The Hardware Journal November/December 2023 by The Hardware Journal

November/December 2023

The Official Magazine of Hardware Association Ireland

MORE REPRESENTATION AND SUPPORT Visit thehardwarejournal.ie to view digitally

EXTRAORDINARY PAINT for EVERY DAY LIVES

FIND YOUR LOCAL STOCKIST at DULUXHERITAGE.IE Wall : Waxed Khaki in Velvet Matt Skirting : Waxed Khaki in Eggshell

ge sa es m available and learner sign-ups. (see page 56). As we look into 2024, we have added a number of new courses to our Spring training schedule - see page 55. Sales ability and profitability will be key. Our annual wage rate survey was completed recently. Results are available for HAI members upon request from Aoife at aoife@hardwareassociation.ie with thanks to all those who completed the survey. In this issue from Benelux, Thierry Coeman looks at the growth of B2C online sales and the strategies deployed by local merchants to gain business in it. We conclude our look at the Costello Ace Hardware business in the US with an insight into their planning process for 2024. And in planning of a different kind, Niall Cussen, CEO at the Office of the Planning Regulator (OPR), provides us with some insights into the role of the Planning Regulator and introduces some useful marketing literature to help navigate the process. Cutting costs is crucial - DCS group share with us the impact of lowering energy bills in their work with Stakelums in Thurles. They opted for solar panels. How many acres of roof space does the sector have? At the end of 2022 the buzzword in business was that we’re in a VUCA environment - volatile, uncertain, complex, and ambiguous. While the buzzword didn’t stick – nonetheless it does describe many of the challenges that faced us during the year and probably into 2024.

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November/December 2023

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Foremost in this issue is an interview with HAI President Paul Candon and his plans and hopes for the future of HAI. The Strategic Review undertaken in late Summer/early Autumn will underpin much of the direction and priorities of HAI into the future. Members can request the full Strategic Review presentation by contacting Aoife at aoife@hardwareassociation.ie. One message from the Strategic Review was the need for a greater focus on lobbying from HAI. Recently we met with Minister Neale Richmond to discuss with him the findings of the review and to impress upon him the major challenges of recruitment and the negative impact of the national minimum wage and other factors on the profitability of the sector. As we go to press the board and other members of HAI are to meet with the Minister for Housing, Local Government and Heritage, Darragh O’Brien. Planning for The Hardware Show 2024 is well underway (www.thehardwareshow.ie), kindly sponsored by Intact. At this point most of the exhibition space is booked. The Innovation Awards are in progress and preparations for the President’s Ball are finalised. Tickets for the Ball are in great demand so please book early to make sure that you do not miss out. The Hardware Show is the major event in the calendar next year for the sector, and it is a great opportunity to meet colleagues, see new products and do business. Recruitment and retention are the main challenges faced by the sector. With more than full employment it is a challenge that is likely to continue for some time. In this issue Iseult McLaughlin and Tommy Smyth give us some tips on how to up our game on both recruitment and retention. Earlier in the Autumn HAI attended a number of Careers Fairs to promote the image of the sector as a good career choice. We will continue to do this. HAI members have cited training as a major area in which they will invest. The current intake of students for the Certificate in Hardware Retail and Merchanting are almost half-way through their year, and by all accounts it is going very well. HAI are delighted to have the sponsorship of Octabuild which underlines the commitment of Octabuild members to the sector. The new Hardware Education Hub Product Knowledge courses are proving very popular with a growing number of courses

I would like to take this opportunity to wish each of you a successful Winter and Christmas Trading period and to thank you for your support throughout 2023.

Martin Markey Chief Executive Officer - HAI

contents

November/December 2023

The Official Magazine of Hardware Association Ireland

MORE REPRESENTATION AND SUPPORT November/December 2023

Scan here

Visit thehardwarejournal.ie to view digitally

FRONT COVER: More representation and support.

Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin, D24 C796 t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc ISSN 2009-5481

Published by: Hardware Association Ireland Editor: Jim Copeland, editor@hardwareassociation.ie Editorial/Feature Contributor: Aoife Kinsella O’Reilly, Aoife@hardwareassociation.ie Advertising Manager: Jim Copeland, jim@hardwareassociation.ie Design and Production: Stephen Broad, ConceptRoom, stephen@conceptroom.co.uk Printers: GPS Colour Graphics Ltd, Belfast. Distribution: MMS Mailing Services, Dublin.

52 news 6

The Dulux Heritage Interior Design Hub at the Autumn Ideal Home Show.

8 9

Fleetwood Paints commissions cutting-edge production facility. Uppercross Enterprises announces distribution partnership with Geberit in Republic of Ireland.

10 Crown Paints supports sustainable product choice and next generation of tradespeople.

12 Winners announced for 2023 ‘United in Excellence Awards’. 14 Tirlán Countrylife Athboy Co. Meath officially opens following revamp. 15 Wavin’s online shop made even easier for merchants as integrated platform launched.

ADVERTISING ENQUIRIES: To advertise in The Hardware Journal and reach the key decision makers in the industry please contact Jim Copeland at 01-298 0969; email jim@hardwareassociation.ie

© 2023 All editorial contents and all advertisments prepared by the publishers and Hardware Association Ireland HAI can accept no responsibility for the accuracy of contributors’ articles or statements appearing in this publication and any view or opinions expressed are not necessarily those of HAI, save where indicated. No responsibility for loss or distress occasioned to any person acting or refraining from acting as a result of the material in this publication can be accepted by HAI, authors, contributors, editor or publishers. The publication of advertisements does not constitute any endorsement by HAI, authors, contributors, editor or publishers of the products advertised. Readers should take specific advice when dealing with specific situations.

16 Snickers introduce us to ‘Trousers that work as hard as you’. 19 Minister Ossian Smyth visits Kilsaran’s facility in Kildare to discuss the circular economy.

20 Grant continues to lead the way with its diverse and high efficiency heating technology portfolio.

22 Datajan Holdings Limited acquires Century Fasteners Limited. 23 Help to Buy Scheme extension welcomed at Octabuild webinar. 28 Youth Skills Fest – Making our skills count, shaping inclusive societies. 30 Brett Martin welcomes new Business Development Manager. 32 7 in 10 tradespeople have had their tools stolen. 33 Empowering tomorrow’s workforce: A glimpse into the Skills Academy. 34 Simpson Strong-Tie bolsters support with new appointment. November/December 2023

regulars 3

A MESSAGE FROM THE CEO Martin Markey introduces the latest issue of The Hardware Journal.

38 CORPORATE PARTNERS A look at HAI’s corporate partners and the services they offer.

features 42 INTERVIEW with Paul Candon, HAI President, about his background, his presidency to date, and his outlook on the future of the sector.

44 STRATEGIC REVIEW HAI reveals the results of its recent industry research, revealing how its members are planning to futureproof their businesses.

52 PLANNING The Hardware Journal interviews Niall

Cussen, Chief Executive and Planning Regulator at the Office of the Planning Regulator (OPR).

58 A VIEW FROM EUROPE Regular contributor Thierry

Coeman interviews Joost de Beijer, CEO of Intergamma – the Benelux market leader in DIY & Home Improvement, about embracing DIY, eCommerce and robotics.

46 profiles

training

46 STORE PROFILE USA: COSTELLO’S ACE HARDWARE

54 HAI CERTIFICATE IN HARDWARE RETAIL AND

MERCHANTING Three months into the mentor-based programme, students and their mentors are progressing well with their courses and product knowledge.

Project Leader Monica Rodriguez takes The Hardware Journal into the boardroom for an insider’s view of their strategic process in Part 3 of our feature on the leading US retail group.

55 HAI TRAINING HAI launches its Spring 2024 training schedule, which includes a number of new and classroom-based courses.

56 eLEARNING The latest in the new and improved

Hardware Education Hub, including a growing suite of eCourses and product knowledge modules.

classified ads 66 A SELECTION OF CLASSIFIED ADS

business support 49 DCS GROUP A recent case study on DCS Group

working with Stakelums Hardware to help them monitor and manage their energy costs and internal company strategic goals.

50 TSA CONSULTANTS Tommy Smyth gives readers some tips and advice on attracting and retaining talent.

COMMERCIAL FEATURES 60 HAND & POWER TOOLS / DOOR FURNITURE The latest product and industry news in the hand and power tools sector. Also a look at the latest products and industry trends in the door furniture sector.

51 TACTICAL TALENT RECRUITMENT Iseult McLaughlin

advises readers on how to run a successful recruitment campaign.

November/December 2023

News & Products

DULUX HERITAGE INTERIOR DESIGN HUB The Dulux Heritage Interior Design Hub was the main interiors feature at the Autumn Ideal Home Show. The Dulux Heritage Interior Design Hub featured ‘HipStoric’ living rooms by two leading interior designs, as well as a bespoke Dulux Heritage colour consultation space, to get visitors inspired. Headlining were interior design and antique enthusiast Ruth Kennelly, RK Design and Ciara Drennan, Drennan Interiors both opting for the colour drenching trend.

Ciara Drennan Interiors featuring DH Blossom.

Hugh Wallace and Dulux Heritage Colour Consultant Jane Witter.

RK Design featuring Mud Lark.

The Dulux Heritage Design Hub.

November/December 2023

News & Products

FLEETWOOD PAINTS COMMISSIONS CUTTING-EDGE PRODUCTION FACILITY Fleetwood Paints, one of Ireland’s leading paint manufacturers, marked a significant milestone recently with the official opening of their state-of-the-art production facility in Virginia, Co. Cavan. Amidst a gathering of enthusiastic staff and distinguished guests, Fleetwood Paints celebrated a historic achievement, marking a pivotal juncture in its legacy. The new production facility, twelve months in the making, was officially opened by Minister Heather Humphreys. It underscores the company’s unwavering dedication to innovation and expansion and signifying a long-term commitment to manufacturing and job growth in the region. This substantial investment represents Fleetwood Paints’ largest infrastructure endeavour in recent years, responding to the company’s remarkable growth in both domestic and export markets, including the ever-thriving DIY sector. The newly opened facility is equipped with cutting-edge technology and features a dedicated quality control laboratory, ensuring the utmost precision and product quality. The facility’s ergonomic design prioritises a safe and comfortable working environment for the employees. Notably, this expansion will quadruple Fleetwood Paints’ production capacity, marking a significant leap in their capabilities. To ensure the seamless operation and maintenance of the new equipment, the company has doubled its workforce in this area of the factory.

Stan Buckley, Managing Director of FSW Coatings, expressed his sentiments during the event, stating, “Fleetwood Paints has a storied history of pioneering paint technology on our Virginia site. This strategic investment solidifies our position as industry leaders and as one of the foremost employers in the Virginia area for years to come.” FSW Coatings (Fleetwood Sherwin Williams) is the name of the production side of Fleetwood Paints. Fleetwood Paints’ journey commenced humbly in the 1950s as an artist brush manufacturer in Dublin, founded by the Doyle family of Conor and Brian Doyle. Their unwavering commitment to quality laid the cornerstone for a remarkable voyage. In the early 1970s, Fleetwood Paints embarked on a decision to relocate its operations to Virginia, Co. Cavan. This bold move allowed the company to embrace its Irish heritage, gain better access to all regions of Ireland, and significantly contribute to the local economy. Fleetwood Paints recognised a growing demand for high-quality paints in Ireland, prompting a transition into the paint manufacturing business, introducing a line of paints celebrated for their durability and vibrancy.

Amidst a gathering of enthusiastic staff and distinguished guests, Fleetwood Paints’ new production facility was officially opened by Heather Humphreys, Minister for Social Protection and Rural & Community Development with Alex Doyle, Director Fleetwood Paints; and Stan Buckey, MD FSW Coatings. Image: Karl Hussey Photography.

November/December 2023

News & Products

UPPERCROSS ENTERPRISES ANNOUNCES DISTRIBUTION PARTNERSHIP WITH GEBERIT IN REPUBLIC OF IRELAND Uppercross Enterprises, a leading wholesale distributor of plumbing, heating, and bathroom products, has announced its new strategic partnership with bathroom manufacturer, Geberit. This collaboration signifies a key milestone in Uppercross’s journey, as it now proudly represents Geberit as their distributor in Republic of Ireland. Since October 15th, the NIKO Bathrooms division is the authorised distributor for the complete Geberit portfolio, which includes renowned brands including Twyford. This partnership solidifies Uppercross’s commitment to providing high-quality plumbing and bathroom solutions to its valued customers across Ireland. One of the key benefits of this partnership is the seamless accessibility of Geberit products to both retailers and specifiers. Uppercross Enterprises will stock the entire Geberit product range at its new headquarters and warehouse. Alan Maguire, Retail Sales Director for NIKO Bathrooms division - Uppercross Enterprises, said: “The team at Uppercross Enterprises is very proud to embark on this exciting journey with Geberit. We are dedicated to nurturing and expanding our network of retailers and specifiers across Republic of Ireland, delivering innovative plumbing and bathroom solutions to meet

the diverse needs of our customers.” Pat McAreavey, Head of Sales for Ireland at Geberit stated; “One of the key benefits of this partnership is being able to provide retailers and specifiers in Republic of Ireland with easy access to the entire Geberit product range. From ceramics to furniture, all Geberit solutions will be available at their fingertips.” For further enquiries, please contact your Niko Bathrooms area sales manager or sales@nikobathrooms.ie, call 01 400 0000 or visit www.nikobathrooms.ie

STAYING ON TREND WITH MEDITE MDF Curved shapes and sustainable living are just two trends forecasted to dominate interiors in the year ahead. The versatility of MDF can help those working on furniture projects and fit outs, stay ahead of the curve. The excellent machining capabilities of MEDITE MDF makes it easy to create bespoke furnishings, cabinetry, shelving and panelling for a host of interior applications. The wood fibres used in the manufacture of the panels create a smooth surface, resulting in far fewer imperfections. This makes painting and veneering much easier. With sustainability high on the agenda, fabricators and contractors will be looking for more sustainable materials to use on their projects. All the products manufactured by MEDITE SMARTPLY use legally sourced, sustainable wood and are fully FSC certified. MEDITE MDF timber content consists of 40% wood logs and 60% of wood chips, a by-product from Irish sawmills. This offers greater peace of mind to those working towards more sustainable projects.

MEDITE SMARTPLY’s extensive range of MDF products offer standard, speciality and technical variants, to meet a multitude of specifications. For example, MEDITE OPTIMA is ideal for applications where users need added density, enhanced machinability and higher surface quality than is found in standard moisture resistant panels and MEDITE CLEAR, an MDF panel manufactured with no added formaldehyde is ideal for environmentally sensitive interior applications, such as nurseries and museums. Lots of creative MDF projects can be found on the exclusive MEDITE MDF community site www.meditemakesitreal.com. Those who join can share work, gain inspiration, and win prizes that will enable the user to build bigger and better with MDF. Sign up and receive a free gift. Visit https://mdfosb.com/en/products/ medite-mdf to find out more about the MDF range.

November/December 2023

Photo credit - John Penny Joinery.

News & Products

CROWN PAINTS SUPPORTS SUSTAINABLE PRODUCT CHOICE AND NEXT GENERATION OF TRADESPEOPLE Crown Paints has dialled up its support for tradespeople and merchants with the launch of an ambitious new environmental and social strategy, Project Possible. The industry-leading initiative focuses on five key areas around sustainability, charity, community, education and people & culture, and sees Crown pledge to meet a number of major milestones over the next five years. Crown will become carbon neutral by 2026 within its own operations across its network of factories, offices, and decorating centres, as well as sending zero waste to landfill by that same year. It will also focus on expanding the number of products that meet BREEAM and LEED environmental regulatory criteria. This includes new Clean Extreme Clean Air Scrubbable Matt, which features innovative air purifying technology that improves indoor air quality by removing up to 45% of the formaldehyde present from the air. It was recently awarded Best Interior Product at the Architecture & Building Expo in Dublin. Crown Trade Extramatt is also low VOC, limiting exposure to airborne triggers of asthma and allergies, and both products benefit from Crown’s leading breatheasy® formulation. The company will double its commitment to learning and development, with twice as many opportunities for customers to engage in training, as well as continued sponsorship of the World Skills Ireland annual Painting and Decorating Competition for the 50th year, originally with Bolton St. College of Technology.

Crown Paints will grow its positive impact in communities across Ireland, with the business setting bold targets to work with local organisations and community groups to refresh public and community spaces through murals and paint projects, investing into grassroots sport, and donating up to 50,000 litres of paint annually to community projects in partnership with customers. Clarke Blair, Commercial Director of Crown Paints Ireland, said: “Everyone has their part to play as we work together to make the world a better place, and at Crown Paints, it’s a responsibility that we feel very deeply. That’s why we’re launching Project Possible, to dial up the work we’re already doing to make a difference to our planet and people.” “We’re holding ourselves to account, setting ambitious targets and sharing our ambitions and achievements with our customers so everyone can come on this journey with us.” Crown is part of Hempel Group, a global coatings company wholly owned by The Hempel Foundation, an organisation dedicated to supporting biodiversity, empowering children through education and driving initiatives that create positive change. The company’s environmental and social initiatives as part of Project Possible, as well as profits, all contribute to Hempel’s efforts, helping to make a difference not just in Ireland, but across the world. For more information on Crown Paints and Project Possible, please visit: about.crownpaints.com.

November/December 2023

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News & Products

WINNERS ANNOUNCED FOR 2023 ‘UNITED IN EXCELLENCE AWARDS’ - RECOGNISING THE VERY BEST STANDARDS IN HARDWARE SECTOR Hardware and builders merchant stores from around the country have been honoured recently for achieving exceptional standards in retailing at the ‘United in Excellence Awards’ ceremony, hosted by Comedian, Mario Rosenstock, at Mount Wolseley Hotel Spa & Golf Resort, County Carlow. Wallace’s Homevalue, Wellingtonbridge, Co. Wexford won the overall and highly coveted award, ‘United in Excellence Store of The Year 2023’, beating competition from over 160 other exceptional stores. Wallace’s is a family-run, third-generation company serving the community of Wellingtonbridge in Wexford and beyond for more than 75 years, with a firm focus on their commitment to customers. Paul Candon, Group CEO, United Hardware said: “Our United in Excellence Awards recognise and celebrate best-in-class offerings, standards and customer service across the hardware industry. I would like to personally congratulate all the winners and those nominated for their achievements, and in particular the overall winner this year, Wallace’s Homevalue, in Wexford. They have made a significant investment in their store standards and this achievement is a testament to their unwavering commitment to perfection making them truly deserving winners this year. All our winning members have significantly raised the bar when it comes to excellence in retailing and have proven that they are the very best hardware stores in Ireland. Thank you to our main sponsors on the night Unilin Insulation, Dulux Paints, Cedral, Glennon Brothers, Grundfos, Calor, Irish Cement, Wavin, Einhell and Mannok and our silver sponsor Soudal”. Joseph Wallace from Wallace’s Homevalue, said: “We are delighted to receive the award on behalf of our full team in recognition of all their hard work, dedication, and determination they have put into ensuring that we continue to grow and meet the expectations of our customers. It is our belief that an unwavering focus on customers is what truly sets us apart from others and ensures that our customers know that we are there for them, whatever their needs. For over seven decades, we have built a strong and lasting relationship with our customers to better understand these needs and provide top quality service and products within our community”. 12

The event involved the presentation of 34 awards over various key business categories such as paint, customer service, light hardware & DIY, merchanting and best regional store. As part of the nomination process, every group member store across the entire network must comply with a strict set of criteria, to ensure that the highest possible standards are continuously upheld. This involves an assessment by Store Operations which also includes an independent mystery shopper audit by an external third party.

Overall Award Winners: Best Overall Store Munster Flynn’s Homevalue Best Overall Store Leinster Wallace’s Homevalue Best Overall Store Connacht O’Higgin’s Homevalue Best Overall Store Ulster Donegal Town Hardware Homevalue Best Garden Centre Kean’s Claremorris Guaranteed Irish Advocate Callan Co-op Homevalue Best Social Media Presence EEC Homevalue Marketing Champion of The Year P.J. Kelly’s Homevalue Best Overall Store in Ireland Wallace’s Homevalue

November/December 2023

News & Products

Paul Candon CEO, United Hardware, Martin Groome from Unilin Insulation with Noel Burke, Ciara Byrne, Ruairí Harpur, Maryanne Quigley, Sarah Delaney & Joseph Wallace from Wallace’s Homevalue.

Winner for The Best Regional Store in Munster - Flynn’s Homevalue - Declan Conlon from Wavin with Paul Flynn from Flynn’s Homevalue.

Winner For The Best Regional Store in Leinster - Wallace’s Homevalue Declan Conlon from Wavin with Ciara Byrne, Noel Burke, Maryanne Quigley & Sarah Delaney from Wallace’s Homevalue.

Winner for The Best Regional Store in Connacht - O’ Higgin’s Homevalue Declan Conlon from Wavin with Martina Carr & Paul O’Shaughnessy from O’Higgin’s Homevalue.

Winner for The Best Regional Store in Ulster - Donegal Town Hardware Homevalue - Declan Conlon from Wavin with Paul Kenny, Gerard McGowan & Lee Whittington from Donegal Town Hardware Homevalue.

November/December 2023

News & Products

TIRLÁN COUNTRYLIFE ATHBOY CO. MEATH OFFICIALLY OPENS FOLLOWING REVAMP Hundreds of farmers and families from the local community turned out to celebrate the official opening of Tirlán CountryLife in Athboy, Co Meath. It’s the latest in the farmer-owned cooperative’s 52-strong branch network to benefit from an ¤11 million plus investment programme spanning stores in 12 counties. The Athboy store was shining bright following a significant store refurbishment. Having expanded to include a garden centre, and a store extension of an additional 6,100 sq. ft; hundreds of new agricultural, horticultural, pet and household product lines are now on offer to customers in an appealing environment. Car parking at the site has also been increased, with two new electric car charging points added. Cutting the ribbon and officially opening the branch which serves Tirlán suppliers and the wider public in the Meath area. John Murphy, Tirlán Chairperson, said “the investment clearly demonstrates the cooperative’s promise to continue to invest in rural Ireland and improve vital services in the communities it serves.” “Meath is Tirlán’s sixth biggest supplier of milk, with ¤134 million of the ¤1.9 billion we paid to milk suppliers in our catchment area going to farm families in the county; which has huge benefits for the local economy. “Improving the customer experience here and adding a stateof-the-art garden centre future proofs this branch for years to come. I want to pay tribute to board members, past and

At the Tirlán CountryLife, Athboy, Co Meath offical opening were L - R Darren Kelly, Branch Manager; John Murphy, Tirlán Chairperson; Sean Molloy, Chief Ingredients & Agri Officer, Tirlán: and Senan Foley, Head of Retail at Tirlán.

present, among them Henry Corbally, Eamon McEnteggart and Denis O’Sullivan for their tireless work in this region.” The Athboy investment is part of Tirlán’s plans to transform its branch network and achieve a completely new-look to meet the evolving needs of the towns, villages and rural communities we operate in Darren Kelly, Store Manager, said. “We’ve been hugely grateful to the surrounding community for their support since we opened our new garden centre earlier this year. I’m proud to lead the team here in the store to continue to ensure we can act as a heartbeat for the local community. We’re also delighted to have increased our staff numbers to 13 as a result of this increased investment.’ For Tirlán, as an Irish 100% farmer-owned Co-op, our landmark retail channel investment programme is part of a range of measures to future-proof our agri, retail and garden centre services in rural communities across 12 counties, Senan Foley, Head of Retail at Tirlán said. “This major investment clearly demonstrates our promise to play a key role in supporting local jobs and rural economies. The needs of farmers, customers and the communities, of which we are part, of are evolving. “Many rural communities have lost their post office or other vital services. In many instances, these services are now incorporated into our branch network to ensure Tirlán delivers on its promise of creating a modern network of stores that meet current and future demands across all of our communities across 12 counties.”

Tirlán Chairperson, John Murphy, cutting the ribbon on the Tirlán CountryLife branch in Athboy, Co Meath accompanied by employees of the store.

November/December 2023

News & Products

WAVIN’S ONLINE SHOP MADE EVEN EASIER FOR MERCHANTS AS INTEGRATED PLATFORM LAUNCHED Since it launched in early 2022, the Wavin Online Shop has proved enormously popular with merchant customers. Allowing an easy and quick way to manage orders for Wavin products without the need for emails or phone calls, the Online Shop can be used at any time that suits merchants, 24/7 from a desktop or mobile. The latest iteration of the Wavin Online Shop makes it even easier to use as it has become integrated onto the www.wavin.ie website for a seamless user experience. Browsing the Wavin catalogue, sourcing technical details, brochures and product declarations have been simplified with no need to switch from shop to website. The Wavin Online Shop continues to offer a quick, efficient and transparent ordering process. Products can be ordered simply by inputting the code if known or by using the search and select tool. Orders can be processed speedily via CSV or uploading Excel sheets which offer a prefilled option which just requires the quantity to be entered. Orders are checked prior to checkout with any errors flagged and confirmation delivery emails sent once the

order is placed. Options for delivery to a merchant’s branch or directly to site are also available. Customers can also check stock availability and access their order history. Commenting, Wavin Ireland Country Director, Michael O’Donohoe said, “We’ve seen the benefits the Wavin Online Shop brings to our customers both in improving productivity and reducing order errors. This latest version will improve both these elements for merchants as the technology is made even more user-friendly. We will continue to work with merchants to develop and enhance the Online Shop and to react to the user’s experience.” The Wavin Online Shop is only available to the merchant trade and not to their customers or members of the public. Merchants are required to register on the platform and new registrations will receive a welcome offer of 5% off their first order and an ongoing 1% discount. Keep an eye out for additional promotions, exclusive to Online Shop users. T&Cs apply. To register visit wavin.com/shop

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Quickly and easily order your Wavin products anytime, anywhere, for delivery into branch or direct to site. Also receive 5% off your first order and 1% off ongoing orders* To register or find out more visit: wavin.com/shop *Terms and Conditions apply.

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November/December 2023

03/11/2023 11:25 am

News & Products

TROUSERS THAT WORK AS HARD AS YOU

Snickers Workwear invented the modern work trouser over 50 years ago, and they’ve continued to reinvent them ever since.

Snickers Workwear trousers are designed to meet the specific demands of different jobs and working conditions. They’re packed with intelligent details and smart solutions that solve the everyday problems you can run up against in the building and construction industries. Made to last Hard work and even harder working conditions will put your trousers to the test. That’s why Snickers Workwear trousers have the durability necessary to crawl, climb and carry your way through whatever your workday can throw at you. And that’s no matter if it’s boiling hot, freezing cold, or soaking wet. Snickers Workwear is hard-working and long-lasting.

It’s what they’ve always done Snickers Workwear invented the modern work trouser over 50 years ago, and they’ve continued to reinvent them ever since. Snickers Workwear utilise the latest technologies and match them with innovative fabrics and materials to construct trousers that are the first choice for professional craftsmen and craftswomen everywhere. Contact your Hultafors Group Ireland (Snickers Workwear) Area Sales Manager for further information about the range, call +353 (0)1 409 8400 or email info@hultaforsgroup.ie You have a job to do, and Snickers Workwear trousers have the durability and functionality you need to it get done.

November/December 2023

News & Products

TIMCO CONFIRMS COMMITMENT TO IRELAND WITH NEW OFFICE AND STRENGTHENED EXTERNAL SALES TEAM TIMCO, a leading supplier of essential products for the construction and industrial sectors, has confirmed its commitment to Ireland with the opening of a new Monaghan based office as well as further strengthening the External Sales Team in response to increased demand for its products and services. The company’s dedicated Ireland Team is celebrating ten years in 2023 and the modern working environment has been specifically designed to support the next phase of the company’s continued development and the needs of the growing team. In its landmark year, the unique office has been sympathetically renovated including the complete restoration of the original sash windows and the former train station has also benefitted from enhancements including heat recovery air control and air source heating which support the company’s key pledge of reducing greenhouse gases internally to zero and externally to 55% by 2031. A companywide move to hybrid vehicles on the island of Ireland has also been implemented for the External Sales Team which has been further strengthened this year. Following the recent appointments of Ireland Regional Business Manager Shaun O’Keefe and Regional Business Consultant Dean Rutherford for Dublin and Leinster, TIMCO is delighted to announce the appointment of Sean Caffrey as their first, dedicated Sales Support & Merchandiser for Ireland. Working alongside the team of Regional Business Consultants, Sean is responsible for the product training, merchandising and bespoke displays as well as attending trade morning and customer events. It’s all part of delivering the famous TIMCO Hug; an umbrella of support packages specifically designed to help compete in a competitive market, through provision of expert advice in marketing, product, sales, logistics, merchandising and technical support. John Mackin, Ireland General Manager comments: “I am personally delighted to deliver a new office and further strengthen the team in the company’s landmark year. The appointments of Shaun O’Keefe, Dean Rutherford and Sean Caffrey continues the team’s excellent work during this exciting period for TIMCO. Their skills and expertise will be invaluable as we continue to grow the business and fulfil our pledge to be a one stop shop for those in the construction and industrial sectors.”

MERGING SECURITY WITH MODERN TECHNOLOGY Meet Jack Raeburn, the understated entrepreneur spearheading MYNET, a forward-thinking broadband and security company evolving globally and already beginning to make its mark in Ireland, the UK and South Africa. Having only turned 30, Jack has already led the company through 11 successful years of growth, an impressive feat. Yet the technological landscape is changing, therefore his vision and leadership is needed more now than ever. With an incredible skillset and understanding for the overall technology space Jack has a remarkable ability to produce and create problem solving services using technology, laying the foundation for MYNET’s ever expanding focus on technological innovation. With an unwavering dedication to his craft and the company’s growth, he’s fostered a team of experienced people 18

and engineers who play a vital role in the company’s ongoing growth. Their expertise in the Broadband, IT and Security sectors has enabled MYNET to establish two state-of-theart monitoring centres, one in Ireland for the northern hemisphere, and a brand-new facility in South Africa to serve the southern hemisphere, ensuring the company’s ability to provide fully reliable top-tier security and monitoring services on a truly Jack Raeburn, MYNET. global scale. Raeburn’s direction is clear, global. Jack Raeburn’s journey is a testament to his power, passion and hard work. Under his leadership, MYNET has become a reputable name in multiple industries, offering cutting-edge technology and security solutions. When you choose MYNET, you’re choosing a company driven by a commitment to technological excellence, along with perhaps the industries brightest mind. For further information please visit www.mynet.ie November/December 2023

News & Products

MINISTER OSSIAN SMYTH VISITS KILSARAN’S FACILITY IN KILDARE TO DISCUSS THE CIRCULAR ECONOMY Ossian Smyth, Minister of State at the Department of Environment, Climate and Communications embarked on a significant visit to Kilsaran’s facility in Brownstown, Co. Kildare recently. The purpose of the visit was to emphasise the significant potential of utilising recycled aggregates in construction projects, while also reaffirming the government’s dedication to promoting a sustainable circular economy. During the visit, Minister Smyth, who was joined by Senator Vincent P. Martin and Bernie Kiely, Principal Officer Circular Economy Materials Management, was given a comprehensive overview of Kilsaran’s capability to produce high-quality recycled aggregates. Kilsaran employ innovative technology to process and refine recycled materials, contributing to the reduction of waste and the preservation of natural resources. Minister Smyth praised Kilsaran for its dedication to sustainability and its innovative approach to resource management. The company’s commitment to recycling and reusing materials aligns perfectly with the government’s broader objectives to reduce environmental impact and promote economic growth. Kilsaran have demonstrated its commitment to addressing the environmental and social challenges faced by the construction sector by establishing a dedicated Research & Innovation team and publishing an ESG and Responsible Business strategy document. Kilsaran CO-CEO, David McKeown, expressed gratitude for the minister’s visit, stating, “We are honoured to have Minister Smyth visit our facility in Kildare. Our mission has always been

to lead by example when it comes to sustainable practices in our industry. We believe that recycling and using recycled aggregates are essential steps towards a greener and more prosperous future. It is encouraging to see the government’s commitment to this cause.” The visit also included a discussion between Minister Smyth and David McKeown on potential policy initiatives to further promote the use of recycled aggregates in construction projects across the country. Both parties agreed that collaboration between government and industry is crucial in achieving the shared goal of a more sustainable and eco-friendly future. About Kilsaran A family owned and run company, Kilsaran has been in operation for over 59 years and is Ireland’s leading independent manufacturer of construction materials. Kilsaran specialises in producing superior quality construction products from its six business units including Paving & Walling, Road Surfacing & Contracting, KPRO pre-mixed dry mortars, renders & screeds, Precast, Concrete Products & Aggregates and Materials Recovery & Recycling. Kilsaran’s ability to supply standard, unique and bespoke product solutions to both the commercial and domestic market is centred around a continual commitment to manufacturing excellence and technical expertise. Kilsaran aims to reduce waste, preserve natural resources, and contribute to a more circular economy. For more information, please visit www.kilsaran.ie

(L-R) Eftim Ivanoff, Senator Vincent Martin, Bernie Kiely, Sean Keohane, Minister Smyth, David McKeown, Laura Johnson, Ken Mulkerrins, Derek Duffy. November/December 2023

News & Products

GRANT CONTINUES TO LEAD THE WAY WITH ITS DIVERSE AND HIGH EFFICIENCY HEATING TECHNOLOGY PORTFOLIO For over 45 years Grant’s innovative heating solutions have been helping to address the problem of rising energy costs and reducing carbon emissions, whilst contributing towards a greener future. This is now more important than ever given the current rise in annual heating spending affecting property owners and households across the country. Following the company’s development of HVO biofuel condensing boilers, Grant has largely transformed to a renewable heating company. Its portfolio includes ranges of Hydrotreated Vegetable Oil (HVO) biofuel boilers, condensing pellet boilers, solar thermal panels, underfloor heating, hot water cylinders, aluminium radiators, and air to water air source heat pumps.

This adaptability of the Grant Vortex range is helping immensely with the move towards a low carbon future, whilst still providing the reliability and efficiency that is synonymous with Grant.

The Grant Spira Pell condensing wood pellet boiler.

Product Spotlight – The Grant Spira Pell condensing wood pellet boiler

Grant Aerona3 air to water air source heat pump.

The Grant Aerona3 R32 air to water air source heat pump continues to be a popular choice amongst those in the building trade for new build properties as it offers cleaner, more environmentally friendly performance and can also help a new build property achieve compliance in line with Part L of the Building Regulations. With an ErP rating of A+++ and a SCOP of up to 5.4:1, the Grant Aerona3 is available in outputs of 6kW, 10kW, 13kW and 17kW. The 13kW and 17kW models are also recognised for their quiet operation by the internationally acclaimed Quiet Mark.   For heating upgrades in existing properties, the award-winning Grant Vortex condensing boiler range can help to futureproof a property with its ability to run also using Hydrotreated Vegetable Oil (HVO). All boilers within the range come HVO ready and older Grant condensing boilers can be adapted to run on HVO, with required modifications being carried out by a service engineer during an annual service.

The Grant Spira Pell condensing wood pellet boiler is one of the manufacturer’s newest heating technologies. This ultrahigh efficiency wood pellet boiler is one of the most innovative and sustainable boiler designs on the market today and offers a cost-effective, low carbon heat source for larger, more rural properties.   The units utilise indigenous wood pellets to offer a truly environmentally friendly heating solution. Wood pellets are one of the ‘greenest’ fuel sources on the market today. Compared to other fossil fuel heat source options, wood pellets provide a more cost-effective and eco-friendly option for property owners. The Spira Pell range is made using high grade steel and stainless steel, with the same simplicity of operation of any boiler type and is available in outputs from 5kW to 33kW. The boiler is easily installed and offers optimal control with an easy-to-use touch screen which provides clear and accurate information on the systems daily operations. The Spira Pell also includes useful features like a universal hopper, rapid ignition and user-friendly digital display. Visit www.grant.ie for more information on Grant’s innovative heating technologies. Follow Grant on Facebook and X @GrantIRL or Instagram @Grant_IRL and LinkedIn @GrantengineeringULC November/December 2023

Our complete integrated heating packages provide everything needed to build a highly efficient, warm and comfortable home. Tailored to suit the homeowners’requirements, each Grant heating package is correctly sized and specified, free of charge, to achieve compliance, maximise efficiencies and provide long-term savings. Packages feature the Grant Aerona3 air to water, air source heat pump, Grant hot water cylinders, Grant Afinia aluminium radiators and the Grant Uflex underfloor heating system. Smart controls are also available.

Trust Grant on the journey to warmth and comfort by sending house plans to

heatpump@grant.ie

News & Products

DATAJAN HOLDINGS LIMITED ACQUIRES CENTURY FASTENERS LIMITED Industrial holding company, Datajan Holdings Limited, has recently announced the acquisition of Century Fasteners Limited. Datajan Holdings Limited is the 100% owner of a number of distribution companies and was established in 1998. It is a family-owned business controlled by the MacNeaney family. The companies currently within the Datajan Group are: AEF Limited, Arc Tec Welding Limited, Corry’s Ironmongery Ltd, John Lawson Distributors (UK) Limited and Strongline Autoparts Limited. Century Fasteners was established in 1996 by Barbara Blake and Canice McGovern and distributes nuts and bolts in mild, high tensile and stainless steel to the structural steel building and manufacturing industries. It is a key player within this market and has gained an enviable reputation for quality, service, and depth of product range. Both Barbara and Canice have agreed to remain as consultants for a time to ensure a smooth transition. “We are delighted to announce the acquisition of another highly successful distribution company by the Datajan Group,” said Barry MacNeaney, Datajan’s Chairman. “Century Fasteners Ltd will be a key addition to our existing companies and with our knowledge and expertise in the distribution sector we aim to

increase both turnover and profitability over the coming years. There will also be natural synergies with the other companies in the Group.” The company will continue to operate as a standalone entity with the existing staff remaining with the business. Tom Finn, a member of the Datajan Group’s executive team, will take over as Managing Director of Century Fasteners Ltd. For further information please contact, info@centuryfasteners.ie or Datajan Holdings on info@datajanholdings.ie.

COMBILIFT’S CB70E WINS ITALIAN TERMINAL AND LOGISTICS AWARD Combilift, the largest global manufacturer of multidirectional trucks, articulated forklifts and straddle carriers is thrilled to announce that the Combi-CB70E has been honoured with the coveted Italian Terminal and Logistics Award. This prestigious accolade recognises the innovation in the operational field and its commitment to operator training and safety.

to innovation, safety, and training in the material handling industry. The CB70E is a perfect example of our dedication to providing our customers with efficient, eco-friendly, and safe solutions.” For more information on the Combi-CB70E visit: https://combilift.com/combi-cb70e/

The Italian Terminal and Logistics Award is a significant industry recognition, presented annually to highlight the skills of operators in port, intermodal and logistics terminals both in Italy and abroad. The new Combi-CB70E is a further addition to Combilift’s ever growing range of electric models which offers powerful performance, extensive battery life and unrivalled ergonomics. This model, in the vibrant Combi-green livery, boasts the distinction of being the shortest 7t capacity counterbalance truck on the market whilst also benefitting from multidirectional ability, enabling the versatile space saving handling of both long and bulky loads. Martin McVicar – CEO and Co-Founder of Combilift accepted the award alongside their EA Group partners and said: “We are honoured to receive the Italian Terminal and Logistics Award for the CB70E. This recognition validates our unwavering commitment

November/December 2023

News & Products

HELP TO BUY SCHEME EXTENSION WELCOMED AT OCTABUILD WEBINAR The Budget was spread too thinly says speakers at postbudget webinar on impact for construction industry. The extension until 2025 of the Help to Buy scheme, which Hardware Association Ireland had lobbied for, was welcomed by speakers at an Octabuild post-budget webinar on the Irish construction industry. The webinar was organised by Octabuild which is made up of Dulux Paints, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, and Kingspan Insulation and Wavin Ireland. The speakers were economist Jim Power and financial services executive Chris Johns. While welcoming some aspects of Budget 2024, Jim Power and Chris Johns were critical of the ¤14bn available being spread too thinly. They said that a more targeted approach particularly in construction would have been preferable. They described the ¤5bn capital investment allocation to housing as significant but not dramatic. Housing must be treated as a crisis in the same way as Covid was, they said. Chris Johns described Budget 2024 as being probably the most political budget in the history of the state, although Jim Power thought that the 1977 budget held that position.

On the other hand, the US has a good story with its economy continuing to grow. Europe’s performance however is unspectacular, flatlining in terms of growth, although Ireland remains resilient. Other topics discussed during the webinar included Bond markets, seen by the speakers as the most important indicator of global sentiment but now in turmoil with the global economic situation changing by the day. Chris Johns said, “The Bond markets are the most important financial markets as yields feed through real economic activity and determine asset market pricing including housing. Two weeks ago, the Bond markets were saying that interest rates would increase, now they are saying no, leave them alone.” Planning was also discussed, and Jim Power was clear that the time taken in reaching decisions needs to be shortened. When it came to home ownership Jim Power and Chris Johns had different opinions. Chris was of the view that there was more importance in Ireland on home ownership than found in most part of the world. Jim on the other hand believed that home ownership created a level of wealth that might otherwise not be possible. In this case ‘culture trumps economics’ he said.

The speakers agreed that a VAT reduction on construction materials and services would have stimulated demand and the continuation of the Help to Buy scheme until 2025 would support new development. However, they were clear that the Government must take a ‘do what you have to do’ stance if the housing crisis is to be overcome. In terms of the future, they were optimistic for the construction sector with the demand for housing remaining strong and massive demand in the area of renewable energy. They suggested that the commercial building sector is more complicated with the level of people working from home (WFH) partially responsible, Jim Power felt that the WFH trend would dissipate if the jobs market weakened. The shortage of skilled labour in the construction industry was another issue discussed at the Octabuild webinar. More needs to be invested in educating young people, and their parents, of the benefits of employment as skilled workers in the construction industry and valuing trades as much as academic courses. In terms of the wider international economy and the geopolitical circumstances in which Ireland must operate as a free open economy, the speakers described China, which in recent years was an important supply chain for the construction market, as struggling. Its economic future will depend on what its government wants to do.

November/December 2023

Declan Conlon, Chairperson Octabuild (left) with Chris Johns and Jim Power.

News & Products

CONCERN IN CUSTOMER-FACING BUSINESSES DUE TO STAFF INTIMIDATION AND ABUSE New research shows a growing concern among customerfacing businesses including hardware stores and builders’ merchants about the impact of criminal activity on staff. 64% of those surveyed were victims of crime in the past year and 24% cited staff intimidation or abuse as the most common form of criminal activity they had experienced. The research, conducted by Amárach Research on behalf of Netwatch Security, also shows that criminal activity had profound psychological and physical effects on staff members of the businesses affected, and was more prevalent in customer-facing sectors including health and social care, retail, forecourt, wholesale and hospitality: •

When asked about the impact of criminal activity, fear and stress were the leading concerns of businesses in customer-facing sectors, 35% vs. 30% national average.

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30% experienced a loss of staff or a need for leaves of absence due to criminal activity in customer-facing sectors, versus 23% national average across all sectors

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There was a higher incidence of physical injuries in customer-facing sectors at 18% versus 13% national average.

Looking to the future, staff intimidation or abuse is the most concerning form of criminal activity mentioned by 56% of businesses in customer-facing sectors. This is the first time that staff intimidation or abuse has appeared in the Netwatch research and is a significant concern for organisations, particularly those with over 50 employees, where 42% of the cohort cited the issue. In total 255 interviews were conducted with decision-makers across a wide range of organisations countrywide from the 24th May to 21st June 2023.

Leisha McGrath, work and occupational psychologist.

Leisha McGrath, a work and occupational psychologist (pictured) who reviewed the report, emphasised the importance of psychological safety in the workplace and the financial impact of staff well-being: She said: “The personal and psychological safety of employees should always be of concern for employers, especially where there is any risk of criminal activity or socially undesirable behaviour directed at them. There is a direct correlation between an organisation actively ensuring a culture of safety and support, and its ability to attract, engage and retain staff. No one should ever feel unsafe at work. Safe and supported employees are more productive, and are more likely to stay with the organisation, and to speak positively about their employer outside of work.” Colin Hayes, Netwatch Managing Director for Ireland and UK, commented: “This year’s report highlights an upward trend in business attitudes towards security, with a marked increase in those who perceive security an essential or high business priority. “In this year’s survey, crime is reported to be costing each business over ¤30,000 but the unseen, human impact is becoming evident through staff absence and loss of staff due to negative events. That customer-facing organisations such as hardware retailers and builders merchants are taking supporting staff seriously, is a positive step for Irish business. In today’s climate of full employment, it also makes good business sense. Doing all we can to support staff where possible, preventing or deterring criminals, and helping employees during and after negative events is in everyone’s best interests.” Netwatch Group is a Carlow-based company established in 2003 which has now expanded into an international group with over 300,000 business, community and personal sites being monitored globally. Over the past 20 years it has become a market leader in Proactive Video Monitoring PVM with a proven and trusted service. The Netwatch state-of-the art monitoring centre in Carlow with bespoke technology and highly trained monitoring staff has been at the heart of this global development.

Netwatch Communications Hub in Carlow. November/December 2023

News & Products

TRANSFORMING RETAIL WITH CENTRALISED DATA MANAGEMENT In the ever-changing retail industry, customer data is at the heart of any successful business. CORE Tech has developed a Customer Account Management (CAM) module that will change the way businesses handle and use their customer data, with a centralised hub that consolidates all your trade clients’ information, accessible to several departments and providing customisable access to critical data. CORE Tech`s module enables you to harness your consumer data, improve customer service, and make smart data-driven decisions. Their Customer Account Management Module: • • • • •

Assists in providing an efficient and excellent service to valued customers. Provides a clear picture of the business you do or more importantly you do not do with your customers. Uses your existing data to give access to a wealth of information about your customers from a single application. Consolidates recording of information at every touch point with your customers. Share notes on customers to ensure efficient and accurate communications.

You can easily view information about orders, products purchased, contact information, and more with CAM. Say goodbye to sifting through spreadsheets or paperwork to locate what you’re looking for; your data is now at your fingertips. With CAM, your company can view and contribute to customer notes, chats, and essential facts. Because of this transparency, every encounter is fully informed and consistent. CAM operates within your security settings to protect your data by limiting access to sensitive client information to only approved staff.

The module enables you to provide greater visibility into consumer activities to your credit control staff. They can readily view order history, allowing them to make more educated decisions and better manage accounts. This level of understanding can result in faster payments and lower outstanding debts. CAM improves your capacity to serve customers, manage accounts, and streamline internal operations. This product is a game changer for businesses trying to stay competitive and customer focused in today’s fast-paced retail climate by providing a single hub for data and communication. For more information see www.coretechnology.ie

GOLF SOCIETY TRIP IN OCTOBER 2024 The Hardware Association Ireland Golf Society (HAIGS) Committee have organised an away trip to Spain in October 2024. The trip will be organised on behalf of the HAIGS by Cassidy Travel and on a first come basis, so please consider booking early. Departing Dublin 10th October, at 1320 Hours / Arrive Malaga 1710 Hours local time. The flights are with Ryanair, but an Aer Lingus option may be available when booking. There will be private airport transfers from Malaga to Puerto Banus, for those in the main group. Seven nights in 4* Occidental Puerto Banus (Formerly Pyr Aparthotel now completely renovated and upgraded) on a B/B Basis There will be three rounds of golf with buggies included on dates to be confirmed. The courses recommend are: Santana Golf, Los Arqueros Golf and Santa Clara, but may be subject to change depending on availability. Transfers provided to and from all golf courses. November/December 2023

Return Flight Departs Malaga 17th October 1610 Hours and Arrive Dublin 1800 Hours - Transfers from Hotel to Airport for group included. 20kg checked bag is also included and seat allocation for everybody in the group. Golf bags are not included but people can either bring clubs or hire and cost will be approx. ¤60 - ¤70 per person. Price based on two sharing room for golfer is ¤1,159 per person Price based on two sharing room non-golfer is ¤799 per person Price on single occupancy golfer ¤1,459 Price single occupancy non-golfer ¤1,099 Please revert to info@hardwareassociation.ie with your expression of interest and we will ask our colleagues at Cassidy Travel to contact you directly.

News & Products

REVOLUTIONARY PUREAIR ACTIVE AIR PURIFICATION LAUNCHED ACROSS IRELAND And that’s a wrap! Joseph Murphy Ballina Ltd (JMBL) have just wrapped a week of nationwide launches of PureAir Air Purifiers across the country. Meeting their current retail customers and also introducing this new PureAir range to new customers and new industry sectors. In case you haven’t heard already - PureAir air purifiers transform stale indoor air into fresh, purified air for you and your family to breathe. This range has caused unbelievable interest across the hardware industry. Using active purification technologies, PureAir personal air purifiers, room air purifiers, and whole home air purifiers reduce odours, such as those caused by bacteria, mould, pets, and smoke, as well as removing irritants, such as pet dander, dust, and other allergens from your indoor breathing spaces. They are easy to set up and use and are ideal for those sensitive to odours and allergens.

Lorraine Burnell, MD Joseph Murphy Ballina Ltd, explains “What a week we have had this November. Our PureAir launch is over but the journey is only beginning! We are so grateful for all the support we have received. During the launch week we met up with so many of our current customers and welcomed new customers too. We were blown away by the amount of interest we have received”. “We were so grateful to Padraig O’Hara and John Heenan for joining us and presenting so much impactful information about the product history including technology, new products that will be coming in 2024, data about the industry and how to roll out these amazing products across retail!” “We believe that this PureAir range is going to help so many families who have loved ones suffering with asthma, respiratory problems, allergies and home owners that have mould in their home etc. We are so proud that we are going to help our local communities. What an exciting chapter ahead. Watch this space.” Key Benefits of PureAir: • • • • •

Reduces Allergies & Improves Asthma Destroys Viruses Removes Odours Improves Respiratory Conditions Prevents Mould Accumulation

To find out more and become a stockist today visit www.josephmurphy.ie/pureair Padraig O’Hara, Lorraine Burnell and John Heenan at the Dublin PureAir Launch in Lucan.

November/December 2023

News & Products

JOHN STAFFORD & SONS ANNOUNCED AS NEW EXCLUSIVE AGENTS FOR MPS GERMAN BLADES John Stafford & Sons are delighted to announce that they are the new exclusive agents for MPS German made blades in Ireland. Their new partnership with MPS will provide the Irish market with these incredible High-Quality German made blades at competitive pricing.

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KREISSÄGEBLÄTTER

CIRCULAR SAW BLADES

Martin Pott founded the company Martin Pott Sägen (MPS) in 1987, which focuses on offering high-quality, yet affordable saw blade products.

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KREISSÄGEBLÄTTER

CIRCULAR SAW BLADES

KREISSÄGEBLÄTTER CIRCULAR SAW BLADES

Today MPS is defined by innovative thinking, advanced technology, and exclusive, unique products. MPS is amongst Europe’s leading producers of saw blade technology. They are proud of the fact that this vision, forged in their founding years, is stronger than ever. MPS are firmly committed to operating in Germany - and adhere to their promise of quality, as expressed by the traditional “Made in Germany” stamp of excellence.

STICHSÄGEBLÄTTER

JIGSAW BLADES

STICHSÄGEBLÄTTER

JIGSAW BLADES

One of the keys to their success is that they concentrate on doing what they do best, in other words making products for perfect sawing. STICHSÄGEBLÄTTER JIGSAW BLADES

They produce blades for a variety of applications, including jigsaws, reciprocating, circular, sabre and hole saw blades. All the materials and production methods meet the most demanding requirements. The first-rate steel varieties they use come from Germany, Austria and Sweden. These are perfectly shaped in their Wasserliesch plant using patented laser technology. John Stafford & Sons continue to add new high-quality products to their range. Recently, they became the agents for Truper and John Deere Garden Tools. Since the launch of these products earlier this year, these brands have become incredibly popular with their existing loyal customer base and new customers alike. MPS will be a fantastic addition to their 2,400 products, which they already supply. Full point of sale display units are available to enhance customer experience.

SÄBELSÄGEBLÄTTER RECIPROCATING SAW BLADES

In 2023 their exclusive brands, including AC Brooklyn & Protool have launched an extensive range of new products and will continue doing so into the future. They continue to invest in their large stockholding for maximum availability. For further information on how to become a stockist, email sales@stafford.ie or phone their sales team on (053) 936 7246.

November/December 2023

News & Products

YOUTH SKILLS FEST - MAKING OUR SKILLS COUNT, SHAPING INCLUSIVE SOCIETIES To mark the European Year of Skills, the National Youth Council of Ireland team and NYCI’s Young Voices - EU Youth Dialogue Core Group - organised a powerful event spotlighting the impact of youth work and volunteering on skill development. The event in early November especially focused on showcasing the skills acquired by young individuals through youth work, fostering their confidence and enhancing their ability to convey these invaluable skills to future employers. About 120 young people and 30 employers gathered at this unique platform where the significance of transversal skills gained through non-formal education took centre stage. NYCI have been actively working on the recognition of those skills through their Skills Summary project and easy to use online tool that measures the skills young people gain by participating in youth work and volunteering opportunities. Hardware Association Ireland (HAI) took part at this event to establish relationships with both the youth organisations involved and the young people themselves. There will be more resources available over the coming months for employers to engage with the potential candidates for employment and HAI will be very pleased to assist further with any queries. Or you can register directly with your details at www.youth.ie.

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Information for you and your HR team on how to attract and evaluate candidates with non-formal experience.

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Suggested text to add to your website and job ads to encourage applications from candidates with youth work experience.

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Invitations to training sessions on Skills Summary and the value of youth work and volunteering experiences of candidates

Skills Summary is a partnership project between the National Youth Council of Ireland, Accenture and SpunOut.ie, funded by the Department of Children, Equality, Disability, Integration and Youth, and is free for employers and candidates to use.

Employers - Interested? Register your interest and they will send you some resources. Register your interest in Skills Summary for employers, and The National Youth Council, www.youth.ie, will contact you when their free package for employers is ready to launch. This will include resources such as:

Jim Copeland, with Minister Neale Richmond, Minister of State at the Department of Enterprise, Trade and Employment with special responsibility for Business, Employment and Retail at the National Youth Council‘s Young Voices Day.

Minister Neale Richmond with participants from the National Youth Council’s Young Voices Day, held recently at the Gibson Hotel in Dublin.

November/December 2023

News & Products

SOLV-X OFFER HARDWARE STORES MOBILE ACCESSORIES AND SEASONAL OFFERS Leading supplier Solv-X offer Hardware Stores excellent opportunities to gain high margin and incremental sales. With fast moving impulse products available including FIFO mobile and accessories, Murphy & Barrett Candles, Favour Pet treats & accessories as well as seasonal offers such as object lighting and winter woollies / warmies. FIFO have been consolidating their position as a global leader in mobile and tech accessories with their new Fast range (shown here) which charges up to three times faster than standard chargers. The highly popular FIFO counter displays, such as the FIFO 4 in 1 and 8 in 1, are only 95mm wide x 160mm deep for minimal footprint. Murphy & Barrett candles offer premium quality scented candles that take their inspiration from nature and the Irish countryside as well as a top-class range of unscented candles including fast moving eight-hour nightlights. Favour pet treats and accessories covers all the demanded treat groups, reward training treats, dental, boredom breaker chews and premium high protein options. Solv-X offer a national Field Sales Merchandising team with products sold on sale or exchange. To get in touch, contact them at their Head Office on 042 9377055 or email sales@solv-x.com. Also, make sure to visit their website at www.solv-x.com.

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November/December 2023

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News & Products

BRETT MARTIN WELCOMES NEW BUSINESS DEVELOPMENT MANAGER Leading drainage products manufacturer Brett Martin has appointed Adam Foley as a new Business Development Manager to add further strength and expertise to the sales team. Adam has over eight years’ experience in the industry as an area sales manager of rainwater systems and as a sales representative for a plumbing distributor. As Brett Martin’s Business Development Manager, Adam will cover Leinster, Waterford and Tipperary and will be responsible for merchant and contract sales of Brett Martin’s Underground, Rainwater and Soil drainage and a range of Roofing products. With his background in understanding customer relationships at all levels across the construction industry, Adam is well positioned to strengthen and develop Brett Martin’s

relationships with merchants, housebuilders and main contractors. He will also help promote and sell the company’s products, particularly with merchants specialising in the supply of materials to civil contractors, in order to achieve annual territorial targets and support the company’s overall growth. Glenn Goodman, National Sales Manager said: “We are delighted to welcome Adam to further strengthen our sales team and to ensure Brett Martin continues to grow in line with our business plan. Adam has a proven track record in the sector, bringing with him a wealth of industry expertise and product knowledge which will enable us to maximise our sales initiatives.” To find out more about Brett Martin visit: www.brettmartin.com

Adam Foley, New Business Development Manager at Brett Martin.

HIDE VALUABLES IN BURG-WÄCHTER’S ‘SAFECAN’ As thieves get smarter these days, people looking to protect their homes are forced to find clever methods to keep their valuables safe. While most burglars target obvious hiding places such as drawers or wardrobes, SafeCan from Sterling, sister brand of leading security specialist Burg-Wächter, is a quick and easy security solution to safely conceal keys, cards and other treasures. A simple yet ingenious security solution, this nifty little can would make a great impulse buy for anyone looking for extra peace of mind. Easy and convenient security With a hidden base which is easily removed to reveal a secret compartment, SafeCan allows the owner to hide cash, keys, jewellery and other valuables in plain sight as they sit conveniently amongst real cans in kitchen cupboards. Small and light, they can be easily picked up for swift access to belongings, and because they are genuine replica licensed products that look exactly like the real thing, they’re an excellent deterrent against theft – no thief will be able to tell the difference! Great impulse-buy Available in three designs - Heinz Beans, Tomato Soup or Spaghetti – SafeCan and SafeCan BLOCK come in a neat countertop display of 12 units, making them an ideal impulse purchase for customers and a great profit opportunity for retailers alike. 30

For more information on the SafeCan range or any of Burg-Wächter’s security products, visit www.burg.biz/uk or call +44 1274 395 333. November/December 2023

Cut Risk Environments Oily & Wet Environments

Cold & Wet Environments

General Handling Dry Environments

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News & Products

7 IN 10 TRADESPEOPLE HAVE HAD THEIR TOOLS STOLEN Delayed jobs, losing out on work and even having to take out a loan or borrow money are just some of the implications for tradespeople when tools are stolen according to a new survey from the Chadwick’s Group. The research carried out among 375 tradespeople around the issue of tool theft reveals that 71% of tradespeople surveyed have had their tools stolen with over a third (35%) saying the value of tools stolen was in excess of ¤3,000. 62% have had to delay a job or postpone work due to this issue, 36% had to take out a loan or borrow money to replace stolen tools.

Commenting on the findings Patrick Atkinson, CEO, Chadwick’s Group said: “The issue of tool theft is a significant one for the industry and the repercussions of which have a serious impact for tradespeople. Our research shows that 71% are affected by this issue and for many this has happened more than once in their career. We want to raise awareness for this issue and provide tradespeople with advice on how to help safeguard their tools.” Advice from An Garda Síochána on how to keep tools safe: •

Two thirds of tradespeople say tools were stolen from their van or car while 51% say they have had tools stolen from the job. Indicating the severity of this issue, 34% say they had their tools stolen twice in their career while 18% say it’s happened three times. 74% say the theft was reported to the Gardaí but in the majority of cases, the stolen items were not recovered. Despite this being a significant issue for the trades, 82% admit to not having their tools insured, 70% don’t have a lock box for their tools and 22% say they don’t mark their tools to help identify them if taken. The purchasing of tools for work is a significant outlay for tradespeople with 34% saying they need to buy some form of tools each month and 43% every six months. Almost three quarters spend an average of ¤2,000 a year on tools.

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Tradespeople should mark their own tools and lock them away: -

Consider using your Eircode as your special code to mark your tools

Mark property using UV ink near the serial number or on the back in the top right-hand corner of the tool

UV ink will need to be reapplied for tools used regularly

Create a property register list which includes the item, make and model, serial number, cost and whether it’s marked. This list should be kept in a safe place with copies sent to insurance providers

Take clear photos of tools and equipment

Ensure property is recorded and indexed using the free An Garda Síochána Property App

When driving, keep valuables out of sight and keep all doors and windows locked. Where possible, avoid parking in isolated places and park in well-lit areas at night time.

For more information on the Garda Property app, visit: www.garda.ie/en/angardasiochanaapp/

Trade Show Guide with the Jan/Feb issue - Book your advert today 32

Contact

Jim Copeland

087 6671361 jim@hardwareassociation.ie

November/December 2023

News & Products

EMPOWERING TOMORROW’S WORKFORCE: A GLIMPSE INTO THE SKILLS ACADEMY Down Syndrome Ireland (DSI) is a leading advocacy and support organisation dedicated to promoting the rights, inclusion, and well-being of individuals with Down Syndrome and their families. With a commitment to education, empowerment, and community, Down Syndrome Ireland strives to create a world where individuals with Down Syndrome can thrive and reach their full potential. Down Syndrome Ireland is delighted to announce its new joint initiative with Dublin and Dún Laoghaire Education & Training Board (DDLETB) with the creation of Ireland’s first specific soft skills training programme for people with Down Syndrome. John Condon, Head of Adult Education in Down Syndrome Ireland commented: “All people with Down Syndrome have the potential to be in meaningful employment and contribute to community and society.” In an ever-evolving job market, staying ahead requires not only technical know-how but also a robust set of soft skills. The Skills Academy is an innovative programme that promises to shape the workforce for tomorrow. One of the key elements that sets this project apart is the collaboration between Down Syndrome Ireland’s Adult Education Team and tutors from DDLETB. These professionals bring a fresh perspective and a wealth of experience to the table, ensuring that students receive the most relevant and up-to-date insights. The program will be forging partnerships with industrial sectors, fostering a sense of community and the development of employment opportunities. This interconnected approach allows students to benefit from a broader network of resources, creating a holistic learning experience that goes beyond the confines of a single institution. At the heart of the program lies a focus on practical soft work skills. Recognising the importance of adaptability and interpersonal abilities in today’s workplace, the curriculum will focus on key areas such as retail, hospitality, and office work skills. Students are not only equipped with theoretical knowledge but are actively engaged in hands-on exercises. The Adult Education and Employment Departments at Down Syndrome Ireland will offer employment skills training days and establish connections with potential employers, with the goal of enhancing job prospects for people with Down Syndrome. DSI provide support to employers around looking at job roles within their organisation that would provide meaningful work for an adult with Down Syndrome. The Employment department provide assistance in creating contracts, documentation and Awareness Training for your team to ensure awareness around working with adults with Down Syndrome. The DSI head of employment Aoife Gaffney says that people with Down Syndrome want to work and “represent a substantial source of untapped commitment and talent”. As the employment landscape continues to evolve, adaptability November/December 2023

becomes a cornerstone of success. The Skills Academy, through its collaboration with tutors, partnerships with Education Training Boards, and a focus on practical soft skills, emerges as a beacon of innovation in education. It’s not just preparing students for jobs; it’s preparing them for thriving careers in a dynamic and ever-changing professional landscape.

Down Syndrome Ireland is inviting hardware industries employers to collaborate with them for innovative partnerships with the Skills Academy program. If you are interested in hearing more, please contact any member of our Adult Education Team at Down Syndrome Ireland. John Condon E: johncondon@downsyndome.ie T: 086 1286025 Aisling Browne E: aislingbrown@downsyndrome.ie T: 086 1692319

News & Products

SIMPSON STRONG-TIE BOLSTERS SUPPORT WITH NEW APPOINTMENT Simpson Strong-Tie, a world-leading specialist in connectors and structural systems for the construction industry, has announced the appointment of a new Area Sales Manager, to make strong its position as a leading supplier to the Irish market. Paul McSorley has been tasked with growing Simpson’s Irish customer base, identifying specific industry sectors with which to build long-term relationships. “My plan is quite simply to keep building partnerships with customers. I am delighted to lead the upcoming phase of expansion for the company in Ireland.” Simpson Strong-Tie are pioneers within the building industry and a world leader in structural connector solutions. With more than 1,000 product solutions, they’re proud to offer one of the widest connector ranges in Ireland, the UK and Europe. While their business and products may change to meet the needs of their customers, their values are steadfast and continue to guide them in the work they do every day. Total peace of mind, whatever you’re customer is building or renovating. Whether off the shelf, or custom manufactured bespoke orders, the quality and variety of their product lines gives engineers and builders more freedom to design flexibly, while offering reliability and proven performance. “Paul, who brings a wealth of experience and enthusiasm marks a pivotal moment as we embark on a new phase of growth and innovation within Ireland” says David Mooney, Country Manager. “With Paul’s expertise on board, we can now capitalise on offering our products coupled with an exceptional level of personalised service.”

Paul McSorley, Area Sales Manager, Simpson Strong-Tie.

Visit www.strongtie.co.uk

November/December 2023

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News & Products

NAVIGATING THE CHARGEBACK WATERS: ACROSS E-COMMERCE AND IN-STORE As the year comes to a close, it is essential to reflect on the challenges and triumphs that e-Commerce and in-store transactions have brought us. One pressing issue that continues to perplex many merchants is the looming threat of chargebacks. These disputed transactions not only pose financial setbacks but can also strain the merchant-customer relationship. In the spirit of growth and learning, let’s delve into some proactive strategies to help you steer clear of chargebacks and foster a smoother transactional experience for your customers: E-commerce Challenges (Digital Realm): 1. Digital Identity Verification: Verifying customer identities online is a challenge, requiring robust processes to minimise fraud risks and subsequent chargebacks. 2. Cybersecurity Threats: e-Commerce platforms face cybersecurity threats, necessitating stringent measures, www.elavon.co.uk/accept-payments/over-the-phone. html, to safeguard customer information and maintain transaction integrity.

In-Store Payment Challenges (Physical Realm): www.elavon.co.uk/accept-payments/new-to-payments. html 1. Card-Present Fraud: Physical stores grapple with cardpresent fraud, requiring secure payment terminals, www.elavon.co.uk/accept-payments/face-to-face.html 2. Contactless and Mobile Payments: The rise of contactless payments introduces the challenge of adapting to new technologies, potentially leading to confusion and payment errors. 3. Transaction Records: In-store transactions, www.elavon. co.uk/insights/news/why-shop-in-store.html, may lack robust documentation, emphasising the need for accurate records to contest chargebacks effectively. 4. Refund and Return Management: Efficient management of in-store returns and refunds is essential to prevent customer dissatisfaction and subsequent chargebacks. Strategies for Success Across Channels:

3. Shipping and Delivery Issues: Timely and accurate delivery is critical, as delays or discrepancies can lead to customer dissatisfaction and, in turn, chargebacks. 4. Product Descriptions and Expectations: Clear and accurate product descriptions are vital in the absence of physical interaction, preventing misaligned expectations that often result in chargebacks.

1. Integrated Fraud Prevention: Implement measures addressing the unique challenges of each channel, leveraging technology to detect and prevent fraudulent activities in real-time. 2. Staff Training: Adept handling of both digital and in-person transactions requires well-trained staff armed with the knowledge and tools to address issues, resolve disputes, and promote a positive customer experience. In conquering the omni-channel landscape’s challenges, merchants can forge a path to secure and successful transactions. To bolster your efforts, we invite you to connect with the best and most confident secure payments company. You can contact Peter Cooke today to fortify your transactions, reduce chargebacks, and ensure a seamless customer experience. From Elavon, they wish you another year of growth, resilience, and successful transactions! For more information contact Peter Cooke, Enterprise Sales Manager, on +353 (01) 220122, +353 (0) 871676215 or email peter.cook@elavon.com

Peter Cooke - Enterprise Sales Manager, Retail, Elavon Merchant Services.

November/December 2023

News & Products

BUILDING CONNECTIONS WITH OCTABUILD Octabuild hosted a ‘Building Connections’ lunch in Dublin`s Westbury Hotel in November for an audience of builder’s merchants from across the island. Featuring special guests, world class rugby player and coach, Ronan O’Gara and sports

broadcaster and author, Jacqui Hurley, the fireside chat explored highlights of Ronan’s career, both on and off the pitch, where Ronan captivated the audience with his raw honesty, candour and wit.

Declan Conlon from Wavin and Chairperson of Octabuild, with Jacqui Hurley and Ronan O’Gara.

Liam McEvoy, Telfords, Gary Fitzpatrick, United Hardware and Vincent Hyland, Dulux.

Dan Twomey, Cork Builders Providers and Niall Fay, Grant Engineering.

Fergal McKeown, Amalgamated Hardware and Patrick Atkinson, Chadwicks Group.

Mark Filgate, Dulux and Damien Dwyer, Woodie’s with Ronan O’Gara.

Rory O’Hanlon, Davies, Martin O’Reilly, Chadwicks Group and Tadhg Murdock, Brooks Timber & Building Supplies.

November/December 2023

HAI Corporate Partners

C O R P O R AT E PA R T N E R

CASH MANAGEMENT

Brink’s Cash Services Customer Services 0818 111 330 nationalservicecentre@brinks.com www.brinks.com

COMMERCIAL PRINT W&G Baird Sam Sharpe +44 (0) 75 8311 9846 sam.sharpe@wgbaird.com www.wgbaird.com

CREDIT & FINANCIAL MANAGEMENT Credit Risk Brokers James Riordan 01 491 6007 james.riordan@creditriskbrokers.com www.creditriskbrokers.com JPA Brenson Lawlor Ian Lawlor 01 668 9760 ian@brensonlawlor.ie www.brensonlawlor.ie LCMS Ltd Billy Nolan 087 2604625 billy.nolan@lcms.com www.lcms.ie Zero Tax Property Stephen Holmes 01 4584770 info@ztp.ie www.zerotaxproperty.ie

ECOMMERCE AND IT SUPPORT

Agility Software Ltd David Malcolm 01 253 0282 david@agility-software.com www.agility-software.com Core Tech Geraldine Quinlan Burke 025 41400 geraldine.quinlan@coretechnology.ie www.coretechnology.ie Intact Software Mark Gurney 042 933 1742 mark.gurney@intactsoftware.com www.intactsoftware.com .IE Alan Finneran 01 236 5400 afinneran@weare.ie www.weare.ie Kerridge Commercial Systems Elaine Snuggs 01 5457100 elaine.snuggs@kerridgecs.com www.kerridgecs.com Magico Orla Cooney 065 6864580 ocooney@magico.com www.magico.com Monsoon Consulting Bharat Sharma 01 4750066 bharat.sharma@monsoonconsulting.com www.monsoonconsulting.com

November/December 2023

HAI Corporate Partners

LEGAL ADVICE & SUPPORT

ENERGY MANAGEMENT DCS Group Caroline Sugrue 066 7181836 carolinesugrue@dcsgroup.eu www.dcsgroup.eu

FIELD SALES & MARKETING

CPM Ireland Anne Kelly 01 7080300 akelly@cpmire.com www.cpmire.com REL Field Marketing Paula Lawlor 046 93758 plawlor@relfm.ie www.relfm.ie WASP Technologies Richard Baird 086 2857843 richard.baird@wasptech.com www.wasptech.com

HR SUPPORT

Peninsula Business Services (Ireland) Limited Michael Gombart 1800 719 215 michael.gombart@peninsula-ie.com www.peninsulagrouplimited.com/ie TSA Consultants Tommy Smyth 021 4634154 tommy@tsaconsultants.ie www.tsaconsultants.ie

NEW

Finders International Maeve Mullin 01 567 6940 maeve.mullin@findersinternational.ie www.findersinternational.ie

LOGISTICS

Woodland Group Lee McMullen 01 8111500 lee.mcmullen@woodlandgroup.com www.woodlandgroup.com

MATERIALS HANDLING

Combilift Anthony Rooney 047 80500 anthony.rooney@combilift.com www.combilift.com Henley Forklift Group Ltd Mark Kenny 01 6209200 sales@henley.ie www.henley.ie

PAYMENT SERVICES

AIB Merchant Services Owen Ball 087 7715973 owen.ball@aibms.com www.aibms.com BOI Payment Acceptance Rory Brennan 1800 806 298 rory.brennan@boipa.com www.boipa.com

INSURANCE

O’Leary Insurance Group David Lombard 021 4730005 dlombard@oli.ie www.olearyinsurances.ie

November/December 2023

HAI Corporate Partners

RECRUITMENT NEW

Tactical Talent Vinny Kelly 01 9079192 info@tacticaltalent.ie www.tacticaltalent.ie

RECYCLING SOLUTIONS

European Recycling Platform Martin Tobin 01 6624040 ireland@erp-recycling.org www.erp-recycling.ie

SECURITY SYSTEMS

TELECOMMUNICATIONS SALES & INSTALLATIONS

IP Telecom Sales Team 01 6877777 sales@iptelecom.ie www.iptelecom.ie

Why become a HAI Corporate Partner? By becoming a Corporate Partner, you can link your organisation to the pursuit of excellence and quality in the Hardware, Building Materials & DIY sector. Hardware Association Ireland will help you to promote your company to all key decision makers in the sector with; • A listing on the HAI website, www.hardwareassociation.ie • The use of the widely recognised HAI Corporate Partner logo and a Corporate Partnership Certificate

MyNET Security Jack Raeburn 062-69112 jack@mynet.ie www.mynet.ie

SHOPFITTERS / RACKING SYSTEMS

• A free listing with logo and contact details on The Corporate Partners Page in each issue of The Hardware Journal • A preferential member rate for advertising in The Hardware Journal, plus three free classified advertisements • Preferential rates and early access to event sponsorship and networking opportunities • A preferential rate for exhibitor space at The Hardware Show

tRetail

#WeGe

Johnston Shopfitters Shane Brennan 01 4190419 sales@johnston-shopfitters.com www.johnston-shopfitters.com OHRA Racking Solutions Seamus Coyle + 44 28 8224 7858 coyle@ohra.de www.ohra.ie Storefit Shopfitters Limited Eamonn Brien 021 4344544 eamonn.brien@storefit.com www.storefit.com

• Positioning your company as a solution-provider for the hardware, building materials and DIY sectors • Access to all the latest industry news via regular emails and updates.

Want to find out more? Contact us today to become a HAI Corporate Partner info@hardwareassociation.ie or phone 01 2980969

November/December 2023

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Interview

Interview with Hardware Association President: Paul Candon For those who aren’t familiar with you, could you give us a little bit about your background, and your journey to where you are now? I have been CEO of United Hardware since 2020, Ireland’s leading buying and marketing group for builders’ merchants, DIY, and home & garden retail stores. United Hardware is a co-operative with 160 member stores with 90 under the Homevalue brand and combined sales of over ¤400m. Our primary aim is to enable our members to get the best possible deals from suppliers through exclusive supplier offers and excellent terms via centralised purchasing, marketing, and event activities.

All that said, the single biggest advantage I had when taking over as CEO of United Hardware was that I was previously Non-Executive Chairman of the Group. This meant I had intimate knowledge of the opportunities and challenges facing the Group as well as relationships with the Board, and very importantly, understood the nuanced priorities of our members, who are all very successful businesspeople with differing needs and expectations.

Most recently, we’ve announced a significant corporate restructuring project which will help us to become even more competitive in the market, which I believe will drive growth in membership and branding as well as improving the profits we return to our members. We’re excited about the future at United Hardware, and now that the merger is completed, we can work towards reaching our full potential. This excitement echoes much of the optimism we’re seeing within the sector and across the membership of Hardware Association Ireland (HAI). Before joining United Hardware, I served as CEO at a number of companies, including Bunzl in Ireland and McCabe’s Pharmacy Group. Before McCabe’s, I held senior positions with Statoil, Topaz Energy Group, and Roches Stores, so it’s fair to say I’ve built a career very specifically around the retail and wholesale sectors. Before finishing with Bunzl in April 2020, I was extremely busy managing the operational challenges brought on by the pandemic while also meeting the massive demand for sanitation and safety products. Throughout the earlier part of my career, I was lucky enough to gain exposure to the various functions of running a business; in Roches, I held both retail operations and HR-related roles; in Statoil I was responsible for supply chain, operations, and HR. When Statoil was sold and rebranded to Topaz I was appointed as Sales and Marketing Director and managed purchasing, category management and property. This exposure to different parts of businesses was invaluable to making the eventual leap to becoming a CEO, where ultimately, you are responsible for the overall running of the business.

Paul Candon, HAI President.

What drew you to the Presidential role and how will you approach your term as HAI President? I was drawn to the role when following HAI closely over the last number of years and having seen the great stewardship afforded to the same role by my peers in the industry during this time. Several fantastic contributions have been made during the tenures of previous presidents. As such, I became president of HAI at the start of 2023, following Michael O’Donohoe’s departure and I am very much honoured to be in the role following his November/December 2023

Interview

representation. One year on, there has been plenty of change with new and emerging issues coming and going, which represent both risks for the sector and opportunities. Leveraging on my own experiences, I believe that industry representation is hugely important to establish success. With my experience from United Hardware in championing and supporting our members I hope that I can add some value, experience, and expertise to the role (and on behalf of the wider community of HAI members), complementing the work of my predecessors. HAI is a tremendous organisation that has done great work for the industry, and it will be even more beneficial to get closer to the network, and in particular the HAI team, including Martin, Jim, Aoife, and Orla. Ultimately, our mission at HAI remains the same, to advance the mutual interests of hardware and builder merchants through effective representation, training and development, market intelligence, and networking opportunities.

What do you think will be the most important driver of change in the industry in the next few years? In response to the challenges posed by Brexit, COVID-19, and global events like the Russian invasion of Ukraine, HAI conducted a major Strategic Report to reevaluate the sector and the value proposition of the association. The review sought to enquire about market sentiment, identify and quantify the key challenges facing the sector and outline the responses of the sector to these challenges. I’m sure many of you will have seen the report and the insights gleaned from it will have resonated with the needs of members and the challenges they are facing. Staff retention and recruitment are a major challenge as well as maintaining and increasing profits in a time of increasing costs. Positively, the report revealed high levels of optimism for the future among our members, while also sharing some insights into the areas of concern. It’s important to see that optimism is high amongst members, especially given the challenges faced by the sector recently. To realise the ambitions of members, however, there are a few challenges faced by most. Talent remains a significant issue both directly in the form of recruitment and retention, but also in the context of a shortage of trades professionals which continues to slow down activity in our sector. This is affecting building projects, and the war for talent is a central theme. To navigate these challenges, members of HAI plan to invest in upskilling and training staff, alongside upgrading their premises and IT systems. Resilient as ever, HAI members intend to take a proactive approach to these challenges and through better awareness of the issues they face, we’re hopeful of being able to work with members to best address these issues. As members continue to invest in staff, marketing and upgrading their premises and IT systems to future-proof their businesses we plan to continue to be the voice of the November/December 2023

sector and work harder to improve the overall market environment, enhance the operational performance of our members, and ensure they have relevant information they need to make good, long-term decisions while remaining agile to the current environment.

How do you believe HAI helps the sector and what changes, if any, do you plan to implement in your new role? In my role as President, I hope to continue to strengthen membership and representation. HAI plays a crucial role in being the voice of the sector which we can continue to leverage further, to help improve market conditions for members, build greater intelligence within the sector and ensure that members’ voices are heard clearly and effectively by external stakeholders. Our market is growing, and our members are well-placed to weather the storms that may come our way. Collectively, we are stronger together and it’s important we leverage the collective approach and focus on all members, big or small to ensure that we address the issues and challenges we face, and embrace the opportunities presented to us, together. As a group, we can work together and with members to enhance operational performance and provide essential information. I believe that in this role, we can further address proactively, the staffing challenges faced throughout the sector by supporting initiatives for staff development, marketing, and technological upgrades and by sharing learnings and expertise. Among the core findings from our recent research, the extent to which recruitment and retention of staff is the most pressing issue for our members, taking precedence over all others, is significant. We must now work with members in this regard to provide enhanced or updated solutions, training, and development opportunities to help all members navigate and overcome this challenge, in addition to the existing training and development on offer. HAI provides valuable services already, including representation, training and development, market intelligence, and networking opportunities. We have already seen the benefits of our intelligencedriven approach to help enhance our services and direct our resources. I plan to continue to focus on strengthening the collective network by ensuring informed decisionmaking by all members. We can provide learnings and new information and enhanced representation for members by platforming them, and their needs and ensuring that their voice is heard by the right people. Collectively we can achieve more in this regard. Additionally, supporting members in their investments in marketing and technology will be a key focus to futureproof their businesses. Read more about the results of HAI’s Strategic Review on pages 44-45.

Strategic Review

Strategic Review 2023 Firstly, members are optimistic and positive about the future of the sector. Most in the sector (70%) are expecting the market to increase slightly in the next three years.

10% believe that it will remain the same and 20% believe that it will decrease slightly. No respondent said that the market would increase substantially or decrease substantially.

Outlook for the future Q. How do you see the future of the market in the next 3 years? The market will:

Recruiting and retaining staff is the most significant challenge facing the sector. The entire issue of staffing becomes even more prominent when other staff issues such as staff cost and finding qualified staff are considered. While the core finding that recruitment and retention of staff is the most pressing issue for our sector is not a surprise, the extent to which it takes precedence over every other issue is striking. Career paths are not clear in the sector, which hinders recruitment. Succession planning is a challenge for smaller and family-owned businesses. Less than fifty per cent of merchants have a succession plan. At the other side of the counter a shortage of trades professionals is resulting in building projects being postponed and, in some cases, abandoned. A shortage of trades professionals is viewed as a major challenge to merchants. To a large extent Ireland Inc is facing the problems of success. Most economic theory puts full employment at 95%. With an unemployment rate of 4.2% (CSO September) we have gone beyond this, and consistently so – below 5% since January 2022. Staffing is a critical success factor, the war for talent is on and whoever wins will have a clear competitive advantage. 44

Maintaining and increasing profits at a time of increasing costs is seen as a major test for all. Resilient as ever HAI members intend to take a pro-active approach to challenges investing in staff, and marketing and upgrading their premises and IT systems to futureproof their businesses. Other factors concerning merchants are the importance of Govt regulations that understand the needs of the sector. Offsite construction is mentioned by 24% of merchants as a challenge and a possible threat. There is no entitlement to business. Extensions/renovations to existing homes is the main market that will drive growth for the next three years. Energy upgrading of our housing stock is important and it is critical for the success of our plans for decarbonising the merchanting sector is a key player in the value chain. Rejuvenating empty homes is another valuable opportunity for HAI members – again a major help in reaching our carbon reduction targets. November/December 2023

Strategic Review

Significance of Challenges- Merchants Q. What are the challenges in the next 3 years? (select all that apply)

Recruiting staff

69%

Retaining staff

66%

Maintaining/increasing profit margins

59%

Increasing operating costs - Staff

48%

Having suitably qualified staff

48% 45%

A lack of trades professionals Govt regs that understand the needs of the sector

41%

Price competitiveness

38%

Economic downturn

34% 31%

Continuing inflation in material costs 24%

Offsite residential construction Digitisation and ecommerce

21%

Increasing operating costs

21%

Oversupply (too many merchants)

14%

Oversupply (too many suppliers)

14%

Maintaining cashflow

14% 7%

Regulations on sustainability

Sample: Merchants - 40

Opportunities- Merchants Q Where are the opportunities in the marketplace? (Select all that apply)

Extensions/renovations to existing homes

75%

Energy upgrading of existing homes

68%

Rejuvenation of empty (vacant) homes

61%

New home construction

39%

Offsite residential construction

11%

Commercial building

11%

Sample: Merchants - 40

For members who wish to receive the full Strategic Review please contact Aoife - aoife@hardwareassociation.ie.

November/December 2023

Store Profile

Mike Costello CEO and Jamie Costello Maloney President of Costello’s ACE Hardware.

Costello ACE ready for business in 2024 In Part 3 of our profile of Costello ACE Hardware, a leading US retail group under the ACE brand umbrella, we shine a light on 2024 planning at this forward-thinking family firm. Senior Project Leader Monica Rodriguez takes The Hardware Journal into the boardroom for an insider’s view of their strategic process. Early planning is the key to setting and achieving goals at Costello ACE Hardware, one of the fastest growing independent hardware retailers in the US, with 46 stores in five states. Core to the company’s DNA; growth will always head the agenda. However Costello’s annual structured strategic process is critical for identifying top priorities for the year ahead. With so many acquisitions of established retailers, a primary aim is to create consistent processes, culture and standards across all their stores. Then customers have confidence that the name Costello is synonymous with a first-rate experience. “Our inclusive, collaborative planning process ensures that every aspect of Costello’s business can hit the ground running in 2024,” states Project Leader Monica Rodriguez.

Laying the groundwork Strategising for 2024 began in earnest in August 2023, when 23 people representing every leadership area of the business were invited to the New York head office. In preparation for this gathering, “we asked our leadership

team and various stakeholders to look at the current business model and come up with 12 issues that the business was doing poorly or not at all,” Monica says. It’s been a deep-dive, where participants assess root causes and propose opportunities and solutions. “The group submitted 186 pieces of feedback to me,” recounts Monica. “Then I distilled their input down into three overarching topics directly related to Costello`s Ready for Business in 2024 strategy. These formed the agenda for the first in-person meeting of our planning team.”

One workshop. Three key themes. The topics which emerged were: 1. Communication & Collaboration, 2. Training, and 3. Standard Operating Procedures. “In late August, everyone convened for a very productive workshop to discuss these topics.” The attendees were broken into five groups of subject matter experts to explore topics in greater detail. They included multi and individual store managers, plus people with specific responsibility for different areas of the business. November/December 2023

Supplier Profile

Best Seller Stickers prompt sales & the replenishment of fast moving items.

Fasteners & Fittings aisle.

Participants newer to Costello’s, who have gained different perspectives through previous work experience, were also invaluable. The groups focussed on current processes, seeking to answer these questions:

All associates (staff) can then use the expert knowledge within the business to work together to build and roll out an initiative that will make the company stronger together.”

Training

•

Is our current process working for the business?

•

If not, what needs to happen at the company support level?

•

What would the implementation plan look like at store level?

Training for all new employees will be strengthened, integrating 2024 company initiative elements into every element. “This is crucial to success. Also balancing and setting best practice standards for current associates through a comprehensive, easy-to-follow, easy-to-sustain programme,” Monica says.

•

How do we train or re-train our store teams?

Standard Operating Procedures

Each group then presented their findings to the entire gathering for a Q&A session.

September think tank Next stage: the groups took these questions away for further consideration. As Monica explains, “they were welcome to enlist the expertise and help of others within the company as required.” The groups reconvened for a September meeting to report on their ideas and solutions. By pooling their expertise, the participants were able to develop the themes to a more operational and deliverable format. Their solutions form the basis of initiatives to be rolled out in 2024 company-wide.

Communication & Collaboration According to Monica, “our objective is to achieve regularised standards, operations and processes in every store, through a focus on these three areas. At the same time retaining the local character and emphasis on personal service that is the hallmark of ACE hardware stores. Absolutely the key driver of this year’s initiative planning,” Monica stresses. “The workshops, expert groups and presentations all forge elements of the initiative as part of a collaborative process. November/December 2023

Participants with specialist expertise in critical areas were able to identify and close gaps in standard operating processes. The focus: back-room, front-end, truck to shelf and inventory presentation. Solidifying company procedures for each area requires a collaborative approach. “We are harnessing the company’s institutional knowledge to expand our standard operating process library, so we can create a Costello manual.”

Readying for roll-out A third meeting in October was dedicated to carrying the initiative through to specific areas, kicking off with Department Goals and Objectives. Again, participants had homework to do before attending. Each business director had been asked to define their three main goals for 2024 and highest impact lead measures for their areas to share at this workshop. Marketing, Category Management, Human Resources & Training, Projects, Loss Prevention and Business to Business all made presentations, reporting on progress related to the 2024 Ready for Business Initiative. Group 1: Inventory Accuracy - This group was tasked with evaluating and improving key Standard Operating Procedures in their backroom and front-end processes. The spotlight was on how product is received and errors that can occur during 47

Store Profile

One plan for all The overall company initiative will be introduced in logical, business-sensitive and appropriate phases. Within this overarching strategy are specific category and department plans. “These will be worked on and rolled out by individual areas of the business.” As Monica sums up, “Costello’s Ready for Business 2024 will provide resources and support to stores in the areas of product receiving, truck-to-shelf, product handling and frontend procedures. Through these measures, we will achieve a streamlined approach and the higher degree of productivity necessary to do more with less in an unprecedented retail workforce environment.”

Backing our branches

Tools are a very important repeat business category.

checkout. Special ordering processing, product transfers, accurate purchase orders and manual ordering were all discussed. Group 2: Inventory Handling - Smarter mapping and location coding of product were the priorities targeted, to enable effective ordering and efficient shelving. “Ensuring every retailer has accurate reporting on the planogram spacing within their stores allows them to order the right amount for each location and make informed decisions for future space allocations.” Monica adds, “the creation of a single process for location coding of product company-wide also facilitates better tools and resources for training while implementing the right process for productivity in every location.” Group 3: Inventory Presentation - Here the spotlight was on streamlining the truck-to-shelf process to boost the efficiency of moving freight into stores and reducing obsolete inventory. “We call it reducing footsteps. And it’s made possible by ensuring all our retailers have the right tools and are using the most effective process,” says Monica. Group 4: Culture and Training - “Our aim is to improve training from Day One of this initiative but also Day One of an employee’s career with Costello’s.” This encompasses onboarding, front-end training, and bringing teams up to speed on the schedule of initiatives to ensure effective rollout. Revised standard operating processes will be incorporated into all of the above during Q1 2024. The presentations were followed by lively discussion, debate and teamwork. 48

“We’re supporting all stores by giving them the essential roadmap for task efficiency,” affirms Monica. “This frees up management to focus on the customer service aspects which are at the core of the Costello ACE hardware offer and what sets our shopper experience apart from impersonal big box stores.” “Proactive planning also helps our stores thrive in a competitive marketplace and challenging climate.” “Every time a customer visits any of our stores, we want them to expect great standards and have the confidence and trust that Costello’s will always deliver the solutions and experience they seek. That is what ‘The Helpful Place’ is all about.” Monica is proud of this inclusive process which is both highly effective and democratic. Buy-in is more assured when everyone is participating and part of the process from the start. Having conducted its planning this way for many years of continued growth and evolution, Monica believes it provides a good template for Costello’s, or any organisation, to focus on the future, set priorities, be consistent and manage change. “Our plan is to build on what we have planned for and achieve in 2024.” The Hardware Journal looks forward to revisiting ACE Costello to see the results.

Costello ACE at a glance Number of stores: 46 Locations: Five states. New York, New Jersey, Pennsylvania, Maryland and Virginia Services Include: Product Assembly as required, automotive / general key cutting & re-keying, backyard shed installation, carpet cleaner rental, blade and knife sharpening, bulk kerosene, paint colour matching, print copy machine, delivery, gift cards, glass and acrylic sheet cutting, glass repair, job pricing & site delivery, lumber and building material, pipe cutting/threading, pool/spa water testing, propane dispensing and exchange, screen and storm window repairs and tool rental.

November/December 2023

Business Support

IN PARTNERSHIP WITH

SEAN HAMILTON Certified Energy Manager.

Case Study: DCS Group Energy Project with Stakelums Hardware

Due to a number of factors including ongoing increases in energy costs and internal company strategic goals, Stakelums Hardware approached DCS Group. A number of sustainability and energy saving objectives were identified for 2022 & 2023. Energy monitoring Firstly, to establish baseline energy usage and identify where savings could be made, smart meters were installed on all their electrical boards. Once the meters were commissioned, DCS were able to see exactly how much electrical consumption there was every hour. The benefit of being able to see energy consumption in this granularity is that it identifies where the highest energy usage is and at what times of the day. Importantly, it also identifies any unnecessary out of hours consumption. If a solar project is planned, metering gives an accurate usage figure and thus gives a strong indication of the most suitable size solar system. Stakelums Hardware were given access to the DCS energy savings portal which allows them to log in and monitor their consumption on an hourly/ daily basis. Energy Event and Controls The next stage in the energy journey was to carry out an Energy ‘Event’. An Energy ‘Event’ is essentially a date that is agreed upon by all members of staff where everyone makes a conscious effort to switch off all unnecessary appliances and equipment. Once this had taken place, DCS conducted an exercise to determine the savings from eliminating unnecessary power during the night and weekends. Typical savings from an energy event and controls are between 15-20% of the overall annual consumption. Cost effective, simple controls were then installed which tie in with the intruder alarm. Once the intruder alarm is activated at night, it automatically switches off all of the identified, non-essential equipment and power and maximizes energy savings on yearly basis. On site generation Once electrical usage on site had been minimised, the next step was to correctly size and install a solar system to provide onsite generated electricity. Based on DCS metering data they installed a 204 kWp (DC) solar system with 160 kw inverters (AC). This solar system was installed in September 2022 and has since generated a sizable portion of Stakelums Hardware’s energy needs. This includes lighting, heating, cooling, and other operational requirements, thereby significantly reducing their dependence on the grid and non-renewable energy sources. Since being installed in September 2022, the solar system has generated 165,000 kWh of electricity for Stakelums Hardware. November/December 2023

Total Resource Consumption from 01/01/2023 to 30/09/2023

Grid Importation Jan - Sept 2023

The graph above shows the amount of electricity that Stakelums Hardware imported from the Grid on a monthly basis from January 2023 to September 2023 which has direct correlation to the Electricity that was generated from their Solar system over the same period of time. Before the energy journey with Stakelums began, they had a baseline electrical consumption of around 300,000 kWh per annum, since the installation of metering, smart controls and solar this has dropped to 120,000 kWh, an annual saving of over 50%. Stakelums recently got approved for grid exportation which will allow them to sell any unused electricity back to the grid which occurs on weekends when the store load drops dramatically. After the completion of works, Stakelums receive quarterly reports which analyze their energy consumption and outline savings and other key performance indicators. Beyond the immediate impact on their energy consumption, such an installation serves as a symbol of environmental stewardship within the community. Stakelums testimonial: In late 2022 we engaged DCS Group to put a strategy in place to manage and reduce our energy consumption and costs. DCS Group had a clear process to firstly reduce our consumption with controls which was significant and secondly installing the correct size solar system. They also worked with us to get grant approval for the project. This has resulted in a whopping 55% reduction in energy consumption and costs. DCS Group were a pleasure to work with, achieving everything they said they would in a professional manner. It was one of the best things we did for the business and really opened our eyes to our energy consumption. We have also done our bit for the planet. - Joe Connolly, Stakelums Hardware. Contact Caroline Sugrue at carolinesugrue@dcsgroup.eu for more information.

Business Support

IN PARTNERSHIP WITH

Staff Retention in 2024 The war for talent is real. Most small and medium enterprises are experiencing acute difficulty attracting and retaining talent. For large organisations with Recruitment and/or HR departments there is the internal capacity to engage on such issues and develop a suite of solutions. For smaller organisations, with no dedicated HR presence, it can be difficult for management to juggle their commercial responsibilities with solving reactionary labour market puzzles.

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• This article serves to advise readers on simple but effective steps they can take to retain the key people already in your employment. Firstly, you need to consider why candidates would want to work for your business. What makes your business attractive to the type of team member you want to retain. It is also to consider dedicated steps you can take internally to make your business a pleasant place to work and to instil a sense of pride in your brand within your team.

• • •

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Every organisation has a workplace culture. It may sound like a complicated HR project to develop a positive culture with some core values, but it really isn’t. Work with your team to develop five key phrases that represent the values of your business. Communicate them and ensure that all people associated with your business work to the standards of these values every day. For example, they could be: -

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The right advice and the right product Every customer matters. We care. Problems are there to be solved. Teamwork is dreamwork.

Leadership. The oft-quoted saying goes that “people leave managers, not businesses”. In many organisations, people are promoted into people management roles because they are next in line for a promotion or are there the longest. They may know the technical aspects of their job inside out but may have little or no experience in managing people or teams. Support them in this transition and give them training so they can do well in these roles. Make them leaders of people, not just managers of people. You want your employees getting up in the morning feeling happy to go to work, not dreading another day under their manager!

The terms, conditions, benefits and perks offered by employers have evolved in recent years. Previously, it was usually large organisations who were creative in the benefits package they offered their teams. However, in the modern workplace all employers now need to consider the balance of core terms along with the ancillary benefits they can offer their team. •

Competitive wage: The Government are moving toward a Living Wage which will be 60% of the median wage. Currently the minimum wage is moving to ¤12.70 on January 1st, 2024, but expect this to rise further in the coming years as the move towards the Living Wage continues.

• • • • • • •

TOMMY SMYTH Tom Smyth & Associates.

Bonus: Either an individual or team bonus which is based on clearly designed and measurable targets. An employer should want to pay out every bonus they create, because if they are designed correctly it means the employer has made a multiple of the finances, they give to the employee thus making it a win/win situation. Remote Working: While not practical for e.g., store teams, there may be others in a business who may have the ability to work remotely, either from home or from a work hub for some, or all, of their working week, while still being a high contributor to the team. Pension: Mandatory pensions are coming with auto-enrolment in 2024 but consider a higher contribution for some/all. Sick Pay: Statutory Sick Pay continues to increase each year but consider a higher offering if possible. Insurance Products: e.g., income protection for long term absence, death-in-service benefit or private health insurance Extra annual leave based on length or service Paid Maternity and Paternity leave Social club and a managed fund to support team building activities Lunchtime sessions on financial planning, mindfulness, yoga etc EAP – Employee Assistance Programs (offered by most private health insurers on a per head cost) Annual health checks – e.g., full medical or just blood screenings Champion green. In many surveys, employees express a desire to see their employer as being active in tackling climate change. Engage your employees in creating a plan for battling your carbon footprint and publicise it. For example, maybe you can consider solar panels, an electric forklift, bike to work scheme, sourcing sustainable products etc.

Not all of the above list may be relevant or appropriate for your business, but it does serve as a wider list of terms being considered by other employers and which may have benefit for you. Analyse which options may be of greater value to your team and your business and focus on these. If, like many others, you have struggled to attract a sufficient number of talented candidates in recent times or have struggled with keeping staff, it is important to remember that “nothing changes if you change nothing!”. As always, any of the team here at TSA are happy to further discuss and advise on the above information with any HAI member. For further information please contact www.tsaconsultants.ie, 021 463 4154, info@tsaconsultants.ie

Thank you to everyone who joined us at our Recruitment & Retention webinar in October. Both Tommy Smyth & Iseult McLaughlin provided a very insightful session covering in more detail the information provided on these two pages. Please use this link https://tinyurl.com/ytd6ppkh or the the QR code to view the Webinar.

November/December 2023

Business Support IN PARTNERSHIP WITH

How to run a successful recruitment campaign ISEULT MCLAUGHLIN Director, Tactical Talent Recruitment.

It was great to speak to HAI Members in October about some of the recruitment challenges we’re facing in the industry at the minute. We outlined some of the very effective and practical ways you manage your recruitment campaign to increase that likelihood you’ll keep candidates engaged throughout the process, and ultimately bring your recruitment campaign to a successful conclusion. Adopt the right mindset What you find in a candidate driven market, with a shortage of talent, is that candidates are speaking with more than one employer. They know that they are in demand, and for a talented and skilled candidate there are a lot of job opportunities available to them. We advise entering into all recruitment with the mindset that you are in competition for candidates. While we don’t advise rushing through the recruitment process, we do encourage our clients to conduct the process in a timely fashion and engage with the candidate in a way that makes them view you as their preferred employer. One of the main reasons we see that employers are losing candidates throughout the process is leaving long gaps between the interview stages and in their communication with the candidate. When candidates are talking to different companies, it tends to be the company that offers first, gets the candidate. Think about the candidate journey A recent survey found that 84% of job applicants said they judge a company based on its recruitment process. It is worth giving some consideration to the experience a candidate will have with you. Ideally, even if a candidate isn’t successful with you, they will speak very positively of you as a company. As much as you can, avoid: • Cancelling interviews • Rescheduling interviews • Sending video meeting invites at the last minute • Changing the interview panel and not letting the candidate know We encourage our clients to map out the recruitment process at the start, so that our candidates are fully aware of timelines and what to expect. This means that if they are speaking with other companies, they can manage those conversations more easily while they continue through your process. Getting the best from the candidate Interviews are about striking a balance between testing and challenging a candidate, but also getting the best from them. Most interviews will focus on the candidate’s CV for part of the interview. The more familiar you are the CV, the more able you are to drill into the detail with the candidate. We always recommend that you include some competency-based questions. These focus on behaviours and attributes and will tell you a lot about how a person approaches their work. They require the candidate to give you examples to demonstrate their experience. It may be relevant to ask the candidate about the industry or their November/December 2023

profession in general. This will show how interested they are in your industry and allow you to judge their commercial awareness. Presentations are typically used when interviewing for more senior positions. Quite often, what you are looking to see here, is the candidate’s approach to the topic, rather than their presentation skills. You can let the candidate know that’s the case so they know what to focus on. When letting the candidate know about the presentation, remember to include details like the technology arrangements (e.g., should they bring their own laptop), the time they have to present and if there will be questions afterwards. Hiring for potential When it comes to selecting the best candidate, especially in a market where there is a skills shortage, you may be hiring for potential. When you look at the CVs and the types of candidates that are applying for your job, it can inform the direction in which you take the role. Sometimes, you may not get the ideal profile of applications you anticipated, and this may mean you need to revisit your job description or remuneration package, or maybe it is indicative of the types of candidates available to you in the market. If you find yourself hiring for potential, consider what that means for the settling in period, training and development. Often, you may need to allow more time for your new hire to get up to speed with the role. Ask yourself, how long can you afford to have the role vacant, versus, how long you can devote to some extra training and development? Managing the notice period We would encourage you to get the written offer out as soon as you can to your successful candidates. Remember, it is a big decision for someone to leave their current job. Candidates can be hesitant to hand in their notice prior to receiving an offer in writing and a copy of the contract. If there are conditional aspects, such as references and medical checks, be transparent about that and aim to complete references within a few days of making the conditional offer. For candidates who have a significant notice period, we encourage our clients to keep the new employee engaged during their notice period, with a phone call or a catch up over coffee, or if you have any company events or are attending a trade show, invite them along. For more detail on the advice in this article including examples of questions and sample scenarios, take some time to listen to the webinar where I talk in more depth about each of these points. If you work with us at Tactical Talent, we can also advise you on your job description, recruitment process and managing the notice period. Iseult McLaughlin, Director, Tactical Talent Recruitment, 086 102 8490 or 01 9079192, imclaughlin@tacticaltalent.ie www.tacticaltalent.ie Remember we offer 10% off the first successful placement for all HAI Members.

Planning

“Ireland’s planning process is more important than ever to Ireland’s sustainable long-term development” The Hardware Journal recently spoke with Niall Cussen, Chief Executive and Planning Regulator at the Office of the Planning Regulator (OPR) Niall, could you summarise the key planning issues today and the broad shape of the planning process? Ireland’s planning process must contend with many issues such as our rapidly growing population which necessitates the delivery of more homes, planning for future infrastructure and a carbon emissions free future and adapting to the ever-more visible impacts of climate change like flood risk. As noted in previous features in this magazine, the importance of securing re-use of the thousands of empty buildings in and around our cities, towns and villages and rural areas is also a real talking and action point in planning circles. Planning functions in Ireland are primarily delivered by the 31 local authorities who prepare county and city development plans and local area plans to steer the decisions they make on around 30,000 planning applications every year, over 90% of which are approved. An Bord Pleanála decides on appeals that can be made in respect of those planning decisions and certain applications made directly to the Board for large infrastructure projects. The Courts too have seen a growing level of legal challenges to planning decisions, which is one of the reasons a major review was undertaken by Government of planning legislation to enable greater certainty and efficiency in the process. Government and the Minister for Housing, Local Government and Heritage set a long term policy context for planning in the form of the National Planning Framework and various guidelines on a range of planning matters. The ¤165bn National Development Plan backs up national, regional and local planning objectives with investment now

Niall Cussen, Office of Planning Regulator.

being seen more visibly across the country through housing delivery, transport investment and urban and rural regeneration.

So where does the Office of the Planning Regulator fit in to all of this? If I might adapt an old hardware advertising slogan – to ensure that that the planning process does “what it says on the tin”. In other words, oversight, because of the criticality of achieving planning aims and the enormous billions of investment now going to sustainable national and regional development. Accordingly, the Office has three main functions: November/December 2023

Planning

(1) Independently checking that local authority plans are broadly consistent with strategic policies for planning as determined by Government and the local authority system itself through its Regional Assemblies, which prepare Regional Spatial and Economic Strategies; (2) Undertaking regular reviews of the systems and procedures for delivering planning functions by the 31 local authorities and An Bord Pleanála, including examining issues flagged to us by users of the planning process including the general public; and (3) Enhancing the public’s awareness and understanding of the planning process as well as providing proper training for local authority councillors and staff and undertaking detailed planning research.

So what are the key areas of interaction by citizens with the planning process? We are seeing a growing level of participation by communities in the drawing up of development plans and local area plans by local authorities and through new mechanisms like online consultation portals. If you see advertisements in your local area, these are great opportunities to have your say in the future development of your area. Live consultations are tracked on our website, www.opr.ie. However, most people interact with the planning process because they are contemplating doing work around the house, farm or business and might want to check whether or not they need planning permission or are one of the 30,000 people that apply for permission each year. While the planning process can appear complex to those who haven’t worked with it previously, we have published a series of concise, easy to read planning leaflets, which deal with all aspects of the planning system. Careful preparation is key to making planning applications in particular, so four of our most popular leaflets deal with: • Introducing the Planning System - a simple guide to understanding the planning system in Ireland and how it works. • A Guide to Doing Work around the House - a practical guide to what work you can do around your house without needing to apply for planning permission. • A Guide to Making a Planning Application – practical advice on how to prepare and lodge a planning application with your local planning authority (city or county council).

We have also published animated explainer videos, flowcharts, and links to planning authority online resources which the public are finding really helpful in preparing them for planning queries or applications they might be contemplating in extending their homes, building or renovating their own homes as well as other agricultural or commercial proposals they might have in mind.

We often hear about planning delays so what is being done about this? It is fair to say that as a consequence of rapid economic growth and the many parallel demands on our planning process, while a lot of really great work goes on in areas like forward planning, urban and rural regeneration etc performance of other aspects of the planning process is not sometimes what it should be. While it is important to remember that over 90% of planning applications are approved by local authorities and within a few months of those applications being made, we have seen the performance of An Bord Pleanála deteriorate significantly in recent times and in areas like enforcement, some local authorities are really struggling as we find when we conduct reviews, all of which are published on our website. Fortunately, Government is strongly committed to comprehensively updating planning legislation under the 2023 Planning Bill, to implementing a comprehensive reform plan for An Bord Pleanála, and to better resourcing of the wider planning system, including better training opportunities for both present and future planning staff. Roll-out of an online planning application facility across the local authority sector is also ongoing and will be complete by end 2024 and the ePlanning Portal can be accessed here. The key point is that if contemplating making a planning application, take the time to carefully prepare, get good advice (our resources are free and easy to use to get you started), avail of pre-application consultation with your local authority, some of which is now online, listen to the advice you get and act on it. At the same time, take the opportunity to consider the wider issues the planning process addresses including the growth in population of our country (by a million people or more to 2040) housing, infrastructure and employment needs that all need to be met and in a way that will decarbonise our way of life. It’s really important to avail of opportunities to have your voice heard in the plan-making process too. Visit www.opr.ie for more information.

• A Guide to Architectural Heritage - explaining how structures of special architectural, historical, archaeological, artistic, cultural, scientific, social or technical interest are protected under planning law.

November/December 2023

Training

HAI Certificate in Hardware Retail and Merchanting Latest Three months into the mentor-based programme, our students and their mentors are progressing well with their studies. Once again kindly sponsored by Octabuild, the nine-month long programme is designed to equip those new to the hardware retail/builders merchanting sector and those in need of more structured training, with a knowledge and skills base that will enable them to contribute to the business of their employer. It will also help employees build a career in the sector.

Octabuild Members sharing their Product Knowledge HAI is delighted to be working with Octabuild and its members (Dulux Paints, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement, Kingspan Insulation, and Wavin Ireland) to deliver a series of Product Knowledge modules, giving students a fully-rounded perspective of the industry. The remaining modules to be covered are:

In October the students completed the first section of the nine-month programme: Personal Development, after completing their first three sessions in Communication Skills, Selling Skills and Customer Service.

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Roofing and Timber Products: Etex Ireland and Glennon Brothers

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Cement Products: Gyproc and Irish Cement

The most recent Production Knowledge were:

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Insulation Products: Kingspan Insulation

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Paint Products: Dulux Paints

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Fasteners & Fixings: Pat Buckley from Tucks Fastener’s & Fixings

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Heating Products: Keith Scully from Grant Engineering

November marks the start of the students Financial Management learning with a module in Basic Instore Finances, followed by a session on Credit Control in December, both delivered by Declan Flood, the Credit Coach. December’s session will be followed by a presentation from Wavin Ireland on Plumbing Products.

Octabuild Chairman Declan Conlon, Wavin Ireland, comments on the group’s involvement this year: “Octabuild is delighted to sponsor the HAI Certificate in Hardware Retail and Merchanting for the third year. We very much appreciate the importance of growing talent in the merchant trade and value the knowledge that this programme offers to participants. We look forward to sharing our own expertise in industry specific product knowledge modules for participants and working with them as they progress through the programme.” HAI looks forward to working with Octabuild in sharing their Product Knowledge and experience with students in the coming year.

For more information about the HAI Certificate in Hardware Retail and Merchanting contact Aoife at aoife@hardwareassociation.ie or call 01 2980969.

November/December 2023

Training

HAI Training Schedule Spring 2024

Leadership & Communication Skills attendees with Noel Davidson in October.

Consultative Selling Skills (Suppliers) attendees with Terry Harmer in September.

Thank you to all who attended training with HAI in 2023, including those who joined us at our first classroom workshops since March 2020.

HAI is delighted to launch its training schedule for Spring 2024, including a number of new courses for the sector. All workshops are tailored specifically to the needs of the hardware/DIY industry.

Date

Course Title

Trainer

Location

Course Duration

Cost (HAI Member)

Cost (Non-Member)

Jan 23rd

NEW: Profit Maximisation

Declan Flood

Zoom

Half Day

¤125

¤175

Jan 30th & Feb 27th

Essential Selling Skills

Susan Madden

HAI Offices

Two Days

¤450

¤500

Jan 31st

NEW: Advanced Retail Selling Skills

Terry Harmer

HAI Offices

One Day

¤225

¤285

Feb 7th

Supplier Sales Refresher

Terry Harmer

Zoom

Half Day

¤125

¤175

Feb 28th

Digital Marketing Checklist 2024

Greg Fry

HAI Offices

Half Day

¤125

¤175

Mar 5th

NEW: Mini Marketing: Using AI/Chat GPT

Greg Fry

Zoom

90 Minutes

¤60

¤85

Mar 6th

Mini Marketing: Video Marketing

Greg Fry

Zoom

90 Minutes

¤60

¤85

Mar 14th

Stock Control

Padraig Cronin

Zoom

Half Day

¤125

¤175

Mar 19th

Merchandising

Padraig Cronin

Zoom

Half Day

¤125

¤175

Mar 21st

NEW: Procurement Checklist

Padraig Cronin

HAI Offices

One Day

¤225

¤285

For more information about all our courses visit www.hardwareassociation.ie/training-and-development. To book places or for queries about any of our upcoming training courses please contact Aoife Kinsella O’Reilly at aoife@hardwareassociation.ie or call 01 2980969. November/December 2023

“This course will help me do my job better.” 5/5! The 1st of November saw the launch of the Hardware Education Hub Product Knowledge eLearning Courses developed by suppliers specifically to upskill existing and new employees with the knowledge, competence and skill to maximise every sale with a customer. These courses teach the learner the skills to discover the full scope of the customer project instead of a single product sale. ‘Get Inspired’ with NIKO Bathrooms eLearning Course had its first learner complete the course on the 2nd of November, Aaron Redmond of SKC Providers Gorey. Aaron rated the course 5 out of 5 for ‘this course will help me do my job better’ and 5 out of 5 for ‘the content was presented in a clear and organised way.’ Ken Greene (NIKO Sales Director) and Dylan Smith (QedON CEO) present Aaron Redmond (SKC Providers Ltd) with his Digital Credential and €25 JustEat voucher.

Course Enrolments have been busy since the launch! So far this month, learner sign-ups include employees from Homevalue, Topline, Expert Hardware and various Co-ops and Independent Stores from over ten counties throughout Ireland!

Why eLearning? Digital Credential

Complete the on-line assessment to validate your knowledge and earn yourself an industryrecognised Digital Credential!

Available 24/7/365

Smartphone Compatible

Courses are available 24/7! So learn at your own pace and at your own time!

These courses can be completed on a laptop, tablet or even a mobile phone!

Easy to Enrol

Study Offline

Enrolment is easy, scan the QR Code to set up your free account!

Download the Moodle Workplace App, and you can complete your courses when not connected to the internet!

What do the eLearning Courses contain? Each course focuses on the background of the particular product or products. An example of this is within the ‘Get Inspired’ with NIKO Bathrooms eCourse, which begins with an understanding of the various styles of bathrooms and trends in furniture and brassware. The courses then introduce the various products belonging to the manufacturer/supplier. The Final part of the course teaches learners how best to approach customers, discover their particular project needs through open questions and present the know-how and the products. The main focus is to teach learners how to see a sale as a project sale, not just a single product sale.

‘Get Inspired’ with NIKO Bathrooms This eCourse provides learners with knowledge of bathroom designs, product knowledge and selling techniques.

Getting started is easy! Scan our QR code and create your free account!

This Specific Course Includes Getting Inspired - Bathroom Styles Explained Bathroom Product Ranges Understanding the Customer’s Requirements and Presenting the Design Solution

Primers and Problem Solvers by Fleetwood The Primers and Problem Solvers by Fleetwood eCourse provides learners with the necessary knowledge and skills to assist customers in choosing the correct priming product for their project and the competence to present essential problem-solving products and applicators. The Course Contents Include Fleetwood Primers and Problem Solvers Range and Key Benefits Tinting Primers and Problem Solvers Resolving Typical Problem-Solving Queries Recommended Preparation, Protection and Painting Accessories Preparing Your Surfaces for Painting Customer Questioning and Advice Skills

Trim Paints by Fleetwood The Trim Paints by Fleetwood eCourse presents the skills necessary to assist customers in choosing the desired style and finish for their interior and exterior trim projects. It also provides detailed product knowledge and the “how-to” expertise for preparing and painting trim surfaces. This Specific Course Includes An Introduction to the Fleetwood Trim Paint Range Fleetwood Advanced & Traditional Trim Paint Range (Ready Made & Tinting) and Key Benefits Recommended Preparation, Protection and Painting Accessories Preparing Your Surfaces for Painting Trim Paints eCourse by Fleetwood

Customer Questioning and Advice Skills

A View from Europe

The DIY e-Commerce symbiosis Exclusive interview with Joost de Beijer, CEO Intergamma European DIY retailers are always hoping to take a piece of the e-Commerce cake especially on occasions such as Black Friday. The key figures do not lie: DIY is surfing the positive waves of online sales. According to the recently published European e-Commerce Report, B2C online sales all over the continent grew by 6% in 2022, from ¤849 bn to ¤899 bn of sales, despite a rather unfavourable economic and political climate. The report also identifies technological progress and new store openings as drivers of deeper e-Commerce penetration smoothing out regional divides. Another aspect raised by the European report, is the growing demand for more sustainable e-Commerce which is expected to build on more efficient deliveries, as well as greener product patterns. Christel Delberghe, Director of EuroCommerce in Brussels commented “The customer journey is rapidly changing and combining online and offline interactive buying habits. We expect online sales to reach an estimated 30% of retail sales in 2030”. (Currently 21%). How to embrace DIY, e-Commerce and Robotics E-Commerce is a business in its own right because, for a DIY retailer, online operations have to reconcile with physical shop operations. From the consumer’s point of view, there is no longer any distinction between their purchase options. From now on, as Dr. Robert Rooderkerk, Erasmus University Rotterdam, already commented in a previous article of ‘A View from Europe’, “Retailers must also think this way: there are no more ‘channels’, just a consumer who wants to be served optimally everywhere, at any time, or at least have their goods delivered quickly, which in fact means faster than ever before”. The bottom line is that e-Commerce requires a well-considered approach, combined with constant substantial investments in logistics and technology, especially in DIY. Joint Venture Intergamma - Katoen Natie The Benelux market leader in DIY & Home Improvement, Intergamma (operating with the retail banner Gamma in Belgium and the banners Gamma and Karwei in The Netherlands), is clearly aware of the opportunities available to take the lead in e-Commerce. Ten years ago, Intergamma strapped its cart to the draft horse to Belgian company Katoen Natie - one of the world leaders in total supply chain services. It has its central hub in Kallo, on the left bank of the Belgian port of Antwerp-Bruges, the second largest terminal in Europe. “During the past decade, we have had an almost flawless track record together and were looking forward with conviction to the next challenges to lift up to our fulfilment service for the end consumer in the Benelux by providing the right and necessary developments in cross-channel retail,” says Joost

de Beijer the Intergamma CEO. Together with the top management of the Consumer Goods Business Unit at Katoen Natie, the decision was quickly taken to make substantial investments in a state-of-the-art high-tech automation process for inventory and order picking to ensure a multi-consumer service. The overall project was delivered barely nine months after signing the contract.

Joost de Beijer, Intergamma CEO.

State of the art Technology The cooperation recently led to the start-up of Europe’s largest robot-controlled distribution centre (900 m²), namely AutoStore, a technological concept from the Norwegian company ElementLogic. The impressive concept consists of a kind of cube grid in which 16 bins are stacked on top of each other. 20 robots pick orders by lifting the bins from the grid and rearranging them until they grab the correct product. An algorithm, powered by artificial intelligence, ensures that stock is picked in the most efficient way. The robots transport the items to their designated destination. Orders of larger dimensions, such as garden furniture, ladders or products that are flammable such as paint cans, are still handled manually. In the following phase, the robot transports the ordered product to a specific meeting point where one of the 150 Katoen Natie employees bundles the order from several robot packages. The order is then forwarded to the conveyor belt that will handle the final packaging. Afterwards, the order leaves the distribution centre to be delivered via road transport from Antwerp to the Gamma or Karwei end user in Belgium or in The Netherlands. Orders which are digitally registered before 21:00h are usually delivered the following day, according to the drop shipment procedures. “Thanks to the investments in ‘AutoStore’ and the far-reaching cooperation with ‘Katoen Natie’, Intergamma is already succeeding in maximising its ‘Long Tail’ (infinite assortment offer) strategy” and further optimising the efficiency of the online business, Joost de Beijer emphasises. With total sales of over ¤20.5 bn, the Netherlands is number five in the European ranking of DIY online and e-Commerce sales. According to the Belgian e-Commerce barometer, online sales in Belgium amounted last year to ¤13.8 bn. The main Benelux challenges for Intergamma Joost de Beijer, the top executive at Intergamma, is a business economist (Business Administration, University of Tilburg) and moved into the Leusden (South-East of Amsterdam) November/December 2023

A View from Europe

headquarters 15 months ago. As a matter of fact he is no stranger to the DIY landscape as he previously worked at Maxeda (Praxis banner) between 2011 and 2019, first as finance director, then as general manager. The Dutch retailer has a clear view on how to reinvent the Home Improvement business model in both countries where his organisation is operating. Even though he was only recently appointed he has mastered perfectly well the three main challenges for our industry: •

Create meaningful relationships with suppliers in order to focus on well thought out partnerships which enable the transformation of the DIY and Home Improvement business model;

•

Harmonise the physical DIY retail operations with e-Commerce and online activities;

•

Ensure the shift from the traditional ‘product mindset’ to a ‘service mindset’.

These three challenges are critical in the global economic context where some consumers remain relucant to spend on home improvement. “Reinventing the business model together with a selection of our suppliers will light the path to enhance our mutual targets”, declares Joost. “As a matter of fact, we are scrutinising the field to select those industrial partners in Belgium and The Netherlands who already have made major investments in ‘Do-It-Together service models”. “And, we are actively searching for total supply management suppliers who could assist Intergamma to enhance the e-Commerce experience by organising direct deliveries to our stores, especially for oversized assortments such as garden fencing. Indeed, we are expecting that our stores may become a significant game changer in augmenting the omnichannel experience and by extension increasing its turnover.” It becomes more and more obvious that the relationship between DIY and e-Commerce are growing towards a symbiotic interaction as both online and instore retail will benefit from their specific contribution to answer the customers’ needs. “To be honest, that is precisely our aim to

November/December 2023

anchor on a substantial marketing differentiator with our 384 stores as levers for the ultimate shopping experience”, comments Joost. Benchmarking with world leaders To his credit, Joost de Beijer shows immense respect and admiration for the world leader in Home Improvement, Home Depot: “Indeed, Home Depot reminds us daily to maintain the focus on the end user and from that perspective, always look for all possible efforts to improve the profitability per m². During my last visit to the US, it was once again made clear to me why we need to further invest in high technology, including AI. Within a short time from now, the symbiosis between data analytics and high tech will lift DIY & Home Improvement to a totally different level. And above all, we have no other option than to embrace any sustainable consideration that meets our paths”. The future of DIY & Home Improvement is bright and maybe just a little more brighter when embracing the physical business with e-Commerce in correlation with the most ideal partnership.

About Intergamma Total number of stores in The Netherlands + Belgium: 377 Total number of stores in The Netherlands: 294 Number of Gamma stores in The Netherlands: 164 Number of Gamma stores in Belgium: 83 Number of Karwei stores in The Netherlands: 130 Global Turnover Intergamma (NL + B): ¤1.4 bn

Thierry Coeman shares with us more than three decades of experience in the international Home Improvement Sector. He was the chairman of the Belgian DIY Association, a unique organisation which brought together retailers, independents and manufacturers much like Hardware Association Ireland. He works with a network of European and Worldwide Thierry Coeman. Stakeholders to share best practice while seeking innovation in the art of facilitating the common interest focussing on customers’ needs. He is the author of the essay Hammertime, a provocative vision on the future of the Home Improvement store.

COMMERCIAL FEATURE

Hand and power tool market exhibit resilience The trade market for hand and power tools continues to expand, driven by construction, manufacturing, and various other industries. Professionals rely on efficient, highperformance tools including drills, saws, and sanders to enhance productivity and precision in their work. The market’s landscape is evolving with advancements in technology, leading to the development of smarter, more ergonomic tools designed to improve efficiency and safety. Additionally, sustainability and eco-consciousness are increasingly influencing consumer choices, fostering a demand for environmentally friendly and energy-efficient tools. The Ireland & UK hand and power tool trade market continues to exhibit resilience, adapting to changing consumer preferences, technological advancements, and a

growing emphasis on sustainability, ensuring a promising future for this dynamic industry. The DIY market for hand and power tools is also a robust and diverse sector characterised by innovation, accessibility, and a growing demand for quality products. Both industry sectors boast a strong tradition of craftsmanship, fostering a culture where individuals and professionals take pride in their projects, from home renovations to large-scale constructions. In recent years, there has been a notable surge in the popularity of do-it-yourself projects, fuelled by TV programmes, online tutorials, social media influencers, and a desire for customisation. This trend has driven the sales of hand tools catering for hobbyists and enthusiasts eager to tackle home improvement tasks themselves.

Door furniture market reflects a rich architectural heritage and evolving design trends

The door furniture DIY and trade market in Ireland and the UK thrives on a blend of craftsmanship and modern innovation. Door hardware, encompassing handles, locks, hinges, and accessories, plays a pivotal role in enhancing security, functionality, and aesthetics of residential, commercial and industrial spaces.

installing door handles or locks that suit their tastes and needs. For trade professionals involved in construction or renovation projects, door furniture selection is critical. Builders, architects, and interior designers prioritise quality and versatility, opting for robust, stylish, and easily installable hardware to meet their clients’ specifications.

This market reflects the sector’s rich architectural heritage and evolving design trends. Consumers value both the aesthetic appeal and functionality of door furniture, seeking products that not only complement their décor but also provide durability and reliability.

The market is witnessing a shift towards innovative materials and finishes, accommodating diverse consumer preferences. Smart technology integration is also gaining traction, reflecting the industry’s adaptation to contemporary needs for convenience and security.

In the DIY sector there’s a growing interest in personalising living spaces, leading to increased sales of door furniture kits and individual components. Homeowners keen on home improvement projects find satisfaction in selecting and

The door furniture DIY and trade market is persistently evolving to cater to a spectrum of demands, blending style, functionality, and technological advancements to meet the diverse needs of consumers and professionals alike. November/December 2023

COMMERCIAL FEATURE

International Tool Industries grow from strength to strength In 2023, International Tool Industries (ITI) developed additional business with their existing customers nationwide and opened many new store accounts. Benman, the hand and power tool accessories brand has been a great success since entering the Irish marketplace officially five years ago. Its product range has been identified for its unrivalled quality and is becoming a recognised brand by the professional tradesperson. FF Group Power Tools have also been well received by the hardware and building materials industry, covering a wide range of products from construction tools, petrol and electric garden tools, pressure washers and ITI’s very popular generators and compressors. With close to two hundred variations of tools available, there is something to meet everyone’s requirements and budget. As the company prepares to enter a new year and new challenges ahead, they are delighted to announce new members to their business development and sales team to develop the ongoing

MAKE US YOUR FIRST CHOICE

growth of sales and market expansion. Gary Coyle (Business Development Manager) Rory Leyden (Brand Manager for FF Group Products) Gabriel Leslie (Sales Account Manager) West of Ireland Collectively the new appointments have thirty plus years’ of sales experience in the hardware and garden products industry. They bring great knowledge to the company and already are making positive changes to the daily activities in sales development. They have earned great respect from their previous roles throughout the country, something that will stay with them throughout their careers. Don O’Toole (General Manager) says “We are delighted to have our new appointments as a part of our sales team, and we remain confident they will achieve much success in all their endeavours with the company”. We expect 2024 will be a year that we will be focusing on adding more experienced salespersons to our team and look forward to meeting more interested parties”. For further information contact Rory Lyden, rory@internationaltoolindustries.com

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COMMERCIAL FEATURE

Varo offer local, professional after sales support Varo, the Belgian company known for their Powerplus and Kreator brands of power tools, hand tools and accessories offer local and professional (after) sales support for all customers located in the Republic of Ireland and Northern Ireland. For advice, spare parts or repairs of any Varo products, customers can contact Tooltech Industrial Equipment Ltd. They are Varo’s trusted and approved service partner. Made up of a team of highly skilled and regularly trained professionals, Tooltech is supported by Varo for the repair and maintenance of their tools and devices. Varo strives to offer high-quality products with a long lifespan. However, should something go wrong, ToolTech follows a strict internal procedure so they can promptly deal with any customer queries, complaints or suggestions. Each case is treated fairly, confidentially and with respect. They can be contacted at accounts@tooltechltd.com or by telephone at 048 703 59493. Thanks to Tooltech’s efficiency, e-mails will receive a response within two working days and cases will be resolved within five working days. Should the issue take longer to resolve, customers are given the name of a contact and telephone number of a higher authority that will further deal with the issue. Varo: expertise, quality, support Thanks to more than 60 years of experience, Varo has perfected their knowledge on DIY material and its distribution. Clients can also make use of this expertise to develop their own brands and products under a private label.

In addition to a comprehensive product range, service is of the utmost importance, which is why Varo has access to some exceptional in-house departments: • Packaging, catalogues, and point of sales material are designed and produced by Varo’s very own graphics team, so designs are consistent, professional, and readily available. Each client can be supplied with their own displays, posters, and other POS material. • The large distribution centre of over 21,000 m² is located in Belgium. More than 40,000 pallets are permanently kept in stock, which is how Varo can guarantee flexibility, continuous availability, and speedy delivery. • The technical service department gladly offers support to customers with any questions they might have. Customers can also count on them for repairs, maintenance and procuring spare parts in order to guarantee the best possible after-sales service for all our products. Apart from our local technical department, Varo has offices in Asia monitoring the production facilities to guarantee overall adherence to quality requirements and standards. These services combined with first-rate sales support allow Varo to maintain successful long-term relationships with clients, both local and international. For further information, please contact Les Ashley on 087 440 8077 or email les.ashley@varo.com www.varo.com

With house brands Powerplus, Kreator and Premion, Varo carries an extensive range of power tools, garden tools, hand tools and accessories to accommodate anyone, from the casual DIY-er to the tireless professional.

November/December 2023

COMMERCIAL FEATURE

Tool maintenance to make your tools last longer In an ideal world, we’d all carefully wipe down our garden tools with an oiled cloth after every use and sharpen cutting tools after every cut. And certainly, when we bed our tools down for the winter, we’d be giving them a thorough inspection, replacing worn blades and giving them a thorough oiling. Although we know that our tools perform at their best when given a little TLC, we’re also realists, so we’re making no judgements if tools got pushed to one side as winter closes in. However, winter is a good time to inspect and service your tools, before gardening becomes hectic once again. Here are some of our tips for your customers from Bellota on how to go about this. Tip 1: Tool Cleaning Firstly, make sure your tools are thoroughly clean. You’ll need a bucket of warm water, some detergent and a brush with good stiff bristles. A washing-up sponge with a gentle scourer on one side might also be useful. If there’s any really heavy dried-on mud, first knock off what you can with the brush. This might not be possible, if you garden with heavy clay soil, and your tools might need a good soak before you even get started. Once the worst of the mud has been removed, wash the tools in the warm water and detergent, scrubbing them with the brush until they’re clean – and the scourer might come in handy for any dried sap on loppers or secateur blades. Rinse the tools in clean water, and either let them air dry, or dry them with a towel. Step 2: Tool Sharpening Anything with a blade will perform much better if it has a really sharp edge. We all know that chefs are passionate about keeping their knives sharp - and if we need sharp knives to cut meat, shouldn’t keen gardeners insist on sharp blades to cut living, growing, healthy plant stems? Not only will a sharpened cutting tool be easier to use, it’s also much kinder to your plants. A sharp blade can slice through a stem cleanly, whereas a blunt blade can crush stems as it struggles to complete the cut. This leaves the plant with a ragged wound that’s more open to disease, and more difficult to heal. It’s wise to use the right sharpener for the job in hand. Bellota offer a variety of sharpeners, from a miniature steel suitable for pocket knives, to a 28cm long scythe stone, a traditional round stone that’s suitable for heritage agricultural tools, as well as for their larger garden tools .It can also be used to give a lovely sharp edge to spades, hoes, etc. If you have a pair of Bellota Shears, they have the perfect sharpener for those, too: their trimming shear sharpener. Each pair of trimming shears is hand set by eye at their factory in Legazpi, Spain, to be perfectly aligned for superb performance; the topiary trimming November/December 2023

shear sharpener allows both sides to be trimmed in situ, preserving the all-important ‘set’ of the blades. Tip 3: Tool Protection The application of oil will protect the tool. Simply rub an oily cloth over the surface of the blade (for cutting tools) or tool head (for stainless steel tools) to leave a thin film of oil. This will protect the metal by creating a barrier between the metal and the air and moisture that can combine to form rust. This corrosion is less of a worry for rust-resistant stainless-steel tools, but protection is important for tools with high-carbon steel heads or blades, The higher carbon content in the steel of these tools makes them extremely strong, but the formulation makes them more vulnerable to rust. The oil also lubricates any moving parts, such as where the blades of a shears pass over each other as the tool is closed, giving a smoother action, less wear on the blades for longer life, and improved performance. One timeless tip for keeping your tools clean, sharp and oiled year-round; Keep a bucket of sand in your shed. Empty a good amount of boiled linseed oil or motor oil into the sand and mix it in. Then after each use, plunge the tool head into the sand several times to clean and sharpen it - and it gets a light coating of oil at the same time. You might even choose to store your tools standing in the sand over the winter. These tool maintenance tasks are strangely satisfying and will certainly help keep your green fingers occupied while you wait for the season to really take off. It’s a great feeling to step back and view with pride all your refreshed garden tools; clean, sparkling in the sun and raring to get to work. And the time spent will certainly pay you back, both in terms of making gardening tasks easier, and in terms of the longevity of your gardening armoury, as well. Top tip of the year Raking - Letting fallen leaves stay on the lawn will leave brown spots on the grass until next Spring and worse are known to kill the grass. Leaves can take a long time to break down in a composter, it is best to keep them in a bag or container once you have raked them up. This will also make a lovely leaf mulch for next year’s planting.

Good luck with the Christmas seasonal business. Most of all enjoy your family time and we look forward to being of service to you in 2024. For more information, please contact les.ashley@bellota.com Mob: 087 440 8077 63

COMMERCIAL FEATURE

The new Basta Signature Range Where elegance meets functionality. The Basta range of door furniture and ironmongery has been an ever-present brand in Irish households for over 60 years. In more recent times this range has continued to evolve and set the trends for designers, householders, and contractors alike. They are now on the cusp of a new and exciting development in the Basta family and are delighted to introduce the Basta Signature Range. This premium offering will satisfy the most discerning purchaser with its sophisticated and elegant look that will add a touch of class and luxury to any room it adorns. The Signature handle range is available in Malmo, Paris, Oslo & Berlin in both box sets and clamshell packs. The handles are also complimented by the Riga and Porto doorknob range ensuring that there is a Signature solution for all scenarios. To compliment this range, Basta have bespoke in-store display units, display boards and other solutions to facilitate the upgrade of existing displays. Basta Area Sales Managers will be delighted to discuss the range and the opportunities for you and your store. Contact them at sales@laydex.ie or on 01-642 6600, www.laydex.com

November/December 2023

At BASTA, we have worked tirelessly over the last couple of years to reacquaint this household brand back into the trade and retail space where it has lived for over 60 years. Trusted by homeowners and retailers all over Ireland, Basta’s recent growth has demonstrated how successful stockists have been in reconnecting retail shoppers and tradespeople with our established Irish brand. BASTA’s extensive, attractive, and refreshed range will satisfy all tastes and requirements, and provides trustworthy and quality solutions in the ironmongery sector. Continuous product development means the range is constantly evolving with the most recent trends whilst also maintaining a connection with our established roots. Our POS and Marketing collateral is there to support your business so contact your BASTA Sales Manager today. BASTA, you’re in good hands.

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Start planning your visit to The Hardware Show 2024 today Hardware Association Ireland (HAI) is proud to announce the The Hardware Show 2024, set to be the largest ever gathering of industry professionals in Ireland. Taking place next February 18th & 19th at a new location, RDS Simmonscourt. This flagship event is a must-attend for anyone in the hardware sector.

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With over 170 suppliers under one roof, attendees will have exclusive access to the latest innovations and a comprehensive showcase of products that define the future of the hardware sector. In a gesture of appreciation to the industry, admission to The Hardware Show 2024 is entirely free. This inclusive approach ensures that professionals from all corners of the hardware sector can access invaluable networking opportunities, expert insights, and cutting-edge products without any financial barrier for your team members. Pre-registration is highly recommended. We understand the importance of hassle-free attendance so that's why we're pleased to offer free car parking to all attendees. The RDS is well networked for those coming by public transport. Probably the most important factor in the industry today, The Hardware Show 2024 will offer a unique opportunity to meet and listen to recruitment and retention specialists. The Hardware Show 2024 is more than an exhibition; it's a marketplace of opportunities. Over 170 suppliers will be presenting special show offers, creating a unique environment for attendees to secure unbeatable deals on quality products. Witness the unveiling of the latest and most innovative products in the hardware sector. The Hardware Show 2024 innovation awards will be a launchpad for groundbreaking technologies and solutions, offering attendees a first look at what's set to shape the industry in the coming years.

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