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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

FEBRUARY 2022

Merchant Sector Sales & Confidence

BRICKS, BLOCKS & HARD LANDSCAPING Merchant and supplier collaboration

REPAIR, MAINTENANCE & IMPROVEMENT Enhancement and upselling

TOOLS, FIXINGS & ADHESIVES Levelling up agenda

Plus: News, industry comment, merchant profiles, branch manager support, training, marketing and more.

Fantasy Football See page 51

www.professionalbuildersmerchant.co.uk

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CONTENTS

February 2022, Volume 32 No. 2

BRICKS, BLOCKS & HARD LANDSCAPING 24

LEARNING THE LESSONS Assessing the construction sector landscape in the aftermath of Covid and supply chain challenges.

BETTER TOGETHER The importance of collaboration between merchants and manufacturers in delivering better results.

OUTSIDE EDGE Marshalls explores the key garden trends for 2022.

PRODUCTS & SERVICES

REPAIR, MAINTENANCE & IMPROVEMENT 31

FLOOR THE COMPETITION Boosting sales with luxury vinyl flooring.

MOVE ON UP WITH TRAINING Advising on working at height best practice.

IT PAYS TO PREPARE Stocking premium painting and decorating prep tools.

SPECIAL REPORTS

PRODUCTS & SERVICES

TOOLS, FIXINGS & ADHESIVES 39

THE SHORT ANSWER The latest solutions from the sanding and abrasives specialist, Mirka.

HELP IS AT HAND Getting hands on with hand tools.

GRAB YOUR ATTENTION New developments in sealants and adhesives.

IT ROUND-UP

REGULARS 5 6 8 14 16 20 46 47 48 49 50 51

VIEWPOINT NEWS MARKET MONITOR MERCHANT FOCUS MERCHANT PROFILE BMF TRAINING ZONE PB CAMPAIGN NEWS PHPI CAMPAIGN NEWS PRODUCTS & SERVICES MARKETING SUPPORT ADVERTISEMENT INDEX FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

10 THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

12 PAUSE FOR THOUGHT Beesley & Fildes’ Steve Welch discusses the challenges and opportunities the sector has experienced in 2021 and the emerging trends for 2022. 18 MANAGING EXPECTATIONS The branch manager is the heartbeat of the industry, but are they offered adequate support? 22 GOING FOR GOLD The need for a ‘golden thread’ of consistent information to drive improved safety, sustainability and service throughout the construction supply chain.

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VIEWPOINT

Party politics

fter the latest Downing Street party debacle, I feel it reasonable to question whether the current Prime Minister will still be in post by the time this issue lands on your desks. The clear and obvious rule breaking is one thing; the dissembling and distraction about the revelations is quite another, all of which were compounded by a rather preposterous ‘apology’ in the latest Westminster PMQs pantomime. Of course, all of this is really just soap opera stuff. On the same day, the High Court ruled that the government’s use of a ‘VIP lane’ to award two Covid PPE contracts was unlawful. Equally, Chris O’Shea, CEO of British Gas owner Centrica, was quoted as saying that the soaring energy prices which “threaten the living standards of millions” (per the BBC) could last up to two years. And then there were the comments from Liz Truss on the eve of her first talks with the EU since replacing Lord Frost as the UK’s lead Brexit negotiator. “There’s a deal to be done, but it will require a pragmatic approach from the EU” Truss was reported to have said. The oven ready deal remains half baked, it would seem… Even further in shadows, substantive legislative reform relating to policing, immigration, mandatory voter ID and more wends its way through Parliament. The very future of the BBC (and Channel 4) is up for grabs. And as the cladding and building safety scandal continues almost five years after the Grenfell Tower tragedy, Michael Gove, the secretary of state for levelling up, housing and communities, has pledged to “make industry pay to fix all the remaining problems and help to cover the range of costs facing leaseholders.”

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

FEBRUARY 2022

Merchant Sector Sales & Confidence

BRICKS, BLOCKS & HARD LANDSCAPING Merchant and supplier collaboration

REPAIR, MAINTENANCE & IMPROVEMENT Enhancement and upselling

TOOLS, FIXINGS & ADHESIVES Levelling up agenda

Plus: News, industry comment, merchant profiles, branch manager support, training, marketing and more.

Fantasy Football See page 51

www.professionalbuildersmerchant.co.uk

“We live in an age of 24 hour news reporting through dedicated TV news channels and the maelstrom of social media, yet it seems as though we are less informed than ever.” Whether you agree or disagree with any of the policies and proposals is not the point. Quite simply, from the cost of living crisis to the cultural identity of the nation, the news agenda should be packed to the gills with details and discussions of the real issues confronting us. Instead, the debate is all too often framed as mere gossip and tittle-tattle; a real life Game of Thrones. Where is the nuance, the scrutiny that allows us to form an understanding of how these events could shape the future, much less what is really going on now? Referring back to the Prime Minister’s current predicament, of course the possible defenestration of the country’s most senior politician warrants discussion. But do headlines such as ‘Operation Save Boris’ (Daily Mail, Thursday 13th January) really

serve the nation’s best interests for truly informative debate? Too often, political reporting appears to come from the pen of a showbiz editor on job swap, with potential letters to the chair of the 1922 Committee tallied as though they are votes on X-Factor. We live in an age of 24 hour news reporting through dedicated TV news channels and the maelstrom of social media, yet it seems as though we are less informed than ever. And whilst I despair of the lack of genuine political talent on all sides of the House and bemoan the clickbait nature of the modern media, the responsibility must also lie with us. Decisions made in Westminster impact on all of our lives and businesses. We should care more, but I sometimes wonder if we really care enough.

Top 20 Merchants ■ PBM is currently compiling statistics for our latest annual Top 20 merchant countdown, based on the turnover figures of the sector’s largest businesses and set to appear in the April 2022 edition of the magazine. To present a truly accurate benchmark for the industry and to ensure our statistics are as up-to-date as possible, we are reaching out to merchant firms for the details. If your organisation is a potential ‘Top 20 merchant’, please visit www.rdr.link/mae001 to complete the short survey on our website or email pbm@hamerville.co.uk for further details.

Editor Paul Davies

Design Adeel Qadri

Group Advertisement Manager Craig Jowsey craig@hamerville.co.uk Tel: 07900 248102

Group Production Manager Carol Padgett

Advertisement Manager Ian Duff Tel: 01204 596633/ 07810 353525 probuilder@sky.com

www.professionalbuildersmerchant.co.uk

Production Assistant Kerri Smith Circulation Manager Kirstie Day Managing Editor Terry Smith

Subscriptions to PROFESSIONAL BUILDERS MERCHANT are available at the following rates: UK – 1 year (11 issues) – £30 post paid EUROPE and OVERSEAS 1 year (11 issues) – £50 post paid AIRMAIL – 1 year (11 issues) – £65 post paid Printed by Walstead Peterborough

Average net circulation figure for the 11 issues distributed between July 2020 to June 2021 = 10,626 To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

PBM FEBRUARY 2022 5

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NEWS UPDATE SAINT-GOBAIN CONFIRMS PLUMBING AND BATHROOMS DISTRIBUTION EXIT

New direction 2022 NMBS Exhibition Registration has opened for the 2022 NMBS Exhibition which returns this year to its usual spring dates, and takes place across 6-7 April 2022 at the Coventry Building Society Arena. Fresh from the success of the 2021 Exhibition, which was delayed until September due to the pandemic, the 2022 event is described as a “prime opportunity” for merchants to gather and do business with more than 280 leading manufacturers and distributors. Many of the exhibitors at last year’s event have already signed up to attend again this year, and NMBS is working with them to deliver an exciting array of rebates, discounts and promotions available exclusively to those who attend the Exhibition. Tickets are available free to NMBS Members. Use www.rdr.link/mae002 to register online.

Divestment completed Grafton’s recently released 2021 Trading Update confirms the completion of the divestment of its ‘Traditional Merchanting Business’ in Great Britain on 31 December 2021, with the proceeds of the sale to Huws Gray for a reported £520m “received in full on that date”. As a result, the net cash position at the year end was “materially ahead of the prior year” and leaves the Group with a “strengthened balance sheet and considerable investment capacity”. The divested business was treated as a “deemed disposal” at 30 June 2021, and classified as discontinued operations in line with International Financial Reporting Standards.

6 PBM FEBRUARY 2022

Wolseley UK has entered into binding agreements with Saint-Gobain for the acquisition of Neville Lumb, DHS and Bassetts. Separately, Wolseley UK has also entered into exclusive negotiations for the acquisition of Ideal Bathrooms. Together, these four brands employ 485 people and have 25 outlets, generating a turnover of approximately €130 million in 2020. The acquisition is expected to be completed in the first half of 2022 in what has been described as a ‘seamless transition’ with the outlets continuing to operate as normal with “no change” for customers. On successful completion of these transactions, and given its divestment of the 130 Graham outlets last summer (2020 turnover: approx. €260 million), Saint-Gobain will no longer have any distribution brands specialised in plumbing, heating and sanitaryware products in the UK. The disposals are part of Saint-Gobain’s continued portfolio optimisation strategy to enhance the Group’s “growth and profitability profile in line with the ‘Grow & Impact’ plan objectives”.

Mike Chaldecott, CEO of Saint-Gobain UK & Ireland, said: “This sale is part of SaintGobain’s strategy to create a focussed portfolio of businesses directed towards high growth markets, with the expertise to Make the World a Better Home and help us achieve our vision to be a leader in light and sustainable construction.” For Wolseley Plumbing and Heating, Managing Director Keith Dorling said: “Business acquisition is a key aspect of our ambitious growth strategy. The deal with Saint-Gobain to acquire Neville Lumb, DHS and Bassetts will strengthen our ability to provide the local, personal service and expertise for which we’re renowned. We are proud to welcome the three businesses and their employees to the Wolseley family, with Ideal to follow close behind.”

Recruitment challenge Recruitment specialist Foyne Jones is urging businesses within the sector to prepare for more change as hybrid working and ‘the Great Resignation’ is set to continue into 2022. Founder and MD Peter Jones said: “The pandemic has touched every aspect of our lives and accelerated existing trends in the recruitment community. With a 4.2% drop in unemployment there are 1.2 million jobs available in the UK and no employer can afford to be complacent as hybrid working is set to stay with us into 2022. “The future is not something ‘out there’, it is already here so job seekers and employers alike need to be open-minded and creative to ensure a solid platform for success. The past 18 months have shown us how important collaboration is and I have no doubt that the

most foresighted companies will be investing in tailored training and development for their people going forward to 2025 and 2030 helping them to retain staff and enjoy increased loyalty.” On the PBM website, Peter outlines what he feels every business owner needs to know “to be ahead of the game in 2022”. Enter the shortcode www.rdr.link/mae003 to read his advice.

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

STABILITY RETURNS TO UK TIMBER SUPPLY CHAIN, SAYS TTF

Timber import statistics After a year of near record imports, the timber industry is likely to find itself entering a period of greater stability in 2022, according to the Timber Trade Federation (TTF). The latest TTF statistics show the volume of timber imported between January and October 2021 to be 28% higher than the same period in 2020 — reaching a total of 10.3 million m3 (ytd). Yet even as this milestone is reached, these statistics reveal a significant shift in timber import patterns with volumes 16% lower in October 2021 than in the corresponding month in 2020. This marked the first month in 2021 where the volume of timber imported was below its corresponding level from 2020, and the end of 15 months of continual growth in UK imports of timber and panel products. Softwood import volumes reflected these changes with just 557,000m3 entering the UK in October 2021 — which is very close to the average volume of softwood imports seen between 2015 and 2018 (559,000m3). These shifts seen in the timber industry’s import patterns, the TTF asserts, can likely be attributed to a return to more ‘regular’ demand for new housing and RM&I seen in Q4 2021. Nick Boulton, TTF Head of Technical and Trade Policy, said: “After such a long period of

volatility in the structural softwood sector, it is good to see the October import statistics showing a return to stability. As predicted throughout, with stocks having been replenished throughout the supply chain, we are seeing price pressure reduce and import volumes return to more normal parameters. “This suggests an end to some of the market disruption we saw last year where our industry was working above and beyond to ensure exceptionally high construction demand was met. However, the market is still some way off ‘normality’ as Brexit, HGV driver shortages and Covid-19 disruption continue to affect supply and demand, as well as labour availability.” He concluded: “Given the increasing demand for low-carbon construction products to help us build in a climate crisis, timber will remain an essential sector to building back better in 2022.” Members can read the full report on the TTF website via www.rdr.link/mae004

a @PBMmagazine

New branch for MKM

MKM has recently opened the doors to its latest branch, in Sunderland, with help from local legend Jimmy Montgomery. The former Black Cats goalkeeper, who made more than 500 appearances for the club across the 1960s and 70s, and was guest of honour as the merchant unveiled its newest branch in December. Located on a sizeable plot on the city’s Ryhope Road, the new depot is said to bring together a comprehensive building and trade product portfolio that also includes dedicated landscaping provision alongside a kitchen and bathroom showroom. The Sunderland branch is also the first in the company’s extensive national network to feature a retailspecific entrance.

Encon on the move in Nottingham The Nottingham branch of Encon Insulation and Nevill Long has been located to a new facility in Bulwell with improved stocking facilities and a wider range of marketleading brands. One of Encon’s original branches, the Nottingham team is renowned for their specialist knowledge of thermal,

acoustic and technical insulation and interior systems including drywall, ceilings and flooring. Sarah Miles, Branch Director, said: “We’re delighted to have relocated to our fantastic new premises. The new branch is ideally located for deliveries to sites and

independent merchants in the East Midlands area, as well as being easy to access for those looking to collect.”

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MARKET MONITOR in association with

Offsite housing growth With ‘traditional housebuilding’ continuing to feel the impact of factors such as labour and materials shortages, merchants may be interested to consider the market for offsite housing continues to grow. Here, PBM looks at the headline findings of the latest report from AMA research.

he 2nd edition of the ‘Offsite Housing Market - UK 20212025’ report has recently been published by AMA Research. Incorporating original research, the new report gives an “up-to-date and informed review of this potentially fastgrowing and complex market”, analysing the level of housebuilding and the influences on the offsite housing market including types of development, offsite manufacturing capabilities, shortage of construction skills and BIM. According to the report, the market for offsite housing is estimated to have increased by 6% at manufacturers sales prices in 2021. Whilst this is lower than the 2019 estimate of 12%, this can be attributed to the impact of the pandemic throughout 2020 which caused a decline of around 11% due to the “huge disruption” from distribution issues and site closures at the peak of restrictions. However, AMA outlines a number of factors that will contribute to sustained demand in offsite housing construction. For example, there is still an ongoing shortage of homes, especially across England, whilst a further issue is the continued decline in numbers of key

skilled trades and professionals. From a more positive perspective, there has been an increase in the capacity for offsite housing manufacturing as well as the number of systems with quality assurance. Indeed, the availability of quality assurance and warranties for offsite housing systems is said to be important for growth given that this has previously been a barrier. On this, AMA cites a recent increase in the number of firms and offsite housing systems manufacturers which are obtaining BOPAS certification and/or NHBC or other provider warranties. According to the market research specialists, a further key area to look at will be where offsite methods are particularly well-suited, for example large scale build-to-rent and affordable housing developments, both of which “see an urgency to accelerate the build times and increase the rate of completions” and where offsite construction can make a significant contribution. Alex Blagden, Senior Market Research Analyst at AMA Research and editor of its Offsite Housing Report, said: “Offsite construction is key to accelerating the development

of affordable homes, both social housing and build for sale properties. Many factors are driving up both demand and supply, among the most important being the urgent need to increasing affordable housing supply; a chronic shortage of skilled ‘wet’ trades; an increase in offsite housing manufacturing capacity and an increase in the number of firms and proprietary off-site housing systems obtaining BOPAS (Build off-site Property Assurance Scheme) certification and or NHBC or other providers warranties.” Where timber frame has always taken the majority share in the offsite construction market, AMA contends there will now be growth in demand and the use of volumetric and closed panel systems — particularly as there are now several large factories that have recently started operation which are capable of producing 2,000+ units per year. ■ To access a copy of AMA Research’s ‘Offsite Housing Market - UK 2021-2025’ report, enter the shortcode www.rdr.link/mae005

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Merchants positive and confident about 2022 The latest installment of The Pulse reveals that merchants were feeling optimistic about their prospects for the months ahead.

ead times have lengthened, and the supply chain is stretched, but merchants are positive and their confidence in the market has strengthened. Indeed, merchants’ sales expectations for the next six months (December 2021 to May 2022) are robust, as they expect high demand to continue as the UK avoids another national lockdown. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 1st and 8th December 2021. Materials supply Merchants were asked on a scale of 1 (not at all) to 7 (very badly) to what extent their business and customers have been affected by supply problems. An average score of 4.18 in December indicates supply problems had worsened slightly in December — Chart 1. Supply issues, extended lead times and price increases are impacting merchants.

Sales expectations A net -58% of merchants expected sales to drop in December compared to November, reflecting seasonal factors and a shorter trading month — Chart 2. Expectations were particularly weak among Large branches (-72%), the Midlands (-75%) and North (-82%) and Independent outlets (-77%). Among merchants expecting sales to drop in December, 21% expected sales to slip by up to 9% compared with November, and 28% expected sales to drop by 10-20%. Just under half expected sales to fall by more than 20%. Compared with December 2020, sales expectations weakened slightly in the final month of 2021 but remain positive (net +24%) — also Chart 2. More Small and Large branches (+32%) expected sales to improve than Mid-sized outlets (+13%). Among those expecting growth in December compared to the same month in 2020, 38% expected growth of up to 9%. A further 49% expected sales to improve 10-20%. On balance, a net +2% of merchants expect sales to improve in the three months December 2021-February 2022 compared to the previous

The difference between the percentage of merchants expecting growth and those expecting a decrease is the net figure, expressed as a percentage. A positive net percentage indicates growth, a negative indicates decline. Net zero implies no change.

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TRENDS MONITOR

three months (September-November 2021). Regional (-12%) and Independent branches (-18%) anticipate a decrease in sales, but National merchants (+30%) expect sales to increase over the period. Among merchants expecting sales growth over the next quarter, nearly two thirds expect sales to increase by 10% or more. A net +29% of merchants expect their sales to grow over the next six months (December 2021-May 2022) compared with the last six months (June-November 2021) — Chart 3. Large outlets (+50%) and National merchants (+41%) are most bullish. Just under a third of merchants expecting sales to increase in the next six months compared to the last six, expect growth of up to 9%. Over half of the merchants expecting growth, expect sales to increase by 10-20%. A further 11% expect to grow by more than 20% — Chart 4. Confidence in the market Compared with November’s survey, confidence in the market improved in December 2021 with a net +19% of merchants more

confident than the previous month. Confidence is strongest among Small outlets and merchants in Scotland (+31%), and Regional branches (+34%). Year-on-year, confidence in the market also improved with a net +45% of merchants more confident in December than the same month in 2020 — Chart 5. Confidence levels are similar across merchants of all sizes and type, and across all regions. Confidence in their business Merchants’ month-on-month confidence in their own business jumped up in December (net +41%) compared to November’s survey (+30%). Confidence levels are strong across the board, and particularly among Merchants in the South (+55%) and Scotland (+63%). Compared to December 2020, merchants’ confidence in their own business is holding strong (net +56%) — also Chart 5. Merchants in the South and Scotland (+63%) and National branches (+65%) are most confident.

About the Pulse ■ The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is the 32nd in the series, with interviews conducted by MRA Research between 1st and 8th December 2021. Each month a representative sample of 100 merchants is interviewed. The sample is balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

■ The full report can be downloaded for free from www.mra-research.co.uk/the-pulse or call Ralph Sutcliffe at MRA Research on 01453 521621.

www.professionalbuildersmerchant.co.uk

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MERCHANT COMMENT

Pause for thought Steve Welch, Sales Director at Beesley & Fildes, discusses the challenges and opportunities the sector has experienced in 2021 and the emerging trends for 2022.

sk anyone from any segment of the construction supply chain what the main challenges have been over the past 12 months and they are all likely to name the same four things — product availability, lead times, price volatility, and staffing issues. We’ve all been in the same boat, but the likelihood of sinking or the capacity to swim has been dependent on each company’s existing resilience and ability to respond quickly to a changing commercial landscape in turbulent times. Product availability When the pandemic hit in 2020, the world shut down for several weeks. In the construction sector, a lack of clarity about whether construction was a key worker occupation meant that there was a gradual return to some kind of business as usual but the repercussions of that first lockdown are still being felt as we reach the end of 2021. A hiatus in production for all kinds of construction materials meant that building

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product manufacturers had to play catch up as soon as the market started to recover. They are still catching up because, of course, after the initial few weeks of zero activity, everyone began kickstarting projects again at the same time, leading to a sudden spike in demand. As a consequence, the buffer between scheduled production and forecasted demand was lost and for many companies in the supply chain, it has still not been recovered. There are a number of contributory factors here, not least the escalating costs of raw materials and continuing price volatility (while the price of timber is now coming down, for example, the cost of bricks is continuing to rise). However, the ability of product manufacturers to respond to market conditions and their strategic decision making are also integral to the challenges and opportunities experienced by the builder’s merchant sector. Where availability has been low, relationships have been critical in securing

supplies and understanding where those potential gaps in availability might lie. Looking forward into 2022, it is clear that availability will continue to be a challenge for some product categories. For example, increasing energy prices and transport issues have impacted on brick production and manufacturers have adopted a strategy of moving away from Class B commodity brick production to higher margin facing bricks, creating challenges with Class B procurement.

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“We have challenged our suppliers to be candid with us about lead times and availability so that we can help our customers plan and order in time to avoid project delays.” alternatives to products that customers find cost prohibitive. This type of value engineering support should be integral to the service a builders’ merchant’s offers in 2022. At Beesley & Fildes, we are addressing this by offering customers concrete alternatives and the builders’ merchant sector will need to continue thinking creatively and responding to market challenges like this with customer-focused solutions in 2022. Lead times Linked to availability has been the issue of lead times. Reduced availability has meant that product manufacturers have waited longer for materials, which has had a knock-on effect across the supply chain. In a parallel with this, increased shipping costs, port delays and the shortage of drivers have not only resulted in longer lead times, but also in issues with lead time reliability. Here, we have taken a threefold strategy to tackling this issue. Firstly, we have focused on communication, both with our suppliers and our customers. We have challenged our suppliers to be candid with us about lead times and availability so that we can help our customers plan and order in time to avoid project delays. There has been a period of adjustment when it comes to lead times, so we have also used sales data to help us forecast demand and procure stock ahead of orders. The availability to stockholding space at our branches has enabled us to do this, and

in 2022 we will be building on this capability with the addition of a large distribution hub in Widnes that will hold stock for our entire branch network in 2022. Price volatility Some of the price increases we have seen over the past year in commodities including steel, timber and glass have been eye-watering. We are now seeing some of those materials coming down in price but it continues to be a mixed picture, and many building products manufacturers have already announced price rises for 2022. Increased operational costs due to energy price rises, staffing costs, transport costs and import tariffs are all affecting price points and there is little merchants can do to protect customers from this uncertainty. It is within our remit to be sympathetic to the challenges our customers face when pricing a job, however, because they are relying on us to help them bring their project in on budget and without delays. Again, supplier relationships are an important part of addressing this challenge and, for Beesley & Fildes, membership of the CBA buying group gives us the right combination of purchasing power and local, personal service. The knowledge of our category specialists is also important because they can advise our team and our customers on potential

www.professionalbuildersmerchant.co.uk

Staffing and recruitment We are very fortunate at Beesley & Fildes to have a loyal team, many of whom have been with the company for years (if not decades). Recruitment of drivers to expand our site delivery services has been challenging, however, and, of course, managing staff absences due to COVID has also been a feature of 2021. Again, much of the response to this has been about remaining agile and creative. We have asked members of our team to take on added or different responsibilities, to expand their knowledge and skills and to work collaboratively to serve customers. As we look ahead to 2022, we can take forward valuable learning from this. There are opportunities to enable people to develop multi-faceted career paths, leverage peer learning and redeploy skills where they are needed most. It is also evident that looking after your team and encouraging a positive company culture must be a priority for any builders’ merchant business. Continuous change We leave 2021 as we entered it; against a backdrop of continued uncertainty. But as we have adjusted, relationships have grown stronger and we have learned to adapt, giving the builders’ merchants sector plenty to look forward to in 2022.

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MERCHANT FOCUS

INTER-LINE

WOLSELEY UK Wolseley UK has invested in bookabuilderUK.com, a platform to connect homeowners with local vetted tradespeople, as bathroom and heating installation jobs are added to the site. The strategic move by the merchant is “designed to help trade customers find and win more business” whilst also growing the profile of its Wolseley Plumb Bathroom Showrooms and specialist installer scheme. Wolseley additionally states that “homeowners will also benefit from knowing that quality tradespeople are purchasing materials from an established specialist national merchant”. Chris Taylor-Hone, National Director at Wolseley Plumb & Parts, said: “There are clear synergies between the two businesses and this investment will build on our existing strengths. BookABuilder is an exciting business with real vision for growth — providing significant opportunity to support more installers, particularly in the bathroom and heating sectors.” BookabuilderUK.com states it has over 40,000 trades registered across the UK with c. £600m worth of work having been posted to the platform. The launch of its SafePay facility is said to have made it “the first in the online home improvements booking space” to offer a secure way of paying that ensured the homeowners’ money and homes are protected, and that the trade is always guaranteed to get paid on time for work that they had completed. Bradley Jarvis, CEO & Founder at BookABuilderUK, commented: “The partnership will propel the platform to the next level. We have some very exciting ideas that we cannot wait to explore. The strategic investment is the biggest event in Bookabuilderuk.com’s history.”

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National Buying Group (NBG) Partner Inter-Line Building Supplies has acquired local builders’ merchant Morris & McGinn to support its future operations. As a result of the acquisition, which was finalised in October, Morris & McGinn has become an associate of NBG. The family-run independent traders, based in Teignmouth and Dawlish, Devon specialises in lightside heating and decorating products and has been operating since 1948. It reports that, like many merchant businesses, it faced difficulties during the Covid-19 pandemic due to a lack of online infrastructure. With joint directors Ross and Sharon McGinn also reaching retirement age, the company sought additional future support. As a local established merchant, Inter-Line Building Supplies was approached for advice, and a deal was reached. Morris & McGinn will continue to operate independently as a “reliable and independent local brand” however with Ross’ long-term experience and NBG’s buying power, the relationship is “set to bring mutual benefits and success to the companies”.

LORDS GROUP TRADING Lords Group Trading plc has announced the acquisition of Advance Roofing Supplies for a total of £3.74 million. Established in 1994, Advance Roofing Supplies is an independent supplier of roofing materials, specialising in pitched and flat roofing sales to customers locally and nationally. For the year ended 31 March 2021, Advance generated EBITDA of £0.6 million on revenues of £6.8 million. Currently operating from two locations, Aylesbury in Buckinghamshire and Long Marston in Hertfordshire, the acquisition is described as strengthening the Group’s Merchanting division, increasing its product range and expanding its customer base. In due course, Lords is planning to expand the brand via implants into relevant Merchanting locations, starting with the Beaconsfield site which itself is currently undergoing an extensive redevelopment.

NEW MILTON SAND AND BALLAST Opened on 6th January, New Milton Sand and Ballast’s new builders’ merchant branch in Poole is the second builders’ merchant location for the New Milton-based familyowned company and marks part of its continued expansion in the local area. The independent business, which also has a builders’ merchant branch in New Milton, has over 85 years’ experience in supplying aggregates, concrete, building materials and waste services across Dorset and Hampshire. Overall, the company operates three quarries, five depots and one recycling centre, supporting thousands of customers across the south of England.

IBMG The growth of the Independent Builders Merchant Group continues with the acquisition of Dougfield Plumbers Supplies, expanding its plumbing and heating division in the South West of England and into South Wales for the first time. Established in 1993 and headquartered in Stroud, Gloucestershire, Dougfield is described as a highly successful independent plumbers’ merchant that supplies trade and retail customers across South Wales and the Southwest through its 10 branches. IBMG now operates “138 branches from Cornwall to Kent” with combined revenues in excess of £500 million and over 1,700 employees. Before Christmas, the Group also announced the further expansion of its Electrical Wholesale Division with a new Grant & Stone electrical wholesaler branch in Luton, Bedfordshire.

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MERCHANT PROFILE: LAWSONS

Extended family Whilst lockdown disruption may have impacted upon Lawsons’ planned centenary celebrations last year, the family-owned business remains keen to share its story of 100 years of ‘putting its people first’ by reflecting on its development and looking forward to the future.

he first Lawson & Son Timber Merchant opened in Whetstone, London in 1921, and the business has subsequently grown into one of the UK’s largest independent timber, building and fencing merchants, with a network branches stretching from the South Coast to Peterborough. As it celebrates 100 years in business, Joint MDs Paul Rushent and Jeremy Norris are leading a period of rapid growth for the Lawsons group, both organic and acquisitive, but their focus is still on the company’s people as they note “it is the staff who are the driving force behind the business”. John Lawson and his son Simon, the current Chairman, are respectively the third and fourth generation of the family to head up the business which currently operates 31 branches — 17 operate as mixed merchants under the Lawsons brand, with a further 14

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specialist timber and fencing branches mainly under the AVS Fencing and Landscaping name.

Together with Joint MDs Paul and Jeremy, they ensure that the company strapline “Family Values — Professional

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Service” is embedded consistently throughout the business, demonstrating a focus not only on its customers but also on its employees and the wider community to create long term, sustainable and profitable growth. “That means action, not just words,” explains Jeremy. “We created a Family Values manifesto which set out our beliefs — job security and honest communication to create a positive working environment, empowerment in roles and in ideas allowing staff to speak out, building a sector-leading pay and benefits package, committing to a huge investment in training and development — and we then delivered against it. We are sincere when we say that we put people before profit.” Lawsons states it is equally committed to social responsibility and its work in the community. Each branch has a fund to support local charities or community projects in their area, and the business also works at a group level on social and environmental issues. The sense of family has created a supportive ethic throughout the business, says Paul: “We respect and appreciate our staff and we trust them to help others. This has enabled us to support the Bounceback Program employing ex-offenders as well as working with YMCA Downslink to offer a pathway to training and employment for young adults at risk of being homeless.

“As a business we feel everybody has something to offer, no one should fall through the cracks in society,” he adds. As part of its societal vision, Lawsons is aware of its environmental impact and the need to work hard to be a responsible business. With many of its branches located in urban environments close to residential communities, the merchant says it is increasingly conscious of the need to be a ‘good neighbour’ and is doing all it can to consider concerns about noise and air quality that those who live near to its depots may have. For example, the merchant lays claim to being the first company in the UK to introduce an ECO Truck, an eco-friendly gas and electric powered crane lorry, developed in conjunction with Iveco and HIAB. Powered by compressed natural gas, the custom-built 26 tonne truck delivers the same performance as the diesel equivalent but is far less polluting. Another benefit is its electric powered crane — the lorry’s gas-powered engine stops when parked and the crane operates independently. This not only reduces air pollution but also delivers a significant reduction in noise, which is a very real benefit for deliveries in residential areas. Impressively, the innovative project recently won an award from the Noise Abatement Society and Ian Rowe, Head of

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Transport for the group, notes: “With more people working from home, noise and air pollution are increasingly serious issues and we are trying to minimise the disruption caused by the delivery of materials.” Lawsons was also the first UK customer to invest in JCB’s electric-powered Teletruks and currently has a fleet of electric Combilifts and Teletruks deployed across its branch network, with more on order. The restrictions of Covid meant that Lawsons was unable to celebrate its centenary year and for a company that prides itself on its staff focus — annual Family Fun Days, a Children’s Christmas Party and the “At Home Lunch” where the chairman invites branch staff to join him for an informal lunch at his home — this was a real blow. However, Jeremy hopes that as the situation eases the company will be able to mark the significant milestone with its staff. He said: “We are ambitious for the future, we will continue to invest and grow the business, but realise that this is only possible because of the staff we have today and we want to come together to celebrate this milestone.” Paul agrees on the need to celebrate the achievement and recognise how far the business has come, “but then it’s back to business, this is just another step in our journey.” Indeed, it is a journey that sees the firm committed to further investment as “a necessity for continuous improvement and growth”. And this involves investment in the working environment and, naturally, in its people — whether recruiting and developing branch staff or through its graduate training and apprenticeship schemes. “Some argue that we over-invest,” concludes Jeremy, “but our returns speak for themselves. We rank in the top five most financially successful independent businesses of our type in the UK. We believe that we have achieved this by putting our people first, who in return put the company first. Simply put, they care about Lawsons and want it to succeed — that’s what happens when you put people first.” ■ For details of current job vacancies at Lawsons please turn to page 4.

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BRANCH MANAGER SUPPORT

Managing expectations If the branch manager is the heartbeat of our industry, is it time that we help them with a health check and provide them with the support that they clearly need before it is too late? Kevin Parr, Managing Director of the PGS Team, outlines his concerns.

aving worked within the merchant sector for nearly 20 years on talent and leadership development, I have never underestimated the key role that branch managers play in the pressure cooker environment of a builders’ merchant depot. They manage everything from operations, logistics, transport, Health and Safety, financials, point of sale, merchandising, yard stock, product knowledge, HR and customer service, and in most cases are head of sales and the key face of the business with customers. Is it any wonder that they have very little time to work on their leadership, improving their performance, time management and actually create some thinking time and quality personal time with their people? Whilst speaking in a leadership session at the BMF Branch Managers Forum — one of the very few high quality opportunities that have been created out there to help provide tangible support for them — I was astonished at just how rapidly we are running out of time to support these people in one of the most important roles in the industry.

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“Are branch managers really getting the support that they need when they are under increasing pressure to manage the challenging business dynamics of the world in which we are working?” I know there will be exceptions to the rule but I am tired of hearing people telling me that they “look after their people”, that “we are a people industry” and it is “all about the people”. Really? Are they really getting the support that they need when they are under increasing pressure to manage the challenging business dynamics of the world in which we are working? Some are running multi-million pound depots that in other business sectors would have a significantly more robust and cohesive support structure around them, and others are managing smaller operations where they do everything from driving fork lifts and delivery vehicles to serving customers on the trade counter. Quite simply, they have no time to think, no time to coach their people or their teams; they are making decisions under pressure, reactive not pro-active, totally absorbed with working in the business — and never on the business. Sales are up, profits are up — but the heart rate is up too. Managers are trying to cram 12 hours into eight every day, and in many cases six days a week just to keep up with the demand. So, where are the facts to support this? We had a really good cross section of branch managers in the audience at the BMF Forum and these are the answers they gave when I asked the following questions:

BMF Branch Managers Forum ■ As referenced in the main article, the next BMF Branch Managers Forum takes place at the BMF’s Head Office in Coventry from March 22 & 23 March 2022. Possibly the only series of events on the merchant calendar to bring together branch managers (and ABMs) from multiple companies across the sector, the event provides a comprehensive programme designed to help delegates run their depots more effectively and improve performance across the board. Tailored to the key job role branch managers perform, the sessions cover a variety of vital operational topics including health & safety, digital marketing, employment law, margin maximisation, stock management, environmental efficiency and leadership. It also provides a great vehicle for managers to network and build up their industry contacts with colleagues, peers, suppliers and BMF staff. John Newcomb, BMF Chief Executive, said: “Branch managers are the lynchpin of the industry and this forum is designed specifically for them. We are lining up a fantastic range of speakers to stimulate new thinking and galvanise action when delegates return to their branches.” To find out more about the Branch Managers Forum or any aspect of the BMF’s training programme, contact Paige Godsell, Training Co-ordinator at paige.godsell@bmf.org.uk or call her on 02476 854989.

• Are you pro-active or reactive? 100% responded reactive. • When was the last time you created yourself an hour to just sit and think about improving performance? 100% said ‘never’ in the last six months. • When was the last time you had a team meeting with everyone there? 100% said ‘never’ in the last six months. • When was the last time you had a personal chat, a coffee or a catch up with each of your team one to one? 99% said they never get the time to do this. Just how much support are these people really getting? Who is helping them to create time to think? We keep hearing about the importance of talking to people and listening to people, but whilst there is a genuine effort to create awareness around the mental health piece at the top level, is this really happening in the day-to-day reality of running a depot? The reality I see is that they have no time to think, no time to really talk, no

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time to step back and evaluate. And, it appears, no time to change. We need to help them before it is too late and invest in protecting the people in this vital role. If prevention is better than cure then there are interventions, and support out there such as the BMF Branch Managers Forums and the specialised training that they provide (see panel). In addition, we are not alone in the support and coaching that we provide at PGS Team and we can pledge a free consultation and our continued support to the industry forums. There are a number of alternatives to choose from to support your best talent but whatever you do, please do act before we lose our best people — and the clock is ticking.

■ Amongst its many services, The PGS Team provides leadership evaluation and assessment programmes, business simulations and individual and team coaching. For more information, enter the shortcode www.rdr.link/mae006

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TRAINING ZONE The Shrink Academy One of the BMF’s latest bespoke training courses, the title ‘Shrink Academy’, may suggest that it focuses solely on reducing shrinkage within a business. But, as we discover from its creator and lead trainer, Paul Winstanley of Bedrock UK, it is about much more.

efore setting up his own training and consultancy business, Paul was Head of Security and Loss Prevention at BSS, CCF & Keyline, part of Travis Perkins plc. Until last October, he also chaired the DIY Loss Prevention Group run by ORIS (Outsourced Risk & Insurance Solutions), which includes major merchants and DIY retailers amongst its members as well as the BMF. “Many businesses consider shrink to be either loss of margin or stock-take variances,” explained Paul. “Shrink is about these measurements but there are a plethora of other key drivers that will have a significant impact upon a business’s bottom line profit. Unless a business is really shabby resulting in a culture of internal / external theft issues, the majority

“The majority of losses, both measurable and non-measurable are a result of poor delivery of process and procedures. And research suggests that this could account to some two thirds of a business’ loss each year!” 20 PBM FEBRUARY 2022

of losses, both measurable and nonmeasurable are a result of poor delivery of process and procedures. “Research suggests that this could account to some two thirds of a business’ loss each year!” Paul continued: “Over the many years I have implemented ‘Shrink Academy’ across various trading formats, the key element has always been capturing heart and minds in order to deliver change. This starts at the top with the Board Members — without their commitment you cannot change a culture within an organisation to one that is both aware of what causes losses and has an appetite to implement change.” The BMF Shrink Academy programme can be tailored to any merchant operation. Paul looks at all aspects of a business and uses the experts already working within it to identify the operational failures that cause loss. These experts, he argues, probably have not been identified before because they have not been given a voice. However, the colleagues who operate at the sharp end, in branch network, distribution and administration teams, delivering business process and procedures will know every flaw. Involving these colleagues in the programme will “unleash the truth” as to what drives loss within the business. Their observations are integral to the process, so the top team must take them on board and rectify them wherever possible, or provide feedback why not, if the business’ infrastructure cannot accommodate a particular change.

Shrink Academy will also identify loss which is not measurable, which Paul calls ‘lost opportunity’. He said: “This element of the programme will help you understand why a culture of poor stock counts can lose you sales. For example, in response to a customer enquiry for a particular product you check the system and confirm it’s in stock, but when they arrive at the store, the product can’t be found as the stock counts are inaccurate. “Result — one disappointed and annoyed customer who wanted the item there and then, and so ‘once bitten twice shy’ will not be using that business again.” No matter how much of an open-door policy you have within a business, the benefits of employing an independent, expert consultant to identify problem areas and help successfully deliver change cannot be underestimated. For more information about Shrink Academy or BMF’s full training portfolio, please contact Paige Godsell at paige.godsell@bmf.org.uk or call 02476 854980. ■ BMF training ranges from formal Apprenticeships and, with leading British universities, sector-specific Diplomas, Degrees and a Masters Degree in Merchant Leadership and Strategy, to online product knowledge and other specialist skills training.

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DIGITAL TRANSFORMATION

Going for gold W

hen Dame Judith Hackitt published her report in the wake of the Grenfell tragedy, she outlined that the construction industry must change — asserting that safety standards needed to be revolutionised and recommending that every building have its own “golden thread” of information. This golden thread would support those responsible for building safety, not just in the design and construction phases, but throughout the entire lifecycle of any building. The government fully committed to Hackitt’s recommendation and now the Building Regulations Advisory Committee (BRAC) has set out a definition, principles and standards for the golden thread. These principles make it clear that to be truly effective, digital technology needs to play a

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major role in establishing the golden thread. It’s essential for the construction industry to adapt to this digital shift. Trust and accuracy One of the main principles of the golden thread is that information needs to be accurate and trusted. This will be a big challenge for an industry that has often relied on paper trails. In digital terms, the construction sector has been lagging behind other industries for decades with the value of data and technology in the supply chain often ignored or misunderstood. A trusted, accurate golden thread will be a world away from this. It is intended to be a live, digital document, updated in real time whenever changes occur, with those accountable for the building making sure there are no gaps. A single, accurate source

With implications for the full construction supply chain, Dave Robinson, Head of Technical Support at British Gypsum, argues that Dame Judith Hackitt’s “golden thread” is key to the digital transformation the industry needs for improved safety, sustainability and service. of truth for all those involved in the life of a building leaves far less room for errors or misunderstandings that might threaten a building’s integrity. Security is also a key principle of the golden thread. Personal information will need to be protected and GDPR-compliant. Without employing a reliable, digital system to store data, this will be a significant challenge. Leading with longevity A further principle outlined in the BRAC report centres on the longevity and shareability of information. It should be in a format that is easy to hand over and is accessible and trustworthy over the entire lifetime of a building. Although secondary legislation is yet to be published around exactly what information needs to be kept,

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it will need to be done in a very structured way — a bit like a digital library. Providing evidence on building safety and communicating and sharing this with ease is nearly as important as the physical changes that are actually carried out. Designers and contractors will need to constantly evaluate how they record their work; it will be the first port of call if breaches or complaints are reported. Every piece of information kept needs to be simple to access, use and understand and without adopting digital systems this will be impossible to achieve. Culture change challenge The golden thread could be viewed as another round of restrictive legislation or the positive catalyst that the industry so desperately needs. It is designed to enable better, safer and more collaborative work and by embracing the digital transformation

that goes along with it, there’s the opportunity for a huge and positive change. Where outdated communication channels cause friction and confusion, a digital system helps information to pass across organisations quickly and smoothly. In a sector entrenched in limited productivity, technology can unlock manpower. Adopting the golden thread will not be easy — but there is a choice around how to embrace it. A safer future The BRAC report states that the golden thread is not just an opportunity to understand a building now and in the future, but also key to accelerating wider digital transformation in the built environment. Adopting a digital mindset can deliver economic growth, better public services, greater sustainability and lower carbon emissions.

The right approach to the golden thread is not just crucial to ongoing building safety but to transforming our future society for the better. Embedding these changes will take many years and the report acknowledges that. However, it also urges stakeholders to prepare for legislation and consider how they manage and share information now. The golden thread is a new opportunity to maximise awareness across the industry that change is here — and it’s essential to adopt it, no matter what that takes.

■ For more information on British Gypsum’s range of products and services, including its new website which has been designed to provide “better data, tools and support” for its customers, enter the shortcode rdr.link/mae007

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BRICKS, BLOCKS & HARD LANDSCAPING

Tim Wright, Managing Director, Concrete Products at Ibstock Concrete, looks back at the last year to discuss some of the biggest challenges faced by merchants and the key learnings that can be implemented throughout 2022.

Learning the lessons I

’m sure I speak for the entire industry when I say 2021 has been extremely difficult for construction, particularly merchants. Every corner of the sector has been significantly impacted by the repercussions of the COVID-19 pandemic and Brexit, with materials shortages, distribution delays and a significant uplift in demand creating a perfect storm, not just throughout the UK, but across the world. Over the last 12 months, the UK government has continued to position the construction industry at the epicentre of driving the nation’s economic recovery and growth, with the development of residential, commercial and infrastructure projects central to achieving this. The Stamp Duty holiday, in addition to the Affordable Homes Programme, created a housing market boom that significantly increased demand for building materials, with a wide category of materials, including roofing and fencing, significantly affected. All manufacturers experienced low inventory levels at the beginning of 2021 due to dispatching throughout 2020 lockdowns whilst manufacturing output was suspended. This meant that the continued rise in demand,

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which was further impacted by the significant uptake in renovation and DIY projects, placed them in an extremely difficult position. This was further complicated by implications of the Brexit trade deal, with major haulage shortages created due to the reduced availability of European drivers. High profile infrastructure projects, including the progression of HS2, also impacted the availability of necessary building materials, such as concrete, as the government continued to push forward with major national construction developments to help power the UK’s economic growth throughout 2022. All of these factors created an extremely challenging market, one that we are still operating within and will continue to throughout next year. As a business at the heart of building, we understand the importance of assured supply and acknowledge that, due to a number of factors, this is a major issue that is affecting both ourselves and the wider market. Supporting our comprehensive network of merchants in meeting their commitments is our number one priority, and until all of our customers are receiving

the levels of materials they need to meet their business requirements, we will not stop pushing and innovating to identify how we can successfully fulfil demand. This includes continuing to make strategically-led decisions to support the manufacture of building products that are experiencing the highest demand, including the application of strategic shift pattern changes within our factories. This optimises every single hour to increase manufacturing output, whilst operating in a COVID-secure way to continue to protect the health and well-being of our employees, suppliers and customers. We have also continued to undertake significant investment throughout the business, with increased manufacturing capabilities, range rationalisation and

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■ Ibstock plc has announced “ambitious new carbon reduction

commitments”, including a target for the business to be net zero by 2040. Having substantially achieved its existing goal of a 15% reduction in CO2 per tonne of production, the Group has now established “new, more stretching targets” to achieve a 40% reduction by 2030, and the commitment to become net carbon zero by 2040. This ambitious new net zero commitment will cover scope 1 & 2 emissions — including investment in more efficient production processes and in high quality environmental projects to offset residual carbon. A strategy to reduce indirect Scope 3 carbon emissions, which contribute less than 40% of the business impact, will be developed in 2022. These new targets are said to build on the Group’s existing sustainability roadmap commitments, and full details of the new sustainability strategy and net zero journey will be published in March 2022 as part of the Group’s 2021 results announcement. enhanced product quality protocols being implemented to help increase capacity, without compromising on product quality. Communication and trust lie at the core of overcoming this turbulent trading environment, and we are committed to

having open and consistent dialogue with our customers to establish as much forward visibility as possible of orders — and identify how we can continue to implement key learnings to make us an even easier company to do business with, now and in the future.

Ultimately, the events of 2020 and 2021 have required the industry to become even more efficient and productive, whether it’s been the rapid adjustment to COVID-19 site working practices to maintain project timescales, or manufacturers collaborating closely with customers to ensure adequate levels of stock to fulfil project requirements. As a result, each stage of the supply chain is continuing to examine how we can work smarter and harder to build a successful and sustainable future for all, a commitment that will continue to be realised throughout 2022 and beyond. ■ For more information on the full range of products and services offered by Ibstock Concrete, enter the shortcode www.rdr.link/mae008

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BRICKS, BLOCKS & HARD LANDSCAPING

Daniel Cheung

Better together Daniel Cheung, Lead Channel Manager for Wienerberger UK, explores the importance of collaboration between merchants and manufacturers to deliver better results for customers.

don’t need to dwell on the last two years, but one thing is clear, it’s been a challenging time for the industry. While manufacturers and merchants have been dealing with delays and price increases on raw materials, tradespeople have been battling product shortages. All of this before you even consider the impact of lockdowns and periods of isolation on work schedules. Businesses throughout the supply chain have been forced to adapt in numerous ways and one of the most interesting points for me has been the changing way in which manufacturers and merchants have worked together. As roadshow tours and in-store events

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were forced off the agenda at the peak of the pandemic, joint marketing initiatives were turned on their head. Online sessions, in-store POS, combined collateral and video content have all been used successfully across the industry in the absence of face-to-face activities. In many cases, it has only strengthened the relationship between manufacturers and merchants as they worked creatively to deliver new and enhanced solutions to support end users. Now, we are seeing the welcome return of roadshows and in-store activity as manufacturers make efforts to get back in front of their customers and — with the foundation of those stronger relationships — it will only benefit customers.

The role of a merchant has always been more than just selling products. Merchants have a part to play in ensuring the quality and reliability of each individual job, largely by offering the advice needed to ensure correct specification of products. Of course, the reality is that merchant staff simply can’t be experts in every category. Instead, they must rely on close working relationships with manufacturers, on hand to support with everything from merchandising and specification to after-sales and technical support. And as customer expectations continue to grow and with merchants operating in increasingly competitive markets, the value of such services will only increase.

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In practice: Wienerberger and Jewson ■ In October 2021, Wienerberger partnered with Jewson to run a nationwide tour across five days — one of the industry’s first faceto-face roadshow events in merchant car parks since the outbreak of the pandemic in March 2020. The ‘On the Road’ tour was hosted by builder and broadcaster, Andy Stevens, who visited a selection of Jewson branches across the UK to ask builders about the challenges and opportunities of the last 18 months. Andy, together with bricklayers, Matt and Rob, also had some fun along the way with the ‘Wienerberger Wheel of Fortune’, offering a host of daily prizes including Jewson gift cards, Komelon Essentials, Nando’s gift cards and a £1,000 Centre Parcs voucher. Andy, Matt and Rob also visited the firm’s manufacturing sites to learn more about the company’s distribution and production from its 14 UK factories. Ian O’Brien, Category Manager for Jewson, said: “We know how important seeing people face-to-face can be when building good relationships with those you work with. After the last two years especially, I think we can all appreciate this a bit more. Wienerberger’s On the Road tour was a great few days for everyone involved and there was so much valuable insight shared from all sides. Our customers found out more about the brand while its team was able to get direct feedback from the people who use the products every day.” For Wienerberger, it provided a valuable opportunity to gather insight for future engagement and to talk about its ‘futurebuilding’ approach. Most importantly, it also gave the team the opportunity to listen to customers and show their support after what has been a difficult time for many.

Thus, the importance of collaboration is greater than ever. Getting back face-to-face The good news is that opportunities to meet customers are available once again. For example, Wienerberger recently ran a nationwide tour of Jewson branches — our first since the outbreak of Coronavirus back in March 2020 (see panel). We learnt a lot from the tour, from what it’s like working in

the trade at the moment to how end users are adapting to the challenges. It was also a valuable reminder of how important it is, now that the world has opened-up again, that merchants open their doors for manufacturers and customers to engage. High recognition brands have a vital role to play in supporting their merchant customers beyond the basic supply of products, with education and insight, forward-thinking approaches and good communication. And with all of the above in mind, it’s more important than ever that they step up to that role as the world begins to return to some sort of normality. We’re not the only industry that has lost a personal touch in the last 18 months or more, but now is the time to get back out and meet the men and women who are using products day in, day out, working together to present the solutions that can overcome their challenges.

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■ For more information on Wienerberger’s products and support services for merchants, enter the shortcode www.rdr.link/mae009

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BRICKS, BLOCKS & HARD LANDSCAPING

Outside edge Marshalls explores the key garden trends for 2022.

f 2020 was the year people fell back in love with their gardens as one of the unforeseen consequences of the pandemic-enforced lockdown, 2021 was the year they began to invest in them or at least start to save towards a significant project. But what are the most sought after features of a garden for 2022, and what materials are currently the most popular? Marshalls has researched the current hard landscaping trends, allowing merchants to make the best recommendations to your clients and customers when it comes to making the most of garden and outdoor projects. Trends in garden design When it comes to garden layouts, it’s clear that people are still spending more time in their gardens than pre-pandemic. Choosing to move away from minimalist planting, homeowners are bringing more flowers and shrubbed areas to their spaces; raised beds for growing vegetables are proving popular, for example.

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And while people are still looking for low maintenance patios, they are clearly happy to embrace gardening as a hobby and still find the time to keep their outdoor spaces looking good. Indeed, many of the features that people are currently planning for their gardens also show that they want to continue

spending more time in them — seating areas, pergolas and open-air kitchens are all must-haves for 2022. For people lucky enough to have large outdoor spaces, they’re choosing to create different zones within their gardens. Even with a smaller garden, splitting it into different

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Pro tips: creating garden zones by designer Pip Probert ■ If your customers are looking to maximise the space for their own clients’ gardens, use these tips from professional garden designer Pip to offer advice: • Use different heights — low-level steps and raised planters are a great idea for small gardens as well as large; • Recommend using different materials on the floor — this breaks up the monotony of a single material type and different block sizes of the same material can also be used; • Create alternative boundaries — this helps break up a plot into individual ‘rooms’. Boundaries could be decorative panels, trellis and climbing plants, solid structures like walling, or simply a planted border.

areas can maximise the space and its use. A popular way to do this is to use the same paving colour throughout the garden, but in a mixture of different sizes and textures. Patio colour trends Grey paving continues to be the most sought after product for homeowners — this trend has been rising for several years and shows no sign of slowing down. The benefits of grey paving are that it looks great against most types of brickwork and works well for both modern and traditional homes alike.

Still a popular choice for indoors too, a grey patio is often used to create a smooth transition between outside and in, especially where the house has bi-fold doors or similar. Going away from a single colour, if your customers are looking for something completely different you can tell them about the growing trend in patterned paving. Porcelain is available in several different patterns and finishes such as corten and terrazzo, for example, and recent garden design trends have used these for step risers, underneath seating areas and even dancefloors.

Patio material trends Natural stone and slate remain popular choices for patio paving, with porcelain continuing to grow in popularity too. All are great options for a hard-wearing and stylish garden, with natural stone a favourite amongst people looking for a timeless style and porcelain for customers who want a low-maintenance option. For customers looking for grey tones in different paving materials, porcelain is an ideal option and offers a lot of different shades. Limestone is also popular, with people choosing it for its more modern and smoother finish, especially compared to traditional riven stone. Homeowners are also increasingly using block paving for garden paths and a border around a patio in the same shade, showing the versatility of this classic paving choice. ■ For more information about Marshalls’ products and technical support, please visit www.rdr.link/mae010

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BRICKS, BLOCKS & HARD LANDSCAPING VANDERSANDEN SUSTAINABLE PACKAGING

With plans to reduce its ecological impact by 15% by 2023 (from its 2019 benchmark) and an aim to be fully carbon neutral by 2050, Vandersanden is currently making its packaging more sustainable by using recycled material and less ink. Taking an “important step towards circular packaging”, the business will only use plastic sleeves and shrink-wrap that consists of at least 30% recycled material. By the end of the year, it says a large proportion of the packaging will contain 50% recycled material In addition to increasing the use of recycled materials, the brick manufacturer is also introducing eco-printing at all its production sites during 2022. This is said to have several advantages for the environment — the smaller print area requires up to 80% less ink, and eco-printed sleeves are also easier to recycle into high-quality material. Other initiatives include examining how it can deal with pallets in a more sustainable way, taking steps to work with return pallets, whilst it is also looking at improvements to its production processes including the “introduction of the most energy-efficient brick kiln in Europe” at Tolkamer. ■ For more information on Vandersanden’s

sustainability initiatives, and details of its product range, enter the shortcode www.mae011

IMPERIAL BRICKS REGENCY RANGE

Imperial says its newlylaunched Regency range is available now with the added benefit of short lead times. MD Jason Hughes said: “The Regency range is made to our specification by a partner factory in Europe. In view of the current brick shortages and in line with demand, we asked our factory to produce in excess of 6 million bricks in imperial and metric sizes, available on short lead times. “We also have large quantities in stock here in the UK (and) the new bricks have proved very popular already with merchants and their developer/self-build customers.” The Regency Orange Multi (pictured) and Regency Red Multi bricks are soft textured, handmade bricks, with natural creasing on the face. The former is a blend of predominantly orange shades with 5-20% reds, while the latter features mostly red bricks with a small percentage of oranges. This natural colour variation is the result of subtle temperature changes in the coal fired kilns, which gives the bricks their attractive, unique character. The Regency Chesham, meanwhile, is a unique byproduct of these blends which is “accentuated with pale faces and characterful overburns” and is available in smaller quantities in both metric and imperial sizes. ■ Use www.rdr.link/mae012 for more information on

the new range.

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REPAIR, MAINTENANCE & IMPROVEMENT

Floor the competition With customers appreciating a “practical and convenient alternative to laminate, natural wood or stone flooring”, merchant sales of Palio Trade by Karndean are said to be experiencing continued growth year on year. PBM talks to the company to find out more.

ntroduced by one of the UK’s leading manufacturers of luxury vinyl flooring (LVT), Palio Trade by Karndean is described as an “exclusive collection of easy to fit luxury vinyl flooring” that has been sepcifically designed for the trade to fit. Its popularity is such that the company states that, typically, merchant stockists are reporting 50% sales growth in the luxury vinyl flooring category over the last year, with LVT accounting for 70% of their total sales growth. As its product portfolio continues to evolve to meet demand from developers and home decorators alike, Karndean says that sales are expected to increase further. Matthew Brown, the company’s Head of Trade, said: “Although it has undoubtedly been a challenging time for builders’ merchants and the trade, it’s promising to see luxury vinyl flooring as a category that’s growing and continuing to innovate. We are introducing new superior formats designed to offer ease of installation and convenience to fit over existing subfloors without the need for extensive preparation and screeding. “As a result, we are seeing sales of Palio Trade by Karndean go from strength to

strength since we launched to the independent merchant market in 2017.” The collection itself offers “highly realistic” wood and stone designs that “look just like the natural materials they’re inspired by, but without any of the practical downsides”. Furthermore, the range is claimed to provide skilled tradespeople with an easy-fit product that “guarantees a perfect finish every time”

www.professionalbuildersmerchant.co.uk

with three format options — rigid core, loose lay and gluedown. Described as being waterproof, hygienic, slip resistant and very comfortable underfoot, the flooring is said to be hard wearing enough to stand up to the demands of a busy home, even in more challenging rooms such as bathrooms and kitchens. The rigid core format of Palio Rigid and Palio Core offers a familiar click-locking

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heating, are easy to keep hygienically clean and come with the reassurance of a 20-year residential guarantee.

“Our UK based stock holdings provide much needed supply chain resilience so we can confidently support our merchant network and offer clear reassurance that orders will be delivered without delay.” Matthew Brown, Head of Trade at Palio Trade by Karndean mechanism for quick and easy installation and comes with the convenience of being suitable for fitting over uneven existing subfloors. Also recommended for new floors that are still drying out, Karndean says its Palio’s rigid core flooring can even help the trade manage project timelines and minimise disruption for their clients. Palio LooseLay, meanwhile, features an innovative friction grip backing that is designed to secure the product in place using a combination of weight and friction, making this a suitable option if the existing floor needs to be protected or for temporary installations.

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These formats also come with the additional benefit of a pre-attached acoustic layer which reduce noise transfer to the floor below by up to 19dB, making these recommended choices for upstairs rooms or multi-storey apartments and student accommodation. For bespoke floor designs, and suitable for installers with more specialist fitting skills, Palio Gluedown offers a range of “beautiful designs” that can be laid in a wide range of laying patterns and personalised designs. In addition, all Palio flooring products are compatible with wet or dry underfloor

Introducing multiformat Said to offer the widest choice of designs and formats, the Palio Trade by Karndean multiformat collection presents “ten beautiful wood designs” which are all available in Palio Rigid, Palio LooseLay and Palio Gluedown to suit any situation. This, the company asserts, means that no matter what the subfloor conditions, there’s an appropriate format in the colourway the client prefers. So, whether the goal is to create a bespoke pattern with Palio Gluedown, limit noise transfer between floors with Palio Rigid, or retain access to underfloor services with Palio LooseLay, the same colourway can be carried throughout multiple spaces for a stylish finish and sense of flow and cohesion. Matthew Brown concluded by saying: “Our UK stock holdings provide much needed supply chain resilience so we can confidently support our merchant network and offer clear reassurance that orders will be delivered without delay. Palio Trade by Karndean is a product increasingly trusted by home designers and the trade and we are pleased to be meeting the market’s demands for quality, design and innovation, opening up new opportunities for our merchant partners to grow sales.” ■ For more information on the Palio Trade by Karndean range and the company’s support packages for merchant stockists, enter the shortcode www.rdr.link/mae013

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Move on up with training In 2021, the Health and Safety Executive (HSE) revealed that falls from height continued to be the leading cause of workplace fatalities in the UK, accounting for 25% of all worker deaths. Trevor Rabson, Training Manager at WernerCo, discusses how best practice training for merchants can not only boost sales but also support customers staying safe when working at height.

orking at height is unavoidable in many industries, so it’s vital for professionals to use the correct access equipment and be aware of safe practices when on site. Merchants are in a prime position to promote this by stocking suitable products and educating customers about the training options available. Knowledge is king Merchants are often the source that professionals will turn to for trusted guidance, so having employees that are able to recommend the most suitable solution for the job is a real plus. Being clued up on the different products you stock and able to offer advice around them is key. And when selling safety critical equipment such as ladders, merchants have the opportunity to inform customers of best practice when working at height. This is also the perfect time to remind them about the importance of training and the options available.

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Being able to offer enhanced expertise helps counter staff to build strong and positive relationships with customers and, when it comes to supporting them to choose the right equipment for the job, it could have a positive impact on sales. However, knowing where to start with training advice can be daunting and that is why WernerCo is proud to offer free of charge training to merchants and staff. This includes a wide range of on-site training to customers and end users across the industry, including ladder, tower and equipment inspections, in addition to advice and best practice while using WernerCo products. It pays to display Educating customers is one thing, but making sure that you have the products you’re talking about on display can often be tricky when you have many different suppliers all vying for space. Furthermore, larger items such as ladders can be hard to display on the shop floor and

are often “hidden away in the back”, especially when space is restricted. However, this is when key sales opportunities can be missed as once products are out of sight, they are often out of mind. On average, a tradesman owns at least five sets of ladders and when it comes to working at height safely, it isn’t a case of one fits all. With this in mind, Tactical Display Units (TDU) and good Point of Sale displays (POS) are vital when it comes to boosting sales. Providing safe storage of products, TDUs are able to showcase a variety of products within one display. Also, high-quality POS can boost order numbers when used correctly, and variety is key. The TDUs are compact in size and, size dependent can allow up to five products to be displayed. The Werner or Youngman branded units are 1m wide and designed to be positioned at gondola ends or for neat positioning around the counter. They can even be displayed outside the main entrance.

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The TDUs can hold a range of products allowing merchants to offer popular SKUs from different ladder categories such as aluminium and fibreglass ladders, work platforms and extension ladders. Two side mounted POS panels are also supplied with each unit. Seeing is believing Being able to see the products in action is another brilliant way of not only being able to boost sales, but also using it as an opportunity to talk to customers about best practice and choosing the right equipment for the job. It therefore follows that offering demonstration days outside the branch is a great way to showcase larger items such as ladders without creating additional work for counter staff. Increasing knowledge by having a trained professional on hand to answer not only customer, but also staff questions, means that best practice will hopefully start to spread. Working in partnership Working together to help educate professionals and encouraging them to invest in training will go a long way in helping to improve the safety of those working at heights and minimising the number of accidents reported each year. ■ To find out more on the best practice training, demonstration days and the range of access solutions available from WernerCo, enter the shorcode www.rdr.link/mae014

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REPAIR, MAINTENANCE & IMPROVEMENT

It pays to prepare Laura Hettenbach, Senior Trade Brands Campaign Manager at Purdy, explains why it is so important for merchants to stock premium painting and decorating prep tools — and what to take into account when recommending products to their trade customers.

ny professional painter and decorator will know that prep work is the key to achieving a professional finish. In fact, it has been said that as much as 70% of a job is spent just on the preparation alone. As such, it is paramount that merchants offer their customers a range of high-quality products that are up to the job. Longevity A common issue with low-quality prep tools is their tendency to rust. This is because if products like metal putty knives, stripping knives or multi-tools are not properly dried after use they can rust, and this can affect how well the tool performs and be detrimental to the overall finish. To avoid this, leading manufacturers produce prep tools made from stainless steel. Unlike alternative materials, stainless steel includes a high level of chromium and when chromium reacts with oxygen it forms a protective layer that prevents corrosion and rust from occurring. Whilst it is still recommended to dry the product after use, there is a lower chance of it rusting.

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Stocking a wide range of stainless-steel prep tools is a great opportunity for maximising sales as customers can trust in the quality and longevity of the products that they are purchasing. It is also recommended to have a selection of products from the same manufacturer as this will ensure that the merchant can easily cross sell and secure regular business from customers that are loyal to a particular brand. There is also an opportunity for repeat business from those that are impressed with one product and are looking to add more items to their toolkit. Durability Another key consideration when selecting prep tools is how well they are constructed. Low quality options will often be designed with a short tang (the part of the blade that connects to the handle) and, as such, are susceptible to coming loose, bending or even breaking apart completely. Instead, recommend products with a full-length tang that spans the whole length of the tool. This will ensure strength and stability and enable the user to rely on their

prep tools even when using them for heavy-duty applications. Usability As professional painters and decorators regularly use their prep tools for extended periods of time, it is vital that the options stocked can deliver on comfort and usability. Products with a rubberised grip are always recommended as the additional padding will make them more comfortable, easy to handle and prevent the user’s hand from slipping. In addition, users should be attracted to products that improve their efficiency and productivity on site like the Purdy 10 in 1 Folding Multi Tool. With a nail puller, Phillips-head screwdriver and features to set nails, scrape, open cans, spread compound, open or clean cracks, and clean rollers all included the device, it means users do not have to swap tools between tasks. Better still, this product includes a folding blade and pocket clip so professionals can keep it close at hand, safe and secure in their pocket when not in use. For removing paint from woodwork, scraping glue, or scouring stone, brick or

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“It is said that as much as 70% of a professional painting and decorating job is spent just on the preparation alone. As such, it is paramount that merchants offer their customers a range of high-quality products that are up to the job.” plaster customers will need a carbide scraper. Always look to options that feature a strong bolt that attaches the blade to the handle as this will provide increased stability even when the user is putting their full force into the task. Models like the Purdy Four Edge Carbide Scraper also come with a choice of four blades — two for aggressive scraping and two for finishing. This means that professionals can maximise their efficiency and use the same tool across multiple tasks. What’s more, by offering replacement blades merchants can benefit from repeat business opportunities. Products such as the Purdy Brush and Roller Cleaner are also a good tool to keep in stock, as professionals can use them to clean paint out of their brushes and rollers quickly and effortlessly at the end of a job. Furthermore, the product has been designed to help extend the life of brushes and rollers which is a key benefit for customers. For merchants servicing the professional painting and decorating industry, it is important to have a range of high-quality, durable and easy to use prep tools available in stock. When speaking to customers about the products that they should keep in their toolkit, always explain why stainless-steel models are preferable and the additional features that ensure the longevity of the tools that they are purchasing. This additional support will boost customer satisfaction, increase the chance of repeat business and offer an opportunity to cross sell.

■ For more information about Purdy and its products, enter the shortcode www.rdr.link/mae015

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REPAIR, MAINTENANCE & IMPROVEMENT HIB FOLD MIRROR

Billed as being “unlike anything currently on the market”, the new Fold mirror features distinctive illuminated edges that can be angled to a desired position to either focus the LED lighting on the subject or outwards to brighten the space. As well as the moveable illumination position, the mirror also features dimming capabilities and colour temperature changing technology to alter the brightness and tone. The Fold mirror is available in H80 x W50cm, H80 x W60cm and H60 x W80cm options. ■ More information awaits via

www.rdr.link/mae016

KNIGHTSBRIDGE FASTCHARGE POP-UP TOWERS

The electrical accessories manufacturer has boosted its collection of pop-up and FASTCHARGE chargers with the introduction of innovative pop-up ‘towers of power’ that come in a choice of cap finishes and combine three 13A sockets with USB outlets. Suitable for mounting in worktops, desks, communal workplace areas and home offices where a discreet power option is required, the units are ingress rated to IP54 when closed, meaning they are limited against dust ingress and splashes of water — making them well-suited for wet areas like kitchens or where spillages might occur, such as conference rooms.

■ For further details, enter the shortcode www.rdr.link/mae017

TOUPRET ANTI-DAMP SOLUTIONS

Toupret has improved its Problem Surfaces collection with two versatile anti-damp products that can be applied on both interior and exterior walls. These two products — the filler coating Anti-Damp Render and the Anti-Damp Treatment moisture barrier — further strengthen the choice of any professional for treating problem surfaces. Both are highly technical fillers that have the “Toupret stamp of approval” from painters, decorators, builders, and construction workers up and down the country. Moreover, the anti-damp product update is part of a major rebrand and product reorganisation for Toupret — this collection, for example, is now signified with a green colourway to offer a striking shelf point of difference. ■ Check out the new products through www.rdr.link/mae018

WEST FRASER CABERDEK IN EAST SUSSEX SELF-BUILD

With product supplied by the East Grinstead branch of Parker Building Supplies, self-builder Tim Morris set about a full renovation of his 1920s cottage in East Sussex in early January 2021. With the intention of demolishing the existing ground floor annex, which housed a fourth bedroom, and then adding a twostorey rear extension to create much-needed space in his family home, Tim battled through the winter months only to be confronted with the “lowest average minimum temperatures for April in the UK since 1922”, according to the Met Office. However, sourcing West Fraser’s CaberDek flooring with its peelable film, he was able to protect the structure from the frost-laden conditions. Tim said: “We were really pleased with the CaberDek. It was easy to lay and we used the CaberFix tape and CaberFix adhesive to create a fully water-tight floor covering.” Part of West Fraser’s CaberFloor range, CaberDek is designed to withstand the elements for up to 42 days between laying the floor and fixing the roof, when installed according to manufacturer’s instructions. Responsibly sourced and manufactured in ISO 14001 accredited mills, the panels are FSC certified and created from locally grown timber, cutting embodied carbon from transportation.

SANIFLO UK KINEDO KOCOON CUBICLE

With all the benefits of Kinedo selfcontained shower cubicles, the Kocoon differs with its luxury shower panels rather than the glass internal panels that Kinedo cubicles are famous for. The cubicles are available in multiple sizes and are popularly used as bath replacement products whilst installation can be achieved in under half a day as no tiles, grout or silicone is required. The Kocoon cubicle is supplied as one integrated package that includes the tray, internal shower panels, glass external panels and door, as well as the smart shower valve, rainshower head and handheld shower with anti-twist hose. ■ Kinedo states that it also

happy to work with customers who require a bespoke solution to meet particular project requirements. Go to www.rdr.link/mae020 for more.

■ For further information, enter the shortcode www.rdr.link/mae019

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TOOLS, FIXINGS & ADHESIVES

Lee Jones, Deputy Editor of PBM’s sister publication Professional Builder, investigates the latest solutions from the sanding and abrasives specialist, Mirka.

The short answer T

he best inventions are often those that beg the question, “why hasn’t it been done before?”, and that’s certainly been the direction of travel of the Mirka range over the last couple of years. “When we first launched the Dual Voltage LEROS the first reaction from many of our customers was to ask how more manufacturers haven’t adopted what is such a convenient concept for the trades,” explains Chris Proffit, Business Sector Manager — Construction & Decoration at the company. “Merchants only need to stock one tool, and the builder can invest in just a single machine, as well as eliminate the need to carry around a heavy and cumbersome transformer.” Developed as a result of a demand for a site-work compatible 110V machine to go alongside the existing 230V, the Finnish manufacturer’s answer was to create a twoin-one solution, where only the lead needs to

be changed to switch between the two voltages. Powered by the constant speed, efficiency and reliability that a brushless motor affords, the unit’s 180° flexible head, and 5mm random orbital motion guarantees a professional finish, whether it’s on site or in domestic renovation jobs. With the recent introduction of the Mirka LEROS-S 950CV (LEROS-Short), the latest addition to the wall and ceiling sander range takes the concept in a compact direction. Only available as Dual Voltage, the machine combines the same features as its bigger brother in the product family with a size that makes working in confined spaces a much easier proposition. In addition, thanks to dust-free net abrasives, working in tandem with suitable dust extraction, end users can enjoy the virtually dust free operation that the company has consistently pioneered.

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TOOLS, FIXINGS & ADHESIVES

The view from the trade ■ Professional painter and decorator Trevor Mangan from TJ Painting and Decorating gives his view on the Mirka LEROS. He said: “Since buying the LEROS-S it has been a massive time saver on all the jobs we have used it on because it has enabled us to work smarter not harder. “In addition, having access to the LEROS-S has allowed us to teach Max, our young trainee, a valuable lesson in terms of how tools assist us. We did this by giving him a “1980s” pole sander to use, so he could appreciate and understand how much of a difference Mirka’s tools make when it comes to level of prep being carried out alongside the time saved, which then can be spent on other jobs.”

Not only that, but great attention has been paid to the ergonomics of the tool when in use, with a comfortable 3.2kg weight, complemented by two grip points, and a balanced feel regardless of the angle at which the machine is being asked to sand. Mirka is a company that champions innovation in its own tools, but the firm is also quick to support the latest trends in building techniques, not least the increasing adoption of spray plaster. Previously the preserve of larger commercial and residential sites, it is now finding a place on smaller jobsites. In response, the manufacturer has been working in partnership with Knauf to develop the best ways to finish their airless plaster product, this includes a new range of skimming blades. Designed to be used to smooth plastered surfaces before sanding the final finish with a Mirka LEROS, the tool is available in a wide range of sizes — from 15cm to 100cm, together with the added convenience of an extension pole. The blade’s shape has been designed to deliver the control that plasterers need, but within a lightweight construction. The most common sander in the range remains the DEROS 150mm random orbital machine. The “original and the best”, it is described as a great all-rounder — and reportedly still the lightest tool of its type available on the market — that will tackle a wide range of applications, from walls to woodwork.

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It is, however, the case that a round pad is not necessarily compatible with square corners, and that’s where the DEOS becomes an invaluable addition to the armoury of the painter and decorator. “We often see tradespeople progressing through the range,” enthuses Chris, “where they experience the features and benefits of dust free sanding that a DEROS provides and then expand further into our product portfolio.” Throughout its history Mirka has quietly led where others then follow. Where some power tool makers made capital on the adoption of brushless

motors, for example, Mirka has always used the technology in its sanders. “Our guiding principle has always been about compact, lightweight and ergonomically designed tools,” reveals Chris, “and that’s a theme that runs through all of our launches. For a painter and decorator, it’s all about improving the finish and we’re supplying the means to do just that.” ■ For further information on the range of solutions from Mirka, in addition to its support and product training package for merchant stockists, enter the shortcode www.mae021

www.professionalbuildersmerchant.co.uk

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TOOLS, FIXINGS & ADHESIVES

Help is at hand From the pages of PBM’s sister publication Professional Builder, Tibby Singh offers a trade user’s perspective on a pair of the latest hand tool innovations from Hultafors.

e live in a world where technology has taken over our lives and power tools are routinely used in place of many traditional and manual ways of working. However, there are still numerous jobs that need to be done by hand. It is therefore essential that our hand tools are both precise and reliable. When studying carpentry and joinery, before I was even allowed to touch a power tool, I was taught to fully understand traditional methods of working using hand tools. As a result, I’d say I’m quite particular in what tools I use and was interested in what Hultafors had to offer.

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In this review I have a look at two of the latest products from the company — its traditional new Chisels and a more futuristic Digital Pocket Level with Bluetooth. Chiselled looks You may have noticed that chisels never really sit flat to the surface, but Hultafors has achieved just that with these HDC Chisels, and this significantly increases its number of applications. Furthermore, it makes it much safer when shaving something that needs to be flat — such as wooden pellets that hide screws. The chisel is forged in one piece, increasing its durability and ensuring the

force applied will be transmitted down to the work piece. The striker is made from nylon, and can really take a hammering, so you can be assured it will last. If it ever becomes completely hammered, the good news is that it’s replaceable. I believe that a craftsman that takes pride in his work also takes care of his tools and it

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is admirable that Hultafors clearly shares the same philosophy. The manufacturer has produced a full protective cover to guard the tools against damage and keep them fit for purpose. Furthermore, the cover can be clipped to your belt, which is perfect for when working at height where it will save you time and keep you safe. On the level Another tool that is sharp — but this time in accuracy — is the new Hultafors DPL Digital Pocket Level which is a smart digital magnetic pocket level with Bluetooth. The device conveniently fits in the hand and even comes with a carry case that not only protects the level but can also be clipped to your belt. The advantage of digital levels is that there are no discrepancies between two people because the digits don’t lie. It not only can be used as a spirit level but also an inclinometer and protractor which opens it up to be used for numerous applications for various trades. With it being magnetic too, it’ll attract the fabricators as well. In addition, its ‘V’ shaped groove allows it to wrap around circular objects. It gives you five options of units of measurements from: • mm/m • Percentage • In/ft (decimal) • In/ft (fractional) • Degree The Bluetooth feature is perfect if you find yourself in a position where you can’t see the screen, because you can connect it to your phone via the app and the results are displayed live on the screen of your mobile device. This saves you going up and down like a yoyo, especially when adjusting and levelling the feet on kitchen carcasses, for example. And just to make sure it is in sync, it has an audio option which sounds a continuous bleep once it's level and all this can be controlled from the phone. Size really doesn’t matter because this new Hultafors Digital Pocket Level with Bluetooth has everything but the kitchen sink. No job is too big because it can be used as a 6ft level. No, it doesn’t extend but all you would need is a 6ft straight edge and place the level on top — it really is that straightforward. ■ For further information, use the relevant shortcode below: Hultafors HDC Chisels www.rdr.link/mae022 Hultafors Digital Pocket Level with Bluetooth www.rdr.link/mae023

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Grab your attention PBM takes a look at the latest developments in sealants and adhesives from CT1.

ince becoming the first manufacturer to introduce and coin the term hybrid polymer when CT1 was introduced to the market more than 18 years ago, the sealants and adhesives landscape changed dramatically. And today, the same company says it is making similar advances with the ‘Tribrid’ technology behind its Power Grab ‘n’ Bond product. It’s fair to say that if your customers were previously looking for a liquid product to bond and replace mechanical fixings there would be no suggestion available. Thanks to CT1’s Tribrid technology, the Power Grab ‘n’ Bond product lays claim to eliminating such fixings with an instant grab on large vertical bonding, and significantly reduces labour and costs in the process. Originally created for façades and heavy stonework, the versatility and power of this chemical fixing means it has since been widely adopted by shop and kitchen fitters, as well as on outside stonework, façades, quoins, landscaping and all-round building work. Amongst its many applications plasterers are now said to be increasingly using it to bond beads, for example. Where these have traditionally been nailed in, the supplier says Power Grab ‘n’ Bond will do the job. Three times stronger than regular hybrid polymers (hence the name…), Tribrid also

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has much longer colour retention. Indeed, a common concern that tradespeople often had with many hybrids is that the white would discolour over time, and the clear would often turn yellow. However, after considerable research and development, that’s a problem that’s now been solved. Application Conventional methods of adhesion have relied on a two-component epoxy mix. Not only was this temperamental in achieving the right mix but, depending on the weight of the slab, each one then might then need to be supported by drilling in ties. As well as all that, full cure could be anything between 24 and 42 hours. As a ‘one component’ product for heavy duty vertical bonding, Power Grab ‘n’ Bond does not have any of these disadvantages. Utilising a heavy-duty caulking gun, the user can apply the product straight from the cartridge, wait four to five minutes and then fix directly onto the wall. There is no need for additional fixings and, together with rapid curing, this will reduce labour time by up to 50%. The solution is solvent free, with high initial grab and structural bond. It can be applied to concrete, most stones (without staining), ceramics, marble, wood, MDF,

polystyrene, fibreglass, gypsum board, metals, lead, glass, mirror, plastics (except for PP, PE and PTFE). It is tested by a UKAS accredited lab to BS EN 12003 - shear test and BE EN 1308 - slip resistance. ■ For more information on the ‘Made in Britain’ Power Grab ‘n’ Bond from CT1, including a video explainer, enter the shortcode www.rdr.link/mae024

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TOOLS, FIXINGS & ADHESIVES MAKITA UK XGT 40VMAX BRUSHLESS ANGLE DRILL ROLLINS MARSHALLTOWN EZYSCREED COMBO SCREED

Available via Rollins & Sons, the Marshalltown Ezyscreed Combo Screed is made from lightweight aluminium with a heavy-duty gripped handle that includes a built-in spirit level to check concrete levels while working. It features a dual-edge design with a sharp edge for cutting and a round edge for floating concrete whilst the handle can be removed and reattached to the bottom side of the screed to increase product life. Available in five sizes from 900mm (3ft) to 3000mm (10ft), Ezyscreed is described as “the tool of choice” for builders and contractors laying concrete. ■ Enter the shortcode

www.rdr.link/mae025 for further information.

Further additions have been made to Makita’s XGT 40VMax range of machinery, including the launch of the new DA001G Brushless Angle Drill. The powerful tool is said to deliver a noload speed of up to 1,500rpm and a maximum torque of 136nm, offering “outstanding performance for heavy load applications”. Featuring two mechanical gears and variable speed control so operators can easily adjust the output to suit the task in hand, the unit also benefits from Makita’s innovative Automatic Torque Drive Technology which improves efficiency by automatically adjusting the output according to the load conditions. The inclusion of a torque limiter also protects the machine from mechanical overload and damage, and the operator if the bit gets jammed when drilling during high-demand tasks. ■ More details await via www.rdr.link/mae026

FEIN NEW PRODUCTS + SERVICE APP

FEIN has released a series of new products including a new Bluetooth charger, a metal chop saw and its brandnew service app, my.FEIN, which allows users to access everything from warranties and receipts, to battery information and services. The new ALG 80 BC battery, for instance, has 8A charging current for short charging times and Bluetooth connectivity. It is compatible with FEIN’s entire 18v cordless range — including MultiMaster and the 18v Combi Drill — as well as the my.FEIN app, communicating charge status and cycles, while sending push notifications when the battery is full. ■ For more on the new products, use www.rdr.link/mae027

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FREE TO TH E TR ADE

Professional PLUMBING ■ ROOFING BUILDING ■ FLOOR ING ■ AND DECOR ATING ■ ■ CARPE NTRY ■ PAINTI NG FEBRUARY 2022

FOR THE BUILDING INDUSTRY THE BUSINESS MAGAZINE

TOOLS & WORKWEAR DRILL SEEKERS!

NEW BUILD & PROPERTY DEVELOPMENT

Campaign news

BEST LAID PLANS!

BAGS AND CLIPTECH TECHNOLOGY TOUGHBUILT’S MASSIVE MOUTH A TIDY VAN IS A TIDY PROFIT! SEE MORE INSIDE... TOOLS FASTER AND EASIER. HELP TO ORGANISE YOUR

DRIVE COSTS out of your build

No new build is complete without an outdoor landscape to compliment the slick new design. Talk to us at the planning stage of your project to receive expert product and design advice and drive significant cost out of the build. Talk to us today about our extensive choice of bricks, garden and driveway paving and more – available online and through our nationwide merchants.

marshalls.co.uk/builders

Helly Hansen Trusted by professionals

They say that a picture speaks a thousand words, and Helly Hansen is deﬁnitely letting its workwear do the talking here. The company became an NMBS supplier last year and plenty of information can be found on its comprehensive clothing, footwear and accessories ranges for the trade via www.rdr.link/mae028

CTEC PGB Power Grab ‘n’ Bond

Marshalls Drive costs out of your build

The ad notes that “no new build is complete without an outdoor landscape to compliment the slick new design” and the attractive-looking property featured in the ad certainly makes the point. The artwork then outlines a number of the support services the supplier offers your customers, whilst encouraging them to visit its network of merchants. Check out www.rdr.link/mae029 for more on the firm’s product range.

There’s no hiding the message in this bold ad from the creators of the pioneering CT1, declaring that its PGB product is “as strong as a mechanical fix”. Featuring the Made In Britain stamp, the adhesive utilises the firm’s “unique Tribrid technology” to deliver “revolutionary heavy duty vertical bonding.” There’s plenty of info on the CT1 website, including videos and tech specs. Take a look via www.rdr.link/mae031

46 PBM FEBRUARY 2022

ToughBuilt Product range

ULTIMATE COMFORT

WATER-REPELLENT TO STAY DRY

www.mascotworkwear.co.uk Mascot International Ltd. · T: 0161 504 0960 · sales.uk@mascot.dk

Mascot Workwear Workwear range

Another workwear advert that cuts straight to the chase, here Mascot outlines a number of the core features of its wide range of practical and stylish garments and accessories — comfort, durability and a capability to battle the elements. Get more detail by surveying the company’s range online via www.rdr.link/mae030

The ad names ToughBuilt as “the category leader in Sawhore / Jobsite Tables”, and they certainly assume a prominent position here, however it is also interesting to see a snapshot of the company’s other popular products — from the 2-in-1 Scraper Utility Knife, to Kneepads, storage and accessories in the Cliptech range and a wider range of hand tools. All ToughBuilt products are said to come with a two-year guarantee as standard. Visit www.rdr.link/mae032 to familiarise yourself with the full range.

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JANUARY/ FEBRUARY 2022

Professional Builder and Professional Heating & Plumbing Installer magazines continued to engage with professional tradespeople across the nation throughout the pandemic, increasing their digital reach when the trade counters were closed. As restrictions end, and demand for work continues to be high, PBM looks at some of the advertising campaigns to feature in the latest issues as active suppliers seek to influence the buying decisions of approaching 200,000 trade professionals at merchant branches each month.

PLUMBING & BATHROOMS DEVELOPMENTS IN BATHROOM TECHNOL

OGY

HEATING & RENEWABLES THE BENEFITS OF ADVANCED CONTROL S

TOOLS & EQUIPMENT

WD-40’S REDESIGNED SPECIALIST RANGE

VISIT PHPIONLINE.CO.UK FOR REGULAR UPDATES

AND EXCLUSIVE CONTENT

Ultraheat Innovative bathroom heating

GET A QUOTE TODAY circoflopro.co.uk sales@circoflopro.co.uk 01392 360457

AVAILABLE AT OVER 300 INDEPENDENT PLUMBERS MERCHANTS

DO YOU WANT TO STOCK CIRCOFLOPRO? CALL US ON 01392 360457

Stuart Turner Low pressure? No problem

Offering an answer to an all too common issue, Stuart Turner’s latest ad discusses its new Aquaboost iBolt and iMatic range of high flow, high head, cold water pressure and flow boosting solutions. Designed to optimise space and provide a very quiet and easy to install fix, all the information stockists will need can be found via www.rdr.link/mae033

CircofloPro Straightforward Underfloor Heating

I can’t tell you how much I love this truly no ‘nonsense’ ad, which stands out from the crowd by not featuring any images of the actual product range! Merchants are encouraged to make contact to stock the BSRIA-tested portfolio, whilst plenty of detail awaits online through www.rdr.link/mae034

Viessmann Which? Best Buy Combi Range 2021

‘Hydrogen Ready’ and with WiFi inside for mobile device control, Viessmann’s ad celebrates the award of Best Buy status from the consumer champions for the fourth time in ﬁve years — with excellent reliability and high scores for build quality, ease of repair and servicing cited as the reasons why. Enter the shortcode www.rdr.link/mae036 for more on the range. WiFi Inside

20% Hydrogen Hydrogen Ready

www.professionalbuildersmerchant.co.uk

The company showcases just one of its “efficient, contemporary and superior products” in this advert, but readers are invited to scan the QR code to Innovative bathroom heating download its latest catalogue to view the full range. Head to www.rdr.link/mae035 to do likewise. Download the latest catalogue

OUR RANGE OF TOWEL RAILS OFFER

EFFICIENT, CONTEMPORARY, SUPERIOR PRODUCTS

T: +44 (0)1908 271155 E: info@pitacs.com W: www.ultraheat.co.uk Ultraheat is the heating division of Pitacs Limited

Omnie Thinner than a 5p piece

A stylish ad showcases LowBoard — Omnie’s ultra-thin, low build-up underfloor heating system that is designed to minimise the impact on floor-to-ceiling height and can also be laid over existing floors to deliver maximum installation flexibility. Find out more via www.rdr.link/mae037

One Panel Unique pattern with flow and return minimises hand-routing and eliminates the need for separate ‘straight’ and ‘loop’ panels AL-HEX Technology Pre-foiled aluminium heat diffuser: Crucial for fast warm-up and excellent heat outputs

Snug Fit Innovative channel routing that ensures the pipe fits every time

Lightweight Environmentally friendly and only 15mm thick* (LowBoard15)

Officially Efficient Independently tested by BRISA for heat output

Easy Install ‘Fluted' exit to ensure an easy transition into the neighbouring panel. Without this detail the panels have to be perfectly aligned

Thinner than a 5 pence piece. LowBoard® is our ultra-thin, low build-up underfloor heating system that minimises the impact on floor-to-ceiling height and can be laid over existing floors.

COMPLETE SYSTEM DESIGN. UNDERFLOOR HEATING & COOLING. HEAT PUMPS. VENTILATION. HOT & COLD SUPPLY. TRIED. TESTED. TRUSTED.

Got a project in mind? Call 01392 36 36 05 or visit omnie.co.uk

PBM FEBRUARY 2022 47

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PRODUCTS & SERVICES

RANGEMASTER HARTLAND SINK

Rangemaster has expanded its fire-clay ceramic range of sinks with the introduction of the new Belfast-style Hartland model. Said to embody the “beauty of the traditional Belfast look”, the sink is then enhanced by the “simple practicality” of an inset design which eases installation by ‘dropping’ in the sink. In addition, the ‘lip’ over the worktop ensures it is suitable for all materials, including laminate, as it creates a barrier against water ingress that could otherwise damage surfaces. The singlebowl sink also features a deep apron front profile to create the distinctive Belfast style – designed for both contemporary and traditional kitchens.

ONDULINE ONDUTISS AIR MEMBRANES

Onduline has added a ‘new and improved’ range of breathable vapour-permeable membranes to its portfolio, further extending its product range available for trade customers. Said to offer a high technical specification, including advanced levels of tensile strength, tear resistance and ductility, the ONDUTISS AIR membranes comprise a microporous functional film protected on both sides by a layer of polypropylene and are available in four different grades, 100gsm, 120gsm, 140gsm and 160gsm. As well as being BBA accredited, meaning the breathable membranes are suitable for new builds and renovation projects, ONDUTISS AIR also carries a W1 classification resistance to water penetration and a Class E reaction to fire.

FIBO ANTIBACTERIAL WALL PANELS

Specifying products with inherent hygienic properties is vital in order to limit the spread of bacteria — especially in healthcare and education settings. As such, Fibo is pleased to announce that all of its waterproof wall panels have now been certified as antibacterial. In response to the industry demand for certified hygienic products, the company’s waterproof wall panels have now been independently tested and verified in accordance with ISO 22196:2011 in addition to an assessment in accordance with the limit value stated in JIS Z 2801. This certification confirms that the wall panel’s surface is able to inhibit the growth of microorganisms that form E.coli and Staphylococcus aureus – bacteria that can cause various infections, or even lead to pneumonia and other serious illnesses.

STORMKING BBA ACCREDITATION

Having been awarded BBA accreditation in 2017, GRP building component manufacturer Stormking is asserting the hard work that goes in to maintaining the “excellence demanded to achieve this independent quality assurance mark”. Marketing Manager Andrew Almond said: “Stormking holds BBA certificates for its dormer, imitation chimney and bay window ranges, confirming the products comply with all NHBC regulations and standards. We are then independently audited at least twice a year to ensure we are maintaining the levels of quality required to retain these BBA accreditations. “Maintaining these certificates is extremely important. Not only are they a way of showing our products meet — and in many cases exceed — the current set of building regulations, providing a competitive advantage in an extremely competitive market, but they also enable us to demonstrate the traceability of our raw materials (which is) of ever-increasing importance to our customers.”

SOLID GEAR PRIME GTX HI-TECH SAFETY BOOTS

Claimed to incorporate some of the most advanced technical features in safety boot design, Solid Gear’s athletic-looking Prime GTX boots reflect a focus on comfort and S3 safety. The hi-tech safety footwear will also keep the user’s feet dry so they can work comfortably in the roughest conditions on site. The footwear features a combined Vibram outsole with a full and lightweight EPTU mid-sole to prioritise top-line comfort and stability. The sole is said to combine excellent durability with oil-and slip-resistance in addition to outstanding grip on snow and ice. The GTX further combines ergonomics with a torsional rigidity for safety, enhanced by the durable microfibre upper that has a waterproof and breathable GORE-TEX membrane.

FOR MORE EXAMPLES OF SUPPLIER SUPPORT FOR MERCHANTS ON THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MAE038

48 PBM FEBRUARY 2022

www.professionalbuildersmerchant.co.uk

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MARKETING SUPPORT

HILTON BANKS TRADE SHOW BROCHURE The company behind the popular sealant and adhesives brand HB42 has launched the latest edition of its popular ‘Trade Show’ brochure, which is said to be packed with more special offers for merchants than ever before. Now in its 15th year, the ﬁrm says the brochure is very popular with the merchant trade and will aim to encourage more merchants to use its new merchant App. Running to the end of February 2022, the Trade Show promotion “offers a wide range of top-quality trade products at great prices” with high levels of in-store and online support for merchants and their customers including a ‘buy one get one free’ and bonus offers.

ACO ‘HOUSE & GARDEN’ WEBSITE REDESIGN

ACO has launched a new section on its website — House & Garden — which aims to help raise consumer awareness of water management in landscaping projects. It forms part of a comprehensive new website which has been redesigned to maximise user experience by providing tailored content, depending on the purpose and job role of the visitor. Website users will ﬁnd “all the resources they need” for drainage solutions for domestic projects such as patios, driveways and building thresholds. Amongst the features on the new section are a dedicated stockist / merchant locator and ACO’s ‘visualiser tool’, which is useful for seeing how drainage products can contribute to the overall aesthetic of a project.

BAXI COMMERCIAL SOLUTIONS COMMERCIAL GUIDE TO HYDROGEN FOR HEAT Encompassing brands such as Andrews Water Heaters, Potterton Commercial and Heatrae Sadia, Baxi Commercial Solutions has released a new, free to download educational guide for the non-domestic sector that aims to debunk the myths surrounding hydrogen for heat, and provide a timeframe for the anticipated transition to this greener gas. Baxi is one of only a few manufacturers to have developed a hydrogen boiler and is working closely with UK Government to trial hydrogen boilers in a number of projects. Technical Director Andy Green said: “We wanted to share the knowledge and expertise we have gained as pioneers of hydrogen boilers to clear up any misunderstandings and outline the anticipated stepwise transition to hydrogen.”

JB KIND 2022 DOOR COLLECTION BROCHURE

The leading door distributor says its flagship Door Collection 2022 brochure has a number of “exciting new additions” alongside the many door designs its customers have come to know and trust. And with more than 200 contemporary and traditional door styles, as well as pocket door systems and bespoke services, it states that customers “are sure to find something to suit your project and budget”. The brochure can be viewed online in an interactive flipbook format, or downloaded as a PDF. A companion ‘Trade Essentials’ brochure can also be downloaded and is described as being “packed full of (its) most popular door designs and commodity products” in addition to support measures such as the company’s FD30 Glazing service.

GRANT UK G1+ POINTS PROGRAMME

The range of items available for installers to order through Grant UK’s G1+ Points rewards programme has been expanded, with a new selection of goods now on offer. The loyalty scheme offers ‘tiered rewards’ for installers once they have ﬁtted the required number of products within a twelve-month period. The points they accrue against their installations can then be redeemed for items listed in the online G1 Portal Shop — for example, a growing range of branded merchandise and a diverse range of electricals, homeware and other gifts. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mae039

www.professionalbuildersmerchant.co.uk

PBM FEBRUARY 2022 49

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade ............................page 21 www.rdr.link/MAE100

Lawsons (Whetstone) Ltd ............................................page 4 www.rdr.link/MAE110

Artex Ltd ..................................................................page 37 www.rdr.link/MAE101

Long Rake Spar Co. Ltd ..............................................page 7 www.rdr.link/MAE111

AUTOPA Ltd ............................................................page 30 www.rdr.link/MAE102

Marmox UK Ltd ........................................................page 35 www.rdr.link/MAE112

Bond It ......................................................................page 33 www.rdr.link/MAE103

Mirka UK Ltd ............................................................page 43 www.rdr.link/MAE113

BSW Timber Ltd ..........................................................page 8 www.rdr.link/MAE104

NE Fasteners Ltd ......................................................page 45 www.rdr.link/MAE114

Buckbootz ................................................................page 41 www.rdr.link/MAE105

Professional Builder Live ............................outside back cover www.rdr.link/MAE115

Hexstone Ltd ............................................................page 41 www.rdr.link/MAE106

professionalbuildersmerchant.co.uk ............................page 30 www.rdr.link/MAE116

Informa Markets/kbb Birmingham ..................inside front cover www.rdr.link/MAE107

Siroflex Ltd ..................................................................page 9 www.rdr.link/MAE117

Jouplast UK ..............................................................page 25 www.rdr.link/MAE108

TEP Products Ltd ......................................................page 29 www.rdr.link/MAE118

Kerridge Commercial Systems Ltd ............................page 23 www.rdr.link/MAE109

West Fraser ..............................................................page 15 www.rdr.link/MAE119

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Merchant Sector Sales & Confidence

Merchant sector sales & confidence

MERCHANT FOCUS

TIMBER & JOINERY

IBMG expands with Grant & Stone acquisition

Sustainability and supply chain issues

INFORMATION TECHNOLOGY The importance of digital integration

TOOLS, FIXINGS & ADHESIVES Specialist tools for the mass market

Plus: News, BMF Conference Preview, professional development, industry comment and more.

Fantasy Football Squad game See page 51

www.professionalbuildersmerchant.co.uk

PLUMBING & HEATING Industry reactions to the Heat and Buildings strategy

BMF CONFERENCE 2021 Key takeaways from the ‘All Industry’ event

Plus: News, market analysis, professional development, industry comment and more.

BRICKS, BLOCKS & HARD LANDSCAPING

INFORMATION TECHNOLOGY

Merchant and supplier collaboration

Exploring ecommerce

Fantasy Football

TRANSPORT, HANDLING & STORAGE Are friends electric?

KITCHENS & BATHROOMS Designs and distribution

Fantasy Football

See page 51

www.professionalbuildersmerchant.co.uk

Plus: News, industry comment, training and apprenticeships, marketing and PR support, customer buying habits and more.

www.professionalbuildersmerchant.co.uk

REPAIR, MAINTENANCE & IMPROVEMENT Enhancement and upselling

TOOLS, FIXINGS & ADHESIVES Levelling up agenda

Plus: News, industry comment, merchant profiles, branch manager support, training, marketing and more.

Fantasy Football See page 51

www.professionalbuildersmerchant.co.uk

Please contact Kirstie Day on 01923 237799 50 PBM FEBRUARY 2022

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With Paul Davies

FRISKING THE FIXTURES

The new Premier League fixture list is out!

It has been a tricky few weeks in Fantasy Football land, trying to juggle Covid postponements, AFCON absentees, seasonal rotation and a selection of injuries to key players. Even with a number of double game weeks popping up on the calendar, I’ve been struggling to muster a full eleven on occasion, much less having a bench of any substance to help me out. And things are going to remain tricky in February too. Covid will doubtless continue to throw a spanner in the works at inconvenient moments, and it is likely that the fixture list will be updated at short notice to try and plug some of the gaps. What we do know for sure is that Chelsea miss a couple of games in early Feb, thanks to their participation in the Club World Cup, causing their games against Brighton and Arsenal to be called off. They will also miss their scheduled fixture as a consequence of reaching the Carabao Cup Final on the 27th, having despatched an insipid Tottenham over two legs. Whilst we don’t yet know who Chelsea will face thanks to the semi-final between Liverpool and Arsenal being delayed, the two will both definitely blank as well as they were due to play each other in Week 27… With some teams already having played as many as four games fewer than others, spotting postponements, rearranged matches and targeting key Double Game Week fixtures will be crucial. Appropriate use of your remaining chips, including an extra Free Hit, could enable some significant ground to be caught up in your mini-leagues — at least, that’s what I’m hoping for!

COMING INTO FORM Almost paradoxically, one of the dangers of a fixture backlog is jettisoning those in form in favour of players with two games simply by virtue of the double up. But get it right and… If you’re not on the Jared Bowen bandwagon already, I’d say it’s never too late to get on board. James Maddison is ticking over nicely right now, and his returning teammates Harvey Barnes and Youri Tielemans seem solid picks with explosive potential. I also think we’re approaching a tipping point where some of the underperforming big hitters will start to kick on. Template bargain picks Conor Gallagher and Emmanuel Dennis should help your budget stretch to a Kevin DeBruyne or Harry Kane who have each been showing an upturn in points over recent weeks…

PARTEY TIME!

Not sure the PM would notice, mind!

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See all the latest trade products and talk directly to manufacturers FORTHCOMING SHOWS: BOLTON ARENA, BOLTON 3RD/4TH MARCH 2022 ALEXANDRA PALACE, LONDON 29TH/30TH MARCH 2022 YEC, HARROGATE 28TH/29TH APRIL 2022 Register for free at www.probuilderlive.co.uk