OPINION: Chris Pateman, md, Builders Merchant Federation

09 October 2008

Who decides what makes a good trade association? Ultimately, it's the members, simple as that, and while the KBSA covers a certain section of the kitchen, bedroom and bathroom market, there are some retailers who don't think it is the right vehicle to represent them - and some retailers who are in the KBSA agree with them!

But whether they're not in the KBSA by choice or by the fact that they don't qualify, they still want a voice which speaks out for their needs and a forum to represent their interests. What to do? Well, if you don't like what's on offer, you can always make your own.

We hear, we know and we understand the arguments well enough. The 'kbb' industry we see depicted in this magazine is not, in fact, one cohesive industry at all. Upon examination, it turns out to be several very different business models, all in conflict with one another, held together only by the flag of editorial convenience and the fact that they have broadly similar products in common.

The needs and aspirations of the independent specialist retailer are entirely distinct from those of the DIY superstore or the manufacturer's direct-selling operation. And it's an absurdity to argue that a business which sets its stall out purely to create profitable sales should be held hostage to the ABTA-aspirations of the supply-and-fit brigade. Selling a kitchen and installing a kitchen are fundamentally different skills. It makes no sense whatever to insist that the one must be accompanied by the other.

Fine. Understood. So where is the lively, vital trade association which represents all independent kbb retail specialists?

Curiously, it's at times like these, when the economy is challenging and supplier relationships are stretched that we need our trade associations the most. We need to band together; to exchange ideas and best practice with one another; to represent and champion our industry in the market place. And we need to do so more urgently and with a greater unanimity of purpose than is ever required of us when times are fat and pickings are easy.

So let's get down to basics. The only way a lively, vital trade association for kbb independents will ever get off the ground is if sufficient lively, vital kbb independents get it off the ground. It needn't take many. It needn't occupy too much of their time. It needn't even cost the earth. For many members, the first year of membership may involve little more than sending in a cheque to bankroll the thing and agreeing a set of principles by which it should be governed.

In the old days, when trade associations like the old Builders Merchants Alliance were formed (1908, by the way - we're 100 years old this year), things were straightforward. Energetic and worthy industry philanthropists would gather over extended luncheons in smoke-filled rooms, stroke their immaculately-coiffed facial hair, and give freely of their own time and resource for the greater good of the industry as a whole. These days, of course, their descendants are too busy running the business to even come out for a game of golf. So it's unreasonable to expect today's kbb specialist to be able to give up endless hours to focus on a programme of works.

Fine. Then let's make it simple. If this magazine goes to at least 5000 businesses who categorise themselves as independent kbb retailers and we strip out the KBSA members and allow a healthy margin for apathists and hardened cynics, then let's say, what, 1,000 businesses might be willing to express an interest in a specialist trade association specifically geared to their needs? Suppose they all threw £100 into the pot for year one, just to get the thing going? Got to be worth a punt at that price, hasn't it? It costs that much these days just to fill up the van.

You can't half do a lot with £100k, though.

The BMF is a trade association with no axe to grind, and with absolutely no territorial ambitions towards the retail sector. We are strictly trade-only. But we do know how it feels to speak up for a sector of industry which would otherwise find itself completely ignored. And we do have the kind of solid trade association infrastructure which a fledgling kbb Retail Trade Association (hmmm - the name needs some work!) could piggy-back on while it finds its feet and develops its voice. Ladies and gentlemen, our experience is at your disposal - if you really want it.
So: do independent kbb retailers really want a trade association of their own?

If you do, maybe it's time to make that decision. Send a cheque for £100 today, payable to BMF - KBB. We guarantee not to bank it until we've got the first 100, and the names of two individuals from among those first subscribers to act as signatories on the account. If you'd be willing to be one of those signatories, or to take part on the new Association's Board of Directors, perhaps you'd put a note in with your cheque to that effect. We can sort out the policy issues later. First, let's see if there's really an appetite out there for a new trade association.

Oh, just to get you started, here's a suggested draft for the first Standing Order: if you're in, let's see the colour of your money!

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OPINION: Chris Pateman, md, Builders Merchant Federation	Back
09 October 2008 Who decides what makes a good trade association? Ultimately, it's the members, simple as that, and while the KBSA covers a certain section of the kitchen, bedroom and bathroom market, there are some retailers who don't think it is the right vehicle to represent them - and some retailers who are in the KBSA agree with them! But whether they're not in the KBSA by choice or by the fact that they don't qualify, they still want a voice which speaks out for their needs and a forum to represent their interests. What to do? Well, if you don't like what's on offer, you can always make your own. We hear, we know and we understand the arguments well enough. The 'kbb' industry we see depicted in this magazine is not, in fact, one cohesive industry at all. Upon examination, it turns out to be several very different business models, all in conflict with one another, held together only by the flag of editorial convenience and the fact that they have broadly similar products in common. The needs and aspirations of the independent specialist retailer are entirely distinct from those of the DIY superstore or the manufacturer's direct-selling operation. And it's an absurdity to argue that a business which sets its stall out purely to create profitable sales should be held hostage to the ABTA-aspirations of the supply-and-fit brigade. Selling a kitchen and installing a kitchen are fundamentally different skills. It makes no sense whatever to insist that the one must be accompanied by the other. Fine. Understood. So where is the lively, vital trade association which represents all independent kbb retail specialists? Curiously, it's at times like these, when the economy is challenging and supplier relationships are stretched that we need our trade associations the most. We need to band together; to exchange ideas and best practice with one another; to represent and champion our industry in the market place. And we need to do so more urgently and with a greater unanimity of purpose than is ever required of us when times are fat and pickings are easy. So let's get down to basics. The only way a lively, vital trade association for kbb independents will ever get off the ground is if sufficient lively, vital kbb independents get it off the ground. It needn't take many. It needn't occupy too much of their time. It needn't even cost the earth. For many members, the first year of membership may involve little more than sending in a cheque to bankroll the thing and agreeing a set of principles by which it should be governed. In the old days, when trade associations like the old Builders Merchants Alliance were formed (1908, by the way - we're 100 years old this year), things were straightforward. Energetic and worthy industry philanthropists would gather over extended luncheons in smoke-filled rooms, stroke their immaculately-coiffed facial hair, and give freely of their own time and resource for the greater good of the industry as a whole. These days, of course, their descendants are too busy running the business to even come out for a game of golf. So it's unreasonable to expect today's kbb specialist to be able to give up endless hours to focus on a programme of works. Fine. Then let's make it simple. If this magazine goes to at least 5000 businesses who categorise themselves as independent kbb retailers and we strip out the KBSA members and allow a healthy margin for apathists and hardened cynics, then let's say, what, 1,000 businesses might be willing to express an interest in a specialist trade association specifically geared to their needs? Suppose they all threw £100 into the pot for year one, just to get the thing going? Got to be worth a punt at that price, hasn't it? It costs that much these days just to fill up the van. You can't half do a lot with £100k, though. The BMF is a trade association with no axe to grind, and with absolutely no territorial ambitions towards the retail sector. We are strictly trade-only. But we do know how it feels to speak up for a sector of industry which would otherwise find itself completely ignored. And we do have the kind of solid trade association infrastructure which a fledgling kbb Retail Trade Association (hmmm - the name needs some work!) could piggy-back on while it finds its feet and develops its voice. Ladies and gentlemen, our experience is at your disposal - if you really want it. So: do independent kbb retailers really want a trade association of their own? If you do, maybe it's time to make that decision. Send a cheque for £100 today, payable to BMF - KBB. We guarantee not to bank it until we've got the first 100, and the names of two individuals from among those first subscribers to act as signatories on the account. If you'd be willing to be one of those signatories, or to take part on the new Association's Board of Directors, perhaps you'd put a note in with your cheque to that effect. We can sort out the policy issues later. First, let's see if there's really an appetite out there for a new trade association. Oh, just to get you started, here's a suggested draft for the first Standing Order: if you're in, let's see the colour of your money!