Torque Magazine Issue 43

issue 043 / June 2020

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ADVANCED TECHNOLOGIES Since 1955 ND Industries has specialized in the development of innovative materials and processes which increase the safety and reliability of fastener assemblies.

ND serves a global market with divisions across the continental US, Taiwan, and licensees around the world. ND’s core business revolves around the application of a wide variety of materials onto fasteners and assemblies to aid in functions such as locking, sealing, masking, lubricating, and noise and vibration dampening. ND also manufactures a line of bottled products under the Vibra-Tite® brand name for MRO and retail use.

From two base products in 1965 to currently over two hundred twenty, ND continues its tradition of cutting edge research and development with the regular introduction of unique materials along with competitive brand offsets.

ELECTROLOC® High strength encapsulated epoxy threadlocker for use in electrical systems where low halogen materials are necessary. Contains small micrometer microcaps which reduce material extrusion on installation.

THERMOSEAL™ A high temperature, high pressure thread sealant which withstands up to 40MPa. Offering thread locking breakaway torques greater than 20Nm and a maximum temperature of 428°F (220°C). Thermoseal is an extremely versatile product for challenging sealing conditions.

THERMOLOC® 1500 ND’s highest temperature chemical threadlocker. Initially performs like a vibration dampening compound. Once temperatures reach 750°F (400°C), a secondary activation begins, causing the fastener to be permanently locked in place. Tested to over 1500°F (850°C).

AUTHORIZED APPLICATOR Did you know that ND is an approved 3M applicator? Further proof why ND should be your one stop shop for pre-applied fasteners.

ND PATCH® HI-TEMP Highest temperature pre-applied nylon threadlocker in the industry. Unlike the competition, ND’s application process requires only 120°C, preventing plating damage. However, once crosslinked, it can withstand temps up to 260°C. Meets MIL-DTL-18240F / QPL-18240.

THREAD ARMOR® GP Prevents galvanic corrosion in assemblies with dissimilar metals, such as aluminum, and steel, by electrically isolating the fastener. Specially bonded to the fastener, ND Galvanic Patch is durable, chemical resistant, and non-conductive.

THREAD ARMOR® VC An advanced anti-galling and lubricating thread coating designed to extend the life of bolts up to 15 times while under intense torque and high friction loads. Helps to ensure consistent clamp load. Works well on stainless steel fasteners.

EPOXY-LOCK® NUTS This pre-applied threadlocker consists of separated epoxy hardener and expoxy resin.

Upon fastener installation, the two materials mix and activate. When fully cured, EpoxyLock provides greater breakaway torque than conventional nylon fastener locking devices.

EXPAND-A-LOCK® A unique pre-applied microencapsulated expanding threadlocking & sealing compound. Increases in volume 20-50% on installation, penetrating the gaps in fastener threads typically unfilled by conventional threadlockers.

Scan QR Code for more info.

CONTACT US www.ndindustries.com www.vibra-tite.com info@ndindustries.com

EXPAND-A-SLEEVE™ Extruded ND Mastics are pre-applied to fasteners (threaded or non-threaded), bound for e-cote cycles. Heat from the process causes the material to expand, sealing large leak paths between fastener and assembly.

VIBRA-TITE® PRODUCTS Vibra-Tite, the bottled product division of ND Industries, is one of the world’s market leaders in anaerobics, cyanoacrylates, epoxies, and ultraviolet technologies.

INSIDE THIS ISSUE

06 NEWS 10 WOMEN IN FASTENERS > DR JULIA PICKELMANN, FISCHER

Publisher Jerry Ramsdale jerry@torque-expo.com Editor Jonathon Harker jonathon@torque-expo.com Staff Writer Hayley Everett hayley@torque-expo.com Sales Manager – UK Claire Warman claire@torque-expo.com Sales Manager – International Harry Whyte harry.whyte@torque-expo.com Sales Executive - USA & UK Tom Keenan tom@torque-expo.com Sales Executive - Turkey Alfie Brown alfie@torque-expo.com Circulation Tracy Howell tracy@torque-expo.com Head of Production Luke Wikner luke@torque-expo.com Designers Dan Bennett dan.bennett@torque-expo.com Tina Ries tina@torque-expo.com Victoria Arellano victoria@torque-expo.com

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Although the utmost care is taken to ensure that information contained herein is accurate and up to date, the Publisher cannot be held responsible or in any way liable for errors or omissions during input or printing of any material supplied or contained herein. The Publisher also cannot be held liable for any claims made by advertisers or in contributions from individuals or companies submitted for inclusion within this publication. The opinions expressed are not necessarily those of the Editor or of Stag Publications Ltd. Proud member of:

14 JRP > A MAJOR NEW RIVET BRAND HAS LAUNCHED 18 COVID CATCH-UP > HOW HAS THE FASTENER BIZ RESPONDED TO THE PANDEMIC? 22 FASTENER DISTRIBUTION SPECIAL > LEDERER, FASTENAL, TOBSTEEL, HEXSTONE, EFC & BERARDI 30 TERRITORY FOCUS UK > THE INSERT COMPANY, A PERRY AND SMITH BULLOUGH 42 INTERVIEW > ZAGO ON COLLABORATIONS, EDUCATION AND DIVERSITY 47 DISTRIBUTOR PROFILE > D&M TOOLS (part 2) 50 SHOW PREVIEW > TAIWAN HARDWARE SHOW 54 FOCUS > NYLON & PLASTIC FIXINGS 57 BUILDING AND CONSTRUCTION > INDEX, CELO AND HECO 64 IT SERVICES, SOFTWARE AND E-BUSINESS > 66 VIRTUAL SHOW PREVIEW > TAIWAN EXCELLENCE 72 COMMUNITY 74 MILESTONES > TECHNIFAST

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Jonathon Harker Editor jonathon@torque-expo.com

To subscribe to Torque Magazine visit: torque-expo.com/subscribe/

Copyright

FIRST and foremost, we hope you and yours are well in these extraordinary times.

Covid-19 has been the curveball to end all curveballs, disrupting everything from business to trade shows to family life and more besides.

You may be reading this from a socially distanced office, or on a trade counter behind a Perspex screen or maybe from your home.

Perhaps your company has shifted production to produce PPE for front line workers? Or supplied essential parts for health care projects? Or simply carried on providing parts and services to keep things going.

Wiser people than I have pointed out that Covid-19 has made the world more virtual than ever. Unlike six months ago, many of us are now au fait with Zoom, Teams and other video calling software. Maybe you've tuned into your first webinar during the pandemic?

Or visited a virtual show for the first time?

The last time I wrote this column, the pandemic had yet to cancel most of the year’s shows. I wrote about how we can achieve so much through digital means (like face-to-face calls with suppliers on the other side of the world) but that the lure of global shows was still so great that many of the more substantial ones were still seeing increasing visitor and exhibitor numbers walk through the door.

That’s all still true, but I also points to the fact that there are two ways we can react to this (hopefully) once in a lifetime pandemic.

Either we wish for everything to go back to normal once the virus is beaten, or we use the opportunity to try to do things a bit differently; more efficiently, maybe more sustainably and yes, probably more internet-based.

As part of our commitment to the environment, Torque Magazine is fully recyclable.

THINK BIG

IF YOU CAN DREAM IT, YOU CAN DO IT. Walt Disney

Ĉńƪ ŕō Ý žŕńĭā ŴÝŸƇōĈŸ Ƥĩŕɕ ğŕŸ ŕƣĈŸ ɀȾ ƪĈÝŸžɕ ĩÝž ùĈĈō Ý ńĈÝāĈŸ ĭō ƇĩĈ ƼĈńā ŕğ ùŕńƇž Ýōā žûŸĈƤž ĭō ƇĩĈ UƇÝńĭÝō Ýōā 1ƍŸŕŴĈÝō ŋÝŸŀĈƇɚ {ƍŸ ûÝƇÝńŕġƍĈ ĭōûńƍāĈžɔ āŸƪƤÝńń žûŸĈƤžɕ ûÝŸŴĈōƇŸƪ Ýōā ûĩĭŴùŕÝŸā žûŸĈƤžɕ āŕŋĈ Ýōā ĈƍŸŕ žûŸĈƤžɕ ŋÝûĩĭōĈ žûŸĈƤžɕ žĈńğɫƇÝŴŴĭōġ žûŸĈƤžɕ ûŕōûŸĈƇĈ žûŸĈƤžɕ ùńŕûŀğŸÝŋĈ žûŸĈƤžɕ žĈńğɫāŸĭńńĭōġ žûŸĈƤžɕ žƇÝĭōńĈžž žƇĈĈń žûŸĈƤžɕ ĩĈƩ ńÝġ žûŸĈƤžɕ ōƍƇžɕ ƤÝžĩĈŸžɕ ùŕńƇžɕ ùńĭōā ŸĭƣĈƇžɚ AMBROVIT: YOUR BUSINESS PARTNER FOR FASTENING SYSTEMS

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NEWS News from the distribution industry… www.torque-expo.com

FASTENER INDUSTRY CONNECTS ONLINE: Ecommerce, webinars and virtual shows

B

usiness over broadband has been booming amid the disruption inflicted by the Covid‐19 pandemic.

With national lockdowns, social distancing and reduced international travel all drastically impacting upon business, all industries, broadly speaking, have been pursuing digital alternatives in order to continue to do business or boost trading during difficult conditions.

Major fastener group Würth has been among those hailing the rising impor‐ tance of digital channels, seeing ebusi‐ ness sales jump 27% despite the pandemic hampering sales.

In terms of shows, organisers have been attracting online audiences for press conferences and virtual shows, like Taiwan Excellence. Super industrial show Messe Dusseldorf is rolling out a new ‘Digital Days’ concept, which will include familiar elements such as

keynote speeches and networking online, over two days in July.

Webinars and video meetings have been used by associations to stay in contact with members and share best practice and opportunities during the lockdown, including BIAFD and BHETA, the latter having run webinars with eBay, CBI and Google. Manufacturers like Buehler have used the opportunity of a partially house‐bound industry to run technical webinars – such as its fastener metallography webinar in May. There’s more on the fastener, tool and related industry’s response to the Covid-19 pandemic from page 18.

Grainger to sell Fabory to private equity group

A

fter nine years as part of Grainger International, Fabory is to be sold to Dutch private equity group Torqx Capital Partners.

The move comes two years after Grainger launched online MRO product supplier Zoro (in 2018), which moved into automatic replenishment for the engineer sector at the end of 2019.

Grainger will continue to service customers in West Europe through both Zoro and Cromwell.

“I want to thank the Fabory team for their innovative and customer‐focused approach,” said DG Macpherson, Chairman and CEO of Grainger. “I’m confi‐ dent the acquisition by Torqx will better

align with Fabory’s growth objectives. At the same time, Grainger remains focused on providing value to our customers, executing our strategy and delivering profitable growth through our high‐touch and endless assortment offerings.”

Hamern Geerts, Managing Partner of Torqx, added: “Based on our extensive experience and strong track record with technical distribution businesses, we see a strong fit between Fabory and Torqx.

We can help the company to strengthen its position as leading fastener specialist in its core markets and achieve its full potential.”

Fabory sources a broad assortment of ‘high quality and mission‐critical’ fasteners from suppliers worldwide, distributing to over 60,000 customers throughout Europe. www.fabory.com

For the latest fastener and tool headlines sign up to our weekly newsletters: torque-expo.com/subscribe

Stainless steel fasteners. erss.

EdelstahlVerbindungselemente.

Standard and non-standard items Norm- und Standardteile DIN, ISO, EN and others / und andere Special parts and special materials Sonderteile / Sonderwerkstoffe

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Lederer GmbH | Katzbachstraße 4 | 58256 Ennepetal | Germany | Fon +49(0)2333/8309-0 | info@lederer-online.com

NEWS News from the distribution industry

www.torque-expo.com

PEOPLE NEWS

Heather Nelson joins MacDermid Enthone

M

acDermid Enthone Industrial Solutions has appointed Heather Nelson as Director of Dis‐ plays and In‐Mould Electronics (IME) as part of its new auto‐ motive initiative.

Nelson brings sig‐ nificant industry expertise and elec‐ tronic engineering knowledge to the role and will help develop the emerging automo‐ tive displays and IME category.

Nelson will be responsible for bringing together a team from across the MacDermid Enthone Industrial Solutions and Mac‐ Dermid Alpha Elec‐ tronics Solutions business units, to work with OEM/Tier One partners recog‐ nising key market needs and identifying gaps where the dis‐ plays and IME product group can use its inno‐ vation expertise to add value.

Bond It brings in Greg Godeau

G

reg Godeau has joined Bond It in the role of Commer‐ cial Manager, effective since May. Oiginally from the Alps region in France Godeau’s career spans 20 years in the UK within the textile, home‐ wares, medical and chemical sectors.

He said of his appointment: “I am really excited to join Bond It, a dynamic company with a clear vision and strong core values, as Com‐ mercial Manager, where I will work alongside the already existing strong teams in our Export and Marketing departments to further develop our presence out‐ side of the UK and keep on consolidating the strength of our brand.”

Toolbank appoints Ridgeon as Group Account Manager

C

hris Ridgeon has been named the new Toolbank Group Account Man‐ ager effective 1 June, following his pre‐ decessor Neil Robinson’s retirement.

Ridgeon has spent over 20 years with the distributor, initially as a Salesman, and later as the Sales Manager for the Southampton branch.

Bringing a wealth of experience to the role, he is now responsible for devel‐ oping Toolbank’s business with mer‐ chant buying groups.

Stainless steel fasteners. standard and non-standard items DIN, ISO, Lederer and Maritim individual labelling and packaging own accredited testing lab

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INTERVIEW WOMEN IN FASTENERS

DR JULIA PICKELMANN FISCHER

Dr Julia Pickelmann, Development Engineer at Fischer

Dr Julia Pickelmann discusses her day-to-day role within fischer’s Chemical Development department and suggests how companies can support their female employees’ careers both within, and outside of, the workplace.

How did you come to work in the industry?

Ever since I first started my chemistry degree I always wanted to work in something application‐related, where you can immediately test things and see what you’ve developed. There was a construction chemistry degree course at my place of study, the Technical University of Munich. Various construction chemistry lectures were offered during my Master’s degree course and doctoral theses, and the first job I applied for was therefore in that field and I ended up working for fischer.

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What type of work does your department do?

The chemical development laboratory where I work has a diverse range of tasks, such as supporting the production depart‐ ment, for instance. This involves the quality control of raw mate‐ rials supplied as well as the continuous monitoring of ongoing production. We also support our colleagues in quality manage‐ ment by analysing customer returns in order to better under‐ stand what went wrong or whether there has been an application error. Furthermore, we provide advice on application

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INTERVIEW WOMEN IN FASTENERS

engineering queries or carry out additional tests for specifica‐ tions that deviate from our products’ usual field of application.

However, the majority of our work involves development.

This includes the optimisation and development of products which requires having an overview of the market and the current state of technology. We also take a close look at competi‐ tors’ products; testing and analysing them in order to compare them to our own products. Patent research is equally important in order to protect our own ideas on the one hand and to avoid infringing upon existing property rights on the other.

It is also important to be familiar with the raw material market when it comes to new developments in order to be able to esti‐ mate availability and the price of raw materials. This ensures that we don’t develop a product which ends up being too expensive.

Can you describe any particular career highlights or milestones you have experienced?

Suggestions for improvements within our fischer Group of Companies are submitted every year as part of the fischer ProcessSystem (fPS), which serves the purpose of optimising company processes. The 10 best submissions are presented during a large‐scale event and are evaluated by a top‐class jury from the fields of industry and research before being presented with awards in categories including savings, fast implementation, sustainability and digitalisation.

The Japanese firm KSK is also involved, with whom fischer has had a strong partnership for many years. Fischer has been able to learn a lot from KSK when it comes to the Kaizen philosophy. Winning this year’s fPS award is therefore defi‐ nitely a milestone, as is the associated trip to Japan, during which there will of course be a visit to our partner firm KSK. Do you have any advice for women who are considering entering the industry?

Don’t hesitate, just go for it. If you are enthusiastic and curious about the industry then almost everything else will fall into place.

What would you say to women who may be put off by the industry’s male-dominated culture perception?

Definitely don’t let yourself be put off! Of course, you stand out more to begin with as a woman in a group of men, but in the long term it is your performance which is of primary importance. I haven’t had any negative experiences in this regard thus far. As a woman you have a different approach to certain situations or problems, which can be very helpful and is often appreciated by your colleagues. In this sense, the grow‐ ing number of women joining the industry is an asset, even though the overwhelming majority in the field are still male.

What does your daily work involve?

I’m involved in all of my department’s activities, which makes working in this area so varied. The thing that makes our devel‐ opment department so special and interesting is that we are involved in the product’s development from start to finish. This starts with an idea at a desk and goes on to tests in a labora‐ tory until the initial product tests.

Carrying out lots of tests in the laboratory is particularly important, especially at the start of developing something new as it allows you to get a sense of the resulting product. Various formulas are mixed, for instance, before being evaluated according to various criteria. Planning the tests is very impor‐ tant and gores towards ensuring we save resources, work effi‐ ciently and reach our objective as soon as possible. My job also involves plenty of data analysis. This includes evaluating analytical measurement methods a well as mechanical values.

In your opinion, what could be done to support women in the industry?

In my opinion I don’t think it should be about supporting women in this industry in particular, but about providing better support to women in general, especially when it comes to career and families. This is where the biggest differences can still be seen between women and their male colleagues.

Despite the fact that there has been a lot of progress in Germany in recent years, such as shared parental leave, women are still primarily responsible for childcare. They therefore have to take longer breaks in their career and can often only work part‐time once they return to work.

I am fortunate that fischer and my line manager support colleagues with children, enabling flexible working hours and remote working. This makes it easier to return to work quickly and to combine children and a career. If we want to attract more women to companies then we need flexible working hours, in‐house nurseries and other strategies that don’t force us to choose between a career and a family.

What is the best thing about working in the industry?

I still enjoy being up close to the application. I find it fascinating to see where and how the products end up being used which we were only recently developing and testing in the laboratory. It’s also interesting to see the varying construction methods in different countries as well as their preference for certain prod‐ ucts. I am fascinated by the diversity of the industry – construc‐ tion is everywhere, yet it is done differently everywhere you go.

Final thoughts?

Ultimately, it doesn’t matter whether industries are domi‐ nated by men or women. There will always be professions that appeal more to women or men, but it is important to be open and unbiased towards ‘minorities’ and to give everyone the same opportunities. The only thing that matters in the end is the person’s performance, regardless of whether they’re male or female.

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COVER PROFILE HEXSTONE

JRP – A NEW RIVET RANGE

There’s a new rivet brand on the market, created with the backing of the UK’s largest wholesale supplier of fasteners, fixings, hardware and associated items. Hexstone CEO Ian Doherty and Owlett-Jaton Sales Director Tony Williams take Torque through the brand new range…

H

exstone, through its Owlett‐Jaton trading division, has launched JRP – Jaton Riveting Products – a full and complete range of rivets, rivet nuts and tools.

JRP is no half measure, with a significant 1,000 products including manual tools, all backed with riveting expertise.

“We have invested a lot of money to do this, to do it properly and to make sure it is a credible offer in the market‐ place,” Hexstone CEO Ian Doherty tells Torque Magazine.

While the move to launch its own riveting line‐up will come as a surprise for many in the industry, it’s a logical development following customer requests and assessing where there were gaps in its offering, Doherty argues.

“We had been looking at our range for some time and we identified that our riveting offer was weak. We were dependant on third party brands, selling part of their range and then competing directly against them for the customers.

Also, customers would say to us ‘if only you had a full range of rivets so we could come to you’… so we identified this was an area where we could expand.”

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HOW TO LAUNCH A BRAND Hexstone found inspiration from one of its own most successful launches as it laid the groundwork for Jaton Riveting Products.

“JCP Construction Products is one of the most successful brands we have created in the last 15 years (see Torque Magazine September 2019: Issue 037). It has grown to become a nearly £10 million brand,” Doherty explains. “When we look at the success of that venture it was very much about bringing expertise into the business and saying that we needed a fixings expert to lead it. There is a whole technical support structure behind JCP, and we decided that was the right way to go for Jaton Riveting Products.”

Tony Williams, Owlett Jaton Sales Director, adds: “In the environment we are in right now, customers expect you to know what you are talking about and have that technical backup, as we’ve seen with JCP. That is the way you break into the premier division. And we have that. We have internal training programmes too.”

NEW CLIENTS VS BETTER SERVING CUSTOMERS While new ranges are sometimes developed with the inten‐ tion of capturing new customers, JRP’s genesis came from a drive to better serve Owlett‐Jaton’s existing base.

The Hexstone boss tells Torque: “We regularly talk to our customers and try to better address their needs. Put simply, we ask them what they buy from other sources.

“Customers keep on telling us that the ability to buy every‐ thing in one lot is very important to them. It simplifies their life and they recognise the value in that.”

That feedback process naturally leads to range tweaks over the normal course of business, adds Doherty: “We are constantly looking at refining the range through identifying what sells and what doesn’t sell. That’s just normal business, with the finessing of the range. But with JRP we are trying to move beyond ‘having a new size of nut’ to where there are areas where there is a substantive need.”

In the long term, however, the new rivet range is bound to attract new customers to the business. Williams picks up the point. “You asked, do you think it will open new doors? It

inevitably will, but I think we will sell more blind rivets to our existing customer base, because the position we occupy at the moment in the market is one of support.

“If someone is buying 30,000 rivets he doesn’t come to us, he goes to one of the major players. There is a whole new market out there and we are moving up to the premier divi‐ sion here. We are now competing with the major players whereas until now we have not been.”

Doherty adds: “It will open new doors but that’s not really how we’ve positioned this project. I am hoping it will create some new opportunities. If someone’s major purchase is rivets and they don’t currently deal with us then they might start considering that they can look at Hexstone now and maybe some other business that goes with it. But no, we haven’t sat down with a massive target list of major rivet users.”

“We have tried to be a customer‐led business, using their input to shape our view of where we take the business. We believe in operating in partnership with our customers and in long term relationships.

COMING UP WITH THE BRANDING...

“JRP is a new brand for us and we view branding as very important – they have a big role, even in our marketplace,” explains Hexstone CEO Ian Doherty. “We have continued to see branded sales grow faster than non-branded sales.

“Particularly in some of the more technical applications, people are looking for the reassurance that a good brand provides. We ultimately see Owlett-Jaton as a brand that provides reassurance in service, support, quality, tech knowledge, ability and we think its important we position ourselves in the marketplace.

“JRP uses our corporate colour pallet, but it’s clearly all about rivets with the rivet incorporated in the logo. We had a few discussions about that!

“Branding is very important to us; it’s a whole package that we have, with the support of a full catalogue, technical support and adverts in mags.

“There is now a JRP website and the JRP range is available to order through the Owlett-Jaton webshop www.ojtrade.co.uk. It’s also important to say that JRP includes an extensive range of rivet nuts alongside this.

That’s a huge market we haven’t been involved in.”

torque-expo.com

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COVER PROFILE HEXSTONE Owlett-Jaton has signed a master wholesaler agreement with BlindBolt

A STRONG OUTLOOK FOR BLINDBOLT Owlett-Jaton recently signed a master wholesaler agreement to bring BlindBolt to the market. This innovative blind construction fixing is removable and reusable, and is now part of the JCP catalogue. Owlett-Jaton will be handling distribution of the fixings into Europe too and stock arrived with the firm back at the start of February.

HEXSTONE CEO IAN DOHERTY SAYS OF THE DEAL “It’s part of our strategy to extend ranges and the offers to our customers, in terms of choice, service and supply. We’ve retained some of the existing distributors and since we’ve listed it we’ve expanded that strongly, which has helped prove that we are the right partner to build it.”

“One of the great advantages of being a privately‐owned → business is that we are not watching quarterly results, we take decisions on a five or ten‐year timescale. We see that long‐term partnerships are where the business will thrive and be sustainable.”

That long‐term view has seen the firm make other signifi‐ cant investments to boost operational efficiency, not least with the addition of a further four modular systems (it now has nine) to more effectively pick the range.

“That has given us the flexibility to do things we couldn’t consider before. In terms of space effectiveness to pick large ranges, it has been a tremendous set of investments which have changed our capability.”

Williams adds: “It has enabled us to bring in 1,000 lines of rivets.”

Aside from the newly created Jaton Riveting Products, are their other opportunities on the horizon for the firm?

“Absolutely,” Doherty confirms. “We have other ideas, but we know that if you are going to go ahead with them that you need to invest properly in them. You don’t just pop to a factory

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in Asia, see some products in a factory and say ‘those ones please’. That doesn’t work. You have to say there is a real customer need and a market for it and we have that with JRP. You do it in a way that has technical support so you have a credible range.”

Williams adds: “It’s either an acquisition of a major player or you do it properly and you invest significantly.”

And coming back to this year’s launch, what are the expec‐ tations for Jaton Riveting Products? The Hexstone CEO concludes: “I expect it to grow into a multimillion business over time. It wouldn’t be right to give you a figure, but we see it as a major opportunity and over a period of years to grow into a multi‐million pound business. It’s of that scale. Its signif‐ icant in the scale of our business.”

There’s more from CEO Ian Doherty and Owlett Jaton Sales Director Tony Williams in forthcoming editions of Torque Magazine. Don’t get the magazine regularly?

Apply for a free subscription at www.torque-expo.com/subscribe

ANALYSIS COVID-19

COVID-19 HOW HAS THE FASTENER INDUSTRY COPED? As the Covid-19 pandemic alters how all parts of the fastener supply chain are functioning, Torque investigates what firms are doing to adapt to the challenges surfacing during the crisis…

ZAGO READIES FOR FAST TRACKED VENTILATOR MANUFACTURE

ZAGO produces speciality high‐tech sealing fasteners which are often selected by ventilator manufacturers in the suction‐ ing mechanism of the compressor in order to prevent airflow leakage, while ensuring that contaminants are sealed out.

The high‐tech sealing fasteners are engineered with a rubber O‐ring that when tight‐ ened, permanently seals out hazards while with‐ standing extreme pres‐ sure, temperature and weather.

The firm hopes to accelerate produc‐ tion of life‐saving ventilator equipment during the Covid‐19 outbreak, with the goal to ensure that manufac‐ turers who are new to venti‐ lator manufacturing and its supply chain are aware of Zago and its capabilities.

The firm has since paired with GM & Ford to supply its air‐ tight sealing screws to the major automotive manufacturers, which have switched production to manufacture ventilators for those suffering from coronavirus. Zago told Torque that by late March it was fielding calls and filling orders for hundreds of thousands of its sealing screws.

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WÜRTH HAILS MULTI-CHANNEL APPROACH

ACCORDING to the Würth Group, the coronavirus pandemic has highlighted the positives and possiblities of a multi‐channel approach to the fastener market.

“This crisis highlights the strengths and opportunities presented by the multi‐channel strategy very clearly,” says Robert Friedmann, Chairman of the Central Managing Board of the Würth Group. “We have expanded all available chan‐ nels that comply with lockdown restrictions. Now, we are seeing the expansion of digitalised processes over the past years bear fruit in this time of crisis.”

As a result, the Würth Group reported sales growth of 2.8% as of March 2020, with Würth France and Würth Italy both experiencing e‐business growth up by around a third despite lockdown restrictions. Meanwhile, in Germany the Würth Group suffered only minor setbacks, with only companies operating in industries related to the automotive industry having to resort to short‐time work.

HAFREN LAUNCHES ‘HANDS-FREE’ SANITISER STATION

HAFREN is now offering customers a patented stainless steel sanitiser dispenser to help trade counters and merchants keep their areas clean and safe.

Operated simply by a foot pedal, the user can clean their hands without any risk of cross contamination of other users, and is uniquely designed to be used with any push‐in (pump style) bottle of alcohol hand sanitiser, making it universal.

The firm has also stocked up on British‐made alcohol hand sanitiser and is stocking it in 500ml pump dispenser bottles.

Hafren says it has high stocks ready to ship and more secured with the manufacturer.

HEXSTONE EXTENDS DIRECT DELIVERY SERVICE

FASTENER and fixing wholesaler Hexstone has continued to remain open in support of customers with critical roles during the Covid‐19 crisis, including the manufacture of medical equipment, maintaining transport, energy supply and utilities, construction of medical facilities and the conver‐ sion of hospital premises to support the NHS. Operating through its Owlett‐Jaton, JCP, STF and Icon trad‐ ing divisions, the company has extended its direct delivery service to all customers to assist with deliveries during the crisis. This dedicated service aims to support distributors and retailers who have closed their counters by offering nationwide, next day deliveries, direct to customers.

To minimise risks to personnel, the firm has also maximised working from home where possible and insti‐ tuted an extensive furlough programme incorporating almost half of the workforce. All lines of communication, including telephone, remain open.

HOFFMAN LAUNCHES REMOTE CONSULTATION SERVICE BUFAB DIRECTORS VOLUNTEER PAY CUT

HOFFMAN Group – a system partner for quality tools, workstations and PPE – has launched a remote consulta‐ tion offering to support manufacturers keeping the UK running during the Covid‐19 crisis.

Using a suite of digital technologies, such as Microsoft Teams and Skype, manufacturers are able to enlist the support of a specialist consultant remotely, who can make bespoke recommendations in areas such as material types and machining optimisation, in order to drive greater levels of efficiency on the factory floor.

The remote consultation service is now open to all manufacturing businesses that are continuing to operate throughout the Covid‐19 outbreak and provide additional support in areas such as pivoting to ventilator production.

BUFAB’S CEO and Executive Management Team have imple‐ mented a voluntary reduction of fixed salary by 10% during the covid‐19 crisis, with many subsidiary managing directors and other senior managers following this example.

Jörgen Rosengren, Bufab’s President and CEO, says: “This is a difficult period for everyone. Bufab’s primary concern is keeping our staff and partners healthy and safe. We will then focus on continued uninterrupted supply to all customers worldwide.

“Naturally, we also have to take sometimes tough measures to reduce cost. It is very encouraging to see how the whole Bufab team contributes to these priorities. I’d like to take this opportunity to thank all team members for their excellent work and dedication in these tough times.”

The majority of Bufab subsidiaries have implemented short‐time work schemes according to the rules in each country, and the firm is accelerating existing cost savings programmes.

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ANALYSIS COVID-19

TR FASTENINGS INTRODUCES MEDICAL HARDWARE PRODUCTS

TR FASTENINGS has introduced two new medical hardware products to its range in response to the Government’s request to support the needs of medical equipment manufacturers.

TR’s L‐bow Handle can be retrofitted to an existing compatible door handle to allow the door to open ‘hands free’ with a forearm, therefore reducing the risk of direct contact with viruses and bacteria on the door handle. The company has also produced a Face Visor Kit containing two polypropylene clips and a 330m elastic strap to ensure a secure, lockable and adjustable method of attaching a strap to a face visor, featuring a simple finger pressure closure and release mechanism.

In addition to these products, TR is also producing specially manufactured parts to be used in medical equipment such as ventilators, medical beds and furniture, medical computer stands, volumetric pumps and infusion devices, and vacuum extractors, among other vital pieces of equipment.

IS COVID-19 THE CATALYST FOR ACCELERATING SHIFT TO DIGITAL EVENTS?

WITH the Covid‐19 pandemic all but cleaning out the events calendar for this year, several organisers are looking to digital platforms to fill the void; but could this become the future of exhibitions?

Over 170 buyers and media personnel registered for the online Taiwan Excellence Fastener Industry Press Conference held last week in lieu of the show calendar, with a total of more than 400 viewers attending the online event. Run by TAITRA, the event was set up as an online showcase for new tech from Taiwan and focused on four winners of the Taiwan Excellence Award: Jing Fong Industry C, Medical Intubation Technology Corporation (Mitcorp), Sheng Tai Brassware Co (Justime) and Air Tools Co (Airboss).

ECOMMERCE BUSINESS BOOMS FOR SCREWFIX OWNER KINGFISHER

KINGFISHER has announced the group’s ecommerce growth was up fourfold since mid‐March, despite sales declining by almost 25% during the trading quarter.

The Group decided to close all B&Q and Screwfix stores from 23 March, opting to progressively introduce a contact‐ less click and collect service for customers, alongside a home delivery service.

Thanks to the phased re‐opening of stores across the UK and France in the second half of April, Kingfisher saw an improving relative sales trend – group like‐for‐like sales moved from a significant 74% drop at the start of April to a 2.7% increase by the first week of May. 638 Screwfix stores are currently operating a contactless click and collect service under strict social distancing and safety measures, while 288 B&Q stores have also been re‐opened.

The tumultuous period also saw Kingfisher ringfence PPE stock in March to donate to frontline healthcare workers.

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Fastener Fair USA organisers also recently announced the launch of a year‐round virtual platform, Connector365, after postponing the show until March 2021. The platform will offer thought leadership and industry expertise from across the fastener and fixing industry, while also including a search‐ able supplier directory and expert‐led virtual education.

The likes of NFDA and STAFDA have also moved their conferences and speaker summits online, equipped with speakers, presentations and opportunities for verbal interaction.

While many in the industry will argue the internet can never be a true substitute for face‐to‐face interaction, the ease in which industry members can tune in to online events from across the globe, not to mention the sizeable reduction in travel costs, time and the subsequent positive impact on our planet, does make exploring virtual events and exhibitions an attrac‐ tive alternative for many business leaders, and one perhaps worth investigating a little more.

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FASTENER DISTRIBUTION SUSTAINABLE FASTENERS

Green shoots The sustainable movement continues: We pick out two stories from two continents from fastener businesses making a difference…

G

iven the headwinds facing the fastener business, not least the Covid‐19 pandemic, the sector may be forgiven for de‐prioritising sustainability in the short term. However, even a momentary derailment from those green tracks would likely be unwise.

The journey towards more sustainable business practices is continuing unabated and in some cases the coronavirus has pushed some sectors to use the opportunity to start afresh with greener practices – exemplified by local UK councils giving more space to pedestrians and bicycles, including the City of London, which recently revealed plans to ban private cars completely.

At the tail end of 2019, UK trade association BHETA hosted a forum where Phil Pond, Director of Consumer and Design Insights at Scarlet Opus addressed wholesalers and brands. He said: “Thoughts of consumers are frustrated because they don’t think we in business are acting quickly enough.

“Within two to three years consumers will start to really punish brands not acting sustainably. Over the next 18 months there will be huge pressures from consumers on businesses to be transparent. Consumers are starting to stop blaming retailers for their products and plastic packaging and so on, and are now starting to look at the supply chain.”

Happily, there is plenty of evidence that the fastener, tool and related businesses are keen to do more to help protect the environment, of which we have a few examples…

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LEDERER SUPPORTS THE ENERGY REVOLUTION AND CLIMATE PROTECTION Lederer GmbH has been using 100% green electricity since January 2020.

The fastener supplier said: “We want to live up to our ecolog‐ ical and economic responsibility as a major consumer of elec‐ trical energy and make a further contribution to climate and environmental protection. With an annual consumption of around 1 million kWh, almost 400 tons of carbon dioxide emis‐ sions can be avoided.

“In contrast to many other providers, who always supply coal and nuclear power in addition to the statutory minimum share of green electricity, our new partner, LichtBlick SE from Hamburg, actually provides us with 100% green electricity.

With Germany's largest provider of renewable energy, we are one of many thousands of companies that are actively involved in the energy revolution.”

// We want to live up to our ecological and economic responsibility as a major consumer of electrical energy //

FASTENAL TRIALS ELECTRIC TRUCK DELIVERIES As part of its sustainable distribution efforts, Fastenal is now running a battery electric Freightliner eM2 straight truck to service branches in the Los Angeles metro area.

The venture stems from a collaboration between Penske Truck Leasing and Daimler Trucks North America to test commercial electric trucks in real‐world situations, in an effort to drive future improvements to the technology.

The eM2, part of Freightliner’s Electric Innovation Fleet, entered the Fastenal fleet in early January, making deliver‐ ies to 28 of the firm’s branches and customer‐specific onsite locations, which range from Los Angeles to Orange County.

Dan Florness, Fastenal President and CEO, said at the time: “We’re excited to help move this technology forward.

It adds a new dimension to our own sustainability efforts and we believe it can offer some insights to help bring elec‐ tric trucks into wider commercial use.”

The eM2 is a good fit for Fastenal’s customer‐centric distribution model in providing a consistent flow of product from regional hubs, to local markets and on to the customer.

“We’re committed to helping customers like Fastenal accelerate innovation within their truck fleet operations,” added Art Vallely, President of Penske Truck Leasing.

“Fastenal is an innovative industry leader, and they’re now using the latest, leading edge electric vehicle technology available on the road today through Penske’s co‐creation efforts with the Freightliner Electric Innovation Fleet.”

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FASTENER DISTRIBUTION TOBSTEEL

Connection quality and corrosion resistance

Adverse conditions take their toll and fasteners have to withstand all kinds of extremes to perform. TOBSTEEL explains how its large inventory of special materials cover every corrosion resistance class…

T

he standards committee of the International Standard Organisation (ISO) is meeting the continuously evolving requirements of stainless steel fasteners. ISO has again set the requirements for more responsibility, safety and mate‐ rial awareness in the industry and in the construction sector with the latest edition of ISO 3506‐1:2020 (screws), of ISO 3506‐2:2020 (nuts) and the new ISO 3506‐6:2020 (guideline for selection and characteristics of stainless steels and nickel alloys for fasteners).

Due to this actualisation of standards of ISO 3506, the materials of CRC IV and CRC V in TOBSTEEL stock are now also classified into the new steel grades.

A simplified classification of the most common materials of the TOBSTEEL product range can be found at tinyurl.com/tobsteel THERE ARE HUNDREDS OF DIFFERENT SCREWS, BUT THEY ARE NOT ALL OF THE SAME QUALITY Adverse conditions take their toll. A challenging climate, the huge forces experienced in buildings and special hygiene requirements – products have to withstand all these extremes and the selected material and quality must be just right. It’s a huge responsibility.

Those responsible for the material selection of a project for their company or a customer will know the five different corrosion

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resistance classes (CRC) and also how to calculate the corrosion resistance factor (CRF).

Professionals can use TOBSTEEL’s TOBspecials document for assistance and reference tinyurl.com/tobspecials. From page 60 you can find a short overview concerning the material selec‐ tion (taking into consideration DIN EN 1993‐1‐4:2015‐ 10/Eurocode 3 – annex A) and the determination of the required corrosion resistance class.

Just calculate a few examples by yourself. You will clearly see why to use only fasteners of CRC V (A8 = HCR) for tunnels and swimming halls or why the need for sea water‐resistant fasten‐ ers of CRC IV (D6 = DUPLEX) is continuously growing.

Do you know of our new SUPERDUPLEX D8 of CRC V, which is used mainly in sea engineering, e.g. for big desalination plants?

On the basis of your calculation result you will understand why in Europe screws and fasteners of CRC III (A4 materials) are currently the standard solution for cities with a lot of traffic.

We are used to extreme conditions and face the toughest challenges on a daily basis.

TOBSTEEL offers an extremely high inventory of special mate‐ rials for every corrosion resistance class. Highest quality and sustainability – this is our contribution to continually improve important connections in this world. www.tobsteel.com

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FASTENER NEWS & VIEWS

THE WHOLESALER The backbone of the Fastener Distribution Supply Chain Hexstone writes for Torque Magazine…

I

n more normal times, the role of the wholesaler in the fastener supply chain is often overlooked. However, the wholesaler has a role to play for all distributors, from the smallest independent to the largest corporate giant. These roles differ but are equally important in allowing the distributor to do what they do best, deal with the end‐users.

Wholesalers are the primary supply to many independent distributors, they provide range and often a next day service allowing the independent to operate with low levels of stock and investment. The wholesalers’ investment in stock and service allows this business model to flourish and enriches the offering to end‐users.

As distributors grow, they are often able to source core prod‐ ucts directly and their reliance on wholesalers moves to providing range rather than core volume. The ultimate expres‐ sion of this changing role is with the largest distributors, often global corporates, who source the majority of their product directly but for whom wholesalers still have a crucial role to play in providing low volume lines and providing resilience in cases of exceptional and unexpected demand.

In these exceptional times we are facing with Coronavirus (Covid‐19) disrupting life and supply chains across the world, the critical role of the wholesaler in the fastener supply chain has been thrown into sharp relief. The outbreak has disrupted supplies from the Far East, particularly China.

Wholesalers had planned for the normal two to three‐week Chinese New Year closures, but have seen an additional three to four weeks of shutdown.

Typically, Hexstone, trading as Owlett‐Jaton, carries around five months of stock. This means the disruption fell within normal safety stocks, with little impact felt. Some individual lines may be impacted due to the timing of their shipments, but

“In these exceptional times, the critical role of the wholesaler has been thrown into sharp relief.”

overall stocks will remain healthy. Our sophisticated supply chain management systems provide visibility and flexibility to ensure continuity of supply even in uncertain times.

It seems these challenging times will be with us for at least some months. Distributors can be reassured that Hexstone is well stocked and has the finances to ensure that we can continue to deliver to the UK industry no matter what this period of disruption brings.

Owlett‐Jaton is one of the UK’s leading wholesale suppliers of fasteners, fixings, sealants, adhesives and associated products to the distributor and merchant trade. www.owlett-jaton.com

EFC INTERNATIONAL EXPANDS WITH AIR FILTER HARDWARE COMPONENTS Air filter clips and specialty air filter fasteners, manufactured by Springfield Spring & Stamping, have joined the EFC International range. Springfield Spring & Stamping manufactures standard and custom air filter holding frame clips in the United States. The product line is complementary to EFC’s current HVACR product offerings including wire routing components, caps, plugs, clamps, rivet‐nuts, panel fasteners, specialty nuts, bolts and screws.

EFC International recently expanded with a new 64,000 sq ft warehouse and office in Chicago.

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www.efc-intl.com

INTEGRATED LOGISTICS SERVICES Interview with Berardi Fasteners Lean Manager Andrea Destro

CAN YOU TAKE US THROUGH SOME OF BERARDI'S KEY STRATEGIES? One of Berardi’s main strategies is the development of inte‐ grated logistics services. One of these is Kanban, the goal of which is to let clients save the time and costs involved in managing components.

Kanban and Kanban Up are integrated logistics services conceived to sustain our partner companies with constant and measured supplies of fasteners, fittings, clamps and more. We are able to follow demand fluctuations very closely, ensuring stable supplies that use less warehouse space, and offering professional logistics support all along.

IS IT COMPLICATED TO MANAGE THESE ITEMS? These are relatively low‐price products, but their management is expensive, as the purchasing and logistics departments spend a lot of time procuring the materials. We solve this prob‐ lem by designing services based on the exact production needs of our clients. We offer a customised solution for every client, tailor‐made to their particular and changing needs.

WHAT KIND OF OFFERINGS DO YOU HAVE FOR YOUR CLIENTS IN THIS RESPECT? Our specialised logistics solutions now include the Easy Self 24, a sort of automatic vending machine for parts and equip‐ ment. This has the advantage of reducing consumption as operators are directly responsible for it, and purchases are automated and traced. Easy Self 24 is a smart machine that gives its users all the necessary information in order to waste as little time as possible on the management of these products.

HOW DO YOU ADDRESS THE LOGISTICS CHALLENGES OF YOUR CLIENTS? We draw from the experience of our over 400 logistics instal‐ lations, which allows us to quickly understand the key points to then produce personalised projects. Through close moni‐ toring by the logistics team, services are kept up to date with the seasonal changes in production requirements.

Traceability of the single movements for a single container / compartment / line / desk / operator – Traceability of batches – Constant updating of information on Kanban tags – Real‐time and remote modifications on the Kanban tags.

The EasySelf 24™ allows you to manage materials in minimal space. Safe and highly customizable, the EasySelf 24 has containers with doors, in different sizes to allow for materials of various sizes.

NON-CORE EXTRACOMPONENTS Berardi recently issued its new Extracomponents catalogue, featuring a range of 112 product families and over 25 thousand items, most of which are ready on stock. These items are used across a broad range of industrial fields, from precision mechanics, to agri-machinery, electronics and industrial automation. Simone Fala Extracomponents Division Manager explains more…

WHY DID BERARDI DECIDE TO DEVELOP THE EXTRACOMPONENTS RANGE? About ten years ago, we started to perceive that our customers might need to cut on supplier management costs.

We understood that it would be crucial for them to source different products from a single partner. Therefore, we decided to invest in the Extracomponents range, by which we define everything outside of Berardi’s core business, which are bolts and steel fasteners.

We began from one important category – springs. In 2011, we started a fruitful collaboration with US‐based Lee Spring, a supplier of standard and custom springs for the most demanding applications. Lee Spring can produce springs from specialised materials and custom surface treatments, along‐ side with about 24,000 stock‐ready items.

BUT YOU DID NOT STOP THERE...

We kept expanding the range out of our passion and willing‐ ness to satisfy the day‐to‐day needs of our customers. We put a lot of effort and resources into developing this project. Today our Extracomponents range includes fittings, lifting equip‐ ment, vibration dampers, sealings, cable glands, spacers and operating elements, among many other products.

DOES THIS EXTRACOMPONENTS RANGE COMPLETE YOUR LOGISTICS SERVICES? Yes. The project was largely developed to support our Kanban and Kanban Up logistics services. The new products on stock are precious to make our logistics even more efficient.

HAVING INVESTED A LOT OF TIME AND RESOURCE INTO THE EXTRACOMPONENTS RANGE, HAS BERARDI JUDGED THE PROJECT A SUCCESS? Absolutely. After ten years, we can say that the idea was a good one. We have been meeting our customers’ demands, and consequently saw the business grow, and with that, the turnovers of the Berardi Group. But we do not want to stop here. We will keep growing and develop even better partner‐ ships with our customers. www.berardi-screws-bolts.com

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TERRITORY FOCUS

UK

VENTILATORS, HOSPITAL CONSTRUCTION AND RETAIL REFITS 2020 has been far from ‘business as usual’. We track the challenges of 2020’s first half with The Insert Company’s Sales Director Kevin Broome…

B

efore disruption hit, it was a strong beginning to the year for West Midlands‐based fastener supplier, The Insert Company (UK) Limited.

“We were flying,” explains Sales Director Kevin Broome. “It was a good start and as a company we’ve had a good 10 years, growing year‐in, year‐out. The business benefits from being diverse. We are in quite a few fields, in the furniture sector, shop fitters, mould makers. When one goes quiet then the others pick up.”

The Insert Company also serves the medical and healthcare sector, including fasteners for hospital bed manufacturers – which was to become significant as the year wore on.

When the Covid‐19 pandemic hit, governments across the world imposed lockdowns. The UK government’s furlough scheme was taken up by a number of fastener businesses, including The Insert Company.

// We even got involved in the NHS Nightingale hospital in London. More recently we supplied bolts and other pieces to the Nightingale hospital they set up in Jersey. //

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With staff furloughed, The Insert Company was operating on a much‐reduced basis.

Broome picks up the story: “With no staff working and the business remaining open, I was expecting that we would have minimal orders coming in, just bits and bobs. As it turned out, new customers were using us as a lot of other suppliers had completely shut down.

So, I was getting my hands dirty, packing all the pallets, doing eight to 10 hours every day for five days a week.”

In addition to keeping busy with everyday business, the Insert Company also got involved in some headline national projects, designed to combat the pandemic’s spread.

“The first project we got involved with was supplying nearly 300,000 inserts for the BlueSky ventilators,” says the Sales Director. This scheme was put together by a consortium including Red Bull and Renault, aiming to make thousands of medical ventilators as the NHS readied for an expected peak of Covid‐19 cases. After supplying the project, the scheme got cancelled just days before production began, but that wasn’t the only way the Insert Company was linked with Covid‐19‐ tackling infrastructure.

“We even got involved in the NHS Nightingale hospital in London. More recently we supplied bolts and other pieces to the Nightingale hospital they set up in Jersey. We had to fly products in from Europe.”

Despite the lockdown, business was up in April thanks in part to involvement in those projects. Did it surprise the Insert Company to be called upon for these big-name projects?

“Over the years, we have become known as a distributor which can also source from the marketplace. If I haven’t got a certain product to hand then I will know someone who has got it, from the UK to Europe. For the Blue Sky Ventilator project, we had to fly fasteners in from Germany, we used a firm in Spain for the inserts and we sourced more inserts from all around Europe. One order was for 95,000 items. Then they went down to sizes like M2s or M2.5s for 30,000 or 40,000 items. Those are not that popular sizes in volume anymore, so really as a company and for me personally, we had to dig deep and use my 20 years of knowledge.”

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→

UK

The pandemic also brought in business through the shop fitting sector. While retail was hugely hampered by the lock‐ down, those operating essential businesses – like hardware stores and supermarkets – were adapting their retail areas to allow for social distancing and reduce the chances of spreading the coronavirus.

Broome explains: “We have been supplying the shop fitters for all the Perspex screens that have been going up in super‐ markets. We have been supplying boxes of bolts into them and we’ve had orders for them for B&Q too.”

Such has been the demand, fasteners for shopfitting have also been in shorter supply than usual. “We had to work hard – we’d bought all the stock from our usual sources and burned through it all.”

One of the solutions has been coming up with easier to source alternatives that customers that are still fit for purpose.

The firm has also been supplying a high‐end visor manufac‐ turer in Leicester, which has been selling tens of thousands of products to household names.

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// You hear about the big multinationals involved in these big projects, but they couldn’t build anything without the lower tiers and suppliers like us. // Does Broome anticipate stock shortages down the line?

“Potentially, that is my concern. Especially on the furniture side when that has all opened up again, unless Europe and the Far East start producing again very quickly.

“Luckily we carry a lot of inventory so we are still quite well stocked. Certain sizes have been harder to pick back up, but as a company, I am happy with our stock levels. I have been buying stock we didn’t really need to make sure we are ready for when everyone opens again.

“I have now called a couple of staff back in and we are slowly getting indications that things are returning to normal, based on the calls we have had coming in. It looks positive.

“It’s been a bad situation, but we have been operating and supplying a need. I’d rather have not had it, of course. The government grants have helped the situation.

“It’s been a crazy month or so, really. It’s given us pleasure to have been involved in projects like the Nightingale hospitals in London and Jersey. We have a brand name in the UK market‐ place. You hear about the big multinationals involved in these big projects, but they couldn’t build anything without the lower tiers and suppliers like us.” www.theinsertcompany.com

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UK

THE TRUTH ABOUT SCREWS While preparing to sign a UK distribution deal to bring TENZ’s award winning screws to the market, the A Perry team uncovered some surprising facts about wood screw technology and advancements. Director Guy Perry and Sales Director Ian Dunnaker speak with Torque on screw tech, taking care of the environment, and pride in the family-firm’s Black Country presence…

S

crews (or threads, at least) may not have changed hugely since their probable invention by the ancient Greeks, but modern screw ranges are packed with slick‐ sounding features that promise to make driving screws a piece of cake. But do all those features really have tangible benefits that make a difference?

The brutal truth is that they don’t always, argues A Perry’s Managing Director Guy Perry.

“The reality is, if people are being very honest, these features don’t really do much to improve the performance of the screw,” he tells Torque. “They sound great but realistically some of them are even counterproductive.”

The firm uncovered some surprising facts beneath the spin when it was researching a new brand to stock.

“People don’t tell you the truth about wood screws. We learnt a lot about how and why wood screws really work.”

Those revelations have included the fact that wax coatings, put on by companies, are often more effective in making screws efficient than the actual design of screws themselves: “Wax coatings are why most new screws work better than the old traditional screws, with a friction reducing surface that help them go in easier. It’s one of the most effective features.”

The A Perry team examined the wood screw market at length to find a range that would work for the business

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A STEP UP WITH TENZ “Our core business has always been general hardware and ironmongery; Hinges and everything to do with hinges, doors, gates, fencing… and to go with all that you have to have fasten‐ ers,” explains Guy Perry. “So, we have always supplied fasten‐ ers, even though we have not always been known specifically for screws, nails and threaded bar.”

A Perry admits that supplying woodscrews the calibre of TENZ is a step up for the business, in terms of its fastener offer‐ ing. “I think we have been really fortunate to spot this as an opportunity. Others have overlooked TENZ, probably because they have been developing their own screws.

“We didn’t want to just do the same as everyone does. People go to China, or Taiwan, they want this feature and that feature and that’s what they get. I think everyone has done that. We decided we didn’t want to be the same as everyone else or stock a ‘me too’ product. TENZ fell in so well with us and what we are about ‐ doing things differently and better.”

Ian Dunnaker, Sales Director adds: “To me, placing the TENZ Stairs Technology onto a screw is a sea change in the market and the latest evolution in the screw. It’s energy efficient – it really is of its time.

“TENZ has created something that genuinely makes a differ‐ ence to the whole performance of the screw.”

Sold into the US in vast numbers (through Home Depot) the TENZ wood screw is becoming more popular in Europe but has been slow to make its debut in the UK, which is only now just taking place thanks to A Perry, which has been working on tailoring the range to the local market.

FASTENERS AND THE ENVIRONMENT Having screws that are more efficient means less energy is required to drive them, so they have a lighter impact on the environment. And the environmental impact is something that A Perry has been looking ever closer at in recent months.

While many industries continue to resist assessing their envi‐ ronmental impact, A Perry is part of a growing number taking a long hard look at their own practices.

Guy Perry explains: “The environment is big for us in

ECO-FRIENDLY A Perry, driven primarily by Guy Perry, is attempting to promote green values throughout the business everything we do, across the whole organisation, so we’re trying to remove everything to do with plastics.

“If you consider 38 years ago when I started, there was no plastic – we never used a single bit in the whole organisation.

How have we gone from that to where we are now? Especially when you consider that we are selling into the same markets.

“We almost need to turn the clock back to packaging in a simpler way.”

The firm conducted research to see if using less plastic in packaging was a priority for customers. It received mixed messages, with some traditional merchants insisting its customers wanted plastic packaging.

Ian Dunnaker picks up the story: “The research found that end users are not that interested in having plastic packaging so they can see the product. That ultimately endorsed those green values the Perry board has been driving. Our competition often uses boxes with plastic windows, and we can see why they did that…”

Guy Perry adds: “There is a perception in the market that this is what the customer wants but we found that it is not actually the case.”

The research found that end users were more receptive to the idea of non‐plastic packaging, but the firm admits that the drive to remove plastic from packaging has come from the board, with Guy Perry himself the key driver.

Ian Dunnaker adds: “I have been in meetings when Guy has challenged myself and other members of the board or depart‐ ment managers to find ways which are more environmentally friendly.”

OTHER BUSINESS EFFICIENCIES / Automation for SMEs The never‐static Black Country business also has an interest‐ ing project underway in the warehouse. Guy Perry picks up the story: “OrderWise provides our ERP system – which does everything from receiving orders to placing them with manu‐ facturing or the warehouse. We have worked really closely with them over the last six years on making improvements to the warehouse and distribution efficiency.

“Industry 4.0 is driving ecommerce to become the norm. We now manufacture and distribute locally and globally. From order receipt to dispatch, the demand for our processes to be seamless and faster is continuous and louder.

“At Perry we recognised that however fast your front end order processing may be, unless you can increase the speed of your picking and packing process, it negates the benefits of a fast front end, and you will rapidly fall behind in an ever chang‐ ing commercial world.”

By reducing the footsteps taken by its staff as they look for items in the ware‐ house, the firm can speed up picking and delivery, with the development and installation of a robotic system. Guy Perry explains: “The system has robots bring the correct products to staff, who then package the products to be sent out. The robots can travel many miles a day at constant speeds, moving products faster and removing the bottle neck and pinch points of the warehouse.

“Our robots follow a set of defined routes, using guides on the ground. As humans are excluded from this part of the warehouse, there is a lower risk of injuries. Picking errors are dramatically reduced, returns are also minimised, delivering increased satisfaction to our customers and their customer.

“The whole principle is of efficiency throughout. Being an SME with this kind of technology is great – normally it has to be a really big operation to have this sort of tech. This scale is unusual in the UK.” Despite perhaps understandable concerns that robots are taking jobs from people, the UK currently has just 33 robot units for every 10,000 employees, compared with 93 in the US and 213 in Japan. Reportedly, no one has lost their job, but people are now involved in more rewarding tasks.

// Industry 4.0 is driving ecommerce to become the norm. //

CUTTING THROUGH THE SMOKE AND MIRRORS It turns out that there is as least as much ‘smoke and mirrors’ in the world of packaging as there are in wood screws.

Guy Perry says: “We’ve deeply researched packaging. For instance, those strong paper bags some supermarkets use.

They are actually one of the worst things for the environment as they are paper with a plastic lining inside which you can’t separate. They will take thousands of years to decompose. And they have cynically been designed to look environmentally friendly, despite being actually worse than simple plastics are.”

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TERRITORY FOCUS

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UK

INVESTING IN THE BUSINESS A Perry is also looking to drive efficiency in its manu‐ facturing side, which remains a cornerstone. Having acquired DF Smith & Co in 2018, manufacturing contributes around a quarter of the business.

“A lot of our traditional hinges are imported but we have always had manufacturing here on the site.

We produce the threaded bar and now engineered fasteners. It’s something we’re very keen to increase.

We are keen to keep it in the UK and grow.”

Moving to HSBC has unlocked potential invest‐ ment cash for A Perry, with in excess of £7 million now accessible.

The family business has invested significantly in recent years, “We just started looking at the factory again after from a new site to automating production and more investing over £200,000 in automating production over the last couple of years. We have been working of senior employees rise through the ranks from junior roles. with the MTC in Coventry to automate as much as we can in “We are quite good at spotting talent and developing the factory.” people,” Perry says. “It helps being a family business. People And investments have paid off for the family firm. 2016 saw aren’t numbers and we know everyone.

A Perry expand into a neighbouring unit and the firm is “I am proud to be in Sandwell and in confident the move paid off. the Black Country. We are proud to “Without a question,” says Guy Perry, employ people here and I want to “We were stifled on our original site. continue to grow our business and We couldn’t grow and we ran out of employment so we can be part of our room. When our current site came up community. That’s really important for for sale next door to us, we couldn’t us. The plan is that we will double our miss the opportunity. It has enabled us size within the coming four or five to grow, but we have kept the old site years. We never want to stand still.” too. We have someone in there at the Guy Perry concludes: “To be honest, moment, as we have leased it, but the we don’t look at these developments as idea is to redevelop the whole 7.5 acres chances to stay ahead of the competi‐ as one big site in the coming years.” tion. It’s about doing what is right for Moving a business any kind of the company and our team. I want to see us be as efficient as distance presents many logistical challenges, but A Perry’s possible, I want to see us grow and very importantly, that move next door meant that staff weren’t presented with a new growth must be tied to our reduced environmental impact.” commute. Staff are a focus for the firm in terms of develop‐ www.perrytrade.co.uk ment , with opportunities for progress that have seen plenty

// I want to see us grow and very importantly, that growth must be tied to our reduced environmental impact. //

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TERRITORY FOCUS

UK

ADAPT, INNOVATE, DEVELOP… Manchester’s Smith Bullough has a bolt making history that can be traced back over a century. By marrying tradition with modern manufacturing practices while expanding its expertise, the firm has found itself well placed to deal with the current highly unusual situation. Director Tim Garton speaks with Torque Magazine…

Smith Bullough directly exports less than 10% of its turnover, however quite a few of its UK distributor customers export the goods that they sell them.

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P

erhaps like many UK businesses in general, Smith Bullough came into 2020 with a fair degree of positivity.

Smith Bullough Director Tim Garton picks up the story: “The market had been quite sluggish during the second half of 2019 with the uncertainty generated by the Brexit saga.”

With the protracted period of deadlock largely being resolved following the December General Election, the elec‐ torate gave the new government the authority and remit to “get Brexit done”, taking much of the unpredictability of the situation away.

Garton continues: “Returning after the 2019 Christmas break, we were enthusiastic about the opportunities that 2020 would present, but coronavirus appeared and wrecked the budgets of every company in the world!”

Happily for this fastener business, Smith Bullough was well placed going into the Covid‐related disruption: “Although our plans have been shocked, they have not been wrecked. Smith Bullough is in the fortunate position that its business is in the supply of non‐standards and specials in a variety of head shapes, grades and finishes but often in fairly modest quanti‐ ties, and that satisfies the needs of a diverse range of industrial users. Our appeal is often an ability to supply locally‐made goods in a quick time period.”

// Notwithstanding all the issues, we stayed open and continued to forge and manufacture quality nuts and bolts, which is a great achievement from all our employees. // Nevertheless, the pandemic did mean immediate measures were required to operate in the lockdown, Garton explains: “Fundamental charges needed to be implemented to comply with the social distancing and bio security measures required to combat the virus. The measures that we now take for granted under lockdown, we had to develop and put into operation.

“There wasn’t a guide or manual that could be referenced apart from www.gov.co.uk and that was changing daily as the scientists gained knowledge as how best to combat the pandemic.

“Close involvement with all employees was necessary as shielding, self‐isolating and suspected Covid‐19 symptoms manifested into a very scary workplace situation. Notwith‐ standing all these issues we stayed open and continued to forge and manufacture quality nuts and bolts which is a great achievement from all our employees.”

Garton also believes some of the changes – like home work‐ ing and video meetings – have been a benefit and will endure to some degree long after the virus is beaten.

BEYOND COVID Smith Bullough is a high‐class jobbing factory with a wide range of capabilities and an extensive range of products on offer, prin‐ ciples that its Director says put it in good stead.

“It is a great strength Products now have unique bar for us and a benefit for codes to monitor progress our customers as it will, hopefully, allow us to tough out the economic depression that is bound to follow the ending of the generous Furlough scheme.”

Smith Bullough deals with fasteners in carbon, alloy, stain‐ less and exotic materials, with the business largely built on carbon and alloy material fasteners that can then be heat treated to the required grade and then followed by a surface coating or plating, as needed.

In recent years, the firm has developed further into stainless steel, duplex, super duplex and exotic material production following staff training and the recruitment of people with the relevant and required skills. In terms of trends, Garton says Smith Bullough has experienced a greater demand for special sizes of stainless and exotic fasteners, because, he says: “The marketplace understands that we are in a good position to supply their non‐standards and specials in these materials.”

KEEPING LEAN AND THE CARBON FOOTPRINT This fastener business is not just developing in terms of materials expertise either. The last time that Torque spoke with Smith Bullough, we heard how the firm had focused on Lean Awareness workshops and this remains an area that the business is centring on.

“Despite the challenges of the coronavirus restrictions, lean manufacturing and the elimination of waste remain as most

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TERRITORY FOCUS →

UK

important tasks for the business. We have developed a network of KPIs, some with data downloaded in real time directly from our integrated computer software system. These measures are constantly evolving and provide important statistics to assist decision making.

“An important tool that we have developed in‐house and take extreme pride with is the digitalisation of our production process. Product route cards contain a unique bar code and each process is scanned at the start and finish of the operation by the operator, using strategically placed computer data logging terminals. The data captured provides accurate and immediate information on the job that permits quick progress data to be given to customers. Impor‐ tant information collected at this stage feeds KPIs that monitor on time deliv‐ ery, production efficiencies and other important measures.

“Employees in all sectors of our business want to improve perfor‐ mance and deliver improved customer satisfaction and the KPIs assist in achieving this goal.”

That lean philosophy and reduction of waste play into that other hot topic of sustainability. Smith Bullough believes the fastener biz has some way to go to fully embrace the movement.

“Sustainability and the measure‐ ment and reduction of the business generated carbon footprint is of great importance to all. At present there is not much importance placed on it from within the fastener industry sector in UK. If the industry doesn’t begin to get to grips with these issues then the Government will impose measures. Perhaps the CBM & BIAFD can orchestrate manufacturers and distributors and help to lead a sustainabil‐ ity programme for the industry.”

Garton: “Our capability in drilling, especially cross drilling through heads and threads, has improved considerably and we now generate very accurate and precise drilled and chamfered holes. The 2018 influx of ex‐Werneth machines promoted this improvement but it was not an easy development as the drill machines and jigs in most instances needed major mainte‐ nance or replacement.”

Naturally, any further business acquisition interest was brought to an abrupt halt with the advent of the coronavirus pandemic, but – if the project is capable of adding value and concerning non‐standard or special fasteners – then Smith Bullough has an open mind, Torque can reveal.

This year Smith Bullough continues to develop its business, in both the ferrous and non‐ferrous areas, follow‐ ing the purchase of a couple of bar‐fed machines. Garton fills in the details: “The most impressive of the bar‐fed machines is a fully automatic 12 station CNC turning centre with live tooling. It offers a 300mm diameter powered chuck along with a 550mm turned length capacity that can deliver a 10 micron accuracy. We will look forward to showing off this machine, even if social distancing means that it has to be by video link or YouTube!”

Thoughts nevertheless turn back to coronavirus, which has been another great challenge for all industry, says Garton: “Those businesses within the fastener industry who were making bolts in the 1970s, when GKN gave up making bolts, and are still producing now have good reason to be proud.”

He concludes: “Smith Bullough has been in business for more than 100 years and has a proven capability to adapt, innovate and develop. The business has good plans and strategies to further improve the business regardless of the twists and turns that may present themselves in our fastener journey.”

// If the UK fastener industry doesn’t begin to get a grip with carbon footprint issues then the Government will impose measures. //

EXPANDING EXPERTISE Two years ago, Smith Bullough acquired Werneth, which brought about enhancements in the firm’s expertise, says

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Smith Bullough’s production area has been modified to allow for social distancing

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SPOTLIGHT ZAGO

Jackie Luciano, Zago Vice President

“COMPANIES ARE REALISING THEY NEED DIVERSITY” Zago Vice President Jackie Luciano sheds some light on the sealing manufacturer’s ethos and key focuses for the year ahead, while CEO and co-founder Gail Friedberg Rottenstrich discusses her career in the fastener industry so far...

S

ince being born out of the New Jersey Institute of Technology Enterprise Development Center’s small business incubator in 1993, high‐tech sealing fastener specialist Zago has evolved into a fully‐ fledged global manufacturing company.

The firm is active in several industries, in particular the military and aerospace sectors, and has lately seen growth in commercial‐type applications and indus‐ tries such as lighting, commercial vehi‐ cles, robotics and food.

Most recently, the firm’s specialty high‐ tech sealing fasteners have been used in the manufacture of ventilators during the Covid‐19 crisis (more on pg. 18). Medical devices containing a suction or pumping mechanism can benefit from integrating Zago’s sealing fasteners with O‐ring tech‐ nology which prevents airflow leakage and ensures contaminants are sealed out.

The firm’s intention is to make manufac‐ turers who are new to ventilator manufac‐ turing and its supply chain aware of Zago’s capabilities on this front, and to collaborate with them where possible.

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And it’s this engagement and presence within its wider community which defines Zago, says Jackie Luciano, the firm’s Vice President: “Our company is very big on sustainability – it’s not one part of what we do but encompasses everything the company does. Of course, this includes the basics like having a solar roof on our build‐

// Sustainability encompasses everything the company does. //

ing, but it also goes way beyond that in terms of the time we have spent focusing on our relationship with our local community.

“We are very involved with the commu‐ nity, having started education and training programmes, internships, mentorships with students and even training within our own organisation to make sure the company continues to move forward in a sustainable way.”

Zago's work with the local community extends to engaging with future genera‐ tions.. The firm has done a lot of work with local young people to encourage them to pursue a career in manufacturing.

“We have started putting on tours for high school students where they come in for a factory tour and we talk them through all the different types of careers that there are in the industry and the different positions available,” continues Luciano. “We want to engage them and help them to understand what is avail‐ able in their own backyard, what the possibilities are, and what potential careers they could have.”

Zago sealing screws have been most recently used in the manufacture of ventilators during the Covid-19 pandemic

Zago's Hexalobular (6-Lobe) cap screw

This collaborative approach is reflected internally within the company too, through continual training and education for employees as well as updating and improving processes. One of these improvements comes in the form of a recently overhauled website designed to improve customer usability.

Gail Friedberg Rottenstrich (left) and Jackie Luciano (right) at the Women in Manufacturing Summit 2018

“We’re really happy with the outcome,” says Luciano. “We wanted to build some‐ thing that was really easy to use and focused on helping our customers with understanding the products and the industries that we serve, particularly with our product builder and search functions.

So far we have got a lot of great feedback on the website and we have definitely seen customers are liking it and using it every day.”

Looking to the future, one of Zago’s most important focuses remains educa‐ tion, particularly educating engineers further down the supply chain.

“While our products are sold through distribution, one of our key focuses is getting the education on how to use the product, and in which applications, out to the engineers,” Luciano explains. “We have put a lot of effort into our marketing to try to get those messages out there, and we’re going to continue to do that so that those engineers can continue to innovate and come up with different types of equipment.

// One of our key focuses is on education. // “On top of that, we are trying to come up with different sealing products that engineers need, at the same time as they’re coming up with new designs. They may need a different type of fastener that has not been designed yet, and that will be where we come in. We sit with the engi‐ neers, we talk with them, and try to come up with a sealing solution that hasn’t been invented yet.”

According to Luciano, Zago saw a strong start to the year compared to the one prior. However, as with the rest of the industry across the globe, the firm is wait‐ ing to see how this year plays out during these unprecedented times.

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SPOTLIGHT ZAGO

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IN CONVERSATION WITH...

GAIL FRIEDBERG ROTTENSTRICH, CEO, ZAGO How did you get into the industry?

I started practicing law 30 years ago, and my husband and I started the business 27 years ago. He had experience in this industry, so we started working on the business together. I did all the groundwork and the legal side of setting up the company while he did all the initial marketing, and that’s how we got into it.

What tasks would you undertake during a typical day?

As CEO of the company, I focus on the bigger picture and future planning. So, one day I might have a meeting about a marketing campaign regarding capital investments, yearly or five‐year fore‐ casting, and then the next, as the face of the company, I’ll go out to manufacturing industry meetings. I also sit on the board of the New Jersey Manufacturers Extension Programme, and I’ve previ‐ ously gone to Washington to help lobby for manufacturing policy.

I have also testified in front of state senators and assembly people, as well as lobbying Congress.

There isn’t really a typical day because I have a hundred different responsibilities, and every day is different, which is how I like it. I may be dealing with a big picture issue, or management personnel issues, or whether we should invest in this or that machine, for example.

I’m the person that is always looking at the broader economics landscape and our place in it, and the decisions we should be making based on macroeconomic trends, not just what our bottom line is or what our sales were last month.

Do you have any particular career highlights?

In the last couple of years, I have been really happy to have raised my profile in the state. I was chosen to be part of the New Jersey Manufacturing Policy Academy and I went to Washington to meet people from other states to develop national policy on manufacturing, which was a big highlight.

Regarding the company, though, it’s really hard to pick out one single thing. I was really proud when Jackie graduated with her EMBA – I felt like that was a big statement from us about our investment in our people, and I’m proud that we’ve built a strong company that cares about its workers.

What’s your favourite thing about working in the manufacturing industry?

It is so dynamic. Everyday we encounter new things. Because we manufacture for both manufacturers and distributors, we encounter new types of industries and customers, so we really get to see the cutting edge of manufacturing.

What advice would you give to women considering a career in manufacturing?

I would tell them to definitely get into manufacturing because women are desperately needed. We are a very male‐dominated industry and I think all good companies are realising that they need diversity, which makes it a great time for women to get into manufacturing. Women can bring a whole skillset that is neces‐ sary in manufacturing in terms of empathy for how workers feel and more global thinking.

Have you seen much progress in getting more women into the industry?

There hasn’t been tremendous progress in terms of numbers; it is still pretty unusual to see women. However, I think progress has been made in the understanding that more women are needed, so that is why I think it’s a good time for women to get into manufacturing.

There are currently some great women in manufacturing groups, at least on the state level, but everyone has limited time and I think that’s an issue. The women who are in the industry are really over‐committed. Women do tend to step up into these unpaid roles, such as sitting on boards and so on, and then they become really over‐stretched.

What long term effects do you think the Covid-19 pandemic may have on the manufacturing industry in the United States?

I would be surprised not to see a dip in business, but I think that we will rebound by the end of the year. In the US there was a manufac‐ turing recession going on before all this started, but I do not think this is necessarily going to make things worse. I think it’s so much worse for those industries deal‐ ing directly with the public, than it is for manu‐ facturers.

Friedberg Rottenstrich is also the Deputy Mayor for Community Affairs in her town, Fair Lawn, New Jersey, and a member of the Fair Lawn Chamber of Commerce.

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STAY UP TO DATE WITH NEWS, INSIGHTS, ANALYSIS AND OPINIONS FROM ACROSS THE US FASTENER, TOOL AND RELATED INDUSTRIES.

ISSUE ONE THE STATS 1,500 TOTAL VIEWS 25% OPEN RATE VIA EMAIL AUDIENCE > 86% USA, 5% CANADA Torque USA is a digital magazine responsive across desktops, smart phones and tablets, covering the North American distribution market for… > Fasteners, Fixings & Adhesives > Hand & Power Tools > Abrasives & Lubricants > DIY Products > Consumables > Associated products, IT & Support Services > Clothing, Safety & Janitorial Make sure you subscribe to receive the next issue straight into your inbox by going to

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DISTRIBUTOR PROFILE

D&M TOOLS > LET THE CUSTOMER BE THE JUDGE What are the secret ingredients to running tools superstore D and M Tools?

MD Paul Dowding speaks out on stock levels and green business practices, in the second part of his interview with Peter Brett…

D

and M Tools Managing Director Paul Dowding understands well that the vast majority of his customers are knowledgeable tool users. Be they trade professionals or competent amateurs, they appreciate that the quality of the tool will be reflected in the price. The temptations of the internet for cheaper deals will always conflict with the costs of bricks and mortar premises, but for loyal customers, the added value comes from expert advice, a competent and friendly shopping experi‐ ence, repairs, returns and the satisfaction of walking out of the door with your purchase.

Those familiar with the D and M website will have gleaned that despite it being a double‐edged sword in some ways, Dowd‐ ing uses Trustpilot to monitor customers’ experience. Five Star reviews are, for Dowd‐ ing, what is to be expected, but he reads every one. Reviews with fewer stars are the ones that need investigation and Dowding will personally get involved to resolve them.

But five star reviews can also be got from customers who experienced a problem – like the following:‐ “Ordered a Record Power bandsaw from D and M. Order arrived when promised and the delivery man gave me a hand to get it in the garage. There was an issue with the

bandsaw, one of the panels was dented. A quick call to D and M on the Saturday morn‐ ing they said they would get in touch with Record Power first thing Monday morning.

Sure enough they called early Monday

// For loyal customers, the added value comes from expert advice, the competent and friendly shopping experience plus simple repairs and returns. // morning to ask what the issue was. A new panel was sent out and delivered a couple of days later. It’s how you are treated when things go wrong that counts and D and M and Record were excellent.”

I don’t think I can add much to the above except the question “Would an internet‐only company be able to provide such service?”

Longstanding and respectful relationships with suppliers are also key to maintain levels of service. In Dowding’s view, it is no accident that his five ‘best suppliers’ are family run businesses like his own.

Getting the orders right Every shopfloor employee at D and M carries a scanner. This is not for show. The technology is the way of ensuring that the company’s 99.999% accuracy record for picking, packing and despatching is the norm. Online tool purchasing means a wait for the product to be delivered and customers want to open the parcel knowing that it is 100% correct so that they can get on with the job.

Scanning at all stages of the ordering process ensures excellent levels of accu‐ racy, and of course, provides a minute‐by‐ minute update on the state of the all‐important stock levels. Dowding never wants customers to hear the dreaded words “Sorry we are out of stock.” Another D and M motto applies: “The attitude in our DNA should be about getting it right for our customers.”

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DISTRIBUTOR PROFILE

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Green matters As a third‐generation family business based locally, D and M has a smaller carbon footprint than many. Staff can easily get to work on public transport, on bikes or on foot. Indoor bike racks are provided. Dowding tells me that as more practical green options become available he will adopt them, but for the moment, sensible things like recycling and reusing packaging are routinely used. Pallets are returned and recycled and the lighting system in the new warehouse facility uses LED lighting and sensors to manage elec‐ tricity use. The solar panels on the roof of the new building do their bit and the company policy of using electronic invoicing wherever possible, saves a lot of paper and printing ink.

With half an eye cast over the efficien‐ cies made possible by building the new warehouse and offices a few years ago, Dowding admitted to a passion or dream of one day building a new D and M Big Tool Shop that would incorporate showrooms, demo spaces, offices, storage warehouse etc and be as green as the technology allows. I wouldn’t bet against such a scheme even if London space constraints make it a challenging dream to realise.

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The Tool Show at 20 Though it’s hard to predict how the events calendar will look between now and December, 2020 is to be the 20th year of the D and M Tool show held at Kempton Park and so Dowding can rightly be declared a veteran tool show organiser.

// He decries suppliers that allow sellers to work on 1.5% margins that will undermine brand value in the long run. // The show is proven to be a national show, with visitors coming from all over the UK (and Europe) to attend. As Dowding says, they don’t come to the show “to save a tenner” but to watch demos, look at new kit and enjoy the atmosphere of an event that is exclusively about tools of all kinds.

Each year is a hard act to follow because there is limited space at the venue, costs

are always escalating and suppliers’ demands change too. Ideally, what Dowd‐ ing needs is an optimum number of visi‐ tors with a balance of newer and older visitors that are sufficiently interested to return each year.

Suppliers also need to be on board because staffing a three‐day show with keen people is a big ask, on top of the costs of transport and stand space. However, since D and M is recognised by them as a ‘tool specialist’, suppliers continue to sign up. But the bottom line is still that sales must always exceed the costs, or the ‘busy fools’ risk comes into play.

I confess, in danger of exposing a personal bias, that I always enjoy the D and M Tool Show and always find things to engage me. So, it’s not all about the selling.

Is bricks and mortar too risky now?

This question met a robust response from Dowding. He decries suppliers that allow sellers to work on 1.5% margins that, in his view, will only undermine the value of their brands in the long run. Good service and knowledge costs money, as does having stock that you can take off the shelf and hand over to the customer or deliver the next day.

With thin margins, you get thin service, poor delivery and dodgy return policies.

Part of the problem is that internet‐only sellers enjoy favourable tax and business rates and Dowding says that these will have to be addressed if a level playing field is to be created.

Having worked extremely hard to develop his formula for business, it is clear that it is successful, but keeping an eye on trading conditions is also vitally important so that he can react to any changes.

Stock, stock, stock. Bought and paid for I challenge anyone who is interested in tools to walk by the huge plate glass windows of the D and M Superstore in Twickenham without feeling the temptation to go in.

Tools are arranged on shelves and the floor in a bewildering array, with occasional cabi‐ nets and cases for small and valuable items.

The scene reinforces Dowding’s commit‐ ment to having stock immediately available to fulfil internet orders as well as buyers who come to the shop. The demo tools on display allow potential purchasers to handle and compare them and help them make an informed choice. Definitely my kind of tool shop – if only I had the bank balance to match my ambition and desires…

In the long warehouse, neatly stacked boxes and tools are nearly ceiling high, but seemingly not in categories. Chisels could be next to a cordless combi for example.

And what is the ideal storage space for a 3m long plunge saw guiderail or ten big

// D&M is committed to having stock immediately available for internet orders and walk-in customers. // M‐Class vacuums? Whoever does the stacking is very good at space utilisation.

The scanners solve the problem of pick‐ ing the tools quickly, and more impor‐ tantly, accurately, before they are sent for packing. D and M’s systems mean that most items can be despatched for overnight delivery and hopefully, happy customers the next day.

The secret ingredients?

It would be presumptuous for me to say that I now have a complete understanding of how D and M continues to trade very successfully in a difficult market sector. But I would venture that Dowding has given me some valuable insights, some of which are common sense, some inspired, and some based on a comprehensive knowledge and understanding gained over many years in the tool trade. The last one cannot be easily or quickly replicated.

It was clear from our discussion that all aspects of the business are intimately connected and they all need to work together seamlessly for the whole to oper‐ ate smoothly. The right people, treated well, selling the right tools at the right price, that are all available off the shelf, with spot‐on customer service and the guarantee of a swift resolution should things go wrong, all using a custom‐designed IT system that provides minute by minute feedback, are the basics of the operation.

But the rest is firmly in the hands of Dowding himself – I think he is the kingpin with the vision, the energy and the under‐ standing that keeps the D and M operation on the road. www.dm-tools.co.uk

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SHOW PREVIEW TAIWAN HARDWARE SHOW

THE LAST HARDWARE SHOW STANDING? Thanks to Covid-19, 2020 shows have had more postponements and cancellations than an airline in bad weather. The Taiwan Hardware Show is one of a very few that still plans to go ahead, running in October 2020 in the manufacturing heartland…

T

he Taiwan Hardware Show (THS) focuses on Taiwan’s Hand Tools Industry and unsurprisingly will this year include some focus on identify‐ ing opportunities amid crises and how to leverage the resulting opportunities.

Due to the Covid‐19 pandemic, many global hardware trade fairs this year have been postponed to 2021. However, not all countries have fared the same and Taiwan’s success in combating the coron‐ avirus has made it possible for the Taiwan Hardware Show (THS) 2020 to take place as scheduled (13‐15 October) at the Taichung International Exhibition Center.

That makes it the only hardware and hand tools trade show taking place worldwide this year, so says organiser Kaigo and fellow co‐organiser the Taiwan Hand Tool Manufacturers' Association (THTMA).

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Kaigo and THTMA have enjoyed a long‐ term partnership that has seen the scale of the event increase over the years and likewise expand the show’s business opportunities. With Covid‐19 disruption opening the door for businesses to review how and with whom they do business, the show organisers have pledged to highlight Taiwan’s manufacturing prowess.

Taiwan’s handling of Covid‐19 has reportedly meant little disruption to the island’s supply chain and manufacturing industries. For that reason, more interna‐ tional buyers are expected to attend THS, say the show organisers.

During the pandemic, Kaigo has stayed connected with the global hardware industry by contacting international buyers and media via EDM, sharing Taiwan’s successful experience of contain‐

ing the virus while reassuring potential visitors that hardware production contin‐ ues with business as usual. Kaigo has also highlighted the advantages of THS as an optimal one‐stop sourcing platform that facilitates new product displays, business negotiations, and factory visits. Using Taiwan’s impressive performance in handling Covid‐19, Kaigo has dedicated itself to providing the safest and best envi‐ ronment possible for exhibitors and inter‐ national buyers to do business, it says.

OPPORTUNITIES AND RECOVERY THTMA Chairman Hsin‐Te Huang suggested that Taiwan’s hand tools indus‐ try should “seek business opportunities amid crisis, and leverage the opportuni‐ ties to set new records”.

It’s easy to lose sight of the fact that it’s

Taiwan's Hardware Show will modify the exhibition space for 2020 to capitalise on the stay at home phenomenon

// Diversifying outsourcing manufacturing risks are all factors that will be considered, post Covid-19. // not just the Covid‐19 recovery that has caused disruption – and potentially busi‐ ness opportunities. The US‐China trade disputes continue to shape the global supply chain network too. Product orders diverted from China as well as diversifying outsourcing manufacturing risks are all factors that international companies will consider while redeveloping their procurement strategy. As such, the indus‐ try has to plan ahead during the pandemic. Fang‐Wei Hsiao, Coordinator of the Market Development Division at THTMA, explains: “An economic crisis is generally followed by waves of new indus‐ try growth, and the current global situa‐

tion has presented Taiwanese businesses a great opportunity to join the trade show and prove themselves as reliable and trustworthy partners to buyers.”

Being relatively free from the impact of coronavirus, Taiwan’s industries will look to respond quickly to pent up demand of the global market as lockdown restrictions relax internationally. Three metal trade fairs will run in October; Taipei AMPA, THS, and Taiwan International Fastener Show – will take place in Northern, Central, and Southern Taiwan respectively.

Together, the three events are set to demon‐ strate the capabilities and potential of Taiwan’s metal industry to the fullest. THS

kicks off the event series, with a modified exhibition area plan to capitalise on the stay at home phenomenon, featuring Tools & Accessories, Garden & Outdoor Equipment, Locks & Fittings, Building Supplies, and Safety Equipment & Prod‐ ucts. Another three exhibit areas are also in place as the industry recovers, including Automotive Supplies & Accessories, Fasteners & Fittings, and Machines & Plant Equipment. Kaigo is now also launching event services to meet the needs of partic‐ ipants during the pandemic.

For more details email ths@kaigo.com.tw or call Andrew Liu on +886-2-2595-4212 (ext.725). www.hardwareshow.com.tw

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TORQUE PRODUCT SHOWCASE

PECO DOUWES High Strength Friction Grip Bolts, Structural Bolts & more

P

ECO Douwes has a large stock of High Strength Friction Grip Bolts of German origin (August Friedberg GmbH) in stock.

PECO Douwes has everything from M12 up to M36 from stock, and even up to M72 is very quickly available through the company.

Besides HSFG, PECO Douwes also supplies Structural Bolts sets to EN15048 (EN1090) in part thread and full thread, available in ISO 4014/4032 as well as ISO 4017/4032 8.8, hot dip galvanised, from M10 to M39.

The company stocks European materials and production items, fully traceable and certi‐ fied (EN10204 3.1).

If you are you looking for a solid and trans‐ parent partner, PECO Douwes is ready to be of assistance. For further information, contact the PECO Douwes sales team.

LESLEY VINK, PRODUCT SPECIALIST +31 (0) 15- 36.15.213 LVink@pdg.nl www.pd-fasteners.nl

PRODUCT SHOWCASE If your launch plans have been disrupted by unforeseen circumstances this year, Torque can make sure you still reach your audience with the launch of our first Virtual Product Showcase.

SIGN UP AND RECEIVE...

• Dedicated e-shot sent directly to Torque’s database • Inclusion in print and digital editions of Torque Magazine (10,000+ circulation) • Promotion via Torque’s weekly newsletter • Promotion via Torque’s website www.torque-expo.com Help overcome this year’s trade show disruption and bolster your product launches with Torque’s new and dedicated Virtual Product Showcase.

For more details, please contact Harry Whyte harry@torque-expo.com or Claire Warman claire@torque-expo.com or Tom Keenan tom@torque-expo.com or +44 (0) 1727 739160

TORQUE SPOTLIGHT GESIPA

GESIPA LAUNCHES NEW REPAIR SERVICE

F

ast, easy and reliable: Those are the criteria GESIPA established for its setting tool, so that customers could depend on high quality perfor‐ mance. On the occasions when repairs do become necessary, however, GESIPA has launched a new repair service which promises to be fast and easy.

The cost limits and fixed prices for tool repairs, in force since January, were calculated on the basis of experience.

GESIPA has also set a cost limit so customers will not be taken by surprise.

Digital access With the new repair registration service, setting tools can be registered easily and quickly via the website and at the same time customers can benefit from a number of advantages. The user account with personal log‐in data automatically saves the contact data for future repair registrations, and cost limits or fixed

prices are automatically taken into account too. After registration, customers can immediately print out a DHL shipping label and the shipment can be handed over directly to DHL. In the words of GESIPA, the new service is a... “transparent and easy way to simplify future repair registrations and saves time”.

GESIPA develops and produces blind riveting technology as complete systems.

As part of the globally operating SFS Group, the company advises and supplies partners from the specialised tool trade and various industry sectors worldwide.

The German company is experienced in providing bespoke customer solutions by tailoring blind rivet, blind rivet nut and setting tool in optimum ways.

For further information on GESIPA’s new repair service, please go to:

SCAN ME!

gesipa.de/kontakt/reparaturservice/

FAST. RELIABLE. ECONOMIC. • PROCESS RELIABILITY Increased Torque Resistance during the assembly process • FAST Reduction of the costs and the process time per assembly • CUSTOMIZED Different plating is possible ntss depending on corrosion requirements • COMPATIBLE WITH COMPLETE GESIPA® SYSTEMS Joint integrity control possible with process control

BLIND RIVET NUT

Torque Resistant T THE TH LOCKED THREAD FOR ALUMINIUM EXTRUDED PROFILES! A TThe h perfect solution for any application with one-side access to the riveting position w

• ECONOMIC Increasing of the economy in comparison to a hexagonal blind rivet nut

The experts in riveting technologies

GESIPA Blindniettechnik GmbH Nordendstraße 13-39 64546 Mörfelden-Walldorf

T +49 (0) 6105 962 0 info@gesipa.com www.gesipa.com

TORQUE FOCUS NYLON & PLASTIC FIXINGS

SPECIALISTS IN PLASTIC Torque rounds up the latest innovations in the nylon and plastic fixings sector with help from Bülte, Sortacase, pgb-Europe and Don-Quichotte.

BÜLTE Bülte, a specialist in plastic and plastometallic protective and fastening parts, improves engi‐ neering efficiency and the digital experience for its customers with self‐service access and instant 3D downloads.

The company has recently uploaded a brand‐new 3D product catalogue online. Due to instant downloads of 3D models from its site, Bülte improves the experience and efficiency for its customers by The catalogue offers instant enabling them to speed up their 3D model downloads design processes. The new cata‐ logue currently offers 3D models in more than a hundred software formats and versions. of washers, fasteners, bushes, spacers and nuts.

The new 3D catalogue enables Bülte to be in direct Designed to be able to work directly with Bülte contact with its end customers and support them with a customers’ design offices, the references are ready to be personalised service. used right from the product design phases. It allows engi‐ neers to quickly and easily navigate through the Bülte cata‐ www.bulte.com logue to find and download the free 3D model they need,

SORTACASE Sortacase has introduced a comprehen‐ sive brand of British‐produced plastic accessories for fasteners and the broader woodworking industries, under the brand name BRIT‐PAX. The screw caps and other compo‐ nents will be packed in British‐ produced plastic organisers including small compartment cases, small slide off lid organisers and tubs in order to offer 100% British‐ produced assortments.

BRIT‐PAX products will be produced in a wide range of colours to suit many industrial needs from sign manufacturers to vehicle plate fitters, and the wider building indus‐ try. Small bag and bulk cartons will also be available for most of the new range to offer a wide range of supply y options for British‐produced fixings. www.sortacase.com

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The BRIT-PAX range is 100% British-produced

DON QUICHOTTE Don Quichotte’s Electrical Fixings range is all about easy to use, high quality products at competitive prices, in a bid to enable quick instal‐ lation and save time.

The STS and STD fixings are the pillars of this range; when routing a cable, the user simply drills a hole and mounts the cable. Alternatively, Don Quichotte’s KKB fixing is most suitable for mounting cables to the ceiling in narrow spaces.

Meanwhile, the KKS fixing allows the user to mount cables against ceil‐ ings as well as walls.

Additionally, Don Quichotte is aware of the recent legislation change in the UK regarding the requirements of the 18th edition wiring regulations, which state that cable may only be routed by metal clamps. The company has therefore developed a product which meets these requirements: the KKM Metal Cable Clamp.

The KKS Cable Clamp mounts cables to walls and ceilings

www.don-quichotte.nl

pgb-EUROPE Included in the new range from pgb‐Polska, the SMART universal plug XUP comes packed together with screws. pgb‐ Polska is the company’s 8,000 metres squared Poland facility which specialises in manufacturing nylon anchoring systems.

The XUP is a nylon plug made from high quality polyamide PA 6. The plug, with its four expansion zones, ensures optimal and safe anchoring. It expands in solid substrates and forms a strong knot in hollow panels and building materials, making it easy for customers to choose the right plug even if they don’t know what material the wall is made out of. The collar prevents the plug from slipping into the drill hole.

The plug is available in sizes 5mm to 14mm, and there is also a longer version: the SMART UP. Thanks to its strong anti‐ rotational wings on the neck of the plug and the large collar, this is a very suitable plug for panel‐based materials as well as hollow masonry. www.pgb-europe.com

The XUP is available in sizes 5mm to 14mm

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NEWS

BUILDING & CONSTRUCTION INDEX

INDEX FINDS NEW OPPORTUNITIES WITH MS AND SILICONE RANGES Following its rebrand earlier in the year, INDEX has since revealed a significant product expansion with a full range of MS and Silicone adhesives…

“A

Perfect Fixing” was the slogan chosen by INDEX when the manufacturer and distributor of fixing systems rebranded earlier this year.

The Spain‐headquartered business created the slogan to best represent its focus on service and innovation, as well as providing ideal fixing systems for each of its customers’ individual needs.

Alongside the new slogan and logo, the relaunched corporate image also brought gradual changes at all levels of business, including advertising channels, corporate materials and packaging.

At the time, INDEX General Manager Valentín Gómez said: “INDEX has become a world leader in the world of fixing systems through constant streamlining, investment, vision of the future and a clear commitment to offering better service to our customers every day.”

MS AND SILICONE ADHESIVES RANGES Picking up on that theme of innovation, INDEX recently launched two new prod‐ uct ranges, expanding its offer of profes‐ sional products. Developed in response to customer requests, the new line‐up includes a new range of MS adhesives and the other a range of silicones.

INDEX’s new MS Polymer Hybrid adhe‐ sives combine the strength of polyurethane with the insulating properties of silicone, creating a product with high‐performance adhesive capabilities that offers the benefits of both materials. The range consists of three types of adhesives, aimed at different uses:

MS-SF SUPERFAST HIGH TACK FULL GRIP, INSTANT MAXIMUM LOAD MS‐SF Superfast High Tack is designed as an instant‐acting adhesive for the mounting of heavy objects in demand‐ ing situations where fast adhesion with‐ out support is required. It carries a maximum load of 430 kg/cm3 with instant drying in one second. It is suit‐ able for all types of materials (concrete, wood, metal, cork, aluminium, PVC, copper, brick, stone, porcelain, etc) for use both indoors and outdoors. It is available in white. The adhesive is A+ Environmental Certificate and Enviro‐ Cert‐certified.

MS-PR PROFESSIONAL FIXING, MOUNTING AND SEALING ON VARIOUS MATERIALS MS‐PR Professional is a neutral and odourless adhesive sealant with excel‐ lent multi‐material adhesion, particu‐ larly recommended for the fixing and sealing of shelves, roof finishings, gutters, decks, frame joints or structures exposed to vibration, sealing of expansion joints, cisterns, containers and other aluminium elements, as well as for use in the food processing industry, thanks to the product's ISEGA Certification. It is available in white, black, brown and grey. MS‐PR delivers excellent vibration‐resistance with an elasticity of 300% and a maximum load of 150kgs/cm3. It is available in white, black, brown and grey.

MS-TR TRANSPARENT MAXIMUM TRANSPARENCY IN JOINTS Sometimes a clear or visible join is required when mounting fixings to mate‐ rials, including glass, crystal, acrylic, PVC, porcelain, ceramics and other transparent elements. The MS‐TR Transparent has been designed for this purpose and can be used either in or outdoors. It delivers vibration‐resistance with elasticity of 250% and a maximum load of 140kgs/cm3. It boasts environmentally friendly A+ and EnviroCert Certificates.

SILICONES ADHESIVE, INSULATING AND MULTIPURPOSE INDEX’s eange of silicones is available in a variety of colours and properties to suit the needs of each application. All of the silicones are water‐resistant and suitable for use on various materials, making them ideal for the fixing and sealing of joints on a range of surfaces. What's more, all of the products are CE‐marked.

The range consists of four silicone types: Neutral Professional, Neutral SANITAR Professional, ACETIC Universal and ACETIC SANITAR universal.

For more details, contact INDEX directly. www.indexfix.com

INDEX’s new range of MS adhesives cover a broad range of materials and uses

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BUILDING & CONSTRUCTION CASE STUDY

THE MODULAR CONNECTION // The advantage of this construction method is that part of the assembly work is carried out in a company’s assembly hall. //

A

couple from Munich set up a 60 m² holiday home in Gilgenberg am Weilhart, only a few kilometres from the Austrian border. Keen on the look of typical alpine huts, the couple decided to build their house entirely out of wood.

Construction company Edhofer, based in the Bavarian town of Marktl, recommended building the house in modular construction using cross‐laminated timber. The building was divided into two modules, each about 10 x 3.5 metres in length, and several roof elements.

The advantage of this construction method is that part of the assembly work is carried out in a company’s assembly hall, shortening construction time on‐site. For such a small holiday home, components like the insulation and façade were already added in Germany. But Edhofer was not only responsible for the planning and assembly of the shell, but also coordinated the involved trades.

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The carpenters had to take into account the more stringent energy requirements in Austria when planning the building.

Consequently, the ceiling was given an eight‐centimetre‐ thicker insulation with a total cross‐section of 28 cm. There‐ fore, the building now has a minimum heating load of 2 kW, which corresponds to the capacity of a kettle. The carpenters fixed the substructure for the horizontal façade formwork made of larch wood to the solid wood walls right through the insulation. To do so, they used part‐threaded screws from HECO. The screw manufacturer’s HCS design software allowed the carpenters to carry out the timber dimensioning according to Austrian standards with ease.

THE UNIQUE NEEDS OF MODULAR CONSTRUCTION To attach the individual elements such as walls and ceilings, the installers used the HECO‐TOPIX flange head XL screw. Its

Modular construction is among the trending developments of the construction sector. HECO provides details of a (pre-lockdown) cross-laminated timber modular project that used its screws to cope with high load transfers...

special feature is the big flange head, which has a diameter of 22.5 mm and is therefore particu‐ larly suitable for dissipating high loads. “The modules have to withstand a lot when being lifted onto trucks and during transport,” explains wood construction engineer Andreas Edhofer. “Therefore, the connections between the floor, wall and ceiling elements must be absolutely secure. Especially with corner joints, the XL flange head screw has its advan‐ tages, because it ensures greater contact pres‐ sure.” The HECO‐TOPIX flange head XL screw can be quickly and reliably processed with low screwing torque without any need to predrill the components. Where horizon‐ tal forces act and shear forces have to be dissipated – for example, when fastening the interior walls – the carpenters

drove the HECO‐TOPIX‐CC screws in at a 45‐degree angle. Here, the load to be removed is dissipated via the full thread of the screw.

After two days, the shell was bolted together. Following the interior fitting process, the modules were loaded onto the truck and transported to Austria. The construction on‐site showed that the building elements had survived the transport with no issues and the connections held firm even while the components were hanging in the air. Now all that was left was for the individual modules to be interconnected. Just three weeks later, the couple were able to move into their new holiday home. www.heco-schrauben.com

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BUILDING & CONSTRUCTION CELO

SMALL THINGS DO MATTER 14 months on from rebranding under the CELO Group name, David Serra, Corporate Digital Marketing Manager, tells us how the Spain-headquartered fixing and screw manufacturer is adapting to the changing digital requirements and expectations of the fixing market…

One year on, has the process of rebranding You ran a competition to celebrate the rebranding based achieved all the objectives it set out to? around the ‘small things matter’ phrase, which is very CELO is a humble privately held company born in 1963 as a appropriate for the fixings and fasteners industry. Can result of the ideas of Mr Ceravalls and Mr Lopez who believed you tell us a bit more about that? that very small details in a small screw can make a big differ‐ Since we launched our new branding we’ve received a lot of ence in the installation costs and the performance of the final good comments regarding our new motto. It may look silly product. Through the years, CELO has built a strong team of or just obvious among professionals of our industry but it’s professionals, developed new products, invested in machinery still surprising how many of our customers who are in other and warehouses and expanded to industries perceive our product international markets. Our facto‐ as a pure commodity. ries in Spain, Germany, China and CELO is proud of launching the USA have allowed CELO to innovative products every year offer our technology screws and to the market and helping engi‐ // It's still surprising how many fixings in about 100 countries neers of industries as diverse as around the world. automotive, household appli‐ of our customers who are in Back in 2018, CELO was facing the ances or toys optimise the over‐ other industries perceive our new challenges of the digital era and all cost of their production with we needed to step up our communi‐ our expertise. Here’s where the product as a pure commodity. // cation and branding to achieve ‘Small Things Matter’ makes them. With this objective in mind we sense for CELO. When we unified the name of all our products launched our branding we into one strong international brand, found this very relevant for our CELO. As in all rebranding product and market and we campaigns, there are challenges to overcome and we wanted to knew that the power of this message relies in the efforts that reassure our customers that the quality of our products and we make to accomplish it. Through the exchanges and time services remained the same. At the same time, we wanted to we extended our vision to our partners and then to our strengthen our branding with the values and the vision of the clients, because we know that there are exceptional people company, today backed up by our motto ‘Small Things Matter’. who work hard every day to make their contribution to design One year after, we are proud of our achievements. Our branding innovative products, to build new buildings or just to excel in shines in the shelves of our retailers, our omnichannel campaigns whatever their job is. With this campaign we are not only cele‐ are more efficient, our employees promote the values of the brating the anniversary of our new branding, but we also company and our customers benefit from a stronger brand. honour those that make small things to build a better world.

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CELO's 'small things matter' rebranding is reflected across digital channels as well as in showrooms and events

CELO is clearly putting more emphasis on digital and using digital channels – can you explain the thinking behind that?

Is it about making CELO ready for the future, or in response to seeing customers themselves using digital more, or the way you see the industry heading, or a combination?

Absolutely, CELO is facing a big transformation through digital.

Beyond the perks of globalisation, technology and the rise of new applications, CELO handles innovation with a heavy emphasis in providing customer value, this is especially possi‐ ble with the new digital ecosystem. Since my arrival to the company in June 2017, we’ve been building our digital land‐ scape enabling the company to answer our customer’s new requirements. In this sense we have launched nine new websites in 11 different languages, allowed faster communication exchanges with customers through EDI, developed a PIM for higher product management and easier integration with customers and digitalised customer services for better customer experience among other activities. But we have also been developing new digital tools building our future, such as an inverted referral program in order to accompany our construction retailers to increase loyalty and sales, or an online 3D download module to support application engineers with their product designs.

Can we expect to see more changes and investments in terms of digital and technologies going forwards for CELO? Definitely. CELO is investing in the digital transformation by

adding new online services and looking for innovative solu‐ tions that save time and costs to our customers. With the international expansion in mind, an increase of our digital presence whether through our digital channels or through earned media is to come.

In the last two years we have already doubled the amount of website visitors, indexed our products in all the main search engines and ecommerce portals, increased our branding awareness and developed pure online campaigns.

We are highly engaged in providing customer value and we know that the future turns around dated business models and personalised omni‐channel experiences. CELO will keep a focus on digital technologies that help us achieve our objectives in that matter.

The digital transformation of an indus‐ trial company isn’t a walk in the park.

Transforming industrial companies is a challenging job that requires digital knowl‐ edge, strategic vision and perseverance.

Today we live in a very noisy world with new challenges and new opportunities. We are seeing big moves in other sectors where established compa‐ nies lose power in front of emerging ones. CELO is investing in talented professionals with digital skills who will contribute to the development of the company and to reshape the industry. www.celo.com www.celofasteners.com www.celofixings.com www.thesmartclamp.com

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market

LOOKING TO ‘THE NEW NORMAL’ Viewpoint from Will Jones, Chief Operating Officer of the British Home Enhancement Trade Association (BHETA)

L

ast time I looked at the market for Torque, discussion was all about post‐election Brexit certainty. It goes without saying that the situation has changed – in a way that was previously unimaginable.

According to BHETA’s weekly Covid‐19 financial update for members from the last week in May, produced with GlobalData, the forecast for growth in DIY and garden expenditure for 2020 has again fallen back despite the gradual re‐openings. The predicted figure is now minus 14.1% – from £11.4 bn to £9.8 bn compared to 2019. This is a deepening of the forecast downturn.

Having said that, DIY and garden, including tools and all asso‐ ciated products, have been protected from the worst of the nega‐ tive financial impact, compared to other areas of home enhancement – and it is true that some BHETA suppliers are seeing booming sales. Nevertheless, latest predictions quoted by the CBI at a recent BHETA webinar suggest that the crisis will not be followed by an immediate bounce–back. The graph of down‐ turn and recovery is more likely to be U‐shaped than V‐shaped.

So, besides accessing the financial help available and ‘manag‐ ing for survival’, what can the sector be doing to plan for the aftermath? It is difficult to look to the long term when the present is so challenging, but BHETA’s GlobalData research does have some clear pointers.

The reawakening in consumer interest in home and garden improvement is one. During the lockdown so far, 59.8% of consumers have been inspired to refresh their homes, largely due to the extra time available. Decorating kitchens, living rooms, master bedrooms and bathrooms is big; but the biggest area of consumer purchase has been in garden products. With a disinclination to travel far likely to persist even after lockdown, this upsurge in indoor and outdoor DIY may level off, but it is unlikely to go into reverse. In fact, a third of consumers surveyed

by GlobalData say they are looking forward to doing even more home and garden shopping after current restrictions are eased.

Another shift worth acting upon is the fact that for many consumers, how and where such purchases take place may have changed forever. Online shopping is rising among both DIY and

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garden shoppers – 15.1% more online spend on gardening; 13.3% more online spend on DIY. This runs across all platforms from Google to eBay to Amazon; to big DIY retailers having to implement ecommerce queuing systems, to click and collect at smaller independents. The challenge for online in our market‐ place has always been the consumers’ liking for trying out tools before purchase – feeling weight and testing comfort. Post‐Covid, however not only will many shoppers feel wary of this, they have discovered that it is possible to purchase successfully via a website. Figures suggest that this could be a permanent shift.

This is not to say that person‐to‐person purchase will not continue to be the most significant part of this market. Even here however, consumer criteria for choosing one product or retailer over another are likely to have changed permanently.

Firstly, consumers are likely to purchase less overall – either because income is depleted; or other issues are now more important; or because it is possible to ‘do without’. So, purchases will be more considered. This includes an increasing preference for products sourced from the UK or Europe as opposed to from further afield. There is also a return to favour for smaller and more local shops, which are perceived as a ‘safer’ environment.

Also, numbers of parents have discovered that DIY projects can be good for families; and the trend is for involving children in projects. All food for thought.

Success whether now or in the future depends on the individual business’ ability to respond to change, and changing circumstances in terms of manufacture, logistics and routes to market. We have seen a rediscovery of DIY and gardening which goes beyond the core consumer profile; and the positive trend for online will undoubtedly persist. This is the ‘new normal’ and we must all look to the opportunities as best we can.

For more information on market statistics, GlobalData and BHETA webinars visit www.bheta.co.uk or contact Member Services on 07946 078566.

OPINION WEBSITE TRADING

HOW TO EFFECTIVELY SELL ONLINE Strong foundations are key for those stepping into online trading for the first time.

OGL lays out the basics of diversifying your sales strategy with ecommerce…

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dopting a multi‐channel sales strategy – where you sell across multiple physical and digital platforms including ecommerce websites, marketplace channels, bricks & mortar and sales reps – can help wholesale businesses increase their routes to market. Without an online presence, distribu‐ tors and merchants can find themselves at a disadvantage to their competitors as B2B customers’ demands are changing.

B2B buyers expect self‐service, digital options at every stage of the sales cycle – from research to purchase. No matter the size of your business, or the industry you’re in, creating an ecom‐ merce website is a great way to future‐proof your business.

START BY LAYING GOOD FOUNDATIONS The success of any project is to start with strong foundations as this gives you a solid structure to support the core running of your business and it’s the most effective way to future‐proof your company. The foundations of a successful multi‐channel sales strategy start with technology. Even for smaller distributors and merchants, starting with a business management system to automate and digitalise core business processes will eliminate the extra admin work that comes with expanding your routes to market and enables you to focus on business development.

An ERP system manages your incoming orders in one central system, removing the need to manually duplicate order entry to keep on top of your stock levels, finances and customer accounts. ERP Software will also connect your pricing, product information, stock levels and customer account data so you can provide efficient, cost‐effective, streamlined service.

CUSTOMER SERVICE IS JUST AS IMPORTANT ONLINE Once your foundations are in place and you’re prepared to manage online orders, you need to set up your ecommerce website with your customers’ purchasing journey in mind. To increase conversion rates your website needs to not only be visually pleasing but also easily navigable, so we’ve put together our top five tips for creating an ecommerce website that converts.

1. Product structure It’s best to start with your product data as this will set the structure of your website and is the biggest thing to affect your customers’ experience on the site. Most distributors and merchants have hundreds of products with multiple variants, which creates an extensive

product category structure. When structuring your product data, try to imagine what you’d search for when buying that product online and group products in a way that suits your audience and product types.

2. Simple Check Out The key to increasing conversion is to make placing an order as easy as possible. Keeping a minimal number of clicks to check out is key for a seamless order experience. Think about adding a pop‐up side bar checkout feature so customers can easily see what they have in their basket and proceed to check‐ out in one click.

3. Promotions & Pricing Successful multi‐channel selling gives the customer the same experience no matter how and where they purchase from you, so it’s important to offer your customers, especially your exist‐ ing trade accounts, the same promotions and special pricing no matter where they buy. This is managed with ease with an integrated ERP system as all customer pricing and promotions can be synced so the price online is the same as your trade counter and with your sales reps on the road.

4. Clear and Recognisable Branding Consistent and clear branding increases reputation and helps to present a unified and professional operation. Display your logo, brand colours and products in the same way across all your channels so customers can easily recognise your company and feel confident in purchasing from any channel.

5. Customer Portal In a B2B world, an online customer portal on your ecommerce website is just as valuable as selling your products online.

Customers can check account details, view invoices and place reorders all from a self‐service account portal helping to improve customer service and reduce admin tasks from phone calls to the office.

Start effectively selling online Investing in technology and selling online is essential for stay‐ ing competitive in the distribution and stockist industry and creating an ecommerce website has huge business benefits for businesses of any size. By starting with an ERP system, you can reap the benefits of selling online and continue to run a smooth, efficient operation.

OGL Computer is the technology partner to over 1,200 busi‐ ness across the UK and the author of OGL Software solutions, fully integrated ERP systems designed to help wholesalers, distributors and merchants buy better and sell smarter. OGL Software provides industry‐focused solutions developed to make businesses more efficient and competitive by streamlin‐ ing their stock management, automating their business processes and optimising their order processing. www.ogl.co.uk/software

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TORQUE FOCUS WEBSHOPS, IT SOFTWARE + SERVICES

INVESTING IN DIGITAL In a world which is becoming increasingly digital, Torque explores the recent developments in software and e-commerce which are making customer experiences online more seamless…

S&P SOFTWARE CONSULTING According to general construction requirements, struc‐ tural facilities are to be designed and erected in such ways that public order and safety are not endangered. There‐ fore, building products or construction methods which meet the legal requirements of stability and usability, must be used exclusively.

The proof of stability and usability is often provided by the European Technical Assessments (ETAs). The multi‐ tude of assessment approaches regarding different versions of what is considered ‘up‐to‐date’, supplemented by publications in technical periodicals, confronts the planning engineer with the problem of always having to know the latest 'state of the art' and applying it liability‐ relevantly in the daily planning process; a challenge which cannot be mastered without the help of calculation and design software.

S&P continues to offer a wide range of BIM‐ready soft‐ ware solutions individually tailored to the needs of the building products industry which deliver the guarantee to always apply the current state of the art. According to S&P, these are essential tools for planning engineers and offer the building products manufacturer an effective and sustainable means of customer loyalty by ensuring that the product range is applied adequately, and liability minimised. www.sup-scs.de

STAFA Stafa is in full development, with the company’s website being recently renewed right down to the last pixel. Stafa is particularly proud of its new branding and behind‐the‐ scenes innovation, with the following to be launched throughout 2020: New e-shop with faster processing time and focus on carefree ordering through real-time access to stocks, prices and orders.

Renewed ERP system.

New Warehouse Management System (WMS) which allows the firm to better support its customers through faster order picking, packaging and shipment.

Updated Human Resources Information (HRM) system to further streamline the company’s internal processes and, naturally, benefit service.

With these changes, Stafa is optimising its organisation on many fronts and preparing the company for the future with faster and easier ordering and higher level of service. www.stafa.nl

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ACHILL FASTENERS According to Achill, the big task faced by everyone in retail business today is to be available, and useful, around the clock.

Nowadays, digitalisation makes trades and data exchanges even faster, which is why Achilles Seibert counts on an effective and customer‐friendly web shop and flex‐ ible EDI‐connections.

The user interface of the company’s webshop is clearly structured, with customers able to select all search param‐ eters step‐by‐step using the drop‐down menu to find the information they need.

Customers can find and receive data such as available quantities, weights and packaging units, headmarks, stack prices, inbounds and more. They can then convert their compiled shopping cart into an order.

Achill prides itself on offering the opportunity to develop effective and indi‐ vidual EDI connections with its customers, working with them to grow and face the various challenges of the market together. www.achill-fasteners.com

VIRTUAL SHOW REVIEW TAIWAN EXCELLENCE

VIRTUAL SHOWS BUT NOT AS WE KNOW THEM

Hopping on a plane to visit factories and shows in person to see new products and developments became challenging and then virtually impossible in 2020. In lieu of those, Taiwan Excellence brought innovations in hexagonal nuts and pneumatic wrenches to international customers in their own offices and homes…

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etting your hardware and fastener products and innova‐ tions in front of potential customers was a slightly unusual affair in 2020. In practice, the actual show calen‐ dar bore little resemblance to the year’s planned events and thanks to a lack of alternative, there was a far heavier push towards using online to showcase goods and services to existing and new clients.

While the industry’s shows have been shaken they will not have been significantly stirred – they will be back as soon as the appetite for face‐face meetings return, social distancing or vaccine depending. But it seems safe to predict that this unexpected flirt with digital will develop into a long‐term online relationship.

One solid example of digital providing an alternative to cancelled physical shows was Taiwan Excellence, an Industry Press Conference followed by a virtual online exhibition.

Over 170 buyers and media personnel registered for the online Taiwan Excellence Fastener Industry Press Conference.

In total, more than 400 viewers attended the online event, which focused on four winners of the Taiwan Excellence Award, which were Jing Fong Industry C, Medical Intubation Technol‐ ogy Corporation (Mitcorp), Sheng Tai Brassware Co (Justime) and Air Tools Co (Airboss).

Run by the Taiwan External Trade Development Council (TAITRA), the conference and exhibition were designed to showcase new tech from Taiwan. According to TAITRA, viewers included renowned media such as MM from Poland, International DIY from Germany, MTM Subfornitura magazine & Ferrutensil from Italy, Metal Industry Media from Japan, Fastener Eurasia Magazine from Turkey and others. Notable buyers included famous fastener companies Eurofix Srl & Fontana Gruppo from Italy, Böllhoff GmbH from Germany and BRYMOREX SP. Z O.O. from Poland.

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THE HARDWARE, FASTENER AND HAND TOOL INNOVATIONS HIGHLIGHTED AT THE VIRTUAL PRESS CONFERENCE INCLUDED > 1. JING FONG INDUSTRY CO LTD Prevailing Torque Type Hexagonal Nuts with Flange Jing Fong’s new take on the standard nut‐and‐thread design improves contact tightness without stripping the threads, allow‐ ing for “extraordinary” anti‐loosening and anti‐vibration ability.

This leap forward in driver safety has prompted German auto‐ manufacturer Daimler to use the Jing Fong nut technology in their luxury Mercedes Benz automobiles.

Browsing products at shows, virtual-style > Taiwan Excellence is forging a new path in the brave new world of virtual trade shows.

2. MEDICAL INTUBATION TECHNOLOGY CORPORATION X2000 HD Videoscope This videoscope series have already been exported to the United States and more than 20 countries in Europe. The technology, which was originally used in medical endoscopy, allows auto and aircraft repair technicians to see the inside of an engine and diagnose problems, saving disassembly time and avoiding related maintenance risks. For example, the maintenance personnel at the Ferrari Maintenance Factory in Italy took out an industrial endoscope and extended the thin tube at the front end into the engine to investigate the fault through the screen.

These videoscopes account for $4 to 7 million USD in revenue for Medical Intubation.

3. SHENG TAI BRASSWARE CO., LTD. JUSTIME YES 2 Single Handle Wall-Mounted Basin Mixer Recipient of the “2020 Taiwan Excellence Award” and the “2019 Red Dot Award,” Sheng Tai’s modernised faucet is designed as a Y‐shaped geometric column with agile lines and circles, forming a perfect ratio. Free of past design shortcomings, it provides an aesthetically pleasing appearance and a new handle design using metal cutting techniques to increase the holding torque.

4. AIRBOSS AIR TOOLS CO LTD Air Discharge Adjustment Pneumatic Wrench Dispensing of the need to set up additional control switches, this high‐quality, newly developed pneumatic wrench effectively solves the shortcomings and limitations of those pneumatic tools which lack the ability to change speed and torque once they are powered up. The pneumatic has many applications, such as for manufacturing and assembling vehicles, trains and bicycles to increase production capacity.

You can still catch up with the press conference via the Taiwan Excellence Facebook page www.facebook.com/TaiwanExcellence.en The online exhibition remains available to visit www.taiwanexcellence.org/en/smart_machinery so not only do you not have to leave your office (or home) to visit this particular show, you can also choose when to ‘visit’.

For more details, head to www.taiwanexcellence.org/en

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2020 FEATURES JANUARY (enhanced digital)

JUNE/JULY (enhanced digital)

Online catalogues, brochures and webshops Stainless steel fixings and fasteners* HVAC fasteners and tools IT services, software and e-business* Video Q&A

FEBRUARY (print) Rivets, rivet tools and rivet technology* Machines and Tooling Building & Construction > Wood, chipboard and decking screws TERRITORY FOCUS > Taiwan

MARCH (enhanced digital) Hexagon and socket screws Electrical supplies Coating and plating* Workwear, PPE and safety* Storage and work cases Video Q&A

JUNE (print) Fastener distribution special Aerospace fasteners and tools Sheet metal fasteners and tools Nylon and plastic fixings and fasteners* Power tools and accessories* Drill bits IT services, software and e-business* Building & Construction > High tensile (HT) and bolt assemblies TERRITORY FOCUS > UK

Wood, chipboard & decking screws* Abrasives and cutting tools* Automotive fasteners and tools* Video Q&A

JULY (print) Nuts, washers and locking systems Apprenticeships, training and young industry rising stars Tools > Made in Germany Workwear > Gloves Rail Fasteners Building & Construction – ETAs and Accreditations SHOW PREVIEW > International Fastener Expo 2020 (Extra distribution at the show) SHOW PREVIEW > InnoTrans TERRITORY FOCUS > Netherlands & Benelux

AUGUST (enhanced digital) Plugs, plasterboard and cavity fixings Special fasteners Janitorial supplies > Wipes, cleaners, sprays, etc Video Q&A REGION SPOTLIGHT > USA

SEPTEMBER (print) Fastener manufacturing special Stainless steel fixings and fasteners* Torque tools (torque wrenches, etc) Workwear, PPE and safety* Building & Construction > Anchors SHOW PREVIEW > FF Italy SHOW PREVIEW > STAFDA 2020 TERRITORY FOCUS > Germany

OCTOBER (enhanced digital) Nylon and plastic fixings and fasteners* Rivets, rivet tools, rivet technology* Power tools and accessories* Video Q&A REGION SPOTLIGHT > Poland

NOVEMBER (print) C-parts, logistics and Kanban Automotive fasteners and tools* Abrasives and cutting tools* Inspection and quality assurance Hand tools and accessories Oils, sprays and lubricants Coating and plating* Building & Construction > Adhesives, Tapes, Sealants and Fillers TERRITORY FOCUS > Turkey

REGULAR FEATURES TORQUE TESTED Product reviews (every issue, print & enhanced digital) PEOPLE & RECRUITMENT NEWS WOMEN IN FASTENERS & TOOLS BUILDING & CONSTRUCTION

Submit an article or idea for consideration to jonathon@torque-expo.com *Key features will run across print and enhanced digital in a combined package

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A Perry & Co Ltd I Threaded bar I Engineered fasteners I Hardware/architectural ironmongery I Chain & rope I Fasteners & fixings T +44 (0)1384 414001 E sales@perrytrade.co.uk W www.perrytrade.co.uk

Abbott Fasteners Ltd I Stocked Imperial & Metric I All metal locking nuts including Vargal Philidas Stover I Largest stock of Genuine Helicoils in the UK T +44 (0) 1268 532 434 E sales@abbottfasteners.co.uk W www.abbottfasteners.co.uk

ADI Supply Ltd Achilles Seibert I Hexagon socket screws/bolts I Hexagon head screws/bolts I Special/drawing parts T +49 4193 8955 E info@achill-fasteners.com W www.achill-fasteners.com

Apex Stainless Fasteners Ltd

Atlas Copco

I Carpentry wood screws I Carpentry wood spacer screws I Carpentry wood terrace screws

I Stainless steel fasteners & fixings I Aerotight nut I Stainless steel screws/nuts I Stainless steel washers

I Assembly Tools & Solutions I Material Removal I Bolt Tightening Solutions I Air Motors, Hoists & Trolley I Service Solutions

T + 39 (0)382 810280 E sales@ambrovit.it W www.ambrovit.it

T +44 (0) 1788 537979 E sales@apexstainless.com W www.apexstainless.com

T +44 (0) 845 601 0001 E toolsuk_info@uk.atlascopco.com W www.atlascopco.co.uk/tools

Ambrovit Bolts + Screws

I Resin anchors I Shield anchors I Through bolts I Window frame screws I CFA approved tester E sales@adisupply.co.uk W www.adisupply.co.uk

Avon Stainless Fasteners I Marine products I Stainless fasteners I Stainless steel semi-standard T +44 (0) 117 972 8560 E sales@avonstainlessfasteners.co.uk W www.avonstainlessfasteners.co.uk

Bülte GmbH Kunststofferzeugnisse

Bolt World Fasteners Ltd I Stainless Steel Fasteners & Fixings I Threaded Bar I Security Fasteners & Fixings I Wood/Masonry Screws I Electrical Cables

Bonut Engineering Ltd

I Nylon screws I Nylon nuts I Nylon washers I Nylon bushings I Nylon spacers

Castle Clothing

I Engineers Stud I Engineers Collars I Engineers Keys I Customer Special Fasteners

T +44 (0) 1375 767 780 E sales@boltworld.co.uk W www.boltworld.co.uk

T +44 (0)161 430 4000 E sales@bonut.co.uk W www.bonut.co.uk

T (+49) 02591 / 91 94 - 0 E info@bulte.de W www.bulte.com

T +44 (0) 1986 872787 E sales@castleclothing.co.uk W www.castleclothing.co.uk

I Tuffstuff Workwear I Blue Castle Workwear I Fortress Workwear I Fort Safety Footwear

Deligo

DS Fasteners Ltd

I Wedge nuts I Channel nuts I Wire suspension systems I Heavy and light duty fixings I Electrical accessories

Dereve I Safety Valves I Fusible Plugs

I All metal self locking nuts I Fine pitch nuts I High grade nylocs I Serrated flange bolts I Stover nuts

I Sealants & adhesives I Building chemicals I Landscaping I Tapes

T +44 (0) 1384 824100 E sales@deligo.co.uk W www.deligo.co.uk

T +44 (0)161 430 4000 E sales@bonut.co.uk W www.bonut.co.uk

T +44 (0) 1842 763 000 E nuts@dsfasteners.co.uk W www.dsfasteners.co.uk

T +44 (0)113 240 3456 E everbuild.salesoffice@uk.sika.com W www.everbuild.co.uk

Everbuild Building Products Ltd.

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Hafren Fasteners Gesipa Blindniettechnik GmbH

HARRISON & CLOUGH LTD

I Socket screws: Unbrako, Holo-Krome, Durlok I Philidas: Steel and stainless steel

I Blind rivets I Blind rivet nuts I Automatic riveting I Blind rivet tools I Setting process control

I Security fasteners & fixings I Bespoke special security fasteners I Security fastener tooling & accessories I Security fencing bolts

T +44 (0) 161 336 2631 E sales@franciskirk.com W www.franciskirk.com

T +49 (0) 6105 962 0 E info@gesipa.com W www.gesipa.com

T +44 (0)1686 621 300 E info@hafrenfasteners.com W www.hafrenfasteners.com

T 0844 571 22 22 E sales@harclo.com W www.harclo.com

Kebrell

NE Fasteners Ltd

I Fasteners & fixings

I Fasteners I Fixings I Sealants I Adhesives

I Commercial fasteners & fixings I Automotive fasteners I Flange joint sets I Specials to drawing I 20,000 tonnes of stock

I Furniture Fasteners I Woodscrews I Kitting I Decking Screws I Drywall Screws

T +44 (0)1902 491 122 E icon@icon-fasteners.co.uk W www.icon-fasteners.co.uk

T +44 (0)20 8943 1800 E jcpenquiries@owlett-jaton.com W www.jcpfixings.co.uk

T +44 (0) 121 526 6049 E kebrell@kebrell.co.uk W www.kebrell.co.uk

T +44 (0)121 559 8866 E nefasteners@aol.com W www.nefasteners.co.uk

OBTEC GmbH

OGL Computer

Owlett Jaton

I Welding-studs I Cold-forming parts I Bolts I Screws I Rivets

I Fully Integrated ERP Software I Warehouse Management System I eCommerce Integration I Cyber Security I IT Solutions

I Fasteners & fixings I Abrasives I Sealants & adhesives I Agricultural & building I PPE & workwear

T +49 2373/89-1236 E wennrich.stephan@obtec.eu W www.obtec.eu

T +44 (0) 1299 873873 E enquiries@ogl.co.uk W www.ogl.co.uk

T +44 (0) 1785 826167 E ojtinfo@owlett-jaton.com W www.ojtrade.co.uk

Francis Kirk Group

JCP Construction Products

Icon Fasteners

Lederer GmbH I Stainless steel fasteners I Special parts by drawing I C-parts management T +49/2333/8309-0 E info@lederer-online.com W www.lederer-online.com

Harrison & Clough Ltd I Fasteners & Fixings I Hand Tools I Power Tool Accessories I Industrial Consumables

pgb-Europe nv Albert Pasvahl

Performance Fasteners Ltd.

I Set screws I Plugs I Knurled thumb screws I Hexagon screws/bolts I Special scews

I Specialist UK manufacturer I Socket Screws & Hex Screws I Turned Parts To Drawings I All Exotic Materials I Full Traceability Certification

I Bolts & Nuts I Wood, chipboard and decking screws I Light duty anchors I Heavy duty anchorss I Chemical anchors

Precision Technology Supplies

T +49 [0] 40-53 28 52 – 0 E info@pasvahl.de W www.pasvahl.de

T +44 (0) 121 525 1137 E sales@pfluk.com W performancefastenersltd.co.uk

T +32 9 272 70 70 E info@pgb-europe.com W www.pgb-europe.com

T +44 (0)1342 410758 E info@pts-uk.com W www.pts-uk.com

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I Stainless steel fasteners and fixings

Smith Bullough Schäfer + Peters GmbH

Peter Schröder GmbH

Smith Bullough

I Screws I Nuts I Washers I Bolts I Stainless steel

I Inch Sized Fasteners I USA Fastener I MS – AN – Na I ASTM Standards I Special Screws and Parts

I Blanks and finished stock I Metric and inch in all grades I Non standard bolting I Special forgings I Stainless and special alloys

T +49(0)7941 6094-0 E info@schaefer-peters.com W www.schaefer-peters.com

T +49 713299600 E info@schroederschrauben.de W www.schroederschrauben.de

T +44 (0)1942 520250 E sales@smithbullough.com W www.smithbullough.com

Sheh Kai Precision Co., Ltd. I Hammer Drill Bits I Bimetal Concrete Anchors I Carbon Steel Concrete Anchors I Bimetal Screws I Stainless Steel Screws T 886-7-622 5669 E info@shehkai.com.tw W www.shehkai.com

Our part in every solution

Star Fasteners

I Design software for anchoring I Structural timbers I Installation systems I Reinforced concrete

Stainless Threaded Fasteners I Fasteners & fixings

I Huck Lockbolts & Blind Structural Fasteners I Associated Tool Hire, Service & Repair I VVG / Rivdom Tool Distributor I Fasteners & Fixings I Sealants & Adhesives

T +49 341 4424610 E info@sup-scs.de W www.sup-scs.de

T +44 (0)1902 499 213 E enquiry@stf-fasteners.co.uk W www.stf-fasteners.co.uk

T +44 (0) 115 932 4939 E sales@starfasteners.co.uk W www.starfasteners.co.uk

®

S&P

Taiwan Precision Fastener Co., Ltd.

Supply Technologies I Southco rotary latch systems I Southco electronic access systems I Cam & compression latches I 25,000 product lines T +44 (0) 1384 265999 E sales.midlands@supplytechnologies.com W www.supplytechnologies.com

fasteners

tools

distribution

I Patented Screw I Wood Screw I Mill Point Self-Drilling Screw I Self-Drilling Screw I Self-Tapping Screw T +886-7-616-2089 E sales@taiwan-precisionfastener.com W taiwan-precision-fastener.com

The Insert Company (UK) Limited I Zinc alloy inserts I Steel inserts I Brass threaded inserts I Furniture connectors I Special turned parts T +44 (0) 121 4397329 E sales@theinsertcompany.com W www.theinsertcompany.com

TOBSTEEL GmbH

I Daily news website I Weekly email newsletter I 5 print magazines a year I 5 digital magazines a year I Events I International reach T +44 (0) 1727 739 160 E info@torque-expo.com W www.torque-expo.com

I High corrosion resistant fasteners & fixings I Stainless steel A2, A4, 1.4571, 1.4462, 1.4529 I 1.4462 (DUPLEX), 1.4529 (HCR) I DIN 125, 127, 439, 912, 931, 933, 934, 976, 980, 985, 1587, 6334, 7991 T +49 (0) 7941 6073-0 E info@tobsteel.com W www.tobsteel.com

I Bolts/Structural bolts/HV bolts I Nuts I Washers I Screws I Threaded rods T +31 495 599 888 E info@stafa.nl W www.stafa.nl

Tite-Fix Ltd I Wood Screws I Decking Screws I Construction & Engineering Screws I Specialist & Bespoke Screws I Screw-Tite® T +44 (0) 844 571 0003 E sales@tite-fix.co.uk W www.tite-fix.co.uk

PROMOTE YOUR BUSINESS

magazine

TORQUE MAGAZINE

Stafa

Volt Industrial plastics I Nylon products I Plastic fasteners I Plastic nuts I Plastic washers I Plastic spacers T +1 (870) 449-8027 W www.voltplastics.com

Appear in Torque’s print and digital magazines throughout the year

CALL+44 (0) 1727 739160 FOR MORE DETAILS

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COMMUNITY

What has the Torque Community been getting up to...?

‘TO DO’ LIST IS LONGER FOR TRADESPEOPLE

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arlier this year, PC (pre‐Covid), Draper Tools surveyed 2,000 people on home improvements and found that it is professional tradespeople who are falling behind.

The average tradesperson was found to have more than double the household repairs and home improvement jobs on their list than the rest of the population. Those working in construction, plumbing or electrics had on average 18 DIY and maintenance jobs currently on their ‘to do’ list at home. By comparison, the average person had just eight.

Furthermore, tradespeople were found to spend an average of five weeks each year on their own home improvements, whereas the rest of the public will spend around three weeks a year getting their DIY jobs done.

Draper’s ‘Job Done’ study looked at attitudes to some of life’s essential but often put off jobs. From everyday home, garden and car maintenance, right through to DIY and household repairs, the research paid close attention to the nation’s hard‐working tradespeople.

One in five tradespeople admitted they didn’t have the right tools for the jobs on their list.

Since the survey took place, the situation may have shifted or become more pronounced, with many having spent extra time at home (although often juggling jobs and childcare).

GOOD HEAVENS! MEGA TELESCOPE CONNECTED WITH BUMAX

E

agle‐eyed readers of www.torque‐ expo.com will have already seen that BUMAX has supplied some of its premium stainless steel fasteners to the world’s largest telescope, in Chile.

The Swedish supplier received an order for over 11,000 fasteners (BUMAX 109) for the huge ‘scope – the European Southern Observatory Extremely Large (ESO ELT).

ELT is a reflector telescope using a mirrored area spanning 39 meters – three times the area of the world’s second largest telescope. Such a large mirror is too large to be constructed from a single piece of glass, so it will consist of 798 individual hexagonal segments, each 1.4 metres across and driven by motors for fine tuning. Work‐ ing together, the segments will collect 100 million times more light than the human eye.

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It’s in this crucial mirror area that BUMAX’s fasteners will be put to work, fixing the 798 telescope mirrors to all the segment supports. 12 pieces of 10mm long BUMAX 109 M6 bolts per segment are used for more than 900 segments in total (the 798 segments plus an additional 133 segments used for cleaning and coating while the tele‐ scope stays operational).

Corrosion resistance is an important factor, with parts of the mirror open to the elements at various times, another reason construction company VDL ETG Projects opted for stainless steel. Project Manager Michael Evers said: “Standard

stainless steel bolts lack the strength required for the ELT. We required a 10.9 strength bolt, and with the corrosion resistance of stainless steel. BUMAX offered us the perfect solution.

“The high strength BUMAX 109 fasteners prevent damage to the mirror segments, which is very costly. Their corrosion resistance is also essential as the fasteners are sometimes open to the elements and will reduce future mainte‐ nance requirements.”

The huge telescope will be opera‐ tional in the dry Atacama desert in northern Chile in 2024. www.bumax-fasteners.com

Clive Richardson, Marketing Director at Draper Tools, said: “When you consider that the UK’s tradespeople often spend their working lives coming to the rescue in other people’s homes and sorting out the general public’s DIY dramas, it’s easy to see why they may not always have the

energy to take on their own home improvements. And, once the list of jobs start to build up, it understandably becomes overwhelming, even for a seasoned professional.

“However, with the right tools and some dedication to getting the job done, these tasks don’t have to take over anyone’s life. It can even be very rewarding. More than 85% of the tradespeople we surveyed actually said that nothing beats the satisfaction of a getting a job done – so it can be incredibly worthwhile when you finally tackle those put off jobs.” www.drapertools.com

ADVERTISERS’ INDEX Albert Pasvahl GmbH & Co.

21

Alloy & Stainless Fasteners

31, 76

Hexstone Ltd Lederer GmbH

01 06, 08, 26-27

Ambrovit SpA

05

Martyn Price Fasteners

37

Apex Stainless Fasteners Ltd

41

N D Industries Inc

Avon Stainless Fasteners Ltd

39

O G L Computer Services Group Ltd

Berardi Bullonerie Srl

56

P G B Europe NV

Birlik Baglanti Elemanlari Ltd

23

Peter Schröder GmbH

25

Brighton Best International UK Ltd

07

Schäfer + Peters GmbH

13

Bülte GmbH

25

Sheh Kai Precision Co Ltd

21

D S Fasteners Ltd

31

The Insert Company (UK) Ltd

09

Garton Ltd t/a Smith Bullough

31

Tobsteel GmbH

25

GESIPA Blindniettechnik GmbH

53

Victory Fasteners Ltd

75

Goebel GmbH

56

Volt Industrial Plastics Inc

17

HEICO Befestigungstechnik GmbH

46

WASI GmbH

02-03 65 11

46

ISSUE 043 June 2020

MILESTONES

Technifast is now an established supplier, exporter and manufacturer of specialist engineering components and precision fasteners

FROM SUPPLY TO

MANUFACTURE

1990 saw precision engineered component maker Technifast start out in business. The firm has expanded over the years, moving further into manufacturing with continued investment in machining capabilities…

C

orby, Northamptonshire‐based Technifast is 30 years old in 2020. The manufacturer and supplier of precision engineered components and industrial fasteners was set up by John Speed and remains family‐owned and operated.

John Speed, who remains a director of the company, built Technifast’s reputation on supplying technical fasteners to meet the specific requirements of customers. He said: “In the early years we had the cash‐flow problems that are almost inevitable with a new business.

However, we achieved steady sales growth despite the increase of off‐ shoring to cheaper countries that hit British industry in the 1990s. All along our principle has been to provide a level of service, quality and value that will encourage customers to come back to us the next time they have a need for our products.”

Since John’s retirement in 2011, Technifast is now operated by his son, Managing Director, Louis Speed.

Over the past three decades, Technifast has seen considerable growth in its capabilities, with relocation to bigger premises in 2005 to accommodate the company’s natural progression from a fastener supplier into a respected manufacturer of precision engineered components and CNC turned parts.

Now, the company has an established manufacturing division and pro‐actively works with customers to manufacture

bespoke fasteners for applications across a diverse range of industries such as automotive and aviation. While the company’s scope and operations have expanded, Technifast’s ethos of quality and service has remained constant.

Louis Speed said: “Thirty years is a remarkable milestone for any company. We’ve achieved our success through the produc‐ tiveness and dedication of our team, coupled with continued investment in our machining capabilities to provide the highest quality products and service. Through‐ out 2020, we’ll be celebrating our success by reflecting on where we started, what we’ve achieved and look‐ ing forward to our next three decades of precision component manufacturing.”

Technifast is an established supplier, exporter and manufacturer of specialist engineering components and precision fasteners. The large portfolio of precision fasteners spans pins, dowels, spacers, inserts and keys, supplied to industries includ‐ ing automotive, aviation and marine.

Technifast’s manufacturing division is dedicated to produc‐ ing small and complex turned parts, using CNC machines to obtain high precision and excellent surface finish. It has capa‐ bilities to produce both high‐volume runs of parts or low‐ volume orders such as prototype manufacturing.

// We’ve achieved our success through the productiveness and dedication of our team. //

74

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