Competing with Howdens Joinery
Former Commercial Director at Benchmarx Kitchens & Joinery, Travis Perkins
inpractise.com/articles/howdens-joinery-competition
Why is this interview interesting?
- Differences between a trade and retail kitchen buying experience
- A typical trade kitchen transaction process
- How pricing is set for kitchens in the trade channel
- The importance of scale for Howdens
- What builders care about and how it was difficult for Benchmarx to compete with Howdens
- The importance of stock availability and kitchen designers
- The unique advantage of Howdens’ vertically integrated kitchen model
Competing with Howdens Joinery(August 11, 2020)
Terry Brown
Former Commercial Director at Benchmarx Kitchens & Joinery, Travis Perkins
Terry was one of four early managers inside of Travis Perkins tasked with bringing a new trade-kitchen format to market to compete with Howdens Joinery. Terry joined Travis Perkins and launched Benchmarx Kitchen and Joinery where he was Head of Commercial and responsible for rolling out over 180 depots in 13 years until 2019. Terry worked closely with builders and designed depot formats and the full supply chain.
Interview Transcript
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