Despite all the talk about how difficult the market is, 45% of suppliers said trading conditions had been as expected in 2025 and, in fact, 29% said it was better or much better than expected. However, that does leave another 29% that said it was worse or much worse…

One supplier who said it was better explained that while conditions had improved overall, it came in fits and starts: “Business through 2025 has been consistently inconsistent. [Retailers] are driving for shorter lead-times and for suppliers to react without considering impacts.

“National Insurance and Minimum Wage increases are having a negative impact on costs but, overall, certain [retail] customers are telling us growth has been a few percent up on the previous year, which seems to have all arrived in the last few months.”

For others, it has been about taking share rather than seeing an overall growth in the market: “Improved product offering and being more competitively priced means we are winning more market share,” one said.

“Our high service levels have been maintained while some competitors have struggled to do so and consequently we have gained market share,” another said.

For those who said it was worse, wider economic issues unsurprisingly had the most focus: “We seem to be facing a constant battle to persuade customers to go ahead with projects,” one said. “Although material costs have stabilised over the past 18 months, other costs have risen, so products are still higher than their perceived value. It needs a massive boost in consumer confidence to get things back to where they should be.”

This is mirrored in their confidence for 2026, with 43% saying they were confident and another 16% saying they were very confident. Just 10% responded negatively. 

However, there was a clear split between those who saw macroeconomics as the key and those who talked more about their own ambitions. “While I don’t believe the market will get any easier,” one said.

“Much of the good work we have done in 2025 will bring new business in 2026 and I am convinced that we have some control over business performance for the next 12 months. If we can raise our customer service to another level and ensure designers feel the benefit of being product trained then there will still be so much more we can achieve.”

Recommending retailers

We also asked the suppliers a simple question: how many of the independent KBB retail showrooms they supply would they recommend to a friend or family member as a place to buy a new kitchen or bathroom?

Surprisingly, a quarter of respondents said they would only recommend 50% or less of their retailers to family and friends. Just over half (53%) said they would recommend between 50% and 80% and just 22% said they would suggest 80-100% of their retailers. 

So, we asked the suppliers what was the one thing KBB retailers could do to improve their business. As you might expect, most replies centred around their relationship with their suppliers…

“Simplify your product offering and stop trying to be all things to all people,” said one. “Carefully consider the brands that are really trying to help support your business.

“Far too many retailers are attempting to compete at all ends of the market, which can leave their own customers very confused and their supply partners frustrated. In most cases, the retailer isn’t generating enough business to justify any exclusivity that their suppliers may be offering them and this ultimately doesn’t work for either party.”

Some others didn’t pull any punches in their frustrations with retailers: “Tidy up, and have less brands,” one told us. “I go to some businesses and see countless ranges with door and worktop samples taking over the showroom. It is too much for the consumer. The showroom displays should be impeccable and all the fluff hidden away. People buy with their eyes and a lot of time all they see is samples.”

“[They need to improve] transparency and professionalism,” another said. “Some retailers are excellent at both but the large majority of the independent retail sector is unsophisticated and lacks professionalism.”

And the final word goes to this supplier whose message was very blunt and simple: “Sell more! Sales and design both go together, but there are too many pompous egotistical peacocks spouting ‘design’ theories. A true business owner knows that sales are the key and the single most important objective in any business!”

The best and worst of working with independents

We asked suppliers to tell us the best things about working with independent KBB retailers…

“The personal relationships and friendships that you build up with each other over time.”

“Personal service and a tailored experience – you’re dealing with people who really care about the result.”

“Independents genuinely care about the customer experience, the quality of the products they recommend and the reputation of their own business. This means they are highly engaged, open to collaboration and motivated to deliver exceptional results.”

And the most frustrating things…

“The fact that so many showroom staff members can be too easily bought with backhand bribery offers!”

“The resistance to change at times and continuing to buy particular brands out of loyalty, even though it is not the best option for their business.”

“Many of them are living in the past and failing to adapt to the reality of a multichannel retail environment.”

“In my experience KBB retailers are not frustrating, they just have to be handled differently to other parts of the supply chain. They are ultimately responsible for guiding a consumer through the maze of choices available and changing that consumer’s life for the better. That’s a tough gig…”