NEWS | Round-up VIEWPOINT Stand out and create
an impression Richard Hibbert, KBSA national chair, looks at changing consumers needs and why it’s never been so important to keep your showroom’s up to date
New MD for VitrA UK as Levent Giray retires after 30 years
AFTER 30 years at the top of VitrA Bathrooms UK, Levent Giray has retired and has passed the role of manging director to Steve Breen (pictured). Giray built the team from scratch after he first introduced VitrA Bathrooms to the UK market in 1992.
THE SHOWROOM is at the heart of every independent KBB retailer’s business. Even as we transition from the pandemic when showrooms were forced to close, and we march forward into an increasingly digital world, having retail space remains an essential part of the offer. Not only does a showroom provide the opportunity for consumers to be inspired and to see, feel and touch the products, it also provides a welcoming space to meet and build relationships. Many showrooms have created a customer area that incorporates the required technology to present designs, but is also a space to relax, share refreshments and get to know each other. A showroom is a major investment and can be a powerful tool in helping to close sales, but it is necessary to continually update and invest in it to get the best return on investment. Customer’s perceptions changed during the pandemic and they are now looking at their homes differently, wanting to upgrade or improve to reflect more working from home and an emphasis on home entertaining. A showroom that has old products that don’t reflect the new way of living will lose out. With overheads on the rise, it can be tempting to try to save on displays, maybe taking the best special offer around at the moment or that irresistible free deal. The cheapest option may not always be the best solution. When thinking about their next
Include
something wacky or
eye-catching that will create a
talking point
displays, savvy showroom owners will consider their local market. What do their customers want? What is the competition offering? Consider what will make an impact and what will sell well – a showroom should be a space where experience and inspiration are key. Often it pays to include something wacky or eye-catching, this may never be a top seller but will create a talking point or bring people into the showroom. Manufacturers can be persuasive when offering
display deals and it can be tempting to take what is offered. However, it can pay dividends to use your own in-house design skills to create individual displays that reflect local needs.
If you can, include working displays that can demonstrate appliances and create opportunities to make customers feel at home. A bar zone to socialise and discuss requirements over a glass of wine or host a wine tasting. A built-in coffee machine, a freshly baked batch of cakes – these things make each visit an experience for your customer. Investing in the showroom must be continually
reviewed and not put on hold when challenging times are ahead. When the market slows, it is harder to secure business and so your showroom needs to stand out, and create an impression.
8
Giray said: “I’m very proud of what the company has achieved over the past 30 years and grateful to have led a fantastic team. VitrA continues to hold a strong position
in the
market with an unparalleled product portfolio. With his breadth of industry experience, I have no doubt that Steve will continue to drive the business forward.”
The new managing director joins VitrA from a role as general manager for Finning UK and Ireland. Breen has experience in the bathroom industry as he was sales director for three years at Ideal Standard. His other experience includes roles at Electrolux, AkzoNobel Coatings and Sitech UK.
Breen said: “The VitrA business is a strong and enviable one – the team have achieved so
much during Levent’s tenure. I look forward to working with everyone in this next chapter for VitrA UK.” • Read Levent
Giray’s last industry
interview on pages 26-27 for insight into his time at the helm of VitrA UK
Rising costs put pressure on installers
NEW RESEARCH highlights the mounting pressure on KBB installers and fitters in the face of rising costs for tradespeople. Installers and fitters are currently facing increases such as material cost inflation, surging fuel prices, and concerns over falling volumes of work in the future. In response, Eureka Research released its summer 2022 report, ‘Uncertain Future? Trade attitudes to current cost pressures’ and found that 75% of tradespeople said that the rising costs of heavy- and light-side materials are having a negative impact on their business.
installation and fitting companies have downplayed these concerns. Mark Conacher from Liberty Fitting Service said: “While everyone dislikes
price increases, this was
Furthermore, the rising cost of fuel is the second biggest area of concern to the trade, with 40% of respondents saying they are ‘extremely concerned’. Although most say that their immediate reaction is to pass this on to customers, Eureka’s findings suggest that adjustments to work practices for tradespeople could be on the way. Another noteworthy finding by Eureka was that confidence is still polarised, but the number of tradespeople who feel confident about the future is lower than during the pandemic. Dave Ruston, director at Eureka Research, comments: “How sustainable is this triple whammy? We recommend that the broader sector urgently considers what pressure it can collectively put on policymakers to minimise the impact of the spiralling operating costs on small businesses and sole traders.”
Despite this increased pressure, some
of tradespeople are concerned regarding the impact of cost-of- living increases on future household spending
75%
always going to happen. In the past 14 months, installations of kitchens and bathrooms have been flying out the door. The demand has been so great that we’ve all been working flat out. If you were in that position, you had to be making provisions for the other side of the rollercoaster. “Upgrades such as new kitchens and bathrooms are still great investments,” adds Conacher. “Even if prices are rising, you’re still likely to see a decent return within the value of your home. Reminding the customer of this and weaving it into the conversation will, I believe, plant the seeds of confidence, and eliminate the doubts that can creep in when making a big purchase. ” Sussex-based Alexander Kitchens, winner of Installation
Company of the Year at the kbbreview Retail & Design Awards 2022, is taking tentative steps forward. MD Phil Beechinor said: “Due to extended lead times, pricing projects is extremely difficult due to rising costs on labour, fuel, and materials. It’s impossible to know what the cost will be when we get to finally fit. If we raise prices too much, we can be uncompetitive but if we stay as we are, we risk our margins being reduced. We’ve been monitoring all aspects of the business and making minor adjustments, which has helped maintain profitability.” • For more on this subject, see page 25
· August 2022
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68
