Navigating K/BIS 2007...
What’s new and hot in bath products and trends
BY PETER SCHOR
Showroom specialist
Our business year always starts with The International Builders Show, which was held February 7-10 in Orlando, where over 1,900 exhibitors and more than 106,000 building industry professionals were in attendance. The show was a huge success and the building industry was very upbeat and positive. Bath, plumbing, HVAC and related products to water treatment and air purification shined!
While 2007 will not be a record-breaking year and has some challenges, today’s builders have become more creative and resilient in adapting to the changing conditions. A good example is that many builders are offering 30-year fixed mortgages and carrying the paper. Many are continuing to offer no-additional-cost “value-added” incentives to their homes such as in the bath, outdoor spas, landscaping packages and more, rather than lowering the price of their houses. This move keeps all of our precious home assets protected until the market rebounds soon.
In a recent survey by the NKBA, 9.3 million kitchens were remodeled or under new construction in 2006, totaling just under $169.8 billion. There were also 15.5 million total bath jobs in remodeling and new construction during 2006, of which 7.4 million were master baths, 5.9 million were other full baths, and 2.2 million were powder rooms. Spending on those bath jobs reached more than $95.4 billion.
General overview of K/BIS 2007
K/BIS 2007 exhibitor booths are sold out. There will be an excess of 900 booths. The exhibit show hours for the North/Central Halls are May 8 and 9 from 10:00 a.m. to 5 p.m., and May 10 from 10:00 a.m. to 3 p.m. The South Hall is open at 9:00 a.m. each day. I highly recommend that you start your exhibit floor day at 9:00 a.m. if you are to see most of the show! The show is even bigger than last year and most people could not see it all.
The industry collectively has the smallest amount ever of North American new exhibitors for 2007. In addition, this year features one of the shortest amounts of new products from each manufacturer collectively. There were heavy implications from the International Builders Show in Orlando. This is a good time to digest all of the recent years’ newer products and innovations. There is a sizable amount of bath and plumbing manufacturers that are not exhibiting at K/BIS 2007, as they have elected to exhibit at The Hospitality Design Show (www.hdexpo.com), which is being held in Las Vegas, May 8-10. I will talk about this show later.
China -- Total invasion into K/BIS 2007!
There is a record amount of manufacturers from China along with new American companies importing products from China under American-type names. Good example: If you go on the www.kbis.com website under “Exhibitor Lists” and look at the letters “X, Y and Z”, you will see that 34 of the 42 exhibitors have Chinese names. The letter “Z” has 19 names alone.
I want to make my position clear before I move on. I love China and I have been there many times. The people in China are very happy people, pro-American, and the food is fresh. Many of the manufacturers from China in the last 10 years, and especially within the last three years, have met or exceeded the quality criteria of the American markets. You need to get a “check-up” from the neck-up if you are looking at products from China with old eyes and minds. Many prominent and well-known U.S. bath/plumbing manufacturers have products made for them in China. Many manufacturers have ownership or partnerships with manufacturers in China. You would be blown away if I started to mention some household branded names.
When you are walking K/BIS 2007 and talking with Chinese manufacturers, you must ask a series of qualifying questions to find out whether they understand the U.S. marketplace and how we take products to market. If they don’t understand and are not open to listening, I recommend passing on their product line or attempting to educate them to how we do business here. Opening up your showroom doors to a manufacturer who will sell everyone -- and at the same low price -- doesn’t work. The DPH -- Decorative Plumbing and Hardware -- showrooms have learned this quicker collectively than the plumbing wholesalers. As an example, why would you bring in a product for 1/2 of the MSRP of an American product if you had no problem all day long selling the American products at the higher price? By bringing in a lower-priced copy, it lowers the entire value of all of your other showroom products from the DPH standpoint.
China, with its 1.3 billion+ people, is a “non-valued-added” society, where multiple bath/plumbing manufacturers of the same category are located sometimes within a two-block area. Each one’s intent is to sell “everyone” at one low price. There is no such thing as a Price Market Matrix or a “value-added” proposition as we have in our distribution in the U.S.
There are many exceptional manufacturers from China who understand how to take their products to market in the U.S. Some good examples are Danze (Globe Union); Fairmont Designs (bath furniture); and Huntington Brass (faucets, fixtures, and furniture).
Huntington Brass (www.huntingtonbrass.com) is a very hot American company with made in China products. It is an exceptionally good example for faucets, plumbing fixtures and bath furniture. The company uses the ISO quality certified process worldwide, so the quality control is exceptional. Their discount schedules, incentives and sales motivational are immensely deeper than most typical American manufacturers. This translates into much high gross profits and easier to do business with. This is a must see and examination at K/BIS 2007!
Some day near my retirement, I will reveal the countless amounts of bath, plumbing and kitchen Chinese manufacturers that I have helped understand the U.S. value-added proposition before they might have destroyed certain U.S. market product categories such as bath furniture.
Exceptional 2007 event
The NKBA’s Manufacturer and Manufacturer Representatives Breakfast Networking Event will be held on Wednesday, May 9 from 8:30 a.m. until 10:15 a.m. at the Las Vegas Convention Center. If you are a bath or plumbing product manufacturer in need of qualified representatives, you can’t afford to miss this lucrative event! If you are a K&B or AIM/R manufacturer representative, you will find the exhibitors in an environment that is conducive for communication.
Join NKBA for the 5th Annual Manufacturer Representative/Manufacturers Networking Breakfast. This event is structured for manufacturers to have a table top designed to display signage, samples, and literature and network with the leading manufacturer representatives. You will find reps with established territories, reputations and, most important, well-known dealer bases.
Though the purpose of the event is to bring manufacturers and manufacturer’s reps together at the table tops, mingling over breakfast is often as much of a networking opportunity. Trust me when I say, “this is one of the best kept secrets at K/BIS 2007!”
Manufacturers will receive a table to set up a table top display of their products, signage for the table, mailing list of manufacturer representatives attending K/BIS, and one complimentary ticket to the event. The cost is $175. To participate, please contact Jennifer Fish at jfish@nkba.org for the registration form.
Manufacturer representatives can purchase a ticket with their K/BIS registration online at www.kbis.com. If you have already registered, you can purchase a ticket for the Manufacturers and Manufacturer Representative Networking Event Breakfast by clicking here. The event number is MB. You can also purchase your ticket when arriving at K/BIS if space is available. The cost for manufacturer representatives is $45 for NKBA Members and $70 for non-NKBA members.
Green showoom seminar
One of the big trends that you will see denoted on the K/BIS website’s “Exhibitor List” is those manufacturers that offer Green Design Products next to their names. There are some great seminars addressing Green that you will find on the web site. One such session is called Green Remodeling, being held May 9 from 2:30 p.m. to 3:30 p.m. Showrooms must learn how and what Green products can be more energy-efficient, conserve more resources, are healthier for occupants, and more affordable to create, operate and maintain.
Hospitality Design Show
I’ve been working the hotel industry since 1989. I have been conducting bath seminars and have become an expert on how to take a product to this segment. When we say “hotel industry” we talk about hotels, boutique hotels (specialized), condo/hotels (20% of today market), resorts, time shares and luxury high-rise condominium markets. The middle to high-end luxury hotels throughout North America have gone “wild” for luxury bathroom products. I am sorry to say that collectively it has ran under the radar of the plumbing/bath industry -- wholesalers with and without showroom and manufacturer representatives.
I remember when I first worked The HD Show in Las Vegas in 1994. Back then, bath products was small. A few years later, I helped grandfather a “Bath and Spa Pavilion” which went from aisles 100 to 500. Today, you can see bath and related products from aisles 100 to 3500 at the HD Expo. Go on www.hdexpo.net. It is being held May 10-12 in Las Vegas. I highly recommend walking the show on the last day of K/BIS or the next day, Friday, May 11. There is great opportunity for all in your hometown location!
Manufacturer reps for bath/plumbing products
The hotel industry is very easy to work in your territory. If you are not aware, many high-end luxury manufacturers like Dornbracht USA insist that all reps work the hotel industry. Trust me, they work it well. For example, the Wynn Las Vegas has 4,000 sets of Dornbracht faucets and accessories. I know dozens upon dozens of K&B and AIM/R reps who are very successful in the arena of hotels. If you are reading this and have some interest in learning how to penetrate the hotel industry, please e-mail me at pschor@dynamicresultsinc.com.
What’s new and hot in bathroom products and design trends
First of all, let me call your attention to my website, www.drknowledge.net, of which currently has a 2006 product and trends article, “Top 15 Products of the 2006 K/BIS Show,” and a lot more. Please go on it again to see that everything that I predicted prior to K/BIS 2006 show was on the covers and fingertips of all of the press/media magazines, TV shows and leading showrooms. For example, Pro-Sun International, Sun Tanning and Chromeatherapy is the #1 show pick at Kitchen and Bath Business Magazine for bath products. You will also see that all of my trends and product predictions came about for k/bis 2007! Some good examples are: electronics in the bath for many applications; spa showers; chromeatherapy (light and color) from faucetry; and a lot more. Please check back on the website, www.drknowledge.net, towards the end of April and then again in June to see my predictions and some of the great new products I missed which I will include. I would mark it on your monthly or weekly calendar at a glance.
Here are some of my thoughts leading into K/BIS 2007:
• Showering -- Do people still want to make up their own custom spa shower? Yes, for sure. Yet in these busy times, what people want is the “experience” from these self-contained pre-plumbed shower and tub units. These units have aromatherapy (fragrance), chromeatherapy (light and color), air massage, steam, hydrotherapy, whirlpool, and all types of showering devices -- shower heads, body sprays, rain heads, hand showers, and more -- all in your favorite metal finishes and colors! Then add the optional CD player, LCD-TV, and Bose speakers. You will find Smart Showers (www.smartshowers.net) and Steam Planet (www.steamplanit.com) exhibiting at K/BIS. There are 120 million consumers who say they saw spa showers on the Designing Spaces TV program and a syndicated newspaper article. The media and consumers want the spa concept.
One of last year’s hits was ProSun International’s (www.prosun.com) SunShower. This is sun tanning and chromeatherapy (light/color) inside a shower (code approved). They are back this year adding an “anti-aging” feature to the shower.
I laughed as I recently picked up an old 1990 magazine article I wrote called “Baths with Class,” in which I talked about showers. It said, “The showering experience will become like a car wash or water slide park. All bringing together the experience of the outside -- the ocean, lakes and streams into the privacy of one’s own shower!” Many people said back then that I was out of my mind. One of the best “shower power” manufacturers that you must see is Jaclo Industries (www.jaclo.com) and their wide array of new showers devices. Jaclo has also expanded their line of ADA-compliant luxury grab bars that knock my socks off.
Better Living Products (www.dispensers.com) is an undisputed leader in bath liquid dispensers and other bath and shower accessories. They will have a full array of new products which includes the “Signature Series” dispenser for shower liquids.
Foremost Groups shower door (www.foremostgroups.com) is introducing a new shower door collection featuring German engineering, effortless cleaning and Nanoglaze tempered glass.
The Tile Redi (www.tileredi.com), a new exhibitor, has an evolutionary shower pan that is one-piece, leak-proof, mold-free, and allows for tile, stone or marble directly onto the shower floor surface!
• Bathing -- NeoQi’s (www.neoqi.com), “The Energy Cocoon,” a bathtub with a sauna function, is back for their second year. The cocoon capsule is a compact and multifunctional system providing hydrotherapy, air massage, steam, infrared sauna, aroma-plus, chromeatherapy and hand shower. Jason International (www.jasonint.com) the original Jacuzzi family, had some of the best bathing products in 2006 which included an addition to their Designer Collection, the translucent free-standing bath, made in lucite clear acrylic and available in Arctic Blue or Glacier Green. Hot! This year they have added a new array of products.
Aquapal USA (www.aquapalusa.com) , a huge hit at K/BIS, introduced Shigaraki Zen ceramic tubs and lavatories from Japan. These one-of-a-kind pieces are handcrafted by Japanese ceramic artists and the art goes back to medieval times. Aquapal USA is back this year with a 10 x 20 booth.
Americover (www.americover.com) has come out with the new Ultra Bath Tub Cover, shower pan and toilet cover. A must see to protect today’s fixtures from damage and job site abuse.
Best Bath Systems (www.best-bath.com) had the most unique line of ADA-compliant tubs and showers. Go to their website and see their “gallery” of custom unit varieties.
Rounding out the most important ingredient for showering and bathing -- plenty of hot water -- is Rinnai (www.foreverhotwater.com), which offers 24/7 hot water on demand with a wide variety of “must see” new products that includes “high-volume delivery” of hot water on demand.
• Faucetry -- Chromeatherapy (light/color) from faucets? Expanding from KWC’s chromeatherapy line of faucets, you will find many other companies with new design.
Among them are Kraus (www.kraussusa.com) and Rubinet Faucet Company (www.rubinet.com). They offer great taste, mechanical reliability and they ship on time. Rubinet showed their new Swarovski crystal (minimalist) knob and lever series in Polished Chrome, which took my breath away and is now available in stock!
Huntington Brass (www.huntingtonbrass.com) came out with an upscale faucet line and plumbing fixtures that includes a one-piece toilet, pedestals, countertop lavatories and bath furniture.
• Toilets -- Foot Flush (www.footflush.com) was one of the hottest and most innovative products at K/BIS 2006! Foot Flush is a retro-fit foot pedal designed for toilets. Safe, cost-effective, and an easy alternative for hand-free flushing. Comes in many styles and colors. They are not back at K/BIS 2007 but I think is still worth the mention. Sloan Flushmate (www.flushmate.com) has come out with new pressure-assisted flushing systems for toilets -- slimmer vessels. The new “Intelli-Flush” automatic flush system is hot. Touchless flushing!
• Water fountains for bath/plumbing showrooms? Why not? -- I highly recommend that you take a good look at The Adagio Collection of incredible wall and floor fountains (www.adagiocollection.com) that will be exhibiting at K/BIS 2007. It is mind-blowing. I have a plumbing wholesaler with a new showroom whom I am consulting/coaching that is that is putting several working fountains throughout their showroom. Remember my showroom columns on “creating the new experience” and “differentiating your showroom”? I guarantee you can sell these at MSRP.
• Bath accessories and towel warmers -- Myson (www.mysoninc.com) introduced the new generation of towel warmers and LCD mirror TV combinations.
My pick for the best up-and-coming towel warming company is called Jeeves and Amba (www.jeevesusa.com). This is a must see.
• Kitchen -- Everpure (www.everpure.com) drinking water systems have won numerous industry awards. The professional’s choice by Water Inc. (www.waterinc.com). You must take a look at Everhot instant hot water dispensers (they work 100%!); Evercold water chillers; Everbrew built-in purified coffee maker; and, most of all, great-looking traditional and contemporary designed gooseneck faucets for hot and cold water -- lead free -- and in 20 finishes and colors. You must see the new combination instant hot/chilled water dispensers and instant chilled with carbonated water dispensers.
The InSinkErator “Evolution Excel” may be old news to most, but in my home it is the best unit I have ever used!
As I predicted in 2005 and 2006, kitchen faucets that have electronic touchless and pause controls will be hot at K/BIS 2007.
• Electric floor warming -- Orbit Manufacturing (www.orbitmfg.com) has the easiest showroom and display selling program. In today’s bath and plumbing showroom, it is as easy as “You want fries with this?” to sell it!
• Industry services -- DDi Systems LLC (www.ddisys.com) is back at K/BIS 2007 and has software for showroom wholesalers. Tie together showroom operations and distribution management.
Following the show, I will have a comprehensive article and product showcase for the June issue of The Wholesaler and on my website www.drknowledge.net.
Peter Schor, president of Dynamic Results Inc., is an educator, motivational speaker, consultant, coach and writer in our industry and many diverse others. For the past 17 years, he has conducted 100 educational programs yearly, including 34 industry conventions. Schor has great expertise in the field of showrooms and has won many industry awards. He also works with manufacturers in the field of sales, marketing and public relations. Schor can be reached at 1491 Ivy Arbor, Lincoln, CA 95648, phone 916/408-5346, fax 916/408-5899, e-mail pschor@dynamicresultsinc.com or on his website at www.dynamicresultsonline.com.