MD Steve Breen on transforming the business with a focus on retail
What can you do if you’re being ‘ghosted’ by customers?
5First word
Editor’s comment
6News
Round-up of industry headlines
10BMA column
CEO of the Bathroom Manufacturers Association
Tom Reynolds details a year of shows and events
11People
Appointments and promotions
13Talking shop
Independent KBB business consultant and Callerton business development managerToby Griffin on what to do when potential customers go silent
15Last word
Sales manager of MHK UK David Morris urges supplier reps to return to face-to-face meetings and for retailers to prioritise their visits to improve business profitability
17Supplier profile
Managing director of VitrA UK Steve Breen is on a journey to transform the business, through driving new channels but also with a clear focus on retail
20Interview
Sales and marketing director of Middleby Residential –Premium channel Jenny Hyatt talks about Novy’s “aggressive” growth plans
22Supplier profile
Managing director Paul Bryan and marketing director Dan Hughes of Getley UK on the future growth of complete kitchens with its Alku brand
24Retailer focus
Ribble Valley Bathrooms ambition to become a destination showroom for the Northwest of England
\24
26Workstation sinks
We take a look at the market for workstation sinks and shine a light on why they remain perennially popular for independent kitchen retail showrooms.
28Just out
Latest kitchen products
30Bathroom furniture
We reveal why timber and wood effects are making a comeback in furniture and how designers can make best use of the material in bathroom design
32Bathrooms just out
Latest bathroom products
34Company matters
We may only be eight weeks (or so) into 2024, but already the year has created challenges for the KBB industry. It has seen the administration of Mereway Kitchens and Miele has announced “grave” measures, following a global slump in demand for appliances, putting jobs at risk worldwide. While we should be mindful of the impact of issues, such as these, on the livelihoods of people in the KBB market, we mustn’t lose sight of its flexibility and resilience.
As we near Spring, there are signs of positivity in the KBB sector. Manufacturers are investing to drive sales growth, finding new routes to market, and new brands are entering the UK. Importantly, this confidence has also been reflected in the retail sector, with Sanctuary Bathrooms opening a new depot to double capacity and MHK has reported its members had a good start to 2024. We are also seeing new KBB retailers open their doors to capture available consumer spend, as they look to invest in new kitchens and bathrooms.
All of which has been reflected by a poll on LinkedIn, by KBN – Kitchens & Bathrooms News – which asked KBB retailers how their sales had been in January 2024, compared to the same month in 2023. The vast majority of respondents (73%) stated sales were the same or higher. In fact, half of the respondents (50%) said sales for January 2024 were up on the same time last year.
The Kbb Birmingham exhibition, which takes place at the NEC from March 3-5, may act as a bellwether for the industry. With over 320 brands exhibiting at the show, and an expected audience of more than 15,000 visitors, it should
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hopefully reflect the buoyancy in the KBB sector. Bringing the industry together, under one roof, it may provide a valuable space for retailers to come together and connect with enthusiasm.
The spirit and strength of the KBB industry is at its best when manufacturers, distributors and retailers unite and collaborate in partnerships, where all in the supply chain benefit. It’s better for individual business and can also help solve wider issues impacting the industry. With over 50 independent KBB retailers joining trade association the Kbsa, in the last 12 months, and with collaboration the theme of the British Institute of KBB Installation (BiKBBI) Conference, it seems the industry is responding.
Undoubtedly there will be challenges ahead but the sector is tough and agile. Working in partnership with the supply chain can help independent retailers explore and exploit opportunities. So, let’s make optimism a business strategy for success and a better future.
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Efficiency programme to free up €500m by 2026
Miele Group has announced a “comprehensive” efficiency program, to free up €500m by 2026, having reported a global slump in demand for appliances.
More than two thirds of the saving will be achieved through improvements in turnover or reductions in materials and associated costs.
However, it will also see a “substantial” reduction in personnel costs and up to 2,700 jobs could be cut worldwide or affected by relocation.
As plans currently stand, up to 2,000 jobs may be affected worldwide, but not, in the main, for assembly lines workers.
According to Miele, after three years of strong turnover
growth, appliances recorded a decline in business across the globe in 2023, citing economic consequences of the war in Ukraine.
Against this backdrop, the preliminary turnover of Miele Group dropped by around 9% and in unit sales the year-on-year decline was around double this percentage.
Miele reported there was no indications of market recovery soon, with high inflation resulting in high materials, energy and wages costs.
‘What we are currently experiencing is not just a blip in the economic cycle but rather a sustainable shift in the framework conditions which are relevant to
us and to which we must adjust’, the Executive Board of the Miele Group announced to employees.
Miele states its laundry has been hit by “fierce and strong price-driven” competition, so will relocate almost all washing machine production in Gütersloh to Poland by 2027, to reduce costs, subject to employee negotiations.
‘These are grave measures, and we are fully aware this will hit many colleagues hard”, the Executive Board stated.
However, Miele highlighted goals for growth. The Executive Board stated: “We are a family company which thinks in generations and not in terms of quarterly reports”.
Woodco Group, trading as Woodstock Trading, has acquired Faith Furniture Company, parent company of LochAnna Kitchens, from founder and managing director Paul Jenkinson and its shareholders.
Bolton-based LochAnna Kitchens is in its 10th year of trading and now delivers more than 200 kitchens per month to a network of 100 dealers across the UK.
Woodstock Trading Co is the manufacturer and distributor of Calypso Bathroom Furniture and Veldeau Bathroom Furniture.
Based in Hereford, Woodstock is a family-owned
company and has been established for over 20 years.
Paul Jenkinson will stay involved in the business to help guide product development and customer relationships.
The LochAnna Design Centre will remain open and the LochAnna team will continue to manage customer and supplier relationships.
Commenting on the acquisition, Paul Jenkinson said: “Woodstock and LochAnna have very similar cultures, and Woodstock have strong ambitions to bring their experience into the kitchen industry.
“Having spend a lot of time with its business leaders: Ben
Doouss (founder and chairman), Mark Doouss (CEO) and Alex Seaborn (managing director) I knew the LochAnna brand would go from strength-tostrength as part of the group.”
Founder and chairman of Woodstock Ben Doouss said: “We are delighted to welcome LochAnna Kitchens to the Woodstock family.
“This is an exciting next step for Woodstock and LochAnna, and we will continue to work hard to add value to both brands and customers of both businesses.
“Paul and his dedicated team have built a truly remarkable brand that values quality and service.
“This year will be very much business as usual; we are keen to work with the LochAnna team to build on their understanding of the kitchen industry and will add value and investment where and when it’s required.”
Manufacturer Lakes Showering Spaces has secured £3.75m funding to grow the business and preserve its late founder’s legacy.
Established in 1986, the Gloucester-based business manufactures bath screens, shower enclosures and walk-in models.
Using finance from Praetura Commercial Finance, Lakes plans to modernise its range, starting with the launch of a new collection of walk-in showers.
The Gloucestershire-based
company also plans to explore overseas markets, securing future growth for the business.
Coinciding with the deal, the current Lakes Showering Spaces board also completed a management buy-out (MBO) of the company, which the business says will protect the ethos laid out by its late founder Robin Craddock.
Managing director at Lakes Showering Spaces Mike Gahir said: “Lakes Showering Spaces is a family business built on family
Korean appliance giant LG has announced the UK launch of its premium, built-in Signature Kitchen Suite (SKS) for kitchen specialists.
Based in Milan and marketed across Europe, Signature Kitchen Suite (SKS) is a curated collection of cooking, cooling and dishwashing appliances,
including smart refrigeration and interactive ovens.
Introduced into European markets since 2020, SKS will launch into the UK though its exclusive distributor Falmec UK. It complements its portfolio of extraction and induction appliances, sinks and taps.
SKS (UK) is headed up by
principles. We have over 130 staff across the UK and our whollyowned subsidiary in China, and everyone is committed to growing and taking on new opportunities.
“The key for us was preserving the legacy established by Robin, who sadly died seven years ago. Having an understanding and supportive funding partner in Praetura Commercial Finance will enable us to invest in the business he was so proud of.”
The deal was completed by
mfg Solicitors LLP, Squire Patton Boggs and Harrison Clark Rickerbys, who advised Lakes Showering Spaces, Praetura Commercial Finance and the vendors respectively.
Falmec UK’s managing director Sean Drumm who has knowledge of SKS from his Showtime business in Dublin.
The built-in appliance brand has been established in Ireland for over a year, with sales through kitchen specialists,
interior designers and architects.
“It’s high time that a new and superior option entered the mix at the top of the market to offer designers a totally fresh and much more flexible built-in appliance collection for their clients”, commented Drumm.
Shower surround manufacturer aims to modernise range
Clerkenwell Design Week (CDW) will return to London, from May 21-23, 2024, and will be bigger than ever with new venues and expanded exhibition spaces. This year’s event will host more than 600 curated events across the EC1 neighbourhood. Complemented by over 160 participating showrooms and 300 exhibitors, it will take place across more than 12 venues. Read more at www.rdr.link/KAW001
Kitchen and bedroom furniture manufacturer Uform has partnered with Vauth-Sagel to establish a new distribution channel for its storage products in the UK & Ireland. Uform will offer 75 Vauth-Sagel products, which have been designed to cater for a variety of living spaces, including kitchens, utility rooms, pantries and laundry rooms. View the full story at www.rdr.link/KAW002
Online retailer Sanctuary Bathrooms is expanding its business, with the opening of a new warehouse to double its capacity. The new warehouse measures over 12,000 sqft, doubling the size of its existing depot which measures 7,000 sqft. It will also enable the company to expand its product ranges, including growing its own-brand products. See more at www.rdr.link/KAW003
Trade association the Kbsa has announced the theme and facilitator for its KBB Industry Conference, at the Belfry Hotel and Resort, West Midlands on October 9, 2024.
Broadcast journalist Emma Crosby will host the conference, which is themed “Empowering & Enhancing Excellence.”
Emma Crosby presented Channel 5’s flagship news programme for five years and features on LBC radio, Sky News and CNBC.
Before anchoring 5 News, she co-presented the ITV breakfast show GMTV.
Commenting on the conference, Kbsa chair Richard Hibbert said: “We anticipate that we will have another sell out year so advise retailers save the date and register their interest with the Kbsa to secure a place.”
“We are building on the success of last year, with a strong programme designed to provide thought provoking and relevant content, which will enhance business performance.”
The Kbsa will once again be welcoming non Kbsa retailers to attend.
Richard Hibbert added: “We had such great feedback last year
Annual conference focused on collaboration
from non-members that attended.
“Not only did they benefit from the presentations but enjoyed the opportunity to experience the strength and support that comes from being a part of the Kbsa.”
The KBB Industry Conference 2024 will be preceded by the Retailer Dinner on October 8 and will be followed by the Designer Awards dinner.
Calling the lack of KBB apprentice uptake “a travesty”, CEO of the British Institute of KBB Installation (BiKBBI) Damian Walters implored industry to act.
Speaking at the 10th annual BiKBBI annual conference, themed upon collaboration, at the QEII Conference Centre in London, he urged the industry to come together.
Stating education is the most prominent area of work by the BiKBBI, of which its Education Steering Committee plays a key role, Walters said the institute had made “significant” progress.
This has included collaborative work to deliver the Level 2 Fitted Furniture Installer Apprenticeship, Apprenticeship Standard for Fitted Interiors, and apprenticeship help desk.
However, Walters stated the initiative has “generally lacked industry uptake”, which he called “an absolute tragedy”.
“Less than 100 new
apprentices joining our industry is nothing short of a travesty. It’s not good enough and there’s no point in us pretending otherwise.
“I know we’re all busy and business must prioritise focus on a number of challenges, internally as well as externally, but we have a robust vehicle for futureproofing the problem, but we’re not using it.”
A Hertfordshire kitchen retailer has set her sights on giving back to the local community, by growing her women in business initiative. Owner of Kutchenhaus German kitchen showrooms in Potters Bar and Welwyn Garden City, Toma Navickiene is opening up her businesses on evenings, every three months, to welcome local businesswomen from different industries. View the story at www.rdr.link/KAW004
Board, door and fitting supplier Hill’s Panel Products (HPP) will host chipboard manufacturer Egger’s roadshow, focusing on its Decorative Collection 24+, on April 3. The collection includes Eurodekor faced chipboard, MDF, plus refreshed PerfectSense, Feelwood and worktop ranges. Read more about the roadshow event at www.rdr.link/KAW005
Home renovation and design website Houzz has found homeowners are dedicating more space to their kitchen during renovations. As part of its 2024 UK Houzz Kitchen Trends Study, it found three in five homeowners are making their kitchens bigger (up 6% from 2023) and a quarter of homeowners increased the total size of the room by more than half of the original size (25%). Read more at www.rdr.link/KAW006
Paul Wood, Huw Powell and Mark Malone of Begbies Traynor were appointed joint administrators of Highlight Green Acres, trading as Mereway Kitchens, on January 25, 2024.
Highlight Green Acres Limited acquired the assets of Mereway Kitchens when it went into administration in the summer of 2023.
The Birmingham business has ceased trading, with 120 staff made redundant with immediate effect. The remaining 15 staff are assisting the administrators with its wind down.
Huw Powell, joint administrator, and partner at Begbies Traynor, said: “It is a difficult day for everyone involved with Mereway Kitchens.
“The trading challenges experienced by the company have been felt by many businesses due to volatile economic factors resulting in falling consumer demand.
“This created significant cash flow pressures and after concluding that alternative options were not viable, unfortunately the appointment of administrators and decision to cease to trade became necessary.
“It is always disappointing to see a long-established business fail and our thoughts are with the employees, who only recently came through an insolvency process and will be devastated by today’s news.
“We are hopeful that the reputation of the skilled workforce at Mereway for
CEO of the Bathroom Manufacturers Association
Tom Reynolds details a packed year of shows
I, for one, am looking forward to another year of events being face-to-face with our members, and the wider community.
I’m excited to be hosting a series of discussions at kbb Birmingham. Our three-day seminar programme covers a range of pertinent topics from health and wellbeing, bathroom trends, and award-winning design to the latest in bathroom innovations. We’ve secured 12 expert panellists, and I genuinely can’t wait to get into detailed conversations with them.
The BMA’s research
manager, Jane Blakeborough, will also be taking to the stage at kbb Birmingham to deliver the results from a research project examining what goes on ‘Behind the Bathroom Door’, and I’ll be encouraging our sector to enter our thirtyunder-thirty awards.
These awards will form part of our Annual Industry Conference. It’s the highlight of the BMA calendar, and the event is already shaping. It provides the perfect opportunity for manufacturers, distributors, retailers, architects, designers,
delivering high quality products will allow employees to find new employment quickly, and we wish them all the best.”
A spokesperson for the company said: “It has not been possible for Mereway to achieve the required sales volumes that were needed to make this business profitable.
“The impact of the original business going into administration in 2023 appears to have significantly impacted customer confidence.
“This, along with a weakening market in the last three months, has materially impacted the business. It is therefore with great sadness we have reached the conclusion that there was no viable alternative to this action.”
to be inspired by thoughtprovoking presentations and exchange insights to benefit their businesses.
Lastly, I cannot fail to mention InstallerSHOW 2024. Following on from the success of last year, where the BMA delivered the ‘Bathroom Zone’ and three days of extensive programming, we will back even bigger in 2024 as part of a dedicated kitchens and bathrooms hall. I’d encourage everyone to keep their diaries free for this!
Bathroom manufacturer Sanipex Group has announced Lee Palmer will join the company as sales director for UK and Ireland, with effect from March 2024. Palmer brings a wealth of experience to the role, having spent 17 years with Vado, with the last five as sales director. He will focus on growth for Bagnodesign sales, through merchants and bathroom retailers.
KBB distributor Waterline has appointed Simon Beard as regional sales manager, covering North Wales and parts of the West Midlands. With over 34 years’ experience of the kitchen retail sector, Beard joins Waterline from Swift Electrical wholesalers, where he was head of sales. In his new role, he will nurture existing relationships and identify new business, selling a range of brands.
Bathroom manufacturer VitrA has appointed Ruth Davies as senior marketing manager. With over 20 years of multi sector experience, she will oversee the marketing activity for the company. Davies brings a wealth of experience in marketing strategy, leadership and brand development to the role.
Supplier Harrison Bathrooms has appointed two area sales managers for its Scudo brand. Josh Matthews (left) has joined Scudo to cover the London area, and prior to joining the company, he held key positions with Bristan and Roper Rhodes. With over 30 years’ experience, Majib Khan will cover the Midlands region.
Have you ever seen a ghost?
Apparently about one in three people in the UK say that they have. Have you ever felt like a ghost though? Because one thing’s for sure, when working in the KBB industry, you’ll have certainly felt like one at various times, when a client suddenly goes silent on you, after sometimes many hours of work put in. This is perhaps the most frustrating aspect of client interaction, and as –in the intervening days, weeks and months –you’re left wondering what’s happened, if it was something you said or did; or whether your client has left the country, is unwell, or worse!
So what to do, when you are being ghosted?
Firstly it’s pretty hard not to take offence. If you had contacted them to drum-up some business, then I guess the potential customer doesn’t ‘owe’ you the right to respond. But in the case of a customer that visits your business, expresses an interest by email, message, or –even worse –takes up a lot of your time in discussions and presentations, then just disappears off the radar, it can be very frustrating.
Until you know the reason you are being ghosted it can feel very rude. Some soul-
searching coupled with some realism can help.
So what are the reasons that customers might ghost you?
1The lead has been mis-qualified. This generally is the case if the budget has not been sought early in the process; but it can also be a case that the design brief has been mis-interpreted.
2They’ve found a ‘better deal’. Now, as we know, the nuances of kitchen and bathroom product specification means that the end-user often believes that likefor-like price comparisons are easily available (which of course they rarely are!). Explaining your company’s unique offering early in the process helps to avoid this.
3You were too quick or too slow to get back to them. Just like Goldilocks, you are looking for your service to be ‘just right’. Respond too quickly and it feels desperate and lacking in consideration; respond too slowly and the customer starts looking
–in the intervening days, weeks and months – you’re left wondering what’s happened, if it was something you said or did; or whether your client has left the country, is unwell, or worse!
around at other options. Generally the entry level of the industry requires quick/immediate responses, whereas clients at the higher end prefer a calmer, more patient approach.
4Their circumstances have changed. It’s rare that our own personal situation stays the same for long, and so is the case with our customers. They may have had a sudden, unexpected expense (particularly common when there is building work involved); their time gets sucked up by an unexpected event; couples separate; people just change their minds sometimes; or they decide to go on a super holiday instead. Having the patience and a calm demeanour to avoid saying “Where the hell have you been!?!” –when they walk back into the showroom a year later –really takes some self-control!
It is worth noting though that most people would prefer to be civil and get back to you –even in any of the above situations –but ‘ghosting’ is generally an attempt by customers to avoid a difficult conversation. Working out why that conversation would be difficult for them is the trick to reducing this ghostly effect. But sometimes it’s also important for your own sanity to just be realistic, and learning how to handle the notknowing really helps.
LAST WORD
return to face-to-face meetings and for retailers to prioritise their visits to improve their business profitability
The KBB industry has historically relied on community, connection, and face-to-face interaction but in recent years, particularly in the wake of the Covid-19 crisis, we have found ourselves turning more to virtual forms of communication. These advances in digital communication have allowed us to connect with businesses further afield, and even those in different time zones, at the touch of a button. However, since the pandemic forced us to switch to an entirely digital approach, there has also been a growing concern this new way of operating is creating a disconnect between sales representatives and retailers.
Increasingly, attitudes towards sales reps are divided. Whilst many independent retailers have reported feeling they no longer see sales reps often enough, others still struggle to accommodate unexpected drop-ins. Paired with the fact many manufacturers have been forced to scale back during a softer market, the role of sales reps seems to be an increasingly invisible one within the KBB space.
At MHK, we believe human connection is one of the most valuable tools in your business. So, is there an argument to be made for regaining the traditional core of connection between sales reps and their retailers that has been historically so integral to the KBB industry? The solution may be to blend this traditional approach with technology that answers the
modern demands that our industry faces.
Especially during the sales boom of lockdown, we heard from our retailers they had limited time to meet with suppliers, resulting in cancelled appointments, months of back and forth before an in-person meeting and no contact at all with reps in some cases. However, we have observed our retailers who have prioritised relationships with sales reps and therefore have taken the time to learn about new launches and update their knowledge, have been seeing increased profitability. It stands to reason, if you’re knowledgeable about your product offering and can recommend the latest innovation, technology or design style, customers are much more likely to buy from you.
Beyond just an updated offering, when a sales rep can see a retailer’s showroom space, they are much better equipped to offer a more tailored approach to their individual business. By seeing the showroom, having the opportunity to ask relevant questions, and understanding who the retailer is selling to, they can get a feel for the business and recommend the product that is going to fit into their showroom best. This is an approach that undoubtedly benefits both parties both in terms of time efficiency and reaching a mutually profitable outcome.
For sales reps, face-to-face time with a retailer is equally invaluable. Technology
Technology means retailers are inundated with sales emails every day, many left unread as demands of the business take precedence. So, the opportunity to speak in person is sometimes the only way to be able to cut through the noise and leave a lasting impression.
means retailers are inundated with sales emails every day, many left unread as demands of the business take precedence. So the opportunity to speak in person is sometimes the only way to be able to cut through the noise and leave a lasting impression. We’d still recommend sales reps try to make in-person appointments when they have something new to show, for example, and even continue to use the ‘drop by’ approach when in the area.
Exhibitions like the upcoming KBB Birmingham show are the ideal place to meet with people in person. Even for those not exhibiting, it’s an opportunity to connect with peers in the industry, form meaningful connections and set up future appointments that will allow for longer conversation. We will be showcasing the benefits of MHK membership for independent kitchen retailers on stand P84.
Sales manager of MHK UK David Morris urges supplier reps to
Managing director of VitrA UK Steve Breen is on a journey to transform the business, doubling its size, through driving new channels but also with a clear focus on retail with its new Vitality programme
Tasked with doubling the size of the £30million UK business in five years, managing director of VitrA UK Steve Breen is spearheading the revitalised company. It has already seen the business develop its team to attack new sales channels, restructure its warehouse, invest in a new CRM system and create the Vitality programme for its largest sales channel –retail. This retail-specific programme has been created to offer protected, mid-to-upper market product and improved supply for its showrooms. It will be the focus of its stand at Kbb Birmingham 2024, where the brand makes its return for the first time in 27 years.
“The business has been built on the foundations for retail and it’s always been an important part”, explains Steve Breen. But he admits its Showroom of Excellence proposition, which was established in the 90s, was very prescriptive and the rationale behind it had almost been forgotten: “We threw a range of products at the retailer. We asked them for a number of displays. We set a turnover level and if they achieved it –great –they were still in the club. If they didn’t achieve it, they were out of the club. If you step back from that, it’s not a great offer. It’s not a partnership.”
He explains there was a need for a new vision for retail: “We felt we were not doing anywhere near as much business as we could, given the strength of the brand, the quality of the product and the investments the business has made in capacity”, adding: “There’s lots of brands and we have to compete for share of voice.” He explains to do this VitrA has undergone a big mirror test.
With the assistance of an independent agency, for “unbiased and unfiltered” results, VitrA interviewed past and present retailers and a range of personnel at its distributors. “They told us some really good things and some pretty honest things, which we
recognised we needed to change”, says Breen. He describes it as a wake-up call for the business. “The good stuff was that they love the product. They love the brand and they had a lot of respect for the sales team for their dedication and support. But they did tell us availability wasn’t fantastic, so it would mean they would get so far through a design and then have to consider different options.”
Breen points out the research also revealed its product offer was complex and overwhelming. “We have been guilty, in the past, of creating beautiful products and ranges and pushed them into distribution, which has meant their stock levels have gone up and it’s been very difficult to manage availability. We’ve left it to the distributors and retailers to handle, as opposed to being a part of that process ourselves.”
Taking all the feedback into account, VitrA UK has now created the Vitality partner programme, with a slimmed down collection focused on the upper mid-market, led by sales data and retailer feedback. Breen explains: “We’ve been guilty of trying to offer furniture in every single size and dimension. We’ve
1. VITRA LONDON SHOWROOM
in Clerkenwell, the VitrA London showroom is used by architects, retailers and their customers
2. MANAGING DIRECTOR
Steve Breen has joined the business and is tasked with doubling its size in the UK over the next five years
narrowed that down to what will fit in UK bathrooms and taken out colours that don’t sell, for example.” He reports the range is still over 1,250 SKUs, “so there is still lots of breadth and depth”. And it’s not just about removing product but adding new product too, with additions to its M-Line furniture and washbasins, 100% recycled ceramic basin and Suit taps and showers launching at Kbb Birmingham 2024.
Breen explains: “It was a good leveller for us to remember what the retailer needs. We need to prove the return on investment for the retailer. So, let’s be strong where the customers are strong. It doesn’t mean we won’t sell the high-end ranges because they show where we can stretch to, which is really important to maintain, but we’re going to focus on mid-market”, adding: “We now have one collection and one brochure. All products included are available within one week.”, says Breen.
Working with its distributors, VitrA UK has created a “traffic light” system for its Vitality Collection. “Anything that is green we know is a fast seller and distributors should stock and it should be available within a really strong lead time –next day if necessary –but certainly within a couple of days”, explains Breen. He says the company has also invested in warehouse racking at its Didcot HQ to stock slightly slower-moving Amber products, to support and supply its distributors. These slightly slower-moving products will not be available from stock but on a standard lead time of one week “which leaves both us and the distributor enough space to stock the faster-selling products”, Breen states. He adds: “It’s not called Vitality by accident. We want to put vitality into all our partners’ businesses - help them grow –and the ethos of the programme is designed all around that.”
Created by design studio Noa, Integra Square features geometric forms across a selection of products
Returning to the show for the first time in 27 years, VitrA will be adding to its M-Line furniture and washbasins, introducing a 100% recycled ceramic basin and Suit taps and showers
Inspired by Scandinavian styling, VitrA offers a range of furniture to complement its Sento WC
So what are the ambitions for the Vitality retail network? “We’ve got a base of around 500 independent retailers, around 220 of which were Showrooms of Excellence. We are setting ourselves a bold target and would love 100-150 more retailers over the course of the next two or three years”, says Breen. He points out VitrA will expect a minimum level of product on display and for them to reach a turnover level but it will be on a partnership basis: “We’re not going to reach 15% year-on-year showroom growth over the next five years without setting some targets, but it will be a collaborative target. And it will be something we help them achieve. That’s the difference.”
Part of this is its “display selector package” which has been driven by data into what sells. Although based on UK-wide sales, Breen says there were no large disparities between regions. And the company is also retraining its sales representatives “to have different conversations –not to go in and check displays”, explains Breen. He expects reps to ask “How’s the business going? What more can we do? How can we work together? How can we support you?” to drive value for the retailer’s business.
What’s more, VitrA has invested in a dedicated phone number and email for Vitality retail partners which is manned by an expert team. This is an important addition for Breen. “We need to make it easier for our retailers to do business with us on all fronts and that includes how they contact us and the speed and efficiency of how we support them with queries.”
Such is the expectation for the success of Vitality, Breen says “It’s been one of the most significant investments, of over £300,000, in terms of structuring, the new brochures, the new marketing materials, the display selectors and the plans that we have to activate the
programme within the first year as well.”
And Breen is keen to point out VitrA is already planning its next stages of development: “The investment won’t stop there.” Together with recently appointed marketing manager Ruth Davies, who he previously worked with to create the AEG Premier Partner Programme, Breen says they learned the importance of continual development. “We’re already planning phases 2 and 3, with strong digital content to help retailers demonstrate product, and joint marketing funds – eventually –where we can look at their local market and try and activate their showroom for them locally.”
He continues: “We know we can learn from the retailer, and we have taken those learnings into our programme, and we want to continue to develop with their feedback. We want to build constant feedback into the programme and we’re exploring focus groups.”
To reach its ambitious UK sales targets, alongside its retail and projects business, VitrA UK has also looked at growing its sales channels to include DIY and e-commerce. It has seen an influx of new people join the business, bringing expertise of these areas. However, Breen is keen to point out this will not be at the expense of the retail channel. “Independent retailers do a fantastic job of taking a consumer through the bathroom journey. To do all that and to get to the end and the consumer says ‘I love your design, but I can get this cheaper elsewhere’ is heartbreaking for the retailer and it’s also wrong. DIY and e-commerce is different product.” But Breen adds: “We need the retail business to understand that yes, they will see VitrA expanding in other channels and driving other channels. We know the channels can co-exist.”
Of course, Breen realises VitrA will have to convince retailers and alongside its eight-strong sales representative team, the senior leadership team will be visiting showrooms with its “common sense” Vitality partner programme. “We’ve got to reconvince our retailers that we’ve got this right. We’ve got to reconvince them that we care about this area of the market and that we want to continue to invest in it.” He concludes: “It is exciting times because we’ve listened to the customer and built something that customers told us to build…and it’s about time VitrA is competing for share of voice, share of eyesight and share of debate.”
For more information about VitrA visit www.rdr.link/KAW007
AQWhat attracted you to your role at VitrA UK?
I love a challenge. It’s no secret, I used to work for Ideal Standard and when I looked at the competitive space, I always thought VitrA was a fantastic product and the brand appealed to me. Then when I engaged in the process, and realised the business growth plans, it just became irresistible.
AQHow was it to take over such an established team?
Former managing director Levent Giray came to the UK 30 years ago and did a great job of setting the VitrA business up in terms of distribution, retail and starting to build a project channel. So, I had a really strong foundation to build on. But I also had a foundation that we can build upon faster.
QHow have you changed the business and how have you prioritised this?
A
I always talk about capability and capacity. So, If you haven’t got the capability, you need to go and get it. If you haven’t got the capacity, you need to build it. We were playing across two channels – we’re now playing across five. We’ve made some people changes to drive new areas and we’ve changed the way we work. We work much more collaboratively, now. Our customer service operatives are talking to customers every day, so we give them a platform to tell us what our customers are saying. We probably haven’t done enough of that before, so we are really changing.
AQWhat insights have you brought from outside the industry?
Having left the bathroom industry three and half years’ ago and coming back in. I have to say, not much has changed. There is more presence in DIY and e-commerce, and these channels emerged through Covid, but not a lot of change in route to market. What was amazing for me is I worked in manufacturing all my life before I went to work for the sole distributor for Caterpillar equipment in the UK and Ireland. I suddenly realised what it’s like to be a
distributor, trying to balance that relationship between your customers and the manufacturer. That was a huge learning and so I bought that back into this business. One of the first things I did, when I took over the business, was to visit distributors and ask them about their pain points and what we could do better.
AQWhat are the biggest challenges for you, personally?
Some of the biggest challenges for me, personally, are to manage the growth and manage it in a way that we don’t alienate any of our channels and we convince each channel we’re doing the right thing for them. Because as soon as you appear in DIY or e-commerce, it can be a red flag. But it shouldn’t be because we’re doing something very different, and it is around co-existence. I also think there’s a value, which is difficult sometimes for retailers to accept, in more eyes on our brand and e-commerce and DIY allow us to do that. But we want to do it co-existing and not compromising our channels.
AQWhat will be your personal benchmark of success?
My personal ambition of success for VitrA UK is that we realise our growth targets but not in isolation of strong customer satisfaction. I also want to make sure we continue to have a truly engaged workforce. Because we’re not doing any of this as a leadership team in isolation of the rest of the business.
Q What’s the best piece of advice you’ve been given?
AOne of the best pieces of advice I was always given was don’t think about something too long. If you think it’s a good idea, get on and execute it. Certainly that’s been the mantra that I’ve brought into VitrA UK.
“We’d like people to walk into a showroom and say ‘I want Novy’.”
Now owned by Middleby Residential, premium brand Novy is set to exhibit alongside its sister brands Aga and La Cornue at Kbb Birmingham for the first time. Sales and marketing director of Middleby Residential – Premium channel Jenny Hyatt talks about the brand’s “aggressive” growth plans
2. SALES AND MARKETING DIRECTOR
Jenny Hyatt is sales and marketing director of Middleby Residential – Premium channel, which includes Novy
Belgian extraction and induction specialist Novy joined US-based Middleby Group in 2021 and this year will see it exhibit as part of the group for the first time at KbbBirmingham. Joining the group’s luxury companies, each with a heritage of 100 years, Novy will be on display alongside sister brands Aga and La Cornue. Together, this trio creates the Middleby Residential Premium portfolio, and will be on a stand near stablemate Rangemaster which targets the mid-market. It forms a statement of intent of how the group will operate in the UK.
Sales and marketing director of Middleby Residential – Premium channel Jenny Hyatt points out: “The stand is designed in such a way that people can walk in-between the brands. We wanted it to be interconnected. It will be the first time we will display the Middleby Residential logo and it’s the start of making people aware we are part of that same organisation, echoing our business in America. It’s important to know Novy is part
of that bigger organisation and with that comes access to more knowledge and investment.”
At Kbb Birmingham, Novy will showcase its built-in extraction products including ceiling hoods, with a large focus on recirculation island models, as well as its vented induction hobs. And joining these will be its new gesture-controlled Designer Lighting, which has been named a finalist in Kbb Birmingham’s Innovation Award.
Supported by the Middleby Group, Novy acquired Netherlands-based lighting company Jansen & de Bont to make touch-free lamps for the brand at its HQ in Kuurne, Belgium.
“The lighting is so stylish, performs so well and is innovative, it will obviously be a big story of the Kbb Birmingham show, but we will also focus on the Panorama downdraft extraction, as well as island hoods with recirculation extraction for enhanced sustainability”, says Jenny Hyatt.
With a “solid” retail base including the likes of premium retailers Simon Taylor and Seale & Taylor, Hyatt says Novy has plans to add to its network at Kbb Birmingham. It is seeking retailers who appreciate the importance of quality extraction, as Hyatt adds: “I think it will become one of the determining factors in future kitchen specification.” She continues: “Retailers don’t have to be the biggest, but they must deal with discerning clients at the top-end of the kitchen retail market.”
Novy is also seeking growth through its existing retailer network, by introducing the lighting category. “We want to reach all of our existing retailers and possible future retailers with the new lighting category. There’s still a lot of retailers who haven’t had the opportunity to see those products first-hand at our London Experience Centre.”
She reports Middleby has bold plans for the growth of the Novy brand, as it nears the first year of trading under the group’s ownership. “We have plans to take Novy forward, quite aggressively, in the next three years. The market remains difficult and challenging for everyone, but this year we expect reasonable growth and expect to build on that.” She explains the growth will be through taking market share: “Taking market share is our raison d’etre. We want to make sure Novy is the brand of choice not just for retailers but consumers as well.”
With an ambition to achieve double digit growth this year, Jenny Hyatt says it will be driven by new product extensions to the
Novy brand, as well as greater consumer recognition. “There are new products coming from Novy later this year, and into next year, and there will be other opportunities for us with more product”. However, Hyatt refuses to be drawn on what the market can expect. She teasingly says: “We do have lots of technology and experience within the group. That’s all I’ll say.”
Having built a reputation with retailers, and alongside a growing, dedicated sales team, Novy has also invested in UK stock. “If an order comes in today, it can be dispatched today or tomorrow at the latest, and it can be with the retailer within two days maximum”, explains Hyatt.
Taking market share is our raison d’etre. We want to make sure Novy is the brand of choice not just for retailers but consumers as well.
However, arguably its greatest support for retailers is driving consumer awareness, responding to retailer and buying group feedback. “Our competitors are really well known with consumers and we’d like people to walk into the showroom and say ‘I want Novy’.”, admits Hyatt. Alongside its presence on social media, Novy will work with its retailers on consumer-facing marketing activity. “With our other brands, we host events instore to promote the products. It’s
not just about consumer advertising, we do a lot more cooking-based activity”, explains Hyatt and expects to confirm retailer events within the first half of 2024.
Hyatt explains the opportunities are great for the Novy brand, including “very, very early” discussions about the possibility for a second Experience Centre in the North of England. It follows the success of Novy’s relationship with Halcyon Interiors creating a London Experience Centre on Wigmore Street, which she reports as “above and beyond our expectations”. The brand uses the current space for displays, collaborations, training and events.
And Hyatt states Novy could be joined by more luxury brands in an expanded Middleby Premium Residential portfolio: “I’m sure we will have other brands added to the portfolio in the course of time.” Hyatt states the group is in the process of seeking approval for its Viking brand for UK and Europe, and adds:
“We have some very strong outdoor brands like Char-grill and Lynx, which complement the kitchen products we have. So, yes, there’s some very exciting opportunities ahead of us.” She concludes: “We don’t underestimate how much of a challenge it will be, but we’re in it for the long haul. We’ve got great foundations, fabulous brands and products, and we will make a success of this without a doubt.”
For more about Novy at www.rdr.link/KAW008
Component kitchen and bedroom manufacturer Getley UK has been a success story since its launch and subsequent addition of complete kitchens with the Alku brand. We talk to its managing director Paul Bryan and marketing director Dan Hughes about investment in the company and future growth
British kitchen and bedroom manufacturer Getley UK has gone from strength-to-strength since its launch in 2006. It was founded by CEOsMark and Emanuela Getley, who owned a kitchen and bedroom retail showroom and trade outlet in Staffordshire. Following the administration of their carcase supplier, they acquired a 20,000 sqft factory and set about creating cabinets for their business and supplying local customers.
Within 12 months, encouraged by the response of local tradesmen and the volume of work, Mark and Emanuela Getley closed the showroom in Rugeley, to focus on the ambitious plan of setting up their manufacturing outlet in Stafford.
A year later, Paul Bryan joined the company, and was promoted to managing director in 2019, taking over the day-to-day running of the business. “When I joined, we produced 100 cabinets a week, and there were six of us in the factory. It has grown to what it is today with 70 employees across two sites”. Paul Bryan explains how the company has managed its growth “We reworked the production flow, invested heavily in new machines, recruited skilled staff and increased capacity to 1,200 cabinets a week out of the Getley site.”
In 2020, Getley introduced Alku –the Nordic term for ‘new start’ –at KBB in Birmingham. However, its expansion was hampered by the Covid lockdown, so was relaunched at KBB Birmingham in 2022. Alku offers 30 kitchen ranges, including Slab, Shaker and In-Frame
We are not looking to replace the German suppliers; they do what they do superbly. We offer the German experience with a traditional British made product.
designs, bespoke sizes and custom painting, plus 49 cabinet colours. “We offer exceptionally good service and products, spanning the complete kitchen market that we manufacture in house” explains Dan Hughes.
Targeting mid to high-end independent studios, which focus on German kitchens, Alku was created to offer a more classic or traditional look alongside contemporary styles. “We are not looking to replace the German suppliers; they do what they do superbly. We offer the German experience with a traditional British made product. We have introduced some of the services they offer such as plan-checking and panels, fillers and corner posts supplied to the customers’ sizes. Our principle is to focus on traditional elements that retailers can’t get from the German manufacturers”, explains Paul Bryan.
Alku was launched, along with a second 16,000sqft factory to cater for its expansion, and the company has invested in in-house painting facilities, machinery for timber doors and dovetail drawer boxes. Currently sold through 37 national showrooms, the Alku brand has plans to double that figure. Bryan continues: “I believe by Q4 of this year we’ll be up to 50 to 60 showrooms. We don’t want 200 retailers all over the country. We want to be able to offer exclusivity and really drive the partnership whilst supporting retailers with dealer protected areas.”
With the recent administration of Mereway Kitchens, it would be remiss not to consider it also offered an opportunity for establishing more Alku dealers. As Dan Hughes acknowledges “We’ve acquired a lot of business through it” but also adds: “When you see a company struggling or failing, it’s not something we take pleasure in. Mereway was our competitor, but I have an immense amount of respect for the company and its lineage’’.
Predominately selling traditional kitchens, the company encourages retailers to use the ‘untapped’ experienced team at Alku to help them upsell to In-Frame. “We understand it may be daunting for a retailer that’s only ever designed a modern Germanic kitchen to have the knowledge on how to design an In-Frame, which is why we offer comprehensive one-toone, in-house training”, explains Hughes.
Alku provides its customers with a full list of all CAD drawings including unit sizes, hinge and feet locations. Hughes continues: “We have regular meetings with the production and CAD teams, for every In-Frame kitchen manufactured in our factory, to ensure that it’s 100% accurate. We can iron out any potential production problems before it reaches manufacture. At this point we can contact the customer and ask ‘Is this correct? Are you sure you are happy with the design etc? So, everyone is on the same page”.
So what’s next for the Alku brand? Paul Bryan comments he is seeking sustainable growth, adding: “Brand awareness is something we strive for, so Alku becomes a recognised name within the industry”. Dan Hughes notes retailers should feel safe the business is secure; “They need to know we’re in it for the long term.”
Discover more about the Alku brand at www.rdr.link/KAW009
An experienced team leads the complete kitchen brand Alku, with the senior management including CEOs Mark and Emanuela Getley, managing director Paul Bryan and marketing director Dan Hughes
Getley opened a second 16,000sqft factory to cater for the expansion of the Alku brand and also invested in painting facilities as well as machinery to create timber doors and dove tail drawer boxes.
The Alku range offers coveted cocktail bars as part of its 30 strong kitchen ranges, predominately in traditional styles.
Demonstrating its diverse offer, Alku can also provide Dekton sintered stone doors and ribbed vertical wood.
Co-founded and run by sisters Sophie and Abbie Schofield, Ribble Valley Bathrooms is celebrating its fifth anniversary. We find out what has driven their success and discover their ambition is to become a destination showroom in the Northwest of England
Having spotted a gap in the market for interior design-led bathrooms, sisters Sophie and Abbie Schofield acquired a 3,000sqft unit, in Clitheroe, in 2018. By early 2019 they had transformed it into a showroom. The home improvement boom during the pandemic was a business boost. So how are they finding it now in an equally challenging climate, as the company celebrates its fifth anniversary?
“We’re busy”, exclaims co-founder Sophie Schofield, who adds it’s difficult to make a comparison to previous years: “We only had a year’s trading and then it was Covid. It really launched the business and helped us make a name for ourselves, but we’ve never really had a normal year’s trading.”
It could be said bathrooms is in their DNA, as the sisters followed their plumber father into the industry. Offering a full turnkey solution of design, supply and fit, they use the services of his company – Schofields Construction, with its three teams of bathroom fitters – as their subcontracted installers. “We wanted to do something that was related to the family business, because that was quite important to us. We’ve always had an interest in interior design”, says Abbie. Explaining they were able to tap into their father’s industry expertise, Sophie adds: “Thankfully we’ve learned a lot. It’s been a quick learning curve.”
Targeting the mid to high-end of the market, they chose brands for their showroom which had consumer recognition, but offered
exclusivity. “There were certain brands which we knew had a pull factor, like Duravit and Keuco. We then found Catalano. We love that brand because it is Italian, and not so many people have it locally,” Sophie comments. They actively avoided brands which were heavily discounted online. “It’s ruining the industry and it’s taking the value out of the product and what we offer”, Sophie exclaims, supported by Abbie who says: “If it wasn’t for showrooms, where people come in and touch the quality, those brands wouldn’t be able to sell online.”
Interestingly, the sisters took on traditional bathroom brand Thomas Crapper, following specification of a customer’s project for an old hall. Abbie explains: “Our client wanted bathrooms with high level cisterns and I introduced the concept of Thomas Crapper personalised cisterns with the house name on it. She loved the idea. I sold it and then thought, ‘right, we need to get Thomas Crapper’.”
They wanted the brand from opening the business, but Thomas Crapper already had a retailer 10 miles away. “Where we are based, we have a lot of barn conversions, halls, period properties and wanted that traditional, exclusive brand which Thomas Crapper obviously is”, explains Sophie. When they encouraged
managing director of Thomas Crapper Paul Dwyer to visit the showroom, he agreed to set up an account. Abbie laughs: “I said it’s in your interest, anyway, because I’ve already sold three high level, personalised cisterns.”
They believe the most important thing in choosing suppliers is a partnership. “We want brands that work for us and we work for them. Because things can go wrong and it’s a two-way street when you need their help.”
This collaborative relationship carries through to its customer service. “Communication is king”, declares Sophie, adding: “I had an appointment last week where a customer sent me a couple of Pinterest boards with images that she liked. When I presented the bathroom designs to her, the choices were a little bolder, however she loved it and understood I was working from her theme. It’s a collaborative process and it’s nice when you manage to give them a pleasant surprise.”
Abbie agrees: “It’s trust-based. Once they’ve chosen their bathroom and approved their design, they know in four to six month’s time, they’re going to have a brand new bathroom, as per the design.”
The ambition is to make the 3,000sqft showroom a destination bathroom showroom for the Northwest of England
2.
Sisters Abbie and Sophie Schofield established Ribble Valley Bathrooms five years’ ago
3.
Ribble Valley Bathrooms features well-known suppliers to attract consumers, as well as more exclusive brands
4. ADDING CONTRACT TO RETAIL
Expanding its retail customer base, Ribble Valley Bathrooms is seeking to develop further relationships with interior designers and developers
Such has been the company’s success, in the first year Ribble Valley Bathrooms had already been shortlisted as a New Retailer of the Year. “It was nice encouragement to see we had put an impression on the industry”, says Abbie. But she admits they often find it difficult to take time to measure their success. “We’re often so busy that we don’t take a step back and look at the business.” However, Sophie adds: “Nothing gives us a better feeling than a really good review or if
someone comes into the showroom and says ‘you did my friend’s bathroom and they recommended you’.”
Covering a 30mile radius for design, supply and fit, their reputation and activity on Instagram has seen them gain clients from further afield. “I’ve just completed a full house project in Hertfordshire. Our clients came to the showroom to visit us and then we worked remotely. That means success to methat people are willing to travel to us from further afield and want to use our services.”
With the majority of its sales rooted in retail, they want to extend the design and supply services to developers. “The challenge with developers is for them to see the value in a design service,” says Sophie.
Certainly the sisters have big plans for Ribble Valley Bathrooms, as she concludes: “I would like to recognised in the Northwest, as somewhere to go if you want a beautiful, mid to high-end bathroom. I’d like us to be a recognised brand for that service.”
We take a look at the market for workstation sinks and reveal why they remain perennially popular for independent kitchen retailers.
Just as the kitchen has evolved to perform multi functions, so too has the sink. It is now an integral part of food and drink preparation and combines ledged bowls and dedicated accessories to create a customisable workspace. Business and product development manager at Clearwater Dan Boulton explains: “As we use our kitchen more, and for a variety of activities, as well as for cooking, it’s not only the space itself that needs to work harder, but the fixtures and fittings within it too.” It has seen the evolution of design, as managing director of The 1810 Company/Schock UK Dean Williams explains: “Typically, the workstation sink combines a traditional kitchen sink with additional built-in work areas and accessories, such as cutting boards, drying racks and colanders. This integration allows users to perform various food preparation and cleaning tasks in one central area.”
With an increased interest in at-home cooking, including predicted growth of meal kits in the UK from $1.21bn to an estimated $1.21bn (according to Statista), the workstation sink is essential in the armoury of a kitchen retail showroom.
With the workstation sink being perennially popular, kitchen retailers must keep on top of the latest developments. “Over the years workstation sinks have become more discreet design-wise to align with the trend for kitchens blending into the overall home aesthetic”, says sales and marketing director of Franke UK Jo Sargant. Enter the Franke Box Center sink with accessories that can be stowed away and composite models that blend into the overall aesthetic.
Sales and marketing director for sinks and taps at Rangemaster James Cunningham comments: “At Rangemaster, we have
launched our first range of granite workstation sinks. The Prato collection features single bowl sinks in two sizes and three colours, each supplied with three complementary sliding accessories: a cutting board, colander and flexible drainer mat.”
Large bowls are popular for workstation sinks, with consumers often associating the model with large, living space kitchens. However, industry experts point out they are also suitable for smaller spaces and this could form an untapped market. Dan Boulton of Clearwater states: “Making effective use of available worktop space is a big advantage of a workstation sink, but it has other strong selling points in smaller kitchens too. The integrated accessories allow users to perform multiple tasks in one location, reducing the need to move back and forth between different areas of the kitchen.”
Box Center multi-functional sink is designed with integrated food prepping accessories. Watch the video at www.rdr.link/KAW010
2. ABODE
Synchronist is a new granite sink collection with three complementary accessories. View all the details at www.rdr.link/KAW011
The Kameo Smart 100L features a ‘Smart Ledge’ enabling a set of four catering accessories to be used. Download the brochure at www.rdr.link/KAW012
The Garda workstation forms part of the sink collection from Falmec UK. View all the models, sizes and finishes at www.rdr.link/KAW013
Whether for small or for large kitchens, retailers can encourage consumers to trade up from a standard sink to a workstation model, by explaining the additional benefits. Premium sinks can include the added benefits of a water repelling surface to make the model easier to keep clean, boast thicker material, and insulation on the bottom of the sink to dampen noise.
Ron Blout, sales development director at Falmec UK, which launched sinks last year, says customers need to see the difference in-store: “Displaying workstation sinks with their accessories and demonstrating how they work is a must because people buy what they can see, feel and understand the value of.”
Certainly the market for workstation sinks seems buoyant, with manufacturers launching new models, as well as new suppliers to the sector. But what are the predictions going forwards for retail sales? Industry experts are enthusiastic, reflected by Jo Sargant of Franke UK who concludes: “The workstation sink market has lots of growth potential, driven by the trend towards multifunctional spaces and the demand for efficient and versatile kitchen solutions. We’re always looking at how consumers use their kitchen, and future designs will prioritise streamlined features alongside maximum functionality that helps take the chore out of everyday kitchen tasks.”
4. FALMEC
British furniture manufacturer Symphony has introduced a ribbed kitchen range – Costina – in two variations. Fresca (pictured) is light ribbed while Noce is a dark ribbed wood effect, both of which add a layer of texture to kitchen designs. The vertical ribbed doors can be used as a statement look and can be mixed with neutral decors for a Scandi appearance or darker woods for a high impact design. Discover all the design features at www.rdr.link/KAW015
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Specialist tap manufacturer Zip has introduced the HydroTap Celsius Plus All-in-One Pull-Out, which delivers five choices of water. It provides filtered boiling, chilled and sparkling water, alongside standard hot and cold supplies, and comes complete with an extendable spray hose. Designers can choose the tap in seven finishes including Brushed Chrome and Matt Black through to Brushed Gold and Gunmetal. View all the technical specifications at www.rdr.link/KAW016
Kitchen sink, tap and accessories brand Reginox has introduced three composite sinks, designed with smaller kitchens in mind. Named Avignon, Toulon and Valence, the compact trio feature a contemporary design. Crafted from composite materials, Reginox states the construction is durable, allowing for long-lasting performance. View its sinks at www.rdr.link/KAW017
British manufacturer Masterclass Kitchens has introduced two inframe kitchens, as well as two additional painted colours – Beach House and Sea Salt - to reflect the trend for coastal colours. Adding to its portfolio, is Clifton, a narrow frame, solid Ash faux in-frame Shaker. This has been joined by Hawksmoor, an Ash faux in-frame Shaker with internal mould surrounding the centre panel. Download a brochure at www.rdr.link/KAW018
Brassware and sink brand Abode has introduced Pronteau ScandiX, which it claims to be the UK’s first Scandi-style instant hot water tap. Boasting a monobloc silhouette, it features FSCapproved real Beechwood lever handles and comes in Matt White, Matt Black and Scandi Grey finishes. Offering 4-in-1 functionality (hot, cold, filtered cold and 75-98ºC steaming hot), Pronteau Scandi-X features a two-stage, safety handle and boasts cool touch technology. View all the features at www.rdr.link/KAW019
We shine a light on why timber and wood effects are making a comeback in furniture and how designers can make best use of the material in bathroom design
With the natural world inspiring home interiors, timber and wood effects are making their return in bathroom furniture. It meets the trend for layers of texture and tactility, as well as warmth to create a safe cocoon for a bathing space. Sales and marketing director at RAK ceramics Ben Bryden comments: “Wood brings a tranquil feel to the bathroom, reinforcing the idea of going back to nature and creating a sense of calm.”
Managing director of Duravit UK Martin Carroll agrees: “Colour is bold and expressive but does not work in every setting. Designers and end users looking for something new in the bathroom are now turning to stylish wood finishes. With Its different tones and shades it brings warmth and adds a natural charm to the bathroom.”
Crosswater, Harrison Bathrooms, HiB, Hudson Reed and Roca have all recently introduced wood or wood-effect vanities. HiB product designer Jasmine Rowe comments: “Due to wood’s continued popularity as a finish in the bathroom space, we have ensured that it has remained an option for consumers in our new furniture ranges.”
But forget the Oak doors of old, this new timber trend is equally at home on contemporary slab, handleless drawers or slatted furniture storage, as classical Shaker designs. And, this is reflected in the choice of timbers and wood-effects on the market, from light to rich woods. Ben Bryden of RAK Ceramics adds: “For the minimal, contemporary bathroom we are seeing greater use of lightly coloured wood. And for the ultra-modern space, grey wood has a very trendy edge to it. Dark woods still have their place too, particularly when creating a country, traditional feel.”
So does that mean timber and wood effects are set to replace gloss and matt coloured furniture? Not necessarily. The beauty of wood is that can look at home combined with
Inspired by Japandi styling, the Limit furniture range now comes in Royal Walnut and Warm Stone finishes. See all the options at www.rdr.link/KAW020
2. HiB
Available as wall-hung or floorstanding, the Novum Veles furniture range is available in Light Oak. View the details at www.rdr.link/KAW021
a variety of materials and colours, creating a versatile and harmonious bathroom aesthetic. Julie Lockwood, furniture manager of Bathrooms to Love from PJH, adds: “Colour, texture and finish are all high on the agenda and a combination of different materials is key – not just wood.” And Ben Bryden points out that a combination of wood with colour is
still the most likely furniture choice: “Matt and gloss finishes are still very popular in the bathroom, where ease of cleaning and hygiene has such importance.”
Certainly the trend for timber or wood effect furniture shows no sign of slowing,
particularly with the introduction of complementary wooden wall panelling. In fact, industry experts predict the continued growth of biophilic interiors with natural materials, such as stone and plants, along with the use of earthy muted palettes. “We can see wood continuing to be popular for some years to come”, concludes Jasmine Rowe of HiB.
4. RAK CERAMICS
RAK-Joy modular furniture range is available in a range of widths and colours options, including Scandinavian Oak. Watch the video at www.rdr.link/KAW023
3. HARRISON BATHROOMS
Bathroom brand Hansgrohe has introduced a trio of washbasins – Xelu Q, Xevolos E and Xuniva – to complement its furniture and brassware. Made from ceramic, Xelu Q, and Xevolos E come with Smart Clean glaze to repel dirt as standard, and it is an optional extra on Xuniva models. There’s a choice of nine Xelu Q models and four Xuniva basins. The product line offers three installation types (countertop washbasin, built-in washbasin, below counter washbasin) and variations with or without tap holes. View all at www.rdr.link/KAW025
British surround manufacturer Kudos Showering Solutions has introduced Divera shower enclosures as its entry level range. The range spans sliding, bi-fold, hinged and quadrant enclosure door options, along with wet room panels, side panels and accessories. Overall, the Divera collection is a modular showering solution with side panels and fixing kits universally designed to use with any of the door types in the range. It features profiles in a choice of High Gloss Silver or Matt Black. Download a brochure at www.rdr.link/KAW024
Bathroom TV manufacturer ProofVision has upgraded its waterproof televisions to offer WebOS-powered Smart TV functionality. The smart functionality adds to built-in Wi-Fi connectivity, full HD TV tuner and Freeview HD, plus the TVs feature a heated screen to minimise misting and condensation. Available in a range of screen sizes, from 19 to 43 inches, ProofVision TVs have two remote controls, a splash-proof version and a non-waterproof magic remote control, designed to provide an easy set-up with voice control too. Read more about the Smart TVs at www.rdr.link/KAW026
Glazed titanium steel bathroom brand Bette has introduced two countertop bowl washbasins with a slim-rimmed design. BetteCurve has an organic, slightly outwardly curved shape, which slopes inwards at the top with a gently rounded edge, while BetteLiv is a minimalist interpretation of the classic wash bowl, with a slightly reduced depth. Both come with sound insulation, and you can view all round washbasins at www.rdr.link/KAW027
Bringing floral vibrancy to bathrooms, Stella is the latest addition to London Basin Company’s collection of handcrafted porcelain basins. The basin features a chinoiserie design of trailing Clematis and floral scrolls with a decorative border, on the exterior, and circle of roses adorning the interior base. Measuring 160mm high, Stella basins have a diameter of 415mm and are painted by hand. See all models at the UK showroom at www.rdr.link/KAW028
What has been driving KBN’s website traffic?
Here are the top three stories with the biggest hits in January on www.kandbnews.co.uk
Following the retirement of managing director Tim Pestell, Saniflo has appointed David Cook to the position. Cook joined Saniflo as sales director and MD designate in May 2023 and has spent the time shadowing the former MD, meeting customers and gradually taking the helm. Prior to joining the company, Cook was sales director at Baxi Heating and worked for the company for 26 years. Read more at www.rdr.link/KAW031
Woodstock Trading, has acquired Faith Furniture Company, parent company of LochAnna Kitchens from founder and MD Paul Jenkinson and its shareholders. Boltonbased LochAnna Kitchens is in its 10th year of trading and delivers 200 kitchens per month to its dealers. Woodstock manufactures Calypso and Veldeau Bathroom furniture.
www.rdr.link/KAW032
Staffordshire plumbing and heating company Action Heat Group has launched a luxury bathroom showroom business – Action Bathrooms. Founded by business partners Andy Galletely and Beth Colley five years ago, Action Heat Group focuses on plumbing, heating and boiler installation, with 14 installers. It has now opened a design studio at Blythe Bridge. Read the story at www.rdr.link/KAW033
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.
Alku/Getley UK....................................................................(page 11)
www.rdr.link/KAW101
Aqualla Brassware............................................................(page 33)
www.rdr.link/KAW102
Clearwater Products Ltd..................................................(page 27)
www.rdr.link/KAW103
Crosswater..........................................................................(page 25)
www.rdr.link/KAW104
Crown Products............................................................(back cover)
www.rdr.link/KAW105
Franke UK Ltd....................................................................(page 29)
www.rdr.link/KAW106
Hettich UK............................................................................(page 7)
www.rdr.link/KAW107
HiB Ltd................................................................................(page 31)
www.rdr.link/KAW108
House of Rohl....................................................(inside front cover)
www.rdr.link/KAW109
Impey Showers..................................................................(page 12)
www.rdr.link/KAW110
KBSA..................................................................(inside back cover)
www.rdr.link/KAW111
Qettle....................................................................................(page 9)
www.rdr.link/KAW112
Sonas Bathrooms..............................................................(page 16)
www.rdr.link/KAW113
The Kitchen Depot..............................................................(page 4)
www.rdr.link/KAW114
Uform..................................................................................(page 14)
www.rdr.link/KAW115
