living spaces.” And Julie Lockwood of PJH emphatically states the importance of the vanity: “Yes, the vanity unit is influencing the ‘dressing room’ look and this sector has evolved hugely over the last five years.”

This trend could arguably be driven by the vanity looking less like bathroom furniture. I’s out with high gloss white – and in with a variety of choice in materials, colour and texture. Just think of the fluted furniture trend – which Sally Bettison says judging by Milan Design Week is here to stay.

Vanities could even see the expansion of sales outside the ‘traditional’ bathroom domain, as product and marketing manager of Ambiance Bain Karen Jervis states: “Vanity designs, now come with and without basins, which means they no longer need to be confined to the bathroom. Then the look can be completed with other matching storage units.”

7.

Spanning floormounted to wall-hung vanities, the Cameo Collection offers furniture in a choice of five finishes. See the entire offer at www.rdr.link/KBA031

Growing sales

Whether in the bathroom or developing sales beyond the traditional boundaries, vanities show no sign of waning. Industry experts state furniture sales are expected to continue to grow – and at the heart of that is the vanity. Charlotte Tilby reports: “The market for vanities is set for growth, focusing on functionality and style.” She explains the vanity could offer retailers trade-up opportunities, as she explains: “Design-wise, we expect a rise in premium offerings with innovative features and more customisation options, like advanced lighting and better storage.”

Of course, to encourage consumers to spend more on a higher specification vanity, Sally Bettison explains: “Displays are absolutely vital for showcasing a product like a vanity unit, as the additional features need to be seen to be fully appreciated.” She adds: “Integrated lighting might initially seem like an unnecessary extra, but its overall impact—especially when paired with accessories like mirror lighting—can create a completely different mood that is best experienced in person.”

So take a look at the variety of vanities on offer and consider how they can best be displayed in a showroom to reap sales rewards in what is a lucrative market.

6. UTOPIA

VADO

Roper Rhodes Fitted Furniture: More Styles, More Colours, More Storage

With new designs, configurations, and finishes, this refreshed fitted furniture offering is primed to meet market demand.

Luxury bathroom brand Roper Rhodes have given their fitted furniture collection a complete refresh, introducing six new finishes, new handle choices, and the distinctive new Elan range. Keith Alcock, the Senior Furniture Category Manager stated, “We’re excited to announce not just the launch of our new fitted range but also significant updates across our existing collections, introducing a wealth of new configurations and design options.”

The Elan range, which beautifully melds traditional and contemporary design through its slim-framed doors, is offered in five finishes. This versatile style modernises the classic Shaker look with an 11mm border that surrounds the fascia fronts for a seamless, sophisticated appearance. Keith Alcock notes, “This versatile style allows Elan to create very different looks depending on finish, unit combinations, and handles chosen.”

In addition to the Elan range, the traditional Burford and slab-fronted Aruba ranges have been enriched with fresh finishes, further diversifying Roper Rhodes' portfolio. The collection now includes warm Terra, classic Black, Sage, Manor Green, Dusk Blue, and textured Oxford Oak, extending the

total col lection to 17 unique finish options. Alcock adds, “Our research, which aligns with Pinterest Trends, shows that demand for green finishes has increased by 20% year on year, while warm and bold finishes such as Terra and Black continue to gain momentum.”

The updated collection reflects the changing needs of consumers, with a focus on good storage solutions that utilise potentially wasted spaces. Noteworthy additions include above-the-counter storage cabinets, optimally

designed for placement over WC units to maximise space utilisation. Additionally, the new pull-out drawer storage is perfectly suited for accommodating tall bottles and essential bathroom items, blending functionality with sleek design to meet the needs of the busy modern bathroom.

To support the launch, Roper Rhodes have rolled out a robust marketing suite, including a new brochure and significant enhancements to the website’s user experience, making it easier and more engaging for customers to discover the products.

Roper Rhodes remain steadfast in their promise of quality, underlined by an industry-leading 10-year guarantee on all fitted furniture. This exciting new chapter for Roper Rhodes is set to redefine expectations within the bathroom furniture market, focusing on both innovative design and practical enhancements, meeting the growing demand for high-quality, beautifully designed bathroom solutions that cater comprehensively to the needs of today's consumers.

For more information on Roper Rhodes’ fitted furniture range, please visit www.roperrhodes.co.uk

JUST OUT

1. AXOR

Designer brand from the Hansgrohe Group, Axor offers the Axor ShowerSelect ID in a choice of finishes and materials. Developed in collaboration with Phoenix Design, Axor ShowerSelect ID features a concealed mixer, which projects 45mm from the wall, and comes in a choice of round, square and softsquare designs. The valve comes in Axor FinishPlus surfaces and with custom inlays. Read more at www.rdr.link/KBA032

2. LAUFEN

3. JTP

Laufen has created the Meda bathroom collection, spanning sanitaryware, brassware and furniture. All the basins boast straight exterior lines, with interior curves to create a spacious bowl. They are complement by WCs with Laufen’s Silent Flush technology, with ceramics in White, Matt White, Matt Graphite, and Matt Black. Meda composite baths come with Matt Traffic Grey or Matt Black interiors, with contrasting white exteriors, and the furniture is offered in a total of 43 colours and finishes. View the range at www.rdr.link/KBA033

Bathroom brand JTP has introduced a collection of contemporary mirrors, with integrated LED lighting. The DB1 features anti-fog to reduce condensation and Bluetooth, so users can make and control phone calls and play music. Expanding its VOS Mirror collection, JTP has introduced a Bronze finish. In addition, the Neon (shown) and Vision LED mirrors have temperature adjustable lighting. View its range of designer mirrors at www.rdr.link/KBA034

4. ROPER RHODES

Bathroom furniture supplier Roper Rhodes has refreshed its Fitted Furniture collection with six additional finishes, handle choices and launch of Elan. Playing homage to the traditional Shaker door, Elan features a slim border to marry classic and modern styles and comes in five colours. It adds to line extensions to Burford and Aruba, addition of above-the-counter storage cabinets, designed for placement over WC units, and pull-out drawer storage. Read more about Elan at www.rdr.link/KBA035

5. PERRIN & ROWE

British brassware brand Perrin & Rowe has introduced the Georgian Single Lever Basin Mixer. It features a country-style spout with 140mm overhang for installation behind or to the side of an undermounted basin, and it can beaccessorised with a Georgian wall-mounted soap dispenser. The Georgian Single Lever Basin Mixer is available in Chrome Nickel, Pewter, English Bronze and 24-Carat Plated Gold, as well as Polished Brass and Satin Brass. View the Georgian Era brassware collection at www.rdr.link/KBA036

6. DURAVIT

Duravit has introduced Sivida by Starck, which is the company’s first vanity with mineral cast basins and furniture designed by Philippe Starck. Positioned at an “attractive” price point, Sivida basins are made using DuroCast, with a velvety look and feel, in a choice of integral or round and angular above-counter basins. Sivida bathroom furniture comes in a choice ofWhite Matt, Graphite Matt, Marbled Oak, Natural Walnut, Pale Green Matt or White High Gloss finishes. See the entire collection at www.rdr.link/KBA037

7.VILLEROY & BOCH

Bathroom manufacturer Villeroy and Boch has relaunched its wall-mounted Architectura collection, with TwistFlush[e³] technology. Designed to offer a powerful flush, TwistFlush[e³] uses a vortex and two jets, which are claimed to offer enhanced cleaning, but with reduced water consumption. According to Villeroy & Boch, the performance of TwistFlush[e³} exceeds the requirements of the European standard EN997. Watch the video at www.rdr.link/KBA038

Coming in hot

With moves towards greater energy efficiency in homes, are radiators truly fit for the future? Heating expects fire back, stating look to ladder rails, electric-only and coloured models

Designer radiators and towel warmers may offer aesthetic appeal for interiors, but their beauty is more than skin deep. They must provide the correct amount of heat for a home, to maintain comfort levels, and meet the need for energy-efficient homes. This is both important in new builds, which are the refurbishments of the future, and to meet the requirement of cost-aware consumers.

Radiator product manager at Zehnder Group UK Chris Walley explains: “The trend towards more efficient low-water temperature heating systems has sparked discussions about the future of radiators – for instance their compatibility with heat pumps as a heat source. But the truth, and it’s an uplifting one, is that radiators are far from being overshadowed in these scenarios.”

He adds: “People should be aware that according to Building Regulations Approved Document Part L heating system water temperature should be reduced to 55˚C going forward. Bear in mind that this is to be done in conjunction with improving the building insultation and therefore the thermal efficiency of the property.”

Efficiency drives design

The demand for energy efficiency has been a driver of the design from structure through to fuel type and material choice. “We’ve seen a growth in the sale of vertical radiators and in larger size radiators particularly alongside renewable heating systems – where heat pump driven heating systems tend to need larger radiators”, says head of marketing at Stelrad Radiators Group Chris Harvey. Whereas Chris Walley of Zehnder Group UK points out the popularity of “ladder towel rails with two layers to horizontal bars and decorative radiators with integrated fans to increase heat output and responsiveness.”

Demand for energy efficiency has also seen the development of dual fuel towel warmers, which can be used separately from the central heating system. Stelrad has recently introduced an Electric series as Chris Harvey comments: “Since the launch of our Electric Series, we are seeing a lot

1. ZEHNDER

Part of the Zehnder Studio Collection is the Zehnder Tetris, which comes in four sizes and has been preseted with a Red Dot Design Award. View all the options at www.rdr.link/KBA039

2. STELRAD

In its Electric Series, Stelrad offers the Fantasia towel rail radiator in Anthracite. See the collection at www.rdr.link/KBA040

more electric radiators being installed…So it is a big and growing market.”

Interestingly, the development of colours and PVD finishes can also influence the energy efficiency of heating, which could see a move away chrome. Chris Walley explains: “The move from chrome to colour can also see the benefits of up to 50% improvement in thermal output compared to that of a simple ladder type towel warmer, offering reductions from lower water temperature.”

Designers offer guidance

With the room size and features – such as low eaves or windows – dictating positioning and choice of heating, consumers still need technical guidance from consumers. Chris Harvey points out: “Consumers still rely

heavily on the bathroom designer or the heating installer to be involved in the techie size of the decision – will it provide enough heat? What are the realistic options for our bathroom?” And it means designers can be in a great position to encourage consumers to trade-up, from suggesting Red Dot Design Award radiators through to showcasing how the model looks in their home using AR technology. “Showing a customer how their bathroom or kitchen will look with a specific radiator superimposed in the photo shown on the phone or tablet is a powerful tool to get ‘buy in’ from a customer”, Chris Harvey adds.

Certainly there is a great future for radiator and towel warmer sales and bathroom and kitchen designers are at the heart of it.

COMPANY MAT TERS

Offering

SALES

Stages of selling

Johanne Stimson, business strategist and sales coach, is founder of Go to Jo. In Part One of our playbook to KBB retail sales, she looks at the various stages of the process

What is the sales process you should use in your KBB retail business? I believe any sales process and lead generation activities you choose should be as multifaceted and individual as the spaces you design and create. So let’s start by exploring the stages of a sales process.

Here are the key critical stages as I see them.

1. Lead generation:

This first stage involves attracting potential clients through lead generation activities, marketing efforts, referrals, or walk-ins. Building a database of prospects is key, so you can market to an audience that knows you. You obviously have social media, printed and online publications,

word of mouth, flyers and printed material but also consider something called a funnel lead magnet, something like www.ScoreApp.com. This tool will do three things, data capture on the front end to add to your email list for email marketing, help you with market research so you really understand your customer, and sell your offers and/or grow your social media audience.

2. Ideal client mapping:

Understanding your client, the problems they may be facing and what transformation or result you offer. Demonstrating you understand, empathise and can bring a personal human element here is key.

3. Design and proposal:

Here you’re looking to present a visual representation for your client. Being able to demonstrate you listened and that you understand their current situation.

4. Quotation and negotiation: Now you’re at the stage where you can

offer the detailed quote and negotiate terms taking the interest closer to a sale. Remember to be transparent and flexible so your client feels in control of their decision and ways forward.

5. Closing the sale:

Here’s the admin bit! Agreements need to be finalised, deposits taken and scheduling in the project timelines move your customer through the sales journey.

6. Post-sale follow-up:

This bit is important and so easily missed! Doing this follow up allows you an opportunity to capture testimonials and review your business process. The way I think about this is that you’ve trained your customer to be your unpaid salesperson and their experience will be the best lead magnet you’ll ever execute. Make sure you ask for them and use them in your marketing to help attract more customers to you.

Find out more about Go to Jo at www.rdr.link/KBA041

Marketing is messy! The funnel to purchase, and customer journey, is not linear. So when it comes to buying behaviours, especially with regards to kitchens and bathrooms, no one goes through the same journey. Part of the issue is in today’s connected world it’s estimated the average UK consumer is making buying decisions across at least six platforms; meaning businesses of all sizes need to be creating more content than ever before, distributing it across more channels, and making it more personal to buyers, to be in with a chance of even being seen by consumers. That’s not easy given most marketers are currently faced with less budget and fewer resources, and more expensive advertising. Efficient marketing can make a big difference to businesses surviving, let alone thriving.

Living, Learning, Buying

We like to simplify the not-straightforward (OK messy!) customer journey process. And we break it down to three phases: Living, Learning and Buying, which in turn are streamlined further into audiences who are either ‘in’ market – or ‘out’.

The Living phase is when customers are out of market – quite possibly doom scrolling, as we call it. They’re consuming media, often bored – but distracted. So, the important aspect here is about grabbing their attention, being memorable and creating future demand. The interesting thing to point out here, is across this phase and touchpoints - we’re not necessarily directing people to buy our products; we just need them to know about us, and to be a brand they will consider, when they are in market. The in-market audience are those in the Learning and Buying phases.

MARKETING

Understanding the ‘messy’ way consumers enter the market

Managing Director at Door4 Sean Dwyer explains the importance of the Living, Learning and Buying phases of consumer purchasing, the messy middle and value of balancing marketing budgets to influence audiences in and out of market.

At the Learning phase consumers are starting to enter the market, learning about services and products. Here a brand’s content needs to cater for this audience’s requirements – with advice and guidance. According to HubSpot’s 2024 State of Sales report, 71% of consumers gather information themselves when researching a product or service.

Further studies show the Top 5 sources of products research are:

● Search engines (55%)

● Consumer reviews (41%)

● Product/brand sites (31%)

● Price comparison sites (30%)

● Social Media (26%)

So be visible to your audience when they’re in market, be in the places where your audiences is planning and be there when your audience is searching!

At the Buying phase, when they’re finally putting their hand in their pockets, businesses need to eliminate all barriers to purchase and ensure the marketing leaves no doubt in their minds this is the right choice. Here it’s also ensuring your site includes content your audience is looking for.

At all of these stages, the right and wrong content can make-or-break a decision to continue their journey with you.

Use a framework

Our framework is a toolkit for marketers to validate their approach in campaign execution, not just as a ‘set in stone’ concept how users actually act. You can use similar frameworks - such as AIDA, Google’s See, Think, Do, Care model - as long as marketing teams are thinking audience first.

Frameworks help us to cater for all needs, regardless of how someone is navigating their purchase and research journey. We do not profess this model compels people from one stage to another, but it ensures we cater for all stages and increases our odds of them taking their next step with us. It focuses marketing efforts to answer key questions such as “How do we need to talk to our audience when they’re living life day-to-day”; or “If I was learning about what kitchen best suits my needs, what would I need to know?”

But ignore the living phase at your peril –even when it feels like the only way to ‘get sales’ is by focusing on those currently in market. At the living phase you’re investing to be remembered. A study by OnBuy reported 71% of customers say it’s important to recognise a brand before they make a decision and 82% of customers click on brands they are familiar with.

So while it’s of course important to scoop up customers in the buying phase, keep your marketing focused on creating a brand consumers trust, to lead to better fortune in the long-term.

Find out more about Door4 at www.rdr.link/KBA042

WEBSITE STORIES

What has been driving KBN’s website traffic?

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

FRANKE UK

HARRISON BATHROOMS

Owner of distributor Harrison Bathrooms has refuted circulating rumours the business has been sold. James Harrison wrote on LinkedIn: “Harrison Bathrooms has not been sold! I will continue to develop and grow the business with the team. Our 2024 sales show continued impressive growth, which I am personally delighted with in a very tough market.” Parent company of the Scudo brand, Harrison Bathrooms employs 130 staff members, has turnover of nearly £41million and EBIDITA of nearly £5.5.million. Read more at www.rdr.link/KBA043

Sink, tap and appliance manufacturer Franke UK has appointed Craig McIntyre as managing director, who has over two decades of service with the company. His appointment follows the departure of Neil Clark, who recently stepped down from his role following more than 19 years of service. Clarke has taken up the role of managing director of Sealy UK. McIntyre started working for the Franke Group 22 years ago and most recently has led Franke South Africa for 11 years. Read the story at www.rdr.link/KBA044

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NOBIA

Online bathroom retailer Victorian Plumbing Limited has acquired online rival AHK Designs Ltd, trading as Victoria Plum. It has bought the online bathroom retailer Victoria Plum, which is headquartered in Doncaster, South Yorkshire, for £22.5m. The purchase price represents around 0.5 times Victoria Plum’s estimated annual revenue and claimed to reflect the value of the Victoria Plum brand and intellectual property. View the story at www.rdr.link/KBA045

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.

BIKIBB ..............................................................(inside back cover)

www.rdr.link/KBA100

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

www.rdr.link/KBA101

Callerton Kitchens ............................................................(page 11)

www.rdr.link/KBA102

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

www.rdr.link/KBA103

KBSA Conference ......................................................(page 2/IFC)

www.rdr.link/KBA104

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

www.rdr.link/KBA105

Stelrad Radiators ..............................................................(page 30)

www.rdr.link/KBA106

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

www.rdr.link/KBA107