Professional Builders Merchant January 2021

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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JANUARY 2021

Merchant sector sales & confidence

TRANSPORT, HANDLING & STORAGE Improving efficiencies

INFORMATION TECHNOLOGY e-commerce and remote support

KITCHENS & BATHROOMS Design trends

Fantasy Football Taking shape!

Plus: News, training, recruitment, acquisitions, industry comment and more.

www.professionalbuildersmerchant.co.uk

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CONTENTS KITCHENS & BATHROOMS 22

ALTERNATIVE APPROACH Presenting an alternative to traditional tiles with modern waterproof panel designs.

24

MOVING WITH THE TIMES The impact of societal change and ‘new normal’ lifestyles on kitchen design.

26

PRODUCTS & SERVICES

January 2021, Volume 31 No. 1

32

TRANSPORT, HANDLING & STORAGE 29

DELIVERING BETTER FLEET PERFORMANCE Keyline outlines the responsibilities for merchants in terms of road safety and vehicle sustainability.

32

DATA DRIVEN PERFORMANCE Harnessing data to deliver fleet efficiency gains.

34

SAFETY DRIVE James Burrell builds towards FORS Silver accreditation with additional orders for the new-generation Mercedes-Benz Arocs.

35

SERVICES ROUND-UP

INFORMATION TECHNOLOGY 36

DIGITAL SWITCHOVER Servicing demand for ecommerce and digital processing.

38

PEARLS OF WISDOM Border celebrates its 30th anniversary and reflects on the rapidly evolving nature of the merchant sector’s IT requirements.

40

ONGOING MAINTENANCE Ten-25 discusses the essential requirements for maintaining stock confidence.

42

IT ROUND-UP

SPECIAL REPORTS 12 THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

12

REGULARS 5 6 8 9 10 14 20 44 45 46 48 50 51

VIEWPOINT NEWS MARKET MONITOR PEOPLE NEWS BMF TRAINING ZONE MERCHANT FOCUS SUPPLIER PROFILE PB COUNTER TALK PB AD CAMPAIGNS MARKETING SUPPORT PRODUCTS & SERVICES ADVERTISEMENT INDEX FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

16 21 FOR 2021 Recruitment specialist GCS Associates launches a ‘jobs pledge’ to help 21 individuals return to work in the sector, offering its services free of charge.

18 DIGITAL DEVELOPMENT NMBS highlights the digital initiatives it has unveiled or enhanced as a consequence of the coronavirus restrictions.

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VIEWPOINT

Out of the frying pan…

W

armest New Year wishes to all PBM readers, and here’s hoping that 2021 will be a brighter year than the twelve months just passed.

Writing this in the run up to Christmas, please forgive me the slight lack of seasonal good cheer. By the time you read this the UK will have finally, formally left the European Union with the transition period now concluded, yet the Brexit machinations will endure as the nature of our future trading partnership with the EU (and indeed, the rest of the world) develops. It has been a painful process to get to this stage, and short term disruption at least is now an accepted certainty on all sides of the debate.

Indeed, the conclusion of such a fraught period of negotiation has to come as some relief, though the nation now has to manage its new future with the shadow of COVID-19 still looming large. The promised ‘sunlit uplands’ of Brexit may yet follow, but a triple whammy of the EU departure, the ongoing pandemic and seasonal demand are causing serious problems in the supply chain right now.

The degree of where to apportion ‘blame’ will of course vary depending on your perspective, however increasing numbers of suppliers and representative bodies such as the BMF and the Timber Trade Federation are urging the supply chain to work together to ensure that logistical issues at the ports can be mitigated.

For example, quoting both BMF CEO John Newcomb and TIMco’s Simon Midwood, an article in The Guardian in early December reported: “The UK’s ports have been grappling with a surge in freight volumes at a time when PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JANUARY 2021

Merchant sector sales & confidence

TRANSPORT, HANDLING & STORAGE Improving efficiencies

INFORMATION TECHNOLOGY e-commerce and remote support

KITCHENS & BATHROOMS Design trends

Fantasy Football Taking shape!

Plus: News, training, recruitment, acquisitions, industry comment and more.

www.professionalbuildersmerchant.co.uk

“Close co-operation and clear communication throughout the supply chain — as forged during the first phase of the pandemic — will continue to be vital as the UK takes its formative steps along a new path.” their ability to process it all is hindered by coronavirus restrictions.”

With Christmas demand compounding the issue, the piece continued: “Since September, the country’s biggest container port, Felixstowe, has been handling about 30% more goods than usual, with businesses rushing to replenish stock after the end of lockdowns and building stockpiles before the end of the Brexit transition period.”

In the article, John described the situation as becoming a “major issue” for the sector, with delays of up to four weeks for certain products to be cleared. Simon Midwood, MD of TIMco, also noted that the firm’s shipping costs had increased by more than 300%, pushing up cost prices by between 3% and 17%.

Meanwhile, the Timber Trade Federation (see page 8) has advised its members to

implement plans with their suppliers as a matter of urgency, expressing concern that “companies without a longer-term purchasing strategy will struggle to replenish stocks through just-in-time buying in Q1 and Q2, 2021.”

So whilst the construction industry has performed impressively following the seismic shock of last spring, it remains a fragile recovery. That Brexit is finally ‘done’ in one sense offers much needed certainty, and the vaccine rollout offers tantalising hope that a return to more normal times is on its way.

However, the close co-operation and clear communication throughout the supply chain — as forged during the first phase of the pandemic — will continue to be vital as the United Kingdom takes its formative steps along a new path.

■ As guidelines shift and business support packages

evolve, we would urge readers to check in with PBM’s website and social media streams for the latest news and updates. Please also make use of our digital ‘Readerlink’ enquiry service — www.rdr.link — to instantly access additional information on the topics, articles and new products featured in the magazine.

Editor Paul Davies Assistant Editor Abbie Smith Group Advertisement Manager Craig Jowsey craig@hamerville.co.uk Tel: 07900 248102 Advertisement Manager Sam Shannon-Tinsley stinsley@hamerville.co.uk Tel: 07554 013302 Midlands & Northern Advertisement Manager Ian Duff

www.professionalbuildersmerchant.co.uk

Tel: 01204 596633/ 07810 353525 probuilder@sky.com Design Adeel Qadri Group Production Manager Carol Padgett Production Assistant Kerri Smith Circulation Manager Kirstie Day Managing Editor Terry Smith Publisher Bryan Shannon

rdr.link

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NEWS UPDATE FMB highlights RMI boost

The Federation of Master Builders has highlighted the importance of repair and maintenance work in supporting recovery in the construction sector in response to December’s Office of National Statistics (ONS) figures (enter the shortcode www.rdr.link/mx001 for more on the ONS data).

Brian Berry, Chief Executive of the FMB, said: “The recovery in the construction sector is far from secured, as shown by the ONS statistics which reveal just 1% monthon-month growth. It is encouraging that the repair, maintenance and improvement (RMI) sector is still doing well with 26.8% growth over the last three months.

“However, there is increased concern about the availability of building materials because of import issues and the growing uncertainty about Brexit. 78% of builders are forecasting material shortages in the coming months and prices are rising across the board.”

Brian added: “While it is good to see boosted activity in the RMI sector, falling activity in the new build housing sector is a cause for concern. Increased support should be given to SME house builders through better resourced planning departments and by ensuring that the new National Home Building Fund is accessible to smaller and micro firms.”

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KICKSTART APPROVES 143 WORK PLACEMENTS THROUGH BMF GATEWAY

Employment opportunities In partnership with businesses across the sector, the Builders Merchants Federation (BMF) has received approval under the government’s £2bn Kickstart scheme for 143 work placements.

The placements are among the first to be approved in the construction industry and the BMF is hopeful that there are more to follow with a further application for Kickstart-supported placements submitted by the BMF before Christmas.

Kickstart is the government’s tool to enable employers throughout Great Britain to offer high-quality, six-month work placements to young people aged 16-24 who are on Universal Credit and at risk of long-term unemployment.

Some 60 member companies, including the BMF itself, have applied to participate in the scheme so far and the BMF’s Apprenticeship Plus team is now liaising with local DWP work coaches to find the best candidates for the initial placements.

BMF CEO, John Newcomb said: “This is an outstanding opportunity to showcase our industry and find future talent, particularly amongst young people who have lost previous positions in retail due to the pandemic.”

The placements cover a range of assistant roles embracing the whole spectrum of merchanting — yard, warehouse, trade counter, driver’s mate, accounts, HR and admin. Each role has a training programme attached covering employability skills, industry specific training and BMF Building Blocks.

Under the scheme, employers can claim 100% of the National Minimum Wage up to 25 hours plus the associated employer National Insurance and minimum automatic enrolment contributions. BMF Apprenticeship Plus provides a fully managed gateway service making it as simple as possible for all BMF members to participate.

Managing the container crisis Indicative of an issue confronting many suppliers, ForgeFix is reassuring its customers that it is doing “everything it possibly can” to overcome the supply chain issues due to a container shortage carrying building supplies to the UK. The fixings and fasteners distributor supplies over 5,000 products lines to a network of national and independent merchants throughout the UK & Europe from its manufacturing facilities in the Far East. With supply chain managers in situ, it has also expanded its customer service team to provide “extremely high service levels” to its merchant network.

MD Michael Brown said: “This is an extremely challenging time but it’s been inspiring to see our team formulate creative and flexible solutions that have kept our supply chain moving.

“If any of our customers have any

questions, then please speak with our Customer Service team.

“We are confident our long-term supply chain management and strategy is the right one. Supply has been affected but I would like to thank all of our merchant customers who have been patient as we work extremely hard to minimise the effect on them.”

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

NMBS EXPANDS BANKING SERVICES INCLUDING CASHBACK OFFER

Better banking

Thanks to upgrades made to its banking services, NMBS says that independent merchants will find it easier than ever to manage their direct debits and account facilities.

The NMBS Direct Debit scheme has been in operation since mid-2016, for example, and to encourage even more members to sign up NMBS is offering £300 cashback — £25 a month for a maximum of 12 months — when signing up for the first time.

Since early 2020, members have also been able to access their NMBS invoices online by logging in to the NMBS Document Centre, where they can review their invoices and quickly approve direct debit payments with a simple click.

Before these improvements were made, members would have to review a month-end statement generated by NMBS before dealing with any queries or withheld items by phone or email — a process that often took a great deal of time.

This process has now been automated, so members can now simply log in and monitor their accounts at any time, quickly checking the invoices and approving them for payment by direct debit. Any queries can be logged online and then sent automatically to the supplier for

further investigation. Paying their invoices by direct debit also means members have even more legal protection through the Direct Debit guarantee scheme.

Christina Walker, NMBS Finance and Systems Manager, has been overseeing the project and its implementation. She said: “This new system gives our members full autonomy to manage their invoices and direct debits with us. It’s been going really well since its launch, and we already have more than 150 members signed up to use the system.

“Members like how easy it is to use and how much time it saves them in manual processing, as they no longer have to raise BACS payments or send us remittances, making the process completely paperless. We are continuing to listen to our members’ feedback and will make further continuous improvements to the Direct Debit Portal going forward.”

HHIC responds to CCC report The Heating and Hotwater Industry Council states that it is broadly pleased to see the Climate Change Committee outline the ambition for Heat Pumps and Hydrogen for heat whilst recognising the changes needed to decarbonise.

HHIC Director Stewart Clements said: “We welcome the CCC’s ambition to have 5.5 million Heat Pumps installed by 2030 and also the recognition of hydrogen and the real potential it

offers to decarbonise heat, affordably. However, we must proceed with caution. Having ambition is positive, but we have to be prepared for what happens if we can’t meet that ambition.

“The accelerated timelines will be very difficult to achieve in practice. BEIS need to urgently engage with the heating industry to fully understand what we can start to deliver, and what we will need to put into place. For example,

a @PBMmagazine

WCoBM funding support The Worshipful Company of Builders’ Merchants has confirmed bursaries worth up to £2,000 per person for three Stewart Pierce, courses available via Master of WCoBM the BMF. The funding is subject to applicants meeting certain criteria and is prioritised to businesses or individuals that need financial support for learning and development. Applications will therefore be assessed in accordance to need.

Brian Blanchard, Chairman of the WCoBM Training & Education Committee, said: “Our new bursary programme gives individuals and businesses the opportunity to train and develop skills across diverse roles in the building materials sector.”

Stewart Pierce, WCoBM Master, added: “There’s a wealth of job opportunities in the builders’ merchant industry, with the chance to train, learn new skills and advance your career.

It’s therefore vital we work hard to attract and keep great talent, so we continue to thrive.

Working with a stockist or supplier of building materials offers lots of exciting roles from frontline counter staff to marketing, technical, sales, finance and more.”

For more details on WCoBM’s bursary, visit www.wcobm.co.uk

more work is going to be needed on reskilling the workforce and developing supply chains. Red tape will need to be reduced to allow greater participation in government support schemes like the RHI and Green Homes Grant.”

He added: “If a collaborative approach is adopted, the heating industry is confident it can reduce emissions to meet our net zero goals.”

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MARKET MONITOR in association with

Under pressure With the triple whammy of Covid, Christmas demand and Brexit preparations placing significant pressure on the nation’s ports in December, growing numbers of building materials suppliers were reporting increased supply issues. Indicative of the concerns across the sector, the Timber Trade Federation is advising firms to strengthen their purchasing strategies with suppliers as a lack of stock on the ground and tight supply conditions are set to continue well into 2021.

T

he Timber Trade Federation has warned that the “very challenging” situation for the timber supply chain in 2020, affected by pandemic-related issues and massive changes in market dynamics is setting the scene for continuing tight timber supply conditions “certainly into Q2, 2021, if not longer”.

With European sawmills temporarily shut in the early part of the pandemic, lockdowns across the UK and Europe then produced a massive surge in demand for timber for DIY and garden projects, which began to impact supplies through to Britain’s construction sector.

Additional high demand for structural timbers, particularly CLS and carcassing, from across Europe and especially from the USA, has also affected the amount of material available in traditionally well-stocked markets such as the British builders’ merchant sector.

With demand continuing at a high level into 2021, there has been no ‘quiet season’ in Britain’s building trade, and thus little opportunity for sawmillers and importers to replenish

stocks on the ground in the UK to their previously-plentiful levels.

Furthermore, with continuing spikes in coronavirus cases such as that recently seen in the UK’s largest timber-supplying partner, Sweden, there are additional impacts on operating conditions. Import logistics, especially with the end of the Brexit transition period and the new arrangements with the Republic of Ireland and Northern Ireland, may add further pressures on supplies as the timber sector will need to compete with many other industries in obtaining road haulage capacity within the UK. To ensure available material is distributed equitably, many TTF members are continuing to operate on customer allocations. Volumes are likely to be available but on much longer lead times than previously.

Merchants and others in the supply chain are advised to contact their supplier to discuss future needs, and similarly to become more aware of the factors influencing suppliers’ capacity to meet demand.

Indeed, the TTF is concerned that companies without a longer-term

purchasing strategy “will struggle to replenish stocks through just-in-time buying in Q1 and Q2, 2021”.

David Hopkins, Chief Executive of the TTF, said: “Pre-COVID, timber buyers were used to their being plentiful landed stocks available to meet immediate demand. Suppliers were also used to having time over traditionally quite periods in the trade to re-build stocks for the following season. This situation has now been turned on its head.

“We would like to reassure the wider sector that volume supplies are available, though on much longer lead times than we have all been used to (and) this situation will be with us well into 2021. The challenge going forward will be to achieve the balanced product mix needed by the market, a factor which may be further complicated by the haulage demands and new customs and plant health procedures engendered

by Brexit.”

■ For more information, visit www.ttf.co.uk

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PEOPLE NEWS

Travis Perkins plc has announced a number of senior appointments to its Group Leadership Team. Firstly, Dean Pinner becomes MD of Keyline Civils Specialist from his previous role as MD of CCF — a position to be filled by Catherine Gibson, MD of Travis Perkins Tool Hire. Dave Evans, CFO of the Plumbing and Heating business, has been promoted to MD of Dean Pinner + Catherine Gibson that business.

In addition, Phil Tenney joins as the Group’s Chief Information and Technology Officer and offers a strong track record in digital transformation and modernisation developed during senior roles with businesses such as ASDA, HBOS, Lloyds Banking Group and Accenture.

They join the already-in-post Kieran Griffin (MD, Travis Perkins merchant business) and BSS MD Angela Rushforth on the Group Leadership Team.

Ibstock has implemented its new sales structure with a number of senior appointments to the commercial leadership team within its clay division. The sales force will be structured into three core teams — Builders Merchants, Direct Distribution and Direct National House Builders — to give clear focus on specific routes to market and deliver tailored support.

The new team will be headed up by Phil Yates, who assumes the role of Sales and Commercial Director for the division.

Simon Taylor has been promoted to a new role of Commercial Director - Builders Merchants and will be supported by Jane Edwards as Sales Director Builders Merchants. Kate Guy has been appointed as Sales Director – National House Builders, Andy Batterham takes responsibility for the Specification team in a new role of Design and Specification Director whilst Steve Williamson has been appointed Sales Director - Direct Distribution. Matt Guy has been appointed as Key Account Director responsible for Key Account customers within the Distribution Team.

Completing the new look commercial leadership team is Richard Brown, who has joined as Marketing Director for the clay division.

Arbor Forest Products has signalled its ambitions within the composite decking market with the creation of a dedicated Trex business unit, and the appointment of Jonathan Cooper as Business Manager for the division.

Jonathan has more than 20 years’ experience within the building products sector and within the composite decking market in particular, thanks to his previous role as MD of Ecodek and Dekboard.

JB Kind has appointed a new Regional Sales Manager to its team with Tim Carey joining the 150-year-old company to assume responsibility for sales in the South-East.

Before joining JB Kind, Tim spent 10 years at Velux where he was ASM in the South-East having previously worked for Koramic and Tudor Roof Tiles.

Steve Heeley has been appointed as Managing Director of Polypipe Building Products, moving to the Doncaster production centre from his previous role as MD of Polypipeowned Manthorpe Building Products.

Steve has a wealth of senior management experience and has worked at Polypipe Group for more than 30 years. His more recent positions include General Manager for Polypipe Ventilation and Technical Director at Polypipe Civils.

www.professionalbuildersmerchant.co.uk

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TRAINING ZONE

Regional role reaps rewards The BMF’s four Regional Managers (RM) play a vital role in engaging with members, proactively working with them to identify relevant services, forum events and training.

Over the next two months they will be sharing their experiences with PBM readers and this month we hear from both the BMF’s longest serving and newest RMs.

A

BMF RM since February 2013, Richard Jones is based in Weston-Super-Mare, Somerset, and currently works with members in the South West, Wales and Northern Ireland. When asked which aspects of his work he found the most rewarding, Richard said: “Building and maintaining long term relationships with our members and helping them by providing learning and developing opportunities for their colleagues.”

He added: “It’s a privilege to watch people of all ages and backgrounds engage in training and grow in confidence, which in turn gives them an opportunity to reach their full and sometimes unseen potential.”

A good example of this is LBS Builders Merchants, which operates in South and West Wales. The firm was looking for a tailored training approach to meet both individual and business needs.

Raymond Laidlaw, the merchant’s Learning and Development Manager, explained: “We

know from experience that ‘off the shelf ’ solutions are not suitable for every learner. It is essential for us to have LBS-tailored and rolespecific initiatives to deliver the quality of outcome that gives the best value for both the individual colleague and the business.

“The BMF has helped us achieve this with courses that are designed around our people and our business. A great example of this is the Essential Sales Management Course run by Sue Reed. Its success is down to the fact that a full training needs analysis was completed by the trainer at the outset, to fully understand the learning needs of our team, with the course designed around these findings. We have seen individual personal skills improving and increased sales from this new confidence.”

Across the country in Darlington, Co Durham, David Millward has been a BMF RM since 2019, covering the North East, Yorkshire and Scotland. Although a relative newcomer to the BMF, David began his merchanting career

aged 17. Thirty-eight years later, he is thoroughly enjoying a different aspect of the industry.

David said: “My RM role gives me the opportunity to meet many different merchant businesses and hopefully my experience in the sector is useful to all. The thing they have in common is their people: a vital asset in any merchant business, which underscores the importance of the right training.”

One of David’s clients, Merritt & Fryers, has just celebrated 85 years serving the building community in Skipton. The family-run business won Lightside Showroom of the Year in the Builders Merchants Awards. It also leads the way in training.

Director Rachel Fryers said: “The first-rate training provided by the BMF had a positive impact on our business almost immediately. A recent candidate said ‘every new starter needs to go on How a House is Built. It was brilliant.’

As a result, we will be offering a rolling programme of BMF training going forwards.”

How a House is Built, a CPD Certified course, is just one of the BMF courses designed for new starters.

Next month we hear from BMF RMs, Alex Clifford and James Spillane.

To discover the full prospectus, or to tailor your own programme visit www.bmf.org.uk/training or contact your BMF Regional Manager (firstname.lastname@bmf.org.uk).

Richard Jones BMF

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David Millward BMF

■ BMF training ranges from formal Apprenticeships, sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

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Light at the end of the tunnel?

With interviews taking place during the week before the second lockdown (in England), merchants expressed caution about their prospects for the near future but anticipated better times ahead.

S

et against the backdrop of further restrictions for the country in the run up to Christmas, merchants participating in the latest survey were realistic about the potential impact on both their businesses and the market of the imminent restrictions.

However, they were still optimistic about the mid-to longer term prospects. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 2nd and 5th November.

Impact of COVID-19 The gradual shift towards operating normally continues with seven out of nine merchants nationally being fully open in November, rising to as many as 9 out 10 in the South.

96% of merchants say all or most of their suppliers are currently able to supply them (Chart 1). However, extended lead times and stock availability continue to be cited as problems by many merchants.

Sales expectations Sales expectations month-on-month were weaker in November compared to October. A net -2% of merchants expected sales to drop (Chart 2). Small branches (net +10%) and merchants in the South and in Scotland (+18) were most bullish.

Year-on-year, merchants’ expectations are still positive with a net +12% forecasting better sales (also Chart 2). Merchants in the South (+29%) anticipated improved sales in November, while merchants in the North expected sales to drop (net -9%). Regional merchants predicted better sales over the period (net +28%), while National merchants forecasted a decline (-14%).

The outlook for the quarter ahead (November 2020-January 2021) weakened significantly with a net -41% of merchants predicting lower sales compared to the previous quarter, August-October. Independent branches (-65%), those in the North (-62%) and large merchants (-50%) were most pessimistic.

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TRENDS MONITOR Merchants’ expectations for the six months ahead also weakened with just a net +1% of merchants forecasting improved sales in November 2020 to April 2021 compared to May to October 2020 (Chart 3). Expectations vary. Merchants in Scotland (net +18%), Nationals (+14%) and large outlets (+11%) are most positive.

varies by type and size of merchant, ranging from a net +29% for Independents to a net -29% for mid-sized branches.

Year-on-year, a net -55% of merchants were less confident in November than the previous month (Chart 5).

Confidence in their business Merchants’ confidence in their own business, however, remains strong with a net +29% more bullish in November than October.

Large merchants are most upbeat (+56%) with none of those interviewed less confident.

Year-on-year, confidence in their own business is broadly in line with the previous two surveys at a net +2% (Chart 5).

Uncertainty over Covid is a major concern as well as the possible impact of unemployment causing money shortages or people spending what money they do have on things other than home improvements.

However, seven in 10 of those anticipating an increase in sales expect growth of up to 20%. A further 22% expect sales to improve by more (Chart 4).

Confidence in the market Month-on-month confidence in the market weakened in November to a net -11%. While confidence is consistent across the country, it 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.

■ 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 19th in the series, with interviews conducted by MRA Research between 2nd and 5th November 2020. 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.

■ Download the full report for free at www.mra-research.co.uk/the-pulse or call Lucia Di Stazio at MRA Research on 01453 521621.

www.professionalbuildersmerchant.co.uk

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MERCHANT FOCUS

In spite of all of the challenges faced by the sector in 2020, the merchant industry moves into the New Year with a number of firms announcing uplifting news of branch expansion plans and awards successes.

Huws Gray Latest acquisition

H

uws Gray has announced the acquisition of Bradford-based Uriah Woodhead & Son and its sister branch, Nelsons of Keighley, continuing the next phase of its ambitious expansion plans.

Uriah Woodhead has been a part of Bradford’s commercial landscape since 1866.

Run by five generations of the same family, the company stocks thousands of building material lines across its two sites, with specialist teams to provide exceptional knowledge and advice to customers.

This acquisition is the second in West Yorkshire in a month after the recent purchase of Milford Building Supplies in Leeds. Joining existing branches in Bradford, Heckmondwike and Horbury Bridge, Market Weighton and

Burnley, the move significantly strengthens the company’s presence in the county.

Matthew Owen, Head of Acquisitions for Huws Gray, said: “The acquisition marks our commitment to grow Huws Gray in West Yorkshire and beyond. We are truly optimistic for what the future holds and excited to acquire a company whose history, reputation and great customer service is at the forefront of what they do.”

Paul Jaggar, Director of Uriah Woodhead & Son, added: “We are pleased to be the latest acquisition by Huws Gray. The company is very well known and respected in the industry for their expertise and service. With their passion and vision, we know that they will drive the business forward and that the future looks really exciting for all those involved.”

The Huws Gray Group reports that it is “particularly excited for 2021” as it remains committed to growing the business through further acquisitions and creating more opportunities in its branches nationwide and support centres on Anglesey and in Cambridge.

Merritt & Fryers Acquisition

S

kipton builders’ merchants Merritt & Fryers has acquired Briggs & Duxbury in Barnoldswick in what has been described as a positive development for both long-established family firms. Rachel Fryers said: “We are delighted to be bringing our two firms together under the Merritt & Fryers brand at this time. We plan to retain jobs for all the existing staff and will be looking to develop the business further.”

Established in 1909, the Briggs & Duxbury history has remarkable parallels with that of Merritt & Fryers with both firms starting out as builders and funeral directors before becoming builders’ merchants. The funeral directors division of Briggs & Duxbury will remain under that name, with the merchant business rebranded to Merritt & Fryers over the coming months in a gradual integration.

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Briggs & Duxbury’s Mark Brennand said: “We share the same values and background as family businesses with expertise and customer service central to our success, so we are confident that this transition is a great opportunity and definitely great news for our employees and the Barnoldswick community.”

The acquisition, for an undisclosed sum, represents a key step in Merritt & Fryers — which celebrated its 85th anniversary in 2020 — consolidating its reputation in the Craven area by extending its footprint into Lancashire.

MKM Building Supplies Specialist branch opening

M

KM has opened the doors to a brand new, specialist branch focusing on plumbing, heating, kitchens and bathrooms in Scarborough. Said to offer a host of specialist services, skills and products under one roof, the branch is designed to become a one-stop shop for local plumbing and heating engineers. In addition, the branch will feature a range of kitchen and bathroom designs in a stunning showroom, and will offer free measuring and 3D design services. The depot will also showcase a landscaping display and offers building, timber and sheet materials on a collect basis.

Located at Columbus Ravine, the outlet will welcome both trade and retails customers and offer a complimentary range of services and products to the nearby branch on Seamer Road with the two branches working closely together to enhance the customer experience in the area.

Several staff will be moving across to the new branch, including Branch Director Joe Hakings. Joe said: “This is a really exciting new venture. As a team we are committed to growing MKM’s presence within the local area and continue to provide great customer service and product expertise to customers in Scarborough.”

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Williams Trade Supplies 1000 Companies to Inspire Britain listing

Norgrove Building Supplies Award win

K

idderminster-based Norgrove Building Supplies has recently been named as the ‘Best Building Materials Supplier’ in the West Midlands thanks to its continued success and commitment to its customers throughout the global pandemic. The business was awarded the prestigious accolade following on from its recent nomination in the 2020 Midlands Enterprise Awards.

Director Jack Norgrove said: “It’s great to be presented with this award as there are a lot of builders’ merchants in the West Midlands, but since we launched Norgrove Building Supplies our goal has always been to go that extra step for the customer and provide quality products at competitive prices, with a fast, reliable and friendly delivery service.

“It’s been an unusual year but being identified as a key industry we knew we had a responsibility to remain open throughout the pandemic to be able to supply key workers with their building supplies. The hard work and commitment of our staff to help provide quality customer service while providing a safe environment to work in has been second to none. I would like to take this opportunity to

thank them for all their hard work, as well as the judging panel at the Midlands Enterprise Awards for their recognition.”

The Midlands Enterprise Awards said: “This prestigious award marks the hard work and stellar efforts of those who have helped shape this demanding and dynamic region, and our comprehensive selection and judging process singles out the true market leaders over the past year.”

Jack added: “It’s great to be recognised, but we’re not stopping there. We are constantly evolving in order to provide the best customer service we can (and) we have recently launched our new e-Commerce website to be able to offer our customers more products with various delivery options. We’re really pleased with our new site as it also offers our customers a number of free services, including a brick finder assistance tool, an estimating service, materials calculator and a materials quote service among other tools that can really make building your next project even easier.”

The company’s growth has seen it take on additional employees, whilst it is “in the process” of opening a new Norgrove Bathrooms & Tiles showroom in the town.

Toolstation

Branch expansion programme

T

he Travis Perkins plc subsidiary was on target to meet its ambitious expansion plan of 60 new outlets in 2020 with 13 stores set to open during December. In locations stretching from Bideford to York, the additional sites were estimated to create in the region of 100 permanent jobs, adding to the 500+ created from the 47 stores opened so far.

MD James Mackenzie said: “2020 has been a year like no other and I am proud of both colleagues and customers that have played their part in continuing to build Britain. As part of the critical supply chain for construction, we have continued in our

commitment to provide tools and more for our customers and create job opportunities in the local communities we operate.

“We adapted our business model exceptionally quickly during the first lockdown to meet customer needs and they have really embraced the new way of buying through our 5 minute Click & Collect service.

“We remain on track to open 60 new stores by the end of 2020 and will continue our ambition to open a further 60 stores in 2021.”

www.professionalbuildersmerchant.co.uk

W

illiams has been identified as one of the London Stock Exchange Group’s ‘1000 Companies to Inspire Britain’ 2020. The report recognises the UK’s fastest-growing and most dynamic small and medium sized businesses (SMEs) and to be featured in the report, businesses had to demonstrate strong revenue growth over the last three years and outperform their sector peers, creating a unique list of the UK’s most innovative SMEs. Managing Director Ray Stafford said: “This fantastic news from the London Stock Exchange represents much-deserved recognition for a great group of hard-working and creative colleagues, trusted suppliers and above all the ever-growing band of loyal customers who collectively make this business what it is.”

Further details on the 1000 Companies to Inspire Britain report can be found at www.1000companies.com

Bradfords Building Supplies Construction Marketing Awards

F

ending off tough competition from some of the biggest brands in the industry, Bradfords Building Supplies has secured victory in three categories at the recent Construction Marketing Awards 2020 for its ‘We’ve Got Your Back’ campaign.

Launched back in May, the initiative was in response to the essential work being carried out by tradespeople across the region during the pandemic and won the Best Use of Advertising, Best Distributor Marketing and Best Big Budget Campaign titles.

Paul Malloy, the merchant’s Head of Marketing, said: “These accolades are a testament to the creativity and dedication of the Bradfords marketing team and all the relentless hard work from staff across its 43 branches.”

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SPECIAL REPORT: RECRUITMENT

21 for 2021 I

n a recent article on the GCS Associates website, Managing Director Michael Parry reflected on the impact of coronavirus on merchant sector jobs, stating: “Pre-Covid, we were in a ‘candidate’s market’ in my opinion. Since Covid, there is certainly an argument for there being a shift to an ‘employer’s market’

as despite the furlough scheme, unemployment went through the roof in those early months of lockdown.

“Clearly, some sectors continue to remain devastated by the actions taken to combat Covid-19 but the construction and construction supplies sector have bounced back extremely well. Once back open,

Whilst the builders’ merchant sector has largely been able to continue trading throughout the pandemic, many employees have still lost their jobs. GCS Associates considers the current state of the merchant job market and outlines its pledge to help talented individuals get back to work. trading reports have been incredibly positive so as quickly as jobs disappeared, they reappeared. (However), there is still a large amount of people victim to Covid-19 redundancies — these are people we genuinely want to help if we can.”

Accordingly, the company has launched the ‘GCS Pledge — 21 for 2021’ in an effort

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“If you have a vacancy within your business, please get in touch — we guarantee we can find the right talent for you and we won’t charge anything for our recruitment services.” to support those within the sector to have been affected by redundancies. The firm states it has spoken to “so many talented individuals who are now actively looking for new roles” and says that it is “committed to helping them by providing our recruitment services for free”.

Endorsed by the BMF, GCS has pledged to help at least 21 people who have lost their jobs due to Covid get back into employment, and it is reaching out to the industry for support. Drawing on its 15 years’ experience in specialist recruitment for the sector, the GCS Pledge declares: “If you have a vacancy

within your business, please get in touch — we guarantee we can find the right talent for you (and) we won’t charge anything for our recruitment services. We’ll act as your recruitment partner, free of charge.”

In a broader context, Michael adds that the unprecedented nature of the pandemic afforded GCS the chance to further develop relationships with its customer base and better understand the requirements of those firms it works with.

He said: “During lockdown when recruitment was, shall we say, not a priority, we saw it as an opportunity to give

a little back, get to better know our clients and the industry we work in.

“We genuinely listened to our network, and now in addition to recruitment we are expanding our service offering with valueadd services such as complete recruitment outsourcing, employer branding, executive search and training solutions.”

Additionally, in October, Chris Whitlock — with over 36 years of experience in the merchant industry — joined the firm in the newly created position of Executive Consultant, focused on developing GCS’s presence specifically within the builders’ merchant marketplace.

■ For more information on the GCS Pledge and its wider recruitment services to the builders’ merchant sector, enter the shortcode www.rdr.link/mx002

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SPECIAL REPORT: NMBS MEMBER SUPPORT

Digital development NMBS has significantly expanded its digital offering during the COVID-19 pandemic.

Commercial Director Andy Hextall explains why the changes were made, and how they are helping members and suppliers to grow their business.

T

he COVID-19 pandemic and subsequent social distancing regulations have created a whole new way of working for the industry. Face-to-face meetings and queues at trade counters have now been replaced by video calls and digital ordering platforms, as advances in technology have helped businesses continue to trade despite the ongoing uncertainty.

In response to this growing reliance on digital technology, NMBS has introduced a number of new systems to help our members and suppliers, as well as introducing virtual events to temporarily replace the physical events that have always been so popular within the industry.

For example, our recent Virtual Exhibition for the Power Tools, Tools, Fixings and Workwear sector was a great success, helping to connect hundreds of independent merchants with more than 25 key suppliers.

We made the decision to introduce the

18 PBM JANUARY 2021

Virtual Exhibition — the first of its kind for NMBS — after we were forced to cancel April’s Annual Exhibition, which is our flagship event for independent merchants.

We wanted to find new ways to help our members and suppliers engage with each other, rather than just waiting until the restrictions on physical events were relaxed, and this Virtual Exhibition seemed like the most logical step.

We knew we couldn’t completely replace the experience of a live event, nor the face-to-face engagement that we all thrive on as an industry, but the Virtual Exhibition allowed members and suppliers to arrange video conferences and group meetings, as well as giving members access to promotions and additional rebate for the month of November.

It is still early days, but we hope to expand this concept out to other sectors during the first half of 2021. We want to continue to look at how we can support members and suppliers

through digital platforms because, irrespective of what happens when we come out of this COVID-19 situation, I think the digital element of the industry will now remain strong.

OnePlace for online orders Another digital offering that NMBS put in place during 2020 was the OnePlace B2B ordering and PIM platform. The system was

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“We want to continue to look at how we can support members and suppliers through digital platforms because, irrespective of what happens when we come out of this COVID-19 situation, I think the digital element of the industry will now remain strong.” first introduced back in March 2018 as a way for NMBS members to order from Worcester Bosch after BCG exited the market, but we quickly realised that it had much more potential and have been working on expanding the platform ever since.

In 2019, with many more suppliers onboarded, we made a commitment to transform OnePlace into a central source of product data for all NMBS members, so they could use that data to update their own back office platforms, eCommerce solutions and catalogues, as well as a place where they could order product and ensure a seamless transfer of clean validated orders to suppliers.

This upgraded version of OnePlace was relaunched in May 2020 and has been very well received, and we will be constantly working on expanding the platform going forward.

The pandemic has made eCommerce more prevalent in the industry, and at a much faster rate than we ever expected, as more merchants turn to eCommerce as a viable channel for selling their product, whether that is a fully integrated system which links into their back office, a standalone platform for selling products, or a simple click-and-collect solution.

We want OnePlace to become the central platform for independent merchants that

■ NMBS has announced new dates for the 2021 NMBS Exhibition, which it hopes will once again allow NMBS members and suppliers to meet, network and make deals to advance their businesses. With the 2020 Exhibition cancelled due to the COVID-19 pandemic, NMBS moved the dates of the 2021 event to 8th and 9th September, 2021 by which time it is widely hoped that social distancing restrictions will no longer be as arduous.

The Ricoh Arena will again be the venue, and in a change to the previous format, the Exhibition will now be held over two days instead of one to allow more members and suppliers time to attend the event safely.

All other aspects of the popular industry event are currently planned to remain the same as in previous years. Members who attend will be able to browse new products and offers from more than 300 suppliers and manufacturers from across the industry, while taking advantage of exclusive rebates, special offers and exhibition only discounts.

■ To find out more about the 2021 NMBS Exhibition, go to www.rdr.link/mx003

www.professionalbuildersmerchant.co.uk

incorporates everything relating to product data and purchase orders. The platform already provides access to orders, acknowledgements, delivery notes, product data and images. In the future we will be adding functionality to display stock information, order tracking, invoices and enable integration with merchants back office platforms, to create a more efficient ordering process.

Looking to the future Although in this current moment the industry cannot have the same level of interaction as we did before the pandemic, the way everyone has embraced platforms such as Microsoft Teams and Zoom has shown us that we can still have good interaction through all these different channels.

From the NMBS perspective, we moved our whole IT infrastructure into the cloud a month before the national lockdown, which effectively allowed our team to work from anywhere, meaning we were able to adapt extremely quickly when the need to work remotely arose.

Ultimately, no-one anticipated the pandemic and I think merchants have risen to the challenge and have done what they do best — been innovative and reacted quickly, adapting their business to ensure they can continue to trade. That’s reflected in the performance across the board from July onwards, and the bounce back we saw during the second half of 2020.

■ For more information about the NMBS, enter the shortcode www.rdr.link/mx004

PBM JANUARY 2021 19

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SUPPLIER PROFILE: RESAPOL

PBM takes a look at the growth of Resapol which started trading a little over twenty years ago with a small loan and now turns over £20m.

Partnership approach R

esapol has been built up over two decades by its co-founders Lloyd Phillips and Sean Ofsarnie, two northerners who accredit the company’s success story to three fundamentals: honesty, trust and happiness. These words are said to epitomise the firm and the foundations it has been based on, resulting in a business culture that has been developed of mutual respect between management and employees.

Indicative of the company’s origins, the co-founders of the business aren’t afraid to muck in and get their hands dirty at any level — earning not only the respect of the staff, but also affirming a positive impact on the company culture.

Lloyd and Sean met many years ago through the construction industry, eventually working alongside each other at Civmat Bauker. Following the company’s closure, they made the decision to set up their own business with the singular aim of distributing construction chemicals nationwide. The most immediate concern was finding the right premises; here they fell on their feet thanks to Jonathan and Phillip Moss who offered them a new unit

20 PBM JANUARY 2021

in Leigh with no deposit (a facility that is just down the road from the current Resapol head office).

Resapol officially started trading on 1 December 1999 and the first couple of years “flew by”, with just Lloyd, Sean and Lloyd’s mum Jo, who took care of all the accounts and admin while the two founders swapped roles between taking customers’ orders and delivering them in a van. In 2002 Resapol took the big step to open a depot in London — a small 1,000 sq foot unit in stark contrast to the 13,000 sq foot cutting-edge premises it occupies in the capital today — with Lloyd and Sean commuting between both depots.

The big break in London came when a potential customer, CRL, decided to test its service by sending the company a fax order at 8am for 40 bags of product, needed on site by 10am. Resapol successfully delivered the order and secured the £400k-a-year business. This commitment to customer service levels still exists today.

A couple of years later, an opportunity arose to open the company’s third depot within Stockton-on-Tees. Further depots quickly followed, opening in Kent, Southampton, Leeds, Bristol and Glasgow.

FACT FILE Key Contact: Richard Lomas, Merchant Support Director Head Office: Resapol, D4 Moss Industrial Estate, Leigh, Lancashire, WN7 3PT Email: merchantsupport@resapol.com Tel: 0800 276 1599 Website: www.resapol.com Product Range: Construction Chemicals; Waterproofing, Concrete Repair & Protection, Flooring, Grouts & Anchors, Joint Sealants & Adhesives, Highways & Urban Landscaping Accreditations: ISO 9001, ISO 14001 and BS ISO 45001 Trade Associations: Members of BMF, NMBS, NBG, Fortis, h&b No. of Staff: 65+ Company Comment: “At Resapol we pride ourselves on offering merchants a portfolio of world class products, expert product knowledge, technical advice, product recommendations and nationwide coverage, all from a trusted and independently-owned company.”

www.professionalbuildersmerchant.co.uk

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Since Resapol started, both national and independent builders’ merchants have been key customers. Merchants’ local branches have been dealing with their closest Resapol depot, however, as the demand increased the business felt the need to create a centre specifically to support the merchant sector, offering a priority service.

Situated in the heart of London and headed up by Merchant Support Director Richard Lomas, the team provides sales and technical advice to builders’ merchants on all construction chemical needs, from practical product or application advice through to quote and arranging delivery. Indeed, the

company’s commitment and focus on this area of the business has resulted in a 25% growth in sales to the merchant market over the last two years.

Co-founder, Sean Ofsarnie, explained: “Merchants need a quick reaction from their supply chain and by opening our dedicated Merchant Support Centre we are able to offer that. Our technical team are able to offer advice on even the most obscure of products and applications, therefore opening up even more possibilities for sales for us and the merchants we partner with.

This is what makes them such an integral part of our business.”

Although 2020 was a tough year for the business, as it was for everyone within the construction industry, it gave the Resapol management team time to reflect on what they were doing and shine a spotlight on areas for further improvement and growth.

Re-investing into the business has always been deemed essential for growth, as co-founder Lloyd Phillips states: “We have always strived to be the best at what we do, and that requires continued investment in the company, including people, marketing and further developing relationships with our stakeholders.”

As the business continues to grow year-on-year, this continued re-investment and commitment to upholding its values while working closely with customers and suppliers will provide the cornerstones of the Resapol five-year growth strategy.

■ For more information on Resapol’s product range and support services for merchants, enter the shortcode www.rdr.link/mx005

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KITCHENS & BATHROOMS

Alternative approach Nicola Lewis, Marketing Manager from Fibo, speaks to PBM about the ways in which the company’s waterproof panels are said to offer a “true alternative to tiling kitchens and bathrooms” in addition to explaining the support it offers its merchant partners in a shifting landscape.

Q A

Can you start by providing us a quick introduction to Fibo and its wall panels?

Fibo started out in 1952 in a small factory in Norway, and since then, the company has grown to an award-winning operation that produces panels for over 100,000 bathrooms a year.

Our wall panels are a robust, waterproof solution that replaces the need for tiles and are incredibly simple to install. Using our Aqualock ‘click-lock system’ and a powerful sealant, the wall panels can withstand both direct water spray and temperature fluctuations, making them ideal for bathroom and kitchen installations.

The wall panels can be fixed to almost any surface without the need for preparation — including over existing tiles. And with

22 PBM JANUARY 2021

absolutely no grout to install, they are much easier to maintain and clean post installation.

Manufactured with a specially developed high quality 9mm seven-layer WBP Plywood core with a balancer laminate on the reverse and a decorative, high pressure surface, our wall panels are a true alternative to tiles that can meet every project, budget and sector.

This ranges from private residential use to modular build, social housing, education and leisure.

Q A

Just how waterproof are the panels?

Fibo wall panels have been tried and tested for almost 70 years to ensure that when our products are correctly installed with an appropriate sealant, they are 100%

watertight with absolutely no water ingress throughout the system.

Our panels were first introduced in the Scandinavian market, which has extremely high standards and regulations for waterproof, wet room products. Fibo is committed to consistent investment into research and development to ensure the quality and reliability of its products.

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Thanks to this dedication, we have been able to extend our product warranty to a market-leading 25-year guarantee that certifies our wall panel and kitchen splashback products will not delaminate, stain, crack or fade, and will remain totally watertight once correctly installed.

This really demonstrates our commitment to providing a quality product — and it means our merchant partners and their customers are afforded complete peace of mind in the purchase, as well as a unique selling point.

Q

Overall, in what ways do you support your merchant partners — especially with the industry seeing such huge changes over the last year?

We pride ourselves on receiving excellent feedback from our merchant and showroom partners — not only on the excellent quality of the products and the feedback they’ve had from customers, but also on the support we offer. For example, we provide full product training so that branch staff are confident in selling Fibo products to customers, explaining how the product works, and ultimately, making the sales process smoother for them.

Furthermore, Fibo offers tailored support for branches with initiatives and materials such as point of sale, literature, display stands and product samples.

Obviously, the past year has had a significant impact on the merchant sector, as

A

it has across the board. However, we’re pleased to say merchants are re-emerging from a very difficult environment, with them adapting fast and hard to the current market. We are committed to continue this support and help bring business to the sector.

As the lockdown restrictions evolve, we are adapting our processes so that we keep communication open and continue support. Our sales representatives are making use of video chat and also, where appropriate and necessary, visiting merchants in line with social distancing and government guidelines.

Our partnerships are really important to us as a business. The merchant and showroom environments are the perfect way to demonstrate the quality of our products. After all, seeing is believing.

Q A

What current market trends are influencing your product mix?

We are the only manufacturer in Europe with the technology to router in groutlines — so it really gives merchants the opportunity to provide a product that completely mimics the look and feel of tiles, right down to the 3D grooves of a ‘fake’ tile line instead of simply printing it on.

Our wall panels that feature this design continue to be a popular choice and we have recently launched a new range to

■ Fibo has added several new designs to its extensive range, including an ontrend Metro Brick design and three new blue decors to its Contemporary range to offer an even wider choice for design conscious customers looking to refresh their bathroom and kitchen spaces.

As alluded to in the main article, the new Metro Brick designs are part of the brand new Urban Collection and utilise a unique routering method to provide a 3D tile-effect pattern — available in five white and grey finishes — inspired by the art deco metro tiles historically used on the London Underground and New York Subway.

The three new blue decors to the company’s Contemporary Tile Effect range are described as ‘bringing a breath of fresh air to classic styling’ and offer a range of both high gloss and matt finishes in a choice of modern tones and styles.

www.professionalbuildersmerchant.co.uk

accommodate customer demand for the ever-popular ‘metro brick style’ interior.

The Metro Brick range, as part of the Urban Collection, uses this routered manufacturing technique to create the appearance of the staggered 30x10cm brickwork associated with the metro style.

We’ll be launching more designs within this collection throughout 2021, and we’re thrilled to continue to enhance our offering to a market that has become much more ambitious in terms of trends.

We understand that design trends change, as well as budgets, so we offer a wide range that really can suit any requirement — we have marble designs to suit those looking for a spa-like appearance, concrete effects for an industrial look, or our luxury feature panels that can create a beautiful feature behind the shower head or basin.

In kitchens, our splashback range can create pops of colour which is particularly interesting in today’s open plan living environments, with colour used to help zone different areas and create an inclusive feel.

■ For more information on Fibo’s extensive kitchen and bathroom product range, including demonstration videos, enter the shortcode www.rdr.link/mx006

PBM JANUARY 2021 23

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KITCHENS & BATHROOMS

Moving with the times The coronavirus pandemic has changed the role of the home, becoming a workspace for many people in addition to being a place to relax and entertain. PBM spoke with Tim Spann, National Sales Manager UK for Keller Kitchens, to discuss lifestyle trends and evolving kitchen design.

Q A

How do you think the increased trend towards working from home will affect kitchen designs?

We have all spent more time in the kitchen lately, so it needs to do everything — home schooling, working, socialising, cooking, baking, eating!

Consumers spending so much time at home will influence future kitchen design and, going forward, flexibility and adaptability will be the buzzwords.

Multi-use will also be crucial to family and work time, and ‘multi-plan’ — rather than open plan — will become more popular as consumers organise their life at home.

For example, utility rooms will grow in popularity, maybe as a different room or a cleverly divided space. It will be all about stylish new functionality and, although traditional design can offer a comfort factor in challenging times, there is room for a contemporary take on the classics.

personality will always carry importance.

People spending more time in the kitchen will have new ideas and inspirations that designers will harness and adopt.

As a flexible manufacturer with the ability to change, offering broad choice will continue to be a considerable factor for Keller.

Q A

A

How has the ‘lifestyle kitchen’ influenced product development and your portfolio?

These are early days! Lifestyle changes will continue to evolve in terms of the way we live. Choice, flexibility and kitchen

24 PBM JANUARY 2021

Q A

What should designers consider when creating a lifestyle kitchen and what do they sometimes overlook?

Clever storage and the best use of space will always be key. With the increase in home deliveries and the return of the ‘big shop’ ethos, people may need more ingenious solutions for more things.

Chaos ensues with too little or badly designed storage; kitchen karma should rule.

Q

Are such kitchens solely for customers with a grand space and equally large budget, or can any space be transformed to be a cooking/living/working area?

The large majority of kitchens are lifestyle-driven, and are not exclusive to grand space and big budgets. A good kitchen design will transform any space into a multi-use hub with ingenuity and thinking outside the box.

Pull-outs and drop-downs will inevitably be features that will help where less space is available.

Q A

How do you see these trends developing over the next couple of years?

We work in a solutions-based industry where there has been a seismic shift within an extremely condensed period of time. The ripples of change will continue for many years to come.

Recent experiences will no doubt fashion kitchen thinking for a new generation of kitchen style. Lifestyle kitchens are here to stay and exciting times are ahead for manufacturers, designers, retailers and developers alike.

■ Keller Kitchens offers versatility with over 1950 NCS colours to choose from in a wide array of finishes. For more information, enter the shortcode www.rdr.link/mx007

www.professionalbuildersmerchant.co.uk

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KITCHEN & BATHROOM LEISURE SINKS EATON INSET COLLECTION PJH MANHATTAN RANGE

As featured on the front cover of its latest Bathrooms to Love brochure, PJH has extended its modular bathroom furniture collection with the launch of Manhattan, described as a ‘classic-meets-modern’ free-standing range.

Complete with a five-year guarantee, the modular design consists of single (600mm) and double ‘His & Hers’ (1200mm), basin units, and is available in two colours; an Indigo Grey with a velvety matt finish, and a White Ash with a textured woodgrain finish.

To see the full range from PJH enter the shortcode www.rdr.link/mx008

BLANCO EVOL-S PRO HOT AND FILTER TAP

The 4-in-1 water-saving boiling water tap features the EVOL rotary dial, allowing users to set precisely the amount of filtered boiling or filtered cold water they choose.

The EVOL-S Pro Hot and Filter mixer tap, in stainless PVD steel finish, delivers standard hot and cold water with two spray options via the mixer lever on the right. For both the boiling filtered and cold filtered water, a “market leading” BWT five-stage filter system is used which ensures balanced, pure water. The 100°C water is delivered instantly, in a controlled anti-spray stream, from a Titanium 4-litre hot water tank.

To learn more about the EVOL-S, visit www.rdr.link/mx009

Leisure Sinks has added the Eaton inset collection to its range of modern stainless-steel sinks, complete with a 10-year warranty. The single bowl EA9501 is manufactured from 0.6mm 18/10 stainless steel and measures 950 x 508mm. It has a main bowl size of 420 x 350 x 150mm, with the option of a left- or right-handed drainer.

The 1.5-bowl EA9502 measures 950 x 508mm and is manufactured from 0.7mm 18/10 stainless steel. With a reversible drainer, the main bowl measures 340 x 410 x 150mm, while the second bowl is 175 x 320 x 80mm in size.

To see more of what Leisure Sinks has to offer, enter the shortcode www.rdr.link/mx010

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RAK CERAMICS MIRROR AND CABINET RANGE

The RAK Ceramics range of mirrors and cabinets features LED Illumination, heated glass and a soft close hinge. In addition, Bluetooth connectivity means the mirror can be paired with a mobile or tablet whilst the shaving mirrors have a magnetic switch, with the light coming on when the mirror is pulled towards you and off again when the mirror is stowed for tidiness.

RAK Ceramics cabinets offer surface mounted and recessed options, giving even the smallest bathroom the opportunity to benefit from well needed storage.

To find out more, enter the shortcode www.rdr.link/mx011

LAKES LAKES DEFINITIONS

The Lakes Definitions portfolio of shower door handles and profile caps has been designed to meet growing demand from homeowners to personalise their bathroom or showering space with complementary accessories.

The cast handles and caps are available in four on-trend colour options — gold, rose gold, nickel and matt black — and they can also be fitted retrospectively, making it easy to change colours at any point to match new bathroom furniture.

To download the most recent Lakes brochure, go to www.rdr.link/mx012

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KITCHEN & BATHROOM BUSHBOARD NEW WEBSITE

Driven by its parent brand Wilsonart Group in response to the impact of COVID-19, changing consumer purchasing behaviours and as a means to provide additional measures of support to its trade partners, Bushboard’s website received a significant overhaul during the summer months.

The upgraded platform now features comprehensive, specialised benefits for homeowner, retailer, and installer customers and supports them through four key stages of the customer journey — research, decision-making, installation and aftercare.

To take a look at the new website, follow the shortcode www.rdr.link/mx013

VILLEROY & BOCH APP

To support supports installers, showroom staff, planners and architects, Villeroy & Boch’s new cross-platform app now means that all product information is just a few clicks away, with prices, technical data, assembly instructions and installation videos as well as barcode scanner that can locate products quickly in a warehouse or even on site.

The app also provides a product configurator that brings bathroom plans to life using photo-realistic visualisation.

Want to know more about the app? Head to www.rdr.link/mx014

GEBERIT PRODUCT PORTFOLIO CHANGES

Geberit has extended and strengthened its offering to merchants as it makes significant changes to its product portfolio. The new Geberit Select collection was made available to UK merchants in October, whilst the Twyford Option and Alcona ranges continue to be available, supported by price promotions and installer incentives.

In addition, Twyford’s popular E100 and E200 ranges will be rebranded as Geberit Selnova, part of the new Geberit Select Collection. With 11 ranges, the new collection is said to open up a wider choice of affordable and on-trend installation possibilities usually associated with a more premium bathroom offer — including space-saving concealed cisterns, wall-hung technology, furniture and Geberit AquaClean shower toilets.

MIRA SHOWERS ACTIVATE

Available in single and dual outlets, the Mira Activate digital shower is designed for new installations and retrofit applications. Described as being simple to fit, the ceiling-fed fittings kit comes pre-assembled, and it has two digital valve platforms suitable for both high and low pressure systems.

For the end customer, the stylish digital controller enables users to create up to 10 shower pre-sets (with four default pre-sets included) whilst its modern design features a high quality chrome plated finish with controller bezel accessories available to purchase separately in matt black, brushed nickel and titanium finishes.

To discover more about the new range, enter the shortcode www.rdr.link/mx016

To find out more, go to www.rdr.link/mx015

HIB MULTIGENERATIONAL ACCESSORIES

The latest products in the company’s growing accessories range have been designed to offer stylish multigenerational solutions. For example, developed by HiB’s in-house product design team, new shower seats include a version with a support leg which is designed to offer users additional reassurance, comfort and an improved showering experience. Also new to the shower accessories range is a corner grab bar with textured grip.

A new chrome Angled Grab Rail, meanwhile, has been designed with safety in mind and customers can choose between right and left handed options to suit the bathroom layout.

Videos of the new products can be seen via www.rdr.link/mx017

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TRANSPORT, HANDLING & STORAGE

Delivering better fleet performance Steve Day, Regional Director at Keyline Civils Specialist, considers the role merchant vehicle fleets play in improving the construction industry’s safety and sustainability performance, explaining how the sector can deliver further improvements through a strong customer proposition that includes a level of excellence in driver training, employee engagement and fleet accreditation.

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One element that all construction projects have in common is that materials need to be delivered to where they are needed on time and in a way that minimises the risk to those working on site, the drivers of the vehicles and any members of the public in the area. In addition to this, the impact of climate change and the very present issue of air quality need to be addressed by the industry as a whole.

And with the aim of contributing to the

2050 net zero carbon target, all businesses in the sector need to do their part in reducing carbon emissions and cutting pollution.

Despite significant improvements over recent decades, sadly construction is still one of the most dangerous industries in terms of injuries and fatalities. The delivery and unloading of materials can present hazards if not carried out correctly, especially where space is limited. These include the risk of workers being struck by moving or falling objects, falls from height and injuries caused

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by handling, lifting or carrying materials.

Consequently, it is important for clients to be assured that when making deliveries to site, merchants do so in the safest possible way to minimise the risks for those on site and also protecting the merchant’s own staff.

For merchants delivering to site, this includes looking at loading and unloading processes to understand where improvements can be made. The ultimate aim should be to remove the need for anyone to climb onto the vehicle bed

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TRANSPORT, HANDLING & STORAGE

during unloading. This will eliminate the risk of falls from the vehicle and minimise the chances of accidents with the movement of the loads.

For example, by pre-slinging the loads and using specially developed attachments for our vehicle mounted cranes, we have developed a process that allows the driver to remain on the ground at all times and for the delivery to be completed quickly.

In addition, as a sector, improving the carbon footprint of our activities is of course a key consideration. Indeed, on many larger projects, contractors commonly look for supply partners who can demonstrate that they are minimising their environmental impact. For merchant operations, an important part of reducing the environmental impact is improving the fuel efficiency of delivery vehicles — and a key factor in the vehicle’s performance is how it is driven.

Harsh accelerating and braking, higher speeds and unnecessary idling, for instance, can all impact fuel efficiency. Therefore, encouraging drivers to adopt better driving behaviours can lead to significant reductions in the amount of fuel used and carbon dioxide (CO2) emissions produced.

This can be achieved through a strategy of ongoing training and engagement with drivers. Training, such as Continuing Professional Development (CPD) modules, can help keep them up to date on best practice and provide a refresher on previous

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learning. It is also important to engage with drivers regularly on what is being achieved and how they are contributing, not only to reducing the business’ environmental impact, but also in terms of improving safety.

Also, offering bonuses to drivers based on their performance can help to encourage and embed these behaviours in everyday working. As an example, Keyline’s Driver Bonus Scheme has produced some excellent results — in each delivery vehicle, an electronic system monitors and scores the driver’s performance on every journey, with drivers rewarded for good practices.

In 2019, as a result of this scheme, we achieved a 12.5% improvement in miles per gallon (MPG) and 50% reduction in idling across the fleet. This means more than 297,000 litres of fuel have been saved — the equivalent of 781 tonnes of CO2.

Road traffic collisions have also been reduced by 7%.

Furthermore, one of the most effective ways of demonstrating excellence in fleet management to clients is through independent accreditations such as the Fleet Operator Recognition Scheme (FORS). This allows merchants to show they have made a commitment to improving vehicle safety, efficiency and environmental protection, especially where they have achieved the higher Gold level, which Keyline has held for a number of years.

Once again, although the scheme is voluntary, clients on larger projects are

increasingly requiring suppliers to have FORS accreditation.

Finally, building a strong culture of development and ongoing improvement can help merchants react to challenges, such as those we have seen this year, that require practices to be adapted quickly. Where there is already a focus on complying with best practice in areas such as site safety and sustainability, new requirements can be adopted more easily.

Construction is a vital part of the UK economy, but it remains among the most dangerous of industries. Therefore, it is essential that we work together to protect everyone involved. We also have a responsibility to minimise our impact on the environment and slow the pace of climate change. With our crucial position in the supply chain, merchants have the power to help effect change in both areas — and it can start with simple measures such as adopting best practice in fleet management.

With this as part of a customer-focused service proposition the business will also benefit from stronger customer relationships, reduced costs and even improved employee retention and motivation through better engagement.

■ For more information on the Fleet Operator Recognition Scheme (FORS), enter the shortcode www.rdr.link/mx018

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TRANSPORT, HANDLING & STORAGE

Ian Mitchell, Managing Director of Hiab UK and Ireland, looks ahead to 2021 and explains that cost-saving measures will dominate decision making.

Data driven performance N o one could have predicted the impact of the coronavirus pandemic on the construction industry. Never before have building sites turned into ghost towns overnight with plant machinery left in storage and fleets of trucks parked up. Thankfully, after a period of uncertainty, projects have started moving again.

At the start of 2020, conversations about digital solutions and electrification were commonplace amongst builders’ merchants and building supplier hauliers. It’s fair to say that there has been a lot of trepidation in the sector, but confidence is building again and there is a recognition that the sector needs to pick up where it left off, wherever possible.

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In 2021 efficiency savings and cost saving measures will dominate decision making.

There has been a steady increase in builders’ merchants choosing modern lifting equipment, which is connected and has the capability to ‘turn on’ real-time data analysis.

Indeed, the impact of the pandemic is likely to be a catalyst for many businesses to make the switch and turn on connected cranes to access a wealth of real-time insights on operator performance.

Hiab’s HiConnect software, for example, provides data which lets businesses understand how the units are being used, where, what times and with what capacity.

This is an incredibly powerful tool for the construction supply chain. For many

customers, it’s the first time they learn that operator performance isn’t at the level it should be across the business and it really opens their eyes.

We analysed crane usage data for one customer which operates within the building supply chain sector over an average month.

The tool enabled us to calculate productivity cost savings of over £1,000 per crane for one year, based on idling time alone. Cost savings like this will be significant in a post-Covid world.

The construction sector relies heavily on a dependable supply chain and contractors will be looking for supply chain partners that they can trust to deliver; this is vital for getting the sector back on its feet again following the pandemic. I expect the uptake of technology and data analysis to become more mainstream in the construction sector across blue-chip companies and SMEs alike.

Lifting equipment plays a vital role in construction and, while electrification in the transport industry has been gaining traction for some years, the discussion rarely includes truck mounted equipment or cranes.

Research tells us that businesses intend to invest in electrification because of the government changes in legislation and low carbon zones, and many businesses have set their own sustainability targets. But has the pandemic accelerated or stalled planned investment programmes?

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Electric powered accessories are providing the industry with options to introduce sustainable operations at a rate that suits them. As the only manufacturer in the world offering lithium-ion powered electric truck-mounted forklifts, demand is growing steadily for our MOFFETT E-series.

We have launched the very first electric crane trailer, which has a solar powered

charging battery installed within a flatbed trailer. This smaller-scale crane solution means that it’s easier for SMEs to introduce the benefits of sustainable delivery solutions into their operations.

Larger companies are looking for greater scope to work outside of normal working hours to achieve greater efficiencies. Electrification is playing a big part in that movement and we’ve been working with the industry to develop a fully electric powered roller crane — the ‘e-roller’.

Accessories like this will bring significant benefits to builders’ merchants operating large-scale logistics operations.

The construction industry is one of the most competitive sectors but I do feel the

pandemic has shifted peoples’ perceptions and generates a real opportunity for the sector to collaborate. I expect to see the whole industry thinking more holistically about integrated solutions to make it easier for customers to benefit from greener equipment, for example.

We’re likely to see an increase in partnerships and joint ventures as businesses realise they’re stronger together and can capitalise on greater market share.

Whatever 2021 brings, I’m confident with the right attitude the sector can make a sustainable recovery.

■ Hiab provides specialist on-road handling solutions including cranes, demountables and forklift trucks. For more information on the company’s range and its HiConnect software, enter the shortcode www.rdr.link/mx019

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TRANSPORT, HANDLING & STORAGE James Burrell is building towards FORS Silver accreditation with additional orders for the new-generation Mercedes-Benz Arocs.

Safety drive J ames Burrell became one of the first UK customers for the new-generation Mercedes-Benz Arocs when it commissioned a single six-wheeler in October 2019, and the independent merchant is now running an additional four identical trucks and placed an order last autumn for a further six.

The Gateshead-based company operates from a network of 10 branches throughout the North-East and Yorkshire, and each day its 36 trucks — the majority of them 26-tonne Mercedes-Benz dropsiders with cranes — deliver in excess of 1,000 tonnes of material.

Supplied by Dealer Bell Truck and Van, James Burrell’s latest 2532 L models have ClassicSpace S-cabs and are easily distinguished from previous variants by the absence of mirrors. Instead, they are fitted with the manufacturer’s MirrorCam system which is said to offer much-improved

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all-round visibility as well as increased fuel-efficiency thanks to the compact and streamlined camera housings.

Other new features include the Multimedia Cockpit, which replaces conventional switchgear with twin screens — the upgraded interactive version specified by James Burrell comes with a larger 12in instrument panel and extra functionality — and Active Brake Assist 5 emergency braking technology.

James Burrell has held Bronze accreditation from the Fleet Operator Scheme (FORS) for several years, but its sights are now set on the next, Silver level.

Assistant Transport Manager Graham Johnston said: “With their comprehensive safety specifications, these impressive new trucks can only help us to achieve this goal.

“The feedback on MirrorCam from our drivers is overwhelmingly positive. They tell me the images relayed to the screens on the truck’s A-pillars are crisp and bright, and that they can see a lot more of what’s going on around them, with fewer blind spots, than would be possible with normal mirrors.”

The Arocs are fitted with bodywork by Dependable Bodies, also of Gateshead, and rear-mounted Hiab cranes that work with brick and block grabs.

Their 7.7-litre in-line six-cylinder engines produce 235 kW (320 hp) and are proving impressively economical.

Graham added: “The new trucks are certainly pulling out some very good mpg figures. Obviously, routes and loads differ, while the cranes are driven by the engine PTO (power take-off) so also consume fuel when they’re working. But at 10 mpg our latest Arocs look to be between 1.2 and 2 mpg ahead of the fleet average, which is very encouraging.”

The next six trucks, which are due to enter service in the spring, will also be Arocs 2532 Ls with dropside bodies and cranes, but in a new departure they will have steered rear axles for enhanced manoeuvrability.

Graham concluded: “Mercedes-Benz has consistently accounted for the majority of our vehicles for years. The manufacturer has always led the way in terms of innovation, while its products have traditionally been competitively priced and great all-rounders.

“Our Mercedes-Benz vehicles are exceptionally reliable and easy to maintain, and we benefit from Bell Truck and Van’s excellent parts back-up, all of which helps to ensure that the whole-life costs of operation stack up well.”

■ For more information on the next generation Mercedes-Benz Arocs, enter the shortcode www.rdr.link/mx020

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TRANSPORT, HANDLING & STORAGE

DOOSAN NXE SERIES ELECTRIC FORKLIFTS IVECO STRALIS CNG VEHICLES FOR SELCO

Selco Builders Warehouse is continuing its journey to a more sustainable future by adding Compressed Natural Gas (CNG) vehicles to its fleet for the first time, purchasing four Iveco vehicles for use in the Bristol area.

Three of the vehicles will be Iveco Stralis 26 tonnes CNG Trucks with the other being an Iveco Daily. Richard Evans, Head of Transport Operations at the builders’ merchant, said: “This is an exciting development for us and one which reaffirms our commitment to our sustainability targets.

We have a long-term strategy to reduce our carbon footprint in the communities in which we operate and this is a step on the road towards achieving that.

“It‘s hard to make any precise predictions on the potential size of the environmental benefits but we are very confident these will be substantial and the hope is this will be a successful pilot which will then be rolled out across the rest of the business over time.

“A consultation is currently ongoing with regards the introduction of a Clean Air Zone in Bristol and, with two of our 69 UK branches in the city, it’s an ideal place for us to trial this technology.”

The vehicles have been secured from Guest Truck and Van, reportedly the largest Iveco dealer in the UK with 13 different locations and which has enjoyed a strong 20-year relationship with Selco.

For more on Iveco’s ‘Natural Power’ vehicles, enter the shortcode www.rdr.link/mx021

The NXE Series is described as a versatile range of four-wheel electric counterbalance forklift trucks suited to the needs of the small-to-medium size enterprises (SME). The electric equivalent of Doosan’s ‘value’ GX IC engine range, the units are said to offer all the advantages of electric power in a series of competitively priced four-wheel models, giving users a reliable and low-cost ‘buy new’ alternative to purchasing a second-hand or reconditioned forklift truck.

Available in four models — B20NS, B25NS, B30NS and B35NS — across a capacity range from 2.0 to 3.5 tonnes, the new NXE Series is engineered to deliver performance, reliability and safety at a reasonable cost.

Details on the new range can be found via www.rdr.link/mx022

B&B ATTACHMENTS 40TH ANNIVERSARY

In the December of 1980, an entrepreneurial couple by the name George and Irene Bell founded a forklift truck attachment company and named it B&B Fork Lift Truck Attachments. Four decades on and the company prides itself on supplying well-engineered, quality products, and maintaining those products through the course of their working life. Today, B&B also designs and manufactures bespoke, specialist attachments in-house for the unique requirements of its global customer base.

Mike Barton, Managing Director (and the company’s first employee), said: “B&B has changed so much over the years, but one thing it has continued to do is expand its product range to reflect its ongoing commitment to delivering innovative, cost-effective solutions to the industry.”

For further information on the company’s specialist solutions, enter the shortcode www.rdr.link/mx023

HYUNDAI MATERIAL HANDLING 9V DIESEL ‘SMART’ FORKLIFTS

Complying with European Stage V emission levels, boasting numerous ‘smart’ features and claiming to offer the best standard warranty in the industry, the new 9V range of diesel forklift trucks from Hyundai Material Handling combine a “robust and slick exterior design” with lifting capacities from 2.5 to 5 tonnes.

The company’s engineers have aimed for a “ground-breaking level of customer satisfaction” by delivering maximum fuel efficiency, enhanced productivity, extra safety features and improved uptime whilst maintaining great driver comfort. In addition to the forklift standard warranty of two years/3000 hours, the new Hyundai powertrain benefits from an additional 1000 hours, giving the powertrain a warranty of two years/4000 hours.

For more details on the new range, visit www.rdr.link/mx024

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INFORMATION TECHNOLOGY

Digital switchover Digital solutions have helped many builders’ merchants future-proof their operations and open up new opportunities, including EH Smith. PBM spoke with the merchant’s Senior Business Analyst James Cave, who reflects on how Kerridge Commercial Systems’ (KCS) K8 software has become the core platform for its trading operations and supports its ambitions for further digital growth.

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he need for builders’ merchants to adopt digital solutions has never been greater. Technology has not only proved integral to helping merchants tackle numerous challenges, including those posed by the Covid-19 pandemic, but also to position them for future success.

EH Smith is one example of a merchant that is using digital solutions to become more agile and adaptable. The business installed its K8 business management software approximately two-and-a-half years ago, and now supports the entire operation from sales through to general management and finance.

A number of valuable lessons were learnt during the implementation phase, which James believes any builders’ merchant should consider when choosing a new ERP

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provider. He said: “Do not underestimate the complexity of your own processes and don’t assume that the consultants or stakeholders who are configuring the system understand the business in the same way that you do —you have to be really clear about walking through the processes.

“The day-to-day tasks aren’t going to be what catches you out but try to identify any exceptions before you go live on your new software — this way, you should only be left with the real outlying issues that nobody could ever have predicted.”

He also recommended getting “real life users” involved from the start, as they will help identify any areas of the software that need clarification, or processes that should be put in place before the system goes live.

EH Smith made the most of the support that was available from KCS post-go live by organising a number of consultancy days to address issues as they arose. This provided the business with access to an on-site consultant with an in-depth knowledge of the system, therefore adding an “extra layer of support” during the weeks following the implementation.

James acknowledged: “I’d say our implementation was 90% smooth sailing — you’ll never capture everything before go-live, as with all major changes there were teething issues. However, we had a dedicated project team which definitely helped.”

Facilitating a new normal EH Smith has staff across 11 branches, so accessing the system remotely was important

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— something that became essential as the Covid-19 pandemic took hold. James said: “Many of our back-office functions could be performed from home — we have a VPN that enables people to use the system from anywhere, and the KCS client had no problem handling these access requests.”

K8 has also enabled EH Smith to automate a large proportion of its purchase ledger processing which has reduced the need for staff to be on site, as James explains: “If all our purchase ledger invoices were still coming in via mail, email or post, and we had a team of people processing them manually on the system, then we would have struggled hugely during the lockdown period.

“Fortunately, since going live, we have been taking advantage of moving suppliers to EDI processing of purchase invoices, so this is one area K8 has really helped us with.”

A digital future Digital transformation has clearly been expedited among many builders’ merchants over recent months, and EH Smith is already exploring other solutions that could benefit its operations in the future.

“There's quite a digital roadmap ahead of us,” James confirmed. “We’re very interested in integrating K8 ePOD into our software whilst we have already implemented delivery management which replaces old paper-based processes that were time consuming and prone to error.

The day’s delivery schedule for a branch is now managed on screen in a simple drag and drop user interface.

“K8 ePOD will give our drivers access to an app that enables them to capture signatures electronically and take photos of deliveries and site conditions, which are all automatically fed back into K8 and

attached to the sales order — this feels like the next natural step in our delivery management journey.”

The merchant is also considering adopting K8 eReceipts, an app that will allow the business to book receipts from purchase orders immediately into stock and manage any issues as they arise, helping to streamline the booking in and goods in processes.

“I think its common knowledge that builders’ merchants have historically been slow to adopt new technologies,” concluded James. “However, we’re now starting to see in builders’ merchant forums that the uptake of these solutions is accelerating. The industry is waking up to a digital era — and it can only reap benefits.”

■ For more information on K8 or any of the other digital solutions available from Kerridge CS, go to www.rdr.link/mx025

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INFORMATION TECHNOLOGY

Pearls of wisdom With the company having celebrated its 30th anniversary last month, Border Merchant Systems’ Commercial Manager Phil Davies reflects on a year of unprecedented upheaval and considers the ways in which merchants can better utilise the technological tools at their disposal.

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arking 30 years in business on 1st December 2020, Border Merchant Systems has come a long way since its foundation by a group of independent merchants who set it as a support company after their existing software supplier withdrew from the market. Employing key staff from the former supplier, Border created its own intuitive merchant software, CounterAct, and has never looked back.

Updates and new features in the system regularly followed, typically via feedback from users, whilst in 2013 the business became part of the Hermitage Innovation Group. The security of being part of a bigger group has enabled CounterAct’s evolution in recent years and working in partnership with the other companies from within the group is said to have encouraged “cutting-edge

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developments” such as mobile apps, web trading and the account customer portals.

Arguably, the fact that Border was formed as a support company is key to the outlook and the culture of the business, with an ethos to work in real partnership with its users. Moreover, Border only deals with merchants, giving it a clear focus in the way that its software develops and maintaining the importance of reliability, ease of use and support.

Over 80 different merchant firms now use the system, from small single site businesses to large multi branch merchants operating all over the UK. CounterAct continues to evolve and some big enhancements are scheduled to come in 2021 including a continued emphasis on the development of further mobile and web options.

Indeed, online trading has been a key aspect of the merchant sector’s resurgence from the turmoil of the coronavirus crisis.

Phil Davies, Border’s Commercial Manager, said: “Companies that have multiple routes to market have been better insulated from the shock than those completely reliant on the traditional model of trading. Online is a key component in how merchants will both trade and interact with their customers in the future and we are developing CounterAct, accordingly.”

Phil added: “It’s about making it as easy as possible for customers to deal with you.

You certainly don’t have to sell nationally or even have a huge online offering. Your website can be targeted at your local market and sell a core range of products.

Alternatively, concentrate on a niche range that you have some specialisation in.”

Furthermore, a merchant’s customer proposition can be further enhanced by additional online features with useful tools like project calculators, specification sheets, Q&As, videos and blogs. Phil notes that having an online account management portal is also a great way of adding value for customers.

He said: “On the Border account portal for example, customers can log in to their

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account, see invoices, statements, quotes, delivery & collection notes, proof of delivery, generate a statement, get copy documents and pay their outstanding balance. The portal not only cuts down administration time and calls into the merchant’s accounts department, but it also makes life easier for the customer to deal with you.”

Integration between any ecommerce platform and the company’s trading ERP system can help to take as much administration out of the process of fulfilling web orders as possible whilst retaining maximum flexibility.

Phil also outlined the merits of click & collect for both trade and retail customers.

He said: “Pre-ordering for click & collect can improve through put speeds at the counter if you have a nailed down process for dealing with it. When customers start to see that

pre-ordering is a quick and easy option they will start using it.”

In recent months, Border has announced a major update to CounterAct with over 500 improvements. Significant highlights include a brand new lost margin review enquiry screen that will help identify where margin is being given away unnecessarily and a new feature in the 360 Overview allowing a user to view all notepads associated with all documents in the ‘chain’ in one screen. Also included are improvements to ‘Quick View’ to show tally information and with a quick way to see any linked documents.

There have also been enhancements to the delivery scheduling that will support a new electronic proof of delivery (ePOD) app to be released in the next update.

Phil said: “These are just some highlights of the issue which is due to be

sent out in early 2021. Release 2-9B is a major upgrade with over 530 changes and improvements to the CounterAct system.

All users receive system upgrades as part of their support contract.”

He concluded: “Recent events have demonstrated that change can sometimes come a lot quicker than we expect. It has been a difficult year for our clients and many of the improvements to the system include ways to support trading conditions during the Covid-19 crisis. Having an online trading option isn’t a silver bullet, for example, but anything that makes it easier for your customers to buy and interact with you is certainly worth considering.”

■ For more information on Border Merchant Systems, enter the shortcode www.rdr.link/mx026

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INFORMATION TECHNOLOGY

Taking stock In a year of dramatic change where digital solutions and a drive towards ecommerce have come to the fore in the sector, Ten-25 Software’s MD Ian Oldrey is reminding merchants of the vital role technology can play in terms of increasing the efficiency of business fundamentals such as fully accurate stock management.

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tocktakes are a real headache. You know it, we know it. We’d like to see the days of closing branches, divvying up the stock across the workforce — who have all had to give up their weekend to help — and manually entering everything into the system, and then updating stock records over the following weeks all banished to history.

Indeed, most merchants already appreciate the need for enhanced stock management whilst more and more are now adopting ‘perpetual stocktake processes’, counting a handful of products each day rather than everything in a dedicated, disruptive period.

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This is a big step forward but we wanted to produce a system that would go further; to not only make stock taking itself easier but also to help prioritise which stock should be counted and optimise value across the entire stockholding.

Merchants would surely agree that having a real-time picture of their entire stockholding would great — but that it’s not really achievable, because it is just too time consuming. However, what if your software could do it for you? And do it as accurately as if you were doing it yourself, but in a fraction of the time?

To help, a new ‘Stock Confidence’ metric has been added to UT400 (see panel for

news of an exciting name change…).

Expressed as a percentage, Stock Confidence is basically an accuracy gauge to show how sure the system is that the stockholding figure being displayed is accurate.

Immediately after a physical stocktake, for example, the Stock Confidence rating would be 100%. Over time, that confidence rating will inevitably reduce due to a number of factors such as loss, damage, theft or error.

In UT400, a complex algorithm has been designed to calculate that erosion level, so you have a good idea which products are most at risk from stock data inaccuracy.

The metric works across both the entire stockholding, and by individual product, so

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merchants can gauge how accurate the overall figures are as well as knowing which specific products are least definite.

Unlock more value Overall, the UT400 product has been designed to help unlock the maximum value ■ Digital transformation is a big theme for merchants across the UK with Covid-19 accelerating the trend significantly. For Cornish builders’ merchants Build Supplies, moving to the cloud for its operations was already on the agenda, and with a brand new 17-acre site just opened and an ecommerce platform launching, the business needed to prepare for the challenges ahead.

The firm was established in 2005 and maintains a focus on “uncomplicated, traditional family business values” whilst wanting to compete with other merchant groups in terms of service and product offering. With its ecommerce soon to go live, Build Supplies needed to update its infrastructure to be able to align the digital front end of the business with the operational back end, and so director Mike Tregunna began the task of selecting a new, cloud-based ERP system.

from your stockholding by helping to show you where the real value lies, where the opportunities are, and where you might need to take action. Using various metrics like Stock Turn and Stock Confidence, merchants can see at a glance which products are returning the best value, which Mike said: “We needed to improve every area of the business. Operations, logistics, admin, stock management, forecasting — we had to find a new system to help us evolve.”

After a lengthy selection process involving several leading software providers, Build Supplies opted for a brand new, cloud-based system from another family-run business, Ten-25 Software. “We wanted to find the most up to date, browser-based builders’ merchant ERP system to put us on a level playing field with the nationals in terms of technology,” explained Mike.

“It was also important to find an easy and straightforward company to deal with, which offered responsive service and the same family values we have ourselves.

Ten-25 ticked all those boxes, and the online demo system convinced us it was the right way to go.”

ones could be working harder, and which represent the best opportunities.

Customers are already feeding back the value they are finding in these insights — and it really does pay to know these figures.

For example, Build Supplies’ Mike Tregunna said: “The simplicity and options available to control out stocks will be a gamechanger to our company.”

A merchant’s stock is the beating heart of its business — therefore, excellence in stock optimisation is at the heart of our ERP system. From unlocking hidden value to providing the simplest, yet most accurate, real-time view of your entire stockholding, it goes further to help you build better business.

■ Being soft-launched at the start of 2020, Ten-25’s cloud ERP system for merchants has been given a New Year rebrand to celebrate its first year in the market. Formerly known as UT400, the browser-based system will now be known as ‘Merchanter’.

■ For more information and to see an online demo, enter the shortcode www.rdr.link/mx027

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INFORMATION TECHNOLOGY

EAZYSTOCK PEPPARD BUILDING SUPPLIES

Reading-based Peppard Building Supplies has selected inventory optimisation software from EazyStock in a strategic move to focus on improving demand forecasting and inventory planning in 2021 and beyond.

In an industry where convenience and speed are critical to customer loyalty, the builders’ merchant is committed to optimising its inventory management capabilities so it can ensure the products its customers need are always in stock and ready for collection or drop-off.

By connecting EazyStock to the firm’s Merlin ERP system, the business will be able to improve the accuracy of its demand forecasting and inventory planning whilst removing its reliance on spreadsheets and manual calculations. Instead, EazyStock will dynamically forecast demand and adjust planning parameters — such as reorder quantities and safety stock levels — and provide automated purchasing recommendations to be fed back to their ERP for processing.

Nic Butler, Co-Owner of Peppard Building Supplies, said: “Our aim is to improve our order fulfilment capabilities so we always have the right products available to meet our customers’ needs. EazyStock will give our team the knowledge and tools to do this. We also want to be more efficient at managing stock items and with EazyStock we hope to fully automate our inventory management processes, giving

us more time to focus on our suppliers and customers.”

Peter Drakeley, Head of Customer Success at EazyStock, added: “We are committed to helping Nic and his team improve their service levels and, at the same time, reduce the amount of stock they carry to free-up cashflow. We’ve been a member of the BMF for almost two years now because we’re confident our software and support team can help merchants and suppliers reduce inventory costs, improve stock availability and ultimately be more profitable.”

For more details on EazyStock’s inventory optimisation software, enter the shortcode www.rdr.link/mx028

ECOMMONSENSE MERCHANT ECOMMERCE SOLUTIONS

During the first coronavirus lockdown in the spring, merchants with an established online trading platform experienced a surge in volumes and benefitted from increased sales outside of regular opening hours whilst there was also a significant rise in the number of retail consumers using merchants for the first time.

And just days before England went into its second lockdown, a further three independent builders’ merchants — Gardner & Scardifield, Norgrove Building Supplies and South Coast Building Supplies — went live with an advanced eCommmerce solution from eCommonSense.

Jack Norgrove, MD of Kidderminster-based Norgrove, said: “It’s all about offering customers what they want and, increasingly, they want to be able to order online and arrange delivery, easily and quickly. The solution we have offers all of this and more.”

South Coast Building Supplies’ Tim Payne added: “The trend for online buying has been accelerated by the lockdowns. We needed an advanced eCommerce solution to make sure that we continue to offer excellent service levels.”

Meanwhile, Nick Neale, Director at Gardner & Scardifield, commented: “We have been trading for nearly 100 years but we continue to adapt to the needs of our customers. Increasingly these demand that we offer an advanced eCommerce solution that allows our customers, both existing and new, the ability to trade and manage their accounts online.”

Reflecting on the accelerated pace of the digital revolution in

42 PBM JANUARY 2021

the merchant sector, Andy Scothern, CEO of eCommonSense, said: “We saw a lot of merchants wanting to go live after the experience of the first lockdown. This meant a huge surge in demand for our solutions that will not only future-proof merchant businesses but also provide some protection against further lockdowns and social distancing restrictions.

“While it has been a real challenge for our implementation team, we can deliver due to the vast experience that we have within this market. Lessons from previous implementations have been pivotal to help us overcome most problems we come across with any merchant. This has been a challenging period for many merchants, and we are trying to do whatever we can to support them during these uncertain times.”

To see a demo version of the eCommonSense eCommerce solution, enter the shortcode www.rdr.link/mx029

www.professionalbuildersmerchant.co.uk

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INTERSYSTEMS IRIS DATA PLATFORM DUETRADE DIGITAL TRADING APP

A new app building service is set to change the way builders’ merchants and B2B businesses in the industry buy, sell and trade by offering a simple, user-friendly app to help them better connect with their customers.

The service from DueTrade has been designed to make app customisation easy and accessible to businesses of all sizes, allowing them to create a fully branded platform where they can trade goods with customers, share promotions, offer 24/7 ordering, and improve brand awareness.

All apps can be tailor-made to include a range of different functions to fit the needs of each business and their customers. Real-time news feeds with the latest industry and market trading information, stock updates, plus a section for offers and promotions can be included whilst extra features, such as links to websites, podcasts and online shopping platforms, are also available.

Merchant businesses can also incorporate software to directly trade and engage with customers such as fully integrated customer profiles and ‘in-app trading’ functions where they can send bids, save quotes and trade directly. Furthermore, secure profiles can be set up where customers’ can view their order history and trading information including pending orders, favourites and the status of deliveries.

In addition to bespoke functionality, the apps use the branding for each business, with logos and brand colours.

Henry Dewing, Founder of DueTrade, said: “We have launched this service at a time when the use of apps is dramatically rising every year. In the last seven years alone, the number of apps downloaded in the UK has quadrupled, from five billion to over twenty billion in 2020.

“We have created a service that brings this to the forefront for the construction industry, by allowing merchant businesses the opportunity to put themselves into their customers’ back pockets.”

For more information and to request a demo, enter the shortcode www.rdr.link/mx030

Chadwicks Group, one of Ireland’s leading builders’ merchant and home improvement specialists, has worked with InterSytems to underpin its “ground-breaking digital transformation strategy” to enhance efficiency and improve the experiences of its customers. The partnership has enabled Chadwicks to move away from siloed legacy IT systems to a modern, cloudfirst infrastructure — based on the InterSystems IRIS data platform — that is said to allow data to “flow seamlessly to the point of action”.

John Kelly, Sales Manager at InterSystems UK&I, said: “This digital transformation project will ensure Chadwicks continues to adapt to the changing requirements of its customers and benefits from a more agile IT infrastructure. The reliability, scalability and performance of InterSystems IRIS, as well as its ability to facilitate data exchanges in real-time, will be crucial as Chadwicks pushes on with the creation of an online transactional website and captures this lucrative market.”

Full details of the InterSystems IRIS data platform can be found via www.rdr.link/mx031

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Counter talk

Throughout the lockdowns and COVID restrictions, Professional Builder magazine has continued to communicate with tradespeople across the nation, increasing its digital reach when the counters were closed.

As work continues to ramp up, PBM looks at some of the new product ideas and advertising campaigns to feature in the January issue of Professional Builder as active suppliers seek to influence the buying decisions of more than 100,000 trade professionals at merchant branches each month.

GRACO SMOOTHING BLADES

ENDURAWOOD SLIP RESISTANT DECKING

The ProSurface Smoothing Blades from Graco will allow users to move seamlessly from spray to finish. The comfortable, ergonomic grip is made in durable PVC which offers lightweight and easy clean-up.

Blades are made in hardened stainless steel (INOX) for a smooth finish and less sanding, and have rounded edges for perfect smoothing without excess build-up.

Visit www.rdr.link/mx032 for details of the company’s merchant-only policy.

Aluminium is the future of decking, according to Endurawood. Easy to fit, strong, durable and slip resistant, this wood alternative will not collect mould, algae and fungus, and water cannot soak through it, making maintenance easier and increasing the safety of the people that use it.

The company’s timber effect powder coated aluminium products include cladding, decking and architectural feature battens. Enter www.rdr.link/mx034 for full details.

CEMEX DRY BAGGED MORTAR

MEDITE SMARTPLY MAX FR B

Now available in 25kg waterproof, ready-mixed bags, Cemex’s M4 and M12 Natural Mortar is available in both a natural finish and in a wide range of colours. The material is suitable for brick laying, block laying, repointing, general masonry repairs and for laying patio and paving slabs. Additionally, M12 Natural Mortar is specifically designed for below ground and DPC environments where increased durability is required.

For more on the company’s mortar range, use the shortcode www.rdr.link/mx033

BMI REDLAND CLAY TILES

Combining a heritage appearance with 21st century performance, the BMI Redland Rosemary Clay Classic tile, proved ideal when architect Gordon Delgano wanted to refurbish his mid-terrace house in an architecturally distinguished area of Glasgow.

Suitable for pitches ranging from 35 to 90°, these tiles are often used for restoration and refurbishment projects as well as new-build developments linked to conservation areas. Go to www.rdr.link/mx036 for more.

44 PBM JANUARY 2021

Smartply Max FR B is said to be the first Euroclass B board — the maximum Euroclass rating for a timber panel — manufactured in the UK and Ireland to feature wood flakes treated with flame retardant solution before pressing. This ensures its flame retardance is integral and maintains its structural integrity, unlike many post-treated alternatives, making it the safer choice for use within timber frame construction.

More information awaits via www.rdr.link/mx035

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FRE E TO

THE TRA DE

Professional BUILDING ■ FLOOR ING ■ PLUMBING ■ ROOFING ■ CARPE NTRY ■ PAINTIN G AND DECOR ATING ■

THE BUSINESS MAGAZINE FOR THE BUILDING INDUSTRY

JANUARY 2021

DOORS, WINDOWS & SECURITY

THROUGH THE LOOKING GLASSS!

BILLY KEE “WHY I’VE SWAPPED PRO FOOTBALL FOR A LIFE ON SITE!”

Dakea Roof windows

This impactful advert outlines the firm’s commitment to the trade, stating that it is proud to deliver “high-quality, affordable roof windows that are easy to install and backed with a 20-year guarantee.”

For full details on the company’s range of products, including brochures and instructional videos, enter www.rdr.link/mx038

ERA ERA Protect

With the new ERA Protect package, the company says that customers can ‘expect more’ from every piece of smart security equipment they purchase. The advert focuses on the ERA FloodCam which offers 950 lumen light up security and discrete 1090P video recording, and can be used as a standalone smart camera or integrated into the full Protect alarm system — all controlled via a single smartphone app.

Enter the shortcode www.rdr.link/mx037 to see an introductory video to the system’s capabilities.

EXTENSIONS & CONVERSIONS

SPACE...THE NEW FRONTIER! QUICKSLIDE IS OPENING ALL THE RIGHT DOORS...AND WINDOWS FOR INSTALLERS

Festool TID 18 cordless impact screwdriver

Described as a compact powerhouse that will stand the test of time, the new Festool cordless impact screwdriver is said to be 20% lighter at just 960 grams.

The combination of the new-generation brushless EC-TEC motor and the battery pack will also ensure “maximum performance and endurance”.

Use www.rdr.link/mx039 to discover details on Festool’s full cordless range.

Fernox Express Inhibitor Test

A new app from Fernox will enable installers to undertake “quick and simple” on-site testing of inhibitor concentration, allowing compliance with both BS 7593:2019 and Benchmark requirements.

A number of plumbing and heating merchants are already holding the kit in stock to help their customers minimise time on site so enter www.rdr.link/mx040 for more, including an informative explanatory video.

www.professionalbuildersmerchant.co.uk

Senco Next gen Duraspin screwdriver

The ad boldly proclaims that “20 years after Senco revolutionised drywall fixing comes the latest generation of collated screwdrivers with a host of new features designed to make hard work easy”.

Such features include a new feed on return for faster and jam-free fixing and a new five-year warranty. Comprehensive details await via www.rdr.link/mx041

PBM JANUARY 2021 45

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POINT OF SALE

Lights, camera, action!

Keystone Lintels is making its builders’ merchant partners “an offer they can’t refuse” in a moviethemed campaign designed to boost turnover through a programme of support to turn live project leads into sales.

T

he supplier says its message to merchant partners is simple — “let Keystone do all the hard work and we can grow together”. The new initiative sees its salesforce follow up on leads provided by merchant customers and once they are ready to be converted into an order, it is passed back to the relevant merchant, resulting in a direct sale for them.

The lead generation partnership message will be communicated to merchant partners in an “eye-catching and tongue-in-cheek” movie-themed campaign that takes inspiration from iconic films such as Jaws,

Top Gun and Toy Story. Key movie lines have been adapted to help reinforce the message and keep the concept fresh in customers’ minds.

Executions will include posters to be displayed in branches and a series of movie trailers communicated across digital platforms.

Sales Director David Grace said: “Keystone has always valued our partnership with builders’ merchants and has a proud 30 year history of unwavering support to our merchant partners. Merchants are our eyes and ears on the ground but with a vast

amount of other products to sell, we try to take away the workload of chasing these jobs down to ensure we are successfully securing orders together.

“We are simply saying ‘let us do the job for you’. Keystone’s team will chase all leads that are new to us and the merchant, to create a schedule/quote and work to convert that schedule to an order!”

In addition to the new support package, the Keystone team will continue to support merchants with joint builder visits, trade days, POS and marketing support and product training, both in person and online.

■ For more information on the new Keystone Lintels campaign, enter the shortcode www.rdr.link/mx042

Partnership plans Made in Britain, the CT1 sealant and adhesive — known as ‘The Snag List Eliminator’ — is now also available to the trade via the member branches of The IPG.

T

he award-winning CT1 was the first to introduce Hybrid Polymers to the market 18 years ago in a move that was said to have “broken the mould in the field of sealants and adhesives, introducing technology that left competitor sealants lagging way behind”. Replacing mastic, wood-, PU adhesives, silicone, sanitary and butyl rubber sealants in just one product, CT1 can even be used under water.

The brand has maintained a commitment to research and, understanding the needs of the building industry, recognised that hybrid technology was now dated. Following four

years of development and testing, CT1 has now provided the industry with TRIBRID. CT1 TRIBRID is now three times stronger and also offers longer colour retention, antimould and anti-bacteria properties, with 350% elongation.

Already available in many independent and national merchants across the UK, CT1 is now on sale via branches of The IPG members.

In addition to the new technology and new merchant partners, CT1 is available with a host of POS and merchandising support, including the display units pictured.

■ To view more information on the new CT1 TRIBRID, enter the shortcode www.rdr.link/mx043

46 PBM JANUARY 2021

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GRANT VIRTUAL HOUSE

A new virtual house featuring a range of Grant renewable heating technologies has been added to the supplier’s online Knowledge Hub. Visitors to the site can ‘step inside’ to see how a Grant heat pump, cylinder, radiators and underfloor heating system can be integrated to work together within the home.

The Grant Virtual House is the latest zone to be added to the Knowledge Hub, which the firm launched on its website last summer, alongside content including the Tips & Advice and Education Area zones.

ARRONE PANIC HARDWARE GUIDE

Merchants and installers can now access all the information needed to choose compliant panic and emergency exit hardware solutions in one free guide.

Arrone’s guide contains a three-step product selector to help find the right device for the application, information on outside access devices, advice on positioning hardware on different types of doors and answers to frequently asked technical questions.

ROCKWOOL GREEN HOMES GRANT APP Following the announcement of energy efficiency incentives for homes in England, Rockwool has created an app to generate demand for sales of noncombustible stone wool insulation as part of the UK Government scheme and increase customer traffic to branches.

The app guides installers and homeowners through the Green Homes Grant scheme, with information on the application process, the definition of primary and secondary measures and how to choose products to meet a project’s needs.

Tradespeople will also find a materials calculator, installation guidance and a stockist finder for Rockwool’s Trade Insulation Range.

SIMPSON STRONG-TIE REDESIGNED PACKAGING

The company has redesigned the packaging for its Premium Fasteners range to make it every bit as tough as the screws and nails it holds. The packaging is made of engineered cardboard to ensure it is durable enough to endure the rigours of daily life on site.

Resistant to rain, snow, moisture and heat, the cardboard material has water resistant web-corners so the boxes stay solid even after standing on a wet surface for days.

Simpson Strong-Tie has produced a video to demonstrate its new packaging (rdr.link/mx044), whilst the firm has also expanded its collection of video ‘How to’ guides to showcase key product features and share top tips and installation advice.

Visit www.rdr.link/mx045 for details.

ENCON PRODUCT GUIDE

Encon Insulation & Nevill Long has launched a digital product guide to assist contractors, merchants and installers in matching the right products for the right application.

Working in collaboration with industryleading suppliers, the guide provides customers with a greater understanding of the complete solutions that are available via the distributor. With more technical information listed on the Encon website, the fully interactive digital product guide is easy to use and comprehensively lists the firm’s extensive product range, broken down by product category, each of which is colour-coded to ensure ease of reference.

BPC BUILDING PRODUCTS LANDSCAPING BROCHURE

After a year where demand for landscaping products has been higher than ever, BPC Building Products has launched a new brochure which provides full details of the company’s expanded range. The publication details its full range of PowaPost fence spikes and shoes, post extenders, post caps, decking post bases, joist hangers, brackets, clips and cleats as well as the PowaPost Cube and PowaPost Gates.

For more examples of supplier support for merchants via the PBM website, enter the shortcode www.rdr.link/mx046

www.professionalbuildersmerchant.co.uk

PBM JANUARY 2021 47

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PRODUCTS & SERVICES ALIAXIS ADJUSTA BOUNDARY BOX

Designed to house the meter at the boundary between the water main and the domestic supply, the new Aliaxis Adjusta boundary box adds to the company’s water portfolio as part of a total system solution for water companies, developers and contractors.

Compliant with WIS 4-37-01 and BS5834-2, the Adjusta boundary boxes are manufactured with an adjustable lid, enabling contractors to alter the height and pitch in accordance with the on-site conditions. With a fully load-bearing screw thread functionality as opposed to a telescopic height adjuster, the adjustable lid is said to offer a stronger, more robust hold.

NORTON CLIPPER PERFORMANCE TIER

Norton Clipper has expanded its diamond blade offering with the addition of its latest performance tier. The new ‘Standard’ tier is a more minimal range, designed for contractors and DIYers working on smaller jobs and to a budget with the new tiered blades available in three application sectors — Standard Ceramic, Standard Universal and Standard Beton.

To help stockists quickly and easily advise the correct tool for a customer’s project, blade blotters have been enlarged to clearly display images of the correct material and application type, whilst the packaging is colour coded to help identify which materials it can be used for.

SNICKERS WORKWEAR WORK GLOVES

New work gloves from Snickers Workwear offer high ‘cut protection’ plus wind and waterproof styles. According to the supplier, the ergonomic designs ensure strong, secure grips while sophisticated patterns, vents and ribs combined with durable materials combine comfort and protection.

As well as providing ventilation and waterproofing, insulation and wind protection, the gloves have a feature which allow for mobile phone use. For specialist use where health and safety standards are key requirements, the ProtecWork Gloves are EN certified for performance and protection in hazardous environments.

FERNOX DS40 DESCALER AND CLEANER

Fernox has made some changes to its system cleaner, designed to be effective on limescale deposition. Rebranded as DS40 Descaler and Cleaner, this citric acidic cleaner is now available with a 500ml liquid System Neutraliser for simpler and safer dosing.

DS40 Descaler and Cleaner works to rapidly remove limescale, black sludge and other debris from central heating systems. It is suitable for use when powerflushing, a recommended cleaning method under BS 7593:2019, and can also be used to descale heat exchangers or boiler components separately.

KNIGHTSBRIDGE 6000K UNITS

Suitable for high-level security illumination in commercial, retail and domestic environments, Knightsbridge has bolstered its outdoor lighting range with a trio of LED floodlights in 6000K Daylight. The three floodlights come in 100W, 150W and 200W, and 9200, 14100, and 18400 lumens respectively.

These floodlights have die-cast aluminium casings, feature high output reflectors and are IP rated to IP65, which means they are not only dust protected, but can also withstand low pressure water jets (from a 6.3mm nozzle) from any direction. They also offer instant ignition, making them suitable for use with LED-compatible external sensors.

48 PBM JANUARY 2021

ARISTON AURES SLIM MULTI

The Aures Slim Multi instantaneous electric water heater from Ariston is said to offer an alternative to electric storage water heaters, as it requires no time at all to heat up.

Capable of producing hot water to serve multiple taps and showers, the Aures Slim Multi is a wall-mounted unit perfectly suited to applications such as kitchens and bathrooms. It also has an ‘A’ class ErP energy rating, making it the most efficient method of providing water at the point of use.

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ILBRUCK SP045

Said to offer the industry a versatile product with value in mind that balances cost and quality factors, SP045 multi adhesive is suitable for everyday interiors where a quick and strong bond is required.

Combining strength and flexibility in an easy and controlled application, the product is said to offer a good initial tack while the adhesive is curing.

SP045 can also be used as an assembly aid for heavyweight fixing.

VOGUE (UK) EUFH KIT

Designed with comfort and efficiency in mind, the Electric Underfloor Heating Kit

by Vogue (UK) works by gently warming a network of electric heating cables with the radiant heat then warming up furniture and people in the space, rather than using convection to cause warm air currents.

An electrical system designed with cables fixed to a mat, it can be installed directly onto the tile adhesive.

MAKITA TWIN 18V BRUSHLESS DISC CUTTER

The latest addition to Makita’s LXT range, the cordless Twin 18V DCE090 Brushless Disc Cutter is suitable for dry and wet cutting and features a powerful 36V brushless motor with a no-load speed of 6,600rpm and maximum cutting capacity of 88mm.

Powered by two 18V LXT Lithium-ion batteries and with a fully loaded weight of just 6.3kg, the disc cutter is easy to manoeuvre and includes a rubberised ergonomic, soft grip for further user comfort. For wet cutting, the tool can be connected to a water supply kit for effective dust suppression, whilst the plastic battery cover protects the batteries from water contact.

HB42 ULTIMATE LIQUID GRAB

HB42’s Ultimate Liquid Grab is a tradestrength adhesive for use on a wide range of materials. Suitable for all vertical and full surface bonding applications, the product can be used when bonding shower wall panels, splash backs and cladding tiles whilst it is also appropriate for bonding tile on tile and stainless steel.

Solvent, water, isocyanate and phthalate free, HB42 Ultimate Liquid Grab is available in 5kg tubs and is sachet sealed for a longer shelf life.

ESTWING PRO SERIES GOOSENECK WRECKING BAR

Distributed in the UK

by Rollins & Sons, Estwing has been manufacturing tools since 1923. The Estwing Pro Series Gooseneck Wrecking Bar is designed with an angled head for prying and a wider slotted end with nail puller to remove imbedded nails with ease.

The wrecking bar is made from one piece American steel and is available in 24" (600mm) and 36" (900mm) lengths.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mx047

www.professionalbuildersmerchant.co.uk

PBM JANUARY 2021 49

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade .....................................................................page 11 Blue Rock Systems Ltd ......................................................................................page 37 Border Merchant Systems Ltd ............................................................................page 43 BSW Timber Ltd ..................................................................................................page 8 Buckler Boots Ltd ..............................................................................................page 21 Combilift Ltd ......................................................................................................page 33 ERA Home Security Ltd .........................................................................inside front cover Isuzu (UK) Ltd ....................................................................................................page 31 Kyocera Senco UK ....................................................................................pages 16, 17 Lakes ................................................................................................................page 25 Long Rake Spar Co. Ltd ......................................................................................page 7 Merlin Business Software Ltd .............................................................................page 39 Resapol Ltd .........................................................................................................page 4 RWC (UK) Ltd ............................................................................................pages 26, 27 Vecta Sales Solutions Ltd ...................................................................................page 41

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Gearing up for the Green Homes Grant

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Merchant sector sales & confidence

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TRANSPORT, HANDLING & STORAGE Improving efficiencies

INFORMATION TECHNOLOGY e-commerce and remote support

KITCHENS & BATHROOMS Design trends

Fantasy Football Taking shape!

Plus: News, training, recruitment, acquisitions, industry comment and more.

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Please contact Kirstie Day on 01923 237799 50 PBM JANUARY 2021

051_PBM_JAN21_Layout 1 15/12/2020 16:54 Page IBC51

With Paul Davies

NORMAL SERVICE RESUMES The return of a small number of fans to some grounds has given the slightest veneer of normality to the season, but after a campaign that began with the likes of Everton and Villa sprinting out of the blocks, it is the EPL table that shows things settling back into something a little more closely resembling what we’ve been used to over the last few years.

At the time of writing, Liverpool, Chelsea, Manchesters City and United are all back near the top, with regular recent interloper Leicester in the mix too. And whilst it is no surprise to see Tottenham up there, their place at the summit is noteworthy not least for the incredible ‘second season’ record of manager José Mourinho.

Whilst his first year performance is none too shabby either, Mourinho won the League title in his follow-on full season at Porto, Chelsea (both stints), Inter and Real Madrid. Things didn’t quite work out the same at Man Utd (second in the League and defeated FA Cup finalists…), but was that the exception that proves the rule?

Kane and Son are firing on all cylinders, and whilst the £15m signing of Pierre-Emile Højbjerg raised a few eyebrows at the time, it now looks like a masterstroke with the Spurs defence one of the tightest in the division. Miserly defence and counterattacking power? It has worked before…

ONES TO WATCH The packed December schedule means that a lot of action will have happened by the time this reaches your desks, but both Manchester clubs have pretty enticing games on paper in January. Along with Salah, KDB and Fernandes are perennial captaincy options and could have big months.

Picking up on the Tottenham theme above, there’s great value to be had in the Lilywhites’ back line, not least with Eric Dier nailed on at center half.

Aresenal have fixtures on their side, so Aubameyang could profit despite the Gunners travails so far. For perhaps more value, Calum Wilson’s strong start at Newcastle could continue to reap rewards.

ALL-TIME GREATS I don’t think much more can be said to recognise the genius of Maradona. However, soon after his recent death at the age of 60, the world of football lost a second World Cup winner with the passing of Paolo Rossi.

The 1982 Finals in Spain is the first one I can clearly remember (although the legacy of 1974 looms large in my life with my dad buying me a cuddly panda he’d named after Polish striker Robert Gadocha — genuinely one of my first words…) and, as well as winning the trophy, Rossi was the tournament’s top scorer and was named its best player. In fact, Rossi was one of only three players to have won the title and both the Golden Boot and the Golden Ball along with Garrincha in 1962 and Mario Kempes in 1978.

Like Maradona, there was a controversial element to his life as he was implicated in a betting scandal in 1980 and only played in España 82 after his three-year football ban was reduced. Always maintaining his innocence, he followed up his World Cup triumph with a host of trophies at Juventus and forged a successful media career once he’d hung up his boots.

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