Exhibitor interview: Michael Linsky, director, Sensio Lighting
Q: Why are trade shows such as this one important for your business?
A: We really value the kbb show. It’s a key event for us to demo new products and concepts and we have marked this by being one of the key sponsors again this year.
Q: Why should retailers come to shows like this? What are the benefits to them?
A: To physically touch the products and see how they work. It’s also still a people industry, so it’s great to showcase new products and talk face-to-face about them.
Q: How’s business compared with last year?
A: It’s a tough market with lots of uncertainty out there, but we made significant business wins at the back end of last year and in to this year, so we are confident in our direction for 2020 and beyond.
Q: How do you view the health of the UK KBB market? In what ways could it improve and how can the industry improve it?
A: The KBB market is unpredictable due to uncertainties over Brexit and the recent election. There’s also a real skills shortage in the UK, in part due to Brexit, and this has resulted in a shortage of quality kitchen and bathroom installers and electricians. More encouragement is required to get apprentices into the industry and training schemes are now needed before we get to a crisis level.
Q: How do you think the relationship between supplier and customer is changing?
A: We are finding that our customers are becoming increasingly loyal and our success has been built on strong relationships, as well as ensuring we keep ahead of technology. At Sensio, we work really closely with our customers to ensure products that they require/need are developed and brought to market.
Q: What are the main challenges you will face as a business this year and how will you overcome these?
A: As always in our world of lighting technology, the challenge is keeping ahead of the competition. In 2020, there will be an increase in the introduction of smart products across the market and lighting is no exception. The skill will be in ensuring that our smart products intuitively assist people in their lifestyle.