January 2026: As the kitchen and bathroom sector considers the year ahead, one message is coming through clearly from independent retailers. The rules of engagement have changed, and those who thrive will be the ones who adapt early, stay confident in their value, and show up consistently for their ideal customer.
For the Kitchen Bathroom Bedroom Specialists Association (KBSA), this moment represents both a challenge and an opportunity. With a growing network of independent retailers across the UK, the association continues to support members not just through accreditation, but through shared insight, practical guidance and collective experience.
Two KBSA members, Koralia Hume, co-founder of Quarrybank Boutique Bathrooms, and Luke Wedgbury, co-founder of Coalville Kitchens, share their perspective on what 2026 will demand from independents and where the real opportunities lie.
Showing up earlier and standing out for the right reasons
For Koralia Hume, this year will be defined by how deliberately retailers generate enquiries rather than relying on chance footfall. “The biggest opportunity for independents is to stop relying on passive footfall and instead build a deliberate, repeatable way of generating enquiries,” she explains. “The market has changed. Customers are researching for longer, they are more cautious, and they have more choice than ever. The showroom that wins is the one that shows up earlier and more consistently in the customer journey and stands out for all the right reasons.”
She believes this is where independents can outperform national chains, by being more human, more creative and more deeply rooted in their local communities. “However, the biggest challenge will be to stand out in a noisy market without discounting yourself into trouble,” Koralia continues. “The showrooms that thrive will protect their margin and reputation by staying crystal clear on what makes them worth choosing. Design expertise, great quality product and confidence in installation are key, and we are very good at that here at Quarrybank Boutique Bathrooms.”
Her advice to fellow KBSA members is sharply focused. “Get crystal clear on what makes you genuinely different and who your ideal client actually is, then market only that with consistency. You cannot be everything to everyone. Define your niche, name your superpower, and back it up with proof, then repeat that message every week so it really lands and resonates.”
The purchase decision is happening earlier and often online
Luke Wedgbury agrees that the biggest shift for 2026 is already underway. “I believe the biggest change will be how people purchase,” he says. “A vast majority of people have already decided what kind of kitchen or bathroom they want and where they want to buy it from before they even visit any showrooms.” Online research, reviews and social media now mean that by the time a client walks through the door, the decision is often nearly made. “That is great news for us,” Luke adds, “because it means if they are in your showroom, they already like what they have seen.”
He also points to finance as an area where independents can gain ground in 2026. “I see finance being something that independents will need to get better at offering. If we get it right, it will be a huge boost to our sector. It always amazes me when I hear of people spending £30 to £40k with national chains purely because finance was the deciding factor.”
Selling yourself, not just the product
For independents, Luke believes the core opportunity remains unchanged but increasingly valuable.
“Our biggest opportunity is to sell us. Your biggest USP is you, and that is something no one can replicate. If a client buys because they love how you work and how you have treated them, price and timelines become far less relevant.
“The challenge is keeping pace in a fast-moving market,” he continues. “Clients are seeing new products on Instagram and Pinterest constantly. You have to be flexible, ahead of the curve, and confident that you can help, even when things are moving quickly.”
When it comes to practical action, Luke’s advice is clear. “Focus on your lead generation and sales process. Every lead is precious. How you handle them directly impacts turnover, gross profit and net profit. Clients are being targeted constantly once they start searching, so we have to make sure they choose us and then make sure we look after them properly.”
Together, these insights underline why the KBSA continues to play a vital role for independent kitchen and bathroom retailers. By bringing together experienced business owners, sharing real-world insight and championing professionalism, the association helps members navigate change without losing confidence in their value.
Interested in joining KBSA?
CONTACT:
01623 818808 or www.kbsa.org.uk
For further details please contact Sophie Baylis or Ruth Bell at Interiors InsideOut:
+44 (0) 7974 341446 or sophie@interiorsinsideout.com
+44 (0) 7718 900129 or ruth@interiorsinsideout.com
