| AM45025 |
| AMA RESEARCH Market Report : UK Kitchens and Bathrooms Distributors : February 2005 |
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Introduction and Overview
| AMA Research have published a 7th edition of the “Kitchen & Bathroom Distributors Market UK 2005”, incorporating original input and primary research, it represents a comprehensive, informed and unique review of this market and is excellent value for money. |
| The report is over 120 pages and covers an influential but low-profile channel in detail, containing: |
| DETAILED DISTRIBUTOR ASSESSMENT - national and large regional companies, key companies by product group, recent trends, future prospects, customer analysis. |
| DISTRIBUTORS CHARACTERISTICS - profitability, turnover per employee, strengths and weaknesses, threats, major opportunities. |
| ANALYSIS BY PRODUCT GROUP - market sizes, distributor shares, key trends:- |
| ¨ Kitchen Furniture |
| ¨ Kitchen Appliances |
| ¨ Baths, Sanitaryware and Brassware |
| ¨ Shower Controls/Enclosures/Screens/Trays |
| ¨ Bathroom Accessories |
| Compiled by marketing professionals with relevant industry experience, the report answers the need for QUALITATIVE AND QUANTITATIVE ASSESSMENT - both essential requirements for good marketing planning. The report analyses recent developments in the kitchen and bathroom industry, and in addition, looks at the reasons for current trends and whether they are likely to continue. |
| The report contains information collated using a wide range of sources, and is specific and relevant to the distributors market, not simply a broad collection of government statistics. |
| Of particular interest:- |
| Market size, background information and future growth of the key product sectors. |
| Assessment of the distributors' shares of each major product sector. |
| Strengths, weaknesses, threats and major opportunities for the distributors. |
| Key areas of coverage in the report include:- |
| THE MARKET |
| The structure of the distributors market – suppliers, distributors, merchants, retailers and contractors – their roles and influences. |
| The market size in value for 1995-2008. |
| Market trends during the late 1990's and to date. Future trends and major factors influencing developments. |
| Key products marketed by distributors, share of distributors business. |
| Share of overall product market taken by distributors, reasons for strengths, weaknesses. |
| THE DISTRIBUTORS |
| Major distributors, market shares, key characteristics, turnovers, product strengths, market positioning etc. |
| Leading distributors by product sector – Kitchen Furniture/Kitchen Appliances/Bathroom and Shower products. |
| Mix of major national/large regional/other regional distributors. |
| Identification of the national and larger regional distributors, turnover, key products and characteristics. |
| Characteristics of distributors – profitability – trend of net profit in total and by Kitchen/Bathroom products. |
| The role of the distributor, how this is changing and how it varies for the major product groups. |
| Buying criteria for distributors, what they look for from suppliers and product ranges. |
| Strengths and weaknesses of distributors. |
| Opportunities and threats for distributors. |
| CUSTOMERS |
| Distributors' key customer groups and mix of sales. |
| Characteristics of key customer groups - merchants, kitchen & bathroom specialists, independent electrical retailers, installers/contractors and multiples. |
| Major customer sectors per product group. |
| PRODUCTS/SUPPLIERS |
| Market size of each major product group - Kitchen Furniture/Kitchen Appliances/Bathroom Products/Shower Products. |
| Product mix within major product groups. |
| Product trends by main groups and product sectors. |
| Key suppliers within each product sector. |
| Distribution characteristics, distributors' influence and share within each product group. |
| FUTURE PROSPECTS/HOUSING & INFLUENCING FACTORS |
| Competitive channel development and the implications for distributors. |
| New housing market/property transactions etc. |
| Age profile, influence on distributors role. |
Executive Summary
| The kitchen and bathroom distributor market is substantial at over £800 turnover at distributors prices in 2004. |
| In 2003, the kitchen and bathroom sectors remained buoyant and continued to experience relatively healthy levels of growth. This was partly due to house price inflation acting as a positive driver for a number of consumer durable markets, supported by high levels of mortgage advances for home improvements. Additionally, the housing market continued to perform well during 2003 and the level of new house build completions increased slightly, both factors supporting the market. |
| A further factor influencing the market has been the continued growth of the self-build sector, where high quality fittings tend to be installed. The builders/owners in this sector often demand higher value products and fittings, which are differentiated in terms of style and performance and this can offer opportunities for the distributors and their customers. |
| In 2004, rising interest rates and further speculation of a significant fall in house prices dampened consumer confidence somewhat, and this had a knock on effect on consumer spending. |
| There has been increased pressure on pricing and margins in the market over the past 2 years due to the growth of the DIY multiples in the bathroom sector, in addition to the growth of imports. However, the distributors have in general managed to maintain margins by offering more own branded ranges, and increasing service levels. |
| In addition to these issues, one of the most important factors has been the continued focus on design and trading up in terms of kitchen and bathroom fittings. To satisfy this there has been an increased number of products made available to satisfy the demand, allowing the distributors to add value by stocking a comprehensive range of products and brands particularly niche and specialist varieties. |
| The distributor market is relatively fragmented, as local suppliers can offer a competitive edge by creating loyalty through fast, efficient service and knowledge of the customer requirements. However, there are a number of national operations and large regionals, many of which have grown share through a combination of organic growth and acquisitions. |
| The leading company are The PJH Group, which operates through Hopkinsons Fourways. They are traditionally strong in the kitchen appliance and furniture sectors and are also leaders in the bathroom market. |
| The national distributors now account for 59% of the market, led by PJH, followed by Broughton Crangrove, Mark Two and Waterline. Other major nationals are PWS, BDC, Ideal, Allied, AHED, Arrow, Maurice Lay and Galley Matrix. |
| The key distributors in the kitchen sector include PJH, PWS, Mark Two, Waterline, Allied, BDC, Broughton Crangrove, Stearn, William Ball, Galley Matrix and Arrow. In the bathroom and shower sector the key companies are PJH, Mark Two, Ideal Bathrooms, Broughton Crangrove and AHED. |
| The larger regional distributors account for around 32% of the market while local distributors are estimated to have declined to account for some 9%. |
| Bathroom products continue to account for the greatest share of distributors' business with 38% followed by kitchen furniture with 27%, shower products, kitchen appliances and others. Within bathroom products, baths and sanitaryware take the largest share with 48%, followed by accessories and brassware. |
| The bathroom and shower sector has maintained share due to the fragmented nature of retail distribution in this sector. In addition, the significant width of product range in many bathroom products, in particular brassware and accessories, further justifies the distributors' role. However, certain products such as sanitaryware and brassware have experienced marginal decline in value over recent years, largely as a result of cheaper imports. |
| In the kitchen appliance sector, distributors still only account for a small share due to the dominance of the electrical multiples. However, there has been an increasing demand for larger, higher value kitchen appliances such as ‘Range’ cookers and larder fridges etc, allowing the distributors to maintain share of the freestanding market. |
| The kitchen and bathroom distributors have two major customer groups, the kitchen and bathroom retail specialists which account for 46% of the distributors sales and the builders merchants with 33%. Others include DIY outlets, other retailers such as department stores, electrical independents and contractors. |
| The kitchen and bathroom retail specialists have benefited from increased replacement levels and the trend of trading up in recent years to higher quality and niche products, and higher levels of service, which are key characteristics of the specialist sector. However, those retailers competing in the economy sector remain under pressure. |
| In common with the kitchen and bathroom distributors, builders’ merchants are comprised of nationals, large regionals and local merchants. It is the smaller and medium sized merchants who tend to purchase from kitchen and bathroom distributors. However, this sector of the merchant industry is declining as the major regionals and nationals take share and an increasing number of smaller merchants purchase direct, often using buying groups to get better terms. |
| Companies Mentioned in this Report. |
Companies Included
PJH Group, Hopkinsons Fourways, Broughton Crangrove, BDC, Mark Two, Allied, AHED, Tricom, Maurice Lay, Galley Matrix, Stearn, William Ball, Waterline, Ideal Bathrooms, Newey & Eyre, Senate, Edmundson, City Electrical Factors, Maurice Lay, Claygate, Mark Abrahams, Uptrend, Cooper Callas, Scorpion, Farmiloe & Farmiloe, Arrow, James Theobald, Sinks and Things, Micro, Robert Lee, JP Distribution, PWS, Arnold Laver, GKR, SKS, West Point Distributors, Mike Walker Distribution, Uptrend, JMT Sales & Marketing, Formula One Factors, DBD, International Decorative Services, A.C. Toon, FG Chambers, SDA Distributors, Whitehall Fabrications, Blackheath Products, CD (UK), Viking Laminates, Solent Laminates, Red Rose Plastics, S.English, Blanco, Brian Donaldson Distribution, Northern Sink Supplies, B & P Wynn & Co, Bellegrove, Stearn Electric, Gass Appliance Distributors, LW Cole, Bradshaw Appliances, American Appliance Centre, Arnold Laver, Inman Electrical, Delphi Distribution, Smith & Frater, Grant Westfield, Online Bathroom Distributors, M & M Kitchen Accessories, Weslec, Coolectric, Maymarts, Icetech, John Smith-Butler & Sons Ltd, Danico Brass, CP Hart, KWC. Alexanders, Eurobath, Mekon Products, Briten , Waltham Plumbing Supplies, Barwick of Bradford, Alan T Carr, Peachurst, Scorpion Bathrooms, Ashley Distribution, Davroc, Smiths Bathroom and Plumbing Supplies, Coletti Romford, N Froy, H M James, Qualitex Supplies, Berglen, Beaufort Bathroom Distributors, Brausch, Inman & Co, Power Shower Distributors, Marleton Cross, Micro Mathey, Bellegrove Ceramics, Robert Lee (London) Ltd, Whitehall Fabrications, Viking, Brian Donaldson Distribution, West One Bathrooms, Faucets, Claygate Distribution Ltd, Bodel Distributors, Danico Brass, JT Edwards, DHL Bathroom Supplies, Express Radiators and Bathrooms, J & J Ormerod, The Range Cooker Company, Domus Tiles, The Berglen Group, Brausch & Co, M & M Kitchen Accessories, Comap Westco, Alan T Carr, Mekon Products, Coletti Romford, GR Hullock, Rainbow Distribution, Powerjet Whirlpool Systems, RK Ceramics, DBD Distribution, Northern Sink Supplies, Just Taps, Aqua Bathroom Products, Scope Distribution, Leaker Direct, G Clifford Morris, Trent Direct, Excel Distribution, Valson Sanitaryware, Maymarts, Manor Distributors, Woodstock Distribution, Ramus Tiles, Kannon 2000, Online Bathroom Distributors, Jewsons, Travis Perkins, Grafton Group, Ridgeons, Cakebread Robey, William Wilson & Co, Elliot Brothers, Dixons , Currys , Comet, B & Q , Homebase, Focus, Wickes, Smallbone, Mark Wilkinson, Christians, Formica, Perstorp, Resopal, Polyrey, Bushboard, Orama Fabrications, Pfleiderer Industrie, Hygena, Schreiber, MFI Furniture Group Plc, MFI Furniture Centres Ltd, Howden Joinery, MFI Properties Ltd, Moores, Bernstein Group, PJH Group, Gower, Symphony Group Plc, J.C. Hatt, Paula Rosa, Eurospace, Boulten & Paul, John Carr, Crown, Allied, Mereway, Johnson & Johnson, Alno, Wellmann, Nolte, Mobalpa, Sofiseb, Miele, Siematic, Poggenpohl, Electrolux, Creda, Stoves, Merloni, Leisure, Belling, Bosch, Siemens, Whirlpool, Bauknecht, Creda/Hotpoint, Zanussi, AEG, White Westinghouse, Candy , Sharp , Panasonic, Samsung, Sanyo, Hoover, Whirlpool, Servis, Neff, Smeg, Kaldewei, Ariston, American Standard, Ideal Standard, Twyford Bathroom, Sanitec Corporation, Jacuzzi UK, Qualceram Plc, Shires Ltd, Shires (Ireland) Ltd, Qualceram Shires, Pegler, Bristan, Celmac, New Team, Aqualona, Hadida, Gelson, Metlex, Myson, Coram, Triton, Mira, Heatrea Sadia, Gainsborough, Aqualisa, Redring, Manhattan Showers, Showerlux.
List of Contents
| 1 | INTRODUCTION |
| 2 | SUMMARY |
| 2.1 | OVERALL MARKET |
| 2.2 | KEY DISTRIBUTORS |
| 2.3 | PRODUCT MIX |
| 2.4 | CUSTOMERS |
| 3 | ECONOMIC ENVIRONMENT |
| 3.1 | GENERAL |
| 3.2 | GDP |
| 3.3 | INFLATION & INTEREST RATES |
| 3.4 | UNEMPLOYMENT |
| 3.5 | HOUSING & CONSTRUCTION |
| 3.6 | STERLING |
| 3.7 | CONSUMERS DISPOSABLE INCOME LEVELS AND SAVINGS |
| 3.8 | RETAIL SALES OF CONSUMER DURABLE PRODUCTS |
| 3.9 | CONCLUSIONS |
| 4 | THE MARKET |
| 4.1 | DEFINITION |
| 4.2 | STRUCTURE |
| 4.3 | MARKET SIZE |
| 4.3.1 | Background |
| 4.3.2 | Current Situation |
| 4.3.3 | Future Prospects |
| 4.4. | KEY MARKET INFLUENCES |
| 4.4.1 | The Housing Market |
| 4.4.2 | Socio Economic Influences |
| 5 | DISTRIBUTORS |
| 5.1 | ANALYSIS BY SECTOR |
| 5.2 | MARKET SHARE |
| 5.2.1 | Overall |
| 5.2.2 | Kitchen Furniture |
| 5.2.3 | Kitchen Appliances |
| 5.2.4 | Bathroom and Shower Products |
| 5.3 | THE DISTRIBUTORS |
| 5.4 | CHARACTERISTICS OF KITCHEN & BATHROOM DISTRIBUTORS |
| 5.4.1 | Profitability |
| 5.5 | BUYING CRITERIA |
| 5.6 | THE ROLE OF THE DISTRIBUTOR |
| 5.7 | DISTRIBUTOR SHARE BY PRODUCT MARKET |
| 5.8 | STRENGTHS, WEAKNESSES, OPPORTUNITIES AND THREATS OF DISTRIBUTORS |
| 5.9 | THE DISTRIBUTORS FUTURE PROSPECTS |
| 6 | DISTRIBUTORS CUSTOMERS |
| 6.1 | GENERAL |
| 6.2 | CUSTOMER MIX |
| 6.3 | KITCHEN & BATHROOM SPECIALISTS |
| 6.4 | BUILDERS & PLUMBERS MERCHANTS |
| 6.5 | ELECTRICAL INDEPENDENTS |
| 6.6 | DIY OUTLETS |
| 6.7 | OTHER RETAIL |
| 6.8 | OTHERS |
| 7 | PRODUCTS |
| 7.1 | PRODUCT GROUPS |
| 7.2 | KITCHEN FURNITURE, WORKTOPS & SINKS |
| 7.2.1 | Market Size |
| 7.2.2 | Product Trends |
| 7.2.3 | Suppliers |
| 7.2.4 | Distribution |
| 7.3 | KITCHEN APPLIANCES |
| 7.3.1 | Market Size |
| 7.3.2 | Product Trends |
| 7.3.3 | Distribution |
| 7.4 | BATHROOM PRODUCTS |
| 7.4.1 | Market Size |
| 7.4.2 | Product Trends |
| 7.4.3 | Suppliers |
| 7.4.4 | Distribution |
| 7.5 | SHOWER PRODUCTS |
| 7.5.1 | The Market |
| 7.5.2 | Product Trends |
| 7.5.3 | Suppliers |
| 7.5.4 | Distribution |
Tables and Charts
| TABLE 1 | THE UK KITCHEN & BATHROOM DISTRIBUTOR MARKET 2000-2006 £M DSP |
| CHART 2 | INTEREST RATES AND INFLATION (CPI) FROM 1990-2006 |
| TABLE 3 | EXCHANGE RATES 1997-2005 - STERLING TO DOLLARS, EUROS, SPOT RATES |
| CHART 4 | PDI & SAVINGS RATIO 1990-2006 |
| TABLE 5 | RETAIL SALES INDEX OF CONSUMER DURABLE PRODUCTS AND RPIX 1995-2004 (1995=100) |
| CHART 6 | KITCHEN & BATHROOM DISTRIBUTORS MARKET INFRASTRUCTURE |
| TABLE 7 | KITCHEN & BATHROOM DISTRIBUTORS MARKET 1996-2004 £M DISTRIBUTOR SELLING PRICES (DSP) |
| TABLE 8 | KITCHEN & BATHROOM DISTRIBUTORS MARKET 2003-08 £M DISTRIBUTOR SELLING PRICES (DSP) |
| CHART 9 | KITCHEN & BATHROOM DISTRIBUTORS MARKET AT CONSTANT PRICES 1995-2008 £M AT DSP @ 1995 PRICES |
| TABLE 10 | HOUSE BUILDING COMPLETIONS 1996-2008 – GREAT BRITAIN (‘000 DWELLINGS) |
| TABLE 11 | NUMBER OF PROPERTY TRANSACTIONS IN ENGLAND AND WALES 1997-2004 (‘000) |
| TABLE 12 | STOCK OF DWELLINGS IN GREAT BRITAIN 1971-2004 |
| TABLE 13 | AVERAGE HOUSEHOLD SIZE FOR GREAT BRITAIN 1971-2004 |
| CHART 14 | AGE DISTRIBUTION OF THE RESIDENT UK POPULATION 2001 (‘000) |
| CHART 15 | NUMBER OF EMPLOYEES IN EMPLOYMENT GB - JUNE 1981-04 (MILLIONS) |
| CHART 16 | MIX OF DISTRIBUTOR SALES 2004 BY VALUE |
| TABLE 17 | MARKET SHARES IN THE KITCHEN & BATHROOM DISTRIBUTORS MARKET 2004 |
| TABLE 18 | LEADING DISTRIBUTORS BY PRODUCT SECTOR |
| TABLE 19 | DISTRIBUTORS PROFITABILITY 1995-2004 |
| TABLE 20 | DISTRIBUTORS PROFITABILITY 1995-2004 |
| CHART 21 | DISTRIBUTORS PROFITABILITY - KITCHEN FURNITURE AND APPLIANCES 2002-04. |
| TABLE 22 | DISTRIBUTOR SHARE BY PRODUCT MARKET 2004 |
| TABLE 23 | MIX OF KITCHEN & BATHROOM DISTRIBUTOR SALES 2004 |
| TABLE 24 | MIX OF DISTRIBUTOR SALES BY PRODUCT 2004 |
| CHART 25 | MIX OF BATHROOM PRODUCTS BY VALUE |
| TABLE 26 | MIX OF DISTRIBUTORS SALES OF SHOWER PRODUCTS BY VALUE |
| TABLE 27 | UK DOMESTIC KITCHEN FURNITURE, WORKTOPS & SINKS BY VALUE (£M DSP) |
| CHART 28 | UK DOMESTIC KITCHEN FURNITURE, WORKTOPS AND SINKS MIX BY VALUE |
| CHART 29 | KITCHEN FURNITURE SALES BY VOLUME 2003 |
| TABLE 30 | UK KITCHEN SINK MARKET BY VOLUME |
| TABLE 31 | MARKET SHARES OF MAJOR KITCHEN FURNITURE SUPPLIERS BY VALUE |
| TABLE 32 | KITCHEN FURNITURE MARKET: DISTRIBUTION CHANNEL SHARE 2004 BY VALUE |
| TABLE 33 | UK DOMESTIC APPLIANCE MARKET SIZE £M DSP |
| TABLE 34 | UK DOMESTIC APPLIANCE MARKET BY VALUE £ DSP |
| TABLE 35 | UK COOKING APPLIANCE MARKET BY VOLUME |
| TABLE 36 | UK LAUNDRY AND DISHWASHER MARKET 2003 BY VOLUME |
| TABLE 37 | UK REFRIGERATION MARKET BY VOLUME |
| CHART 38 | DISTRIBUTION OF KITCHEN APPLIANCES BY CHANNEL 2003 |
| TABLE 39 | TOTAL MARKET FOR BATHROOM PRODUCTS BY VALUE £M DSP |
| TABLE 40 | UK SANITARYWARE MARKET BY VOLUME 2003 |
| TABLE 41 | UK BATHROOM ACCESSORIES MARKET BY PRODUCT £M DSP |
| TABLE 42 | UK BATHROOM PRODUCT MAJOR SUPPLIERS 2003 |
| TABLE 43 | DISTRIBUTION OF BATHROOM PRODUCTS 2003 |
| TABLE 44 | THE UK SHOWER EQUIPMENT MARKET £M DSP |
| TABLE 45 | THE UK SHOWER CONTROL MARKET BRAND SHARES |
| TABLE 46 | DISTRIBUTION OF SHOWER PRODUCTS BY VALUE |
Text © 2005 AMA Research
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Last updated by Amanda Porteous 2005
