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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JANUARY 2022

Merchant sector sales & confidence

INFORMATION TECHNOLOGY Exploring ecommerce

TRANSPORT, HANDLING & STORAGE Are friends electric?

KITCHENS & BATHROOMS Designs and distribution

Fantasy Football See page 51

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

www.professionalbuildersmerchant.co.uk

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CONTENTS KITCHENS & BATHROOMS 22

JOINED-UP THINKING Outlining the new distribution partnership between Davroc and Carron Bathrooms.

WONDER WALL The benefits of waterproof wall panels and their role in modern-day bathroom installations.

PRODUCTS & SERVICES

January 2022, Volume 32 No. 1

TRANSPORT, HANDLING & STORAGE 29

THE ONLY WAY IS UP Business expansion becomes a vertical game as merchants look to the heavens.

FULFILLING GREEN AMBITIONS How electric lift trucks are a cornerstone of Laker Builders Merchant’s sustainability drive.

SWITCHED ON Assessing the growing shift towards electric power.

FIT FOR PURPOSE Delivering a tailored specification as one of the benefits of buying new.

PRODUCTS & SERVICES

12 TAKING A LEAP FORWARD The BMF appoints a new delivery partner for its Apprenticeships Plus service.

INFORMATION TECHNOLOGY 39

INITIATING ECOMMERCE Making those all-important first steps into the online domain.

DRIVING DIGITAL DATA Exploring the untapped benefits of digital data capture for builders’ merchants.

TAKE THE EASY OPTION Stepping back to see the bigger picture.

IT ROUND-UP

SPECIAL REPORTS NBG PARTNER & SUPPLIER EVENT Reporting back from the Belfry.

16 THE POWER OF PR Creating a winning communications strategy that will help maintain a competitive edge.

REGULARS 5

VIEWPOINT

NEWS

MARKET MONITOR

PEOPLE NEWS

MERCHANT FOCUS

PRODUCTS & SERVICES

MARKETING SUPPORT

ADVERTISEMENT INDEX

FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

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

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VIEWPOINT

Déjà vu. Again…

armest New Year wishes to all, and welcome to PBM’s first issue of 2022. We start by reflecting on 2021 as being another extraordinary year as Covid-19 continued to rumble on, and we’ve all had to contend with its seismic aftershocks. The lifting of numerous restrictions and the end of furlough in the latter half of the year have perhaps allowed us to enjoy (if that’s the right word…) a greater sense of pre-pandemic normality, but the ominous shadow of coronavirus has lingered in the background. Now, writing this in the run-up to Christmas with the Omicron variant multiplying rapidly, there’s an uneasy sense of stepping into the unknown once again. Whilst it seems universally accepted that Omicron spreads at a much faster rate than previous strains, it is unclear how severe its effects might be. And even if it is less damaging than its forebears, the sheer number of potential cases may still have the capacity to overwhelm the NHS and cause significant business disruption.. At this stage of the pandemic, the correlation between the nation’s health and the nation’s economy should be crystal clear. Similarly, the balance has to be struck between accepting sensible mitigations to prevent the disease getting out of control, or taking no action and running the risk of more serious restrictions having to be reintroduced further down the line.

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JANUARY 2022

“Whilst this government has been forced throughout to eventually act against its non-interventionist instincts, this time it does at least seem to have shut the stable door before the horse has bolted.” We’re now almost two years into this (and how innocent do those early ‘three weeks to flatten the curve…’ calls seem now?) and it is not going away anytime soon. And whilst this government has been forced throughout to eventually act against its non-interventionist instincts, this time it does at least seem to have shut the stable door before the horse has bolted. We’ll know much more in a few weeks, but for now at least, we must all hope this is a success. More positively, we can enter the New Year with a high hopes for the performance of the construction sector. We will begin conducting our annual survey of the nation’s leading merchant firms in a few weeks, but most evidence suggests that trading has largely returned to — or even exceeds — 2019 levels. Despite some minor wobbles, most industry metrics maintain an upward trajectory and trade customers across all disciplines are reporting sustained demand for their services. Many larger scale projects also look set to pick up the pace after the interruptions of the last 18 months or more.

Editor Paul Davies

Design Adeel Qadri

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

Group Production Manager Carol Padgett

Merchant sector sales & confidence

INFORMATION TECHNOLOGY Exploring ecommerce

TRANSPORT, HANDLING & STORAGE Are friends electric?

KITCHENS & BATHROOMS Designs and distribution

Fantasy Football

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

www.professionalbuildersmerchant.co.uk

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

www.professionalbuildersmerchant.co.uk

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

And as reported later in the issue, there are also burgeoning signs that some of supply side problems are beginning to ease off. Conditions will undoubtedly remain challenging, but the industry appears to be in robust shape. For the longer term of course, the sector must still confront its many underlying ‘structural challenges’. For merchants, this means strategies to evaluate the opportunities and threats posed by, for instance, demographic and behavioural shifts of their customer base, digitalisation in terms of product data and ecommerce, the growth of MMC building, carbon reduction and sustainability and — not least — issues relating to the recruitment and retention of staff. Whilst it may be too much to hope that 2022 will consign the disruption of the last few years to history, the merchant sector has rolled with the punches and is undoubtedly in a stronger place for the experience. With such resilience at its core, there can be no doubt that it will also succeed in tackling whatever else is to come.

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

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

PBM JANUARY 2022 5

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NEWS UPDATE Zero Carbon Champions

Recruitment drive

Two more BMF members — Kerridge Commercial Systems and Xtratherm — were among the 11 Zero Carbon Business Champions announced in the final assessment round of 2021. Since the launch of the Construction Leadership Council’s CO2nstruct Zero initiative, more than 50 Business Champions — including 20 BMF member companies — have committed to targeted carbon reduction and to provide details of how they are achieving this to help others on their journey. BMF CEO John Newcomb said: “CO2nstruct Zero has provided a standard for the whole industry to get behind, and I am delighted that a wide mix of BMF merchants, suppliers and service providers, have demonstrated their commitment and support. The CLC is particularly keen to receive applications from smaller organisations and I encourage BMF members of all sizes to take action.” The CLC runs an ongoing monthly application programme for Zero Carbon Business Champion status. If any BMF member would like to be considered, please email June.Upton@bmf.org.uk for full details.

According to research from Direct Line business insurance, over eight in 10 tradespeople who have seen an increase in their workload have added or plan to hire new staff or apprentices. Nearly a third (31%) intend to or have already boosted their teams by five or more. The findings showed that business has been booming for most tradespeople with 80% seeing an increase in their workload since July compared with the first six months of this year, driving the decision to hire staff and apprentices. This willingness to take on new staff is also likely to stem from broader positivity about the outlook for trades. Six in 10 tradespeople feel optimistic about young people’s prospects in their sector should they choose to pursue it. When on the hunt for new staff, the most common way tradespeople find new talent is by asking current staff or contacts for recommendations (40%), followed by advertising on a job website (36%).

OVER EIGHT IN 10 TRADESPEOPLE TAKE ON APPRENTICES OR STAFF

More than a third (35%) have worked or would form a partnership with a training provider to take on an apprentice and deliver a comprehensive skills programme. Tradespeople are also open to hiring people with different career backgrounds as nearly half (47%) would hire someone who had previously worked in a separate industry — a response likely explained by nearly half of respondents stating there is a shortage of labour in the industry, with the top reason being a lack of desire among young people to train in the trade sector (36%). Another problem is that tradespeople say they don’t always feel confident about training new staff and apprentices, with a quarter revealing they don’t feel like they or their employer are equipped to train apprentices or new team members. Reasons included a lack of confidence in their own skill set (35%), followed by not having enough time to dedicate to it because they are so busy (33%).

AG production growth The past 12 months has seen unprecedented challenges hit the construction industry with firms across the sector facing supply chain interruptions, increased lead times and significant skills shortages. Accordingly, AG reports that it has ramped up production capacity by 50% following increased demand for facing brick and paving products from throughout the UK and Ireland. The business has introduced new shift patterns and recruited new staff with CEO Stephen Acheson expecting the high levels of demand to continue. He said: “We predict this exceptional demand will continue to grow

6 PBM JANUARY 2022

over the next 12 months, placing considerable pressure on merchants. In response, we have introduced new processes which enable us to significantly increase production input and massively reducing our lead times. “We have greater stock levels of some of our most popular products which can be easily called off at short notice and lead times on some made to order items is as little

as four weeks, which will be satisfying news to our customers.”

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

TRAVIS PERKINS SET TO OPEN UP TO 50 NEW BRANCHES OVER NEXT FIVE YEARS

TP outlines expansion plan Travis Perkins has revealed its intention to extend its ongoing investment programme, reporting it will open up to 50 new branches over the next five years. The company states that it “plans to grow its market share in the top 50 conurbations by deploying more capable branches and continuing to invest in a market leading digital offering for customers”. In 2021, the merchant opened two brand new branches, made four relocations and refurbished a further 16 with further investment to come. It says that developing its branch network will mean it can offer better service to customers with “larger and more efficient branches (having) superior range and delivery advantages”. To offer more to customers, every new branch that opens will include a Tool Hire whilst the brand is also opening 19 new Benchmarx showrooms next year (having opened nine in 2021) within TP branches.

Furthermore, digital investment will continue alongside the expansion and modernisation of its physical stores, following the launch last year of its mobile app for customers. As shown in the image, the Prime Minister recently saw first-hand the crucial role builders’ merchants play in the national economy following a factfinding visit to the South Ruislip branch of Travis Perkins in his constituency.

FMB echoes Green Homes Grant criticism The Federation of Master Builders has endorsed the findings of the Public Accounts Committee’s report into the “underperforming” Green Homes Grants Scheme. In response, the FMB has reiterated its disappointment in the scheme and states that the Government must learn from these findings to ensure future schemes work better for industry and consumers. FMB Chief Executive Brian Berry said: “It is not surprising to read the Public Accounts Committee’s damning assessment of the Green Homes Grant Scheme. By the

experience of our own members, the FMB echoes the Committee’s criticisms and knows that the scheme was too short-term in outlook. “This stop-go green initiative undermined certainty for both the public and builders in trying to stimulate demand for energy efficient home improvements. The Government needs a National Retrofit Strategy which sets out a clear, long-term plan to upgrade our existing homes and would go some way to restore faith in green initiatives with the public and industry.”

a @PBMmagazine

Cycling challenge The merchant industry is uniting for a new charity cycling challenge to help provide new opportunities for young people to learn new skills and develop their careers. IBC Buying Group is organising the charity ride, which will see more than 40 people from across the industry ride the length of the UK from Land’s End to John O’Groats. All monies raised during the challenge will be split equally between the Unitas Youth Zone project and Construction Youth Trust, where the money will be donated in the name of Maddie Durdant-Hollamby, a young woman whose life was cut short in tragic circumstances and who was wellknown and loved by many in the industry. Maddie was passionate about encouraging young people within the industry and those looking to join the sector, and this industry-wide charity initiative hopes to continue the incredible legacy already begun in her name. The challenge will take place from 18th to 29th May, 2022. For more information or to sign up, contact Dave Robertson at dave.robertson@ibcbuyinggroup.com or Steve Halford at steve.halford@thegaragedoorcompany.ltd.uk

Timber resilience The latest report from the Timber Trade Federation (now known as Timber Development UK, following its merger with TRADA) says that the timber industry is “well positioned to meet demand in 2022” noting that more than 3.32 million m3 of timber and panel imports were imported in Q3 2021 as the market achieved “greater balance between supply and demand after nearly a year of record imports”. TTF analysis shows these import levels are more than 23% over Q3 2020 and, significantly, more than 10% higher than the

last time Q3 volumes exceeded three million m3 (in 2007). Softwood is being imported in larger amounts from a more diverse range of countries over the past quarter, with Latvia, Finland, and Germany growing to account for 61% (1.1 million m3) of the 1.8 million m3 of softwood imported in Q3 2021. Other timber products, including hardwood, plywood, particleboard, OSB and MDF, have also seen clear increases in Q3 2021 as compared with the previous year. While some goods continue to be under pressure amidst buoyant demand and logistics

issues, the TTF says that the “timber supply chain overall has proven resilient, with the timber industry in a strong position to meet demand in 2022”. Nick Boulton, TTF head of technical and trade policy, said: “These latest statistics continue to reflect the incredible demand for timber products seen over the past year which have kept the UK on track to surpass previous import records. (However) with the tightest period of tension between supply and demand likely behind us, we can expect a return to more ‘regular’ activity in 2022.”

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The return of large-scale, inperson events continued throughout the autumn with the NBG hosting its annual Partner & Supplier Event at the prestigious Belfry Hotel and Resort. PBM reports.

Making the cut W

ith sustained Covid concerns necessitating a slightly slimmed down gathering compared to the previous conference and exhibition in Glasgow in 2019, NBG members were still able to travel in their numbers to the Midlands for a full day of networking and topical discussion, culminating in the Gala Dinner celebrations of the buying group’s Annual Supplier Awards. Following the formalities of the AGM, delegates were then able to listen to a host of industry speakers and the returning ‘Retail Futurist’ Howard Saunders for lively chat on carbon reduction, digitalisation and business transformation. Taking the stage first was NBG CEO Nick Oates, offering an outline of the buying group’s performance over the year. Noting that Partners had plans to open more than 100 branches over the next two years, trading performance was up significantly year-on-year and was even beating the pre-Covid ‘normal’ of 2019. Reflecting upon the need for improved communication from Suppliers to Partners, Nick once again presented the importance of NBG’s plans to develop its Product Information Management (PIM) system which went live earlier in the year.

8 PBM JANUARY 2022

He noted that 277 suppliers have provided data for 362,000 products, but there was still a long way to go. Comprehensive information is required — including pricing and imagery — and needs to be delivered in a timely manner. Addressing the suppliers in the room, he said: “Better data leads to less errors, less invoice queries, better customer information and enhanced sales. How can you help us?” Nick then outlined the topic of carbon reduction, teeing up more detailed discussions led firstly by Merritt & Fryers Director and NBG Board Member Rachel Fryers and then Forterra’s Stephen Harrison to provide a merchant and supplier’s perspective respectively. Rachel, for instance, outlined her belief that as a collective, the buying group can do more to share knowledge and embrace positive change. Giving examples from her own business, she noted the current costs and administrative challenge of managing waste and considered how processes could be improved to reduce the burden. NBG, she said, is currently gathering information on packaging waste data from suppliers and partners to assess the impact and cost, whilst also looking to find and develop alternative solutions. And, reflecting a key theme from the day, better information and sharing this knowledge will be crucial.

In the evening, delegates reconvened for the NBG Supplier Awards to recognise the efforts and endeavours of the manufacturers and distributors to serve the group’s network of 85 merchant Partners, operating from 429 branches. The Partners had voted for their Supplier of the Year in each of NBG’s eight Category Management Teams (CMTs), as well as the newly-introduced title of ‘PIM Supplier of the Year’, with the winners revealed as follows: Brick & Block: Mannok Civils & Landscaping: Pavestone (Highly Commended: artificialgrass.com, Digby Stone) Decorating, Hardware & Kitchens: TIMCO Plumbing, Heating & Showrooms: Primaflow f&p (Highly Commended: Eastbrook Company, QX Bathroom Products) Roofing & Insulation: Mannok (Highly Commended: Knauf Insulation UK & Ireland, Fakro GB) Timber: MDM Timber (Highly Commended: Taylor Maxwell) Tools & Workwear: Toolbank General Build: Mannok (Highly Commended: Siniat) NBG PIM Supplier of the Year: TIMCO (Highly Commended: Big Wipes) ■ For more information on NBG, enter the shortcode www.rdr.link/mad001

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MARKET MONITOR

Our survey said… Offering a broad perspective on the evolving nature of the market in the UK and Europe, the results from L.E.K. Consulting’s 2021 European Building and Construction Survey reveal the changing habits of tradespeople in terms of how they research and source the tools, products and materials they need. PBM reports.

anvasing the opinions of 900 contractors across four key European markets — the UK, France, Spain and Germany — L.E.K. targeted firms of less than €100m turnover and covered all trades and market segments. Its findings point to a number of key issues that can help building product manufacturers, merchants and distributors to understand changes in their market, and to develop strategies to make the most of the new opportunities they present. Several important key insights were uncovered within the survey results, for example with the data showing that building contractors undertake especially extensive research before making most of their purchases, particularly for heavy materials, hand tools and fit-out. This research can be conducted online or in-store, however the most common research tasks conducted are comparing prices and gathering additional product information — and this is increasingly likely to be done online. Furthermore, the data shows that research frequency increases with spend influence, so those highticket supplies needed by a company’s big purchasers will require lots of information: Survey question: Before purchasing building products, materials or hand tools, how frequently do you carry out research (either online, over phone/email, in-store or otherwise)?

• • • • •

Heavy materials: 74% Light materials: 72% Consumables: 69% Hand tools and equipment: 71% Fit out: 69%

Currently, websites on desktop (or laptop) are the most commonly used research source across research activities. Perhaps as one might expect, younger demographics are more likely to use mobile websites and apps for research — indicating that the prevalence of these sources will increase over time: Survey question: How do you currently carry out the following research activities? What is your age? Graph 2 outlines those who responded that they carry out research activities via a website on their desktop or laptop are: • 94% of 18-29 year olds • 90% of 30-39 year olds • 90% of 40-49 year olds

How do you currently carry out the following research activities?; What is your age?

Younger demographics tend to research purchases more frequently 100

100

Percent of respondents*

Percent of respondents* (N=36 to 303)

As shown in Graph 1, the key stats for the average percentage of those with £1m+ spend influence aged 18-39 who responded either “every time” or “most of the time” are:

0 18-29

30-39

Heavy materials

18-29

30-39

18-29

Light materials

30-39

Consumables

18-29

30-39

Hand tools and equipment

18-29

30-39

18-29

Website using my desktop / laptop Every time

Most of the time

Sometimes

Rarely

30-39

50-59

60+

Website on mobile device

App on mobile device

Never

Note:

* Excluding respondents who never purchase within the product category; 1 GBP = 1 EUR

Note:

Survey question:

Before purchasing building products, materials or hand tools, how frequently do you carry out research (either online, over phone / email, in-store or otherwise)?; How much spend do you influence or purchase annually on products, materials and hand tools?

Survey question:

How do you currently carry out the following research activities?; What is your age?

Source:

L.E.K. Europe Building & Construction Survey 2021

Source:

L.E.K. Europe Building & Construction Survey 2021

10 PBM JANUARY 2022

40-49

Fit-out

Graph 1

* Excluding respondents who never purchase and never research the product category

Graph 2

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in association with

• 86% of 50-59 year olds • 94% of 60+ year olds

Amazon is the top supplier used in France, Germany and Spain 100

Survey question: What are your preferred methods of ordering and delivery? For smaller contractors looking for super-convenience, the findings from L.E.K. indicate that Amazon’s presence is rapidly accelerating in the building and construction markets across Europe. With respondents citing a digital All age groups use websites Preferred methods of ordering by age

100

Percent of respondents

18–24

In store

Survey question: Source:

25–29

30–34

35–39

Phone or email ordering

What are your preferred methods of ordering and delivery? L.E.K. Europe Building & Construction Survey 2021

40–44

45–49

Mobile app ordering

50–54

55–59

60–64

Amazon

80 Percent of respondents*

When it comes to using mobile devices and apps for research purpose, the statistics vary further between age groups with a significant reduction among the over 50s. In the 18-29, 30-39 and 40-49 age groups, 84% in each bracket responded that they visited a website on a mobile device and between 70-75% used apps. However, only 65% of 50-59 year olds said they visited a website on a mobile device with 51% using apps. Just 56% of respondents aged 60+ visited a website on a mobile device whilst the number who used apps had dropped significantly to 35%. Perhaps mirroring the previous point, the survey data also shows that the number of people who favour in-store ordering decreases by (older) age group. The number of people who prefer mobile or app ordering stays much the same across age groups, except for the 50-54 and 60-64 year old sets. This goes to show that behaviours like online and mobile shopping — that would have been accelerated by the response to Covid — are not unwinding, but “are here to stay”.

UK (N=200)

France (N=202)

Germany (N=228)

Survey question:

Which merchants / distributors / retailers have you purchased building products and materials from over the past year?

Source:

L.E.K. Europe Building & Construction Survey 2021

Spain (N=253)

Graph 4 platform that’s easy to search and access reviews and product information, Amazon was most frequently cited by French (73%), German (62%) and Spanish (65%) respondents. According to those surveyed by L.E.K., B&Q and Screwfix were the most common answers in the UK, however Amazon is in the top three as well (50%): Survey question: Which merchants/distributors/retailers have you purchased building products and materials from over the past year? Commenting, Tom Diplock, L.E.K. Senior Partner for Industrials, said: “Off the back of the destruction of Covid, we’ve seen a pretty rapid bounceback in demand. However, with the added context of fairly significant constraints and challenges around materials and labour shortages and rampant price inflation, it has made supplying that demand and managing margins incredibly difficult. “Our outlook for 2022 is a continuation of a number of the key themes we’ve seen over the past 12-18 months — continued demand across the majority of sectors of the market, the ongoing resolution of supply chain challenges plus the continued acceleration of both digital adoption and the importance of sustainability for the sector. The recovery and ongoing growth of the sector will continue to be slightly uneven but overall we see a positive trajectory.”

65+

Website ordering

Graph 3

■ For more detail on L.E.K. Consulting’s 2021 European Building and Construction Survey and further business insight, use the shortcode www.rdr.link/mad002

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TRAINING ZONE Kerry Wilson, the new BMF Learning and Development Manager

LEAP forward The BMF is LEAPing into the New Year with a new delivery partner for its Apprenticeships Plus service, supporting apprenticeship growth throughout the merchant sector. LEAP, the apprenticeship delivery team to the Travis Perkins Group, will now be working through BMF Apprenticeship Plus to provide a seamless service that can be tailored to suit all members.

tanding for Learn as you Earn Apprenticeship Programmes, LEAP has a unique expertise working exclusively in the construction supply sector with programmes designed and delivered by an award-winning, 60+ strong team comprising experienced merchants and educational specialists. There are already over 1,000 apprentices enrolled onto a LEAP programme from both within the Travis Perkins Group and from other businesses in the sector including City Plumbing Supplies, Plumbing Trade Supplies and Wickes. With the current intake being 40% female and 60% male, and encompassing an increasing number of BAME colleagues, these apprenticeships are also proving a fantastic opportunity to nurture a more diverse workforce within the industry. Andy Rayner from the LEAP team is excited to be working with the BMF, saying: “Since the introduction of the Apprenticeship Levy in 2017, LEAP has developed a unique capability

12 PBM JANUARY 2022

in delivering Apprenticeship and Early Careers programmes in the construction supply sector. These programmes are used by both colleagues joining the sector for the first time and those already in the sector looking to develop their careers. “We are delighted that we can now offer these programmes to employees of the BMF’s member organisations helping to develop the next generation for the construction supply sector.” Initially, the LEAP team will be delivering 12 Apprenticeship programmes for the BMF from Level 2 to Level 5 including Trade Supplier, Hire Controller, Fitted Furniture Design Technician (Kitchens and Bathrooms), Sales and Management. Each programme is designed around the specialist needs of the sector to help all learners reach their full potential. And every apprentice is supported, from day one, by an Apprentice Coach to build their skills, knowledge, and behaviours to help them

develop their career. Furthermore, the growth of digital technology makes it possible to deliver the majority of training and coaching sessions virtually, but there will still be an opportunity for face to face support clinics and, where appropriate, field trips on some programmes. Taking the lead Not only will LEAP have a dedicated team supporting BMF apprentices, the BMF has strengthened its in-house team with the appointment of Kerry Wilson as Learning and Development Manager. Kerry, a former Lead Apprentice Coach at Travis Perkins, will champion and manage the enhanced BMF Apprenticeships Plus service, helping to promote and support apprenticeship growth for the long-term benefit of the merchant sector. Furthermore, the BMF and the LEAP team each recognise the importance of promoting the merchant sector to new audiences both within and beyond the construction sector.

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And Kerry acknowledges we still need to overcome a lack of knowledge about the sector, particularly within schools. She explained: “As well as using platforms such as the Construction Leadership Council’s ‘Go Construct’ website, new recruits will be targeted through the National Apprenticeship service, apprenticeship exhibitions and direct promotions to schools and colleges.” Kerry continued: “The Kickstart programme has also opened doors to far wider demographic, helping them gain experience and resulting in an apprenticeship for many. And if we are looking to widen the demographic profile of those entering merchanting, all apprenticeships embed Maths and English throughout the programme, which can really help those with English as a second language, or those who didn’t achieve qualifications in these subjects at school.

You could say the apprenticeship is giving them a route to three qualifications, not just one.” Additional programmes Apprenticeships are commonly associated with young people embarking on their career but they a great way to develop new skills at any career stage. As well as their apprenticeship programmes, LEAP will be working with BMF to develop a suite of early career programmes to help education leavers and career changers to join the sector Additionally, with the BMF keen to promote life-long learning, all BMF LEAP apprentices will be invited to join the Institute of Builders Merchants as student members to benefit from its structured framework for Continuing Professional Development. As the latest BMF/IoBM Roadmap shows, there are many different pathways one can choose to follow — see illustration.

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While some will follow a vertical path to management, others will look for new challenges by moving sideways to a different job role. Apprenticeships can help at every step of the way and LEAP will offer information, advice and guidance to help individuals achieve their goals and the businesses they work for reap the benefits of them doing so.

■ Offering an apprenticeship is a great way for merchant firms to overcome the current skills shortages by attracting new talent or by reskilling existing colleagues. To find out more and discuss the funding available to offset training costs, please contact Kerry Wilson at kerry.wilson@bmf.org.uk or call her on 02476 854982.

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PEOPLE NEWS

The Builders Merchants Federation has further strengthened its in-house team with two key appointments. As Policy and Public Affairs Advisor, Daniel Hodder will work closely CEO John Newcomb and longstanding Policy and Public Affairs Officer Brett Amphlett to help strengthen the BMF’s relationships and inﬂuence with government. Kerry Wilson has also taken up the post of Learning and Development Manager, coinciding with the appointment of LEAP as the new full-service providers of the BMF Apprenticeship Plus scheme. See the article on pages 12-13 for more details. Independent builders’ merchant Beesley & Fildes has appointed Stuart White to the post of Operations Manager. Stuart joins with a 15 year track record in sales and operations management and will be one of the team of Operations Managers who support and oversee branches across the North West, and he takes direct responsibility for the company’s two biggest branches: Huyton and Widnes. Stuart also assumes the role of Compliance Officer, overseeing all external regulatory requirements, as well as all internal policies, procedures and compliance needs. The ongoing growth of the Stelrad Brand Specialists team up and down the country has seen the arrival of Ruby Hedges. Taking responsibility for the Midlands region, Ruby joins from a role that saw her selling technical training. She commented: “I’m really enjoying my new role and meeting loads of lovely people in the heating industry across the Midlands. These are exciting times for Stelrad and it’s a great time to join the team.”

The name behind EASYJoint and other products for the creation and maintenance of hard landscaping areas, Azpects has welcomed Scott Westwood to its merchant sales team as Regional Account Manager for the East of England. Scott takes over from Lewis Good, who has been promoted to Sales Support Manager. In addition Emma Dallas has joined the supplier’s Sales Department as Regional Account Manager for Retail. Supporting Rebecca Cox, Emma was previously on the road as an account manager/agent.

Neal Jones has been named as the new Managing Director of Blanco UK. With MD positions at both Magimix and De’Longhi, Neal (pictured left with former MD Simon Hart) had also previously spent eight years at Brita in sales and marketing roles. He said: “Our ongoing mission is to delight consumers with beautifully designed and engineered products and services. We know how much consumers enjoy a seamless, well-organised and well-designed sink layout and we will continue to support the inspirational design work done by Kitchen Retailers using BLANCO products in this area of the home.”

Continuing to build on the success of its multi-award winning Korniche Lantern alongside the ramping up in production of its new Korniche Aluminium Bifolding Doors, industry stalwart Andy Jones has joined Made for Trade as Commercial Director. The move follows what has been billed as “another bumper growth year” for the business — which has increased its manufacturing resource by 15% — with Andy’s experience adding fresh perspective on the company’s strategy as it continues to rapidly expand.

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SPECIAL REPORT: COMMUNICATIONS & PR STRATEGIES

The power of PR A significant bounceback post-lockdown year notwithstanding, a slowdown is expected for 2022. And as materials shortages and price hikes present ongoing obstacles, one priority for merchants will be to protect and retain customer loyalty whilst growing market share. Amy Ahmed-Dolphin, Account Director and ESG communications lead for PR and social media agency Whistle PR, looks at the current challenges facing the sector and shares her top tips for creating a winning communications strategy that will help maintain a competitive edge.

erchant confidence in the market improved across 2021. True, there were supply issues and the impact of Brexit to contend with, but overall sales were very good. Crucially, businesses and consumers were spending again. And whilst the domestic housing market remained strong and drove demand for materials, a fresh customer base appeared for merchants as DIY went off the chart. The BMBI (Builders Merchant Building Index) then reported the first signs of the sector easing as we reached winter (BMBI Q3 2021 report). Similarly, mergers, acquisitions and expansions have been affecting the largest nationals through to local independents. And alongside widespread issues such as energy price rises and new Covid variants, merchants start 2022 facing countless sector-specific pressures including the shortage of HGV drivers, increased digitalisation and accessibility of imported materials. Unsurprisingly, only a net +32% of merchants have confidence in their own business prospects at this point, according to The Pulse by MRA Research (as reported in PBM’s December edition). So, confronted with the prevailing pressures and coupled with the anticipated slowdown

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in demand, merchants will need to stand out from the competition and promote their offering effectively to ensure cut-through with customers. This is where good communications can pay dividends. Detailed below are some of the key areas for merchants to consider when developing a winning communications strategy.

1: Embrace ESG ESG (Environmental, Social and Governance) is the latest acronym for organisations to get their heads round. The impact and contribution that a business’ operations has on society and the environment matters hugely to customers and supply partners alike — and it’s an issue that is particularly pertinent to the construction industry. People are moving more towards renewables, low carbon solutions and being socially aware of the businesses/products they sanction. Understanding your position as a business, your key areas of influence and having clear sustainability goals will ensure a credible external communications strategy with purpose. From a brand communications perspective, start with a clear organisational purpose. Champion the causes that matter to

your business, agree topical issues for newsjacking and create a thought leadership strategy that answers three key questions: what are you passionate about; what topics can you credibly own; and what matters to your target audience?

2: Think social first Social media can be a complex strand of your wider digital comms programme. Merchants should adopt a strategic approach with clear objectives and an understanding of how different platforms and campaign activity can influence the sales funnel from awareness to conversion. When it comes to defining (or reviewing) your social strategy, decide on what you want to achieve — is it brand awareness, engaging with partners, providing customer service or generating quality sales leads? Review your current platforms too — are they still where your target audience is? Be mindful that organic content is limited; it reaches less than 1% of your Facebook audience, for example. View organic as your shop window — a space to reflect your brand personality and demonstrate your organisational purpose. Accordingly, most brands accept that they now need to pay to play. Amplify engaging,

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informative and inspirational content via paid media to reach your audience at consideration stage and build brand awareness.

3: Create media cut-through Traditional print media such as local newspapers has for some time been in decline, but an evolving landscape has also brought opportunity. Falling revenues have led media outlets to better monetise their offering and grow their online and social presence. Businesses which combine earned and paid media through partnerships and sponsored content are capitalising on these new ways to reach an engaged audience across print, social and online. A different media landscape requires a new media relations strategy. Leave sales messages to paid-for channels and instead focus on strong news hooks such as customer projects and case studies, CSR stories and brand partnerships.

With traditional media moving online, it is worth investing in assets such as infographics, interactive pdfs and short video reports to help make your content even more link-worthy for SEO purposes.

4: Leverage digital PR With an effective media relations strategy in place, the next step is to make your content work hard online. Newsworthy and shareable content will deliver not only coverage, but quality backlinks on relevant, high domain authority websites, helping you rank better on search engines and increase direct traffic to your website. Think about your customer’s journey and what they might be searching for and focus on overcoming common challenges, distilling complex information, providing inspiration and delivering expert advice. Rich content is king, particularly to Google, so create as much video as possible.

Traditional external communications have shifted seismically over the last decade with a rapidly changing media landscape and the explosion of digital media. Merchants must now keep pace; adapting the way they communicate to create cut-through and engage with their audience in an authentic, useful and purpose-driven way. Whistle PR is an independent reputation consultancy offering strategic consulting, traditional public relations, digital PR, purpose-led PR, social media, internal communications and crisis management. ■ To find out more, enter the shortcode www.mad003

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MERCHANT FOCUS

The recurring themes of sustainability, investment in people, acquisitions and expansion once again feature prominently in our round-up of some of the latest merchant sector news stories this month.

GIBBS & DANDY FREE PHYSIO SESSIONS With construction work being one of the most physically demanding jobs there is, Gibbs & Dandy has teamed up with physiotherapy and rehabilitation clinic Urban Body to combat the unnecessary physical pain being endured by builders up and down the country. Indeed, some 30% of construction workers suffer from back issues at some point in their careers and although many injuries or niggles are rectifiable, the majority of builders continue to suffer in silence with shoulder and knee pain stated as one of leading causes of lost working days in the UK. In a bid to battle against this rising endemic, Gibbs & Dandy has commenced the roll out of free physiotherapy sessions across its branches. The first two sessions — hosted for customers and staff in Stevenage and Kettering — offered free advice and treatment from Urban Body, with the expert’s team on hand to deliver step-by-step plans and effective hands-on therapy for conditions that may have otherwise gone untreated. Phil Evans, Urban Body’s Lead

Physiotherapist, said: “We are touring Gibbs & Dandy branches up and down the country to help customers feeling the effects of their physically demanding jobs. The issues we’re seeing are flat feet, aching legs and sore lower backs due to wear and tear and lifting awkward loads. “Our team of physios are offering free strengthening advice for the trunk, core and hamstrings, as well as hands on treatment including spine mobilisation, soft tissue work and massage to the lower back and glutes. We look forward to helping many more people by equipping them with the tools they need to stay pain free as they work.”

Pilot sessions in Stevenage and Kettering were so successful that Gibbs & Dandy will now be rolling out the programme nationwide in 2022. Jason Cadogan, the merchant’s Head of Marketing, explained: “Jobs within this industry can be very physically taxing, for some pain can be a constant and it can have an extremely detrimental effect on their life and work. Gibbs & Dandy is committed to helping our customers in any way we can. “We couldn’t be happier with the way this scheme has been received and are thrilled to be able to roll this out to other branches and support as many of our hardworking customers as we can.”

term health conditions, and to provide employment, workplace and training opportunities. James Mackenzie, Executive Committee member and Toolstation MD, said: “We acknowledge that creating a more inclusive environment which celebrates and nurtures diversity will be

crucial to our future success as a business and as an industry. Whilst we have started to put disability on our leadership agenda, joining the Disability Confident scheme will help us accelerate change by making new connections, gaining access to information, support and guidance and other activities that will help us improve. “This is about eliminating stigma and removing the barriers that might be preventing our colleagues from realising their aspirations, so we create a workplace that is fully accessible and where everyone can thrive.”

TRAVIS PERKINS PLC DISABILITY CONFIDENT SCHEME Travis Perkins plc has joined the Disability Confident scheme run by The Department for Work & Pensions, which encourages companies to improve how they recruit, retain and develop employees with disabilities and long term conditions. As part of its Disability Confident Level 1 membership, the merchant group says it has committed to ensure its recruitment process is inclusive and accessible, that adjustments are made to accommodate colleagues with disabilities and long

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BRADFORDS BUILDING SUPPLIES SUSTAINABILITY CHAMPIONS As part of its drive to support the construction industry in meeting the government’s net zero targets and to enhance its own environmental sustainability, Bradfords Building Supplies has appointed an initial team of seven Sustainability Champions across its network. Their objective will be helping to deliver the company’s sustainability strategy by engaging with fellow employees at department or branch level, and to support customers in considering environmentally friendly options for their projects. Those selected have been chosen for their commitment and enthusiasm for the cause and are spread across various roles and branch locations. Giles Bradford, Head of Sustainability, said: “Our Sustainability Champions will both champion the measures and behaviours we need to adopt to get ourselves to net carbon zero, but will also be first port of call for customers who want to incorporate low carbon, energy efficient, renewable or recycled products into their projects. “We will involve them in the conversations we have as a business as we continue to develop our own route to net carbon zero. They will be fully supported in this new aspect of their roles, where we’ll help them to develop and feel empowered as an important part of the team, and this will include thorough training and the opportunity to attend key environmental sustainability events.” Megan Norbury, one of the volunteers and part of the Bradfords customer service team, added: “I feel so much of the focus on being more sustainable is on things like not using single-use plastic and remembering to turn off lights, but actually the bigger picture is so much larger than that. There are building projects going on everywhere and if we can start to tackle environmental sustainability in the construction sector, I think we have a very big chance of making the difference we have to make to meet UK targets. “Though Bradfords is a big company, we all talk to each other a lot, especially those of us in customer service as we speak to different branches every day. Having dedicated individuals focusing on sustainability encourages others to get in touch and ask for help.” The news follows the launch of Bradfords’ Building Sustainable Communities event series, with the first having recently taken place at Somerset County Cricket Club.

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MKM BUILDING SUPPLIES CNG VEHICLES MKM has invested in six IVECO compressed natural gas (CNG) HGVs as part of its wider ongoing commitment to sustainability. The trucks will bolster the existing delivery fleets of MKM’s branches in Newark, Bishops Auckland, Warrington and Crewe, with the first two delivered to the merchant’s Newark depot in late November. Shane Thompson, MKM’s Head of Transport, said: “The new vehicles will serve as an exciting testbed for the impact of alternatively fuelled vehicles on our wider fleet. Investing in sustainable HGVs has long been a priority for MKM, and as a business we’ve thought long and hard about what a mixed fleet should look like. “We chose CNG not just because of its obvious benefits in terms of carbon reduction, but also because of the existing infrastructure which makes such an investment viable at scale. With nine CNG fuelling stations currently active in the UK, including one opposite our Newark branch, and more to follow in the next few years, our CNG vehicles have access to a robust fuelling network.” Rachel Constable, Head of ESG at MKM, continued: “As a business, we are committed to strengthening our sustainability credentials and reducing our carbon footprint and updating our fleet provision will be an important part of that. In addition to our fleet activity, are also scaling up our customer offering of sustainable products, like air source heat pumps, and continuing to work in close partnership with our branch network on their own sustainability journeys.”

INDEPENDENT BUILDERS MERCHANT GROUP GRANT & STONE NEW BRANCHES IBMG’s electrical division has announced the opening of the latest Grant & Stone electrical wholesaler, located on Kingsway, Luton. The 5,500ft branch takes the number of specialist electrical outlets to 19 and increases the division’s geographic reach, forming part of a large expansion plan designed to “complete gaps” in its network with further branch openings planned throughout 2022. A new Grant & Stone plumbers’ merchant also opened in Abingdon in late November (pictured), continuing IBMG’s strategy of developing its divisions through a combination of new site development, acquisition and organic growth.

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Light at the end of the tunnel The latest instalment of The Pulse outlines an air of positivity for the medium to the longer-term whilst merchants continue to navigate short-term difficulties.

gainst the usual seasonal fluctuations and ongoing issues with supply and material prices, merchants’ sales expectations and confidence remain strong. Indeed, expectations are particularly bullish for the next six months (Nov21 to Apr-22) as merchants see supply issues stabilising and see strong demand continuing into next year. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 1st and 4th November 2021.

Sales expectations Sales expectations weakened in November compared to October, with only a net +1% of merchants expecting higher sales month-on-month — Chart 2. Expectations varied by branch size and region. Among merchants expecting sales to increase in November, over half expected growth of up to 9%. Forty-three percent of merchants expected sales to grow by more than 10%. Merchants’ year-on-year sales expectations eased slightly in November but stay strong (net +29%) — also Chart 2. Merchants of all sizes, type and across all regions expected sales in November 2021 to be above November 2020. Among those expecting growth in November 2021 compared to the same month the previous year, 37% expected growth of up to 9%. A further 43% expected sales to improve 10-20%.

Materials supply Merchants were asked on a scale of 1 (not at all) to 7 (very badly) to what extent their business and customers have been affected by supply problems. An average score of 4.08 in November indicates that supply issues have moderated slightly over the last three months — Chart 1. However, merchants continue to have significant supply problems.

In line with seasonal expectations, a net -36% of merchants expect lower sales in the next three months (Nov 2021-Jan 2022) compared to the previous three months (Aug-Oct 2021). Expectations are lowest among Large outlets (-56%), merchants in Scotland (-63%) and Independents (-45%). Among merchants expecting weaker sales over the next quarter, 50% expect sales to drop by up to 9%. Forty-seven percent expect sales to drop by more than 10%. However, a net balance of 12% of merchants expect their sales to grow in the next six months (Nov 2021 to Apr 2022) compared to the previous six months — Chart 3. More merchants in the North (+32%) and Regional outlets (+24%) expect sales to increase over the next six months. Scotland is the only region where a net balance of merchants expect sales to drop over the period (-13%). The difference between the percentage of merchants expecting growth and those expecting a decrease is the net figure, expressed as a percentage. A positive net percentage indicates growth, a negative indicates decline. Net zero implies no change.

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TRENDS MONITOR widespread among merchants in the North (+59%) and Nationals (+51%). Confidence in their business Merchants’ month-on-month confidence in their own business was at a high level in November 2021 (net +30%) for the third consecutive month. Confidence levels were similar across branch sizes and most regions. Nationals (+54%) and Regionals (+24%) were significantly more confident in November than Independents (+7%). Compared to November 2020, merchants’ confidence in their own business improved slightly again in November 2021 (net +55%) — also Chart 5. Small outlets (+61%) and Nationals (+65%) were most confident.

Of those merchants expecting sales to increase in the next six months compared to the last six months, 44% expect sales to increase up to 9%. Over half of the merchants expect sales to grow by 10% or more — Chart 4.

Confidence in the market Month-on-month, confidence in the market weakened slightly in November compared to October’s survey, with a net +7% of merchants more confident than the previous month. Confidence was strongest among Mid-sized outlets (+22%), merchants in Scotland (+25%) and the Nationals (+35%). Year-on-year, confidence in the market improved slightly with a net +34% of merchants more confident in November 2021 than the same month in 2020 — Chart 5. Confidence was particularly

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 31st in the series, with interviews conducted by MRA Research between 1st and 4th November 2021. Each month a representative sample of 100 merchants is interviewed. The sample is balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

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

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KITCHENS & BATHROOMS

Joined-up thinking Merchants may be interested to note that Davroc has announced a new nationwide distribution partnership with Carron Bathrooms as part of its growth plans for 2022 onwards.

art of the Ibroc Investments group, Davroc is an independent bathroom distributor which celebrated its 40th anniversary in 2020. The business prides itself on “only partnering with brands that are the best in their category” and currently distributes a number of well-known and trusted brands including Laufen, Bette, Roca, Aqualisa, Grohe, VitrA and more recently Alca and Drench. Davroc has also recently launched the Coalbrook brand, a range of design-led bathroom brassware products, which are showcased in a new “experience-led” showroom in Clerkenwell — The Market Building. Carron, meanwhile, is billed as being the UK’s leading manufacturer of acrylic baths. Based in Falkirk, Scotland, it has a manufacturing heritage dating back over 260 years to the Industrial Revolution. Still manufacturing on the same site “and to the same exacting standards as the original Carron Ironworks”, its product portfolio includes a substantial range of rectangular and freestanding baths and whirlpools as well as an array of shower screens, panels and accessories.

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Backed up by supportive customer service, a commitment to product development and specification — such as its “unique” triple-layer reinforcement ‘Carronite’ system which boasts a 30 year manufacturer’s warranty — is said to have made the business a firm favourite of trade professionals. The new strategic partnership between the two companies will cover the nationwide distribution of the full Carron Bathrooms range. Indeed, the two family-run bathroom specialists report they have “a shared desire to form a long-term partnership offering the best in product and customer service” and have been in negotiations for the last six months to ensure a smooth launch and transition process. Their new agreement allows them to continue offering market-leading bathroom products and “excellent distribution service delivery levels” to both existing Carron customers, and those already within the Davroc customer base. Distribution under the new arrangement was due to commence in early December (as this issue of PBM was going to press), with

fast-moving product lines in stock across Davroc’s three warehouse and distribution centres in the UK. The distributor’s fleet of 36 vans and drivers means it is able to offer next day delivery services to the majority of the UK without the use of couriers or agencies.

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In order to fully support the additional brand within its portfolio and to ensure customer service levels are maintained, Davroc reports that it has recruited an additional 17 team members within its office and distribution functions whilst it is in the process of adding six more external sales managers to bring total external representation to 18 nationwide. Chris Dodds, Davroc Managing Director, said: “As a business, our partners are very important to us both in terms of their product, culture and most importantly their values. We have been in discussions with Carron for six months and we believe we have found a long-term partner who shares our goals of product quality and service. We are delighted to add Carron to our portfolio and look forward to working with James and the Carron team.” He continued: “The Carron partnership plays a key part in Davroc’s growth strategy for 2022 onwards with an increase in our sales force, including the introduction of a Trade team who will focus on new and existing trade and merchant customers across the UK with a strong portfolio of brands aside from Carron, including Alca, Aqualisa, Roca and Grohe to name but a few.” James McMorrine, Managing Director at Carron Bathrooms, added: “Carron is delighted to be working with such a well-respected partner in Davroc. From our initial conversations, it became apparent that our values were completely aligned in terms of product, innovation and service. With a commitment to offering the optimum customer experience in the professional bathroom sector, Davroc undoubtedly shares the same goals as Carron. “The addition of this new route to market aligns perfectly with our existing Distributors. Together with Davroc, we want to focus on supporting Trade and Merchant customers across the country in 2022 with increased stock holding, prompt delivery and an unrivalled range of products. We look forward to working with Chris and the team.” ■ For more information, use the following shortcodes: Davroc www.rdr.link/mad004 Carron Bathrooms www.rdr.link/mad005

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KITCHENS & BATHROOMS

Wonder wall W

hen it comes to bathroom installations, whether it’s a newbuild or a renovation project, tiles are perhaps the first wall-covering solution that comes to mind, being the traditional ‘go to’ choice. However, automatically turning to tiles could mean that your customers are missing out on a solution that is perhaps more suited to their requirements. And while wall panels may once have been seen as a cheap, out-dated and unattractive option, thanks to new developments and innovation the wall panel market has had a significant face-lift and upgrade over recent years. Now, with a wide range of both traditional and contemporary colours and styles available, waterproof wall panels can be the key to delivering the stunning bathroom space that the end-client wants, while also offering numerous installation benefits for your customer. Commonly manufactured from a timber core and bonded with high pressure laminates, high-quality wall panels will also feature a discrete, yet robust, waterproof tongue and groove locking system for a seamless finish. Being made from wood, wall panels are far more lightweight and easier to handle than their tile alternative, without having to worry about them chipping or cracking during storage or transport — good news for both you and your customers.

Wall panels can also be far simpler to install, only requiring basic carpentry skills and tools, making them a more accessible building product to more tradespeople. As if that wasn’t enough, wall panels are ideal for both refurbishment and new build projects, able to be fitted directly onto existing walls — including tiles — or stud partitioning. This, combined with the ease of installation, is great news for merchants by widening the potential customer base for wall panels. Style and substance Of course, when recommending building products and materials to your customers, the look and finish of a product is perhaps just as important as any install benefits. Indeed, with increasing market competition, delivering on the ideal of a stunning and contemporary bathroom space has perhaps never been so important for your customers. Here, again, wall panels can deliver. With such a wide range of contemporary and traditional colours and styles available — perhaps even more so than with traditional tiles — your customers, and their own customers too, will be spoiled for choice. And for those who aren’t quite ready to move completely away from tiles there’s no need to compromise, with a variety of tileeffect panels available that feature imitation grout lines, creating a realistic look. Fibo, for

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Despite tiles often being the ‘go to’ choice for bathroom installations, waterproof wall panels are increasingly seen as offering an exciting alternative. Scott Beattie, Managing Director at Fibo, explores the benefits of waterproof wall panels and their role in modern-day bathroom installations.

instance, takes this one step further by 3D routering the grout lines in (as well as using them to disguise the panel joints) which means that you’ll really struggle to tell they are not tiles once installed. With six stunning collections, four of which feature the realistic tile-effect, Fibo can offer an impressive selection of colours and styles. From block colours, including Olive Green and Light Sand, to contemporary effects such as Cracked Cement, White Marble and Rough Wood. Fibo’s most recent addition — the Urban Collection — offers the very latest in bathroom interior trends, featuring the contemporary Metro Brick, classic Herringbone and bold, geometric Hexagonal. Product performance Another thing to consider when providing recommendations and advice to customers is the individual performance and guarantees

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KITCHENS & BATHROOMS

of a product. This will understandably be an important concern for your customers, who will wish to protect themselves from unhappy clients and call-backs due to poor quality materials. Due to their timber construction, wall panels can be incredibly strong, long-lasting and durable, as well as being very easy to clean and maintain. The absence of grout

brings with it its own longevity benefits too, as this can be a common problem area with tiles when they fail and deteriorate. In terms of product guarantees, a 10-year warranty is perhaps the most common within the wall panel market. However, some manufacturers, including Fibo, are so confident in the performance of their wall panel systems that they offer an impressive

25-year warranty — providing added assurances of the product quality. Recommending products with this longer guarantee period is a sure way to provide your customers with a high-quality building solution. It’s clear that waterproof wall panels have a lot to offer, both in terms of installation and durability benefits, as well as the final finished appearance too. While tiles have long been the ‘go to’ pick for bathroom installations, times are changing and it’s important that merchants also consider wall panels alternatives when recommending products and providing advice to customers. Only then can they ensure that the best solution is being specified and installed for the individual project requirements. ■ For more information on Fibo’s wall panel range and support for merchants, enter the shortcode www.rdr.link/mad006

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KITCHENS & BATHROOMS PICTAS TIME LED LIGHTING When choosing lighting for a kitchen or bathroom project, the company recommends solutions that are cost effective over time as opposed to focussing on the initial cost per component. The Prestige 8W Fire Rated Downlight, for example, provides a full 900lm output and when compared to “seemingly identical cheaper products” which may only give a 300lm output, TIME LED states the cost per lumen will be significantly lower. Similarly, the number of Prestige units needed to achieve the same lighting effect will also be “significantly less”, thereby driving down the total cost of the lighting component of the project. The downlight itself offers a choice of four colour temperatures, with switch operation for added flexibility — instead of a costly replacement, the lighting can be altered by a simple flick of a switch. ■ For more information, use the

shortcode www.rdr.link/mad007

HÄFELE UK ALUSPLASH ELEMENTS COLLECTION As demand for matt finishes and nature-inspired tones continues to rise, Häfele UK has expanded its range of best-selling AluSplash aluminium-based splashbacks with eight new colours and a marble finish. The Elements collection features a hand-picked selection of earth, air, fire and water inspired shades available in a luxurious, premium matt design. AluSplash is described as a highly stylish yet practical alternative to glass, acrylic and tiled splashbacks. Said to be easy to fit, the product is constructed from a flame resistant aluminium surface with a fire resistant mineral core that means AluSplash can be used behind all hobs and cooktops, including gas, for a seamless run of colour. The new Collection will be supported by a comprehensive sales and marketing campaign, including sample boxes, point of sale and showroom display support. ■ Full details on the range can be found via www.rdr.link/mad008

GAINSBOROUGH SLIM ELECTRIC SHOWER RANGE The British shower brand has relaunched in the UK with a new line-up of nine electric shower models, and a complete rebranding across its entire shower range. Said to offer “outstanding value”, the Gainsborough SLIM Mono and Duo collection features a selection of power options in three colourways to complement different bathroom interiors and styles. Billed as being simple to install, the range has been designed to replace any brand of electric shower, with four (SLIM Mono) or eight (SLIM Duo) multi-fit options for maximum versatility. ■ Enter www.rdr.link/mad009 for more on Gainsborough’s UK relaunch.

HIB ISOE CABINET Said to combine elegance and functionality, the new Isoe bathroom cabinet offers a sleek design to complement a range of bathroom designs and styles along with boasting precision illumination and ample technology — including an innovative electric toothbrush charger, 2 pin socket and double USB charger. To improve hygiene, the cabinet has touch-free operation as well as a removable keep clean mat and heated pads to reduce condensation on the mirrored surface.

MIRA SHOWERS MIRA OPERO The Mira Opero has push-fit, spannerfree, front of tile installation to offer the appearance of a built-in shower, without the hassle. This, the manufacturer suggests, allows installers to provide an easy to install premium, luxury showering solution to their customers whilst navigating some of the complexities of built-in showers — such as the potential for leaks in the wall cavity, tricky trims or the troubles of longer term maintenance. The unit also features Mira’s innovative HydroGlo technology — a warmup feature that indicates through a glowing light when the shower has reached its desired temperature — and is available in a variety of luxurious finishes including Chrome, Matt Black and Brushed Nickel. ■ Head to www.rdr.link/mad011

for further information.

■ Discover more online via www.rdr.link/mad010

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TRANSPORT, HANDLING & STORAGE

The only way is up According to Paul Taylor, Managing Director of Yorkshire-based racking company Filstorage, builders’ merchants wanting to expand need to look to the heavens.

o, this is not a case of seeking divine inspiration — although after years of recession, Brexit and now COVID to contend with, some might be tempted to do so — but more that with the dearth of warehousing space currently available in the UK, expansion has now become a vertical game. “There’s never been such a shortage of warehouse space,” Paul said. “If merchants want to expand, they have to look up, not out. The challenge now is not finding a new site — they’re like hen’s teeth — it is optimising the space you already have to drive the business forward.” Racking in huge demand The situation has prompted a huge demand for new racking systems which reach higher and open up the top third of a warehouse to store more product. Flexibility is the name of the game too, with racking systems needing to be quick to assemble and take down, to facilitate new configurations as product ranges evolve.

One such system, launched by Filstorage at the recent NMBS Exhibition, is Master Racking. Master Racking was the first system to be developed by Italian company GS Scaffalature, but this new version comes with one small but very important upgrade — it is fully galvanised. This may sound fairly insignificant but, according to Paul, it combines two major benefits that can help merchants optimise space. It is a ‘nuts and bolts’ system that can be put up, taken down and repaired “ultraquickly”, and it can also be used outdoors. Paul explained: “This makes it perfect for modern merchants who are learning the lessons of mainstream retailers when it comes to space efficiency and storage. Like all businesses, merchants have seen their fair share of pain over the past decade or so, starting with the 2008/09 recession, then Brexit, and now COVID. Those that have navigated all that have had to modernise, learn lessons from other sectors, and find efficiencies in how they operate. “Now the challenge is to find

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efficiencies in space to keep the growth curve moving in the right direction. And flexible racking systems are a major factor in achieving that.” He continued: “Master Racking has always been a great product but previously only the frame was galvanised and not the beams, which meant it couldn’t be used outdoors. However, the new system that we launched at NMBS is fully galvanised so you get all the flexibility of a bolt together system — the speed of assembly, the ability to take it down and change the configuration if you need to alter the layout of your warehouse, and the easy of repair. “Plus, you now have a system that will endure everything the weather has to throw at it. Fully galvanising Master Racking seems on paper to be a fairly minor change, but it has made a major difference to the merchants using it.” Mezzanine flooring According to Filstorage, another area that has come to the fore in the fight to discover

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new space is mezzanine flooring. Very often, the vertical dimension of a warehouse or showroom is hugely underutilised, meaning that creating new flooring space ‘above’ is an extremely cost-effective way of increasing overall square footage. Uses can range from general storage to classy bathroom and kitchen displays, and can be added as part of the showroom or built in the warehouse. Moreover, bathroom and kitchen showrooms create

their own ambiance away from the cut and thrust of the trade counter and allow consultants to work in a calmer environment with their clients. Mike Gorman, Sales Director for Filstorage, said: “We’ve found mezzanine floors have become very popular for merchants looking to create showrooms but have limited space. They provide a different environment and the opportunity for a lucrative diversification into the consumer market.” Cost savings One thing Mike points out is that whereas moving to a new site is likely to give a merchant all the space they need — if they can find one — finding smaller increases in square footage via upgrading internal and external fittings is a far more cost-effective route to take.

He said: “Even if you can find a new place, moving is a huge cost and extremely disruptive. If you can successfully meet your growth plans with a more modest increase in capacity, then upgrading to more flexible racking and installing a mezzanine floor can produce the results you need with far less outlay. “It is definitely worth looking into before taking the ultimate plunge.” Filstorage is the main UK distributor for Master Racking and GS’s other main line, Variant, and holds more than £250,000 of pallet racking in stock, meaning lead times are low. The business provides SEMAqualified racking installations teams and is one of only 27 companies in the UK to hold the prestigious SDG accreditation. ■ For more information, enter the shortcode www.mad012

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Fulfilling green ambitions As outlined by MD Steve Robinson, part of Laker Builders Merchant’s ambitious growth plans includes a requirement to “be more sustainable and push hard to reduce the carbon footprint of the business as well for the industry.” PBM reports.

ith branches in West Sussex and Surrey, and also serving Kent, Hampshire and South London, Laker Builders Merchant is an independent family-run business that takes a “customerfirst approach” and is “equally passionate about service excellence”. A member of the BMF, NMBS and the h&b Group, a major aim for the business is “to be a merchant that is different” — one that is “innovative, unafraid of technology and ahead of its time”. Increased sustainability is described as a key part of its growth plans, and the business is working towards being carbon neutral. Progress on this journey has already been made from a number of initiatives, including the replacement of Crittal windows with double glazed units, insulating all offices and shops to reduce energy consumption, changing the lighting system to LED, installing hot taps to replace the kettles, changing to an efficient oil based electric heating system and reducing the paper usage by 90%. A Clean Growth UK member business, Laker says it is fully on board with the Co2nstructZero initiative to drive carbon out of the building industry with aims to become a carbon reduction champion. MD Steve Robinson states: “For Laker becoming carbon neutral is a journey made up of many small steps, one of which was calculating our

carbon output, so we may hereafter focus where we could make a big difference to the environment and our staff.” The business worked out that its forklift fleet produced a “whopping” 20 tonnes of carbon per annum, so it developed a plan to change its materials handling equipment through looking for a supplier that shared its “passion for the environment and understood the commercial requirements”. Steve explained: “As we are a business looking to grow and diversify, it was important that our partner can think long-term and work with us to support both our green ambitions and the commercial viability of our projects both now and in the future.” Having researched the market, Laker selected Forkway for its ethos and commercial approach. Offering a collaborative approach and with its own “serious ambitions” to reduce its carbon emissions, Forkway was deemed to have highlighted “opportunities to find the best overall solution in an inventive and progressive way”. Recommending new to the market, Lithium battery operated 3-tonne Counterbalance Forklift Trucks, Forkway’s Steve Noble said: “The proven Lithium technology replaces the IC Engine Yard Trucks, ensuring that Laker reduces as much

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CO2 as possible with this change. They also allow for great flexibility, with opportunity charging meaning Laker can charge the batteries whenever the forklifts are not being used, just as you would your mobile phone.” In addition to offering near zero CO2 emissions, the units are also said to provide “greatly reduced running costs along with improved reliability” compared to IC engine equivalent forklift trucks. Much attention was also focused on pedestrian safety with both BLUESPOT and RED HALO pedestrian awareness lights fitted, in addition to the standard reverse audible alarm and flashing beacon. Steve Robinson commented: “We are thrilled with the partnership with have created with Forkway and the shared passion we have for the environment. We look forward to working with them for many years to come for all our materials handling requirements, and are particularly excited for when we can take delivery of further electric Combilifts in the new year so that our entire materials handling fleet is completely electric, meaning full savings in carbon emissions of 20 tonnes per year” ■ For more information on Forkway’s handling solutions for merchants, enter the shortcode www.rdr.link/mad013

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Switched on Combilift has a track record of manufacturing innovative materials handling solutions for over 20 years and is well-placed to monitor and react to trends in forklift truck technology. Here, UK Manager Ricky Durkin argues that it is worth making the switch to electric power.

he word out there this year has definitely been sustainability, with more and more companies publicly pledging their commitment to more environmentally-friendly operations. This entails changing long term practices and investing in new technology. One casualty of the push for greener industrial vehicles has been the IC diesel engine — for decades the default power option which was considered to offer the best performance in tough environments and conditions, such as those encountered in the merchant sector. As these diesel trucks were operating mainly outdoors, the issue of emissions was not accorded too much importance back then. However, the introduction of more stringent legislation and low emission zones for road users has focussed public attention on the impact of pollution from off-road equipment, and there has been more pressure than

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ever over the past few years for these machines to clean up their act. Indeed, the amount of orders for electric powered models that Combilift now receives illustrates the confidence that surrounds the performance of battery technology when it comes to lift capacity and run times. Replacing diesel with electric is a very effective way for merchants to reduce their carbon footprint, but what’s good for the environment can also bring numerous other benefits that may not at first seem obvious. So for any sceptics out there, let’s take a look at the other advantages that electric can offer for your operations, your workforce, your neighbours and your balance sheet. Good for productivity The latest generation of electric trucks, such as those manufactured by Combilift, are definitely much more versatile than their predecessors which tended to be limited to indoor work only. And this indoor and outdoor capability can reduce the overall

number of forklifts needed on site for immediate cost savings. The advances in battery technology have enabled the development of ever larger capacity electric trucks and much longer intervals before charging is required. For example, Combilift has recently supplied a fleet of 8t capacity electric trucks to a roofing manufacturer and it also added the Combi-XLE to its range this year. This multidirectional forklift with a 5t lift capacity combines emission-free operation with powerful performance. Design features such as high ground clearance, large cushioned front and rear tyres, patented all-wheel traction and a spacious cab enable it to work smoothly on semi rough terrain whilst offering a high level of driver comfort. Emissions from fossil fuels are harmful to the workforce. The British Safety Council has called for limits on the amount of exposure to diesel emissions, and by electrifying your fleet you can improve air quality on site to reduce the potential risks to your employees.

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The Yate branch of James Latham, for instance, is on course to replace all of its LPG multidirectional Combilift trucks with electric ones, with a high level of approval from the drivers, one of whom commented: “There is now a bit more space in the cab, and when you are working in hot weather, conditions are much cooler and more comfortable as there is no heat emanating from the engine.” Neighbourhood watch Unless you are on the receiving end of noise pollution it may be difficult to imagine the detrimental impact it can have on health and well-being — and it’s not good for wildlife either. The advantage of quiet electric power is summed up by Combilift customer David Harvey, Group Transport Manager of Lawsons. He explained: “A lot of our branches are in residential or urban areas, and our electric trucks have enabled us to keep noise levels to a minimum for our neighbours — and of course for the drivers and visitors on site.” Although the initial cost of an electric truck may be higher than that of a diesel model, the TCO over the lifetime of the truck can actually be better. Battery charging is cheaper than refuelling, and as electric powered trucks do not have traditional combustion engines or hydraulic transmissions, there is no longer any need to check and top up engine fluids or lubricants. This results in longer intervals between services, ultimately saving costs. Fuel for IC trucks will also become more expensive as of April 2022 when Red Diesel will not be permitted for use in the merchant sector, making a switch to electric trucks even more financially attractive. ■ Combilift produced its first electric multidirectional C-Series model over 18yrs ago, and now over 60% of the trucks that come off the production lines in Monaghan are electric, with availability in almost all models across the range. ■ For more information on the Combilift range, including the new Combi-XLE, enter the shortcode www.rdr.link/mad014

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Fit for purpose Enhanced manoeuvrability, increased efficiency and a tailored specification were just some of the reasons behind North West Timber Treatments’ decision to invest in a new DAF CF 480 tridem truck. PBM reports.

stablished in 1989, regional timber and builders’ merchant North West Timber Treatments (NWTT) is said to have quickly established itself as a leading regional supplier of timber and building materials to the trade and public. Having grown from a single unit, the firm now operates from a purpose-built 11-acre site in Ashton-in-Makerfied and is supported by satellite depots in Manchester, St. Helens, Skelmersdale and Rossendale. The business has recently taken delivery of its first brand-new wagon from DAF Trucks — a 32-tonne DAF CF 480 eight-wheeler with the manufacturer’s ‘FAQ’ tridem axle configuration. Equipment includes a Hiab crane and a specialist body designed and fitted by Forshaw Engineering, whilst the vehicle was supplied by local DAF Dealer, Lancashire DAF.

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The new CF will complement NWTT’s existing fleet of 6x2 vehicles which operate on timber and building product drops to clients across Cheshire, Greater Manchester, Merseyside, and Lancashire. Due to the nature of its work, its trucks can often be found operating fully laden over unprepared surfaces, and so enhanced manoeuvrability was a key factor in NWTT’s decision to specify the truck with DAF’s FAQ 8x2 axle configuration. The ‘steer-steer-drive-steer’ tridem arrangement allows access to a greater number of customer locations, where space is often restricted and where frequent, complex manoeuvres are demanded. On this point, NWTT says that the new DAF CF eight-wheeler can match its 6x2 rigids for manoeuvrability but and with the benefit of an increase to 32-tonnes payload, saving time and money on bulk deliveries and multiple drops. Since starting operations, the new DAF CF is said to have already proven itself to be a durable and reliable addition to the fleet. And when considered against the “assurance of a high residual value”, the truck is described as representing a value-for-money investment for the timber merchant.

The new vehicle has been well received by the firm’s drivers, all of whom are used to driving NWTT’s DAF-dominated fleet. Not only have they reported exceptional fuel economy from the PACCAR MX-13 engine, but all are reportedly enjoying the spacious and well-equipped cab which is “optimised for practicality, comfort and safety”. Sam Mayor, Director of NWTT, said: “We couldn’t be happier with our new DAF. We’ve been really well served by our existing DAF fleet, so when the time came to specify a brand-new vehicle, we knew we wanted a DAF. “By ordering new, it has allowed us to tailor the truck specifically to our needs. DAF’s tridem set-up is helping to make us more efficient and by working with DAF, Forshaw Engineering and Hiab on the truck, body and crane, we’ve created an exacting specification. The service we’ve received from all three companies has been excellent and our local DAF dealer, Lancashire DAF, was there to support us throughout the whole purchasing process.” ■ To watch a short video of NWTT’s new vehicle in action, enter the shortcode www.rdr.link/mad015

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IMPACT HANDLING CAT ELECTRIC LIFT TRUCKS Impact Handling has announced the details of a “game-changing” new range of electric lift trucks which it says deliver the lowest total cost of ownership yet seen within their class. Designed and built in Europe, the allnew Cat 4.0 to 5.5 tonne counterbalance machines are said to offer a “remarkable set of capabilities” that achieve new benchmarks in electric lift truck performance, while at the same time being more energyefficient — and quieter by far — than their peers. Each of the six models in the EP4055(C)N(H) range is designed to maximise every possible electric advantage, matching their counterpart diesel machines in terms of power and flexibility, while emitting zero pollution during operation. The trucks are also well protected against the elements, with major components such as the traction motors and controllers achieving IP54 and IP65 ratings respectively. Lithium-ion is available throughout the range, which adopts clever battery management technology, simplified opportunity charging, and quickconnect access points. Lead-acid optioned machines benefit from automatic ventilation, and a convenient battery inspection hatch for fast checking and water top-ups. Additionally, an easy access battery compartment enables quick on-truck servicing and sideways exchange. ■ For more information on the

new electric range, enter the shortcode www.rdr.link/mad016

FORS GOLD ACCREDITATION Demonstrating their commitment to delivering “outstanding fleet standards”, specialist merchants Jewson Civils Frazer and Minster have been awarded FORS Gold accreditation for the logistics operation at their dual-branded Croydon branch. Described as recognising exemplary levels of compliance in safety, fuel efficiency and environmental protection, Gold is the highest accreditation awarded by the Fleet Operator Recognition Scheme, and is presented only to “exceptional fleet operations that have met exacting targets”. Ricky Coakley, National Supply Chain & Operations Director for Saint-Gobain Building Distribution Contracts Division, said: “Safety and compliance are at the core of our business values and we are committed to achieving the highest standards in this area. Achieving FORS Gold requires commitment from all areas of the business and we are pleased that the hard work of our teams in Croydon has been recognised. “Although the vast majority of our branches have already achieved Bronze or Silver status, Croydon is the first of our branches to achieve the Gold accreditation and we are focussing on replicating this achievement across our network.” ■ To find out more about FORS accreditation, use www.rdr.link/mad017

OHRA COVERED LOADING ZONE The Schneider group of companies has expanded its long-standing ‘hagebaumarkt’ in Bruckmühl, Bavaria to include a new threelane covered loading area and a complete specialist store for professional and DIY customers, enhancing the pre-existing ‘drivein’ nature of its operations. The new ‘hall’ was designed by OHRA as a rack clad unit (covered outdoor racking) in which the cantilever and pallet racks also serve as a load-bearing substructure for the roof and walls. In construction, this is said to have shortened the project time whilst offering “considerable cost advantages”. ■ Full details of OHRA’s products and services can be found via

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ISUZU THORNCLIFFE BUILDING SUPPLIES By the end of this year, Thorncliffe Building Supplies will have added 12 new Isuzu trucks to its 80-strong commercial vehicle fleet that operates out of three depot locations in North Wales. Following the success of its first five Isuzu N75.190(E) 7.5 tonne tipper and skip vehicles, the merchant has ordered a further seven new vehicles, covering 3.5 tonne, 7.5 tonne and 13.5 tonne variants, all of which are being supplied by local dealer, Warrington Vehicle Centre (WVC). The firm’s director, Tim Harper, said: “The decision to add new Isuzus to our fleet came about because of the need to replace several incumbent older vehicles, as well as adding some new vehicles to cope with the increasing demand from all our depots.” ■ Full details of OHRA’s products and services can be found via

www.rdr.link/mad019

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DOOSAN ELECTRIC BT/BX 7 PLUS SERIES UPGRADES Doosan has unveiled a major upgrade to its successful BT/BX 7 Plus Series electric counterbalance forklift trucks, bringing “advanced performance-enhancing design and improved capabilities” to the three and four wheeled, 1.5-to-3.5-tonne, mid-market product range. Said to deliver simple, powerful performance in even the harshest of operating environments, upgrades to the models have resulted in “enhanced braking, reduced noise levels, greater cooling performance, and extra driving comfort”. Further advantages are described as including more efficient ergonomics, new safety features as standard — plus greater choice on options — and improved waterproofing for better all-weather performance and reliability. The new features include the Doosan Electric magnetic auto Parking Brake (EPB) and Electric Foot Brake (EFB) systems together with an unlimited ramp-hold capability whilst further safety improvements include a newly designed overhead guard with angled roof bars for a clearer upward view, a large panoramic mirror for better rear visibility and a new fence-light feature that offers a warning to pedestrians by projecting red lines around the vehicle. ■ The latest news from Doosan can be found via www.rdr.link/mad020

NORTHSIDE TRUCK & VAN MERCEDES-BENZ AND FUSO TRUCKS Some 15 years after it began buying MercedesBenz vehicles from Northside Truck & Van, Doncaster-based AE Spink has now also become a staunch advocate of FUSO Canters supplied by the same local dealer. The most recent additions to the company’s fleet are an 8x2 MercedesBenz Arocs 3248 with rear-mounted PM 15.5 crane, and a 7.5-tonne Canter 7C15 dropsider. The Arocs works at a maximum GTW of 44 tonnes and Spinks took three examples of the same model in the spring of 2020, however the latest addition is additionally fitted with a VBG coupling and is its first truck to pull a drawbar trailer. Transport Manager Tony Billam said: “Business is good and we’re making larger deliveries to more building sites over greater distances. The new truck effectively does the job of two, so allows us to operate in the most cost-effective manner. “We’d typically put 17 tonnes of blocks, bricks and other building materials on the back of one of our eight-wheelers, while the trailer will carry another 16 tonnes. If he needs to get in and out of a tight location, the driver can always drop his trailer then go back and pick it up again afterwards.” The new Arocs also came with a full complement of the latest Mercedes-Benz Trucks technology, including a twin-screen Multimedia Cockpit and MirrorCam — the manufacturer’s “ground-breaking” replacement for conventional mirrors. The popular FUSO light truck range, meanwhile, is retailed exclusively by members of the Mercedes-Benz franchised network in Britain. Tony said: “The Canter scores because it’s that bit smaller than a conventional 7.5-tonner, and has an excellent turning circle, too. This makes it highly manoeuvrable and ideally suited to work in residential streets and on sites with restricted access.” ■ For more details, enter www.rdr.link/mad021

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TOYOTA MATERIAL HANDLING ELECTRIC POWER FLTS With more and more forklift truck users opting for electric-power over IC-engine driven machines when the time comes to replace or upgrade their materials handling equipment fleet, the coming years are expected to bring a clear shift away from diesel and LPG towards electric forklifts. Indeed, Toyota Material Handling expects the UK market for electric counterbalanced forklift trucks to grow by as much as 10% in the next five years. Paul Bowers, the supplier’s counterbalance specialist, notes that the forklift market has historically been split roughly 60-40 between LPG- or dieselpowered internal combustion engine (IC) trucks and battery-driven electric models with diesel being the most dominant fuel. However, he says that a number of different factors are now contributing to the electric lift truck including heightened environmental concerns, rising fuel prices and greater awareness of staff welfare. Furthermore, advances in battery technology — such as the further development of lithium-Ion and to a lesser extent (for now) hydrogen fuel cells — are also leading to greater interest in electric power. Yet for all the moves to reduce the use of fossil fuels, Paul acknowledges “it is unlikely that we are witnessing the last days of the diesel-powered lift truck”. Accordingly, he says, companies considering switching from IC- to electric-engine forklift trucks should always discuss their options with their MHE supplier who will be able to assess the benefits of going electric for every type of operation. ■ Use www.rdr.link/mad022 for

info on the full range.

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INFORMATION TECHNOLOGY

Initiating ecommerce Giles Greenslade, Business Development Director for ecommerce at Kerridge Commercial Systems (KCS) reveals his top tips for making those all-important first steps into the online domain.

realise its full potential — your company doesn’t want to have to change its processes to work around a non-integrated ecommerce solution.

1: Choose a fully-integrated ecommerce solution One of the best decisions you can make as a business owner is to choose a website that will directly integrate with your ERP solution. Details such as stock and pricing will automatically be reflected from the core ERP to the online portal in real time, which not only removes the need to manually carry out the same task in two different places, but also provides the customer with precise upto date information. Whether you're a builders’ merchant or working in the distributive trades, the website should be able to work within your business and provide the synergy needed to

2: Select a solution that’s designed for your industry Your ecommerce platform should be easy to use for both you and your customers. Choosing a partner who not only understands selling online, but also the industry within which you operate, can ensure your site is as relevant to the customer as possible. Simplicity in terms of administration, reporting and maintaining the site should be considered an essential component, and it’s made far easier with a synergetic partner. The content management system will reflect this need, as an ‘off-the-shelf ’ website will offer numerous options that are completely irrelevant to the customer. Accordingly, an industry-tailored content management system will make it simpler to operate on a day-to-day basis.

n ecommerce website has quickly gone from being a ‘nice to have’ to a crucial tool for staying competitive in today’s market. Regardless of the industry you’re operating in, your customers will expect you to have a website — but what if you’ve never launched your business online before?

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3: See your website as an extension of your existing business Establishing an ecommerce website is essentially like opening a new branch, and needs to be treated as such. In essence, it’s not enough ‘just to build a new website’ — you could have an industry-leading website, but if nobody knows it’s there, then it is unlikely to generate the desired return on investment. As such, marketing is therefore essential to your website’s success and should form an integral part of any ecommerce strategy. Any interaction with a customer or prospect should be viewed as a chance to promote your site, whether that is through flyers, van signage, Google Ads, magazine adverts or other methods.

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“Launching an ecommerce site effectively allows customers to see your shop front and place orders outside of standard trading hours. In doing so, you are providing a more complete shopping experience, and a common side effect is that footfall in store also increases.” And don't just focus on digital marketing simply because your shop is online. 4: Think about your customer service Although an ecommerce site may remove the human element, it still needs to be thought of as another salesperson in its own right. Indeed, although customers

today are probably better informed than ever before, a site that passes on knowledge will be seen as a valuable resource in attracting repeat business. You are effectively allowing customers to see your shop front and place orders outside of standard trading hours. In doing so, you are providing a more complete shopping

experience. A common side effect is that footfall in store also increases. This could be due to the option of click and collect, or simply letting the customer know you have the product available, even though they may still want to visit in person. 5: Don’t be afraid to try something new Ecommerce provides another route to market. The use of online shopping has accelerated exponentially over the past 12 months and shows no sign of slowing. A good site should therefore support and accelerate your business growth in the digital age. Here, mobile and tablet usage underlines the shift in technology application in realworld business operations and the days of having to make a call to source materials while on a job are gone. Whether it's a builder working on site, or a heating engineer servicing a customer’s boiler, the ability to find the part, check stock availability and pricing and place an immediate order is now an essential component of doing business. ■ For more information on KCS and its range of ecommerce solutions, enter the shortcode www.rdr.link/mad023

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INFORMATION TECHNOLOGY

Colin Yates, Chief Support Officer at WorkMobile, explores the untapped benefits of digital data capture for builders’ merchants.

Driving digital data D

igital transformation is not just another fad or buzzword. In fact, in an increasingly digital world, it will be a crucial process for any business looking to stay competitive in the coming years. Broadly, digital transformation is the use of new digital technologies to solve traditional problems. Done well, it drives efficiency and improves productivity, saving a business both time and money. And for businesses in which a large proportion of workers are not office based, such as builders’ merchants, among the most useful of these new technologies are digital data capture solutions. Digital data capture solutions, such as apps, allow data to be collected and stored remotely. This is done via the use of digital versions of forms and reports, instead of relying on outdated paper-based systems. By their nature, builders’ merchants are incredibly complex and varied businesses,

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with employees generally split between the shop floor, the yard, delivery trucks, and often a head office. Each of these employees has very disparate responsibilities, with various vital pieces of paperwork to be completed regularly to ensure the smooth running of the business. However, with staff operating from various locations, using paper is not the most effective, efficient or practical method of document management. And so for builders’ merchants considering adopting a digital data capture solution, here are just a few of the main benefits: More accurate ‘retail management’ One of the most crucial aspects of running a successful retail business is monitoring stock levels accurately. With a mobile data capture solution, operational staff and sales staff can use the same software to handle stock lists

and customer orders, and this data can then be fed back automatically to a central reporting platform. In some cases, digital data capture solutions can even be integrated with existing systems, such as a business’s current CRM software or email marketing service. As a result, both branch managers and employees in head office can have access to the most up-to-date information instantly, without the need for anybody to manually input the data. This also means that the amount of time that needs to be spent on administrative duties is kept to a minimum, as all data only needs to be recorded once. This presents a valuable opportunity for streamlining these processes, therefore improving efficiency and giving staff more time to spend on other, more productive activities. Not only can eliminating the need for inputting data manually save businesses a

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lot of time, but it also drastically reduces the scope for human error. The data that is collected is likely to be much more reliable, and therefore useful, than it would be otherwise. Improved health and safety Builders’ merchants have a lot of key health and safety requirements, which, if overlooked could leave them vulnerable to all manner of fines and civil claims. However, it can be hard to store paper files and keep them organised, meaning that important health and safety documents are more likely to get misplaced or damaged. As a result, being overly reliant on paper can leave businesses more vulnerable to compliance issues. This can have very serious ramifications for a business, particularly when it comes to health and safety. We recently conducted research which showed that one in 20 British workers have witnessed an accident happen as a direct result of their company’s paper-based processes. This could range from correct procedures not being followed, to health and safety reports being lost or filed incorrectly. The retail sector sees the most paper-based accidents, with a shocking one in 10 employees having seen an accident occur. Many businesses issue physical safety handbooks to its staff members, which are then rarely updated as they are expensive and time-consuming to reproduce each time a process is changed. Consequently, the same research revealed that 20% of workers would

have no idea how to report an issue or hazard at work. Using a digital data capture solution, head office can update and issue relevant safety information to staff members via their mobiles or tablets quickly and easily, without ever having to re-print a handbook. Enhanced business intelligence Perhaps most importantly of all, digital data capture solutions allow businesses to collect and have access to much higher quality data. Information is gathered more consistently, as all data captured in the forms or reports is then saved automatically. With some solutions, photos and signatures can also be attached to a form,

which greatly reduces the risk of additional documentation getting lost or filed incorrectly. They can also help businesses to access data that it would otherwise be almost impossible to collect, with it possible in some cases for example to GPS tag and time stamp documents. Businesses should look for a data capture solution that can be connected to business intelligence tools, because this means that this high-quality data can be analysed quickly and easily, helping to identify patterns that will influence important business decisions. As a result, digital data capture can enable builders’ merchants to be more agile, responding to customer needs in a more informed and intelligent way. Offering the opportunity to streamline administrative processes, improve health and safety compliance, enhance reporting capabilities, and inform long-term strategy, it’s clear that digital data capture solutions are worth serious consideration for builders’ merchants looking to refine their business operations. ■ Manchester-based WorkMobile is an

award-winning mobile data capture service that replaces paper forms. Using the API, data captured may be integrated into back-office or ERP systems and further extended into a bespoke workflow solution that includes a variety of management information reporting options. ■ For more information, enter the shortcode www.rdr.link/mad024

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INFORMATION TECHNOLOGY In a thought-provoking blog on the company’s website, Blue Rock Systems’ Marketing Co-Ordinator Charlotte Orchard reflects on the need to step back and take a broader perspective.

Take the easy option

s providers of business software for the merchant industry we sometimes get caught up in the technology and features and miss the bigger picture. So, let’s take it back to basics for a minute. You want to make and improve profits — mainly to better the quality of life for your staff, your family and yourself. But you don’t want to work yourself into the ground to get there. So how can you achieve your goals? By evolving. Make life easier Over the last 30+ years, the industry that we supply has made many fundamental changes — yes in the pursuit of customer service and profit, but also to make life “easier”. Physical

price books were replaced with software, orders stopped being written down on paper, and the slog of re-keying data was massively reduced. Invoices and statements were emailed instead of posted, and not printed to keep in physical files. All of this was in the late 1980s — today we take it for granted that any system should do this.

Appetite for automation Jump forward three decades and the appetite for making life easy hasn’t diminished — if

C&C Supplies places iQ order ■ Blue Rock Systems has been awarded a 35-

user contract to install iQ at C&C Supplies Collinson. The H&B Group member is a familyowned and run independent builders’ merchant based in Garstang, near Preston in Lancashire. The company can trace its roots back to 1850, where it initially traded as brick makers, wheelwrights, decorators and sign writers, and has evolved over the years to supply everything one would need to build a house from scratch — from concrete for foundations to ridge tiles, and everything in between. Its order for a 35-user iQ system replaces its current system and is reportedly part of a “full modernisation project” across all aspects of its business. C&C has a reputation for excellent customer service (witness its numerous positive Google and Facebook reviews…) and it is hoped the introduction of iQ will only

44 PBM JANUARY 2022

enhance this, with its team able to become more productive “by automating and streamlining its existing processes” with iQ sending notifications to its customers based on rules that they set. Paul Mallett, General Manager at C&C Supplies, said: “As a company we have been looking to upgrade our computer software for a few years to enable the business to move forward. We looked at a few systems and chose to go ahead with iQ by Blue Rock. “At initial meetings we felt Blue Rock was the company we trusted to invest in futureproofing our business, and after talking to fellow H&B members our views were reinforced. Our business is quite unique and Blue Rock offers a system that can adapt and evolve as we go forward.”

Blue Rock Sales Manager Simon Barber added: “We were introduced to the team at C&C’s by another H&B member who has been a Blue Rock customer for a few years. As soon as I sat down with their friendly team I knew we had the perfect match, both with our iQ software but also in the culture of our businesses. “I look forward to seeing the results of this modernisation project for C&C and would like to take this chance to welcome them to the Blue Rock family.” ■ For further details on iQ business management software, use the shortcode www.rdr.link/mad025

www.professionalbuildersmerchant.co.uk

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anything, it’s increased. This, combined with the belief in technology by innovative merchants, means that they are continually evolving their systems to replace the mundane tasks with automation. If the system can do it or be made to do it (and it’s effectively free or low cost) then “get it done and make our lives easier”. Merchants embracing evolution OK, let’s be clear — few business leaders and managers rarely have their feet up on the table watching the pounds roll in. But they no longer want to have to chase every debt, they’d rather the system do most of that for them. They don’t want to wade through reports and analysis to tell them whether things are going well or not — the system should give

“Business leaders don’t want to wade through reports and analysis to tell them whether things are going well or not — the system should give them the headline news on their dashboards or smartphones.”

them the headline news on their dashboards or smartphones. The thought of rekeying anything into the system is abhorrent — even the documents sent to them by their suppliers are imported. And their customers? Well, they can download their own copy invoices, proof of deliveries, etc from an online portal. By removing or automating the repetitive tasks, they have time to think, be creative, improve customer service, tackle challenges

— such as fuel prices, carbon footprint regulations and spiralling materials costs — safe in the knowledge that the “machine” ticks away in the corner (or more commonly in the cloud…) looking after the rest of the business. ■ For more information on Blue Rock Systems’ business software solutions for merchants, enter the shortcode www.rdr.link/mad026

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INFORMATION TECHNOLOGY

MATERIALS MARKET ONLINE BUILDING MATERIALS MARKETPLACE BORDER MERCHANT SYSTEMS DEVELOPMENTS FOR 2022 As part of its process of continually developing and investing in its systems, imminent changes to look out for from Border are the Prommt & Paymentsense integration options going live which the company says will help to speed up and secure the payment process whilst eliminating the need for manual data entry and possible errors. The two main system updates will be provided to all customers as part of their support contracts. The elements that go into these are based on keeping the system and clients compliant with current legislation, as well as being full of product feedback and requests from users. Later this year, updates include the introduction of ePOD — an optional electronic proof of delivery app which will support delivery scheduling, delivery routes and the tracking and accurate logging of proof of delivery information such as photos and customer signatures. Border is also moving away from a Progress database to run its CounterAct system. With the FWD Project, it is moving to an SQL database to ensure future development flexibility. In addition, a number of trading website development projects for customers are scheduled for delivery in 2022. These will provide fully integrated sites which run on the Magento 2 ecommerce platform and will seamlessly link on and offline trading whilst also offering trade users an online account portal. Four new customers have also recently been signed up, and the company continues to invest in its own staff training and processes — for example, a new support call logging system to improve efficiency — to ensure it provides the best service possible. ■ Use www.rdr.link/mad027 to

access a number of help and explainer videos on Border’s YouTube channel.

Materials Market has launched its online building materials marketplace — described as a brand new, collaborative model that promises a ‘win-win’ route to market for merchants and distributors. The team behind the initiative say it “represents an innovative digital solution to ease supply chain issues and enabling transparent, simple customer transactions for suppliers across the UK”. Samuel Hunt, Co-Founder and CEO, explained: “The sector has been slower than others to move to a digital-first approach, and so we wanted to create a one-stop shop that connects customers and suppliers in real time, which would allow for better prices and faster deliveries, plus a wider market for distributors and merchants than their bricks and mortar stores. “The past 18 months has put a huge strain on the sector in general, with many proactive suppliers rapidly rethinking their routes to market. Our online platform allows suppliers to leverage the popular new marketplace model and benefit from steady growth potential.” The website showcases a wide range of products, suitable for both the professional and DIY market, from insulation materials to timber, blocks and plasterboard. Buyers are said to be able to “save on average 20% compared to bricksand-mortar stores” and simply place their order online and the platform takes care of the rest — matching them with a supplier to do their delivery and overseeing their order to ensure it is fulfilled satisfactorily. Samuel added: “When I worked in building material distribution, the online market wasn’t an attractive channel for us due to the high cost to serve and lack of control we had over products, locations and customers. We knew that in order to keep suppliers engaged we had to give them something that they could control and use on their own terms. After all, marketplaces are about keeping two parties happy, not just one!” ■ Take a look at the site via www.rdr.link/mad028

EPICOR GEOTAB AND BUILDXACT PARTNERSHIPS Epicor has announced two new strategic independent software vendor (ISV) partnerships with Geotab and Buildxact whilst also introducing new Epicor BisTrack integration with the Epicor Enterprise Content Management (ECM) module to provide “industry-leading content management and intelligent data capture to digitise and automate paper-based processes” such as sales order entry and invoicing to save time and increase efficiency. On the partnerships, Epicor BisTrack will seamlessly integrate with Geotab’s awardwinning telematics and fleet management platform to “maintain safety and compliance while also boosting productivity and efficiency by helping increase vehicle uptime, lowering operating costs and optimising route management”. Buildxact, meanwhile, delivers a cloud-based estimating and construction management platform for builders to perform takeoffs, manage estimates, and place orders. Through Epicor BisTrack and Buildxact, the supply chain can “become more tightly connected”, enabling greater order accuracy and speed whilst giving “sales teams more time for prospecting and building relationships, and less time spent on administrative tasks”. ■ For more information on Epicor’s solutions for merchants, enter the

shortcode www.rdr.link/mad029

www.professionalbuildersmerchant.co.uk

PBM JANUARY 2022 47

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PRODUCTS & SERVICES RWC JG LOWFIT Complement its existing Underfloor heating range, JG LowFit has been specially designed to keep the overall floor height to an absolute minimum without compromising heat output. Suitable for both new build and retrofit projects, it keeps the overall floor level to a minimum through low-profile panelling options which range from 16-20mm in thickness. Designed to work alongside alternative heating technologies such as heat pumps, the new range’s full panelling options are suitable for screed, non-screed, tiled and existing concrete floors for maximum installation flexibility.

ALIAXIS UK — MARLEY TRANSPARENT EXPANSION COUPLER Developed to help improve the speed, accuracy and efficiency of soil and waste drainage installations, the new transparent expansion coupler (SE409CLR) is compatible with the Marley PVC Solvent Soil range to offer customers a complete system solution. It is also possible to use the coupler in the push-fit soil system, with the same resulting install benefits. As a result of the coupler’s transparency, installers can easily and visually determine the 10mm expansion gap needed when inserting pipe sections on site — as required in BS EN 12056-2:2000 on each floor level in a PVC-u soil system. To offer further guidance, the coupler is also designed with a line showing the insertion depth on the exterior of the fitting.

WORCESTER BOSCH HEAT PUMPS To ensure it can offer a full range of technologies for evolving user needs, Worcester Bosch is further diversifying its product range. The new 7001iAW is described as a sophisticated air to water heat pump that can provide both cooling and heating for homeowners, whilst the 7000iAW is a hybrid system compatible with a range of heat pumps and combi boilers which uses “the best of both worlds to efficiently heat the home”. Martyn Bridges, Director of Technical Communication & Product Management, said: “As the country continues to look towards a greener future, we are pleased to introduce further sustainable products to give users more choice than ever on how they can heat their homes.”

SNICKERS WORKWEAR BASELAYER UNDERWEAR Using high-tech breathable fabrics for ventilation and body moisture transport to ensure sustainable warmth and comfort, Snickers’ Base-, Mid- and Toplayer clothing combines to keep users dry, warm and comfortable wherever they are on site. With sustainability said to be at the forefront of the brand’s clothing philosophy, the garments are available in recycled polyester and merino wool as well as the 37.5 technology ventilating fabric to suit different types of work in a variety of cold and wet weather conditions.

ARBOR FOREST PRODUCTS TREX ADDITIONS To contrast with and complement Trex decking in any colour, the brand’s Signature Railing is now available in ‘Classic White’ to create a “minimalistic and contemporary look”. In addition, the Trex Fascia collection is now available in Universal White to offer a “crisp, clean finish to any deck” and the new design is said to be “particularly striking” when used alongside a rich, dark colour such as Trex Transcend Lava Rock or Trex Enhance Naturals Calm Water.

WREKIN UNITE E600 COVER VARIANT A wide range of regulations places pressure on contractors and specifiers to ensure they understand the individual requirements of each project, which can take time and, ultimately, cost money. With this in mind, Wrekin Products has extended its Unite range with the addition of new E600 manhole covers which are said to both meet and exceed all the new regulatory standards set by Highways England, local authorities and BSi.

FOR MORE EXAMPLES OF NEW PRODUCTS ON THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MAD030

48 PBM JANUARY 2022

www.professionalbuildersmerchant.co.uk

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MARKETING SUPPORT

Everbuild has unveiled a new-look for its professional tiling range, which now features a refreshed colour-coded packaging design including quick reference icons which highlight product information such as coverage, drying time and EN classifications. The stylised packaging has been designed to clearly display the key features and benefits to help busy contractors to make quick and efficient product selections. Product Manager Mariam Maqsood said: “Everbuild offers a full range of products for all tiling applications, from preparation to installation and finishing. Knowing how busy tradespeople are, we knew the refreshed tiling range had to be as clear and concise as possible to make life easier for them.” British Gypsum has launched a new website to “provide better data, tools and support” following an in-depth review of its approach to data and marketing integrity, forming part of its wider commitment to help raise building standards across the industry and facilitate better building outcomes. To provide users with access to the most accurate and up-to-date tested product and specification information, and in line with the Code for Construction Product Information (CCPI), the site is fed by a Product Information Management (PIM) system to present all the performance data on the firm’s drylining products and systems from a single source. Allowing quick and easy access to pricing, the next generation of Blanco UK’s Partner Area also provides stockists with simple online product ordering processes, the latest details of product availability and order status, together with downloadable marketing materials on the supplier’s range of kitchen sinks and taps, and accessories. The password protected area is available via personalised log-in details and is designed to support the firm’s partners by providing easy, time-saving access to up-to-date and individually tailored product information.

Showerwall has introduced a new dedicated display stand for its Acrylic and Custom collections to support stockists in showcasing its extensive designs of stylish bathroom wall panelling. The stand will allow showrooms to exhibit the range using large Display Boards, whilst the manufacturer also reports that it offers stockists “special display rates” on panels for in-situ displays as it “understands that this is paramount in aiding sales for showrooms”. The new stand complements Showerwall’s existing HPL range stand, which showcases the 46 decors and four ﬁnishes available.

Paving and specialist building products manufacturer AG has invested in a new interactive website to make it easier for customers to access its comprehensive product range. Featuring an improved layout and new functionality including a stockist locator, the site also allows homeowners and professionals alike to take a 360° virtual tour of the ﬁrm’s Dungannon Outside Rooms’ facility, calculate product prices and visualise products in different settings and layouts.

International Timber has launched a new product visualisation tool which enables customers to select, view and explore products in-situ to see how they might work for their projects. The tool, available via the company’s website, allows users to plan and review a range of cladding and internal timber ﬁnishes with the aim of saving time and simplifying the speciﬁcation process. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mad031

www.professionalbuildersmerchant.co.uk

PBM JANUARY 2022 49

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade, page 15 ...........................................................www.rdr.link/MAD100 Blue Rock Systems Ltd, page 41.............................................................................www.rdr.link/MAD101 Bond It, inside front cover ........................................................................................www.rdr.link/MAD102 Border Merchant Systems Ltd, page 43...................................................................www.rdr.link/MAD103 BSW Timber Ltd, page 11 .......................................................................................www.rdr.link/MAD104 Buckbootz, page 24................................................................................................www.rdr.link/MAD105 Combilift Ltd, page 30 .............................................................................................www.rdr.link/MAD106 ECI Software Solutions Ltd, page 41 ........................................................................www.rdr.link/MAD107 Everbuild Building Products Ltd, page 26 .................................................................www.rdr.link/MAD108 Glazing Vision Ltd, page 4 .......................................................................................www.rdr.link/MAD109 Impact Handling, page 32........................................................................................www.rdr.link/MAD110 Informa Markets/kbb Birmingham, page 27 ..............................................................www.rdr.link/MAD111 Isuzu (UK) Ltd, page 31 ...........................................................................................www.rdr.link/MAD112 Jouplast UK, page 17..............................................................................................www.rdr.link/MAD113 Lifestiles Ltd, page 46 .............................................................................................www.rdr.link/MAD114 Marmox UK Ltd, page 23 ........................................................................................www.rdr.link/MAD115 Merlin Business Software Ltd, page 46 ....................................................................www.rdr.link/MAD116 NE Fasteners Ltd, page 24 ......................................................................................www.rdr.link/MAD117 Professional Builder Live, outside back cover............................................................www.rdr.link/MAD118 rdr.link, page 41 ......................................................................................................www.rdr.link/MAD119 Siroflex Ltd, page 9 .................................................................................................www.rdr.link/MAD120 Ten-25 Software Ltd, page 45 .................................................................................www.rdr.link/MAD121 Wickens Engineering Ltd, page 35...........................................................................www.rdr.link/MAD122

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With Paul Davies

FATHER TO SON There was a nice moment in Man United’s Champions League match against Young Boys in early December when youth prospect Charlie Savage made his debut, replacing Juan Mata (remember him?) in the 89th minute. It may only have been a brief cameo, but it was proud moment for 18 year-old Charlie’s dad — tough-tackling former pro, Robbie Savage. And in a surely unique scenario, Savage senior just happened to be in the BT commentary box and was able to very publically welcome his son into first team action. Of course, footballing fathers and sons are not an especially unusual phenomenon but only very rarely do they come into such close proximity. Beating the Savage tale, perhaps, is the very well-known story of former Chelsea striker Eidur Gudjohnsen’s international debut as a 17 year-old in which he came on as a substitute for his father Arnor during the second half of a friendly against Estonia in Tallinn. Naturally, pair wanted to be on the pitch at the same time but what I didn’t know is that the then president of the Icelandic Football Association gave the coach an express order to wait until a forthcoming home match against Macedonia two months later. Sadly, the pair never got the chance to line up together — Eidur broke his leg playing for the Under 18 team and by the time he’d recovered, his father had retired…

STILL GOT IT At the other end of the age range, a story has been doing the rounds online of late about “Britain’s oldest footballer” — one Alan Camsell, goalkeeper of walking football team, Penrhyn Bay Stollers FC in Llandudno. Believe it or not, Alan is now a sprightly 88 and only took his place between the sticks at the age of 40 when most are hanging up their boots. As he told the BBC: “When I started, I was fast enough to score goals. But as you get older, you get out of breath and you go back in goal for a breather, and the breathers last longer and longer until I stayed there.” Gloriously, Alan has been playing for so long that he now shares the pitch with the grandsons of those he first lined up with during the 1970s. There’s a heart-warming report featuring Alan in action on YouTube. Take a look via www.rdr.link/mad032

SHAKE IT UP Departures for the African Cup of Nations and the likelihood of more Omicron-enforced postponements mean that this is a crucial time to keep an eye on your fantasy line-ups. And with the likes of Salah and Mane absent for a number of game weeks, there’s a real chance to deviate from the template and make some mini-league gains. In terms of friendly fixtures, Leicester have a great January and whilst the Foxes’ form has been patchy, Tielemans, Maddison, Barnes et al are all worthy of serious consideration. If you really want to go outside the box, Newcastle and Everton also look very good on paper. Callum Wilson has been outperforming his struggling side in any case, but if he’s fit again, Dominic Calvert-Lewin could be a nice gamble. Maybe keep your wildcard in reserve though, ready to bring back majestic Mo at the earliest opportunity…

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