The Kitchen and Bath Design Studio opened in 2005 by Miami-based parent company Lion Plumbing Supply, a small contracting and service company incorporated in August 1956. A retail counter was added in the 1960s and the business continued to expand. In 1982, we sold the contracting part of the business and decided to strictly be a wholesale distributor. 

Eventually, the need for a luxury plumbing showroom grew in our business and we had the right space next door to our wholesale location. The close proximity to each other helps us share inventory, customers and any resource needed to run a business. 

Berna Blanco joined the team in May 2019 as a sales consultant for the showroom. Coming from Nordstrom’s, she didn’t know much about plumbing at the time but she sure knew how to sell luxury. Her philosophy is that no one should leave the showroom without buying something. In August 2022, Blanco was promoted to showroom manager and has completely redesigned the showroom. 

She has a new team as well. Coming from a different background herself, she isn’t afraid to hire outside the plumbing field. Her main employee requirement is knowing how to sell luxury. Current team members come from tile, hardware and architectural design. Together, they make it a point to stay on top of industry trends, assisted by weekly product knowledge classes from reps, factory tours for hands-on experiences and industry shows such as the Kitchen and Bath Industry Show and Boutique Design New York. 

In today’s environment, buying groups are a big part of our business. We have been a member of Luxury Products Group (LPG) since its inception in 2009. Our vice president, Sheri Newman, sits on its board of directors, as well as its parent company, IMARK Plumbing. LPG has given us access to lines that we would not have been able to acquire if we weren’t in the group. 

The networking opportunities with other members and the support of the executive team are invaluable. Director Jeff MacDowell is very hands-on with all the members, helping out any way he can. The group has also helped us expand our customer offerings with hardware, vanities and lighting. All these categories are add-on sales for us and help elevate our customers’ experiences. 

Miami Trends

Miami is a very contemporary market; everyone wants the latest and greatest designs and innovations. Gunmetal and matte white finishes are coming on strong, as well as mixed finishes, but black and gold still dominate the landscape. 

Textures take the spotlight when it comes to handles and hardware. Knurling, chamfered, fluted, beveled, etched, ribbed and hammered are everyday words in our showroom (think jewelry for your bathroom). Mixing colors, finishes and design styles create cozier, warmer spaces that feel more personal. 

Toto Neorest toilets and washlets remain some of our showroom’s best sellers. The Japanese manufacturer invented the bidet-style toilet seat in 1980 and remains a market leader in the category. 

Everyone wants a spa-like experience, and a Neorest is a sure way to get it. Demand from celebrities and social media influencers have helped push sales as well. Washlets are popular for many reasons. Miami is the No. 1 bidet market in the United States due to our sizeable Latin population. Bidets are also popular in aging-in-place (or living-in-place) communities. 

We recently installed a working steam shower from Mr. Steam. Personal health and wellness has come to the forefront in today’s society. Steam helps to melt away stress and includes so many health benefits: allergy relief, lower blood pressure, improved blood circulation, better hair and skin and improved sleep. A steam shower propels the spa experience at home as well. 

Where kitchens are concerned, workstation sinks (usually featuring strainers, cutting boards and drying racks) rule. Matte finishes are preferred over polished finishes more than likely because they hide fingerprints and smudges better. Ease of maintenance and easy-to-clean prep areas are highly desirable by today’s consumer. Commercial- and industrial-looking spring faucets have maintained popularity over the past few years and the sales pace has not slowed. 

The Amazon Syndrome

Since COVID-19, our perception and priorities have changed. It has made us think about how we can live better and enjoy life to the fullest in the heart and soul of our homes, the kitchen and bathroom. This has brought a new opportunity for showrooms, but most customers want instant gratification. In this day and age, with same day Amazon delivery, our customers want the same from us. 

We have implemented a few strategies in response to these challenges, such as the use of Prokeep, a live messenger service where you can chat, send pictures and text customers. Priority access and quick ship programs from our vendor partners are a huge help as well. You can get special-order items in a day or two for a nominal freight fee. 

These days, consumers know what they want, and it is more challenging if you don’t keep up with the times. Understanding your customers’ needs is a must; having tools for sales associates to process a quote or a sale as quickly as possible is vital. 

In the Miami market, things happen fast. Microsoft announced it was moving its Latin America regional team to Miami’s Brickell district, Apple is taking 45,000 square feet in a new building in Coral Gables (a wealthy suburb south of Miami) and Jeff Bezos announced in November 2023 that he was leaving Seattle for Indian Creek Island, where he owns three mansions. 

Whether we are talking about kitchens or baths, think catch phrases such as “minimal luxe” or “quiet luxury” and you get a great feel for what’s trending today! 

Berna Blanco is the showroom manager for The Kitchen and Bath Design Studio, and Sheri Newman is the vice president of Lion Plumbing Supply.