Kitchens & Bathrooms News November 19 by Hamerville Media Group

KI TCHENS &

BATHROOMS NEWS THE BUSINESS MAGAZINE FOR KITCHEN & BATHROOM PROFESSIONALS

NOVEMBER 2019

IFA REPORT 5 global mega trends impacting appliance design

DIGITAL BATHROOMS Do “retreats” require a digital de-tox?

KITCHEN SINKS How colour is challenging the dominance of stainless steel news ■ expert views ■ company profiles ■ products ■ competitions ■ SME support www.kandbnews.co.uk

NO 144 VOL 13 NOVEMBER 2019

contents NEWS & VIEWS 5 First word Editorâ&#x20AC;&#x2122;s opinion

6 News

Round-up of industry headlines

10 Out & about Pictorial-led report of events

12 People Appointments and promotions

13 Inbox Reader feedback

14 Most wanted Phil Beechinor of Alexander picks his favourite three products from our October issue

15 Talking shop Kbb consultant Graham Jackson says the retail industry must step up using technology

47 Last word Country manager of Novy UK Owain Harrison says induction is an answer to combating climate change

KITCHENS 17 Kitchen sinks How texture and colour is influencing the wet zone

22 Just out The latest kitchen product launches

26 IFA report 5 global mega trends shaping appliance design

BATHROOMS 28 Digitalisation How designing a retreat marries with the influx of digital products

32 Just out The latest bathroom product launches

36 Lighting

Illumination is not just about lamps, lighting effects and IP Regulations, you must now pay heed to the controls

38 Sleep+Eat preview We offer a curated edit of what you can expect to see at the show

DESIGN 40 Design know-how Get to grips with technology, materials and planning

BUSINESS 42 Reader profile: Concept 17 How a former kitchen franchise business transformed into an independent kitchen retailer

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

46 Supplier Q&A: Instant Kitchen Company How an installer spotted a gap in the market to help kitchen retailers better service their clients www.kandbnews.co.uk K&BNEWS NOVEMBER

FIRST WORD

NEWS & VIEWS

Buckle up for bumpy ride Two heavyweight industry conferences – the Kitchen & Bathroom Business Conference and the KBSA conference – both shared the same opinions. Buckle up it’s going to be a bumpy ride and uncertainty is the only certainty, at least in the short-term. But while it may seem like the industry is painting a bleak picture of a dystopian future, with a fast-moving political landscape and ever-changing economy, there were positive takeaway points from both events. The first thing to remember is the playing field has been levelled. All bathroom and kitchen retail companies are facing the same challenges. The quickest to action and most responsive to the environment will win through, and that’s got to lie in the hands of small, independent businesses. Kitchen installations have fallen but the industry is still strong and despite the ongoing challenge from the likes of Wren, independent retailers still retain a good share of the market. And while online bathroom sales in the UK are the highest in Europe, head of trends at Insider Trends Cate Trotter reported at the Kitchen & Bathroom Conference 43% of consumers still research purchases by using retail spaces. And once inside a showroom, retailers can educate and encourage consumers into a sale. There’s arguably never been a better time to shine, linking the online and offline world, and the best news is the independent retailer is more in control of their business than ever before. The continuing growth of social media

enables retailers to talk directly to their customers, raise brand awareness, showcase their services and encourage consumers into store. And best of all social media is free! Joining in our most recent live Twitter chat about social media #KBNConvo, Kitchens by Nick McNally told retailers to use social media to start building connections, adding: “In today’s world some of the best relationships can start in the digital world.” And mirroring his view, sales director of Arcot Interiors Toby Griffin stated a quarter of his sales leads come from Facebook. But why not try influencing the influencers too – the architects, interior designers, plumbers and kitchen installers? They can all sway the decision of the consumer. So by appealing to them and encouraging them into store with their customers – it could further enhance the reach of your business. Whatever the outlook over the coming months, as the president of the Bathroom Manufacturers Association Allan Dodds summed up at its conference, don’t worry about the things you can’t control. What you can control is your reaction - so concentrate on that.

KBN LIKES ✔ …Parent company of Beko and Grundig has created sustainable technology for its washing machines and is prepared to share it for the greater good.

KBN DISLIKES ✖ …the uncertainty of the current climate. But businesses are all in it together and we’re assured the independent sector will win through

KBN WANTS ! …you to join in with our next live Twitter chat #KBNConvo where we will be forecasting the future and looking at quick wins, staying ahead of competitors on November 4, 12-1pm

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 NOVEMBER 5

NEWS & VIEWS

MAKING HEADLINES

Expanding production capacity by 1.1million units

IN BRIEF ■ Congratulations to Louise Thomas of Cheam Kitchens in Surrey who won the InSinkErator competition featured in our September issue. She correctly answered the Evolution 250 waste disposer features three stages of grinding. Thomas has won the InSinkErator Evolution 250 model.

■ Stoves has conducted a survey of range cooker customers to find out what they want in future models and the features and functions they value the most. The brand surveyed 1,000 UK consumers who had purchased any range cooker within the last two years. It revealed range cooker owners are getting younger, with the highest proportion (39%) aged 25-34 and they are no longer the preserve of the affluent, with the average household income of £35,000 or less. Read more at www.rdr.link/KJ001 ■ Part of European kitchen and bathroom buying group Der Kries, The KBBG has launched a consumer finance package for its members. It means KBBG members will now be able to offer their customers a variety of finance packages to support their sales. The packages available include “buy now and pay later”, “interest free” from three to five years, and “interest bearing” from five to ten years. Find out more at www.rdr.link/KJ002

6 NOVEMBER K&BNEWS www.kandbnews.co.uk

Vitra invests £35million into manufacturing Bathroom manufacturer VitrA has made a £35million investment into expanding its manufacturing plant in Bozuyuk, Turkey. It has seen the addition of a production line, which has increased its sanitaryware manufacturing capacity by 1.1million units to 5.6million units a year. According to the company, growth from European countries, including the UK, was a key factor in the factory investment. The project was completed in two phases and has added 40,000sqm of production space, creating close to 500 jobs. With the addition of robotic systems to increase manufacturing capacity, VitrA aims to increase its exports by €40million. According to the company, the VitrA brand already accounts “for more than half of all ceramic sanitaryware exported from Turkey.”

Managing director of VitrA UK Levent Giray said: “This is a signiﬁcant investment for the business that demonstrates our commitment to growth throughout Europe. “VitrA is enjoying huge success in the UK thanks to the development of products created speciﬁcally for the UK market.” In a speech at the opening ceremony, group chairman Bulent

Eczacibasi stated: “We’ve created a whole new production infrastructure at the new facility that blends technology and human labour. “VitrA’s growth in international markets contributed to our decision to make this investment. “VitrA is one of the leaders in Europe’s ceramics industry, with expertise acquired from over 60 years in the business. We’re very proud of our powerful position.”

Annual cost saving predicted as SEK 3.5million

Electrolux culls 1,600 jobs to streamline business White goods giant Electrolux has announced a plan to streamline its business, globally, which will include outsourcing parts of its current manufacturing and creating around 1,600 redundancies. The appliance company is set to spin off its Professional Products business as a separate company, create four regionally-focused business areas, as well as reorganise its key global functions. It is anticipated this will impact 875 non-production positions, globally, which will offset increased ongoing costs related to the separation of its Professional Products business. In addition, Electrolux has decided to outsource production of

vacuum cleaners from its Jaszbereby facility and a “signiﬁcant part” of its freestanding refrigerators also currently produced there. According to the company, it will impact approximately 800 production employees. However, Electrolux is also carrying out a manufacturing investment totalling SEK8billion over four to ﬁve years. Around €100million has been earmarked to spend on “automation, digitalisation and

innovation capabilities” in the production of high-end refrigerators made in Nyiregyhaza in Hungary. According to Electrolux, the measures are expected to generate annual savings of about SEK500million, which will take full effect from 2022. It means the total annual costsaving from ongoing efficiency activities and investments are projected to be approximately SEK3.5million, and these will take full effect from 2024. The restructuring changes of approximately SEK1.6billion will be reported as non-recurring items in the ﬁnancial results for the third quarter of 2019.

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Online-only brand returns to profitability

Better Bathrooms turnaround following acquisition and becoming online-only Retailer Better Bathrooms fortunes have turned around, having been in administration to becoming a proﬁtable business within six months, according to its new owner online retailer Buy It Direct Group The group acquired Better Bathrooms on March 18 2019, saving 25 jobs, and is now looking to recruit a further 25 members of staff to join the Better Bathrooms team. Buy It Direct now plans to beat the bathroom retailer’s £50milion peak revenue in just two years. The administrator of Better

Bathrooms closed all bricks and mortar stores, which meant Buy it Direct turned the business into an online model, operating from a central distribution hub. BetterBathrooms.com currently has over 2000 lines listed on its website and joins e-commerce businesses appliancesdirect.co.uk, laptopsdirect.co.uk and furniture123.com. Managing director at Buy it Direct Group Nick Glynne said: “We are delighted to have acquired Better Bathrooms, which

has great credentials within the bathroom and trade sectors, bringing further specialisms under the Buy it Direct umbrella.” “This acquisition is key to the continued growth of Buy it Direct, and allows us to maintain our position within the e-commerce market. We anticipate BetterBathrooms.com will become a real growth market for the group, as we establish ourselves as the go-to supplier of bathroom ﬁttings and accessories.” Nick Glynne continued to

forecast the ﬁnancials for the online retail business: “Our revenue trajectory shows that if we continue at our current pace, we will have taken Betterbathrooms.com from administration to smashing their peak revenue of £50m within two years.”

one of 18 retailers included in the list

Meeting global demand for coloured brassware

Victorian Plumbing named in Sunday Times Fast Track 250

Grohe invests €5million into PVD coloured finishes

Online bathroom retailer Victorian Plumbing has been listed in The Sunday Times and Fast Track’s Top Track 250. It is positioned at number 246 on the list of Britain’s top, private, midmarket growth companies. The inclusion of the company comes after achieving a revenue of £118million and a profit of £3.5million in 2018, which were both increases on 2017 figures. One of 18 retailers included in the Top 250, Victorian Plumbing is the only retail business which specialises in products for the home. Together, the 250 companies generated combined sales of £66.3billion, up 16% from £54.8billion in the previous year. They achieved profits of £5.9billion, up 21%, with nearly twothirds (152) increasing their profit margin. Victorian Plumbing has cited one

Global bathroom supplier Grohe is set to invest €5million into Physical Vapour Depostition (PVD) technology to offered coloured ﬁnishes at its handshower and shower systems factory in Lahr, Germany by the end of the year. The investment was announced by Grohe CEO and COO of Fittings at Lixil International Thomas Fuhr at a site visit to the production facility in the Black Forest. He stated it would bring the plant inline with a global consumer trend for colour and customised design. Thomas Fuhr commented: “With the PVD coating technique, we bring a high-end technology that in-

of the reasons for its success has been its ability to achieve high revenues with a low staff cost. Managing director Mark Radcliffe commented: “It’s fantastic to be featured in this prestigious category of businesses and is testament to our hard work in competitive and challenging times. “We’re now entering a period of even greater growth and increased proﬁtabilty with industry leading achievements to report in the coming months.”

line with a global consumer trend and also services a growth segment - hand showers and shower systems - in beautiful colours for customised designs in bathrooms. “With this investment, we’re increasing the manufacturing scope of the plant which puts us in a better position to bring the handshowers and shower systems in Grohe colours to market faster.” The Lahr site currently produces around 1,300 product variants and employs 750 people. Grohe has invested in its ﬁve production plants, worldwide, and it has spend €15million over the past three years on the Lahr plant alone. Plant manager Hans-Martin Souchon commented: “The technologies used at this site are cutting-edge in the sanitary industry and we’re proud that adding the PVD technology will create another highlight in our production of handshowers and shower systems.”

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

NEWS & VIEWS

MAKING HEADLINES

Company set to achieve £7m turnover

Reginox UK celebrates 20th anniversary

IN BRIEF ■ MD of HiB Robert Ginsberg has been named in Lloyds Development Capital Top 50 Ambitious Business Leaders for 2019. Now in its second year, the listing aims to highlight and celebrate the leaders of mediumsized businesses across the UK. Celebrating its 30th anniversary next year, during the past three decades HiB has grown from a small bathroom mirror business to now sell through showrooms in the UK and overseas. Read the full story at www.rdr.link/KJ003 ■ Biennial trade exhibition kbb Birmingham has partnered with The Used Kitchen Company to help exhibitors sell displays ahead of the show and encourage a more sustainable event. The Used Kitchen Company will arrange for transportation and storage of their displays after the show, for exhibitors selling their kitchens through the outﬁt. Established for 14 years, The Used Kitchen Company sells used and exdisplay showroom kitchens, encouraging consumers and retailers to recycle and reuse. See more at www.rdr.link/KJ004

Sink, taps and accessories manufacturer Reginox UK has celebrated its 20th anniversary. Headquartered in Holland, Reginox established the UK operation in 1999 and over this time it now offers a range that includes more than 150 sinks and 60 taps. With a customer base that covers the retail, merchant, kitchen manufacturer, distribution and housebuilding sectors, Reginox UK is set to achieve a turnover of £7million this ﬁnancial year.

Sales and marketing director of Reginox UK Dave Mayer commented: “We are immensely proud of the Reginox UK success story. Our founding office in the UK was tiny, manned by minimal staff and offered a range of just 30 stainless steel sinks and ﬁve taps. “We grew rapidly and, by 2004, we had relocated to 17,000sqft premises in Congleton, South Cheshire, and expanded our collection to 100 sinks, including steel, granite composite and ceramic designs. “With a change of management structure, business growth began to accelerate rapidly and, with the introduction of additional taps and waste disposal units to our range, we were well on the way to becoming a genuine one-stop solution.” He continued: “During the past

20 years the business has achieved consistent and steady growth due to strong commercial management, our parent company’s commitment to ongoing investment in advanced manufacturing techniques and a willingness to be ﬂexible in meeting customers’ needs. “Reginox has always achieved the right balance between practicality and design, and we constantly listen to our customers’ requirements. “I believe that all these factors have ensured our continued success and have made Reginox UK the company it is today.” The company is celebrating its anniversary through the introduction of an updated logo and by taking the entire UK team to Amsterdam, Holland, for two days in December.

Focus on customer service and sales through showroom

Coram creates retail sales division

■ Hotpoint has teamed up with Jamie Oliver for the Eat Your Fridge Challenge. The campaign is encouraging consumers to participate in seven days of being more mindful when it comes to cooking and committing to throwing away zero edible food waste. To help, Jamie Oliver has created recipes, tips and food hacks designed to help consumers look at food waste in a new light. Read the whole story at www.rdr.link/KJ005

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

As part of an enhanced focus on the bathroom retail sector, the Coram Group has created a retail sales division to focus on sales and enhanced customer service. It will be responsible for both Impey wetroom products and Coram surround sales through independent retail showrooms, designers and architect channels. Spearheading the project is newly-appointed retail sales manager Natalie Paley who reports directly to group sales director Steve Huntley. Paley will utilise her background in retail sales and account management, to plan and deliver business growth and meet key

sales objectives. These will include a focus on improved customer service, combined with the engagement of market opportunities and development of new sales channels. She commented: “I am incredibly happy to be taking the reins at such a pivotal period for Coram UK. My new retail sales team has made me very welcome and with so many projects on the horizon, we are going to be exceptionally busy; it’s a very exciting time to join the team!” Managing director of Coram UK John Blackburn commented, “We are focusing on the sustained progress and expansion of Coram UK, incorporating Coram Showers

and Impey Wetrooms, and are pleased to be able to offer our retail customers a renewed emphasis on service levels and strategic opportunities.”

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Attendees up by 30%

Kbsa conference acclaimed “resounding success” Trade association the Kitchen, Bedroom, Bathroom Specialists Association (Kbsa) reported its AGM Conference and Networking Dinner was a “resounding success”, with 30% more attendees than the previous year. Over 145 delegates attended

the awards dinner, which was held at The Stratford Manor Hotel, Stratford upon Avon. This year’s conference programme included three business seminars which covered, Social Media Solutions, The Customer Journey and The Future

Market Place. The seminars were followed by the AGM Conference, with keynote speaker Baroness Michelle Mone OBE who looked at the setbacks she encountered as well as the successes in building the Ultimo Lingerie business.

She also talked about the personal challenges she overcame and said that hard work and determination can bring results. National chair of the Kbsa Richard Hibbert said the association was delighted the conference was improving every year and focused on presenting topics that would help retailers stay ahead, despite the challenging trading conditions. Uwe Hanneck, acting Kbsa CEO, presented a review of the kitchen sector and said despite economic and political turmoil, the furniture market was strong and the future was bright for the independent kitchen retailer. Completing presentations from the Kbsa, national account manager Allister Reed outlined how the association had grown. Reed also revealed his plan to build the membership numbers and provide more beneﬁts to the Kbsa retail members.

Awards presented across nine categories

Kbsa announces winners of Designer Awards The Kbsa announced the winners of its 2019 Designer Awards at the Stratford Manor Hotel in Stratford upon Avon. The Designer Awards were presented following the Kbsa Conference and AGM by host Kevin Keegan OBE. Kitchen Designer of the Year (up to £25k) was won by Aileen Thomson of Kitchens International, while colleague Angus Mackintosh of Kitchens International scooped Kitchen Designer of the Year (£25k£50k). Making it triple honours for the Scottish kitchen retailer, the Kitchen Concept Award was

presented to Gary Gourlay of Kitchens International. In addition, Dan Stronge of Jones Britain scooped double honours, having been awarded Kitchen Designer of the Year (over £50k) and the KBSA Designer of the Year. Bathroom Designer of the Year was presented to Hollie Kerr of EKCO and the Young Designer of the Year was named as Adam Bornok of Cu-Cucine, who received an education grant of £1,500 and a £500 cash prize. Regal Kitchens won the Kbsa Customer Service Award and the Supplier of the Year was named as

BSH Appliances. National chair of the Kbsa Richard Hibbert commented on the quality of the ﬁnalists: “Congratulations to all of the

shortlisted designers and the winners. The standards this year were extremely high, reﬂecting the outstanding talent amongst members we can all be proud of.”

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

NEWS & VIEWS

MAKING HEADLINES

Out & about

Cosentino unveiled its latest advertising campaign featuring former supermodel and business woman Cindy Crawford, with an appearance from the lady herself Quartz surfacing brand Silestone by Cosentino unveiled its Tops on Top 2019 advertising campaign featuring supermodel and businesswoman Cindy Crawford, at Zela restaurant in London. The event was attended by Cosentino’s key European clients and partners, as well as Cindy Crawford herself. The campaign will be used in print and online publications, including social media, with a focus on those which specialise in fashion, design, interior and architecture inspiration from around the world. www.rdr.link/KJ006

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

NEWS & VIEWS

PEOPLE

Position filled Appointments and promotions across the industry

HIB

VITRA

CAPLE

KONIGSTONE

HiB has announced the appointment of Neil Whitehead to the role of quality assurance manager. He has over a decade of experience in quality assurance, having worked with the likes of Walgreens Boots Alliance, and having gained many technical qualiﬁcations during his career. Whitehead will be responsible for overseeing all elements of product quality, including compliance and technical management, including the product support line.

Bathroom manufacturer VitrA has expanded its UK sales team with the appointment of Darren Bailey as area sales manager for the Midlands. He will be responsible for VitrA’s Bathroom and Signature collections. Bailey has had a long career in the bathroom industry, spending 15 years as a showroom manager where he speciﬁed high-end products including VitrA. In addition, Bailey has also worked at Davroc, where he was employed as a business development manager.

Caple has appointed Nadeem Sharif as business development manager for Suffolk, Essex and North East London regions. He has a kitchen and bathroom background, which has involved selling a variety of products to independent retailers, nationals, DIY, builders’ merchants and regional house builders. In his new position, Sharif will be responsible for growing the brand’s presence and selling into kitchen and bathroom retailers, merchants, designers and electrical wholesalers.

Worktop supplier Konigstone has recently appointed Dan Snaith as regional sales manager. Having started in the KBB industry over 15 years ago, he joins the team with experience in sales from his position working with a components supplier and then Rotpunkt kitchens. In his previous role at Rotpunkt kitchens, Snaith was responsible for selling kitchens, including worktops that were often supplied by family-run business Königstone.

WILSONART UK

Neal brings his expertise to the existing Wilsonart speciﬁcation team led by George Emms (pictured left). Commenting on his new role, Paul Neal said: “I’ve worked closely with Wilsonart on many occasions and always admired the company. I’m joining during a period of growth and look forward to leading several exciting projects already on the horizon.”

CORAM UK

KARONIA

Showering supplier Coram Group UK has appointed Natalie Paley as national sales manager for its retail sales division. She started her career as an area sales manager for Wavin and worked as an area sales manager at Zenhder and Bisque Radiators. Paley joins Coram UK from Bathroom Brands where she was national account and sales manager.

Solid surface worktop specialist Karonia has appointed Andy Birkbeck as head of sales for its projects division. With almost 30 years’ experience in the KBB industry, he began his career working as a kitchen designer. Birkbeck has held a number of sales roles in the industry, including at NESP. He joins the company from F Jones where he was sales director.

Paul Neal has joined Wilsonart UK as a senior project manager, working with the company’s speciﬁcation team, Specialising in solid surfacing, he has a track record in the design and implementation of large, high street roll-outs. Neal joins the company from J Rotherham Group where he was sales director and prior to this he was product director at IDS.

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

YOUR THOUGHTS

NEWS & VIEWS

TOP PRODUCTS

K I TC H E N S &

BATHROOM S NEWS

MOST WAN TED AWARD

Most wanted

Managing director of kbb retail business Alexander Phil Beechinor selects his favourite products from our October issue and explains why they have caught his eye

1. CD UK A great addition to the CD UK bathroom range is the new collection of Primo basins and wash troughs. The Primo range is available in circular, oval or rectangular models and all can be integrated into a Corian vanity top for a seamless look. The Primo range comes as standard in either a Glacier White or neutral Concrete, however can be ordered in over 100 colours. See all the basins in the range at www.rdr.link/KJ007

2. KUDOS Originating from the Original range by Kudos, the company has now released the Original6 range. The 6 comes from the 6mm toughened safety glass that features throughout the range, and the collection builds on the former pivoting, straight and curved sliding doors. The Original6 range also offers several useful features including quick release guides for easy cleaning, stainless steel pivot mechanisms and adjustments for precise closing. Explore the collection at www.rdr.link/KJ008

3. DAVAL One of the most popular displays in our showroom is the Daval Langham kitchen. The Langham range is a fantastic option if you want contrast in a kitchen. At our Worthing showroom, we have teamed Langham Basalt doors with a Mayfair Dove Grey bank of units and Dust Grey cupboard units to create a stunning natural kitchen. The great thing about working with Daval is its Option-I manufacturing, which offers made-to-measure furniture and is a fabulous option for bespoke kitchen design. Read more details at www.rdr.link/KJ009

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

TALKING SHOP

NEWS & VIEWS

Bridge the tech gap Let’s be blunt, many kitchen and bathroom studios are stale and tired. Owners or managers have singularly failed to adapt to meet the modern customers’ shopping patterns. Technology is not about robotic chefs cooking dinner; it is, however, about maximising your visibility and the customer experience on every channel. The journey starts with your brand and market position. Some retailers have this spot on, particularly in the luxury sector, others are sending confusing messages. You need to have a clear brand vision and everything you communicate, sell and do must underpin this. I worked with a kitchen retailer, recently, who had not sold a kitchen in six months. Cash flow was a massive challenge and he was teetering on the brink of oblivion. We examined his brand, competition, product offer and selling process. By repositioning the brand as more affordable, reworking the key website messaging and SEO, and launching social media to support this, he sold two kitchens in four weeks.

Starting with mobiles We start shopping at home. Smart phones are the key. We look at our phone on average 52 times a day and this can be up to eight hours viewing time. We have access to unlimited information, and we want it to be simple and clear. How is the mobile responsiveness of your website? Some showrooms have recognised

Former MD of Bells of Northampton and now kbb consultant Graham Jackson says the retail industry is stale and must step up in terms of using technology to attract sales this and they undoubtedly have a competitive advantage. Your website is the biggest window to the world you have. It needs to reflect your brand, be clear and consistent in its key messaging and engineered to rank organically. Most kbb websites are dull and often don’t reflect the store. But glossy websites and shoddy stores are a recipe for disappointed customers. Artificial Intelligence, such as Chatbots, is old hat now but it still used to great effect by some kbb retailers.

Let’s get social Don’t just have an Instagram account, or occasionally post on Twitter or Facebook. These platforms are fabulous ways of growing your brand. Use bloggers or influencers in a targeted way to drive people to your store or website. Some manufacturers such as Ca Pietra or Bathroom Origins are fabulous at using social media to increase brand awareness. The various

media have different audiences and it is important to know who your target customer is. Good showrooms are creating new sales leads on Instagram, Facebook or Houzz daily.

Tech in store Finally, don’t forget your showroom. I was lucky enough to host a Virtual Worlds’ Virtual Reality presentation recently. The ability to stand in your new bathroom and open cupboards or appliances, change colours or move furniture was hugely impressive. Alternatively use your CAD system to its fullest, let your designers express themselves. Use large screens to show the finished design. Give customers access to the internet (your site) in store and have free Wi-Fi to facilitate it. Don’t forget to build in Smart Home technology, not only in kitchen appliances but in lighting and Audio Visual. This technology is simple and effective and raises your showroom above the norm. The high street is challenged but the internet and technology is not the enemy. Used properly, it is your biggest ally. Graham Jackson is owner of The GJ Consultancy and has 20 years’ experience working at board level of companies including Heals, IKEA and Bells of Northampton. For more on his services visit www.rdr.link/KJ010

www.kandbnews.co.uk K&BNEWS NOVEMBER

SINKS

Crown bowls

KITCHENS

Is the stainless steel model sinking in sales as granite is beginning to answer the need for colour and texture in wet zones?

1 Once a commodity item, selected with a tap, in a box, the sink has finally come of age. Now chosen with utmost care, consumers are not only paying attention to the material and increasing choice of colour but also how the installation will affect the look of their kitchen environment. Sales and marketing director of Reginox Dave Mayer comments: “There was a time when I used to refer to sinks and taps as the ‘forgotten’ appliances, as the sink served no greater purpose that being somewhere to wash up and the tap was purely a functional item that delivered water. I always felt the importance of the sink was underrated, given that is it probably the most-used appliance in the kitchen. Thankfully, however, this is no longer the case, the sink and tap combination is now a key consideration for most homeowners.” And head of kitchen channel at Grohe UK Tony Wilson agrees: “Sinks have now become more of a focal point in the kitchen rather than a last

minute add-on, as they have previously been considered in the past. As one of the most visited spots in not just the kitchen but the home, it makes sense to highlight this area as a design statement and not just a functional area.”

Challenged by granite It means the default inset stainless steel sink, although still a volume seller, has been refined to create an array of style options. Dave Mayer of Reginox continues: “Stainless steel remains the most popular sink material and accounts for 70% of our sink sales. Over the past couple of years, its limitations have been pushed to the edge with new shapes, angles, profiles and, most recently, colours, being introduced.” And brand manager for KWC Larah kusiw agrees adding: “There’s a certain design cachet about stainless steel that makes it a firm favourite with consumers. It will never date and quite literally goes with everything.”

1. BLANCO Featuring a tier for multi-level functionality, Etagon sink comes in a variety of sizes, installation methods and materials spanning stainless steel, Silgranit PuraDur and Ceramic PuraPlus. It is available with a host of accessories from a pair of heat-resistant rails through to a chopping board and colander. Read more about the range at www.rdr.link/KJ011

“A key development in the sink market of note, over the last two years, is the greater variety of materials...Sales of composite and ceramic sinks have grown.” www.kandbnews.co.uk K&BNEWS NOVEMBER

KITCHENS

SINKS

2. PRIMA Prima+ Granite Sinks offer a choice of inset and undermount sinks with one bowl or 1.5 bowl configurations. The inset range is available in four colours, while the undermounts come in a choice of three colours. Read more at www.rdr.link/KJ012

3. TEKA The RF15 sink is an undermount single bowl, features 15mm corner radius and comes complete with a waste. Measuring 747mm wide, it has been designed for 900mm base units. Find out more details at www.rdr.link/KJ013

4. CARRON PHOENIX

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The Deca stainless steel sink range from Carron Phoenix is available as both undermount and inset options, It comes as a half bowl, a choice of three single bowls ranging from medium through to extra-large, plua a 1.5 bowl. Find out about the product specifications at www.rdrt.link/KJ014

However, stainless steel is being challenged by the influx of granite sinks which are tempting consumers into a purchase. With consumers looking for more natural colours in the home and adding texture, granite is coming to the fore. Marketing manager of Abode Leanne Adamson agrees: “A key development in the sink market, of note in the last two years, is the greater variety of materials. While stainless steel continues to take the lion’s share of the market, sales of composite and ceramic sinks have grown.” And marketing manager for CDA Steve Corbett concurs: “Although stainless steel still leads the market, alternative materials such as granite are becoming increasingly popular due to their hard-wearing, scratch-resistant nature and the range of colour finishes available.” Cosentino offers sinks which echo these benefits, as marketing co-ordinator Laura Davie comments: “Our Silestone Integrity range of sinks offer consumer the benefit of high resistance to daily wear and tear, making them easy to keep clean.” In fact, granite sinks have become so popular Franke recently invested in a factory in Slovenia which is dedicated to their manufacture. And marketing manager at Blanco UK John Robinson points to the Sublime Silgranite undermount sink as being one of the company’s best sellers. Now granite has been joined by solid surfacing, which is also growing in favour. Sales director of CDUK Andy Noble points out: “We’re seeing Corian sinks specified on an increasing number of kitchen worksurface projects. We’re selling around 30% more sinks that we were five

years ago.” In fact, such has been the impact of Corian, the company has also introduced a Belfast sink model: “This year, we’ve launched the Primo Signature Belfast style sink which is made from Corian Glacier White and has proved very successful”, says Andy Noble/

Increase of undermounts Interestingly, then, for sinks which can offer such stand-out styling, consumers are opting for the almost ‘invisible’ installations of undermounts. Industry experts suggest the growth is not only from the demand for sleek lines in the open plan kitchen, particularly around the island area, but the wider availability of solid surfacing, now at more accessible prices. Brand manager for Carron Phoenix Larah Kuziw explains: “Undermounting is a highly desired option and the development of more affordable solid surface products has opened up this style to more consumers who would otherwise have found it too expensive. Undermounting continues to grow year-on-year with more people being able to access this streamlined look for their kitchen within a midrange budget.” While Dave Mayer says undermounting also allows the consumer to better show off their premium surfacing: “Undermounting the sink enables the worksurface to be shown off to its best advantage, offering an enhanced and stylish alternative to the inset method.” In fact, such is the premium appeal of the undermount sink; it is often an upgrade in new houses. John Robinson of Blanco comments: “In building developments it’s one of the upgrades, consumers can upgrade from laminate with an inset sink to granite with an undermount as part of off-plan upgrade deals.”

Prep area challenge However, this trend is running concurrently with consumers demanding a workstation sink, with all the accessories required for food preparation. Jeannette Ward at Franke UK points out: “Functionality is a big design influence with consumers increasingly looking for products that make the workflow around the kitchen easer. For this reason, sink designs which allow consumers to multi-task are becoming increasingly popular, because with integrated accessories they allow users to chop, wash, drain and stain. If you add to that a hot tap or a spray tap and waste disposer unit, you have the perfect platform of everything in one place.” And John Robinson of Blanco agrees multifunctional sinks are a growth area, explaining: “Consumers are living differently and there are more multifunctional rooms, so they are also looking for that in their sink.”

5. FRANKE The Fresno granite sink has been designed so its contemporary in style and features a subtle pearlescent finish. Designed to be under mounted, Fresno boasts a large single bowl. Discover more details at www.rdr.link/KJ015

6. COSENTINO

Silestone Integrity Sink can be undermounted to match or contrast with the worktop, such as Blanco Zeus. There are no visible joins and are available in a Suede textured finish. Discover more about the range at www.rdr.link/KJ016

7. REGINOX The New York collection of contemporary stainless steel sinks is manufactured using a deep-drawing technique and offers a 10mm radius. Aimed at the higher-end of mid-market customers, the collection includes single, half, 1.5 and double bowl models. Find out more at www.rdr.link/KJ017

“Functionality is a big design influences wtih consumers increasingly looking for products that make the workflow around the kitchen easier.” www.kandbnews.co.uk K&BNEWS NOVEMBER

KITCHENS

SINKS

9 8. GROHE Offering a range of contemporary kitchen sinks, Grohe offers stainless steel models in PVD finishes to match the taps, such as this Brushed Cool Sunrise finish. It has also introduced its first composite sink models. See the PVD sink range at www.rdr.link/KJ018

9. CDUK As part of its Primo collection of Corian sinks CDUK offers the Belfast Signature sink made from the solid surfacing. It features a concealed overflow and comes in Glacier White with a matching drainer cover. Find out more at www.rdr.link/KJ019

10. ABODE The Dune bowl and drainer offers a natural design style thanks to its soft organic form, crafted from granite. Showcasing rounded corners, it comes in single and 1.5bowl models. Find out more at www.rdr.link/KJ020

11. KWC

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Zoe sinks from premium Swiss brand KWC are available in four sizes and feature minimalist design, such as a ghost overflow and discreet square waste operated by push-button. Pictured is the Zoe 110-50 sink with the sculpturally designed Zoe Pull-Out Touch-Light Pro tap. Find out more about the sink range at www.rdr.link/KJ021

11 But accessorisation tends to be at odds with the streamlined look of the undermount sink. However, it could be why Steve Corbett of CDA reports homeowners are opting for specific undermount models. He states consumers are seeking “a large undermount single bowl which can be used for cleaning big tins and trays plus a smaller single bowl which can be used for cleaning big tins and trays plus a smaller single bowl which can be used for staining, defrosting food or washing vegetables.” However manufacturers have started to offer accessorisation with roll-up drainers, for example. Blanco also offers a rail system for its Etagon sink, which creates a mid-tier of working space to rest a pan and the company claims it to be its fastest-growing sink.”

Greater sink choice It seems then designers need to have a greater arsenal of sizes, installations and finishes available to meet the increasing demands of style-savvy consumers. Alternatively designers could look for a range that offers the lot, the model in stainless steel or granite which can be inset or under mounted. John Robinson explains why the Etagon, which is available in a choice of materials and installation types, is key for retailers: “It allows our customers to have one model on display but be able to sell a Silgranit, a stainless, a ceramic or an inset model.” Whatever models and brands kitchen retailers choose to stock, certainly the sink that best meets the functional demands and style requirements of consumers is key.

KITCHENS

PRODUCT ROUND-UP

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2 1. KONIGSTONE Worktop manufacturer Kongistone has added Cotton Star, which features an off-white speckled shade, to its König Quartz range. Alike the rest of the König Quartz range, Cotton Star is claimed to be scratch-resistant, stain-resistant, as well as heat-resistant. As it is engineered stone, it has a consistent colour throughout and is reportedly easy to maintain. Read the full story at www.rdr.link/KJ022

2. FISHER & PAYKEL Appliance manufacturer Fisher & Paykel has introduced a quad door fridge freezer collection that incorporates Variable Temperature Mode technology. There are four separate food modes available: Fridge, Chill, Soft Freeze and Freeze and four separate compartments, one of which can transform from a fridge to a freezer. In addition, the quad door fridge freezers boast ActiveSmart, a control system that learns how consumers use their fridge and can anticipate future use. See the video of the fridge freezer at www.rdr.link/KJ023

3. CAPLE

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Sink and tap specialist Caple has just introduced the Harlo monobloc filter water tap made from solid stainless steel. It comes in a choice of three finishes – stainless steel, copper and gunmetal - in line with the current trend for metallics in the kitchen. A minimum of 0.5 bar pressure is required for the tap and a replacement filter is available as an optional extra, for the filtratration system which is located beneath the sink. Find out all the technical specifications at www.rdr.link/KJ024

5 4. FRANKE Adding to the Pescara family of taps, by Franke, is the XL pull down model, which stands taller than average at 500mm high and with a 46mm tap body, Pescara Pull Down XL features a spout that rotates 360˚ and includes a pull out spray with an integrated rocker switch to adjust the water ﬂow. The Pescara Pull Down XL is available in polished chrome and is backed by a 5-year warranty on working parts. Watch the video at www.rdr.link/KJ000

5. RANGEMASTER Appliance manufacturer Rangemaster has unveiled what it claims to be the UK’s ﬁrst range cooker with dedicated steam cavity – Nexus Steam. The 1100mm wide, dual fuel cooker features a 35-litre dedicated cavity which boasts steam injection and allows users control within a single degree. It is joined by an 11-function oven with a 79-litre capacity and seven burner gas hob. Read more details at www.rdr.link/KJ025

KITCHENS

PRODUCT ROUND-UP

6. DE DIETRICH Combining stainless steel, glass and copper is the latest Platinum collection from appliance manufacturer De Dietrich. It features a range of built-in ovens, hobs, microwave and extraction. The Platinum Collection includes hero product the multi-function oven with 11 cooking functions, six shelf levels and pyrolytic cleaning. View the entire collection at www.rdr.link/KJ026

7. AIRUNO Designer cooker hood manufacturer AirUno has extended its ceiling models with the addition of Phantom. The white glass model is available with either a white or stainless steel frame and can extract up to 412m3/h. Measuring 900mm wide, the four-speed hob operates at 51-65dB and can be fitted across or between ceiling joists – eliminating the need to build a bulkhead. Find out technical details at www.rdr.link/KJ027

8. HORNBEAM IVY

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British brassware manufacturer Hornbeam Ivy has launched its first 3-in-1 hot water tap, which is designed and manufactured in Britain. Forming part of its Steam Valve Original range, the Steam 3-in-1 is made from stainless steel and features a traditional design. It has a digitallycontrolled variable boiler which offers temperatures between 75°– 98° and boasts a spring loaded, safety valve. Find out more at www.rdr.link/KJ028

9. SMEG Italian appliance brand Smeg has extended its Portofino range cooker series with five larger models all measuring 1200mm. The range cookers include a mixed hob, including three gas burners, Dual UR 4.2kW, one electric teppanyaki plate, one induction domino with multizone and each model features a cavity with pyrolytic cleaning and multifunction oven with direct steam. They come in Red, White, Turquoise, Stainless Steel and Black finishes. See the Portofino collection at www.rdr.link/KJ029

10. CROWN IMPERIAL British furniture manufacturer Crown Imperial has added to its Meteor collection, with the introduction of the Galaxy kitchen. Meteor Galaxy is a handleless furniture range, offered in a stone effect, with mirrored plinths. Designers can choose from six stone effects and eight handleless rail finishes, including Copper, Bronze, Graphite or Black. Meteor also offers the option to add the Crown Tip-On soft-close drawers for push-to-open operation. View the brochures at www.rdr.link/KJ030

KITCHENS

IFA REPORT

5 global megatrends from IFA We visited the IFA exhibition in Berlin to find out what is influencing appliance design PERSONALISATION

HEALTHY LIFESTYLES Whether its food storage to offer optimum preservation or culinary techniques to preserve nutrients and flavour, or even air quality, health and wellbeing has been a growing influence on kitchen appliances. And this year saw no exception. Healthy eating continued to buoy the market for refrigeration with storage designed to prolong nutrients and it buoyed steam cooking, with Samsung introducing its split cavity Dual Flex oven, with Steam Dual Flex. Beko also unveiled its Combi Steam + oven, a multifunction model with a steam injection system, which forms part of its premium built-in kitchen appliances set for launch in 2020. While Bosch looked to air quality with the introduction of the CleanAir Plus filter, which it reports is the first pollen filter for extractor hoods. According to the company, it ensures kitchen and adjacent living areas are 99% free from pollen and features in its first ceiling hood with lift function. It also highlighted the need for the home to be a retreat from the noise of the outside world, improving well-being, with its current Silence Edition of “super quiet” home appliances.

2 2. BEKO An extension of its existing cooling technology, Beko introduced HarvestFresh which uses three colours to mimic daylight and will feature across a range of refrigerators. According to the company, it helps preserves Vitamins A and C. Watch the video at www.rdr.link/KJ031

1. BOSCH The DRH18LT65 ceiling hood features Lift technology and is only lowered when needed, where it effectively removes fumes, odours and pollen. Afterwards, it retakes its place on the ceiling It can be operated via the hob, remote control, the Home Connect App or voice control. See the video of all Bosch cooker hoods at IFA www.rdr.link/KJ032

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Burger King may have introduced the slogan “have it your way”, but the kitchen appliance industry has picked up on the trend for personalisation. There has already been ovens and hobs with a choice of trims, allowing consumers to customise a standard product. Now these have been joined by refrigeration, which could be chosen in a colour or personalised with photographs or favourite phrases on the Liebherr stand with its MyStyle refrigeration. Siemens and Samsung further explored the trend for personalisation with cooling appliances which could be assembled to suit user’s tastes and demands. Samsung introduced its Bespoke refrigeration line-up, designed to be freestanding or fitted flush into cabinetry, featuring a choice of three models, which could be combined and in an array of materials and colours. Personalisation was also reflected in the Aura hood from Miele where consumers can choose the colour of the mood lighting, as well as the aroma for its scent function.

3 3. SAMSUNG The Bespoke refrigeration collection is designed to be freestanding or fitted into a recess for a built-in look. They come in a modular design offering three models, ranging from one door tall freezers and freezers to a three door fridge. In addition, consumers can choose the front panel in a choice of three materials – Cotta Metal, Satin Glass and Glam Glass – and a palette of nine colours – offering a total number of 29,000 combinations. Find out more at www.rdr.link/KJ033

CONNECTIVITY For the ultimate personalisation of kitchen appliances, connectivity continued to be a growing theme across major domestic appliances at the show. And there was a focus on remote operation by app. Whether it’s for checking on cooking progress, viewing what’s in the refrigerator when out grocery shopping or laundry that talks to each other, so washing machines can talk to dryers allowing the appliance to choose the optimum drying programme, connectivity was core. The Miele G7000 appliance collection included a pyrolytic oven with integrated camera, allowing remote monitoring (FoodView) and operation, such as opening the door after the cooking programme has ﬁnished to reduce residual heat (TasteControl). And

connectivity was also key across AEG launches with the use of cameras, whether integral such as in its Foodview oven or an accessory for refrigeration with its SmarterFridgeCam app. Candy showcased how connectivity could be used in washing with its Snap & Wash function, which recommends the best and fastest programme from a photo of the load taken in front of the appliance on the Candy Simply-Fi app and Siemens and Bosch showcased how connectivity could create a seamless kitchen experience, with the connected washing machine and tumble dryer. Joining these, Siemens offered reportedly the ﬁrst American side-by-side cooling appliance with integrated camera in blackSteel. In addition, both Candy and Siemens showcased voice-controlled ovens.

CONVENIENCE

SUSTAINABILITY

While voice control may be the ultimate in hands-free convenience, there has been a more generalised use of sensors across appliances. They can help optimise the cooking process in the oven and now on the hob with AEG launching reportedly a world’s ﬁrst wireless and battery-less probe. Miele also claims to have launched a world ﬁrst in cooking – Mchef technology in its Dialog oven, where the user can place all the ingredients into the oven and by it monitoring how much energy the food absorbs it can cook all the ingredients together and reduce time taken. Beko looked at saving time spent on laundry chores with its Aquatech washing machine. According to the company it speeds up the process by 50% and improves fabric care by 50%, harnessing water power rather than just drum rotations.

Whether reducing food wastage or minimising energy use sustainability was a key theme at IFA. Beko developed HarvestFresh which uses three colours of light to mimic daylight to prolong food preservation and preserving nutients. In addition, Liebherr showcased its BioFresh and DuoCooling technologies, which create “market fresh” conditions on its new Monolith appliances. Keeping food fresher for longer also has the added beneﬁt of reducing food waste, with Liebherr reporting up to 55kg of food, per person in Germany, ends up in landﬁll on a yearly basis. Grundig focused on sustainability having

5 5. CANDY The Rapid’O washing machine was developed from consumer insights from the Candy Simply-Fi app which revealed 65% of customers were using quick washes. The model includes nine quick wash programmes, and boasts ‘Snap&Wash’. Read more about the technology at www.rdr.link/KJ034

created a washing machine filter which prevent microfibres entering the ecosystem. It is encouraging all appliance manufacturers to use the technology by sharing it with competitors. And further tackling plastic waste, which impacts on marine life, Grundig is recycling fishing nets, textiles and scrap waste and using them in the manufacture of its home appliances. To minimise the impact of the appliance in use, Beko and Miele both introduced automatic dosing for dishwashers. Consumers only have to fill up the dishwasher once a month and the dishwasher automatically uses the correct dosage for the load.

6. GRUNDIG

Introducing reportedly the world’s first washing machine with a micro-fibre filtering system, Grundig claims the technology will block 90% entering the water source. According to the company, more than one million fibres are flushed down the drain and end up in the oceans after every washing load. The company plans to share the technology with appliance manufacturers and you can read more on this story at www.rdr.link/KJ036

7. LIEBHERR

4. AEG Part of the Sensecook range, is the SensePro induction hob which offers a sous vide function. It reportedly boasts a world’s ﬁrst with a wireless and battery-less probe. Watch the video at www.rdr.link/KJ035

The Monolith refrigeration is available in three widths and freezers in four widths, with a height of 2131mm, and can be combined according to the customer’s requirements. They feature BioFresh technology to keep food fresher for longer at a temperature close to 0˚C , with variable humidity, and climate zone for fresh meat and ﬁsh. Monolith appliances can be controlled by the Inﬁnity swipe touch screen or Smart Device app. Find out more at www.rdr.link/KJ037

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BATHROOMS

DIGITALISATION

Escape room How does creating a retreat from the outside world marry with the increasing digitalisation of the bathroom space?

1 Much has been written about the evolution of the bathroom space, which has transformed into a sanctuary, a place of well-being to escape from the rigours of the outside world. It could be argued, as part of this, it requires a digital detox allowing consumers to retreat from being “always on” and return to a natural environment. However, as with all rooms in the home, there has been a steady influx of digitalisation into the bathroom space. Digital product manager of Mira Showers Suzannah Hallam comments: “Although there certainly seems to be a perception that digitalisation needs to be escaped, I would turn that on its head to say that a digital bathroom experience is the escape. The personalised bespoke offer, which can be created with digital products further enhance the user experience. Digital bathroom products allow the user to further enable the opportunity to turn the focus on you. With that in mind what more of an escape could you need?” And managing director at InHouse Wayne Dance agrees: “Using the latest technology to create a daily detox to life’s stresses should be an oxymoron. It’s about judiciously applying the benefits to create the ultimate retreat.”

Supporting megatrends Although aligned with luxury, industry experts state digitalisation should not be seen just as a gimmick. Instead it offers valuable and tangible benefits from enhanced sustainability, optimising water and energy use, through to creating inclusively-designed spaces for generations of all ages. And these topics are only going to gain greater prominence with global megatrends of climate change and

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urbanisation affecting resources and a growing ageing population necessitating multigenerational living. It means bathroom spaces are required to be easy to use to meet the needs of a broad church of abilities. It’s no surprise, then, that product and marketing director of Vado Angela Neve reports: “AMA Research recently stated that modern, digital and advanced technology will grow in popularity as consumers become more aware of their benefits.”

1. DURAVIT Designed in collaboration with Matteo Thun and Antonio Rodriguez, the D1.e features a flat operating button with LED coloured ring. A tap starts or stops the water flow and turning the button changes the water temperature which is indicated by the LED ring. Find out more details at www.rdr.link/KJ038

Showers take lead And the impact of digitalisation is evident across many product categories in the bathroom from climate control of heating and lighting, through to water delivery from showers and taps through to WCs. Taking the lead in the digital revolution has been the shower, with Aqualisa introducing the Quartz in 2001. It has since been joined by many manufacturers and models. In fact, digital showering has now been firmly established as a product category in its own right. Digitalisation not only allows for programming of optimal temperature and flow but also prevents the need for a run-off of water, while it reaches the required heat. And this has been reflected in Mira’s portfolio, as Suzannah Hallam comments: “As well as a fully configurable user interface which can be used to customise the duration and maximum temperature, the Mira Mode is also fully app-enabled. It allows the user to configure and operate the shower from their smart phone.” She adds: “As our first venture in app-enabled technology, the Mira Mode is proving to be extremely well-received into the market.”

2a 2a + 2b GEBERIT The AquaClean shower toilet offers warm air drying, heated seat, odour extraction and orientation lighting. In addition, it boasts a touchless automatic mechanism to raise the lid, with all functions controlled by a remote or app. Discover more about the range at www.rdr.link/KJ039

According to a recent UK consumer survey by sellhousefast.com on smart house technology 69% of the 1,424 respondents like the idea of digital controls for precise temperature, spray and timing for the shower. And Wayne Dance of Inhouse adds: “There is no question that the digital shower has transformed the morning drench from something we approach with dread to an entirely enjoyable experience. This is functional and purposeful gain, and a great example of how digital technology can discretely create a more luxurious bathroom experience.” Such has been the impact on water delivery, digitalisation has also seen the development of bathroom taps. Duravit and Grohe have both introduced digital taps, with the Matteo Thun and Antonio Rodriguez collaboration D1.e, and Grohe Plus, respectively, Vado and Mira both offer a digital bath filler.

Shower toilet growth However, arguably, one of the greatest developments in digitalisation has been the advent of the smart toilet. Consumer marketing manager at Geberit Holly Aspinall comments: “One of Geberit’s most popular digital products is undoubtedly the AquaClean shower toilet. As homeowners become increasingly aware of the importance of wellbeing in the bathroom, the movement towards washing with water is rising rapidly, a trend which retailers must be aware of.” It offers warm air drying, heated seat, odour extraction and orientation lighting all controlled by a remote or app. Such is the consumer interest in shower toilets the sellhousefast.com smart home survey, found a vast majority (83%) of Brits want self-cleaning WCs, with more than half interested in a deodoriser function and a third of participants wanting a heated seat.

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BATHROOMS

DIGITALISATION

3 3. VADO The Sensori digital shower is available as a single outlet or a dual outlet shower control. In addition, it also comes as a dual outlet with bath filler and boasts a remote control in the range. See the Sensori in action at www.rdr.link/KJ040

4. GROHE At ISH, earlier this year, Grohe introduced the digital mixer Grohe Plus which features an LED to show water temperature. Swiping a hand over the Eco mode sensor can immediately reduce water use. Watch how it works at www.rdr.link/KJ041

Smart mirrors next Certainly digitalisation is still in its infancy in bathrooms but more categories are slowly embracing the benefits it can offer, with industry experts suggesting smart mirrors will be the next big thing. Panasonic recently unveiled a mirror which analyses face shapes and skin condition to offer expert beauty and make-up advice. And these have been joined by mirrors which can help organise the day’s routine, as Angela Neve of Vado adds: “Building upon yesteryear’s infra-red technology, motion sensors will now allow hand gestures to control in-mirror lighting. On screen news, calendar alerts and email functionality is also being touted as the next form of bathroom technology.” And Suzannah Hallam of Mira agrees: “Through our parent company Kohler, the luxury American bathroom brand, we have definitely seen how the advent of smart mirrors create another product which further complements how digital capability can change the bathroom space.” Kohler’s Verdera smart mirror is compatible with Amazon’s Alexa and so the user can check the weather or alter the LED lighting by voice control. And voice control is also touted to be the future of the digital

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4 bathroom, as Wayne Dance comments: “With the uptake of voice-operated technology throughout the home, it makes sense that this will be the next big thing in the bathroom”, citing it “lifts the barrier for inclusive design”. Certainly digitalisation is only going to become more influential in the bathroom space, buoyed not least by the Millennial generation who expect technology, as standard. Holly Aspinall of Geberit offers the gentle reminder: “Ultimately when it comes to balancing the need for escape with the development of high-end tech, bathroom designers must be mindful to opt for products which directly appeal to our sense of wellbeing and help the homeowner disconnect in a sanctuary space, while at the same time incorporate technology in a subtle, sleek and stylish design.”

EXPERT VIEW Digital product manager of Mira Showers Suzannah Hallam comments on the benefits of digital showering While the digitalisation of the bathroom space can sometimes be interpreted as excessive or unnecessary, the merits of this growing functionality should not be underestimated. Some of the most frequently overlooked benefits of digital showering technology are the eco-friendly and sustainability benefits which can be achieved through its application. The Mira range of digital showers feature warm-up functionality which will either turn off the shower or indicate to the user that the shower has reached the desired temperature. This is in order to save unnecessary waste of the previous resource that is the water itself, as well as saving the energy that heats it. Similarly, the Mira range of digital showers also allows the user to set shower run times for the shower to turn itself off after a desired duration. Simply providing the user with an indication of the duration of the shower creates a visibility and awareness of water consumption. It encourages the users to at least consider the water consumed as part of their showering routine, and begin to take control of the water used as part of it. As the increasing trends and pressure to become more sustainable grow, I only see this type of functionality increasing. Just as a consumer would monitor their energy use using their smart meter, or their energy consumption using their app-enabled home thermostat, the expectation to report on and take control of water and energy consumption through their shower is more and more likely to become a reality, as manufacturers respond to consumer demand. One thing’s for sure – smart showering definitively means digital!

BATHROOMS

PRODUCT ROUND-UP

1. ROCA Manufacturer of bathroom products Roca has added to its brassware offering with Escuadra. Featuring a single lever design, Escuadra is available in basin, bidet, bath and shower mixer styles. It boasts Roca’s cold start technology, which means the boiler isn’t activated until the lever is in the ‘hot’ position, and Evershine ﬁnish which has been created to discourage limescale build-up. See the Escuadra collection at www.rdr.link/KJ042

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2. CROSSWATER Celebrating its 20th anniversary, Crosswater has introduced the Spectrum finish to its MPro range of brassware. Featuring an iridescent finish, which changes when seen from different viewpoints, it is created through physical vapour deposition. The Spectrum finish is available on a basin mono, with matching waste and bottle trap. Find out the technical specifications at www.rdr.link/KJ043

3. SCARABEO CERAMICHE Italian bathroom manufacturer Scarabeo Ceramiche has unveiled DecorLab patterns which can be applied to its Teorema 2.0 and Glam washbasins. There is a choice of four decorative patterns; Quadrotto, Sfere, Rio and Neutro. Quadratto is a relief decoration which is applied on the outside of the Teorema 2.0 basin. Also available on the Teorema 2.0 basin is Rigo Linear, a geometric relief decoration. Whereas the Sfere pattern can be applied to the inside and outside of the Glam collection of basins and completing the four patterns is Neutro, a tone-on-tone effect. Find out more at www.rdr.link/KJ044

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4. CABUCHON BATHFORMS Bath manufacturer Cabuchon Bathforms has launched the space-saving Studio bath, designed for where space is at a premium. Measuring 1522mm x 837mm, it takes design cues from its soaking baths and is 505mm deep. Made from composite material Ficore, which can be produced in any colour, Studio can be set into a raised deck or into a floor, installed as a drop-in or an undermounted model. Equally it can be fitted with panels to be freestanding. Read more details at www.rdr.link/KJ045

5. MERLYN Following research with an installer group, Merlyn has created the Merlyn IQ to make the enclosures easier to fit and address â&#x20AC;&#x153;pain pointsâ&#x20AC;?. The enclosures, which span sliding doors, quadrants, pivot doors and bi-fold doors feature a slot & lock system, so no screws or drilling is required. In addition, the Merlyn IQ enclosures can be assembled directly on to a tray. Watch the video at www.rdr.link/KJ046

6. LG HAUSYS Adding to its washbasin collection manufactured from Hi-Macs solid surface, LG-Hausys now also offers baths and shower trays. There is a choice of three baths, which have been designed for integrated installation with the tub enclosed flush-mounted into the panel. In addition, there are three shower trays and all products come in Alpine White. Download the specifications at www.rdr.link/KJ047

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LIGHTING

Take control Illumination is not just about lamps, lighting effects and IP Regulations, you now must pay heed to the effective control of light in the bathroom

1. GIRA Applying the Gira KNX standard, system integrators are able to merge all home applications into one KNX installation. Users can monitor energy consumption and control lighting whether indoors or remotely. Discover more about Gira at www.rdr.link/KJ0048

Considering illumination for a bathroom space is complex. Not only do the fittings have to correctly complement the room’s aesthetics but the lights must also provide a variety of duties from adequately illuminating the entire space, through to providing added brilliance for task areas. On top of that, it must also create a sanctuary space, not forgetting the need for lighting to meet IP Regulations. Much of this can be achieved by layering lights, as Andrew Orange of Orange Lighting says: “Layering with light is a technique that focusses on an interior as a whole. It can add height or width to a room as well as highlighting the existing features that provide personality.” He points out a room requires three levels of lighting; high, or ceiling height lights, middle or human eye level and low or floor level illumination. And these require a careful balance of light. According to the John Cullen Lighting webste: “Dimming control is essential. For a simpler effect, consider two dimmed circuits one for the general light and one for the task/mirror light and lower level effect light. A perfect solution is to use a control system, as this will give you four scenes to allow greater flexibility.”

BATHROOMS

1 Motion lighting Certainly controls seem to play a signiﬁcant role in lighting, alongside the lamp ﬁttings and lighting effects. And there are a wide variety, from motion sensor to remote control and even full home automation, now open to the bathroom designer. Motion light sensors not only provide a level of luxury but also offer accurate and more energy-efficient lighting. They can be used to illuminate the contents of cupboards in the bathroom or even the entire room. Managing director of Gira UK Mark Booth explains: “Intelligent passive infrared sensors (PIRs) provide a more advanced control option. Turning lights on automatically when someone enters a room has become commonplace, but a more intelligent PIR will recall different light levels based on the time of day. This can allow for different effects – softer lighting to wake up to, for example.” And sales and marketing director of Frontline Bathrooms Michael Sammon agrees PIR lighting is a practical solution for a family home. “Motion sensor lighting is particularly practical and potentially energy saving. It also offers advantages when

www.kandbnews.co.uk K&BNEWS NOVEMBER

BATHROOMS

LIGHTING

2 using the bathroom throughout the night, especially in homes where children may be getting up unsupervised.”

Remote control Designers may also opt for remote controlled lighting to create more tailored mood effects, particularly with the wide use of LED tape. Sales manager at TLW Andrew Marshall explains: “IP65 rated LED tape can be used in a wide variety of locations. When used in aluminium profiles, alcoves and niches it can provide mood lighting. Furthermore, attention has now turned towards how bathroom furniture can be improved using lighting, Wall-hung vanity units often feature LED tape underneath them to case a glow on the floor, thus creating a ‘floating’ effect.” And the RGB tape can be used with a remote control to sync between colours in the spectrum. Bathroom lighting can even be controlled by

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an app. Sensio offers an app to sync the control of lights and Sycamore Lighting also offers app controls, allowing the dimming of any light using a mobile device or voice-activated through Alexa and Google Play. And TLW offers the VEWsmart range which also allows multiple lighting products and styles to be controlled by voice command. What may have been unthinkable has been brought to the masses by the likes of Phillips Hue.

Full house automation Of course the smart home also plays its part and lighting is integral to the whole house automation and is the next step for architects or designers working to appease the tastes of high net worth individuals. Mark Booth of Gira comments: “To be really on-trend, lighting should all be controlled remotely. This is where the connected technology can really win out with architects and designers. High-end consumers

are looking for the very latest lighting technology and there is increasing demand for connectivity in every area of the home.” He adds: “Using lighting to accentuate key parts of the room and create different scenes, paired with an intelligent control, will have a big impact on the overall ambience of the bathroom [or kitchen] and elevate it to the next level of design and functionality.” Indeed, as energy costs continue to rise, consumers are aware of energy use and waste, consequently connectivity could be the future of all home lighting. And in fact, Booth offers a word of warning: “Architects, designers and installers who continue to rely on commonplace traditional methods of illuminating the bathroom or kitchen will ultimately lose out if they fail to embrace this shift towards increased connectivity.” So alongside the light fittings and effects, take a look at the way to operate the illumination and really take control of sales.

“To be really on-trend, lighting should all be controlled remotely. This is where the connected technology can really win out with architects and designers. High-end consumers are looking for the very latest lighting technology and there is increasing demand for connectivity in every area of the home.”

2. TLW IP65-rated LED tape can be used in a variety of installations, such as in a bath plinth as shown. It can be used with a range of corner, surface or recessed profiles. See all the options at www.rdr.link/KJ049

3. FRONTLINE BATHROOMS Motion sensor ceiling lights will operate automatically by detecting movement. The sensor has a range of up to 10m and 360°, with an adjustable timer which can be set from 30 seconds to 30 minutes. Find out more product details at www.rdr.link/KJ050

BATHROOMS

SLEEP+EAT PREVIEW

Dream time

We offer a curated edit of what visitors can expect to see at Sleep+Eat

Design exhibition for the hotel industry Sleep+Eat returns to Olympia in London from November 19-20 in its 14th outing. Over the two-day period, architects and designers will be able to see the latest trends for hospitality spaces, which will inspire domestic residences. Featuring recognisable bathroom brands, the event will include industry veterans, such as Bette, Hansgrohe, Kaldewei, Laufen, Roca, Grohe and Methven. Managing director of Hansgrohe UK Jay Phillips explained the enduring appeal of the event as an exhibitor: “Sleep+Eat continues to be a pivotal show for Hansgrohe, enabling us to present industry-leading innovations to a highly engaged hospitality design audience.”

1 1. ROCA Colour will be a focus of the Roca stand at Sleep+Eat show this year, with coloured brassware and sanitaryware. It will showcase its Everlux finishes for Insignia, Naia and Lanta brassware in a choice of Gold, Titanium Black and Rose Gold. In addition, it will be displaying its Beyond sanitaryware made from Fineceramic which comes in a choice of Onyx, Beige, Coffee and Pearl. It has been designed to provide more choice, allowing users to experiment with their bathroom design. Read about Beyond at www.rdr.link/KJ052

3. LAUFEN

2. HANSGROHE Celebrating over 25 years of design, Axor will be showcasing its latest collection created by Jean-Marie Massaud – Edge. In addition, Hansgrohe will also use the event, this year, to showcase its Rainfinity shower with large, convex head which can be tilted, eliminating the need for a shower arm. However, launching at the show is FinishPlus – a selection of six colours across its Metropol and Talis E brassware collections. Find out more about Edge at www.rdr.link/KJ051

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Returning to Sleep+Eat, Laufen will be focusing on its New Classic bathroom collection created by Dutch designer Marcel Wanders. This will be shown alongside the Save WC! Developed by Eoos with support of the Bill & Melinda Gates Foundation, Save! separates urine from waste water at source to reduce nitrogen pollution. Discover more about New Classic at www.rdr.link/KJ053

4. GROHE

5. METHVEN

Supplier of bathroom solutions and kitchen sinks and taps, Grohe will return to the Sleep+Eat 2019 exhibition. It will showcase for the first time in the UK 3D printed taps, unveiled earlier in the year at German trade exhibition ISH. With the launch of another ceramics collection, it will also be using the event to cement its status as a supplier of coordinated bathroom fittings. Read more at www.rdr.link/KJ054

An array of finishes will be the story of the Methven stand as the brassware manufacturer unveils a choice of decors for its TĂźroa showers, tapware and accessories. The collection will be showcased in Gunmetal Black, Graphite and Gold. The TĂźroa collection also offers water-saving benefits thanks to its V-Jet spray technology, with the shower delivering 9 litres per minute with wide-spray coverage, See more at www.rdr.link/KJ055

6. BETTE

Red Dot award-winning BetteCraft basin and circular BettePond bath will both be making their UK debut at Sleep+Eat. The BetteCraft basin will be shown in some of the colours available. Also making an impact on the stand will be the new BettePond Silhouette freestanding bath. The 1500mm diameter bath is reportedly the first circular bath to be created in glazed-steel. It has been designed to take the form to new levels of luxury and elegance. Find out more about the basin at ww.rdr.link/KJ056

DESIGN

SME EXPERTISE

Design know-how PRODUCT KNOWLEDGE+ Arcelik wants to share sustainable laundry technology Parent company of Beko and Grundig, Arçelik reports it has developed the world’s first washing machine with a micro-fibre filtering system and plans to make it available to appliance competitors.

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

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The landmark announcement was made by Arçelik CEO Hakan Bulgurlu during his keynote address at IFA 2019. According to the company, more than one million fibres are flushed down the drain and end up in the oceans after every single washing load. These micro-fibres can then be swallowed by fish and other marine animals and have now found their way into our food chain. Arçelik claims the technology will block 90% of micro-fibres from entering the water sources, with the filtration box located in the detergent drawer filtering the water before discharge.

Closer industry partnerships In his keynote speech Arçelik CEO Hakan Bulgurlu called for closer industry partnerships and is ready to share its new cutting edge technology with other home appliance manufacturers. Bulgurlu commented. “As a company with a global footprint, and products and services in 146 countries, we made it our

mission to do everything within our power to make a change, as time is running out in the ﬁght against environmental disasters, most importantly climate catastrophe. “That’s why we believe reducing the environmental damage that we are causing as an industry is a key opportunity we should seize”.

Meeting consumer demand Bulgurlu stated that consumers are not only actively looking for products that address global and environmental issues — they are willing to pay more for them too.:“This reaffirms the idea that purpose-driven businesses will always outperform their peers in the long term. “At Arçelik, we are committed to building purposeful brands and strive to differentiate ourselves with products and technologies that endorse sustainability as we focus on efficient use of resources and circular economic solutions, such as the micro-fibre filtration technology. “This technology is one of the most important innovations to come out of Arçelik and it has the potential to create far-reaching and significant change in our world.. We have made significant investments in R&D and we are committed to working together with NGOs, universities and other stakeholders to expand this project.”

Reducing plastics As part of the global push for a world less affected by plastic waste, it revealed the Grundig washer dryer tub which is made from 60 recycled PET plastic bottles. For every 200,000 washer dryer products, roughly 12million 500ml plastic bottles will be used in the process. Tackling plastic waste which poses a threat to marine life, Grundig is recycling ﬁshing nets, textiles and scrap waste and using them in the manufacture of its home appliances. The recycled materials will be used in the plastic parts of its ovens, such as the oven display cover, cooling fan part and card holder part. It reported 65 tonnes of waste materials will be recycled by using the nylon composites as oven parts and the company is planning to increase this to 330 tonnes. According to Grundig around 30 parts in the home appliances will be ready for production.

CAD DESIGN The benefit of training MD of Virtual Worlds Nathan Mclean looks at the on-going need for design training in the industry, especially selling the service Design knowledge is hard to define in terms of levels. Product knowledge and selling techniques within the industry are generally high, but knowledge of design service tends to be lower. Virtual Worlds’s training focuses not just on how retailers can sell the products they display, but also on how to sell the design service. This is just as valuable, if not even more important, than product knowledge, as it is so often an independent retailer’s USP over their competition. When trainees are asked to question what they offer in comparison to their competitiors the answer is always service focused.

Make most of CAD The unfamiliarity with procedures in CAD and a lack of training often means retailers are offering less than satisfactory design results and not getting the most out of the design software. Important visual aspects for a buying client are often overlooked because of the retailer’s lack of training. Lighting is one of the biggest knowledge gaps, as lighting in CAD is an art form. One of the biggest aspects we are focusing on is teaching smaller details in our design software, such as custom scenery, textures and lighting as these make a big difference to the end client. A customer can buy into peace of mind as much as they can buy product, so retailers should utilise the tools on offer to sell themselves and their design service as a boost to their sale techniques.

Make most of CAD Retailers should make sure they get trained up properly so they can get the most out of the system. Not having full and practised use of CAD is another hurdle to leap over every day, meaning design is harder than it needs to be. Valuable time can be invested in clients, instead of being spent on repetitive or time consuming procedures in CAD, when training can shortcut and perfect design procedures. So time can now be spent on the most valuable aspects of their job.

FITTER’S ADVICE Don’t be ‘Vanilla’ 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, says don’t be afraid to push the boat out I understand the kitchen has to last a minimum of 10 years and it will probably be double that before it is actually replaced. Your design therefore, may need to traverse a couple of decades. What if the customer considers moving home within that period? The buyers of the house will take the kitchen into account when submitting their offer. All good reasons to keep it all neutral, safe and boring.

Inspire consumers Over the years, I’ve lost count of the number of bland, unremarkable kitchens I’ve had to install. Kitchens are no longer a room that is shut off from the rest of the home. People now actually cook less and eat out more often, therefore when they do cook, they wish to be in an environment that will not only motivate but actually inspire them. The cooking shows they watch, all have high-end design in the kitchen, the Million Dollar listings, all have kitchens to die for. Your customers can’t help but be influenced by this and the demand for better design is greater than it’s ever been.

Same old, same old Too many times we install pretty much exactly the same kitchen that’s been taken out and a massive point worth noting in this instance is the intensity of the customer’s

reaction is always low when we hand over their new kitchen. Compare this to the customers’ high energy when the new kitchen and layout is different to what it was before. Move the sink, move the cooker, just do something that is drastically different to what they had previously. There is so much information out there for kitchen designers to help push their own boundaries of design. Even jumping onto Instagram and searching the hashtag #kitchens or #designerkitchens, will throw up thousands of amazing design examples and ideas to use, adapt and incorporate into their own plans.

Social media design savvy The key thing to remember is, that same information is out there for the customer. Their own expectations of their new kitchen and what it could or should look like, is getting higher and higher. Especially as the more social media savvy youth grow older and become potential customers. Another great source for alternative design ideas is the Houzz website. Use the .com address and not the .co.uk one as this will give you access to the North American site. The use of ideas from the other side of the Atlantic may just be the edge you need to make your design stand out against the others. Don’t be vanilla. Life is too short for bland kitchens.

www.kandbnews.co.uk K&BNEWS SEPTEMBER

BUISINESS

RETAILER PROFILE

Define the concept 1 Director of Concept 17 Stuart Chadwick explains how MHK helped save his business, after the former kitchen franchisee had to re-establish itself as an independent showroom

Having started life as a second showroom of the Intoto Batley franchise, when Alno collapsed in 2017 it left director of then Intoto Leeds Stuart Chadwick with outstanding orders to fulfil but no suppliers. He even had to find a new name for his business. “It was a nightmare”, he exclaims, adding: “We had 16 Wellmann and Alno kitchens in the pipeline that were due to the UK. I had to hand back three deposits, instantly.” It was at this time he was approached by buying group MHK, which offered a ‘readymade’ solution to help fulfil orders, guide and assist the business with sourcing new suppliers. As a trading business, time was of the essence and every lost day had a direct impact on the company and its ability to weather a period of not being able to take orders. And quickly having to adopt a whole new trading concept in 2017, from franchise to independent, it seemed natural to use this – Concept 17 - as the company’s brand.

Buying group beginnings

“The combination of what we have got from Kesseler and what we have got from MHK are the biggest reasons we are still here today.”

When MHK approached Concept 17 it facilitated a visit to Germany for Stuart Chadwick to find out what furniture manufacturers had to offer. “We went around the factories of seven companies. We went to look at entry up to a topclass German kitchen and everything inbetween.” Stuart continues: “Because we were in the In-toto bubble, we wouldn’t have known these suppliers without MHK’s help.” Stuart looked around seven companies and narrowed his choice to Brigette and Bauformat, to sell at two price points. He explains Brigette

was an “easy-ish” decision, as the factory was located next to Wellmann and so he was familiar with the brand name, if not the company. He continues: “It was a quick fix. They had 80% of the doors and finishes we used from the old company. But there there was 20% we couldn’t get. Bauformat picked up on the 20% of doors and finishes we couldn’t get from Brigitte.” These brands joined the company’s existing British supplier Kesseler who “jumped to our rescue”, exclaims Stuart. And he believes he now has the best of both worlds, offering a British and German manufacturers, stating: “I don’t want to be back in the position where my eggs are in one basket. I don’t ever want that to happen again.”

Accounts with credit MHK eased the path with supplier partnerships, as the buying group already had accounts opened with the companies and pre-negotiated trading terms for its members. This included early settlement and rebate schemes, on top of 1% that MHK returns to its members. The additional 1% MHK bonus immediately improved bottom line profits for Concept 17 by 8.5% and Stuart continued to benefit from payment after 30 days, something not usually available in a new business relationship. Stuart explains: “They opened doors for us and they opened accounts for us, which we would have been unable to do instantly because all of a sudden we were trading as a new company. We had a credit line built up over 10 years and then all of a sudden we were starting again. MHK had those doors already open and we were able to use their account line. When you think I’ve got to open appliance, sinks and kitchen furniture accounts, there was a lot to do in a short space of time, whereas they could open the door instantly and gave me a credit limit. That’s something even now that’s a big benefit to me.”

Needless contract worry

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Having no experience of buying groups, initially Stuart was a little sceptical about signing a contract with another organisation. “We were worried about getting into bed with MHK because we didn’t think they’d let us use alternative suppliers to the group. We were nervous about that, I have to say. But even to this day, we still use Kesseler. We were waiting for the catch and it never came.” And in fact he

“I’ve known it to be busier but you’ve got to be thankful for what you’ve got and what’s coming though the door.” praises the partnerships with both organisations continuing: “The combination of what we have got from Kesseler and what we have got from MHK are the biggest reasons we are still here today. We didn’t know if we had a way out or not and they helped where they could and gave us light at the end of the tunnel.”

Growing sales avenues The transition from franchise to independent has also enabled wider sales opportunities, with Concept 17 now supplying contract as well as retail customers. “We supply two to three building companies and that has really helped us keep busy while we are waiting for retail customers who don’t want to make a purchasing decision while Brexit is going on”, explains Stuart. He continues: “As an In-toto showroom we didn’t have any contract work. Now, all of a sudden, being an independent store with MHK has given us better buying terms and prices, which made us interesting to developers.”

Seeking business normality Despite a noticeable hesitation from retail customers to buy, Stuart reports his business is steady. “Don’t get me wrong, I’ve know it to be busier but you’ve got to be thankful for what you’ve got and what’s coming through the door. We’re keeping our heads above water and that’s the important bit. When Brexit is out of the way I think people will be willing to get on with it.”

4 And he continues explaining that the uncertainty remains the greatest challenge in retailing: “We don’t know what the economy is going to do or not going to do and no-one can really say because we’ve never been in this position before. Everybody is telling us there’ll be no change and it’ll be business as usual but we don’t know.” Following Brexit, Stuart hopes Concept 17 will be on an even keel, with all links to the former franchise finally closed. “We’re changing the last two displays that are the old supplier. Financially, that has taken us from 2017 to now, to be able to do that”, says Stuart. And he concludes on an optimistic note: “By the end of this year, we will have a showroom of three suppliers, with something new for people to look at. I’d like to go back to concentrate on designing and selling kitchens – again.”

1. CONCEPT 17 DIRECTOR Stuart Chadwick has re-established his kitchen retail business as an independent studio

2. SOURCING SUPPLIERS Buying group MHK helped Concept 17 source suppliers and open accounts as it had to start from scratch

3. SUPPLYING CONTRACT Broadening its customer base, Concept 17 is now supplying developers as well as retail customers

4. FURNITURE TRIO Concept 17 offers a trio of furniture suppliers, with two German brands Brigitte and Bauformat offered through MHK Group, plus British-made Kesseler kitchens

www.kandbnews.co.uk K&BNEWS NOVEMBER

BUSINESS

SME ADVICE

Company matters Offering support for independent kitchen and bathroom firms because your business is our business LEGAL Terminating contracts

Quite often, and for no particular reason, employers can determine an employment relationship is not working. It need not be an issue of conduct it need not be an issue of capability it could simply be personalities or a divergence of opinion as to strategy. Historically there has been no easy way of broaching the subject

FINANCAL My supplier has gone best; what now? One of the biggest issues your business can face is suddenly losing a key supplier when they go under. If you can’t source what you need halfway through a project, you could find yourself in the scenario where you can’t finish what a customer is paying for, and that’ll leave you short on change. The easiest way to combat this is by simply having more than one supplier. Having multiple suppliers protects you, your business and your customers.

for fear that any conversation could trigger a claim for constructive or unfair dismissal. Section 111A of the Employment Rights Act now makes it possible to have “pre-termination negotiations” which are inadmissible in an employment tribunal claim for unfair dismissal. You can now have the conversation and it cannot be used against you. As always, there are limits to this procedure. Pre-termination negotiations means any offer made, or discussions held, before the termination of employment with a view to it being terminated on terms agreed between the employer and the employee. But that is as far as it goes. So: 1. It only covers claims of unfair dismissal. It does not, for example, cover claims of unlawful discrimination 2. It does not cover cases when

allegation may be made that the dismissal was for a reason which, if upheld by a tribunal, would constitute automatic unfair dismissal 3. If something is said or done in the discussion which, in a tribunal’s opinion, was improper or connected with improper behaviour, the tribunal can admit evidence to the extent that it considers it just 3. Evidence of pre-termination negotiations can still be referred to on any question as to costs or expenses.

know exactly how healthy your accounts are. By keeping your accounts up to date, you’ll know how much time you have to source a new supplier. Cash flow is a persistent problem for small businesses, manufacturers, wholesalers and sole traders. Issues with cash flow result in more than half of small businesses closing within their first five years, and it’s an easily avoidable problem. Take a step back and look at all your options on how you can improve your

situation. Poor cash flow is an issue that needs addressing quickly if you’re going to keep your head above water.

Where do I start? You need to be setting time aside to work on your business, instead of in your business. Bookkeeping can be a long and laborious task, but you’ll be sleeping easier if you

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Expert: Deb Tweedy Company: Gordon Brown Law Firm Background: Deb Tweedy is an associate and head of employment and HR at Gordon Brown law firm in Newcastle upon Tyne. The company deals with employment, disputes, commercial corporate and real estate law. It has teams dedicated to each sector of law, including four advisers on employment and HR Contact: www.rdr.link/KJ057

As always, Acas has produced a Code of Practice which employers can view, and which should assist in avoiding improper behaviour which might include harassment, bullying and intimidation, assault or the threat of assault, victimisation, discrimination or putting undue pressure on the employee.

What can I do now to protect my business? It’s essential you have good credit control systems in place to collect any money you’re owed from customers. If you’re not getting paid for your work, your business won’t survive. It’s really simple, and prioritising the effectiveness and efficiency of these systems is paramount. It’s critical you have other suppliers at hand. Ensure that you aren’t solely relying on a single supplier that could make or break your success. Having a handful of suppliers that stock similar products makes certain that you can continue to trade while one of

your suppliers goes bust. As long as you’re prepared, a supplier going bust shouldn’t affect your business at all. Expert: Rich Smith Company: Forbes Burton Background: Rick Smith is the managing director of Forbes Burton, a company rescue and insolvency specialist based in Lincolnshire. The company has over 30 years’ worth of experience with all business financial issues Contact: www.rdr.link/KJ058

MARKETING How to develop a brand voice for your business?

MANAGEMENT Effective leadership Effective leadership is essential in businesses of all sizes, especially given the current political and economic turbulence, We all look for ways to get ahead of our competition but how many of us look to our mind-set as a source of competitive advantage? As a former England cricketer, I know my mindset was the difference between my best days and my worst days. That’s why I think understanding and leveraging our mental skills is the next frontier in performance.

Stop blaming others; own the situation. While the airwaves are cluttered with business owners talking about how Brexit is crippling their business, the creative entrepreneurs are using this to their advantage. Every crisis creates an opportunity, so start by owning the situation and using the challenges to cut costs and adapt your strategy while your rivals are playing the victim.

Pressure is a privilege. The highest profile sporting teams view pressure as privilege and use this mind-set to tackle potential issues head on. Beyond your personal resilience, make sure you equip your team with the skills and

mind-set they need to translate the threat into a challenge. Create a potent motivational mix of sticks and carrots brought to life by compelling stories where you can prove people wrong, beat your local rivals or set an inspirational quest for them to achieve together.

Don’t micromanage – enable. Despite the pressure for short term results, tempting us to try to monitor everything. We should take a lesson from the rugby coach rather than the football coach. While many football coaches still ‘direct’ proceedings in real time from the touchline by shouting and waving their arms, professional rugby coaches sit back in the stands with an aerial vantage point. In the business world, the leaders who act as coaches, rather than controllers, will see the ability to make good decisions grow in their teams, rather than producing a group of excellent sheep.

Be fluid not fixed. You can’t predict and prevent all business problems from arising, you must instead prepare your team so they can assess and respond quickly. Owners whose teams have the right mind-set and culture will have the best chance of winning.

You’ve no doubt heard about the importance of creating a strong brand voice. But what does that actually mean and how do you go about finding yours? Branding is much more than a catchy name and stylish logo. It’s about telling a story that creates a series of emotions, ideas, and assumptions in the mind of your customer that represents your company’s beliefs, goals, and vision. Having complete control over how your brand is perceived is impossible, but creating a strong brand voice that encompasses your favoured attributes is the best way to influence your customers’ perceptions of your brand.

Define your brand Before you can create a brand voice that cuts through the noise and resonates directly with your customers, you need to understand what your business is about. You will intuitively know most of this stuff, but it’s worth taking the time with colleagues to get it down on paper. Why does your business exist? What is its purpose? What is its mission statement? Your brand voice must understand and reflect these key questions. You’ve likely already thought about these questions to some extent, and chances are they will be reflected in your visual branding in one way or another. The font and colours you use should reflect the kinds of interiors your company focuses on, but your brand voice needs to consider your target audience. Do you want to be fun or serious, bold or understated, professional or down to earth? Define your brand first, and the voice will follow.

Assess brand voice Whether you have thought about it

Expert: Jeremy Snape Company: Sporting Edge Background: Former England cricketer Jeremy Snape founded consultancy Sporting Edge in 2005. Its corporate learning is based upon unlocking the “Winning mind-set” and is powered by a digital library of over 750 bitesized interviews from sporting coaches, neuroscientists and experts in strategy and communication Contact: www.rdr.link/KJ059

or not, your brand will have a voice in the mind of your customers. Whether that voice is consistent or reflects your core values is another matter. But the chances are that you’ll already be somewhere on the right path, especially if the business is your brainchild. When 64% of consumers say shared values help them create a trusted relationship with a brand (Forbes), you can see why building and maintaining a trusted voice is so important. To do this, audit all the content you have created so far, whether it is blog articles, marketing materials, or social media posts, and see if you can find a common theme. Pay particular attention to content that has done well as this can provide an insight into the values your customers want and expect. List the common threads across all your content and then decide which ones you want to focus on, and which ones don’t quite reflect you and your brand.

Consistency is key Now that you have an idea of what you want your brand voice to be, you’ll want to come up with some guidelines to apply them consistently. Even if you do all the writing yourself, putting together some guidelines can help you stay on the right track. Of course, consistency doesn’t mean your brand voice can never evolve. In fact – it almost definitely should! If something doesn’t seem to be working, reassess your voice and make changes to your guidelines. This isn’t something that should be done willy-nilly, but small tweaks will ensure you are always communicating with your customers in the right way. Your brand voice is how people interact with your business. Every brand can benefit from quality content, so get it right and you’ll reap the benefits in the long run.

Expert: Jonathan Birch Company: Glass Digitial Background: Birch is creative director at digital marketing agency Glass Digital, which creates contextual strategies. These are supported by monitoring of industry trends and competitors. Glass Design’s clients number Wren Kitchens, House of Fraser and Jessops. Contact: www.rdr.link/KJ060

www.kandbnews.co.uk K&BNEWS NOVEMBER

BUSINESS

SUPPLIER Q&A

In the first instant Co-founder of The Instant Kitchen Company Matthew Harper explains how his temporary kitchen facilities can help designers and retailers provide a new level of service to their customers Can you tell us about the concept of The Instant Kitchen Company? A: I run a kitchen and bathroom installation business with my parents and have done for nearly 11 years. We had a kitchen installation with a client and the lady was really worried about losing the use of her kitchen, so her husband set up a caravan on their driveway. That was the lightbulb moment. Dad and I turned to each other and said ‘is this something we could offer?’ The journey started then, about 18 months ago. We contacted a local manufacturer to make a trailer and the Instant Kitchen Company was borne at the beginning of the year.

What’s included in the Instant Kitchen Company trailer? A: We have everything you would expect in a standard kitchen. We have a washing machine, a dishwasher and a fridge freezer on board, as well as a hob and oven. There is also space to store everything coming out of the kitchen. When you explain that to clients, it’s their ‘aha’ moment! When a client is having a kitchen fitted, they have got to put the contents of the kitchen in an office, spare room, garage or they’re stumbling over it. The benefit to kitchen retailers and installers is if you’ve got a delivery coming, you can use the space of the garage or the spare room.

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Where are you based and what areas do you cover? A: We are based in Portsmouth but do cover nationwide. We are trying to push the word out through local businesses and via social media.

Are you targeting the consumer directly or looking to work with kitchen designers and retailers? A: The idea, at concept, was we work with kitchen renovation clients and I have a meeting lined up with a retailer in the local area. We’ve had a relationship with the company, as installers, for years. We want the Instant Kitchen Company to be a service offered by retailers, as an add-on to their client. We’ve also been working with an insurance claims company. Rather than their clients having to move out into temporary accommodation, we are saving the insurance company money by keeping the clients at home – which they are also happier with – whilst the renovation goes on.

Are there any restrictions to renting the Instant Kitchen Company trailer? : There are a couple of small requirements. The trailer needs to be hooked up to water, such as an outside tap. It needs an electrical supply, such as a double socket in the garage or house, and somewhere for the drainage, a

Q A

rainwater gully for example. All of these can be within 30m because we have the capacity to pump and run supplies. The only other requirement is space on the driveway, which needs to be relatively flat, so the trailer can be levelled out. How many trailers do you own and are you going to create a bathroom version? A: At the moment we have one. We have got plans in the pipeline for next year to make another kitchen trailer and hopefully also looking at developing a bathroom version.

Read more about the Instant Kitchen Company at www.rdr.link/KJ061

LAST WORD

NEWS & VIEWS

Change for the better

Country manager of Novy UK Owain Harrison says induction hobs are an answer to reducing CO2 emissions in the home. He believes they can offer a longterm solution to help combat climate change and explains why

According to a recent BBC report, the Committee for Climate Change has recommended all residential buildings be removed from the gas grid by 2050. It has also recommended no new homes are connected to the grid by 2025 – in just six years’ time. The plan is to drastically reduce CO2 emissions from residential dwellings. So heating and cooking appliances will have to use a different source of energy, such as electricity from carbon neutral suppliers. The UK is not alone with this intention and there are already cities in Northern Europe that are developing gas-less neighbourhoods, right now.

European history In France, induction hobs were pioneered in the 1980s. They were designed to meet the needs for consumers in large areas of the country with limited gas connection, while electricity from nuclear sources was becoming more accessible. Because the accuracy and energy-efficient benefits of induction were immediately apparent, the technology became fashionable. It was embraced far faster than it took to catch on with consumers in Britain, where baby boomers had grown up with ‘the cookability of gas’.

But, 20 years since the technology was first launched in the UK, and the market for electric hobs is in good shape representing 60% of all hobs sold, we can surmise induction is leading this. Albeit this is at a time when the economic climate for retailers has been challenging since the uncertainty brought by the Brexit vote.

Induction opportunity With a six-year target, there is a huge opportunity for mainstream manufacturers to promote induction over less efficient gas or ceramic hobs and to have them specified in new build homes. But there is a continuing issue with cost, and that will have to be significantly reduced if housing developers and councils are to all reach the 2025 gas-free goal. Many cheaper induction hobs have lower quality generators. But as the technology consistently absorbs from the top tier, then it is hoped better quality, yet less expensive induction models will present a significant challenge to gas, and all other types of hob, in the mid-market. Even with general growth rates, and similar to other European countries, this is predicted to happen in the next few years anyway.

Suits concealed extraction At the top tier of the market it is a different story for induction hobs, which already outsell gas due to the beneficial technologies available. There are fewer issues with price and kitchen designers love their minimalist look. Walk into any luxury kitchen showroom and there may be one or two stunning gas hobs on display. But there will also be an array of different induction hobs, flush-mounted into beautiful worktops. Increasingly, showroom displays are also featuring a combined induction and extraction model. Appliance manufacturers are racing to launch their own versions as these dual purpose hobs are becoming a popular alternative to a separate hob and hood. They also provide kitchen designers with the freedom and flexibility to design a kitchen layout without overhead extraction. The Novy Panorama was launched in the UK at KBB 2018 and this Red Dot Award-winning combination hob and extractor has been our fastest growing model. So much so that we have introduced further lines, the Panorama Power and Pro. It certainly isn’t the end for gas, yet, but induction is the long-term alternative.

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PRODUCT

SHOWCASE

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

GEC ANDERSON

STAINLESS STEEL WORKTOPS Keller’s City Chic kitchen has been designed to give homes the popular urban, elegant look; with the flexibility to accommodate whatever size family. The handleless GL2000 model gives a sleek and seamless appearance, creating a harmonious blend between cabinetry, appliances and worktops. The wood patterned doors (pictured) offer the kitchen a warm feel and contrast with trendy chic black accessories such as sinks, taps and black shelving; while the white marble worktop here brings the whole look together.

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 and to find more kitchen inspiration, please visit www.kellerkitchens.com.

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

CITY CHIC KITCHEN FROM KELLER

SANIFLO

MUDD

MAXTOP

MAXTOP LAUNCHES NEW POS TO HELP SUPPORT RETAILERS Unique modular quartz surface specialist, Maxtop Quartz, is supporting its retailer network with the launch of new point of sale. The new displays will showcase the collection of Maxtop’s ten colourways of its innovative quartz worktop, along with space to hold the company’s latest brochure. 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, reducing characteristics typically associated with solid surfaces, such as time, cost and order/installation time.

To order a POS display stand, please email enquiries@maxtopquartz.co.uk

KONIGSTONE

NEW MUDD S1 MAKES TILING EASY

Saniflo launches mid-market Kinesurf Pietra shower tray The lightweight Saniflo Kinesurf Pietra shower tray is a simple, classic design for the mid-market featuring a stunning mineral textured surface. This versatile shower tray is available in four colours – white, black, anthracite and grey – and is easy to cut at just 40mm thick. The Kinesurf Pietra can be teamed up with matching wall panels if required. The grainy Biocryl surface is reinforced with Biotec, a high density polymer that is also used to reinforce the ultra-flat stainless steel waste to match the tray colour. .

Due to popular demand, MUDD – the new brand of tiling from Building Adhesives Ltd – have launched a new rapid-setting 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

www.saniflo.co.uk 020 8842 0033

CARRON PHOENIX

SCF HARDWARE

CARRON PHOENIX CARRONADE ELITE WASTE DISPOSAL UNITS ARE A MUSTHAVE IN THE KITCHEN The Carronade Elite waste disposal units from Carron Phoenix are designed to meet any household waste requirements, with two models offering different sizes, performance levels and price points. Compatible with most sink models, the range features the powerful continuous feed Carronade CE-75 and the more slimline continuous feed CE50, which are designed to grind up leftover organic waste into fine particles to be flushed through the main drain by running water through the unit.

Contact Carron Phoenix on 0161 436 6280 or visit www.carron.com

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‘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 it’s two powerful geodynamic magnets exerting sufficient force for both actions.

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

EASY-TO-CLEAN WORKTOPS FROM KÖNIGSTONE KEEP THE KITCHEN SPARKLING A Königstone worktop is perfect for all kitchens; they look fabulous and are extremely low maintenance thanks to the easy-to-clean nature of granite and quartz. One of the best things about Königstone worktops is that both materials are manufactured to make a homeowner’s life easier when it comes to cleaning; quartz surfaces are engineered to be stain-resistant and the range of granite worktops come with a protective anti-stain coating.

For further information on Königstone, please email info@konigstone.co.uk or visit www.konigstone.co.uk.

AESTUS Aestus, manufacturer of quality designer radiators and towel warmers, celebrates the simple lines and mellow shades of Verve: a slim line feature radiator available in four contemporary colours - White, Anthracite, Quartz or Ancient Bronze. The Verve Radiator is designed with fullheight vertical bars, which help draw the eye upwards to give the illusion of more height and free space. With a depth of just 58mm, this vertical wall-mounted radiator can make use of a redundant wall to offer added effectiveness and a new design feature in the room.

www.aestus.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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ADVERTISEMENT INDEX Bette ............................................................................................................(page 39) Caesarstone ..............................................................................................(page 11) CR Laurence ..........................................................................(inside front cover) Crown ....................................................................................(outside back cover) Franke ........................................................................................................ (page 21) Grohe ..........................................................................................................(page 31) GX Glass ....................................................................................................(page 25) Hamilton Litestat ....................................................................................(page 37) Hill Panel Products ................................................................................(page 25) Karonia ......................................................................................................(page 23)

PRODUCT SHOWCASE Keller Kitchens..........................................................................................(page 48) GEC Anderson............................................................................................(page 48) Maxtop ........................................................................................................(page 48) Saniflo ..........................................................................................................(page 48) Mudd ............................................................................................................(page 48) Konigstone..................................................................................................(page 48) Carron Phoenix ........................................................................................(page 48) SCF Hardware............................................................................................(page 48) Aestus ..........................................................................................................(page 56)

KBB ................................................................................................................(page 4) Reginox........................................................................................................(page 13) Reginox ......................................................................................................(page 16) Sensio Lighting ........................................................................................ (page 34)

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