Aqualux acquired by Fetim Group

Aqualux Products Holdings has been acquired from AFG Arbonia-Forster Holdings  by the Netherlands-based Fetim Group for an undisclosed sum. Mike Heath, Aqualux Managing Director, says, “This demonstrates confidence in the Aqualux brand and its recent product developments. Joining the Fetim Group will allow the business to grow substantially over the coming years and to continue extending its quality product offer.”

The Fetim Group is an international trading company specialising in the design, development, marketing and sale of construction products, flooring, home decoration and sanitary products to the Professional, Trade and Retail chains. The Fetim Group is active in over 40 countries.


AFG Arbonia-Forster Holdings,parent company of Kermi, acquired Aqualux following an MBO after its parent company BHD Group went into administration

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EDITOR'S COMMENT: Flying the flag

Kitchens & Bathrooms News
Editor, Philippa Turrell

I’m feeling decidedly patriotic. It could be because we’re nearing the eve of The Queen’s 60-year reign on the throne (regal not domestic) or perhaps the fast-approaching Olympics. It could even be that I’ve just found Union Flag paper plates, cups and napkins at the back of the kitchen cupboard, clearly leftover from the last British occasion. But whatever the reason, I think it’s about time we all celebrated what Britain has to offer.

While we love the bathrooms and kitchens offered by our friends in Europe, we also shouldn’t forget what is supplied from companies based on these shores. Nevermind Mary Portas making knickers in a Manchester factory – the kitchen and bathroom industries have proudly put Britain on the map for some time. And it’s also particularly timely that a British company –  retail chain Bathstore – has recently dominated the industry headlines. It was founded in Croydon, (the home of supermodel Kate Moss and TV sitcom Terry & June), and what could be more British than that? Now, after two years of rumour and conjecture about a possible Bathstore sale, it can finally be confirmed.

The speculation of its sale by Wolseley may not have had the “will they, won’t they” suspense of the Nescafe Gold Blend couple in the 80s. Following the company’s announcement that it planned to sell or improve 19 companies (although never named), most industry experts believed retail bathroom chain Bathstore would be one. And following the disposal of non-core operations Build Center, Electric Center and Encon it was a matter of “wait and see”. Now all bets are off, as Bathstore has finally been sold by Wolseley to the turnaround investor Endless.

Its new owner has already invested £11million of capital to develop its store estate and drive its e-commerce offer. It certainly seems to be a positive move to spur the future growth of the company. It’s great news for the high streets in Britain and if that isn’t enough to start celebrating and getting the flags flying, I don’t know what is!

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Wolseley sells Bathstore

Following two years of speculation, Building materials giant Wolseley has now sold its retail business Bathstore to a newly-incorporated company backed by Endless LLP, for £15million.

The amount is payable over the next five years, and as part of the transaction Endless LLP has invested £11million of new capital in the business to fund its development.

In the nine months to April 30, 2012, Bathstore had revenue of £66million and had associated assets of £7million at January 31, 2012.

Chief executive of Wolseley, Ian Meakins commented: “The disposal is in line with our strategy of focusing on our core operations. I would like to thank the staff of Bathstore for their commitment to the business and wish them every success for the future.”

In 2010 Wolseley announced its intention to improve or sell 19 core businesses, and although non were mentioned many experts believed Bathstore to be one.

Since that time, many names have been connected to a possible acquisition of the company.

These have included private equity firm Electra, through to trade buyers including the former management team from Marks & Spencer, the former owner of Dolphin Bathrooms Sun Capital Partners, and even its founder Patrick Riley who owns Bathroom Brands.

Bathstore started in Croydon as Simply Bathrooms and sold to Wolseley in 2003 for an undisclosed sum. It built the chain from 33 stores to more than 160.

Bathstore recorded a turnover of £104million and pre-tax profits of £4.5million in the year to July 31, 2009.

For more on this story read the June issue of Kitchens & Bathrooms News by subscribing here.

EDITOR'S COMMENT: Appliance brands under fire

Kitchens & Bathrooms News
Editor Philippa Turrell

The kitchen appliance industry could be placed under close scrutiny. Consumer watchdog Which? is calling on the Government to collect information on house fires, caused by faulty appliances, by brand. While some fire brigades already collate information on makes and models of appliances, it is not a statutory requirement in the UK and is not readily available to the public. Which? wants greater transparency to ‘alert manufacturers to faulty appliance and give consumers greater protection against these appliances’.

No-one would question the importance of safety for kitchen appliances. Of course the information would be useful for manufacturers to stop the issue ever re-occuring. But how could this information be passed to consumers without incurring widespread, national panic?

It is distressing enough when particular models, by particular manufacturers, have been the cause of household fires and worse still injury or death. Although one fire is too many, just how many cases or what percentage of fires would require a witch hunt?

When it was widely reported, last year, that selected Beko frost-free fridge freezers had been the cause of household fires in the capital, the manufacturer was already working with the London Fire Brigade, Trading Standards, had informed retailers and was using social media to contact customers. That’s before it had to increase its customer call centre five-fold to deal with incoming calls, following the publicity.

And herein lies the second issue, when would consumers actually be informed? Would it be on a weekly, monthly, yearly basis? Surely a major problem in providing statistics on appliances that may pose a fire risk lies in the fact they have to first be bought, and then installed, before any potential incident could occur. So in reality, how useful could this information be to consumers? And in fact, would the information be that accurate anyway, when an appliance model cannot be identified because it’s been ravaged by fire?

Consumer safety is of major importance to all kitchen (and bathroom, for that matter) professionals. And I’m sure that no matter where you work in the supply chain, all of you will endeavour to make home design as safe as possible. I just wouldn’t want to see the kitchen appliance industry held up as a scapegoat, with statistics created to provide a shocking headline for the sake of tabloid readers in ‘appalled’ middle England.

Golden rules for sales reps

If there’s one topic that independent kitchen and bathroom retailers tend to agree on it’s the level of service offered by sales reps in the industry. But instead of lambasting them and decrying their lack of professionalism, we’ve decided to lend a hand to the much-maligned rep.

We’ve created a list of handy hints and tips to help them improve their service. And who better to ask then those on the frontline…kitchen and bathroom retailers, themselves! Here’s what they had to say... but please feel free to add your own comments. We will be featuring our top tips for sales reps in Kitchens & Bathrooms News.

Do what you say you are going to do

This sounds simple but is arguably the easiest guideline to overlook. If you say you’re going to call – call. If you say you’ll email the information over – do it. Peter Hill says: “Its rule no 1; and by the way should apply to politicians as well - actually do what you say you are going to do”. It builds a level of trust with kitchen and bathroom retailers and then should an issue arise, the showrooms know you’ll be able to fix it. Don’t become complacent with the relationship

Call in advance

‘I was just in the area and thought I’d pop in’ is a common bugbear of kitchen and bathroom retailers. They are business people too and can be busy with a customer, on the phone sorting out issues, or even out on site. Call first to arrange a meeting and then they’ll be able to spend time with you.

Be prepared

There’s something in that Boy Scout message. ‘I feel just like they are ticking a customer visit box’ is a frequent complaint. So, plan your visit before you go, with information relevant to that particular retailer – rather than plying them with product brochures. Work smarter.

Know your customer

Which neatly brings us onto – how well do you know your customer? What are their business aims and objectives? Who are they trying to appeal to? Which of your products do they have on display? What displays are working for them and more importantly, which aren’t? All of which will help you better tailor your customer visits and make them feel special to your company.

Provide advice

…And if you know your retailer and what they are trying to achieve, you will be better placed to offer advice. If a similar-style showroom in your area, targeting a similar clientele, has found success with a product, promotion, type of display, then share that information. Help independent kitchen and bathroom retailers develop their business. PHS Bathrooms says: “Bring positive marketing ideas to us, so the big companies can direct the customers to the right showrooms quicker and better”.

Be positive

When times are challenging, no showroom wants to hear ‘it’s tough out there’, particularly if they are doing well. PHS Bathrooms says: “Reps like a bit of negativity, especially after a long car drive. Sometimes they forget they get paid commission if we do well”. So as ELO once sang “Don’t bring me down”.

Take ownership

If there is an issue between showroom and manufacturer – take ownership. Don’t get tied up in delivery order numbers Remove the burden from retailers and allow them to continue selling in what is a tough market.

But to balance these views, we also want to hear from manufacturers, sales agents, and reps - so we can compile top tips for retailers..

Bathroom Brands step out of shadows

Left to right: David Hance, Roger Cooper, Dawn Crichard,
Karen La Cornue, Patrick Riley and  Clive Chaplin

At the opening of its Jersey HQ, parent company of Crosswater Group and European Bathrooms, Bathroom Brands claimed to be third biggest player for bathroom and shower sales. And it now intends to raise trade and consumer awareness, with plans to float the company on the stock exchange, within the next three years.

The company has recruited ex-Ideal Standard vice president for Western Europe, Roger Cooper as a non-executive director. Cooper commented: “Bathroom Brands is one of the largest bathroom companies but very few know the name. Becoming involved as Bathroom Brands comes of age and begins to build its consumer and trade awareness is exciting – the opportunities for this business are tremendous.”

Cooper joins the Bathroom Brands board of chairman Clive Chaplin, CEO Patrick Riley and Tim Powell, alongside financial director Dawn Crichard.

The group was formed in 2011 by Patrick Riley, former owner of Bathstore, and supplies bathroom products for retailers, distributors and manufacturers. In the past eight years it has delivered 25-30% growth year-on-year, in a challenging economic climate, which it attributes to delivering reliable, low cost product on time and in full.

Forming part of the Bathroom Brands group, the Crosswater Group is headed by chair David Hance and includes the brands Crosswater, Simpsons and Bauhaus. European bathroom, headed by Patrick Riley, includes: Britton Bathrooms, contemporary -styled suites; Burlington Bathrooms, traditional suites, Clearwater baths and Zamori shower trays. European Bathroom Group is also set to launch a recyclable bath to market called ClearGreen and Aquacabinets later in the year.

Patrick Riley, CEO for Bathroom Brands explained, “We have built a modern business capable of extraordinary growth.  Bathroom Brands is successful because of an instinctive empathy for all the social, political and commercial cultures.  Bathroom Brands identifies gaps, creates new markets, improves existing norms and delivers all this on time, on budget and in one piece. Roger’s appointment strengthens a compelling team as he brings with him over 40 years of the best of bathroom business.”

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MD change at HiB

managing director of HiB,
Robert Ginsberg

HiB has appointed Robert Ginsberg as managing director, succeeding his father Warren who is now Chairman with overall responsibility for sales. Robert Ginsberg joined the business 10 years ago, having previously worked for management consultant Accenture.
He has overseen much of the day-to-day running of the company, including enhancing its customer services through its delivery, the development of HiB's national distribution centre at Birch Coppice and development of its supply chain management.
HiB recently participated at kbbBirmingham, and introduced Focus and Optical mirrors. These featured height-adjustable and detachable, magnetic magnifying mirrors. And these were shown alongside its latest ceiling and shower lights, as well as quiet ventilation fans.

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