Contents | NEWS CONTENTS
NEWS, COMMENT & OPINION 17 Paul Crow
How the Ripples MD has learnt from mistakes to maximise profi ts
19 Darren Taylor
Searle & Taylor’s MD on why making a decent margin is so important
21 Malcolm Scott
The KBSA corporate chair suggests some profi table add-on sales
22 Sofi a Charalambous Why retailers need to understand what their customers really want
25 Daniel Bowler There’s a lack of innovation in the
industry, says the Eggersmann director 26 Wayne Dance
The InHouse boss gives his top tips for surviving as a KBB retailer
28 In conversation
Designer Robert Palomba talks about his collaboration with Ideal Standard
30 Letters
Your thoughts on sustainability, tiny homes and experiential retail
Manufacturer profi le: 1810 pg 58 PRODUCTS & SUPPLIERS
54 Interview: Nick Glynne Why the entrepreneur is confi dent he’ll turn Better Bathrooms around
71 Added value kitchens Be a one-stop-shop and sell everything for your customers’ kitchen projects
78 Added value bathrooms How to bolster sales values with the right add-on products and services
82 Added value bedrooms
Time to get involved in the ‘forgotten’ B 86 Kitchen trends
What’s hot in the hub of the home
88 Appliance trends All the latest kitchen tech 90 Bathroom trends
New products that are creating a splash RETAIL 102 Retailer profi le Sanctuary Bathrooms in Leeds
106 Shopping Around Our mystery shopper visits Swansea
109 How’s Business? Retailers report from Rotherham
112 Showroom of the month Simply Kitchens, Plymouth
September 2019 · kbbreview
Retailer profi le: Kitchens International, Scotland pg 95
Rebecca Nottingham, editor
rebecca@kbbreview.com
kbbreview.com
Follow @kbbreview on Twitter for news and live updates from events
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3 Distributor profi le: CDUK pg 65
Analysis: Blueprint for a creating a successful business pg 40
H EDITOR’S COMMENT
BLUEPRINT FOR SUCCESS
ello and welcome to the September edition of kbbreview. Before I talk you through what’s in this month’s issue, I must fi rst announce that entries to the kbbreview 2020 Retail & Design Awards are now offi cially open. This is the longest-running awards event in the sector and is widely seen as the Oscars of the industry. To fi nd out more about the exciting new categories we’ve introduced to mark our 26th anniversary or for details on how to enter, see pgs 34-38.
And, if all of that isn’t enough to convince you why you should give it a go, hear what winning fi ve kbbreview Retail & Design Awards has done for Scottish independent retailer Kitchens International. The company’s brand director Paul O’Brien reveals why entering these awards has played an important part in the company’s continued success (pgs 95-100). Now, back to the rest of the issue. It’s fair to say any business owner knows that maximising margins and sales values are critical to survival in a challenging market. However, when you’re dealing with the day-to-day what’s not always clear is how best to achieve this. So, this month we’ve focused on this complex subject and hear from a range of industry experts about how retailers can improve margins, maximise add-on sales and ensure they can stay ahead of the competition. As part of our focus, we’ve also taken an in-depth look at exactly what the blueprint of a successful KBB retail business is. The analysis (pgs 40-50) takes in comment from a range of retailers and Paul Laville, group chief executive of retail training company T21, and outlines the tools needed to build a business in today’s tough economic climate. On the subject of the challenging
Maximising margins and sales values are critical to survival in a challenging market
retail market, we hear from entrepreneur Nick Glynne, the MD of retail group Buy It Direct, about his plans for Better Bathrooms – the showroom chain and online retail business he bought out of administration in March this year. Expanding your product portfolio
is a relatively easy – and perhaps obvious – way to improve your bottom line. As your core focus is likely already to be kitchens or bathrooms, or both, this month our product features (kitchens, pgs 71-76 and bathrooms, pgs 78-80) look at ways you can add value – either through new products or services –
to each sale. We’ve also turned the spotlight on bedrooms this month (pgs 82-84). If you’re already doing kitchens, isn’t it worth considering the potential of this growing market? One retailer that’s already reaping the benefi ts of selling bedrooms is Nathan Hopper of Simply Kitchens in Plymouth. We take a look round his new, purpose-built showroom and hear about the strategies he’s implemented in order to increase margins (pgs 112-113). We also talk to James Roberts, director
of Leeds-based retailer
Sanctuary Bathrooms (pgs 102-104) who reveals how investing in an e-commerce arm has helped grow the business.
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