Product Training Manual

Bathroom/Kitchen/Laundry Decorative Taps, Accessories & Shower Products

5-5-2015

1.  Company Overview Who are Brewers, support staff, brands, marketing strategy, Australian Standards.

2.  What prompts customers to choose a product – it’s not just price!

3.  Features & Benefits To enhance Selling Skills Across Brewers Ranges Across Market Segments

4.  F&B/Q&A Frequently asked questions from customers and answers.

Training Manual - Index

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COMPANY OVERVIEW•Brewers began with bathroom products back in 1962.

•National Office- (based in Melbourne) -Administration. -National Support/Call Centre (Tel: 03 9681 4834Fax:03 9558 2637 Email sales@brewers.com.au). -Warehousing/Distribution at T.M.S. Logistics Keysborough Victoria.

•Brewer retail store representatives:- Dedicated Sales Representatives/Agents can actively assist with product to optimize volume sales of Brewer products and assist with other Brewer product in store enquiries.

•National Brewer Builder/Project Sales Manager:- Available for all trade/builder contact.

• Product service issues:- The Brewer Support/Call Centre is immediately available for technical advice and other queries. We are working towards a toll free number for end user product installation service issues which will also be printed on all product packaging. Email: service@brewers.com.au

•Brewer Brands.

This umbrella brand delivers high volume Brewer designed products from partner factories in China/Taiwan for the bathroom, kitchen and laundry for the market segments of :- “Entry” “Good” “Better” Manufacturing in Asia commenced at Brewers 20 years ago. China based on site, quality control personnel, ensure Australian Standards are adhered to and product integrity is maintained.

This umbrella brand delivers products for the “Best” market segment where design and quality is paramount. High end premium quality China and European factories are contracted to produce products with a superior design, manufacturing quality and finish.

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•Brewers operate with a marketing strategy to promote the Brands :- Instore…. by sales personnel and point of sale material. :-To the end user-the consumer…by retail magazine advertising and Brewers internet site. www.Brewers.com.au :-To the Product Specifier/Builder...by specific Trade magazines, specifier internet sites. Brewer Trade reps and the Brewer data base.

•Australian Standards. WaterMark. All tapware fitted by Licensed plumbers must be made to the Australian Manufacturing Standard -WaterMark.. this sets out strict controls on the brass raw material, the manufacturing techniques and technical dimensions. Our factories are audited to ensure this Standard is maintained. Brewers hold their own WaterMark License as a manufacturer which enables our partner Brewers licensed factories to work under strict controls governed by this Standard. The WaterMark ensures quality products are made and allows Brewers to offer extended warranties under Insurance. All showers must now must be manufactured to the WaterMark standard.

•WELS. All tapware and showers sold in Australia must be labeled with a WELS label- the scheme is called the Water Efficiency Labeling and Standard Scheme [WELS].The scheme is designed to help consumers make more informed choices about the taps, showers and other water appliances they buy by comparing the water efficiency of different models. Brewers are licenced to manufacture and sell WELS products.

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▪Given that women are so integral in the decision making, consider women in communication, new product development, marketing strategies and brand proposition.

▪Marketing and communication activities should talk to women, however not alienate men… Women need to feel connected to brands.

▪Trades people can be an important centre of influence on consumer purchase… Ensure they have collateral material they can provide their clients to facilitate decision making.

▪Style leads the way! 53% of respondents ranked style as the most important factor when deciding on bathroom tapware.

▪Quality and price are also important. Warranties and after sales and service are the least important.

▪Of those who purchased taps, 64% chose style as the most important driver of choice.

What prompts customers to choose a product SURVEY RESULTS: 1.WHAT PROMPTS THE CUSTOMER TO CHOOSE BATHROOM, KITCHEN AND LAUNDRY PRODUCTS

2. CUSTOMER GROUPS IN THE DECISION MAKING

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Entry Good Better Best

Project 3 Hole Tapware

Project Mixers

EI Micro Mixers

Rotondo Mixers Linear Mixers

•Tapware is offered as - Three hole tapware - This is the traditional Australian style where a tap set includes: handles for Hot (LH), Cold (RH) and a basin outlet fitted to a tap breech or bath outlet or shower - Operated by a jumper valve (screw in or out action. - Handles can be “Cross” or “Lever”

- Brewers offer cross handles only.

•Installation instructions - Inserted with each tap/mixer •Warranty: -Brewers will replace most faulty parts for 7 years for the Project ranges and 10 years for other ranges. Ceramic disc are warranted for 10 years, jumper valves for 2 years.•Packaging: -Individual product: supplied in Brewer artwork box packs.

Market Segment

BrewerBrands

Italia AzzurroDodi Mixers

Ottavo Mixers

Features & Benefits – Tapware

Market segments are defined by style/features, quality/manufacturing processes, price/what the market will stand, packaging

Jumper Valve Spindle

Ceramic Disc Cartridge

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- Colour finishes -Normally chrome plated finishes. Gold is almost over as there is no warranty. Special finishes like black or white/chrome are coming.

- Material content -Brass. Australian standards specify special “DR” brass, (non zinc component) to be used on all tap and mixer bodies

Project Basin Set

Inner carton box pack

Dodi Low Rise BasinMixer

- Mixers (one Hole) -This is the original European style where a mixer tap is operated by a ceramic disc cartridge where one handle turns water on by an up/down action and a quarter turn on/off action, controls water flow and temperature. A “care” handle, (longer elbow handle), for the hospitality and health markets is available.

Good Better Best

Project Perennial *Micro *Macro

RotondoLinear

Choice Homewares

•Warranty: -Brewers will replace faulty parts for 7 years.

•Packaging: -Individual product: supplied in Brewer artwork box packs.

Market Segment

BrewerBrands

Italia AzzurroCentennial

Scatola Dodi

Ottavo

Features & Benefits - Bathroom Accessories

Market segments are defined by style/features, quality/manufacturing processes, price/what the market will stand, packaging

Accessories are fitted onto I. plaster walls (a toggle bolt or plastic wall anchor is needed) II. Tiles a wall plug is needed or toggle bolts III. Timber studs (screws are needed) IV. Sold brick (a wall plug is needed)

•Bathroom accessories are normally purchased to match with the tapware style/design•Styles: are normally -Round -Square (geometrical) -Regency (Heritage/Victoria/Federation Styles)

•Colour finish. -Normally chrome plated finishes.

•Installation/Mounting Kits. Brewer accessories offer an easy fix solution where a grub screw on the underside of the accessory releases as fixing plate which is fixed to the wall with I, II, III and IV below and then the accessory is positioned over the wall plate and tightened by screwing the grub screw with an allen key (provided) onto the fixing plate.

•Material: Most accessories are made from a zinc alloy metal formed in a mould (diecast). The best material is solid brass which is formed by machining. All Brewers “Best” ranges are manufactured from brass.Brass is heavier for longer life, more robust for easy care and longer wear and tear and offers a better surface finish for chrome plating

Be wary of too much “Tizz” in the design . Modern designs that appeal to customers follow the world wide craze of “minimalism”, where simple, functional clean lines is the aim, minimalism aims at the “essence of things”.

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Fixing plate

Grub screw

{

Entry

Entry Good Better Best

All DirectionalsSprayfreshMassager

DelugeTempest

Linear 200Rotondo 200

Rain 150 Rain Jet 1

Tubes

Linear Rectangular, Dodi Slims,

Led Heat GloLed Rotondo LampLed Scatola Lamp

Music & Phone

•By law, all shower heads and shower hand pieces must be manufactured to the WELS (Water Efficiency Labelling) standard, where the shower water flow rate is reduced to a maximum of 9 litres per minute (lpm). Also showers are now to be manufactured to the WaterMark manufacturing standard •Styles are available as - Shower heads-Shower heads for attaching to various arms -wall fixed or adjustable and ceiling mount arms. These are the most popular showers as easy to install by DIY customers. - Hand shower kits. Flexibility is the key because Brewer hand shower kits can be used as an overhead shower or hand shower - no drilling, easy to install as they an connect to existing water supply fittings. Kits are supplied as complete with mount/supply elbows and brass high pressure hoses some hoses are “stretch-flex”

- Wall bar kits - showers on a rail or wall bar offer easy height adjustment for adults and children. The hand piece is easily removable during showering to clean the body or clean the shower recess or bath. Kits are supplied as complete with supply elbows and brass high pressure hoses some hoses are “stretch-flex” - Shower poles- ���All Brass shower Pole. Kits are supplied as complete. They connect to the overhead water supply at the top mount fitting

- Shower accessories - mounts, arms, hoses and elbows - All Brewer abs shower faces incorporate “rub clean - anti calcium” shower spray points and are coloured in the European stylelight grey finish •Brewers Showers Showers add a further dimension to showering pleasure - a “wellness” experience. Each piece has been selected to offer specific shower spray functions to provide personal therapy in your bathroom “a haven in which to spend a few moments of the day in a bubble of sensual pleasure”. The bathroom is now as important a place in the home as the kitchen and is the only place that allows private time to indulge, enjoy and expand the “wellness” experience. Offering different showers to what is normally provided in tapware/mixer sets gives selling people the opportunity to “sell up” - by offering a pair of wall taps or wall and or divertor mixer with a high performing shower piece.•Spray functions - Single spray function - Multiple spray functions (Including Massage or Mist/Sauna) manually operated…. Really how many spray functions do you want?

- Special Functions: Led function -light through the spray function. Music and phone function through the showerhead operated through Bluetooth from your mobile•Colour finish – mostly chrome, but our face colour on abs shower faces feature the European light grey colour - dark coloured faces are old style. White faces are new and available on some products•Warranty: -Brewers will replace faulty parts for 10 years. •Packaging: -Individual product: supplied in Brewer artwork box packs or clam shell blister. -Inner carton: Shelf ready cut case cartons. These cartons keep the individual products tidy on stock shelves and are labeled with product identification stickers

Market Segment

Hand Shower Kits

Overhead Showers

SprayfreshMassager Linear

Rain JetsTubes

CentennialOttavo Slims

Wall Bar Shower

Kits

SprayfreshMassager CP

Led Heat GloLinear, Rain Jets

TubesMassager Matt Black

Pad Silk Jet, Centennial Ottavo Slims

Rotondo, Dodi Dual Mount

Features & Benefits – Showers

Market segments are defined by style/features, quality/manufacturing processes, price/what the

market will stand, packagingPad Silk Set Ranges,

Brass heads-. Dodi Edge Brass. Ottavo Edge Brass

Ultra Thin

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An example of individual product packaging in shelf ready cut case cartons

Shower Poles

Pad Silk Jet DuetOttavo/Italia Azzurro

Rotondo Duet Linear Duet

Toilet SeatsTimber- Federation & Heritage styles. White Slat style

Features & Benefits – Other Products

Vitreous China Wash BowlsCounter, Inset (Drop In), Wall hung stylesSemi recessed styles

Trade ProductsBasin plug & wastes, sink basket waste, Reflex hot water valves, brass P-traps for wall hung basins.

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Heritage toilet seat illustrated

Features & Benefits – Good Market Segment 9

Ei ���Micro Sink Mixer���

���EI Micro Wall Mixer

���EI Micro Divertor Mixer

������EI Micro Basin Mixer ���EI Micro Vegie Spray Sink Mixer

EI Micro Mixers -  “EI” = Easy Installation – Sink & Basin Mixers are fully assembled with longer flexible hoses, free installation spanner & all mixers are fitted with a 40mm high pressure ceramic disc cartridge.

-  A robust & strong design….. suitable for commercial and domestic installations.

Features & Beneftalits – Better Market Segment 11

���������Linear Hi Rise Basin Mixer ���

������������Linear Mono Bloc Sink Mixer ������

���������������Linear Low Rise Basin Mixer ������

Linear Mixers -  Geometrical style in a minimalistic fine design. -  Unique to the Australian market.

���������������Linear Divertor Mixer ������

������������������Linear Wall Mixer Set With Wall Plate ���

���������������Linear Mixer ������

������������������Co-ordinate Linear mixers with Linear Accessories for a total Linear look

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������������Dodi Swing Outlet Sink Mixer ���

Features & Benefits – Best Market Segment

Dodi Mixers -  Premium quality in manufacturing techniques and finish -  Minimalistic design in the round style

���������������Dodi ���Dodi Hi Rise Basin Mixer

������������������Dodi Floor Mounted Bath/Shower Pillar Mixer for freestanding baths

������������������Dodi Wall Mounted Mixer Set With Wall Plate

������������������Co-ordinate Dodi mixers with Dodi brass made accessories for a total Dodi look

13 F&B/Q&A Frequently asked questions from customers.

1.  What is the warranty period for Brewer products?

2. What is the difference between three hole tapware and single hole mixers?

3. What is the benefit of mixers compared to three hole tapware?

4. Brewer EI Micro Mixers -What is the benefit?

5. What is the difference between the WaterMark Standard and the WELS labels?

6. Common cause of ceramic disc failure?

14 F&B/Q&A Frequently asked questions from customers.

7. What features distinguish bathroom accessories in the “best” market segment?

8. Describe the installation of bathroom accessories?

9. What is the difference between overhead showers, hand shower kits and wall bar kits?

10. Which Brewer hand shower kits and wall bar kits are “complete kits”, ie all mounting parts are included?

11. Explain the shower spray functions other than single spray?

12. Why is my shower head blocked?

13. ���What work can an unlicenced person (DIY) do with water, gas and electricity in the house?

15 F&B/Q&A Answers to frequently asked questions from customers.

1. Warranty: Detailed on packaging on all “Front of wall” products. (Taps, showers, accessories, wash basins and toilet seats) Tapware: Parts replacement:- Project Ranges 7 years. All other Ranges 10 years Jumper valve 2 years Ceramic disc Cartridges 10 years Finishes 1 year Commercial installations 1 year Must be installed by licensed plumber. Bathroom Accessories: 7 years Commercial installations 1 year Showers: 10 years Commercial installations 1 year Led and music function showers - 2 years Trade Products: 1 year Vitreous China Wash Basins: 1 year Toilet Seats: 1 year Claim for defective products must be accompanied by purchasing receipt

16 F&B/Q&A Answers to frequently asked questions from customers.

2. What is the difference between three hole tapware and single hole mixers?-Three hole tapware operates from two handled “hot” left hand side, “cold” right hand side screwed down for “off”, up for “on” through an inner jumper valve.- Mixers operate from one handle, normally up/down to turn “on/off” and left side is hot, right is cold through a ceramic disc cartridge.

3. What is the benefit of mixers or ceramic disc operated three hole tapware compared to three hole jumper valve operated tapware?- Mixers and ceramic disc operated three hole tapeware offer an easy single action with a quick action“on” or “off”.

4. Brewer EI Micro Mixers -What is the benefit?- Warranty is offered to licenced plumbers and non licenced installers because the products are fully assembled and fitted with high pressure ceramic disc cartridges and longer flexible hoses providing easier installation “EI” = Easy Installation.

5. What is the difference between the WaterMark Standard and the WELS labels?- WaterMark is a manufacturing standard that is, product must be made to certain Australian technical specifications (The WaterMark Certification “W” is etched on certain tap mixer parts). Whereas WELS labels are certified to provide water efficiency information for consumers to make their own water usage choices labeled on the product package.

6. Common cause of ceramic disc failure1. Excessive water pressure, (Australian Standard is max 500kpa for new installations). Pressure limiting valves are available to reduce water pressure if required.2. Impurities in water supply eg: Copper/brass/dirt particles. Reason for this is because the plumber did not flush the water lines prior to installation.

17 F&B/Q&A Answers to frequently asked questions from customers.

7. What features distinguish accessories in the “best” market segment?- In the “best” market segment, accessories are made from solid brass material which offers long wearing and better finishes compared to zinc/alloy diecast material. Brewers Dodi, Ottavo, Centennial, Scatola and Italia Azzurro ranges are brass made.

8. Describe the installation of bathroom accessories?- Read the installation instructions and keep in mind what type of wall material will be available.

9. What is the difference between overhead showers, hand shower kits and wall bar kits?- Overhead showers cannot be taken off and used as a moveable hand piece, compared to hand shower kits and wall bar kits.

10. Which Brewer hand shower kits and wall bar kits are “complete kits”, ie all mounting parts are included?- All.

11. Explain the shower spray functions other than single spray?- Massage = a pulsating “on/off” spray function made by mechanical parts in the shower head provides a pulsator/massage intermittent spray pattern.-  LED = Light Efficiency Diode’s are fitted when the colour of the light provides water temperature indication. Music and phone functions. -  A great look. Single spray function.

12. Why is my shower head blocked?- Impurities in the water has caused a calcium build up in the shower nozzles.

13. ���What work can an unlicenced person (DIY) do with water, gas and electricity in the house?- Water, gas and electricity can make the kitchen, bathroom and laundry a trouble hot spot. Knowing which jobs you can and can’t tackle is important. What you can do-Install new cabinets-Replace sinks and some tapware -Replace tap handles and shower pieces. -Lay flooring and tile splashbacks-Repair, plaster and paint walls-Install laminate or timber benchesWhat you can’t do -Disconnect, install relocate or alter plumbing and drainage -Install or connect plumbing or electrical wiring for exhaust fans, rangehoods or dishwashers-Connect gas stoves, built –in ovens or any other appliances that require plumbing or electrical wiring-In the kitchen/bathroom or laundry hook up the sink/basin plumbing and install mixer taps

Notes