Is the traditional independent KBB retailer being squeezed out of the middle?

As the likes of Wren, Howdens, DIY Kitchens and Victorian Plumbing continue to push further up the value chain, many independent retailers are finding themselves caught in a tightening gap between volume and luxury. So what happens when the middle ground starts to disappear?

kbbreview editor Andy Davies is joined as always by Trevor Scott (RFK), Steph Warner (Pier1 Bathrooms), Nick Warrington (Stuart J Warrington) and Liz Pantling-Jones (Lima Kitchens) to tackle one of the biggest questions facing the industry right now.

Is the mid-market actually shrinking, or are we simply redefining what it means? Have the big national players already won the battle for value-conscious customers? And is the real danger not being in the middle market but being indistinguishable within it?

We're exploring why more independents are moving upmarket and whether that's a strategic choice or a necessity. We're also looking at the changing role of suppliers, with some premium brands that traditionally built their success through independent retailers now pursuing greater volume by moving further down the value chain and into mass-market retail.

If the middle is being squeezed from both ends, where does that leave the independent retailer? And if you were opening a brand-new KBB showroom tomorrow, would you target the mid-market at all?

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Welcome to The kbbreview Podcast, the show all about the ups and downs and ins and outs of being an independent kitchen and bathroom retailer.

And today we're talking about the old chestnut of charging for design - it's a seemingly perennial subject but rather than focusing on whether you should or shouldn't, we're looking at how to do it if you decide you should.

• What are the pros and cons of the different models?
• Is a flat fee?
• Is it refundable?
• Are basic designs free but detailed ones carry a charge?
• Should that fee increase based on how senior the designer is?

And...what is the conversation you have with the client to justify it?

Our usual retailer crew of Trevor Scott, Nick Warrington, Elizabeth Pantling-Jones and Steph Warner are all here with host Andy Davies.

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What does it really take to become Retailer of the Year at the kbbreview Retail & Design Awards?

In this special bonus episode of The kbbreview Podcast, Andy Davies sits down with the 2026 Kitchen and Bathroom Retailers of the Year to uncover the strategies, decisions and mindset behind their award-winning businesses.

Darren Walker of Laings and Ben Setterfield of Bathroom + Kitchen Eleven share the lessons they've learned, the numbers they watch, how they’re adapting to a changing market and where they see the biggest opportunities for independent retailers in the years ahead.

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