Kitchens & Bathroom News December 19 by Hamerville Media Group

KI TCHENS &

BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

DECEMBER 2019

EXCLUSIVE: ROUNDTABLE How can suppliers help solve retailers’ pain points?

BATHROOM TAPS AND ACCESSORIES

STATEMENT HOODS Why focal extraction refuses to give way to concealed models

Packaging the sale

news ■ expert views ■ company profiles ■ products ■ competitions ■ SME support www.kandbnews.co.uk

NO 145 VOL 13 DECEMBER 2019

contents NEWS & VIEWS 7

First word Editorâ&#x20AC;&#x2122;s opinion

8 News Round-up of industry headlines

12 Out & about Pictorial-led report of events

14 People Appointments and promotions

15 Inbox

BATHROOMS

Reader feedback

16 Most wanted

35 Bathroom taps and accessories

Emma Merry of Emma Merry styling picks her favourite three products from our November issue

18 Talking shop

We examine the case for taps and complementary accessories to be sold as a bundle

38 Just out

Sales director of Arcot Interiors Toby Griffin looks at how technology can improve communications

The latest bathroom product launches

NECESSITIES

20 Retailer discussion We report on Ideal Standardâ&#x20AC;&#x2122;s roundtable which highlighted the importance of collaboration between retailers and brands

47 Last word

40 CAD Will Virtual Reality and Augmented Reality replace the traditional in-store CAD presentation?

Commercial director of Ideal Bathrooms Danielle Lillis discusses how broadening sales channels into housebuild can help boost a retail business

KITCHENS 25 Focal extraction Despite the move towards concealed hoods, we find out why statement models are still standing firm in sales

30 Just out The latest kitchen product launches

DESIGN 42 Design know-how Get to grips with product technology, methods of use and planning

BUSINESS 44 Company matters SME advice covering marketing, financial, management as well as legal issues

46 Supplier Q&A: Lisa Dawson Influencer Lisa Dawson talks about the importance of collaboration with companies and brands www.kandbnews.co.uk K&BNEWS DECEMBER

FIRST WORD

NEWS & VIEWS

Love triangles So we’re nearing the end of 2019 and what a whirlwind it’s been both politically with one change (maybe two) of Prime Ministers by the end of the 12 months, and economically with the high street continuing to face challenges. Mothercare has been named the latest casualty, joining the likes of Better Bathrooms, Bathstore and McCarron & Co. Although interestingly these bathroom and kitchen companies have been rescued, reflecting the spectacular unpredictability of the retail market. While the year may have been uncertain, challenging and unclear, there has been one point of clarity – the need for effective communication. And this must take place throughout the supply chain to help assist kitchen and bathroom sales, from manufacturer to retailer and through to end user – a triangle of communication. Consider improved communication from management to staff and the customer, not only minimising design misunderstandings but also enabling a quicker agreement to the sale. How about enhanced interaction between manufacturers, retailers and customers to ensure out-of-stock products don’t cause delay and upset the end user? Or perhaps there could be an exchange of ideas between distributors, housebuilders and showrooms to aid retailers who wish to expand into contract sales. This triangular communication could also be used in marketing with retailers working with influencers to create valuable content,

promoting their services to consumers. While the “trade partner” relationship from manufacturer to retailer is nothing new, bringing the customer into the equation creates a new dynamic. It has been widely reported end-users don’t like being sold to but want to bring in their own ideas inspired by social media to showrooms. Developers are also looking for alternatives to “bog standard” bathrooms and kitchens, to distinguish their homes from national house builders. Both parties already want to communicate in a consultative sales. Supported by manufacturers equipped with sales trends, marketing and who exchange information about stock availability, the sales triangle is complete, offering a win for all parties. Certainly those who master this triangular method of communication are best positioned to capture sales now and when consumer confidence returns following the General Election and Brexit negotiations. There’s a reason why the triangle is the strongest shape in nature. Become a force of nature in bathroom and kitchen sales.

KBN LIKES ✔ …investment from home grown and European bathroom and kitchen brands into the UK retail, design and specification market

KBN DISLIKES ✖ …the uncertainty that surrounds the kitchen and bathroom industry but is pleased accomplished retailers are still winning through

KBN WANTS ! …to wish you all a very merry Christmas and a healthy, happy and prosperous New Year!

Philippa Turrell Editor Email your views on this subject, or any other, to pturrell@hamerville.co.uk To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk Editor Philippa Turrell e: pturrell@hamerville.co.uk Designer Donna Booth Production Assistant Stephanie Stapleton e: stephanie@hamerville.co.uk Group Production Manager Carol Padgett e: carol@hamerville.co.uk Printer Walstead Peterborough

Publisher Bryan Shannon Group Advertisement Manager Craig Jowsey e: craig@hamerville.co.uk

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© 2019 KITCHENS & BATHROOMS NEWS accepts no responsibility for damage or loss, however caused, to any material submitted for publication. While every effort is made to ensure facts are correct at time of going to press, no responsibility can be accepted for incorrect product descriptions or facts. No part of this magazine may be reproduced, in any form, without prior written permission from the publishers.

www.kandbnews.co.uk K&BNEWS DECEMBER 7

NEWS & VIEWS

MAKING HEADLINES

Premises includes HQ. warehouse and four showrooms

IN BRIEF ■ Congratulations to Mick Lenham of Port Plumbing & Bathrooms in Ely, Cambridgeshire who won the Hoover Candy competition featured in our October issue. He correctly answered the latest Candy freestanding microwaves offer 40 automatic programmes. Lenham wins a Candy Digital Solo microwave.

■ Domestic appliance manufacturer Hoover is targeting 13million viewers in the UK with its ‘The Way You Live’ campaign, after signing an advertising deal with online Video On-Demand (VOD) platforms. The advertising campaign will be distributed across Facebook, Instagram, YouTube and Google. Read more at www.rdr.link/KK001 ■ Bathroom manufacturer Geberit has announced its collaboration with TV personality, actor and comedian Richard Blackwood, as part of its ongoing ‘My Confidence’ campaign to change preconceptions of using a shower toilet. The partnership will see Richard Blackwood star in a series of adverts and appear in interviews exploring what wellness, health and happiness means to him. Find out more at www.rdr.link/KK002 ■ Kitchen appliance manufacturer Bertazzoni has secured contracts for its products to be used in more than 500 new properties in central London. The partnerships are the first of their kind in the UK for Bertazzoni and will see its range cookers, refrigerators and dishwashers fitted in apartments. Read the full story at www.rdr.link/KK003

8 DECEMBER K&BNEWS www.kandbnews.co.uk

Roca Group unveils UK HQ Bathroom manufacturer Roca Group has opened a new 145,000sq ft HQ in Bardon, Leicestershire, which has combined three locations into one. The building houses the operation of its former Roca HQ in Coalville, Laufen head office in Evesham, and an offsite warehouse. Established in the UK in 1993, Roca was originally located three miles away in Coalville, and following a ﬁre rebuilt and extended the premises, and then acquired additional warehouses. However, managing director of Roca UK Alan Dodds said: “For quite a few years, we have been at full capacity.” The new premises include a warehouse with 150% more pallet locations, offering up to 30-40% more room for expansion. In

addition it also boasts offices and meeting spaces. Speaking at the official opening Alan Dodds commented: “The plan was that it would give us 30-40% more room for expansion, then Brexit came along and we ﬁlled it with Brexit stock. But, hopefully, once that is out of the way, we will have spare capacity to grow.” He continued stating the investment into the new property “demonstrates the long-term thinking [of the group].” Roca’s HQ also features individual showrooms for its four brands in the UK, Roca, Laufen, Armani by Roca and its Cosmic brand, which was launched into the UK last year. Selling bathrooms through retail, national and independent merchants, housebuild and hotel

channels, Roca UK group turnover was £75million in 2018. According to the company, and measured against Bathroom Manufacturers Association statistics, the group has taken market share every year for the past 20 years. Alan Dodds said: “It’s amazing to think we’ve achieved the growth we have without a showroom in the UK. It’s a fantastic facility for us.” He added: “There are massive opportunities for us to grow in brassware, sanitaryware, furniture and baths. We would expect and want to take market share for a long time into the future.”

Online bathroom retailer sold for undisclosed sum

Endless acquires Victoria Plum Private equity ﬁrm Endless has acquired online bathroom retailer Victoria Plum from TPG Capital for an undisclosed sum. This investment is the latest from Endless’s £525million Fund IV and will support the online bathroom retailer’s growth. Victoria Plum, which trades online as victoriaplum.com, was founded in 2001 and provides ownbrand bathroom products. The business employs more than 300 people across its head office in Hull, distribution centre in Doncaster and network of transport hubs. Endless will invest in people, digital and retail experience, plus expand its product and services. Partner at Endless, in Leeds, Matthew Jubb led the transaction

and said: “Victoria Plum is a hugely exciting acquisition for us and as a Yorkshire-based private equity house, we are thrilled with the opportunity to back a great local business and help it continue to achieve its full potential. “As an established retail brand with a well-invested infrastructure and e-commerce platform, the business has solid foundations on which to further grow and respond to robust online demand for quality and competitively-priced home products.” CEO of Victoria Plum Paul McClenaghan said: “Endless recognise they have acquired a well-invested and well-managed business, with customers at our heart and key areas of

differentiation. “We believe this is a business with fantastic potential and we’re delighted to be working with Endless to accelerate our strategy for growth and continue to ﬁnd ways to differentiate. We look forward to an exciting future together.” Matthew Jubb, who will join the Victoria Plum board, was supported by David Isaccs and Linda Nguyenova from the Endless investment team. Endless was advised by law ﬁrm Squire Patton Biggs, led by partner Jonathan Jones, supported by Mae Salem and Guy Ruddy. Tax advice was provided by Tom Klouda and Matthew Wilson of Grant Thornton.

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Space created for architects, designers and their clients

Caesarstone opens Manchester Studio Quartz surfacing supplier Caesarstone has opened a studio in Manchester, on the same site as its recently-opened Distribution Centre in Trafford Park. It has been designed to showcase the brand’s products and provide inspiration for trade partners and consumers. Visitors can see and feel large format quartz surfaces and talk through their requirements with a Caesarstone expert. The Manchester space mirrors the Caesarstone London Studio that opened at the brand’s headquarters in May 2018.

UK MD of Caesarstone Amir Reske said: “Interest in the Caesarstone brand has never been higher in the UK and this applies equally in the North as it does to other areas of the country. “Our newly-opened Trafford Park studio will offer an engaging environment to clients and consumers are increasingly keen to get involved in the design of their own home.” He added:“In our London Studio, it is a common sight for consumers and designers to visit together to view large format Caesarstone slabs and collaborate

on the selection process. “Our new Manchester Studio will allow us to replicate this excellent level of service and cater for northern-based customers by giving them a more accessible location to view our award-winning quartz surfaces.” VP of marketing Jon Stanley commented: “We have seen a signiﬁcant number of people come to our London studio over the last 18 months, which has allowed us to reﬁne and tailor the Caesarstone studio experience. “We are constantly looking to improve so that we are delivering

beyond expectations. We offer both consultancy and inspiration to our channel partners and their clients and are in an excellent position of knowledge to be able to help navigate the intricacies of buying a worksurface, “The Manchester Studio will also serve an exciting period of growth as architectural projects continue to boom in the North.” Caesarstone plans to open further Distribution Centres over the next 12 months.

Brookmans by Smallbone available through Heal’s

Andreas Meier starts new position in February 2020

Heal’s CEO: “I just knew I wanted Smallbone”

BSH UK CEO leaves for new group role in small appliances

Speaking at the launch of Brookmans by Smallbone, CEO of furnishing and design store Heal’s Hamish Mansbridge said he wanted to include kitchens as part of its offer when he joined the company. He said: “One of the ﬁrst things I said when I arrived in 2015 was ‘we really need some kitchens’. “Sadly there were a lot of other things that needed to be done before we could get around to doing kitchens. Heal’s was not in the greatest state at that point and I’m delighted we have been able to turn things around and make it what is is today.” The retailer started its journey into kitchens in June 2019 and by July 15 it had signed a deal with Lux Group Holdings, manufacturer of Mark Wilkinson Furniture, Smallbone of Devizes and McCarron & Co. Mansbridge continued:

BSH UK & Ireland, parent company of Bosch, Neff, Siemens and Gaggenau appliances, has announced CEO Andreas Meier is leaving the role to take up a new position within the group. Meier will become executive vice president, head of consumer product division, taking responsibility for the small domestic appliances business globally. He will start his new position on February 2020. Since taking over as CEO for the UK & Ireland division in 2014, the company has seen market share grow, along with an increased revenue. Commenting on his new role, Meier said: “Whilst I am very excited to be taking up this role, I will also be leaving the UK and Ireland with some regret. “Despite numerous challenges and uncertainties, we have enjoyed a huge amount of success in the

“Brookmans design didn’t exist and we didn’t even know what the kitchens would look like. I just knew I wanted Smallbone.” Mansbridge added: ”To have a partnership with Smallbone, but with a new brand [sold] exclusively here, is very exciting. “The space looks magniﬁcent. Our customers have been overwhelming positive… and, frankly, I can’t wait to start counting the pennies.” The Brookmans by Smallbone kitchen collection is on display at Heal’s in a 1,500sqft space. Read the full story at www.rdr.link/KK004

past ﬁve years. “The foundation of this has been the professionalism and collaborative culture of our employees as well as our exceptionally committed customer base, for which we are extremely grateful. “During my time the whole team has worked hard to deliver extraordinary results for our company and, most importantly, a great service to our customers. I am extremely conﬁdent the UK and Ireland will continue to enjoy the success we have shared together in the coming years.” A successor to the CEO role will be announced in due course.

www.kandbnews.co.uk K&BNEWS DECEMBER 9

NEWS & VIEWS

MAKING HEADLINES

Sintered stone brand celebrates decade of trading

IN BRIEF ■ Quartz and natural stone supplier Cosentino has celebrated its 10-year anniversary of the opening of its Gloucester Centre. It features a showroom and logistics facility which stocks more than 10,000 slabs of its Silestone quartz, Dekton ultra-compact and Sensa by Cosentino natural stone surfaces. The Gloucester Centre is one of 10 Cosentino Centres in the UK and Ireland. Read the full story at www.rdr.link/KK005

■ Grohe’s 3D metal printed tap, the Icon 3D, has been announced as winner of the Best Product Design at the Blueprint Awards 2019. The Blueprint Awards are renowned for recognising innovation in design and architecture and the winners were announced at a ceremony held in Fabric, London. Read more at www.rdr.link/KK006 ■ Part of Whirlpool UK Appliances, Indesit has scooped a customer service award at the Domestic & General’s (D&G) annual Total Excellence and Quality (TEQ) Awards. Now in its 22nd year, the TEQ Awards recognise companies that have delivered consistently high quality repair services and customer experience. The results found the net promoter score (NPS) for Indesit, which refers to the likelihood of a customer recommending the service to a friend, had risen to +72. This is the highest score of any D&G appliance partner in the history of the TEQ Awards. The full story is online at www.rdr.link/KK056

Neolith celebrates 10th anniversary Sintered stone brand Neolith has celebrated its 10th anniversary, since its launch by natural stone supplier The Size. Now the brand has a turnover of over €120 million and has grown from one production line to four in a decade. Since its commercial debut, the sintered stone slabs have been used in a variety of projects from celebrity residences through to Michelin-starred restaurants. And the company has built a business with a presence across five continents around the globe. In the last five years alone, the brand has opened dedicated showrooms in cities such as New York, London, Tokyo, Madrid and Milan, with another launching in Amsterdam. Neolith has also embarked on a campaign with social media influencer @pepitamola, or Pepita

Sierra, a girl raising global awareness and encouraging social integration of people with Down’s Syndrome. A partnership with the National Down’s Syndrome Society in the US followed, this year, creating a higher platform for advocacy with people with trisomy 21 in North America. It also highlighted the brand’s ethos of family, community and universal inclusivity. Director of Neolith Mar Esteve Cortes says, “Ten years in business

is a signiﬁcant milestone for any company, especially in the competitive market of building and construction materials. “It’s been a steep learning curve for us throughout the years. As a pioneer you always have to keep on your toes and maintain your competitive edge.” She continued: “With these years of experience, including my father and uncle’s many years previously in the stone industry, we continue to offer an unrivalled surfacing solution coupled with intuitive and personalised service. “I’m so proud of everyone we work with, past and present. We base our success on a constant desire to learn and improve every aspect of what we do. “I cannot wait to celebrate the next 10, 20, 30… 100 years in business, announcing one positive period of growth on to the next!”

Builders Merchant Building Index

Merchants kitchens and bathrooms “best-performing” Total Builders Merchants value sales in August 2019 were down 5.6%, compared with the same period in 2018, but on one less trading day. When adjusted for trading days, the decline was -1.1% over the same period. Although Kitchens & Bathrooms value sales were also down yearon-year by -1.7%, it was the best performing category in August. When adjusted for trading days, sales were up +3.0%. Other sectors that recorded positive growth compared to last year on an equal number of trading days included Plumbing, Heating & Electrical (+2.3%) and Ironmongery (+1.5%).

10 DECEMBER K&BNEWS www.kandbnews.co.uk

Compared with July 2019, Total Builders Merchants value sales were down -11.4% in August. However, when adjusted for the two-day trading difference, the decline was -2.9%. All product categories saw sales fall month-on-month with Landscaping (-9.5%), Heavy Building Materials (-3.0%) and Timber & Joinery (-2.1%) most affected. The Kitchen & Bathrooms category was down -1.3%.

Sales in the rolling 12 months September 2018 to August 2019 were up +1.6% on the same period last year. Year-to-date sales (January to August) also remained positive at +1.2% compared to January to August 2018. For the latest BMBI reports, visit www.bmbi.co.uk.

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BMA announces focus on compliance

“Supercharged” Bathroom & Kitchen Business Conference The 2019 Bathroom & Kitchen Business Conference held at Carden Park Hotel, Cheshire, was hailed as “supercharged” by Bathroom Manufacturers Association (BMA) CEO Tom Reynolds. The sell-out conference featured a programme of speakers talking about how to achieve business success during the current challenging and uncertain times. Tom Reynolds, BMA CEO, said “It was a supercharged day with something for everyone. “All the major issues that impact on the bathroom industry were covered, including compliance, global markets, design inﬂuences, trends and a fascinating insight into what the future of trade may look like post Brexit. Bathroom industry professional Tim Pollard was facilitator for the day. He introduced the speakers which included; Philip Crosbie from Eversheds who spoke about law and compliance, Suzie Williford from NKBA introduced the Global Connect initiative, David Henig explored the implications of Brexit on trade and David Harrop and Dan Thirkell from research data company BRG both provided an overview of the global bathroom market.

Speaker thoughts David Henig predicted Brexit would not take place on October 31 and would take place next year. He also said a General Election was likely. He stated while we are living in a new age of uncertainity, trade will go on. While David Harrop and Dan Thirkell said the UK was the second biggest bathroom market in Europe (in value) with sanitaryware and taps as the biggest sectors.

Trends specialist Cate Trotter looked at the changing face of retail. She pointed out 43% of consumers use retail spaces to research a purchase and encouraged showrooms to influence the people fitting bathrooms, by inviting them into store with customers. Trotter encouraged retailers to create an experience instore and pointed to Magnet in London which uses VR CAD to help consumers understand their kitchen design. And Trotter stated business owners have more control than ever before, as they can communicate with their customers instore and online. She then hosted a design influence and trends panel with Hayley Robson from Day True and Marianne Shillingford from Akzonobel Dulux. They talked about the trend for personalisation of design, not to be

trendy but meaningful, and said waste will become a luxury product - led by a youthquake.

Focus on compliance At the conference, Tom Reynolds also took the opportunity to lay out the association’s plans to tackle non-compliance in the bathroom industry He promised the BMA was determined to ramp up the noise on the compliance issue, educating consumers, as well as lobbying government in order to break through the myths and lack of understanding about the level of non-compliance. “We will make our voices heard so that we can create a level playing ﬁeld and eradicate those that continue to ﬂout the law and put end users at risk.” The BMA has recently achieved Primary Authority status with Nottinghamshire County Council

having been successfully nominated by the Secretary of State. It is a formal partnership that is recognised in statute and overseen by the Office for Product Safety and Standards (OPSS). Alan Dodds, president of the BMA, exclaimed: “It was one of the best conferences, I have attended. “With so many inspirational and informative speakers, our delegates were able to take away a wealth of information that will make a meaningful difference to their businesses.” The bathroom industry also paid tribute to the contribution of outgoing BMA CEO Yvonne Orgill to the bathroom industry, at the 2019 Bathroom & Kitchen Business Conference. A presentation was made by BMA President Alan Dodds at the gala dinner to mark Orgill’s 33 years in the industry, as Tom Reynolds took up the position.

www.kandbnews.co.uk K&BNEWS DECEMBER 11

NEWS & VIEWS

MAKING HEADLINES

Out & about Inaugural event of the London Design Fair, The Bathroom Gallery took place at the Truman Brewery in Spitalfields, and was supported by a raft of recognisable manufacturers and retailers For the first time, The Bathroom Gallery joined the London Design Fair on the second floor of the Old Truman Brewery, a former industrial space, in Spitalfields. Held in partnership with Elle Decoration, The Bathroom Gallery exhibition space was conceived by architectural designer Ioana Lupascu. Suppliers took a 20sqm space with freestanding walls in a choice of colours selected by colour expert Calzada Fox. It featured brands such as Villeroy & Boch, Shaws of Darwen, NIC Design, BC Designs, Catchpole & Rye, West One Bathrooms, Drummonds and Armani/Roca. In addition, Italian designer and architect Marco Poletti conceived two Vision spaces: Urban and Nature, featuring brands such as Gedy and Diesel Living, which illustrated opposing trends yet complementary spaces.

12 DECEMBER K&BNEWS www.kandbnews.co.uk

NEWS & VIEWS

PEOPLE

Position filled Appointments and promotions across the industry

CORAM UK Bathroom sales professionals Josh Matthews and Jack Warren have been recruited into Coram UK’s retail sales team. They will be tasked on securing sales through the company’s retailer network, as well as expanding the business. Warren joins the company from sanitaryware and furniture manufacturer Duravit UK, where he held the position of area sales manager for the North of England. Matthews has been recruited from brassware manufacturer the Bristan Group, where he was business

ACRES CONSULTANCY Acres Consultancy has added to its talent acquisition team with the appointment of Ben Paine and Katy Barry. Paine’s most recent experience has been with the provision of contract and interim staff to organisations in both the private and public sectors. Barry has worked for a market-leading recruitment provider for manufacturers and retailers

development manager for the South East and Essex regions. He will be working in London and the South East region. Retail sales manager Natalie Paley commented on both of the appointments: “Both Josh and Jack bring with them a wealth of bathroom sector sales experience as well as excellent knowledge of the showering products marketplace. “Their drive and expertise will prove invaluable in their new roles as business development managers for London / South East and North West, respectively.”

KUDOS

JS GEDDES

Keeley Haines has recently been promoted to the position of national sales manager for British manufacturer Kudos Shower Products. She joined the sales team at Cumbrianbased Kudos just over a year ago, having had years of industry experience working as national account manager for brands which include Hansgrohe and Lecico Bathrooms. Haines now heads up a team of eight area sales managers at Kudos, and reports directly to sales and marketing director Nick Graville.

Scottish kitchen retailer JS Geddes has welcomed Amy Mitchell as its ﬁrst full-time marketing executive. Universityeducated, she has a degree in International Retail Marketing from Glasgow Caledonian University and joins the company from Steven Brown Art’s marketing department. Mitchell will be managing all aspects of marketing for the independent kitchen retail business, including the company’s social media platforms, print and branding. She will also run in-store events.

across the UK. Principal director at Acres Consultancy, Simon Acres said: “We are delighted to welcome Ben and Katy to our growing team of talented consultants. They will enhance our team offering, which is building a growing reputation for exceptional industry skills and experience, making us a ﬁrst choice provider for both KBB retailers and merchants.”

IDS

grow to six members. Blank joins the business with 23 years’ experience as a web developer. Working with IDS’s digital marketing co-ordinator, he will use his knowledge and skills to secure a greater online presence for the business. He will also be responsible for continually improving the usability and e-commerce functionality across the 14 websites managed by IDS.

14 DECEMBER K&BNEWS www.kandbnews.co.uk

IDS has expanded its marketing team with Katie Walker joining as marketing executive and Andy Blank as web developer. Walker has over nine years’ experience in marketing roles where she has gained experience in areas including product launches, stand design and developing content for trade shows. Her appointment sees the marketing department

YOUR THOUGHTS

NEWS & VIEWS

TOP PRODUCTS

K I TC H E N S &

BATHROOM S NEWS

MOST WAN TED AWARD

Most wanted

Interior designer Emma Merry, of Emma Merry Styling, selects her favourite products from our November issues and explains why they have caught her eye

2 1. ABODE

2. SCARABEO CERAMICHE

3. LAUFEN

With its rounded corners, the Dune sink from Abode takes on a much softer aesthetic than other models traditionally found on the market. I’m particularly enjoying the draining grooves, and the way they run in a ﬂuid formation. Pair this single or 1.5 bowl model with ﬂuted glass cabinets and I think this granite sink would be a winner. The Dune sink is available in a choice of Black Granite, Grey Metallic and Frost White, which ticks all the trend boxes for neutral kitchens. Discover more about the sink range at www.rdr.link/KK007

Italian bathroom manufacturer Scarabeo Ceramiche has unveiled DecorLab patterns which can be applied to its Teorama 2.0 and Glam washbasins. These could be a complete game changer for clients who want to dip a toe into the world of colour within the bathroom space. Many clients still remember the Avocado bathroom of their grandparent’s home and, as a designer, suggesting coloured sanitaryware is still a big ask. I would use these in association with the tiles to really create visual interest. Find out more at www.rdr.link/KK008

What’s not to love about the New Classic range from Laufen, it’s designed by Dutch architect Marcel Wanders! The New Classic bathroom collection vanity has a huge nod to mid-century furniture. It features modern, wenge-style wooden legs while still keeping the look of a traditional washstand. I would use this vanity washbasin as the hero piece in a cloakroom bathroom, when paired with simple herringbone tiling and cool brush nickel ﬁnishes. Read more about the New Classic collection at www.rdr.link/KK009

16 DECEMBER K&BNEWS www.kandbnews.co.uk

TALKING SHOP

NEWS & VIEWS

Time for a chat Over the last few years there has been endless talk about the power of social media in marketing a KBB business. Although it hasn’t had quite the huge impact that its advocates had extolled, it has certainly become a fundamental component of any business’s marketing mix. But, what has been happening in the background, is that our methods of communication have expanded, hugely, and very few people seem to have noticed this.

Old school communication In the good old days, life was pretty simple, with only three main ways of interpersonal communication: letter, phone, face-to-face. For a formal – if a little tardy – communication, one would use a letter. Straight-forward, indisputable in its wording, and could be reviewed again and again, it was a very useful method. If matters were a little more urgent, or required a dialogue, then a phone call was the mode of choice. Instant and convenient, the telephone has been the vital tool of most businesses that grew in the last century. Finally, the oldest of all communication: the face-to-face. For communications of a difficult, nuanced, emotive nature; or those requiring the building of friendships, negotiation and understanding, the face-to-face is impossible to beat. The balance and use of these three great communication methods has been the bed-rock of business for over 100 years. And then the fax came along. Showing my age here, but I’ll never forget the wonder at seeing a fax being printed for the ﬁrst time. It was like some sort of sorcery. The

18 DECEMBER 2019 K&BNEWS www.kandbnews.co.uk

Sales director of Arcot Interiors Toby Griffin says we should continually revise the ways to communicate with suppliers, internal teams and customers – using the latest tech business possibilities and beneﬁts of this new and wonderous communication method were quick to catch hold. With all of the beneﬁts of a letter, and the speed of a phone call, it was a revelation. The Big Three communication methods, suddenly became the Big Four. Then the internet came. The Big Four communication methods, suddenly became the Big Five.

Impact of mobiles Then mobile phones came. Suddenly the phone call was back in fashion! To be permanently on a phone call at work, in the car, at home, or at play was ‘cool’, dynamic, and enabled energetic people to ‘get ahead’. Once again, those that embraced this new communication method, beneﬁted greatly from it. But, along with the mobile phone also came text messages. Initially a casual way of instantly sending a person a message without the need for a phone call (and a massive improvement on the pager), the text message started to be used by businesses in a variety of ways; and added to the then numerous communication methods, with each person starting to have their favourite. Then

smart phones and messaging platforms came; and that it where we ﬁnd ourselves today.

Move to messaging In case you haven’t noticed, increasingly messaging apps are being used as the go-to method of business communication. Why? Because people have been using them in their personal lives for years, now, and the group chat functions are a unique blend of speed, convenience and information – perfect for organising events, an exchange of views, or communicating a message swiftly and unobtrusively. I have WhatsApp groups for certain teams within the company, and with certain client groups; and – used correctly (i.e. express ‘terms of use’) – they have now become a vital part of the communication landscape. So I’m now wondering how the KBB industry is reacting and looking to make the most out of this new group chat communication method. Are you a supplier that could set up a group of your best clients to keep them close, informed, or to float ideas? Are you a designer that could suggest to clients that you create a WhatsApp group for them (particularly for partners), to keep everyone informed as the design/project progresses? Do you have a mobile and disparate team that would really benefit from being ‘plugged in’ to each other’s thoughts, ideas, movements, issues, and suggestions? History teaches us smart business people who have utilised new communication methods have benefitted the most. It’s time for group chat to take its place at the ‘top table’.

NEWS & VIEWS

ROUNDTABLE DISCUSSION

Talking heads: Retail challenges Ideal Standard held a roundtable to discover retailer pain points and how suppliers can best address them. Editor of Kitchens & Bathrooms News Philippa Turrell reports on the event

1. ROUND TABLE PARTICIPANTS

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(Left to right): Channel director of Sottini UK Adam Evans, owner of Bodywash Jim Healey, interior journalist and chair Becky Sunshine, managing director of Ideal Standard UK Stephen Ewer, brand manager of Just Add Water Charlotte Schofield, retail manager of Sottini UK Gary Major and head of product and marketing specification Leanne Martin

Bathroom manufacturer Ideal Standard recently hosted a roundtable with retailers at its Design and Specification Centre in London to discuss key issues affecting their businesses. It highlighted the continued challenge from online sales, supply issues and need for improved communication throughout the supply chain.

Challenging internet sales Although attendees agreed the internet plays an important role for customers to research their bathroom purchase, discounted online sales remain a challenge for showrooms. Owner of Bodywash Jim Healey said: “The internet is the enemy. All retailers want to do is try and make a margin and sell a product that they are confident in and it is a bit galling when you spend hours with a customer and suddenly they are back on the phone saying ‘I can get it all cheaper online’. We disguise the range names. We want to sell the brand but we don’t want to give customers extra information to make their journey easier on the internet.” He continued, stating his team sell the USPs for dealing with his company: “Obviously we are still trading and we are doing steady business, but we lose more than we gain.” And brand manager of Just Add Water Charlotte Schofield agreed: “It is something that we come up against but we just have to hope the customer wants to deal with us, so we have to sell ourselves. There are some websites that do 45% off as a discount and we can’t compete. I do just turn the business away.” To negate these challenges, managing director of Ideal Standard UK Stephen Ewer pointed to channel exclusivity as a solution. He stated if a product isn’t available online and a bricks and mortar showroom is given a defined

2. COSTLY DELAYS Brand manager of Just Add Water Charlotte Schofield says she has to pay compensation to her clients if a product is not delivered on time and her customer has trades waiting on site geographical area, then retailers won’t face the pressure on margin. “That’s what we are committed to putting in place with Sottini. By limiting the amount of partners, defining the geographical area and putting in place a selective distribution system, it means if the product is shown online, the website has to present the brand in the same quality as you show it in a showroom.” He explained: “It’s so we don’t have free riders who take the brand, buy it from somewhere else, and sell it online.” Having been in business for more than 30 years, Jim Healey said many bathroom manufacturers have tried a similar route “but it’s never been held up. It would be lovely if it works and we got that bit of protection. I’m not sure

how because everybody claims they can’t do it, legally, and that’s why I’m a little bit sceptical.” Stephen Ewer answered: “The ‘aura of the brand’ principle is if a manufacturer and retailer have put a lot of investment into creating a customer experience and someone then discounts it by 50-60% to attract people to their site, to sell them something else, then you are able to have a mechanism to take those guys down. That is increasingly being supported in case law. I’m not going to challenge you’ve not seen that work effectively but that is certainly developing and maturing.”

Long-term view But if the retail market becomes increasingly challenging what happens if bricks and mortar retailers break ranks and start discounting online? Channel director of Sottini UK Adam Evans countered: “It’s about choosing responsible retailers who have the same attitude as us.” And retail manager for Sottini UK Gary Major agreed: “There are enough showrooms out there who share the same ethics as we do. If we can avoid that confrontation, that’s our best option to start with.” Equally, if manufacturers feel under pressure, what is to stop them broadening their once selective policy? Stephen Ewer said: “All we can do, as a manufacturer, is say with Sottini we are not going to open it up. Sottini is positioned to

3. SELECTIVE DISTRIBUTION Managing director of Ideal Standard UK Stephen Ewer explains how its selective distribution policy will help counter the challenge from free riders online

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NEWS & VIEWS

ROUNDTABLE DISCUSSION

4. INTRODUCING COLOURS Head of product and marketing specification at Ideal Standard UK Leanne Martin said retailers should challenge neutral environments by injecting colour

5. INTERNET THE ENEMY Owner of Bodywash Jim Healey says any bathroom retailer will say the internet is the enemy, with challenge from discounted e-commerce sales

22 DECEMBER K&BNEWS www.kandbnews.co.uk

be channel exclusive to retail, as well as work with selective high-end developers, which is absolutely complementary to retail.” And with the brand being UK-focused, Ewer said it also closes doors to the possibility of European superstores selling discounted product into the UK.

Stock out But the growing pressure points for retailers are not solely concentrated on the internet; once products are sold the difficulty can be fulfilling the order. “There’s nothing more frustrating than you’ve sold the product and you can’t get it because everybody is destocking or lowering stock levels”, said Jim Healey. Having worked in bathroom retail Gary Major noted his frustration, adding its latest price list highlights stock items and those on a longer lead time. However, Charlotte Schofield pointed out manufacturers weren’t adhering to the lead times, commenting: “The problem is you can get a lead time for four weeks but then it comes in eight. Try telling that to a customer who has paid us thousands of pounds. I don’t mind lead times, it’s just when they are broken.” She said her business has to pay compensation to clients if they have trades waiting onsite. Adam Evans explained Sottini has built in a number of months’ range of stock based on forecasting retail sales and it has been ringfenced for retail partners. He added the brand now has a person looking after orders from start to finish: “It’s very important to keep

the communication lines open.” And according to Stephen Ewer Sottini has delivered core product at 98% OTIF (on time in full). The discussion highlighted relationships are key between manufacturers and retailers for commercial success. “I have really good relationships with all the suppliers I use. So it makes me want to buy their product”, said Charlotte Schofield.

Brand messaging And to aid communication to consumers, the messaging and service behind brands remains vital to retailers. Charlotte Schofield said “All of our customers want to buy a brand. They know the names and come in and ask for the brand.” While Jim Healey pointed out customers will buy products based on his company’s recommendations, “We are the brand and if we say it’s good, it’s good enough for them. It’s the confidence you are giving the end user.” So both parties must work at keeping the equity in a brand, as head of product and marketing specification at Ideal Standard Leanne Martin exclaimed “because if you remove that you are just a product. How we take the brand to market with the right image, creating the right tone and giving the right tools to customers to present their face of their retail business, is what helps differentiate that brand.”

Showroom sales Showrooms remain key to selling branded

bathrooms, as Gary Major commented: “I read an article about buyers from 25 up to 35, the heaviest users of the internet, but when it comes to making an expensive purchase 44% would rather buy in a bricks and mortar retail store, where they can feel and see the quality.” Retailers reported their showrooms showcased brands in lifestyle vignettes and practical displays and Leanne Martin stated Sottini also offers a design service: “The displays have a number of jobs to do. They’ve got to sell your showroom. They have got to inspire that customer to make a purchase and they’ve got to represent the brand. We can work with the showroom.” But do retailers like the help from manufacturers? “When you don’t know the range it’s useful and I particularly like manufacturers to put products on that they know are sellers”, said Jim Healey and welcomed the fitting team. Both retailers also used technology to create an in-store experience with Bodywash using CAD drawing presentations and Just Add Water currently installing the Virtual World 4D cinema theatre. In fact, Adam Evans said “The good showrooms, I find, have hot spots – interesting areas where you can hold people’s attention with design ideas or ‘wow’ displays.” And Gary Major agreed retailers performing well in the market had well-appointed showrooms, adding those who are staid are “far more vulnerable to customers migrating to the internet” because of the lack of instore experience helping to close the deal.

Importance of colour Retail showrooms are a hotbed for bathroom trends, with colour injected into sanitaryware and brassware. However, Jim Healey

6. SHARING ETHICS Retail manager of Sottini Gary Major says the company will choose retailers which share the same ethics of the company, so they don’t break from rank and start discounting commented: “Coloured sanitaryware doesn’t sell to my end of the market but that’s where furniture comes in. Everybody was jumping on black taps but there was no volume in sales.” However Charlotte Schofield said coloured brassware is successful in her business: “A lot of my customers are interior designers with projects in London and always have a coloured brassware.” However, she added: “You do get the odd order for coloured ceramic but I explain to the customer you may get bored with it in a couple of years.” Warning that neutral interiors make a landscape people don’t want to change regularly, Leanne Martin said designers shouldn’t avoid colours, as “Consumers are far more aware of interior trends than they have

ever been. The internet exposes all of us to trends and design. Keeping on top of those trends and the ability to offer that to your customer is really important.”

Sustainable sales With increasing noise in the media about ecological issues, is this now also playing a greater role for retailers? Charlotte Schofield said more people are asking questions about water use and she feels a responsibility as a retailer to push the eco-message. But Jim Healey reported it’s not a conversation held in his showroom and his duty is to sell what the customer wants: “We just don’t have that conversation. I have no ambitions to save the planet and I don’t apologise about that. If consumers were to raise the subject then I will talk about it but it’s not happened in the last five years.” And Gary Mason said he stood by Jim Healey’s point of view, as the message is “driven down from the customer and then you deal with it as a retailer.” While the younger generation are making their views known on ecological issues, Stephen Ewer added: “It’s not yet agenda-leading.” By sharing opinions and experiences, the roundtable highlighted the importance of collaboration between manufacturers and retailers to help move the industry forwards.

7. LISTENING TO RETAILERS Channel director of Sottini UK Adam Evans listens to concerns about supply issues in the bathroom industry and says the company has ringfenced core product supplies for retailers

www.kandbnews.co.uk K&BNEWS DECEMBER

FOCAL HOODS

KITCHENS

Extraction rebellion With concealed extraction becoming big news in kitchens, does that signal the end of the road for all statement hoods? Downdraft extractors and all-in-one venting hobs may have recently captured the imagination of kitchen designers but that doesn’t mean it’s the end of the road for focal extraction. Far from it, in fact. While, arguably, they may not be the media darlings in the spotlight of kitchen extraction, focal cooker hood sales are supported at all levels of the market, from price conscious newbuilds to luxury kitchen schemes with a coveted island. According to country manager at Novy UK Owain Harrison, focal extraction still accounts for 40% of all cooker hood sales. And it’s a market that is continuing to grow, as senior brand manager for Hotpoint Catherine Balderson says: “Between 2017 and 2018, the cooker hood category witnessed a growth in sales of 2.6%”, and stated extraction is “one of the biggest drivers of sales across the cooking appliance category.”

Supported by newbuild Catherine Balderson of Hotpoint continues: “UK Building Regulations state that new homes must have an effective method to remove steam and condensation from the kitchen to avoid the development of mould. Newly-built homes, therefore, must incorporate kitchen extraction.” While downdrafts could be price prohibitive for some developers seeking cost-effective extraction, focal extractors can be a solution. In the lower to mid-market sector, focal extraction can add perceived value. It t is probably why marketing manager of CDA Steve Corbett comments: “Chimney extractors remain the best sellers in the market and there are still a lot of customers out there who aspire to the stainless steel chimney when a kitchen is replaced – often either never having had an extractor before or had an old, noisy and often ineffective machine that made a lot of noise and did not extract effectively.”

1. HOTPOINT The Hotpoint PHVP 8.7LT K vertical glass hood offers air extraction at 713m3/h and operates at 68dB. It features three speeds, a washable filter, and two LED lights for illuminating the working area. See the video at www.rdr.link/KK011

2. BOSCH Part of the Serie 8 collection, the DWK98PR60B is a 900mm wall-mounted cooker hood which has an extraction rate of up to 837m3/h. It features hob to hood control and can be checked remotely using the company’s Home Connect App. Discover more at www.rdr.link/KK012

“Focal cooker hoods are supported at all levels of the market, from price-conscious newbuilds to luxury kitchen schemes with an island.”

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KITCHENS

FOCAL HOODS

3. SIEMENS The studioline Variolift ceiling hood can be lowered for cooking and raised to integrate into the ceiling when out of use. It features CookConnect hob to hood connectivity and can be operated by voice control. Read more at www.rdr.link/KK013

4. BERTAZZONI The KUD40PRO1XA cooker hood is designed for an island and can raise and lower by 400mm. It has an A+ energy rating, can extract up to 620m3/h and operates at 71dB. Find out more details at www.rdr.link/KK014

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“Many consumers opt to install a focal hood above their island bringing professional glamour into the kitchen.”

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5. KITCHENAID Measuring 1200mm, the KEIPP 12020 island hood is made from anti-fingerprint stainless steel and offers an extraction rate of up to 779m3/h. It uses peripheral extraction and comes complete with four LED lights. See the full technical specification at www.rdr.link/KK015

6. PANDO AdaptPro I-898 can be custom-built with flexible positioning of the extractor chimney and single or double shelf. It comes in a choice of colours, with LED lighting and Airlink hob to hood connectivity. Find out more at www.rdr.link/KK016

Luxury island looks However, it should be pointed out that focal extraction is not simply for the cost-conscious market, nor are they simply based on the tradition ‘T’ shape. With a vast array of styles, they can be a first choice for consumers. It may be that the designer or their client doesn’t want to lose the cupboard space, associated with downdraft extractors or venting hobs. Equally, they may want it as a talking point above a kitchen island. Think pendant extraction. Product manager of Caple Luke Shipway explains the design ethos of focal extraction in a kitchen with an island: “Focal extraction can be best used to create a statement in an integrated kitchen. Island hood designs tend to be dramatic to create a strong focal point in the central island where food may be prepared and cooked and guests entertained.” And Catherine Balderson of Hotpoint agrees, commenting: “Many consumers opt to install a focal hood above their island, bringing professional glamour into the kitchen and making an eye-catching statement. This has further resulted in a significant growth in market share for focal extraction.”

7 Hoods add illumination

Blurring design boundaries

7. CAPLE

The statement hood also provides the additional benefit of illumination, not only offering visibility for tasks but also soft mood lighting. Owain Harrison of Novy UK explains: “There are many consumers and designers that still want to feature an overhead extraction option, not just for its ability to remove cooking vapours but for the stunning lighting choices that come with. LEDs often have adjustable settings to deliver different tones whether for task lighting or more understated mood lighting when socialising. The statement cooker hood, nowadays, is also equally considered for its ability to provide ideal illumination in the kitchen space.” And Steve Corbett of CDA agrees: “The extractor is also part of the lighting scheme in most kitchens.” In fact, such is the demand for the extractor to provide lighting; it has been a design focus of extraction produced by Wave, as its managing director Vincent Van den Berg points out: “You only have to look at the developments in lighting to see that the real pursuit is for stunning and beautiful product design. We’ve married together these trends the functional qualities of a high performing extractor with the beautiful design of interior lighting. Our high performing extractors can be cleverly combined as a stunning light while being prominently on display.”

Combining extraction with lighting begs the question has there been a blurring of lines between concealed hoods and statement pieces? The cooker hood can now form an intrinsic part of the architecture of the kitchen, especially with the trend for industrial style projects. Vincent Van den Berg of Wave comments: “We’ve developed an industrial mounted frame which houses the extractor and acts as a statement piece with standard sizes up to 3000mm in length. The frame can be in stainless steel, black or in a customer specific colour in matt or gloss finishes and in any size they want. This is a product which is more than an extractor. It epitomises the industry trend and gives retailers the ability to add a distinctive element to their kitchen design.” In addition with the latest Lift & Rise extractors from BSH Home Appliances, the statement extractor can be concealed when not in use. Product manager for ventilation at BSH Home Appliances Adam Norris adds: “Our Siemens varioLift ceiling hood does somewhat blur the boundaries between statement and integrated solution, offering additional flexibility in terms of installation. It isn’t intrusive when not in use, but when you’re cooking it creates real theatre in the kitchen, adding a ‘wow’ factor and a unique sense of style.”

As its name suggests, the Ceramica Island Hood has a handmade ceramic body and comes in a copper finish. Designed for recirculation installations, the four-speed hood comes with a 20W LED light and remote control. Read the product specification at www.rdr.link/KK017

8. CDA The EZA60 BL is a wall-mounted model which has three speeds, plus an intensive timer mode, and can be used for ducted or recirculated installation. It has a maximum extraction rate of 700m3/h operating at 69dB. Read all the technical information at www.rdr.link/KK018

9. INDESIT Part of its Aria range of built-in cooking appliances is the angled black glass cooker hood. It features LED lighting and has an extraction rate of 647m3/h. Discover more details at www.rdr.link/KK019

10. MIELE Forming part of its G7000 appliance collection is the DA7078 Aura 3.0 Cooker Hood. It features integral lighting and a scent function, as well as hob to hood Con@activity. Find out the technical specifications at www.rdr.link/KK020

“The statement cooker hood, nowadays, is also equally considered for its ability to provide ideal illumination.”

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KITCHENS

FOCAL HOODS

Functionality comes first But while aesthetics may play a key role in the choice of a statement extractor, experts are also keen to remind kitchen professionals functionality must come first. Brand manager of Indesit Sara Bazeley points out: “Hoods should be considered not only for their appearance but also their performance. It has to be practical, fit in with the needs and lifestyles of the household and the design of the kitchen, as well as perform powerfully and quietly, creating and maintaining a comfortable environment for the user.” And channel controller of KitchenAid Lee Collett agrees, pointing out how installation affects performance: “Ducted installation ensures better extraction performance and should always be the preferred option for the luxury kitchen, where it is possible. In addition to removing odours and grease, ducted installation ensures moisture is also removed from the air. By opting for ducted installation, the air is removed from the home, furnishings are protected and air quality is dramatically improved.” However, Vincent Van den Berg points to a new generation of recirculation extraction, which reportedly can equal ducted installations: “As well as the aesthetics of the extractor, there will be a continued focus on improving the performance of extractors. This is especially critical as kitchens become more integrated into the home environment. While most retailers know about recirculation, they might only be aware of recirculation using carbon filters. These tend to have inferior functionality which has led

11 to poor reviews. Plasma filters are a new type of filter. They are equal to – and even outperform – ducted extractors.” And as connectivity becomes commonplace, chairman of Airuno Geoff Baker adds: “Cooker hoods that feature hob-to-hood technology, allowing the hood to operated automatically and only when necessary – should perform well.” So when specifying kitchen extraction, perhaps don’t naturally steer towards concealed models but consider the looks and functionality which statement hoods can deliver.

“Ducted installation ensures better extraction performance and should always be the preferred option for the luxury kitchen.”

11. NOVY The Novy Cloud ceiling hood is designed to work with recirculation, rather than ducted, installations. The four-speed hood boasts ambient lighting and operates at 36dB up to 53dB. Watch the video at www.rdr.link/KK021

12. AIRUNO Rossini provides storage as well as extraction with a shelving design which measures 1000mm long. It has LED lighting and comes in a stainless steel and glass finish. Find out the product specifications at www.rdr.link/KK022

13. WAVE

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Ranging in size from 2400mm up to 3000mm, the frame of the Wave 2055 can be specified in stainless steel, matt black or a choice of matt or gloss finish colours. Retailers can also choose carbon or plasma filters. See the video at www.rdr.link/KK023

KITCHENS

PRODUCT ROUND-UP

just out

1. TREND INTERIORS Trend Interiors has unveiled Profile, a range of handleless furniture, to its portfolio of affordable kitchens. The Profile kitchen furniture collection features handleless cabinets and drawers, and provides a choice of eight finishes including a number of metallic and concrete styles. In addition, Trend Interiors has introduced a solid top shelf as standard, adding to the rigidity of each cabinet. Order a brochure at www.rdr.link/KK024

2. RANGEMASTER

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Rangemaster has bolstered its collection of fireclay ceramic sinks with the introduction of seven models. The first additions form the contemporary-styled Austell range, with an inset single or 1.5 bowls with a reversible recessed drainer, and a Farmhouse Double Bowl Belfast which has two equally-sized bowls. In addition, Rangemaster has extended its Rustique collection of sinks, introducing four new models: a rectangular bowl, a square bowl, a half bowl and a round bowl. Discover the entire fireclay range at www.rdr.link/KK025

3 3. HPP

5. ABODE

Doors, boards and fittings supplier Hillâ&#x20AC;&#x2122;s Panel Products (HPP) has added 12 decors to its Aspire range of vinyl-wrapped doors, expanding the range to more than 40 styles and over 70 dĂŠcors. The latest decors include industrial concretes, distressed woodgrains, super matt, high-gloss and painted oak effects. Aspire vinylwrapped doors are all made-to-measure for kitchens, bedrooms and offices. See more details, including samples, at www.rdr.link/KK026

With the market for brushed brass in tap design continuing to grow, Abode has extended the finish across a selection of its most popular ranges. There are now two brass finishes available from Abode; Brushed Brass which is tailored for more contemporary settings and Antique Brass for the traditional tap collections. Pictured is the Althia Single Lever in Brushed Brass. Read more details at www.rdr.link/KK028

4. STOVES Stoves has expanded its Sterling and Richmond range cooker collections with the launch of 900, 1000 and 1100mm gas appliances. The 900mm models feature a five-burner gas hob, with 4kW PowerWok, a conventional gas main oven, separate gas grill and a 87-litre tall fanned electric oven. The 1000 and 1100mm models have a seven-burner gas hob with 4kW PowerWok, two gas ovens, a combined oven and grill compartment, plus electric slow cook oven. Find out more at www.rdr.link/KK027

6. FISHER & PAYKEL Designed to fit into a run of furniture cabinetry, Fisher & Paykel has recently relaunched its 600mm integrated fridge freezer. According to the company, it has been designed to allow only the smallest gaps between cabinetry, fitting flush with 2mm gaps. The premium appliance offers a Variable Temperature Drawer, designed for the optimal storage of fresh meat, deli and dairy products, as well as a Fast Freeze option for the freezer. Featuring a Holiday Mode, the integrated fridge freezer from Fisher & Paykel boasts an A++ energy rating. Find out more at www.rdr.link/KK029

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KITCHENS

PRODUCT ROUND-UP

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7. ROTPUNKT

9. CAPLE

Answering the call for tone tone kitchens, Rotpunkt has introduced Umbra, a high fashion grey décor and City Nature Oak, a wood effect. Available in matt or gloss, Umbra is made from XT Extreme Matt HPL lacquer finish. In contrast, new City Nature Oak by Rotpunkt boasts a wood décor with fine oak-coloured structure. Read more at www.rdr.link/KK030

Adding to Caple’s handleless Verse kitchen furniture collection, is Juko Matt. It features a super-soft matt surface in a choice of Ash, Cloud and Graphite. The slab-fronted doors measure 22mm thick and are made in a silk matt polyurethane finish. Discover all the product specifications at www.rdr.link/KK032

8. REGINOX Reginox has added Vechi, a 3-in-1 instant boiling hot water tap featuring a traditional design, to its Amanzi collection. Vechi offers hot water, with an adjustable temperature of 75˚C- 98˚C, which is dispensed via the child-safe, spring locked handle and has a spout which is cool to the touch. Vechi comes with a 5 year guarantee. Read more at www.rdr.link/KK031

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10. HOOVER Hoover has unveiled the HWCB range of wine coolers ranging from the HWCB 15, measuring 150mm wide through to dual temperature HWCB 60 and HWCB 60D models measuring 600mm wide. The HWCB 60 can house up to 46 bottles, while the HWCB 60D will hold up to 38 bottles and HWCB 15 offers space for seven bottles. All feature wooden shelving and adjustable feet. Discover more details at www.rdr.link/KK033

12 11. AIRUNO A contemporary wall hood, Boheme, has been launched by designer cooker hood brand Airuno. The Boheme Wall Hood is an 800mm angled extractor which works at a maximum rate of 770 m3/h. The fourspeed hood is operated by touch controls, boasts an A energy rating and a noise level of 48-68dB. Find out the specifications and technical data at www.rdr.link/KK034

12. CROWN IMPERIAL As part of its Lifestyle Kitchens collection, Crown Imperial has launched three additions to its Locano Touch range in Grey Slate, Blue Dusk and Blue Navy. Locano Touch boasts eight complementary shades and more than 40 handles are available to personalise the design. There are 29 ranges of Lifestyle Kitchens in total, which offer an array of design elements; including glass display cabinets, open wine racks and curved units. See more at www.rdr.link/KK035

TAPS AND ACCESSORIES

BATHROOMS

Package deals Should taps and accessories be considered as a bundle by designers? Kitchens & Bathrooms News enquires

1. VITRA

2 Deck-mounted taps may have once been the goto choice for bathrooms, but with a wider variety of interior styles now available there is a myriad of mixers for all projects. Think freestanding, wall-mounted or tall models to suit freestanding baths or basins. And accessories have equally evolved from the basic toilet roll holder and robe hook to thoroughly embrace lifestyle living with bath racks featuring champagne holders, and all matching the choice of brassware.

Bundle sale Such is the importance of accessories, Senior category manager at Grohe UK Paul Bailey exclaims: “Accessories add a homely touch without them, the bathroom is just the bare bones and not completely functional when installed, By offering a complete package, the customer has everythng they need to start using their new bathroom as soon as installation is complete.” So should designers now consider them as part of the tap package? Paul Bailey of Grohe certainly thinks so, as he comments: “The emphasis should always be on offering customers a complete bathroom solution, especially if a single brand can offer all components of the bathroom, Offering taps and matching accessories as a bundle package can be a smart way to upsell.” And product and marketing director of Vado Angela Neve agrees: “We often re-iterate that it’s important accessories are considered at the outset of bathroom design, not after. All of our bathroom accessories at Vado are designed to complement at least one product.”

Created by Sebastian Conran, Eternity accessories are for domestic bathrooms and hotel settings. The 31-strong range includes a robe hook specifically designed not to leave pinch marks in collars and necks. Read about the range at www.rdr.link/KK036

Designer touch And with an influx of designer names influencing the bathroom from Diesel and Starck through to Conran and Armani, industry experts believe matching accessories are essential to “complete the look.” They point out accessories can also be profitable, increasing the total value of the bathroom project. Managing director of Duravit UK Martin Carroll says: “Bathroom accessories should be viewed on a par with designer clothes - if you have the expensive suite, then you should have the matching shirt, tie and cufflinks to complete the outfit. The links with key designers give the retailer an excellent opportunity to introduce specific accessories and upsell the overall sale value.”

2. ROXOR Part of the luxury brand Asquiths is the Revival Wall Mounted Basin Mixer with Plate. The range also includes mono basin mixers, mini-mono basin mixers, high-rise mono basin mixers, wallmounted and deck-mounted basin mixers, deck, wall and freestanding bath shower mixers and thermostatic mixers and shower valves. Discover more at www.rdr.link/KK037

3. PJH Italian brassware brand Vema is exclusive to PJH in the UK and sits at the higher end of its Bathrooms to Love brassware category. There are five families of co-ordinating Vema brassware, including stainless steel Tiber shown as a tall basin mono mixer. Order a brochure at www.rdr.link/KK038

Cohesive colour choice But whether associated with an architect and fashion label, or not, consumers are keen to have a cohesive look across the bathroom but also inject their own sense of self into the space. It has seen the go-to polished chrome mixer tap and matching accessories joined by a variety of warmer metals and brushed finishes through to matte black and white and even rainbow (yes, really!). Angela Neve of Vado explains: “Bathroom interiors are no longer clinical but instead embrace colour and identification, allowing for a wider selection of brass finishes and a more enjoyable shopping experience.” Paul Bailey of Grohe UK agrees: “The returning trend for colour in the bathroom and the opportunity to co-ordinate a coloured look throughout the space that has been available

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BATHROOMS

TAPS AND ACCESSORIES

4. HANSGROHE Part of the designer brand Axor is Edge created by French architect and designer Jean-Marie Massaud. It comes with or without diamond facet etching in a choice of five colours, from Polished Brass to Polished Black Chrome. Watch an interview with Massaud talking about the range at www.rdr.link/KK039

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5. VADO

7. GROHE

Individual by Vado is a collection of taps, showers and accessories which come in six finishes. Brushed Black, Brushed Gold, Brushed Nickel and Bright Gold finishes are available for retail markets, while Brushed Bronze and Bright Nickel is available for contract markets. Read more about the range at www.rdr.link/KK040

The Essence brassware range and complementary accessories are shown in a Graphite finish. Using a PVD process, the company claims it makes the surface 10 times more scratch resistant. Find out more at www.rdr.link/KK042

6. DURAVIT Designed by Matteo Thun and Antonio Rodriguez is the two hole D.1 mixer with the choice of a lever or knurled rotating handle. In addition, it is also available as an electronic model D1.e. Read all about the range at www.rdr.link/KK041

before is encouraging consumers to invest in makng their bathroom a stylish, beautiful and relaxing space to be in.”

Black and gold The trend has been reflected in Vado’s sales as Neve adds: “Our Individual range of statement colour finishes has been a strong growth trend for Vado over the last three years and our recent launch of revitalised finishes has strengthened this. We’ve noticed a market shift towards rich tones of gold and nickel which allows consumers to add a premium touch to the white sanitaryware backdrop.” Whereas the industrial trend, which arguably may be more niche,

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8. HUDSON REED For use as a bath filler or basin mixer, the Sottile wall-mounted single lever model comes in polished chrome. It is part of a brassware famiy which includes deck-mounted, mono basin mixers and shower mixers, as well as complementary accessories. Download the brochure at www.rdr.link/KK043

continues to support the sale of black brassware. Commercial director of Hudson Reed Colm Lalor says: “WIth the popularity of monochrome colour schemes, and of course the industrial trend, taps, mixers and showers finished in matt black are appearing everywhere. Matched with black-framed shower enclosures, anthracite radiators and slate grey shower trays, matt black brassware is set to see good growth too.”

Introducing texture finishes And moving forwards, industry experts believe the wider choice in coloured finishes will see a blur of defintions between classical and

6 contemporary styles. They suggest modern styles will carry warmer, heritage finishes, while traditional brassware will become more available in contemporary highly polished metals. Angela Neve of Vado adds: “We expect to see a range of special finishes with warm metallic accents retain their position at the forefront of contemporary design. Equally, we know that traditional brassware in brighter finishes like chrome and nickel should also gain in popularity with many home renovations seeking a timeless bathroom finish.” But a big story will also be the introduction of texture through knurled finishes, already seen at the premium end of the market with the

8 likes of Edge brassware, designed by Jean-Marie Massaud for Axor. Angela Neve adds: “We also foresee textured brassware to make a statement in 2020 with knurled and geometric finishes already in demand for designers and consumers alike.”

LIfestyle statements Certainly the design focus on taps and complementary accessories is only going to grow in significance, as the interior landscape is evolving. Home architecture is altering with the ‘living area’ having already encompassed the functional kitchen and now turning its attention to the bathroom. Paul Bailey concludes: “The bathroom is opening up and becoming a living space, meaning bathroom products must now become stylish statement furnishings, Therefore what was once the humble and funcitonal tap is now often required to be a style statement in its own right.”

BATHROOMS

PRODUCT ROUND-UP

1. HUDSON REED Old London, Hudson Reedâ&#x20AC;&#x2122;s traditional bathroom collection, has welcomed a range of push button valves to its Topaz Shower collection. Made in Britain, the Push Button Thermostatic Showers are designed in a period style with a choice of black or white ceramic buttons and cross controls. They are available as single, twin or triple outlets and operate from 1.0bar pressure. Discover the entire range at www.rdr.link/KK044

2. LAUFEN Swiss bathroom manufacturer Laufen has extended its Base bathroom furniture range, with vanity units for the Ino washbasin collection. A key detail of the base furniture collection is the recessed inverted metal strip handles, which are available in anodised aluminium and black aluminium. The cabinetry comes in Matt or Gloss White, Light Elm and Dark Elm, plus the latest finish of Traffic Grey. For more details about base furniture visit www.rdr.link/KK045

just out

1 2

3. ASQUITHS

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Premium bathroom brand from the Roxor Group, Asquiths has introduced Restore classicallystyled brassware. The Restore collection includes basin and bath taps, including mono basin mixers, deck basin mixer, mono bidet mixer, wall bath filler, deck-mounted bath shower mixer and wall-mounted bath shower mixer. A range of thermostatic shower valves also feature in the range with twin concealed, triple concealed, with or without diverter, as well as a concealed thermostatic temperature controller. Find out more at www.rdr.link/KK046

5 4. HANSGROHE Featuring its latest SoftCube design, the Croma E Collection of showers has softly-rounded corners and a redesigned Showerpipe slide, created to be used by all family members. In addition, Croma E showers feature CoolContact technology, to eliminate the risk of scalding, and a SafetyStop on the thermostat handle. The Croma E handset has three showering spray modes: SoftRain, IntenseRain and Massage. Watch the video at www.rdr.link/KK047

5. GLASS DESIGN The Slide washbasin, with 4mm rim, has been unveiled at Cersaie and is available in five sizes and a choice of 17 finishes. These span Matt versions through to Gloss finishes and even Old Metal finishes, such as Old Brass, Old Copper, Old Bronze and Old Dark Inox. These can be combined with a complementary colour for the waste. Find out more at www.rdr.link/KK048

6. KUDOS

Showering surround manufacturer Kudos has extended its slim-line Connect2 Shower tray collection to include quadrants and a curved corner shower tray. The quadrant tray additions include a 900mm and a 1200 x 900 offset model, plus a 910mm and a 1000 x 810 offset full curved corner tray. The Connect2 range of shower trays are manufactured in high gloss white, acrylic-capped ABS and come with optional anti-slip. Read more at www.rdr.link/KK049

www.kandbnews.co.uk K&BNEWS DECEMBER

NECESSITIES

CAD

Digital switchover With AR and VR becoming more price-accessible is it now the new standard for CAD?

As indicated by its very name computer aided design is of course a tool to create room plans and layouts accurately priced and ready to install but, it is so much more. Software has evolved, with Virtual Reality and Augmented Reality allowing consumers to now experience their new bathroom or kitchen project, whether in a showroom or even at home. And industry experts suggest it could now be setting the new standard in showrooms.

Business benefit

1. VIRTUAL WORLDS The 4D technology provided by Virtual Worlds is an immersive experience, allowing customers to move around their new kitchen or bathroom and reportedly increases conversions and order values. Watch the video at www.rdr.link/KK057

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Virtual Worlds introduced its Virtual Reality 4D technology to the kbb market four years’ ago, and managing director Nathan Maclean says: “Many of our retailers tell us that 4D is their USP, it’s what drives customers to their door. They report conversion rates increasing by 50% if not more and have seen order values increasing by around 20%.” Certainly owner of DNA Bathrooms in Yorkshire Andrew Sibley says 4D has benefitted his business, commenting: “Even before I had the showroom, I visited a customer at home to discuss a high-end project. As soon as they saw

the designs in 4D they bought it there and then. In fact, everyone who has seen a design through the VR headset has gone on to buy a bathroom from us.” And he agrees that it has helped increase the value of a sales, adding: “By seeing their new bathroom in this way the customer is committed to the design and often ends up spending more than they had originally planned.”

Wider accessibility And as with all technology, Virtual Reality has become more accessible broadening its appeal to a wider demographic of showrooms. Director of ArtiCAD Teresa Turner points out: “VR has come on in leaps and bounds with increasingly cost-effective and practical alternatives, some of which do not require customers to use immersive headsets whilst still enjoying an ‘immersive’ experience”, such as its ArtiVR which can be used either with or without a headset TMS Direct Kitchens in East Kilbride uses ArtiCAD’s ArtiVR software, which produces 360° walkthroughs of a room, enabling designers to

show their work as a web-based virtual reality presentation. The work can also be shared via web links or embedded on web pages, so consumers can browse them at their leisure or see them on a large screen in the showroom. David Wilson, designer at TMS Direct Kitchens, comments on using virtual reality having chosen not to use a headset: “There is a lot of discussion about whether VR applications need a headset but from our point of view and our experience to date, we don’t think a headset would add anything to the experience of our customers.” And he further points out the accessibility of the set-up, adding: “An unforeseen benefit for TMS was the installation of ArtiVR has been a huge saving on the need to purchase new, more powerful laptops. Because all the rendering for ArtiVR is handled offline ‘on the ArtiCAD side’ – there is absolutely no detrimental impact on the speed of the company’s existing machines.”

Joined by AR Augmented Reality recently joined the technological design party, bringing products to life and allowing consumers and retailers to superimpose them in the home or showroom displays. While it can effectively showcase a product, industry experts suggest VR is more flexible for room design. Technical manager of M’ n’ G Designs Patrick Green comments: “An Augmented reality system requires some sort of reality to augment. Great if the kitchen or bathroom is empty but that rarely happens unless you have a new build. Often the room is full of the kitchen or bathroom to be replaced. Also the design may require structural alterations.” He continues: “Simple style changes (eg replacement kitchen doors or bathroom tiles) may be quite different but that be shown just as well by a 3D picture or two

from CAD.” His view is echoed by Teresa Turner of ArtiCAD who says: “There’s an argument to suggest that VR is far more practical when presenting a kbb design. AR is arguably better utilised to present an individual furniture item in a room space rather than to present a whole room environment. VR is currently winning the battle hands down.”

Setting standards So is it over for the traditional 2D and 3D presentations as consumers want an allencompassing experience? Not so fast, answers Patrick Green “Potentially VR and AR can isolate a customer from the designer partly because the systems do immerse the customer separating them from the designer. There is always the issue of technology getting in the

2. MICROCAD SOFTWARE Autokitchen Pro not only provide images but the software also produces manufacturing cut lists, workshop drawings plus architect plans and elevations way of the design and the actual product.” And Andy Peters, sales director of Microcad Software UK, says VR is not a requisite for his customers: “In our case, upper middle to highend companies are wanting stunning images but also architect style plans and elevations of a higher technical nature and not 360° Panoramic views wearing VR googles, which we do include but it’s never been a key selling feature among our users.” And while the industry is moving towards more Virtual Reality, Teresa Turner agrees it may not suit every business: “There is undoubtedly a move towards VR being adopted universally as standard, but for showrooms they will feel an ‘immersive’ VR experience will not be particularly appealing to their particular customers.” However, with the technology becoming more price accessible, she concludes it could be worth trying: “Now the cost of the technologies is so reduced, and the need for hardware investment can be eliminated with online rendering, it has become a much easier decision for showrooms to experiment with VR and AR as part of their presentation

3. ARTICAD ArtiCAD VR delivers 360° walkthroughs, taking 3D designs from ArtiCAD-Pro software and can be presented as a web-based virtual reality presentation shared via links. See a kitchen animation using the software at www.rdr.link/KK050

www.kandbnews.co.uk K&BNEWS DECEMBER

DESIGN

SME EXPERTISE

Design know-how PRODUCT KNOWLEDGE+

2. Consider the noise

Choosing the appropriate shower pump for a bathroom project

Shower pumps are not silent due to the motor within them, however there are some quieter than others. Watch out for the Quiet Mark logo to ensure you are choosing a quiet option.

If water ﬂow from a shower is little more than a trickle, installing a shower pump to boost this ﬂow is a clear solution for gravity-fed systems. However, with such a wide variety of pumps available, selecting the right pump can be a job in itself. Ken Vance, training manager at Salamander Pumps, provides advice on how to choose the right pump for the job. .

1. Shower or whole house?

Whether you’re a novice or an experienced designer and just want a refresher, here we offer in-depth knowledge on products, materials, application and planning. So you can now design your clients’ projects with confidence

TRAINING CPDs for Corian solid surfaces Exclusive distributor for Corian solid surface in the UK and Ireland CD UK is now offering two RIBA certiﬁed CPDs: Solid Surface: Colour, Texture & Trends and Solid Surface:

Shower pumps can be suitable for the shower only or suitable for boosting water to the whole house including the shower, bathrooms and appliances e.g. the dishwasher. Shower specific pumps are designed to boost hot and cold water at the same time to a conventional shower. If connected to other outlets which use only hot or cold water, individually, the pump can become damaged over time due to ‘closed head’ running. Whereas, whole house pumps have Crossover Technology, inside, meaning that they can pump to hot or cold outlets together, or separately, without one side of the pump overheating.

Architectural Form & Structure. Both seminars highlight differences between the various composites of solid surface, plus technical information on the manufacture, specification and supply of the original brand, together with confirmation of its key regulatory certification.

Function and fashion The seminars also outline characteristics and benefits ranging from adaptability to long-term durability, resilience, UV resistance, hygiene and sustainability. There are introductions to ways of working with the material from thermoforming to CNC to backlighting, and to the range, relevance and versatility of particular colour palettes. Both seminars also include video content to help demonstrate the inherent qualities of solid surface and how this material is

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3. Shower head size As a general rule of thumb, a 1-3inch (250750mm) shower head needs a 1.5 bar pump; a 3-5inch (750-125mm) head needs a 2 bar pump; and a 6+inch (125mm+) head needs a 3 bar pump. Another thing to consider is how many outlets will be boosted by the pump, as the more outlets that will be supplied, the higher the bar rating will need to be. Salamander’s Eve pump has the ability to switch between 1.5, 2 and 3 bar via a touch control panel on the pump, to remove the need for complex specification. This gives the user the option to change how powerful the water performance is to their shower depending on their preference.

4. Twin-ended or Single-ended? Twin pumps are designed to boost both hot and cold water to a shower, bathroom or the whole house. Single pumps will boost hot or cold water to a single outlet or the whole house. A single negative head pump can often be used when the mains is cold fed and the hot needs to be boosted to match this pressure.

fabricated and fitted by expert industry partners. Individually, the respective seminars explore solid surface in relation to certain aesthetic trends in interior design and to structure and form. Each seminar covers the vast array of applications possible for the material from public to private spaces, interior to exterior use, and whether for residential kitchens and bathrooms or for commercial environments such as retail, hospitality, healthcare and the workplace.

Seminars in detail Solid Surface: Colour, Texture & Trends takes a close look at decorative trends and techniques from 3D texturing to translucency and to current aesthetic themes from ‘industrial’ to ‘botanical.’ The seminar includes details on the added-value of the latest sinks, basins and washtroughs plus

5. Positive or negative head? Shower pumps need something to ‘activate’ them and there are two ways of doing this; natural flow and pressure switches. In what the trade calls ‘positive head’ situations, the natural flow within the gravity-fed system will be enough to activate the pump. But in some cases where the natural flow isn’t strong enough, the pump uses a change in pressure to activate. These are known as negative head situations and this is where a universal pump (one that can be used in both positive and negative head situations) is needed. It’s not always easy to decide if installation needs a positive head or universal pump but Salamander’s new Eve pump will work in either situation. Most negative head (universal) pumps include a pressure vessel on top of the unit, which can be large. However Eve claims to be the first pump on the market to work in both positive and negative head situations without the need for a pressure vessel.

innovations such as integrated wireless charging. Solid Surface: Architectural Form & Structure, meanwhile, includes a series of illustrated case studies, plus technical guidance on the installation of exterior facades or interior cladding, together with fabrication considerations from thermoforming to seamless joining and damage repair. Created to inform and inspire, the CPDs also emphasise the levels of reliability and service inherent to working with experienced companies. They also demonstrate how certain solid surface choices can perfectly meet current demands and trends, while being a valuable investment in looks and performance. Each of the CPD seminars is accredited by RIBA, BIID and SBID. To book a session visit www.rdr.link/KK051

FITTER’S ADVICE Consider Christmas every day Installers offer their experience to designers, enabling them to create plans which provide more efficient fits. Mark Conacher, director of award-winning installation company, Liberty Fitting Service, reminds designers that a kitchen is for Christmas, not just for life The kitchen at Christmas, that one time of year when the kitchen, therefore your design, will be put through its paces. Tested to the maximum for practicality and functionality. There is never a time in the year when this room will be busier, so layout is key for individuals moving around, all at the same time. Ask yourself, can someone be loading the dishwasher at the same time someone else is taking food out of the oven? Question if that fridge placed opposite the sink is going to cause issues on this big day. The golden triangle of kitchen design is as important as it is ever going to be on Christmas Day. Too small a triangle will cause as many problems as an overly big one.

Think appliances Assume there will be multiple people in the kitchen and consider the impact your design will have on this. When it comes to the actual cooking, your choice of appliances can and will have a major impact on the stress levels of your client. If they have the space and the budget, that ﬁve burner hob will come in really

handy on this day of all days. With a double oven, cooking various items at different temperatures will not be an issue and perhaps you can consider advising them about the beneﬁts of a warming drawer. Think about that 4-in-1 hot tap, no more willing kettles to boil or waiting for water to boil on the stove.

Storage and space Another area for close attention is worktop space, which is always a premium in a busy kitchen. Every attempt to achieve more worktop space should be pursued. Maximum storage will also help. With extra storage room, the client can now take even more items off the worktop. Extra high wall cabinets can also be very useful in gaining additional space. With this type of cabinet you can achieve extra storage, even when the kitchen footprint itself may not the biggest.

Open the home As a big advocate of open plan living, giving some thought in your overall design to taking down a wall or two and opening up the kitchen to the rest of the home could have a really positive impact. The kitchen can be a lonely place for some at Christmas. With an open plan concept, the Christmas chef can also be part of the festivities. Christmas is a time to relax, be merry and enjoy time with your family and friends. For some, it can actually be a very stressful day. Taking the time to consider days like Christmas in your design will go a long way to making at least one person’s Christmas that little bit more enjoyable. And what you plan for Christmas can beneﬁt them for the rest of their lives.

www.kandbnews.co.uk K&BNEWS DECEMBER

BUSINESS

SME ADVICE

Company matters Offering support for independent kitchen and bathroom firms because your business is our business Written Particulars

LEGAL Changes to business law in 2020 Variable Pay For workers with variable pay, the referencing period used to calculate their holiday pay is changing from the original 12 weeks. From April 2020, SMEs must calculate their pay from a reference period of 52 weeks (or the number of weeks they have been employed for if less than 52). This change arose from issues with fluctuating pay where employees could receive a high holiday salary if leave was taken after a busy period or a low salary if their holiday was taken after a slow period. SMEs must decide whether to implement this change at the start of the calendar year or on April 6 2020. Implementing the change with the New Year will minimise disruption if your fiscal year begins in January. However, it will increase holiday pay for SMEs operating with overtime over the seasonal period. If your financial year ends after April 6 and you wait, any holiday carried forward by employees will rise in value. Therefore, it is recommended to limit the accrued holiday for this period. EXPERT: Jayne Harrison Company: Richard Nelson Background: Partner and head of employment law at Richard Nelson, Jayne Harrison trained at a top 100 law firm. She represents large PLCs through to small businesses and advises on all areas of employment law including tribunals, discriminition and dismissals. Contact: www.rdr.link/KK052

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April 6, 2020 also brings changes to written particulars - the statement setting out the main employment terms for staff. From this date, it will become a requirement for all workers to receive written particulars from the start of their employment contract. This includes employees on minimum hours as well as workers on temporary/short-term contracts. Currently, employers have up to two months to issue the statement to any employee working for them for more than a month. But from April 2020, the right to a statement of written particulars will become a day one right and will include workers, not just employees. SMEs must begin revising their contracts, covering all particulars in one single document. Speciﬁcally, SMEs must include, in addition to the current information: 씰 Working hours, days of the week and whether/how this is variable 씰 Entitlement to paid leave (e.g. maternity, paternity leave) 씰 Remuneration or beneﬁts from the employer (e.g. lunch, health insurance, vouchers) 씰 Probation period and termination conditions 씰 Required training for the role and whether this is expensed Existing employees do not require this new information. However they can request it and this must be honoured in one month.

FINANCIAL Guard your business against credit card fraud We have all witnessed the growing increase in overthe-phone credit card fraud. We ourselves have been targeted and I am aware from other appliance companies that they have been as well. During the last couple of weeks, we have seen an increase in the fraudsters targeting kitchen and appliance showrooms. We must all work together to prevent this activity so we thought it would be useful to give you some tips to help you safeguard your company against this potential threat. In typical cases, an order is placed, payment is processed, and the goods are shipped out to the buyer. But it is only after this occurs that the business is notiﬁed that the credit card used was stolen. This can take up to 12 weeks in some cases. The individual who had their credit card stolen is not liable for the bill, so this can leave the business suffering the loss. What can you do to help reduce the risk of falling victim to such a costly crime? Here are some ways you can help protect yourself from credit card fraud.

Collect all information Bereavement Leave A bill approved in September 2018 is expected to come into force in 2020. This entitles employees to two weeks of paid leave (with 26 weeks service at the statutory rate ) or two weeks unpaid leave (from the ﬁrst day of work) for those who have suffered a stillbirth from the 24th week of pregnancy or lost a child under the age of 18. SMEs should prepare a written bereavement leave policy to ensure employees have certainty over their entitlements.

Businesses that take credit card orders over the phone can be especially prone to being victims of credit card fraud. Before processing the order, request phone numbers for both addresses and proof of ID and address. In order to help prevent fraud, you may want to request all the credit card information, including the card’s 16 account digits, the three-digit card veriﬁcation number, the card’s expiration date, and the complete name, address, and phone number associated with the account holder. Since the easiest to obtain (and the most commonly stolen) information includes the credit card number and its expiration date, asking for all this information could

help stop thieves who do not possess the physical card. Before processing the order, request phone numbers for both addresses and proof of ID and address. In today’s day and age, most people carry a driving licence so you can always ask them to WhatsApp you a picture of this. If they don’t provide this do not proceed with the order. Another good tactic is to advise the caller you need to check you have stock and request a landline number, not mobile, to call them back. If it is fraud, they will not provide this.

FINANCIAL A beginner’s guide to VAT VAT is seen as one of the most confusing taxes for both small businesses and consumers in general. While it is a familiar part of daily life, due to its regular appearance on till receipts and invoices, consumers are often unaware of why it is being charged. Meanwhile, a governmental review for the Office of Tax Simplicity showed many small businesses ﬁnd VAT a barrier to growth.

Red flag large orders

What is VAT?

A large order and a consumer not asking for a discount is a red ﬂag that someone is using a stolen credit card. Likewise, when large orders are placed with next-day delivery, the risk can be even higher. Credit card thieves usually want to complete the transaction and get their items as fast as possible, before the card’s owner ﬁnds out his or her card has been stolen.

VAT, or Value Added Tax, is a business tax charged on certain goods and services. VATregistered businesses are obliged to charge VAT on their business sales of good and services, as well as when hiring or loaning goods, selling business assets and when making commission payments. These are known as taxable supplies and a business, which is registered for VAT, is required to charge the relevant rate of VAT on these taxable supplies. However, you cannot charge VAT on your goods and services if you aren’t registered for VAT with HMRC. While most taxable supplies are to be expected, there are a few which may come as a surprise - for example, VAT is still chargeable on goods which aren’t sold for cash but are bartered or part-exchanged instead. Items which are sold to employees are also classed as a taxable supply and must be subject to VAT. Businesses which are registered for VAT must charge VAT on their taxable goods and services and are obliged to send a VAT return to HMRC on a quarterly basis.

“Bill to” and “Ship to” addresses A credit card’s “bill to” address is usually the card holder’s physical address. If an order comes through with a “ship to” address that doesn’t match the card’s billing address, then this could be a sign of a potential credit card fraud attempt. Before processing the order, request phone numbers for both addresses and proof of ID and address as mentioned earlier. If you have any questions or in any doubt about the legitimacy of the caller, why not ask for a bank transfer instead? That way you cannot be at any risk. If you choose not to do this then it is critical you obtain proof of ID and address.

Come to collect Finally, if a consumer requests to come and collect from your premises and pays by card again always ask for proof of ID and address. If you do this, you will avoid the fraud. Expert: Stephen Johnson Company: Quooker Background: Stephen Johnson is managing director of boiling water tap manufacturer Quooker which has been targeted by credit card fraudsters. He joined the Dutch company in 2006 when it was a start-up operation in the UK and Johnson now leads a team of 60 employees. Prior to this he was MD at Neville Johnson. Contact: www.rdr.link/KK053

Report zero-rate Most taxable goods and services are taxed at the standard rate of VAT, which is currently 20%. The standard rate has remained at 20% since April 2011, although historically it used to change each April. Certain goods and services, such as child car seats and domestic fuel, are chargeable at a reduced rate of 5%, while certain goods and services are classed as zero-rated. Goods and services which are classed as zero-rated must still be reported on in your VAT return but you must charge a zero rate of VAT on them. Goods exported to non-EU countries are zero-rated. In addition, there are certain goods and services which are exempt from VAT, such as medical and care services, education and vocational services as well as burial and cremation services. These don’t need to be reported on for VAT purposes, although you should still record them in your

general business records. Goods and services provided to charities can beneﬁt from a reduced rate of VAT.

Register for VAT Businesses are required to register for VAT if they have a VAT-taxable turnover of £85,000 or more. A business calculates its VAT-taxable turnover as the total value of all the goods and services it sells which are not VAT exempt. Unlike other taxes, this is a rolling 12-month threshold, not a ﬁxed period such as a tax year or accounting period. This means that if you believe your turnover is close to the threshold, you need to keep a close eye on it and register for VAT when it exceeds the £85,000 threshold. You can register for VAT voluntarily, even if your business is below the threshold, if you believe it will be advantageous to your business. But you won’t be required to do so. Once registered you must charge VAT on your non-exempt goods and services and a business will be required to submit a VAT return to HMRC every three months. This must include reporting on total sales and purchases, how much VAT the business owes and how much it can reclaim on business purchases. Businesses must submit a return even when there is no VAT to pay or reclaim. A Final VAT return will be due if you cancel your VAT registration. While nearly all consumers are aware of VAT, fewer are aware of the circumstances when it is chargeable which can lead to confusion. For small businesses and start-ups, the idea that they would have to register for VAT can prevent businesses from growing to their full potential. While increased simplicity would be welcome, greater awareness will hopefully take some of the complexity out of VAT.

Expert: David Redfern Company: DSR Tax Claims Background: Managing director of DSR Tax Claims, a firm of tax rebate specialists serving clients nationwide. The company specialises in identifying allowable expenses for tax rebates for employed and selfemployed subcontractors Contact: www.rdr.link/KK054

www.kandbnews.co.uk K&BNEWS DECEMBER

BUSINESS

Q&A LISA DAWSON

Working with influencers Influencer Lisa Dawson has recently appeared on the Hillary’s Blind TV ad campaign, worked with Grohe and Soak Bathrooms and is currently working on a project with Kohler. Here she talks about how kitchen and bathroom businesses can benefit from working with social media stars What is your design background and how did you become an influencer? A: It was completely unexpected to be honest. I’d been a PA for years but I’ve always done something creative on the side. I used to import and design shopping bags with an online shop on Notonthehighstreet and an Etsy shop selling vintage stuff. I also always liked taking photos. Four years ago we moved from Pinner up North and I just started posting photos of how I was restyling my new house. I joined a hashtag, met interior stylist Dee Campling and we set up a UK hashtag for interiors. When I started in 2016, there was no such thing as interior influencing. They had been doing it in beauty and fashion for a long time but there was nothing in interiors. The reason for that is the generation using social media were all into fashion and beauty and now that age group, which is 25-35, have started to rent and buy their own homes and are starting to spend money on their houses.

What platforms do you work across and which is your strongest? A: I started on Instagram but my blog is a massive platform for me. It’s not all about the Instagram post, now, because it’s a very different place from where it was four years’ ago, as traction and reach is difficult to achieve. I’ll do stories and videos on IGTV, blog posts which are eternal content, and Pinterest. You can’t rely on having one platform if you are working in influencing.

Have you worked with any kitchen or bathroom companies? A: I’m working with Kohler at the moment. I’m renovating my garage and working with them on both the kitchenette and bathroom. I’ve also worked with Grohe and I went to ISH in Frankfurt with them to look at all their new products. I’ve also worked with Soak Bathrooms.

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Are you fairly selective about the companies you work with? A: Yes. I will only work with companies if the product is good and I’m happy to talk about it. I have a very varied demographic, so I can’t work to one price point. I have got the 25 year olds who will be looking at the Soak Bathrooms price point and I’ve also got the 45 year olds who will look at the Kohler and Grohe price point.

What are the biggest misconceptions companies have about working with influencers? A: There used to be brands contact me that would say ‘we will give you a sofa and in return we want this’. What they don’t understand is the sofa is just the prop. I don’t work for cushions. It has got so much better, recently, but brands come in and think you are happy to work for “gifting” but it’s not really a gift because I can’t do the job unless you give me the prop. For the companies who are only interested in “gifting”, they get a great deal but the influencer doesn’t. There is an influencer triangle with the brand, the audience and the influencer and everybody has to benefit from this equally.

What benefits are there for a company working with an influencer? A: What they get from working with an influencer, like me, is a massive audience. They open themselves up to an audience who might not have seen their product before. Good influencers are respected for their views. People know I wouldn’t say a product was great unless it really was great.

What should a company consider when employing an influencer? A: Because it’s been a very fast-growing industry and it’s also a saturated industry, companies need to look carefully at the person they are employing. They need to check their following to see they are authentic because of the vast amount of influencers out there who have bought followers and likes. I always like the brands who ask for proof of my demographic, proof of my engagement and proof of my impressions. Also look at the quality of what they are producing, it needs to be good enough so companies can regram it on their own channels.

Would you work with small, independent businesses as well as large brand names? A: Absolutely. I started my career working with small, independent businesses and I still do that. In the interiors industry, we need small, independent businesses.

If I gave you a 10-second Elevator Pitch what makes your work cut through? A: I’m consistent in my posting. I’m consistent in my blog writing and I engage with people. You need to be engaging and people should be able to feel like they can talk to you.

LAST WORD

NEWS & VIEWS

Grow business with house developers

Commercial director of Ideal Bathrooms Danielle Lillis says developer sales offer organic growth opportunities for independent retailers and can build a long-term dependable income stream The contract market is heavily dependent on the success of the construction industry and, with England in the midst of a housing shortage, the opportunities to win contract work are growing. The UK is already experiencing increasing numbers of small to medium-sized projects, which see developers building anything from four luxury properties to 40 houses on one site. New-build dwellings are in high demand and with housing developers’ minds shifting away from lower-priced products to quality and durability, there’s never been a better time for bathroom retailers to explore this relatively untapped market.

Think local Regional and local developers account for 90% of UK housebuilders, offering unique opportunities for bathroom retailers. Contracts for residential and low-level commercial projects offer a stable, dependable income stream for

retailers, especially when showroom footfall is quiet. Albeit a more competitive sector than retail sales, longer-term projects provide continuous revenue throughout the length of the contract, enabling businesses to make strategic financial decisions. By working and building strong relationships with reputable residential property builders, retailers have the opportunity to showcase their experience, specialist knowledge, product offering and high-quality service, which could lead to business referrals and future contracts. In addition, projects are easy to scale up, providing further opportunities to increase sales. It’s understandable retailers are not currently investing heavily in the contracts market as they feel it’s time-consuming and requires a degree of focus to search for opportunities. It’s up to distributors, like us, and suppliers to help retailers enter this market so they can reap the financial benefits.

Discover contractors It’s not as difficult as you might think to ﬁnd contract work. It’s essential for retailers to pay attention to upcoming building developments and to start conversations with contractors, discussing what services they can offer. With hundreds of small housing developers in the UK seeking to differentiate their properties from national builders’ projects, many often look to specify high-quality bathrooms with a focus on design, which is where retailers can step in to help with their expert advice and variety of superior brands. Talking to local installers and tradesmen and building strong, trusted relationships can often lead to information that can be followed up by retailers too. Embracing contracts and the possibilities they offer makes perfect sense. I certainly believe this is a market to invest in for bathroom retailers who are looking to grow their company and ultimately increase sales.

www.kandbnews.co.uk K&BNEWS DECEMBER

PRODUCT

SHOWCASE

To book a panel in this section please call Nina Goldberg on 01923 237799 or email nina@hamerville.co.uk MAXTOP

SNICKERS

GEC ANDERSON

SNICKERS WORKWEAR’S NEW HOODIES AND SWEATSHIRTS

MAXTOP QUARTZ ADDED TO MAJOR WORKTOP DISTRIBUTOR’S RANGE Kitchen and bathroom surface manufacturer, Maxtop Quartz, is now being offered by leading worktop and decorative surface distributor, Blackheath Products. Maxtop will supply the distributor from its extensive stockholding and product is available to consumers now. The partnership will allow the Birmingham-based business to achieve fast conversion of orders to its retailer network with no delay for template and fit. Maxtop Quartz is characterised by its patented honeycomb interior which makes it much lighter than solid stone worktops as well as being much simpler to handle and install.

Tel: 0161 224 0333 www.maxtopquartz.co.uk

MUDD

The new range of Hoodies and Sweatshirts for craftsmen and women are probably the most comfortable we’ve ever designed. The ‘Full Zip’ or ‘Overhead’ Sweatshirt and Hoodie choices are ideally combined with Snickers’ First and Second Layer Undergarments and can comfortably be worn under a jacket on chilly days. Street-smart and great for onsite or leisure activities there’s a range of styles and colour options to choose from.

For more information on Snickers Workwear call the Hultafors Group UK Helpline on 01484 854788, checkout the website and download a digital catalogue at www.snickersworkwear.co.uk or email sales@hultaforsgroup.co.uk

SANIFLO

STAINLESS STEEL WORKTOPS GEC Anderson stainless steel worktops are practical, and highly attractive. Made to measure in top quality brushed satin stainless steel, a wide range of sinks can be integrated in any position and combination. Edge profiles can be tailored to individual requirements. L-shaped and irregular shaped worktops can be formed in one piece, avoiding joins. Cut outs, for taps and appliances, are formed, as needed. Founded in 1962, GEC Anderson specialise in stainless steel worktops for domestic and commercial applications. Stainless steel splashbacks, panels, doors, drawer fronts and shelving are also available. A full measuring and installation service is offered for complete peace of mind.

For further information please call 01442 826999 or visit www.gecanderson.co.uk

SCF HARDWARE

NEW MUDD S1 MAKES TILING EASY Due to popular demand, MUDD – the new brand of tiling from Building Adhesives Ltd – have launched a new rapidsetting S1 tile adhesive to its range. MUDD EasyFixer provides fixers with great benefits including 45 minute pot life, 20 minute open time and only 3 hour set for fast track installations! Highly flexible with S1 deformability, MUDD Easy Fixer is perfect for tiling onto any background including anhydrite, cement screeds, existing tiles, asphalt and even existing vinyl tiles. It is also perfect for underfloor heating and overlaid timber floors. So whatever your tiling job, be an EasyFixer with MUDD!

www.mudd-tiling.com

NEW KINELISSE SHOWER TRAY FROM SANIFLO Saniflo, market leading producer of macerators and pumps, has introduced the Kinelisee shower tray to its portfolio. Kinelisse is a comprehensive range of high quality contract trays featuring simple, classic looks. The slimline, low profile white gloss tray is of stone resin construction and both sturdy and durable. Designed to suit any style and décor of bathroom it comes in a vast range of sizes and variations from 800mm through to 1800mm in square, rectangle, quadrant and off-set. A brand new Kinedo Shower Tray brochure is now available for download from www.kinedo.co.uk or hard copies can be sent by post by filling in the contact form on line.

‘SOFT CLOSE MAGNETIC CATCH FOR BUTT HINGED DOORS’ White Oak, Cherry, Walnut, Maple and Mahogany. This catch allows for easy opening at the same time as soft closing with its two powerful geodynamic magnets exerting sufficient force for both actions.

For further information please visit www.scfhardware.co.uk or telephone 01202 857140

www.saniﬂo.co.uk 020 8842 0033

AQATA

CERAMIQUE INTERNATIONALE

SENSIO LIGHTING

Leading tile specialist Ceramique Internationale has expanded its range of glazed brick wall tiles with the addition of Morris, a new collection from Spanish manufacturer Estudio Ceramico. Morris is a soft colour collection featuring six calming, muted shades – including Green Mamba, Neo Mint and Ocean Blue. The Morris collection draws inspiration from the Art Nouveau movement, featuring four geometric floral décor tiles which complement the range’s plain, glossy bricks. The tiles have nature-inspired names – including Blackberry, Sunflowers, Tulip and Rose – and also feature strong curves and a washed out, vintage worn effect.

Alpha is the newest, super slim-line under cabinet spot light hitting the market from KBB lighting design specialists, Sensio. Offering a profile of just 4mm in depth, it boasts a high light output of up to 330 lumens. Available in either warm white or cool white light in a sleek stainless steel finish, or natural white light in a matt black casing, this fitting can be used in a contemporary or traditional kitchen setting, and can be paired with Sensio’s popular square Luce plinth light of the same geometric design.

REEDED GLASS SHOWER SCREENS FROM AQATA Curves, colour, style and intricate detail can be found in the bathroom, from industrial to newdeco. Creating the bathroom has become on an interior designer’s dream. Reeded glass is set to be the next big thing in bathroom design. For years the bathroom has been a whiteboard, a fully functioning backdrop, white bathtubs, clear glass shower screens with barely visible joins, no glitz or glam. The reeded glass shower screen from AQATA brings with it an aura of sophisticated elegance. The 2000mm high panels of 10mm thick glass can be framed in chrome, gold or matte black, matching towel rails are an optional extra.

www.aqata.co.uk

48 DECEMBER K&BNEWS www.kandbnews.co.uk

www.tilesandmosaics.co.uk

www.sensio.co.uk

MARKET PLACE

To book a classified in this section please contact nina@hamerville.co.uk Doors

Design Software

Kitchens

T 020 77 23 51 31 E info@hackerkitchens.com W www.hacker-kuechen.com

Worktops

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BATHROOMS NEWS For further information on advertising please contact Nina Goldberg on 01923 237799 or nina@hamerville.co.uk Kitchen manufacturers

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ADVERTISEMENT INDEX Crown Products ................................................................ (outside back cover) Elica ............................................................................................................ (page 29) Franke UK.................................................................................................. (page 37) Grohe .......................................................................................................... (page 19) Harvey Softeners .................................................................................... (page 6) Hills Panel Products .............................................................................. (page 17) KBB .......................................................................... (inside front cover, page 3) Kronospan .................................................................................................. (page 4) Perrin & Rowe ........................................................................................ (page 34) R. Hamilton .............................................................................................. (page 33)

PRODUCT SHOWCASE Maxtop ........................................................................................................(page 48) Snickers ......................................................................................................(page 48) GEC Anderson............................................................................................(page 48) Mudd ............................................................................................................(page 48) Saniflo ..........................................................................................................(page 48) SCF Hardware............................................................................................(page 48) Aqata ............................................................................................................(page 48) Ceramique Internationale......................................................................(page 48) Sensio Lighting..........................................................................................(page 48)

Reginox .................................................................................................... (page 15) Samsung .................................................................................................... (page 13) Westin ........................................................................................................ (page 24)

KI TC HE NS &

BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

OCTOBER 2019

LUXURY BATHROOMS

Is it expense, expanse or experienc e which creates a coveted project?

CONCEALED KITCHENS Practicalities of designing ‘invisible’ projects

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