Professional Builders Merchant June 2021 by Hamerville Media Group

001_PBM_JUNE21_000_PBM_APRIL_04.qxd 11/05/2021 14:27 Page 1

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JUNE 2021

Merchant sector sales & confidence

TIMBER & JOINERY Reputation, value & sales

ROOFING, FLOORING & INSULATION Levelling up agenda

PLASTER, DRY LINING & BUILDING BOARDS Indoor air quality

Plus: News, mental health support, training, acquisitions, industry comment and more.

Fantasy Football European dreams See page 59

www.professionalbuildersmerchant.co.uk

PBM Page Grid_Layout 1 09/05/2021 15:40 Page 1

003_PBM_JUNE21_Layout 1 12/05/2021 11:25 Page 3

CONTENTS ROOFING, FLOORING & INSULATION 19

LEVELLING UP AGENDA Upselling customers to higher margin, premium floor levelling solutions.

SAFE AND SOUND Strategic ranging decisions and streamlining insulation product lines.

ALUMINIUM ADVANTAGES The key areas of differentiation between aluminium rainwater solutions and alternative systems.

PRODUCTS & SERVICES

PBM June 2021, Volume 31 No. 6

TIMBER & JOINERY 37

MONEY, MONEY, MONEY… The TTF considers the links between reputation, value and selling timber products.

GARDEN OFFICE GROWTH Working with offsite processing partners to capitalise on the home working boom.

SIMPLIFYING TIMBER SUPPLY Navigating the complexities of timber procurement amidst testing market conditions.

PRODUCTS & SERVICES

SPECIAL REPORTS 14 THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

PLASTER, DRY LINING & BUILDING BOARDS 48

A BREATH OF FRESH AIR How plasterboard and plaster products can play a role in reducing pollutants and improving the air we breathe.

JOINT FORCES A trade perspective on Knauf’s Joint Filler Premium and Joint Cement Premium.

REGULARS 5

VIEWPOINT

NEWS

MARKET MONITOR

FACE TO FACE

PEOPLE NEWS

BMF TRAINING ZONE

PB CAMPAIGN NEWS

PHPI CAMPAIGN NEWS

MARKETING SUPPORT

PRODUCTS & SERVICES

ADVERTISEMENT INDEX

FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

ADVERTORIAL SUPPLEMENT With a portfolio of timber, panel products and decorative surfaces that offers more than many might realise, PBM puts James Latham into the spotlight.

COMPETITIONS 59 EVO-STIK FANTASY FOOTBALL We’re back!

PBM JUNE 2021 3

PBM Page Grid_Layout 1 09/05/2021 16:07 Page 1

005_PBM_JUNE21_Layout 1 12/05/2021 11:28 Page 5

VIEWPOINT

State of play

s you will see from a number of stories later in the issue and also via www. professionalbuildersmerchant .co.uk, it is heartening to report the continuing surge in construction activity — indeed, the industry is at the vanguard of the nation’s emerging economic fightback from the depths of our Covidinduced hibernation. All manner of sources from across the building spectrum show a pleasing upward trajectory on the graph — almost perfectly showcasing those fabled hopes of a ‘v-shaped’ recovery from when the pandemic first struck. Whilst the headlines are undoubtedly positive, and goodness knows such sustained upbeat news is so very welcome, it would be remiss not to drill down a little into the data. As a consequence of interrupted production over the duration of the pandemic, pre-Brexit stockpiling and supply chain issues as a result of both, the availability of certain products — such as timber, roof tiles, fixings & fasteners and insulation products — and rising prices are cited as increasingly common concerns. As the latest instalment in our regular merchant survey, The Pulse, contends, the merchant sector appears to be largely weathering this particular storm thus far — but there is underlying consternation for the months ahead. Our latest report, based on telephone interviews conducted in early April, states: “Ninety-five percent of merchants said that most or all of their suppliers were able to supply them. While this is a significant improvement on April last year (28%), stock shortages, importing issues and long lead times are continuing problems.” PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JUNE 2021

Merchant sector sales & confidence

TIMBER & JOINERY Reputation, value & sales

ROOFING, FLOORING & INSULATION Levelling up agenda

PLASTER, DRY LINING & BUILDING BOARDS Indoor air quality

Plus: News, mental health support, training, acquisitions, industry comment and more.

Fantasy Football European dreams See page 59

“How many dissatisfied, underemployed 40 year old Media Studies graduates would have been more fulfilled and financially better off building homes or repairing boilers? I suspect quite a few.” Mid- to long-term sales expectations remain high, underlining the high levels of confidence across the sector as a whole, however reports from the likes of the Federation of Master Builders highlight other areas to be mindful of, in particular a shortage of skilled tradespeople. The FMB’s State of Trade Q1 2021 survey, for instance, cites that 38% of builders are struggling to hire bricklayers — an increase from 22% in Q4 2020 — and a further 34% are experiencing difficulties in hiring carpenters and joiners (up from 23% in Q4 2020). Of course, the construction sector skills shortage has been a recurring problem for years. Going back to the turn of the millennium, the Blair Government’s notionally laudable focus on ‘Education, Education, Education’ may have increased the numbers going on to university, but it perhaps had the unintended consequence of steering a generation away from the vocational careers that may have been a better fit all round. How many dissatisfied, underemployed 40 year old Media Studies graduates would have been more fulfilled and financially better off building homes or repairing boilers? I suspect quite a few. It is a problem the industry has compounded by simply not marketing itself effectively enough over the years as a rewarding,

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

www.professionalbuildersmerchant.co.uk

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

varied and potentially well remunerated career. To an extent, some of the shortfall was masked by an influx of European labour, but as many elect to return to the continent, the real consequences may still lie ahead. It is important to state that much great work has been done in recent years to boost the appeal of construction, and to devote swathes of time and resource to train the next generation of trade professionals. It is also interesting to note that a growing number of merchant businesses are looking to take a lead, ensuring that if the skills shortage will have an impact on sales across the sector at large, their own businesses will maintain a strong flow of customers — in recent months we have seen many initiatives from enhanced loyalty schemes to affiliated or recommended installer programmes. Many are also sponsoring training courses at local colleges, or even investing in their own installation teams. As with so many aspects of the post-pandemic future, it will no longer be enough to rely on the tried and trusted measures that worked so well in the past. In terms of both procurement and also the nature of the merchant sector’s relationship with its customers, it will be fascinating to see how the changes play out.

Publisher Bryan Shannon 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 Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way, Watford, Herts WD24 4YF. Tel: (01923) 237799 Fax: (01923) 246901 Email: pbm@hamerville.co.uk Copyright © 2021

Average net circulation figure for the 11 issues distributed between 1 July 2019 to 30 June 2020 = 9,912 To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

Cover story: Elliotts continues to build its fleet of exclusively Iveco vehicles following the recent addition of six new Iveco 3.5t GVW Daily models.

www.professionalbuildersmerchant.co.uk

PBM JUNE 2021 5

006_PBM_JUNE21_Layout 1 12/05/2021 11:39 Page 6

NEWS UPDATE Sustained recovery

Both the Builders Merchant Building Index and the latest Plumbing & Heating Merchant Index demonstrate the sustained recovery in the construction sector with value sales by Britain’s builders’ and plumbers’ merchants rising in February. The BMBI report, for example, shows sales increasing by a further 2.3% in February compared with February 2020 despite only three categories reporting sales growth. Indeed, the increase was largely driven by the Timber & Joinery Products category, which surged by 18.2% in February. Landscaping sales remained strong and were up 8.6% compared with February 2020, while sales of Tools also increased (+2.0%). In the equivalent PHMI report, specialist plumbing & heating merchants’ sales in February were up 1.2% on February 2020 on an equal number of trading days. This took total sales above their pre-pandemic level, indicating recovery in the sector despite the country remaining in lockdown throughout February. It was also an improvement on January’s figure, which saw sales 5.0% lower than in January 2020. Enter www.rdr.link/mc001 to download the latest BMBI data and www.rdr.link/mc002 for the PHMI report.

Check mate Graham Plumbers’ Merchant has joined forces with Checkatrade to offer an exclusive discounted membership deal to its customers. Checkatrade representatives will be visiting Graham branches throughout the country to help customers sign up, and those that do so on the day will also receive a Checkatrade rucksack of goodies along with additional on the day offers from the merchant. Sam Canfield, Graham’s Marketing Manager, said: “We are really excited about this partnership as between Graham and Checkatrade we have been able to offer an excellent membership offer, providing our customers with a host of benefits.”

6 PBM JUNE 2021

LEADING MERCHANTS EXPAND MENTAL HEALTH SUPPORT SERVICES

Help is at hand Both Travis Perkins plc and Jewson have each revealed new policies designed to offer increased mental health support to their staff. Firstly, TP reports that it is on track to deliver on its commitment to ensure there are six times more mental health first aiders (MHFAs) across its businesses this summer than there were at the start of the year. Stating that “the safety and wellbeing of colleagues is the Group’s number one priority”, the drive to increase the number of accredited MHFAs from 40 to over 250 has been accelerated to proactively manage colleagues’ wellbeing in the workplace. The initiative is said to complement a raft of other support for colleagues, which includes an employee assistance programme for counselling and emotional support as well as a mental wellbeing app and assessment tool alongside activity and mindfulness resources and discounts on gym memberships, exercise equipment, online fitness and other financial offers to help balance the physical, financial and mental aspect of wellbeing. Richard Byrne, Group HSE & Fleet Director, said: “During COVID, our mental health and wellbeing have been put to the test like never before, but as an industry leader with a proud history of upholding family values, our strong people focus has served us well. It has underpinned our pandemic response and helped us work collectively to resolve the many challenges this past year has posed for our 20,000+ colleagues in balancing their home and work lives.” Meanwhile Jewson is increasing wellbeing support for its employees through a partnership with SIX Mental Health Solutions (SIX MHS) — founded by former England and Arsenal captain, Tony Adams — that will provide a

range of services designed to improve their wellbeing and encourage positive mental health. These include a 24/7 confidential Jewson helpline, a national network of counsellors, a series of educational seminars and residential treatment for those who suffer from addictive disorders. Jewson HR Director Patrick Kent said: “Whether at work or at home the wellbeing of our colleagues is and always has been, extremely important to us. We see it as an essential part of Saint-Gobain’s purpose to make the world a better home. Now as we emerge from lockdown, additional challenges are emerging that only underline the importance of having a variety of resources in place that support colleagues to get help when they most need it.” Having offered support to sportspeople through his Sporting Chance charity, Tony Adams explained: “I started SIX MHS because a lot of people were contacting me for help who were outside of the sporting world and I didn’t know where to send them. Now, I can provide the services myself and I know that people are getting the best support on offer. “SIX MHS mentally and emotionally supports every part of the person’s recovery. We take the call, provide the counsellor, facilitate treatment and see this through with aftercare. We believe this complete service is difficult for businesses to find elsewhere.” For more information, visit www.sixmhs.com

Climate champions Four BMF member companies were amongst the first fourteen champions from across the UK’s construction supply chain to declare their commitment to support CO2nstructZero, the construction industry’s response to the climate emergency. The initial cohort has been selected by the Construction Leadership Council (CLC) having demonstrated their commitment towards the sector’s drive towards reducing carbon emissions in the delivery and operation of the built environment. The four BMF Business Champions — ACO Technologies, APP Wholesale, Bradfords

Building Supplies and Travis Perkins plc — have each committed to share tangible evidence of their net zero carbon plans against the nine CO2nstructZero principles, contribute to the CO2nstructZero industry reporting process and work together to support companies in the sector to develop their own plans in support of the industry change programme. It has also been announced that, “in a move designed to benefit the whole industry”, the Institute of Builders’ Merchants is to merge with the BMF and will operate as a separately managed brand within the larger organisation.

006_PBM_JUNE21_Layout 1 12/05/2021 11:40 Page 7

TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

GRAFTON GROUP PLC ANNOUNCES STRATEGIC REVIEW OF GB TRADITIONAL MERCHANTING

New directions?

In a move reported as being “in line with its strategic focus”, the Board of Grafton Group plc has announced that it has appointed Rothschild & Co to undertake a review of certain of its traditional merchanting businesses in Great Britain which “may or may not result in the sale of some or all of these businesses”. The review is said to be focused solely on the Buildbase, Civils & Lintels, PDM Buildbase, The Timber Group, Bathroom Distribution Group and NDI businesses with the announcement adding “no other businesses in the Group form part of the strategic review”. The Group has also recently issued its trading update for the period from 1 January to 18 April. Revenue growth was reportedly ahead of expectations in March and April, whilst adjusted operating profit for the year is now expected to exceed the current consensus by approximately 15-20% “due to forecast outperformance in the first half and higher property profit”. Group revenue in the period was £846.8 million, an increase of 32.9% on the same period last year which was impacted by the closure of branches, stores and manufacturing plants as a consequence of the coronavirus lockdown measures. For comparison, Group revenue was up by 8.3% compared to the same period in 2019.

Focusing on its UK merchant operations (‘UK Distribution’), Selco continued to perform strongly with average daily like-for-like revenue up 66% on the same period last year and by 18.5% compared to the same period in 2019, reflecting the strong momentum in March and April. Trading in the traditional merchanting business in Great Britain was softer in January and February due to the lockdown in the wider economy but then benefitted from a solid recovery in residential RMI and new build activity in March and April. Average daily likefor-like revenue in this business was ahead of the same period in 2019 by 3.1%. CEO Gavin Slark said: “We have made a very positive start to the year and are encouraged by the improving trends and momentum in trading in the period which we expect to continue through the remainder of the half year. Despite some ongoing uncertainty related to the pandemic, Grafton is well placed for continued progress in the current year supported by our market leading businesses and strong financial position.”

a @PBMmagazine

Centre of excellence Joseph Parr has selected Talasey Group as the main supplier for its newly refurbished Parrs Landscape Centre. The two businesses have been working together since Talasey was chosen to partner with the merchant on its existing showroom, situated in Stockton. Offering a creative design service to contractors, designers and homeowners, the Landscape Centre also provides a unique element for visitors to visually see a complete transformation beforehand, with their selected choice of landscaping products. Dave Anderson, MD at Joseph Parr Middlesbrough, said: “Joseph Parr and Talasey have worked closely for a number of years, we have always promoted a good range of products, but we have together taken this cooperation to a new level unique in our industry. “We have partnered together to turn our retail showroom into what I believe is the best environment in the North East to view and buy paving /landscaping products. Together with the excellent marketing team from Talasey, we have co-branded the showroom to give it that WOW factor.”

WCoBM maintains activities Whilst the pandemic and subsequent lockdown measures have constrained its activities, the Worshipful Company of Builders’ Merchants is keen to emphasize that its work to support the industry has continued. Since the first lockdown last year, it has welcomed 11 new Liverymen and Freemen to the Livery Company and has “adapted to virtual life” with all admissions and installations over the last 12 months taking place via Zoom. With membership by

invitation only, the Livery now has a very healthy 206 active Liverymen and 28 Freemen. The Master Stewart Pierce said: “It’s been an unusual but busy year for our Livery and I’m pleased to say the Company is in good health and growing. It’s fantastic to be part of a Livery that represents so many active members from the industry, and at my Installation last October, I highlighted the importance of staying connected. “We encourage all our members to attend

our networking events, support the Company’s fundraising activities, and take up the opportunities associated with being part of a Modern Livery Company.”

008_PBM_JUNE21_Layout 1 12/05/2021 11:43 Page 8

MARKET MONITOR in association with

Charting demand With a host of recent reports all indicating a sustained surge in construction activity, PBM focuses on the Q1 2021 survey from the Federation of Master Builders.

he latest FMB State of Trade Survey outlines the “fastest rise in enquiries for building work in more than 10 years” but also cautioned that builders are having to contend with price rises and material shortages. Workloads, enquiries and employment all grew in the period from January to March 2021, with activity increasing across all sectors. Repair, maintenance and improvement saw the strongest performance, with 55% of respondents reporting increased workloads. However, the FMB warns that 93% of builders said that material prices were rising and filling vacancies on site was becoming an issue — for example, 38% of respondents said they were struggling to hire bricklayers, up from 22% in Q4 2020, and 34% noted difficulties in hiring carpenters / joiners (up from 23% in Q4 2020). Brian Berry, Chief Executive of the FMB, said: “I am delighted to see the positive reports from builders across the UK that workloads, enquiries and employment are all firmly back in positive territory after a difficult year for business. In the first quarter of the FMB’s 80th year, it is particularly pleasing to see enquiries grow at their fastest rate in more than a decade. “However, success is not without its challenges. A whopping 93% of

builders reported material price increases in the period January to March, with particular concerns over accessing roof tiles, glazing products, timber and insulation.” Brian continued: “The worrying impact of these material price increases is that quality builders are at

“With the construction skills shortage slowly creeping back up the agenda, it’s clear that there is significant capacity in the sector to take on new entrants and create much-needed jobs.”

risk of being undercut by unscrupulous traders offering lower quotes to homeowners. Consumers must be aware that the cost of building works may change in the months ahead, as access to materials continues to cause a headache for 93% of Britain’s builders.” He concluded: “With the construction skills shortage slowly creeping back up the agenda, it’s clear that there is significant capacity in the sector to take on new entrants and create much-needed jobs. I am bitterly disappointed over the decision to cancel the Green Homes Grant scheme, which offered an opportunity to not only bring more people into construction but also to tackle climate change. The Government’s answer to this must be a long-term National Retrofit Strategy, that has the backing of industry from the outset.”

■ In addition to the FMB’s latest State of Trade survey, numerous other reports from various corners of the industry confirm the ongoing positive performance of the sector. To take a look at some of the most recent data and forecasts, use the links below:

Plumbing & Heating Merchants Index Builders Merchant Building Index Royal Institution of Chartered Surveyors Construction Products Association

www.rdr.link/mc003 www.rdr.link/mc004 www.rdr.link/mc005 www.rdr.link/mc006

■ To read the full FMB State of Trade Q1 2021 report, enter the shortcode www.rdr.link/mc007

PBM Page Grid_Layout 1 09/05/2021 15:44 Page 1

010_PEM_JUNE21_Layout 1 12/05/2021 11:59 Page 10

FACE TO FACE

From hardware, ironmongery and decorating accessories to plumbing solutions, tapes, adhesives and signs and labels, Centurion Europe is one of the UK’s leading wholesale suppliers and every day ships thousands of products to customers nationwide from its warehouse in South Yorkshire. With over 25 years of experience in the industry, Denise McGillivray recently joined the business to work specifically with builders’ merchants and buying groups.

Denise McGillivray, Business Development Manager (Builders’ Merchants).

Q A

How did you get into the industry and to your current position? Whilst working in B&Q (my first job), a sales representative told me he was leaving. I called his boss and asked if I could be interviewed for the job. I got it and have not looked back. Over the years, my knowledge and experience in building products grew — and so did my career, taking me into roles working closely with builders’ merchants.

Q A

How do you feel the industry has changed in recent years? As the large DIY retailers started offering trade options, builders’ merchants opened their doors to the domestic consumer for DIY making the industry extremely competitive. The way these businesses now sell is changing, as well as the way they buy. Online purchasing is now becoming the preferred way both for the merchant and consumer, along with quick delivery or easy click and collect options.

What has the particular impact of Covid-19 been on the business, and what (permanent?) changes have been implemented? The way we interact with our merchant customers has been impacted significantly by Covid-19. With many policies and procedures in place to control the spread of the virus, we have seen many meetings

10 PBM JUNE 2021

replaced with ‘virtual meetings’ and more flyers, brochures etc uploaded onto online portals. I love nothing more than being customer facing, and the current

“Online purchasing is now becoming the preferred way both for the merchant and consumer, along with quick delivery or easy click and collect options.” restrictions have had an impact on not only building relationships in person but also restricting the fundamental purpose of a salesperson — branch visits. A crucial part of our job, there is only so much you can achieve on a virtual meeting. Similarly, sourcing materials and managing the spiralling cost increases from both Brexit and Covid-19 are a key challenge.

And what of the other issues impacting upon the sector, for example the growing debate surrounding sustainability?

This is an issue that is going to gain more momentum as the governments tackle climate change and younger generations are becoming more educated on the importance. From the manufacturers, brands through to the merchants and the end trades, all have to face issues around sustainability. For our business we constantly review our materials, work closely with our manufacturers and 100% of our waste recyclable material does not reach landfill.

Q A

Which individual has influenced you most in your career? That would be my Dad. He was in sales since he was a teenager, and I was lucky enough to work with him for many years when he launched his own business in the grocery sector. I learned so much from his experience.

Q A

Where do you see yourself in five years’ time? Continuing to build strong relationships with merchant customers and helping them to see what Centurion can offer them. And wondering where on earth has 30 years gone! ■ For more information on Centurion’s range of products and merchant support services, enter the shortcode www.rdr.link/mc008

www.professionalbuildersmerchant.co.uk

011_PBM_JUNE21_Layout 1 12/05/2021 11:48 Page 11

PEOPLE NEWS

There have been a number of recent personnel changes at IBC Buying Group. Firstly, Paul Read and Dave Robertson have been promoted to the positions of Joint Managing Directors, having previously been Joint Commercial Directors of the group. In addition, Richard Blake has joined as the Group’s new Data Manager with responsibility for developing and consolidating all aspects of Data Management for the Buying Group, its Members and Supplier Partners.

Azpects, creators of EASYJoint, is pleased to welcome apprentice Chloe Ryman to its Marketing Team. MD Paul Taylor said: “Our company has grown very quickly over the past two years and it became clear that we needed an in-house team to support our communications and marketing development. This has proved a smart decision, and we have been really pleased with the effect this has had on our business. The department is growing so quickly that the team decided to take on an apprentice to provide additional support and nurture new talent.”

Toolstream has appointed James Whitaker and Laura Cansfield as Marketing Director and Head of Workwear respectively. The pair both join from Dickies Workwear and James will oversee the company’s full portfolio of brands, including the Scruffs workwear range plus Silverline tools and woodworking tool specialist, Triton. Laura, meanwhile, will bring her years of experience in workwear to oversee brand growth avenues and new product creation for Scruffs. In addition, Rob Haines has also joined the ﬁrm from Dickies to become Toolstream’s new Head of Sales.

Asa Dixon has become the latest new recruit for Summerbridge. He joins the kitchen company as Business Development Manager for Yorkshire and Lancashire, supporting its full range of customers across the M62 corridor. Asa joins the sales support team and brings with him over 15 years of experience working in the construction industry having previously worked for the Birtley Group and Saint-Gobain.

WernerCo’s Graduate Training Programme, part of its ongoing commitment to supporting merchants and retailers, is now well underway with the ﬁrst intake of graduates already embarking on their new careers as Field Sales Merchandisers. Since their appointment in January, the successful recruits, which include 21-year-old Ewan Goodwin and 23-year-old Rachel Oakes, have already been integrated into the wider WernerCo Merchandising team. As well as being the ﬁrst point of call for customers seeking further support, the new graduates are helping customers to utilise the POS and marketing materials that are available.

Nicola Lees has been appointed to the position of Business Development Manager at Kinedo. Prior to joining the team at Kinedo, Nicola worked for City Plumbing Supplies for five years as a Senior Account Manager. Nicola is tasked with gaining specifications with regional housebuilders and to develop sales in the leisure sector as well as within bathroom showrooms. She will also be the first line of support for national and independent merchants for both Saniflo and Kinedo.

www.professionalbuildersmerchant.co.uk

PBM JUNE 2021 11

012_PBM_JUNE21_Layout 1 12/05/2021 11:51 Page 12

TRAINING ZONE

Four of the best Set to be announced at this year’s Members’ Day Awards Dinner in September, the Builders Merchants Federation has announced the shortlist for BMF Training Company of the Year 2021.

ominated by BMF Regional Manager (RM) James Spillane, EH Smith encourages staff at all levels to reach their full potential through apprenticeships and a range of classroom based and online learning programmes. Adele Chambers, the merchant’s HR Director, said: “Of particular success was the interactive Maximising Margin programme, which aligned directly to our business objectives with a customer centric approach, addressing service, engagement and collected margin across all branches. Having training tailored to our needs enhanced employee performance and confidence whilst maximising margin and overall profitability.”

face courses in sales and people management. We had restrictions in place to ensure their safety and received great feedback about the training. All attendees said it has helped them and we are looking to continue training with the BMF.” Nominated by BMF RM, Alex Clifford, Huws Gray has taken its training to the next level, working with the BMF to develop bespoke training programmes and an inhouse BMF Diploma in Merchant Management group. It has also created its own online Academy Platform with BMF’s training partner Cortexa and has further committed to multiple apprenticeships in the coming year.

“Working closely with BMF has enabled us to design bespoke programmes across the group to meet specific requirements and we have a joint commitment to do much more.” Rebecca Mason, Group Head of HR at Huws Gray Timber specialists, Harlow Bros, joined the BMF in 2019 and quickly demonstrated the value they placed on training, working closely with their BMF RM, David Millward to introduce both online and classroom learning covering product, technical and people skills. Alice Stoney, Head of HR at Harlow, said: “The need for training did not go away during the pandemic. We invested in our newly promoted management team supporting them in their role with face-to-

12 PBM JUNE 2021

Rebecca Mason, Group Head of HR at Huws Gray, said: “We are only just beginning, but Huws Gray training is gaining momentum. Working closely with BMF has enabled us to design bespoke programmes across the group to meet specific requirements and we have a joint commitment to do much more.” Proposed by BMF RM, Richard Jones, the final nominee, LBS, also discovered the value of BMF Campus and is making a significant investment in sales and management training.

Ray Laidlaw, Training Manager at LBS, said: “The uncertainty of 2020 created a series of hurdles but also instigated opportunities for creativity. We reviewed all our training courses, looking at options to future-proof learning throughout the organisation, and investigated ways to complement current courses with tailored ‘bolt–on’ modules. As a result, we launched our brand-new LBS Academy through the BMF Campus. “This Platform has opened the door to a wider variety of online learning for all staff. It has been particularly useful for our 39 Kickstart Scheme Trainees, who each have a six month learning plan accessed through LBS Academy. Alongside this, classroom training with the excellent BMF Essential Sales Course and the BMF Certificate and Diploma in Merchant Management is planned for the year ahead.” The winner will be announced at the BMF Members’ Day Awards Dinner, which takes place after the BMF Members’ Day Annual Conference on 23 September 2021. Whoever wins, each of the nominated merchants are clearly winning in terms of building excellence within their own business. Visit www.bmf.org.uk to find out more about BMF training, or to book your place at BMF Members’ Day. ■ BMF training ranges from formal Apprenticeships and sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

PBM Page Grid_Layout 1 09/05/2021 15:48 Page 1

014_PBM_JUNE21_Layout 1 12/05/2021 11:55 Page 14

Getting back to normal, confidence hits record highs M

erchants’ sales expectations and confidence in April compared to March remained high, and they continued to rise sharply compared to April last year. The underlying theme of the comments was “everything is getting back to some kind of normality”. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 6th and 8th April 2021.

(+56%). Two thirds of those expecting to sell more over the period anticipated growth of more than 20%.

Materials supply Ninety-five percent of merchants in April said that most or all of their suppliers were able to supply them. While this is a significant improvement on April last year (28%), stock shortages, importing issues and long lead times are continuing problems. Sales expectations April’s sales expectations eased compared to March but remained strong (net +53%) — Chart 1. Expectations were strongest among large merchant branches (+89%) and were consistent regionally too, except for the South where they were lower (+39%). Of the merchants anticipating sales growth in April, 53% expected an increase of 10-20% compared to March. A further 14% of merchants expected sales to grow over 20%. Year-on-year, merchants’ sales expectations were up markedly from March’s survey (net +83%), reaching the highest level since the survey began — also Chart 1. More National and Regional merchants (+90% and +89% respectively) expected higher sales than Independent outlets

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.

14 PBM JUNE 2021

Sales expectations for the next three months (April to June) dipped slightly but remain high (net +62%). More large merchants (+83%) expect higher sales than small outlets (+48%). Merchants in Scotland (+75%) are more positive than those in other regions.

014_PBM_JUNE21_Layout 1 12/05/2021 11:56 Page 15

TRENDS MONITOR Three quarters of merchants expecting improved sales, anticipate growth of 10% or more — Chart 2. Merchants’ sales expectations for the next six months have eased slightly since March’s survey but are still strong (net +60%) — see Chart 3. Large branches (+78%) are most positive. Small outlets, those in Scotland and Independent merchants are slightly less so (all +50%).

Year-on-year confidence in the market rose to a new high (net +77%) — Chart 5. Nationals (+87%) and merchants in the South (+86%) were most upbeat. Confidence in their business Merchants’ confidence in the prospects for their own business remained strong in April compared to March (net +59%). Those in the South and Scotland (+69%) were more confident than merchants in the North (+36%). Merchants’ confidence in their own business in April compared to the same month last year rose above March’s record level (net +85%) — Chart 5. Small branches (+93%) and Nationals (+92%) were most confident.

More than four in ten of those predicting an increase in sales over the next six months expect sales to be 10-20% higher. A quarter of merchants interviewed forecast growth of over 20% — see Chart 4.

■

Confidence in the market Confidence in the market softened slightly in April compared to March (net +33%). Large outlets and Nationals (+45%) were most confident. Those in Scotland (+19%) were more cautious.

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 24th in the series, with interviews conducted by MRA Research between 6th and 8th April 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. Download the full report at www.mra-research.co.uk/the-pulse

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

www.professionalbuildersmerchant.co.uk

PBM JUNE 2021 15

PBM Page Grid_Layout 1 09/05/2021 15:52 Page 1

PBM Page Grid_Layout 1 09/05/2021 15:52 Page 2

ADGRIDS_PBM_ad grids_PBM_april_04 12/05/2021 12:15 Page 18

019_PBM_JUNE21_Layout 1 12/05/2021 12:00 Page 19

ROOFING, FLOORING & INSULATION

Peter Wilson, Setcrete Brand Manager, outlines the importance of stocking and selling a full suite of floor levelling products to ensure that merchants can ‘upsell’ their customers to higher margin, premium solutions.

Levelling up agenda L

evelling a floor used to be a simple task for a builder; buy a few bags of latex and job done. These days, the options and applications have progressed. For merchants, the availability of new and special performance options provides the opportunity to upsell to customers because of the benefits these advanced products can deliver. And whilst basic ‘latex’ products remain okay for many situations, specialist products such as 30 minute fast-track options, flexible compounds for use over plywood, and quick-drying ‘deep base’ products allow builders to get the job done quicker or with fewer potential problems. Upselling to these premium products offers higher margins for the merchant and added satisfaction for the builder. Overall, general purpose levelling compounds are still massively popular amongst builders. For many jobs, especially new builds over a standard sand/cement screed and also where the build programme is not particularly tight they will typically be the product of choice.

However, that is not always the scenario facing a builder and they are all too keen to switch to products that can make a job easier and faster — even if those products command a higher price. Saving time and money Overcoming tight timescales or the ability to get a job done and dusted within the same day is precisely one of those instances. Where speed is an issue, the introduction of advanced rapid-drying levelling compounds

www.professionalbuildersmerchant.co.uk

that are ‘walk on’ hard just 30 minutes after application and ready to receive a floor covering in as little as two hours have been a game-changer for builders. These water-mix products rely on the latest cement technology, which sees the water retained in the mixture as it cures, rather than waiting for it to evaporate. As well as truncating the build programme, these fast-track solutions are excellent for minimising the time that areas are out of commission during refurbishments.

PBM JUNE 2021 19

019_PBM_JUNE21_Layout 1 12/05/2021 12:01 Page 20

ROOFING, FLOORING & INSULATION

as non-absorbent subfloors such as quarry tiles, epoxy and polyurethane resins. This adaptability means that adjacent floor types can be levelled in one go using a single levelling compound to ensure a consistent and uniform finish.

Many builders are now latching on to the benefits of exterior-grade levelling compounds to deliver hard-wearing premium patios.

Refurbishment work has also been the driver behind another levelling compound innovation, personified by Setcrete’s 2K Pro. Most levelling compounds require old adhesive residues to be completely removed from the subfloor before it is then primed prior to applying the compound. Setcrete 2K Pro, however, is designed to be applied over old adhesive residues (including bitumen and carpet tile tackifiers), without the need for priming. Avoiding these two, normally necessary, stages in the refurbishment process saves both time and cost for a builder. Furthermore, as the product is suitable for use over most other subfloor types, the same levelling compound can be used throughout a building. When it comes to levelling up adjacent floor areas, such as a new conservatory adjacent to a kitchen or living room, where the screed levels are markedly different, a conventional levelling compound won’t fit

20 PBM JUNE 2021

the bill. These can normally applied up to 10mm or 15mm in thickness. The practical option is to use a specialist ‘deep base’ compound, which is formulated to be applied up to 50 mm thick. Furthermore, such compounds demonstrate impressively fast drying times, being walk on hard from as little as 90 minutes after application and ready for ceramic or textile floorcoverings to be installed after six hours (depending on the ambient temperature) and resilient floorcoverings the following day. Contrast this with trying to achieve the same result in concrete or, indeed, multiple layers of conventional latex. Flexible friend Another application area where conventional levelling compounds are not suitable is the levelling of flexible subfloors, such as plywood. The slight movement of these floors as they are walked on will, over time, result in a conventional levelling compound cracking under repeated loading and unloading until it eventually fails completely. Fortunately, high performance, fibrereinforced levelling compounds have been developed for this very purpose. The tiny fibres in the mix work in a similar way to steel rods in reinforced concrete, holding the cured compound together as it is subject to slight movements in the subfloor. Again, the levelling compound can be applied over a variety of subfloor types, including sand/cement and concrete, as well

Outside edge All of these levelling compounds are designed to be used inside. Over the last few years, however, there has been a trend to create higher spec exterior areas — something that has been given a further boost over the past year as a result of the lockdowns. From providing a perfect base to extend porcelain-tiled interiors — through bifold doors — to an external area such as a terrace or patio to providing a super smooth, hard-wearing garage floor, many builders are latching on to exterior-grade levelling compounds. Providing all the benefits of their internal cousins, specially formulated exterior grade compounds offer a quick and easy way to create a high quality, smooth and level finish that will withstand anything from the rain and frost of a harsh winter to summer temperatures in the 30s. From saving time on the job or being able to meet a specific application need, having the option to provide a builder with a superior product — and in some cases the only product that will work — is a pallet worth stocking. ■ Indicative of its support for the wider merchant sector, Setcrete has recently become a supplier member of the IBC Buying Group. The organisation’s 200+ merchant members can now purchase the supplier’s full range at specially-negotiated IBC buying terms and can also take advantage of its merchant support offer, which includes branded point-of-sale displays, colour-coded packaging designed to simplify product selection, tailored product training for merchant staff and in-branch demonstration days for trade customers. The new agreement follows Setcrete becoming a supplier member of NMBS in 2020.

■ For more about Setcrete’s range of products and support services for merchants, enter the shortcode www.rdr.link/mc009

www.professionalbuildersmerchant.co.uk

PBM Page Grid_Layout 1 09/05/2021 16:10 Page 1

022_PBM_JUNE21_Layout 1 12/05/2021 12:11 Page 22

ROOFING, FLOORING & INSULATION

Safe and sound Annemarie Shotton, National Sales Manager – Merchants & DIY at Rockwool UK, explains how merchants can make strategic ranging decisions and streamline product lines when it comes to insulation, and why stone wool presents one of the safest and sound choices.

xcess stock in branch can have a negative impact on merchant cash flow, which is why steady turnover is key. However, balancing this with ensuring sufficient supply can be complex to navigate. Too little stock and merchants risk not satisfying customer requirements, too much can lead to potential financial exposure. And as the UK construction industry begins to regain traction, contractors rely on merchants to maintain the product supply essential for seamless project progression. With many supply lines under pressure, this can often be challenging. However, identifying areas to simplify the purchasing process and increase capacity without negatively impacting the stock inventory can provide a practical solution. Pin-pointing products that can be used in a variety of common applications is one step towards streamlining stock, with stone wool presenting an ideal target for insulation. The natural power of stone Insulation is, in the majority of cases, specified for thermal performance. That said, insulation is becoming increasingly common in helping projects to meet additional requirements, be that fire protection or acoustic specification. Understanding the requirements of the customer and application can help

22 PBM JUNE 2021

merchants to support their customers’ purchasing decisions in branch, whilst also finding additional ways to add overall value. Stone wool insulation, for example, has the ability to meet fire, acoustic and thermal performance criteria, in one solution. Manufactured from volcanic rock, stone wool is A1 non-combustible — withstanding temperatures in excess of 1000°C. The A1 Euroclass rating also means that it will not contribute to a fire, adding confidence and compliance into the build programme. Additionally, with temperature regulating abilities, stone wool can help reduce heat transfer in homes or buildings. As well as creating a more comfortable internal space for occupants, stone wool insulation has the potential to reduce overall energy consumption and therefore energy bills. With the importance of quality acoustics on the rise, from a sound reduction perspective stone wool insulation also prevents the passage of external noise by absorbing sound waves in its multi-directional strands.

solution to offer customers. It also means fewer products need to be stocked to address a wide range of building or home applications. Suitable for installation across floors, walls, ceilings, lofts and roofs, stone wool insulation presents merchants with an opportunity to build flexibility into inventories by stocking as few as six products to simultaneously meet many performance needs. Satisfying client requirements, without compromising on stocking space, is one way stone wool can help merchants to increase flexibility and value offering for customers. Educating buyers on the benefits of stone wool, whilst understanding the insulation’s far-reaching qualities can help merchants to reap the rewards of a more streamlined product inventory, and as a result, commercial advantage.

Building flexibility into inventories The all-in-one acoustic, fire and thermal performance of stone wool make it a powerful insulation

www.professionalbuildersmerchant.co.uk

022_PBM_JUNE21_Layout 1 12/05/2021 12:11 Page 23

Working with manufacturers To maximise the potential and make more strategic purchasing decisions, merchants should identify manufacturers who will work in collaboration with them — to educate teams and customers on the additional benefits and value add opportunities of stone wool insulation. To understand the advantages of stocking stone wool, in-depth product training should be available to merchant teams, giving them the opportunity to guide customers’ purchasing decisions beyond thermal efficiency.

As well as this, being able to rely on the manufacturer for ongoing customer support is integral. Offering initiatives such as joint marketing support, from digital to in-store collateral, can help merchants to promote the varying benefits of the insulating material and educate customers on the advantages of using one solution for multiple applications. Product availability is also a consideration that should be evaluated when identifying manufacturers to work with. Ensuring the manufacturer can meet product demand and

deliver stock to branches in a timely manner, even with small orders, can help merchants meet client requirements effectively. Customers rely on merchants to help them meet project requirements whilst building time and value into project completion. By streamlining product inventories and communicating the benefits of a single solution for insulation application, merchants can support them to seamlessly meet project needs whilst simultaneously achieving additional performance benefits. Stone wool insulation has the potential to support merchants beyond customer satisfaction, by effectively balancing stock inventory to achieve commercial gain. ■ For more information on Rockwool’s range of products and support services for merchants, enter the shortcode www.rdr.link/mc010

024_PBM_JUNE21_Layout 1 12/05/2021 12:20 Page 24

ROOFING, FLOORING & INSULATION

Brian Bell, Head of Technical Services at Marley Alutec, looks at the key areas of differentiation between aluminium rainwater solutions and alternative systems, outlining his recommendations to merchant sales teams.

Aluminium advantages W hen it comes to specifying a rainwater system, there are a number of factors that installers need to consider, and several different material options to choose from. And with customers regularly approaching merchant staff for advice during the specification process, it is important that staff understand how the different systems can vary in terms of performance and installation. This will ensure installers specify only high-quality rainwater systems that meet their project’s requirements. Durability Rainwater systems are constantly exposed to difficult conditions due to their important role preserving a building from the elements. Cheaper materials with a shorter lifespan can end up being more expensive to

maintain in the long run, regularly requiring maintenance before being replaced entirely. While materials such as PVC are less durable and prone to becoming brittle and cracking, marine-grade aluminium systems possess a functional life expectancy of 50 years or more with minimal maintenance. Alternative guttering systems such as cast iron and galvanised steel also offer greater durability than PVC; however, both materials require regular treatment with corrosive-resistant primers in order to ensure their longevity. Conversely, marine-grade aluminium systems feature a naturally occurring protective oxide layer that prevents corrosion or rust, without the need for treatment. Plus, if the material becomes damaged, this oxide layer automatically reforms to provide

“Marine-grade aluminium offers a lightweight and easy to install solution, which is also incredibly durable.” 24 PBM JUNE 2021

continuous protection. However, ensure you recommend only marine-grade aluminium products, as lower quality aluminium is unable to provide the same level of oxide layer protection and will eventually corrode. Ease of installation While durability is arguably the most crucial consideration for a guttering system, the installation process is also important. Although PVC gutters can be appealing due to their light weight and ability to ‘snap’ together at the joints, durability suffers as a result. In contrast to this, cast iron guttering solutions offer a higher level of durability, but are heavy, inflexible and often require multiple specialist installers and tools to ensure the system has been fitted correctly. For installers, marine-grade aluminium offers a lightweight and easy to install solution, which is also incredibly durable. Providing excellent strength to weight ratio — up to 65% lighter than cast iron — there are also ‘snap fit’ aluminium solutions for quick and simple jointing that are easy to handle and install. Sustainability With the construction industry’s continued focus on environmental impact, and many

www.professionalbuildersmerchant.co.uk

024_PBM_JUNE21_Layout 1 12/05/2021 12:21 Page 25

losing its quality. In fact, an estimated 75% of all aluminium ever produced is still in use today. In comparison, PVC and cast iron solutions can be recycled but there is a loss in quality unlike aluminium.

homeowners also seeking more sustainable solutions, a growing number of installers will be looking for systems that can be recycled when they eventually reach the end of their usable lifespans. As one of the most sustainable building materials currently on the market, aluminium is infinitely recyclable without

Aesthetics When specifying a guttering system, its aesthetic as part of the wider project is often taken into account. Merchants are ideally positioned to help find the exact colour finish needed. With some manufacturers able to provide colour plates on request, the recommendation process is made even easier. For customers that are looking to effectively maintain the colour and gloss of their aluminium guttering systems, architectural grade polyester powder coating paint (PPC) can do just that as it offers

www.professionalbuildersmerchant.co.uk

unrivalled colour stability and excellent colour retention. Added value The design of some bespoke guttering systems can be a complex task and additional support over and above that which a merchant can provide. Manufacturers such as Marley Alutec are on hand to provide technical support and site visits when needed. From water run-off calculations to flow rates to practical advice, it is crucial that merchants have the backing of a trusted manufacturer with adequate customer support when recommending its products. ■ For more information on Marley Alutec’s extensive range of marine-grade aluminium products, enter the shortcode www.rdr.link/mc011

JANUARY 2016 PBM 35

ADGRIDS_PBM_ad grids_PBM_april_04 10/05/2021 09:04 Page 26

027_PBM_JUNE21_Layout 1 10/05/2021 17:11 Page 27

PROFESSIONAL

BUILDERS MERCHANT ADVERTORIAL SUPPLEMENT

JUNE 2021

JAMES LATHAM The natural choice for timber, panels & decorative surfaces

www.lathamtimber.co.uk

027_PBM_JUNE21_Layout 1 12/05/2021 16:21 Page 28

ADVERTORIAL SUPPLEMENT

James Latham – the Natural Choice How well do you know us? It’s a question we recently asked our customers and were rather surprised by the response.

t’s fair to say James Latham, with our striking purple and green livery, sits among some of the most recognised names in the construction sector. Founded in 1757, it would be easy to assume that people know all there is to know about our business. But our research showed whilst many people know the company name or branding, there’s much less awareness of the full breadth of the product range and what Lathams can do for builders’ merchants. For example, many buy timber from us, but don’t know that we sell panels or decorative surfaces. Conversely many panel customers don’t know about our timber offer. That lack of awareness gets even deeper when we move into door blanks, laminates and veneers, cladding, mouldings, solid surfaces, technical panels or even acrylics and thermoplastics! James Latham operates from twelve distribution depots throughout the UK & Ireland, plus a number of other locations housing functions that provide specialist services such as cladding and mouldings and bulk direct timber supplies. The company prides itself on being innovators and are often ‘first movers’ in the market. This is borne out by a number of industry firsts: • the first UK timber importer to set up a panels business in the early 1900s. • the first stockist to take delivery of Medite MDF in the UK. • the first importer to stock TRP plywood from Weyerhauser. • the first timber distributor to set up

28 PBM JUNE 2021

dedicated Architecture & Design showrooms. The Latham way is to always be ahead of the pack. For merchants, this pioneering approach holds many benefits. Throughout our depot network, we hold stocks of such a broad spectrum of product that you should never need to turn your back on a sales opportunity. These include the latest timber technologies such as WoodEx engineered wood and Accoya — a naturally modified, sustainable softwood with a 50-year external warranty — through to Garnica Ultralight, an 18mm plywood sandwich panel featuring an XPS core; and UPM Grada, a thermoformable plywood which can be heated and bent in a matter of minutes. Our products are a key part of our success, but what truly sets us apart is our service. Many of our depots operate a 24hour schedule, meaning our lorries have more time on the road and you (and your customer) have less time waiting for materials. Whilst the depots break bulk loads delivered from manufacturers to send you just the quantities you need, our LDT (Latham Direct Timber) division do exactly the opposite and can bring you bulk loads, directly from the port should you wish. For even more convenience, our team at Dresser Mouldings (part of the Latham Group) offer both off-the-shelf and bespoke mouldings in a variety of materials, as well as timber machining and in-house coating services. But the driving force behind this service is

our people. Whilst we are developing a strong roster of young, fresh blood in our mix, we also have many employees that have been within the timber sector (and indeed our company) for 20, 30 and even 50 years in some cases. This experience means we can provide expertise and support unparalleled within the industry. No matter how awkward the demands of your customer, you can rely on us to help. An innovative mindset, nationwide coverage, rapid deliveries, huge stocks, vast experience, the latest materials and a desire to make life easier for builders’ merchants... Welcome to James Latham! ■ For more information, enter the shortcode www.rdr.link/mc012

027_PBM_JUNE21_Layout 1 12/05/2021 16:21 Page 29

Looking beyond Brexit... Andrew Wright, Managing Director at James Latham, shares his observations of the impact Brexit has been having on the industry.

here has been a great deal of commentary around issues related to Brexit, with uncertainty on customs entry procedures, additional administration, duty, shipping and transportation costs and the inevitable delays all being well publicised. Research from The Chartered Institute of Procurement and Supply found that 45% of companies had experienced longer lead times for products. This is against a backdrop of falling imports more generally — ONS figures at the beginning of the year showed a drop of nearly 30%, although this did start to improve in February. The signs are that importers and manufacturers are still trying to adapt to new customs requirements. There is the added difficulty of the global pandemic, during which time the sector has seen a dramatic swing in demand for materials. Subsequently construction — and therefore demand — has been steadily recovering as lockdown restrictions have loosened; combine this with a backlog from the earlier slowdown in production volumes, and global supply lines for some commodity products are being thoroughly tested. As you would expect, James Latham planned ahead, taking measures to prepare for the UK leaving the EU as soon as the result of the vote was announced. While this involved significant investment and planning before we knew the shape of any deal, we did

not want to get to the end of the Brexit process and find ourselves unable to continue to source stock from our key suppliers in Europe. A major part of this was setting up a specific team focused on our supply chain management. This included a new position on the Lathams Limited board for Steve Frommont as Supply Chain Director. The team audited our existing relationships, import processes and our customer’s expected future requirements. From there, we developed a response based on risk assessment and focused on maintaining the uninterrupted flow of goods to our depots and customers leading up to and throughout the Brexit transition. Our supply chain team is now eleven people strong and has worked extremely hard to secure a set of accreditations demonstrating our compliance across a range of factors. One of the most important aspects was obtaining Authorised Economic Operator (AEO) status. A mark of quality, it is awarded by HM Revenue & Customs to recognise businesses with a strong track record of high standards when it comes to imports and exports. The benefit is a faster customs authorisation process with simplified paperwork, meaning our stock is not held up at borders. As well as being recognised by the EU, this status is also part of agreements with China, Japan and the USA.

www.professionalbuildersmerchant.co.uk

The supply chain team have worked particularly hard throughout the period, successfully navigating the business through new documentation procedures whilst maintaining the flow of product from our key suppliers into the business and avoiding significant disruption at the ports. During this unprecedented period we have continued to work very closely with our key suppliers, building on the excellent relationships with our supply chain partners to help ensure that we can maintain a seamless supply of product to our regular customers. Flexibility remains our priority in the months ahead as we emerge from the pandemic and things become clearer. However, we believe that we have the right strategy and experienced teams in place to continue serving the market. ■ To watch a short video on James Latham’s post-Brexit supply strategy, enter the shortcode www.rdr.link/mc013

PBM JUNE 2021 29

027_PBM_JUNE21_Layout 1 12/05/2021 16:21 Page 30

ADVERTORIAL SUPPLEMENT

Clad tidings… While there has rightly been bad press for some cladding types recently, at Lathams we have seen a 70% increase in enquiries in the last 12 months.

ladding is hugely versatile. Available in a range of materials, styles and finishes it is a great way of putting the finishing touches to a project. And it seems that it has never been as popular as it is now. The majority of these enquiries are split between two uses — adding or replacing decorative cladding on homes, or for the exterior of new garden rooms with the latter being driven by a response to the Covid pandemic as people create new spaces for work or leisure at their homes. In fact, the UK garden building market is predicted to be £325m by 2025. It is an area that builders’ merchants are well placed to capitalise on. But, what to stock? As a business with a long history of supplying cladding we have noticed a big shift in what people are looking for. Traditional cladding styles such as western red cedar are being replaced by more contemporary options — and there is greater focus on performance, longevity, maintenance and ease of installation.

30 PBM JUNE 2021

Here are three products that we think are among the best on the market: Finish Line Collection The Finish Line Collection is the result of an exclusive partnership between Lathams and Accoya Timber, timber engineering

company Dresser Mouldings and Canadian coating specialist Sansin. The Accoya provides a strong foundation for the product. With a warranty of up to 50 years when used above the ground, it is a natural fit for cladding. It is well known for its durability due to the natural modification

027_PBM_JUNE21_Layout 1 12/05/2021 16:21 Page 31

It is a completely toxin-free process, using only heat and water vapour, and sees the cell wall structures of the wood changed. This creates a weather- and rot-resistant product that is durability class 2, meaning customers can expect it to last between 15-25 years. The thermal treatment creates a uniform dark colour and enhances the wood grain. It results in cladding that is free of defects and has a smooth finish. Available in lengths of up to five metres, it provides an excellent cladding option.

process (acetylation) and its performance rivals hardwoods. The manufacturing process sees the Accoya wood profiled, surface finished and coated by the team at Dresser Mouldings. This creates a key on the timber’s face, with tiny variations in texture allowing Sansin’s ultra-low VOC coating to penetrate beneath the surface of the timber. The advantage is that this helps to bind it to the cells and prevents peeling and cracking. The cladding arrives on-site factory finished, front, back and ends, effectively encapsulating the timber in a breathable envelope. It is exclusive to Lathams and

comes in 12 unique colours that can be finished either brushed or sanded, the latter creating a distinctive two-tone effect. Noawood Noawood offers a more traditional appearance, but with no less technical attributes. The cladding uses Malaysian Meranti timber that has been thermally modified. The process sees the timber kilndried to temperatures above 170°C and pressure between 6-9 bar. The 30-hour process reduces the final moisture content to around 4-6%, resulting in enhanced dimensional stability and a lighter weight.

EasyMEG There is also a high-performance option for those who want an alternative to timber. Brand new to the UK market, EasyMEG has been developed by Abet Laminati. An external Compact Grade Laminate (CGL), EasyMEG is simple to install and is available in 3000 x 208mm strips rather than large panels. CGLs are very robust decorative laminates. They consist of layers of decorative papers impregnated with thermosetting resins and treated under high pressure. The process results in a solid, compact and long-lasting material that is easy to maintain and offers good weather and moisture resistance. Installed using an invisible fixing method, think of them almost like high quality laminate flooring but for exterior walls. Maintenance free, colourfast, impact resistant and available in a wide range of flat colours and wood grain effects, they are perfectly suited to the domestic market. All products above are either available for immediate delivery or on very short lead times from your local Lathams depot. It means that you do not need to stock them, but can benefit from this rapidly emerging market sector. ■ For more information about our cladding ranges, enter the shortcode www.rdr.link/mc014

www.professionalbuildersmerchant.co.uk

PBM JUNE 2021 31

027_PBM_JUNE21_Layout 1 12/05/2021 16:22 Page 32

ADVERTORIAL SUPPLEMENT Phil Lomas has recently been appointed General Manager of Lathams’ specialist timber manufacturing division Dresser Mouldings. Here, he shares his thoughts on the industry.

Q&A Q A

How did you get into the industry and to your current position? I’ve built a track record of improving operations in a range of sectors, including wholesale and retail. But, it was my manufacturing experience that led to me being headhunted by a global timber importer, who needed to overhaul their business. I’ve now joined James Latham to oversee the development of the bespoke wood machining offer, with the objective of being the number one brand in the industry.

Q A

How do you feel the industry has changed in recent years? The industry has changed more in the last five years than the previous 15. Improvements in sustainability, innovation and lead times have accelerated. I’ve witnessed many different skill sets become accepted into what has been a traditional sector. This includes marketing — an area that was lacking. The timber industry has been slow to adapt to digital, but is beginning to embrace the opportunity. Lathams are at the forefront of that charge. Covid is accelerating this, and we’ve shifted to a digital first mindset, including adding a

virtual sales process. This is more convenient and flexible, increases our access to market and connects our experts more effectively with customers. We’ve also focused heavily on our product portfolio, adding exclusive ranges, high-performers and innovative materials to provide greater choice. We’re recruiting heavily, so confidence is high.

Q A

In addition to Covid, what are the particular challenges currently facing the company? The timber industry often has times when it’s difficult to source and import materials. This is among the worst periods the industry has seen, especially when it comes to price volatility. That said, Lathams has been largely unaffected thanks to a fantastic supply chain team with great relationships and robust business processes. In advance of Brexit, Lathams secured Advanced Economic Operator status. A mark of quality for imports and exports, it means that our goods aren’t facing delays, significantly reducing any negative impacts.

And looking to the challenges facing the merchant sector?

“The best businesses will embrace online platforms, trade ethically and champion environmental impacts, while maintaining their key strengths such as supplier relationships and breadth of product availability.” 32 PBM JUNE 2021

The merchant sector is well positioned for growth postpandemic. The best businesses will embrace online platforms, trade ethically and champion environmental impacts, while maintaining their key strengths such as supplier relationships and breadth of product availability. Indeed, sustainability is critical to the merchant sector, as it is for all industries. A change in the US administration has raised awareness, and increased focus is inevitable. My interactions with different business in the UK tell me that sustainability is being taken far more seriously in organisations of all sizes.

Q A

What would you say has been your biggest career achievement so far? Being part of the turnaround at Richard Burbidge, a 150-year-old business, stands out. It is a similar challenge now, to take Dresser Mouldings, an already successful business, and grow it to the next level and make it an even stronger part of the Lathams group.

Q A

And finally, how do you see the next few years shaping up? It was an easy decision to join Lathams because of the reputation and professionalism associated with the business. Andrew Wright and the team want to transform the way things are done and create a more modern and sustainable industry. With significant investment and recruitment taking place, there is a fantastic opportunity to develop its service offer and product portfolio, alongside a serious commitment to be the industry leader in specialist timber manufacturing.

027_PBM_JUNE21_Layout 1 12/05/2021 16:22 Page 33

Products and so much more…

Throughout this supplement, we’ve introduced you to a broader view of what Lathams do and can offer the merchant. We’ve covered our product sets pretty well, but as we’ve mentioned previously there’s more to us than just the products we sell. We like to be progressive and think ahead, meaning we often differ from the role of ‘regular timber distributor’.

e have a number of divisions within our business that may not be well known but can contribute to your success as a merchant. Below we shine a spotlight on some of them: The latest member of the Latham Group family is Dresser Mouldings, a long-standing manufacturer and supplier of architectural and specialist carved mouldings. Available via the Latham depot network, Dresser provides ‘off the peg’ items such as stair parts and handrails, skirting boards, architraves and other decorative mouldings. As well as the core product range, Dresser also offer a bespoke timber mouldings service, with full CAD, template and tooling facilities on site, should your customer have a need to match something existing. And, once the manufacturing process is complete, it also offers a range of finishing options including bespoke profiling, spray finishing and vacuum coating, and final assembly. This service covers all products from cornices to claddings, offering a one-stop shop that can provide additional revenue for merchants looking for something different. Then there is Lathams Direct Timber (LDT) which offers a solution to one of the major issues merchants have — getting the products they need, when they need them. LDT is one of the UK’s largest hardwood timber importers. It was set up by Lathams

to provide customers with easier access to bulk hardwoods and softwoods, offering landed stock direct from the port. This means that products are readily available and clearly priced, without the need to worry about shipping and customs requirements. The impact of Brexit has meant a whole new administration process, leading to delays and additional costs. LDT is set up to remove that issue for merchants and provide a reliable, dependable bulk timber delivery service. A range of popular varieties from all over the world are available via LDT including Iroko and Sapele (Africa), Cherry, Maple and Red Oak (North America) and Jelutong, Meranti and Keruing (the Far East). The company has also just expanded this operation into Southern Ireland, with a depot based in Naul, just outside Dublin. Finally, Advanced Technical Panels (ATP) offers a range of solutions for the more unusual and demanding panel applications. From non-slip, coated and laminated plywood for applications varying from staging, temporary walkways and vehicle bodies to children’s play areas, access tower platforms and trench covers, ATP offers a product range and additional CNC and machining services to suit every need. In addition to timber-based panels, ATP also offers a range of thermoplastics, polypropylenes and acrylics ideally suited to

www.professionalbuildersmerchant.co.uk

today’s Post-Covid world. In fact, one of the best sellers this year has been Acrybright®, clear acrylic sheeting for hygiene screens and social distancing applications! Not something most people would associate with a ‘regular timber distributor’… ■ For more information on James Latham’s full service offering, enter the shortcode www.rdr.link/mc015

PBM JUNE 2021 33

PBM Page Grid_Layout 1 10/05/2021 09:06 Page 1

035_PBM_JUNE21_Layout 1 12/05/2021 12:26 Page 35

ROOFING, FLOORING & INSULATION KLOBER RANGE EXTENSIONS Based on recent customer insights and home improvement trends, Klober has revealed a number of range extensions to offer its distributors and contractors more choice. For instance, the GRP Secret Gutter joins the existing PVC version, and is said to be well-suited for dormer conversions due to its ability to provide a secondary line of defence against wind driven rain at wall abutments. In addition, available in black and perforated for ventilation, the new 6m Dry Ridge Kit is suitable for clay and concrete applications. Finally, in response to demand for more solutions that are quick and easy to install, Klober’s eaves ventilation offering now includes more sizes of its 3-in-1 Eaves Vent Pack.

For more information, enter www.rdr.link/mc016

YBS INSULATION £250,000 FUNDING PACKAGE Securing the finance from the Midlands Engine Investment Fund East & South East Midlands Debt Finance Fund, managed by Maven Capital Partners, YBS Insulation has received a £250,000 loan to progress its growth plans. The business will use the funding to invest in new production machinery to increase its output capacity, as well as strengthening its sales and marketing function, enabling YBS to generate new business opportunities by enhancing its digital presence and improving its e-platform.

Head to www.rdr.link/mc017 for the latest news.

EVERBUILD REFRESHED ROOFING RANGE Everbuild, a Sika company, has refreshed its roofing range and given some of its most popular solutions a new look. For example, new packaging has been introduced across several product lines including the full Black Jack range of bitumens and flashing tapes, Everbuild Liquid Roof, Evercryl One Coat and Evercryl Emergency Roof Repair. The new branding benefits from clearly displayed product information and an eye-catching and easily recognisable style which will help consolidate the different products and sub-brands within Everbuild’s roofing range. The new-look products will be rolled out throughout the year.

Further details can be found via www.rdr.link/mc018

MARLEY ROOF DEFENCE SYSTEM Described as being easy-to-install, Marley’s new roof fire barrier has been launched to help prevent the spread of fire between adjoining properties. Providing full fire protection from one roof to the next and achieving up to a 60-minute fire rating, it can also be used as a fire barrier in large roofs, or as a fire break in buildings such as schools, care homes and hospitals. The Roof Defence system comprises a double intumescent seal, with an inverted T design, that can simply be installed under tiles and between roof battens to close all gaps in the event of fire. It is also backed up with a free 15-year warranty.

Want to know more? Enter the shortcode www.rdr.link/mc019

SUPERGLASS ENVIRONMENTAL BENEFITS Superglass is highlighting the sustainability benefits of its glass wool insulation, noting that its products “naturally save energy in use” by helping buildings retain heat and create more comfortable living environments. In addition, the company says that, over its lifetime, its insulation will save far more energy than is used in making and transporting it. The business describes itself as ‘climate positive’, looking to do more than just cancelling out the effect it has on the planet. Its glass wool insulation is all made from consumer waste glass, which reduces waste and saves valuable resources, whilst its finished products are then compressed to significantly cut down the packaging needed, saving space and weight to increase transportation efficiency and reduce delivery miles.

ARIEL COROVERGE UNIVERSAL DRY VERGE SYSTEM The Coroverge Universal Dry Verge dry fix roofing solution from Ariel Plastics is described as being easy-to-fit and fully compatible with a range of roof tiles. The system provides a mortarless finish at roof verges on new build and retrofit projects with the dry fix solution said to offer a hard-wearing, durable and attractive finish to the roofline without the inconvenience of using mortar bedding. To assist each outlet in selling the Coroverge Universal Dry Verge system, merchants can also benefit from a free Display Unit with every stock order.

To view an informative video on the Dry Verge system, use www.rdr.link/mc021

Enter www.rdr.link/mc020 for more, including a brief video.

www.professionalbuildersmerchant.co.uk

PBM JUNE 2021 35

PBM Page Grid_Layout 1 10/05/2021 09:15 Page 1

037_PBM_JUNE21_Layout 1 12/05/2021 12:32 Page 37

TIMBER & JOINERY

Money, Money, Money… David Hopkins, CEO of the Timber Trade Federation, looks at the links between reputation, value and selling timber products

his year marks 45 years since Benny Andersson and Björn Ulvaeus produced the ABBA song ‘Money, Money, Money’. The “rich man’s world” of the 21st century still depends to a certain extent on downright wealth, but in our world of trading in timber products, generating long-term value is about maintaining a reputation for reliability and knowledge, coupled with legendary customer service. Reputation is a valuable financial asset, albeit an ‘intangible’ one. Indeed, the 2021 Reputation Dividend report reveals that £1 in every £3 of FTSE 350 company market value can be traced back to corporate reputation. And in the top ten listed companies, corporate reputation contributed to 49% of those companies’ market capitalisations. If reputation is that big an asset, it serves everyone in business to guard their reputations well. The safeguarding of reputation through delivering accurate product information, provided by provablycompetent people, is one of the central

tenets behind the Code for Construction Product Information, or CCPI. Many of us will remember the old TV campaign about advertising being ‘legal, decent, honest and truthful’. It’s only right that the same should apply to the information about timber products that we all share with each other across the supply chain, and with customers at the end of it. The CCPI underlines the need for product claims to be verifiable, and information provided to customers to pass five ‘acid tests’ — of being clear, accurate, unambiguous, up to date, and accessible. So what has all this got to do with timber products? Merchants sell timber and wood products based on a combination of knowledge and customer service. Your reputation is balanced between your ability to offer the right product for the job and your ability to supply product or offer suitable alternatives. But what if those products are not correctly described? Post-Grenfell, the accuracy of product descriptions matters across the board as the construction sector

www.professionalbuildersmerchant.co.uk

seeks to re-establish its wider reputation. Customers automatically view you, the merchant, as the expert. If you say a product is suitable for use in ground contact, such as a ‘sleeper’ for example, customers don’t normally have the expertise to question your judgement. It’s only when the product doesn’t last, or worse in the case of structural plywoods, fails in use causing an accident on site, that there is any come-back. Avoiding potential problems in the first instance by providing correct information about the level of preservative timber treatment in the product, or the correct grade and glue bond in the case of plywood, has to be the better business option. It reinforces your local reputation and drives

PBM JUNE 2021 37

037_PBM_JUNE21_Layout 1 12/05/2021 12:32 Page 38

TIMBER & JOINERY

recommendations, potentially expanding your customer-base and your future sales. As the CCPI begins to roll out across the construction products sector, all of us

should take another look at how we describe, market and sell wood products. Can we justify calling something ‘ecofriendly’? If so what data is there to back

■ The Timber Trade Federation reports that the recovery in import volume seen in the second half of 2020 continued in January 2021 with timber and panel imports 12% higher than in January 2020. For example, the volume of solid timber and panel products imported in January 2021 totalled 895,000m3, a 100,000m3 rise from January 2020’s total imports of 795,000m3. When comparing January 2021 with January 2020 the statistics revealed that among the individual product categories: • Softwood import volumes rose by 22% (530,000m3). • Hardwood import volumes fell by 5.5% (38,000m3). • Softwood plywood import volumes rose by 24% (82,000m3). • Particleboard import volumes fell by 42% (41,000m3) • OSB import volumes rose 135% (58,000m3). • MDF import volumes fell by 22.5% (60,000m3)

The increase in import volumes comes amidst a resurgent housing market, with housing starts up by 26% in England in Q4 2020 as compared to Q4 2019. Exclusively to TTF members, the full monthly report highlights the stories behind these statistics, including a focus on panel product imports over the last five years. David Hopkins, TTF CEO, said: “Our latest statistics reflect the determination of our members to match supply to demand, with a growth in overall wood product imports amidst a competitive international market which is keeping supply tight the world over, and a surge in construction in the UK. “This growth is being supported by a buoyant housing market, a government eager to invest, and consumers choosing to spend money saved during the pandemic on home improvements, with some £160 billion saved during the last year.”

38 PBM JUNE 2021

up that claim? Can we say that something is ‘recyclable at the end of its life’? Have we done our due diligence to make sure that is the case, for example with composite wood-plastic products? And when was the information we’re giving last updated? Did someone knowledgably-senior sign off the use of that information? Do we have systems in place to check that? If we offer a guarantee or warranty, for example on preservative-treated timber decking, CCPI suggests that we should be able to back up that guarantee with further information on what is included or excluded, the conditions under which the guarantee is valid, and visibly signpost how to claim against that guarantee. Are we, for example, using the correct terminology when we sell preservativetreated softwoods — grouping the applications into the right Use Classes, not simply stating that the treatment is ‘green’ or ‘brown’…? At TTF we are encouraging all members to check the information they provide to colleagues in the merchant sector, and to document the competence of the people delivering that information to you. Without going, as ABBA did in the song, to ‘Las Vegas or Monaco’, we can ensure the riches of our trade are passed on in the form of value-generating ‘timber you can trust’. Working together we’ll achieve dividends whilst satisfying the aspirations of the CCPI. ■ For more information from the Timber Trade Federation, enter the shortcode www.rdr.link/mc022

www.professionalbuildersmerchant.co.uk

ADGRIDS_PBM_ad grids_PBM_april_04 12/05/2021 08:49 Page 39

040_PBM_JUNE21_Layout 1 12/05/2021 12:49 Page 40

TIMBER & JOINERY Many customers are deciding to construct home or garden offices as a direct result of the shift to home working. Howard Morris, Managing Director at Trade Fabrication Systems, explains how merchants can capitalise on this market growth by collaborating with offsite processing partners to develop a complete solution for cladded, timber frame structures that deliver practical office spaces.

Garden office growth O

riginally driven by health and safety concerns, the number of individuals who work from home has risen over the last year. That said, it also looks to be a catalyst for change to the long-term way of working for many, with businesses starting to consider permanent flexible working or hybrid models. While many have welcomed working from home as a benefit, it is not without its challenges, with frequent reports from individuals finding the work-home-life balance difficult to achieve. As a result, garden office demand has grown exponentially as an efficient solution to draw a clear distinction between the two. Due to timber’s versatility, ease of construction and cost-effectiveness, it has rapidly grown in popularity for use in garden offices. Consequently, merchant enquiries are on the rise for timber frame structures and components that can easily satisfy home office requirements.

40 PBM JUNE 2021

Identifying an opportunity to embrace this influx in demand, merchants can be on hand to directly support customers to seamlessly facilitate these new spaces by working with offsite processing partners to offer the complete solution. Taking timber processing offsite Offsite processing partners work in close collaboration with merchant teams, helping them to enhance product offerings by taking methods traditionally finished on-site, offsite. Particularly useful when considering the demand for garden office spaces, merchants can offer an encompassing solution that drives efficiencies and adds value for the end-user. Capitalising on garden office demand, merchant teams can work with customers to identify the exact specification required for the office space, and complete the majority of the finishing work offsite. Once the details are finalised, merchants can supply blank

substrates to processing partners who will pre-finish the products to exact specification in a quality controlled, factory environment. While this process improves the overall quality and saves time and money for the end-user, it also gives merchants the opportunity to gain a competitive advantage by supplying the complete solution to garden office spaces. Enhancing product offering Offsite processing enables merchants to offer customers a wide variety of pre-finished timber materials that can be applied for both decorative and performance benefits, without impacting on stock inventory. Types of finishing methods include: • Tongue and groove machining for mdf panels • Interior and exterior decorative and performance cladding • Priming

www.professionalbuildersmerchant.co.uk

040_PBM_JUNE21_Layout 1 14/05/2021 00:43 Page 41

Photo Credit: Sarah Bromley

• • • •

Pre-finished coatings (any RAL colour) Preservative Coatings/Stains Precision machining capabilities Euroclass B fire retardant coatings

Giving customers increased levels of choice, offsite processing supports merchants teams to develop commercial value, by offering products that are cost-effective, high-quality and save valuable time overall. When considering garden office construction, merchants can provide pre-finished timber substrates for all applications. From durable and attractive external cladding that has been third-party tested for weather performance, or grooved interior panels, customers can be supplied with the building blocks to a robust garden office solution that seamlessly meets demand requirements. Adding value for merchants and customers Specialised processing partners tend to operate strictly within the business-to-business space, non-competing processors work alongside merchants to add the most value to substrates. Merchants can transform their existing product offering, without impacting on stock inventory by housing a range of blank substrates that are also suitable for pre-finishing processes. This also means that merchants retain the purchasing power of raw and blank materials and therefore can be confident that their timber substrates will meet their customers’ usual expectations. Whilst this is imperative to safeguard substrate quality, ensuring merchants and customers get the most value from the collaboration consideration must be given to quality assurances and processing standards. By identifying partners who operate to industry best practice, such as ISO 9001:2015, and are members of trade associations that evaluate overall product delivery for application, can help to ensure merchants can rely upon them to deliver to specification. As the home has been the only constant for many over the last year, garden office spaces present a solution to retain this continuity while achieving work-life balance. Helping to maximise on this growth opportunity and encourage commercial gain, merchants who embrace offsite processing have the potential to support customers to complete projects to a high quality in a cost and time-effective way. Moreover, offsite processing can help merchants to alleviate stock pressures beyond garden offices and could become a solution that satisfies all timber requirements by increasing choice, value and quality. ■ For more information on Trade Fabrication Systems’ full range of merchant support services, enter the shortcode www.rdr.link/mc023

PBM Page Grid_Layout 1 10/05/2021 09:19 Page 1

043_PBM_JUNE21_Layout 1 12/05/2021 12:57 Page 43

TIMBER & JOINERY

Simplifying timber supply There’s a lot for merchants to navigate in the complex world of procuring timber — from ensuring it’s always legally and ethically sourced to maintaining stock levels during the current shortages. John Dowd, Specialist Timber Category Director at International Timber, discusses what merchants need to know about the current market.

s a sustainable and versatile material, timber is always in demand. But there’s a lot that goes on between harvesting and supplying the finished product which ensures that the timber is ethically sourced and can be traced back to its origins. Everyone involved in the supply chain is accountable for ensuring that timber is responsibly sourced. After all, timber is undoubtedly an outstanding, low carbon material — but only if it’s been procured in a sustainable way. So, what steps do merchants need to take and how can they protect themselves, especially when there’s conflicting best practice guidance, stock shortages and new Brexit red tape which makes it feel like the playing field is constantly changing. To begin, anyone who trades timber should seek to purchase it from sustainable sources aiming for full Chain of Custody (CoC) certification. For example, the Forest Stewardship Council (FSC) scheme ensures that the forests which produce the timber are well cared for and can continue to play their role storing carbon. When it comes to timber, to reduce your environmental impact you should use and

work alongside credible companies that have responsible procurement policies and the evidence to show they are following them. This also applies to being members of our trade body, the Timber Trade Federation (TTF), as it is a strong ally of the industry. By purchasing CoC from a TTF member, you can ensure you are buying a product from a legal and wellmanaged source. However, it’s important to note that while using certified timber from the major responsible sourcing schemes does significantly reduce the likelihood you’ll end up with illegal timber, it doesn’t replace the importance of the due diligence process merchants should be completing. Due diligence simply refers to the policies and procedures which demonstrate you are operating transparently and doing your part to support the traceability of timber in the supply chain. This could include staff training, ensuring the product is certified, obtaining evidence that the species have indeed come from the declared country, state/region and concession, as well as completing a background check on any risk factors and keeping a record of sale and purchase for at least five years.

www.professionalbuildersmerchant.co.uk

The new Brexit trade agreement, which say there are no tariffs or quotas on the movement of goods between the UK and EU, outlines the ways that all importers need to follow import procedures and due diligence. Everyone who trades with timber should actively engage with these rules as it is the most reliable way to prevent illegal timber being sold within the UK and Europe. To complicate the ethical sourcing of timber, many merchants are also feeling the effects of the current global shortages which have reduced the availability of certain species and increased lead times across the board. Covid-19 has caused widespread and major disruption to US forest exports, for example, with production hindered by lockdowns, business closures and production stoppages. In fact, in the last 18 months, production is down by as much as 40% in some regions, impacting major species such as White Oak and Red Oak.

PBM JUNE 2021 43

043_PBM_JUNE21_Layout 1 12/05/2021 12:57 Page 44

TIMBER & JOINERY

And North America isn’t alone. In West Africa, there are two-month delays in documentation processing at country borders. Meanwhile in Europe, the cost of

raw materials and logistics is rising, with many hauliers choosing not to travel to the UK or if they do, returning empty to avoid customs delays.

■ International Timber has become the newest affiliate partner of The Joinery Network. This partnership will see The Joinery Network provide specialist training and certification to joiners and manufacturers on OH Industri products, of which International Timber is the sole UK distributor. The range includes exterior-grade door blanks and an insulated panel range which can provide savings on production time and enable external doors to be fully compliant with future U values dictated by Part L of the Building Regulations. Moreover, The Joinery Network has tested the door blanks and insulated panels to meet PAS 24:2016 and now Secure By Design (SBD). In addition to ensuring industry standards are upheld, the collaboration will also aim to support merchants, joiners, architects and manufacturers in the UK via webinars, regional events and with customised sample packs. Will Frost, National Product Manager for Engineered and Laminated at International Timber, said: “I would encourage anyone in the sector who is looking to use innovative quality, engineered timber materials to sign up to the specialist training to become certified in using OH Industri products.” Owen Dare, Founder Director of The Joinery Network, added: “We are incredibly pleased to welcome International Timber to our co-operative. The Joinery Network was set up to bring together a complete range of products, services and support for timber windows and doors manufacturers and installers. There is a significant demand in the industry for a certified, fully tested and superior timber system, and we’re delighted to be playing our part in rolling out quality training to help organisations achieve this.” For more information on The Joinery Network, enter the shortcode www.rdr.link/mc024

The shortages are likely to last until summer and beyond, though it’s important to note that supplies are available but just require longer lead times. At International Timber, we are adapting to all supply situations and are confident of covering customer requirements to offset these issues. To confidently overcome these issues, merchants need to stay up to date with the latest guidance and work alongside quality suppliers/importers who understand the market and its changing conditions. It may seem like there is a lot to consider, but it’s all essential to prevent the damaging use of illegal timber and protect everyone in the supply chain. ■ For more information on International Timber’s range of products and support services for merchants, enter the shortcode www.rdr.link/mc025

PBM Page Grid_Layout 1 10/05/2021 09:22 Page 1

046_PBM_JUNE21_Layout 1 12/05/2021 13:04 Page 46

TIMBER & JOINERY JAMES JONES & SONS LOCKERBIE SITE OAKIO EXTERNAL CLADDING

With 95% of its boards made from reclaimed oak and other recycled products, Oakio external cladding is now available in the UK and its range is said to offer a low-or-no maintenance upgrade to timber and PVC cladding, as well as an alternative to hanging tiles. The 3.6m length boards come in nine natural wood finishes including top selling grey in both dark and light shades. The company says there is no need to paint, stain or seal the boards and also that there is no risk of warping, splintering or fading. Reportedly easy to install, the cladding can be fixed both horizontally and vertically. With products also suitable for applications such as decking and fencing, Katie Morley, MD at Ronjack, the UK’s sole supplier for Oakio, said: “Oakio is different from other products — the name comes from the primary component being reclaimed oak (and) it gives a more natural finish that homeowners want, and it is super hardwearing as well.” To ensure nationwide delivery, Oakio is building a network of merchant partners to cover the whole of the UK.

For more details enter the shortcode www.rdr.link/mc026

Already billed as the “showcase sawmill within the James Jones Group”, investment in a new visitor centre at the company’s facility in Lockerbie — constructed using extensive use of the firm’s own products — is intended to take matters to a new level. Claimed to be the largest single site sawmill complex in the UK and the most technically advanced, Lockerbie received a high number of visitors pre-pandemic — including small groups of customer visits, customer training courses, academic institutions and industry events. The idea for the building is to provide significantly improved visitor facilities including a theatre-style briefing room and the opportunity to host training courses and industry meetings, which previously had to be conducted offsite. Moreover, the new building’s structure acts as a demonstration project, almost entirely erected from James Jones & Sons own products with an approach to minimising the use of steel and maximising timber. In addition, the first floor is raised to give panoramic views across the timber yard and over the constant stream of unprocessed logs to the mill, which is directly below this space. Taking all the timber elements into account, the building fabric has almost 40 CO2TE within it. Rob MacKenna, the site’s General Manager, said: “The striking design and innovative use of solid and engineered timber products are a great example of how timber can be used to deliver high quality office and meeting areas. The main meeting room has been positioned to achieve a stunning view across the Stevens Croft site, enabling visitors to view part of our operations from the comfort of this space. “We look forward to a time when we can welcome back groups of visitors and host them in this fantastic new facility.”

Go to www.rdr.link/mc027 for more information about the Lockerbie site.

046_PBM_JUNE21_Layout 1 12/05/2021 13:05 Page 47

NORBORD STERLINGOSB ZERO Construction sites and vacant buildings are tempting places for thieves, trespassers, vandals, arsonists and children. A perimeter barrier, such as a site hoarding, is seen as the first and most important line of defence in securing a site and Norbord’s SterlingOSB Zero is described as an easy to use, consistent and great value solution for this purpose. Security breaches have implications in terms of downtime, loss of revenue, increased insurance premiums and equipment replacement costs. They also do little for the PR effort when problems on a site become public. According to the HSE, site boundaries must be defined physically, where necessary, by suitable fencing. The strength of SterlingOSB Zero makes it an appropriate choice for hoardings and, requiring minimal finishing, the product is available in a number of sheet sizes and thicknesses. The boards are square-edged so butt together easily and cleanly, whilst nails can be driven as close as 8mm from the panel edge without causing splitting.

More information on Nordbord can be found via www.rdr.link/mc028

MAKITA CARPENTRY-FOCUSED TOOLS

Said to be ideal for the woodworking trades, Makita has expanded its 40VMax XGT range of high performance tools with the addition of a new Brushless Combi Drill, Brushless Brad Nailer and Brushless Circular saws. The tools are all said to beneﬁt from Makita’s “efficient and effective” brushless motor that minimises friction and energy wasted as heat which in turn maximises performance and run-times per battery charge for greater productivity. As for the individual products, the 40VMax XGT Brushless Brad Nailer (FN001G) is compatible with 18Ga nails between 15 and 40mm, has a magazine capacity of 100 and will drive up to 5,000 nails on a single 2.5Ah battery charge. Two new 40VMax Circular Saws — RS001G and RS002G — feature 185mm and 260mm blades respectively. Both offer a comparable performance to the equivalent corded tool and feature Makita’s Automatic Torque Drive Technology (ADT) which automatically adjusts the cutting speed according to load conditions for optimum performance. With a maximum speed of 6,400 rpm, the RS001G offers a maximum cutting depth of 65mm and a bevel angle of up to 53° whilst its stablemate is capable of delivering up to 4,000 rpm with a 95mm cutting depth and a bevel angle of up to 56°. Alongside the new tools, three new job site radios have also been launched that are compatible with Makita’s 40VMax XGT, 18V LXT and 12VMax CXT batteries.

Use www.rdr.link/mc029 to discover more about the full 40VMax XGT range.

048_PBM_JUNE21_Layout 1 12/05/2021 13:09 Page 48

PLASTER, DRY LINING & BUILDING BOARDS

A breath of fresh air

The public health crisis triggered by Covid-19 has brought the debate on indoor air quality into greater focus and is set to drive an increase for building products that can improve the indoor air quality of buildings. Paul Cassidy, Portfolio Development Director at British Gypsum, explains its importance and the role plasterboard and plaster products can play in reducing pollutants and improving the air we breathe.

he events of the last twelve months have changed many aspects of our lives. Mandatory mask wearing in stores, in delivery vehicles and on site are just some examples of how we’ve had to adapt to the new ‘normal’. As a result, we are all now much more aware of how the air quality inside our homes, schools, offices and commercial buildings can impact our health. Large swathes of the population continue to work from home, and on average we’re still spending up to 90% of our time indoors — either working, sleeping, or relaxing. However, the extent of health problems caused by poor indoor air quality isn’t widely known.

48 PBM JUNE 2021

And neither is the role that technologies in plasterboard and plaster products can play in reducing health risks for home and building owners. Indoor air quality refers to the air quality within and around buildings, especially as it relates to the health and comfort of those who live or work in them. According to the World Health Organisation, exposure to indoor air pollutants can contribute to a wide range of adverse health conditions in children and adults. These can range from respiratory illnesses such as asthma to serious eye problems and more life-threatening cancers and diseases. It’s not uncommon, for example, for people to complain about feeling ill or

groggy after spending long periods inside. This is often down to airborne pollutants found in the indoor spaces in which we live and work. These pollutants, called VOCs (volatile organic compounds), are naturally emitted by pets, cleaning products, furniture, carpets and most paints. The most common VOC is formaldehyde — a human carcinogen found in adhesives

048_PBM_JUNE21_Layout 1 12/05/2021 13:09 Page 49

“As walls and ceilings are the largest exposed surface areas in properties, the choice of plasterboard and plaster products used can significantly improve the quality of air inside a property.” in wood products such as MDF, carpets, furniture, paints and varnishes and known to cause headaches, nausea and fatigue. It also affects breathing and concentration. A study conducted for Clean Air Day in 2019 analysing homes in Birmingham, London and the Home Counties found 45% had levels of VOCs that exceeded healthy levels, with 28% of householders in homes with high VOC readings reporting multiple respiratory difficulties. Around a fifth of homes in the UK currently have double the safe levels of formaldehyde. With the RMI market booming as a result of the pandemic, products with properties that improve indoor air quality inside are likely to become the preferred choice for homeowners wanting to protect their family’s health. Additionally, housing developers and contractors will invariably offer higher spec, healthier materials as standard to optimise customer sales as well as providing reassurance for the home buyer. As walls and ceilings are the largest exposed surface areas in properties, the choice of plasterboard and plaster products used can significantly improve the quality of air inside a property. Activ’Air technology contained in some British Gypsum products is clinically proven to absorb and break down formaldehyde, decomposing it into non-harmful inert compounds. The technology has been built into number of our plasterboard and plaster products. For example, Rigidur H fibre boards, and Rigitone and Gyptone acoustic

ceiling boards all have Activ’Air technology in-built. These products are predominantly installed in commercial building projects such as multi-occupancy apartment development buildings and we expect demand for them will improve as they become the architect and building contractors’ preference. For domestic housebuilding and refurbishment projects, we’ve developed the ThistlePro PureFinish plaster range that comprises Activ’Air technology. Once the plaster is applied to a wall or ceiling the surface can be painted with a breathable emulsion paint and retains its ability to absorb formaldehyde for up to 50 years, even after a number of redecorations. Although ThistlePro PureFinish is more expensive than standard plaster there are clear and tangible health benefits for the homeowner. Indeed, our feedback from installers and contractors state that customers are more than willing to pay a premium because of the associated long-term health benefits to themselves and their families, which more than outweigh the small cost differential. We’ve also received really positive feedback on the quality of these added value, healthier products. For example, feedback from plasterers is that ThistlePro PureFinish plaster is creamier, has a thicker texture and produces less dust when applying to walls and ceilings compared with standard plaster finish. It also gives excellent results on a range of backgrounds, so is ideal for

www.professionalbuildersmerchant.co.uk

new-build and refurbishment projects where both undercoats and plasterboards need to be covered by the same skim finish. It’s likely that the issue of indoor air quality, and how to mitigate pollution, will remain at the forefront of consumers’ and contractors’ minds over the coming months and years. Choosing materials and products that can therefore reduce or eliminate pollutants such as VOCs will be a smart choice for tradespeople involved in both new build and refurb projects. ■ For more information on British Gypsum and its range of products containing Activ’Air Technology, enter the shortcode www.rdr.link/mc030

PBM JUNE 2021 49

050_PBM_JUNE21_Layout 1 12/05/2021 13:13 Page 50

PLASTER, DRY LINING & BUILDING BOARDS

Joint forces From the pages of PBM’s sister publication Professional Builder, Tibby Singh offers a trade professional’s perspective on Knauf’s plasterboard products and accessories.

ike a lot of builders, work has been packed to the rafters recently, quite literally in the case of a plasterboarding job we’re undertaking on a 6m high pitched roof. With the height, and a huge area, the last thing that was on my mind was plastering, and that, of course, is the benefit of drylining. I’ve been using Knauf ’s Fire Panel Plasterboard Tapered Edge, with the pink colour indicating that this is a Fire Panel. Other boards are colour-coded too, with the standard board being white, sound board blue and the moisture boards green. Both Knauf ’s Joint Filler Premium and Joint Cement Premium are in powder form, and it’s as simple as adding water and mixing until the consistency is right. The good thing about the powder form is that you can mix the amount you need as and when you need. I don’t like to see materials go to waste, so this is ideal for me, and there’s a shelf life of nine months for the filler and 12 months for the Cement. When filling the joint, it’s imperative that a tape is used over the joints to prevent cracking, and I used Knauf ’s Paper Joint Tape. I suppose you could use a mesh tape but there are many benefits of using a paper tape.

50 PBM JUNE 2021

Firstly, it’s cheaper, secondly it has a crease down the middle making it ideal to use on corners and finally, if the joint is over sanded you will hardly notice the paper tape, which would be more visible with a mesh tape. The paper tape doesn’t have a sticky back to stick it to the joint, so you would need to use Knauf ’s Joint Filler Premium or Joint Cement Premium on the board before applying the tape. Although the tape is paper thin it doesn’t seem to tear very easily when running the filler knife down the joint to make sure it sits flat to the surface, which is great. To prevent any confusion both the Joint Filler Premium and Joint Cement Premium can be used as a bedding coat. The advantage of using the Joint Filler Premium is that it sets in 90 minutes and, given that it’s a case of not just applying one coat, but two, that is very welcome. The first finishing coat of Joint Cement Premium should be approximately 10” wide; the second coat 12”, and it’s an easy and satisfying material to apply. The Joint Cement Premium’s drying time is typically between 12 – 24 hours, but the advantage of using this one is that it enhances workability. So, even if it’s the first time you’ve picked up a spreader, you can take your time and not worry about the filler

drying quickly. Another benefit is that it can be machine applied. The machine is called a bazooka which runs along the joints and it holds a substantial amount of Joint Cement. It makes sense if you’re doing large areas day in day out, and it would allow you to fill the joints from ground level, which is perfect for high ceilings. It can then be simply smoothed with a long reach spreader. I’ve been using Knauf products for many years now and they’re very reliable, whilst the manufacturer’s System Performance Warranty is also reassuring. It’s always great to be able to rely on a company that supplies a huge range of products for different applications. ■ For more information on Knauf Joint Filler Premium and Joint Cement Premium, enter the shortcode www.rdr.link/mc031

www.professionalbuildersmerchant.co.uk

ADGRIDS_PBM_ad grids_PBM_april_04 11/05/2021 08:54 Page 51

052_PBM_JUNE21_Layout 1 12/05/2021 13:16 Page 52

FREE TO TH E TR ADE

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

FOR THE BUILDING INDUSTRY THE BUSINESS MAGAZINE

JUNE 2021

s Put your head together for...

BUILDING BOARDS, PLASTERS & ADHESIVES NOW BOARDING!

EXTENSIONS & HOME IMPROVEMENTS

Campaign News

ADDED VALUE!

Rockwool Made for the trade

The manufacturer is showcasing its new “must-have” guide to its non-combustible Trade Insulation range, declaring that it is “packed with all you need to choose the right product for the job”. With product info outlining what is needed and where to deliver improved thermal and acoustic performance, the guide also outlines key building regulations requirements to ensure safe, warm, quiet and compliant homes. The guides are available for merchants to hand out to their customers, so enter www.rdr.link/mc032 for more info.

Marmox Multiboard

Using a strapline of “the right choice for the trade”, this ad from Marmox outlines the key benefits of the versatile Multiboard which can be used for waterproofing, insulating and drylining in a variety of wall and flooring applications. Further advantages are said to include being lightweight and easy to cut, quick to install and ready to tile or plaster immediately. Go to www.rdr.link/mc034 for full details.

Hikoki It’s router this world!

Teasing the launch of the all new M3612DA Multi Volt ½” Router, this dynamic ad highlights the cordless tool’s power and high cutting performance — something Hikoki says users would normally only expect from a mains powered device. More details await via www.rdr.link/mc033

52 PBM JUNE 2021

Shurtape T-Rex tape

Held in the toothy grip of the brand’s eponymous dinosaur mascot, this advert proclaims that “The ferociously strong family just got even stronger.” The comprehensive line-up of adhesive tapes for all sorts of demanding applications is on display, and you can find out more info by getting stuck in to the company’s website via www.rdr.link/mc035

052_PBM_JUNE21_Layout 1 12/05/2021 13:17 Page 53

JUNE 2021

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

Stuart Turner Low pressure? No problem

Offering an answer to an all too common issue, Stuart Turner’s latest ad discusses its new Aquaboost iBolt and iMatic range of high flow, high head, cold water pressure and flow boosting solutions. Designed to optimise space and provide a very quiet and easy to install fix, all the information stockists will need can be found via www.rdr.link/mc036

Ridgid FlexShaft Machines

A potentially crucial piece of kit for some of the trickiest drain cleaning tasks, Ridgid says that its FlexShaft Machines are lightweight, portable and can be operated with a SeeSnake inspection camera in the line. All steps that, says the manufacturer, will get the trade onto their next job faster. Enter the shortcode www.rdr.link/mc037 for more information.

www.professionalbuildersmerchant.co.uk

BUSINESS & TRAINING CREATE EXTRA VALUE FOR CUSTOMERS

SMART CONTROLS HOW CONTROL S BENEFIT THE INSTALLER

THE GRANT HOUSE PART 2 OF OUR WHOLE HOUSE RENEWABLE HEATING PROJECT

VISIT PHPIONLINE.CO.UK FOR REGULAR UPDATES

AND EXCLUSIVE CONTENT

Vaillant Intelligent heating

This fascinating ad from Vaillant lifts the lid on its integrated heating technology and asks an intriguing conundrum: “Can a heating system have the intelligence to think for itself?” Offering an answer, the manufacturer says it is “continuously innovating and pushing the possibilities of heating technology to provide full system solutions that synchronise and communicate with each other seamlessly.” Added to this, Vaillant outlines the importance of easy installation and also flags its installer loyalty programme. Use www.rdr.link/mc038 to get the latest details.

John Guest 60 years of trust

Now part of the RWC family of brands, John Guest is celebrating its 60th anniversary and showcases its innovative JG Speedﬁt pushﬁt technology that has ‘transformed the way we connect’. Made in Britain and used worldwide, comprehensive details on the brand’s range of trusted solutions can be discovered via www.rdr.link/mc039.

PBM JUNE 2021 53

054_PBM_JUNE21_Layout 1 12/05/2021 13:20 Page 54

MARKETING SUPPORT

Delivering shelf presence Geocel has announced a ‘premium packaging’ revamp for its popular Mate ranges, including all of its Trade Mate and Joiners Mate products in addition to a new look for its Painters Mate portfolio.

omprising an extensive collection of professional sealants and adhesives, the Mate range has been a mainstay of Geocel’s product line up for more than two decades. Each of the 27 products are said to have been “specifically formulated to provide the best possible finish, every time” and with its new premium packaging, each product’s intended application has been accentuated to make on shelf identification even easier. As part of the rebranding, the Mate range incorporates a bright and varied colour palette while also marking the return of the Mate range shield. In addition, the packaging now provides each product’s attributes clearly at the base of each product cartridge. Furthermore, two new products have also been introduced to the Trade Mate range — Nail Power and Glazing Putty. An instant grab gap filling adhesive, Nail Power is designed to eradicate the need for nails and screws and is suitable for bonding most porous and nonporous surfaces. Trade Mate Glazing Putty, meanwhile, is described as a premium solvent-free acrylic, developed for glazing timber and metal frames to provide excellent adhesion and temperature resistance. A key aspect of the new packaging is in highlighting the work Geocel is doing to raise awareness for the Lighthouse Club, with the sector charity’s logo and details of its construction industry telephone helpline — 0345 6051956 — featuring prominently on the tubes. Geocel has also relaunched its Painters Mate range, which now boasts its own visual identity and logo, again intended to make it

54 PBM JUNE 2021

even easier for customers to recognise on the shelf. While maintaining its core colour scheme of black, red and white, the new packaging incorporates the range’s ‘fresh new logo’ on both the Flexible Filler and Ultra Fine Filler to provide each product with “significant shelf presence”. Flexible Filler is billed as a high quality paintable acrylic sealant, suitable for filling cracks on door and window frames, walls, skirting boards, architraves, ceilings and more. Available in white, brown or magnolia and said to give a professional finish to any application without the need for sanding, the product’s formulation also includes a fungicide to resist mould growth and can be overpainted in one hour. Additionally, Painters Mate Ultra Fine Filler is a ready to use, fast drying compound that delivers a “supremely smooth finish”. Its lightweight formulation can be overpainted in just five minutes and can be used on most building substrates, including wood, stone, concrete, metal and plastic. Available in white, it comes in either 500ml or 1ltr containers. On the overall brand refresh, Senior Product Manager Andy Cummins said: “At Geocel, we want to make product selection easy for our end-users. The refreshed new Mate range packaging brings a clear and powerful design, and by accentuating each high-quality product’s intended application,

tradespeople can easily find products specifically formulated for specific applications to ensure they always get the very best results.” The re-launch of the Mate range is being supported with a “bank of tools” for stockists, including new POS and in-store collateral alongside an extensive trade PR and advertising campaign, plus regional radio advertising. A partnership has also been announced with popular builder and TV personality Julian Perryman to highlight a number of its product campaigns, including a new video series ‘Setting the Standard with Julian Perryman’ which will be available via Geocel’s YouTube channel and across its social media platforms. ■ For more information on Geocel’s full product range including the new packaging for the Mate portfolio, enter the shortcode www.rdr.link/mc040

054_PBM_JUNE21_Layout 1 12/05/2021 13:20 Page 55

SIKA EVERBUILD ROADSHOW

Having been hampered by the pandemic, Sika Everbuild is once again rolling out its popular roadshow to builders’ merchants across the UK — in Covid-safe fashion — to give tradespeople a chance to take a closer look at its expansive range of products and also offer product training to merchant counter staff to ensure they are fully equipped to give customers the best possible advice. The company is now taking bookings from merchants who feel their customers could beneﬁt from the product insights — and is allowing merchants to specify which products they would prefer to highlight, to ﬁt with their key ranges.

GLOW-WORM EURO 2020 PROMO

With the delayed Euro 2020 tournament soon to kick off, Glowworm’s summer promotion across a number of UK plumbing and heating merchants is offering three of its Club Energy installers the chance to win tickets to a Euro 2020 match. In addition to being in with a chance to scoop the money-can’t-buy Euros tickets, other prizes up for grabs are all geared towards making sure installers can enjoy this summer’s football in style and include 10x Samsung HD 55” TVs, 50 x £50 JustEat vouchers, hundreds of packs of Glow-worm beer and Club Energy credits to spend on the catalogue.

YOUNGMAN LADDERS FREESTYLE FOOTBALL CHALLENGE Youngman Ladders has teamed up with nine time world record holder and freestyle footballer, John Farnworth, and is inviting customers to demonstrate their freestyle football skills such as keepy uppys, a toe bounce or a crossover to impress a panel of judges and bag some fantastic prizes. There are weekly prizes available for the best skills ranging from footballs and football boots to a complete football kit for your local grass roots or school team! All you have to do is upload your video demonstrating your freestyle football skills to the YoungmanGroup Facebook, Twitter or TikTok pages or email it to YoungmanFreestyler@wernerco.com. And if you need some inspiration check out John Farnworth’s freestyle football skills via www.rdr.link/mc041

COMPOSITE PRIME PRIME DESIGN

Composite Prime has launched a free online platform to ‘virtually’ plan and design outdoor spaces. The business has invested £20,000 in the Prime Design software which allows homeowners to independently design their garden. It has also been created for landscaping professionals, Composite Prime stockists and installers to obtain a realistic, 3D-rendered view of their decking products, prior to installation. Plans for the future of Prime Design includes a software upgrade which will allow users to upload images of their garden and create an accurate view of how a project will look once completed.

ABODE APPROVED PARTNER SCHEME

In order to support stockists as they welcome customers back into showrooms following months of restrictions and lockdown due to the pandemic, Abode has launched its Approved Partner Scheme. Approved Partners will beneﬁt from a free listing on the Retailer Locator page of the Abode Designs and Pronteau websites, helping to drive consumer leads directly to their showrooms. Also included is a free point of sale package, including a tap ﬁnishes booklet, Pronteau strut card, brand warranty cards, brand stickers and exclusive Abode Approved Partner window and door decal.

MCALPINE #FREDFRIDAY

Fred Gardner, McAlpine Plumbing Products’ Technical Sales Manager and all-round product guru, is back with a new series of his #FredFriday videos. The ﬁrst episode of Season Two focuses on the company’s adhesive and sealant, MACXSEAL whilst season One of #FredFriday is still available to view on McAlpine’s YouTube channel where Fred takes viewers through several McAlpine products including the Mactun, the Miniﬂex, Air Admittance Valve, the Inch and a half Waste Valve and the WC Connector.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mc042

www.professionalbuildersmerchant.co.uk

PBM JUNE 2021 55

056_PBM_JUNE21_Layout 1 12/05/2021 13:26 Page 56

PRODUCTS & SERVICES STELRAD RADIATORS SILHOUETTE CONCEPT Within both the Vita and Softline Series, the Silhouette Concept from Stelrad will be available in Anthracite Grey. Head of Marketing Chris Harvey said: “The addition of coloured options from stock has been well received. We’re seeing the numbers of orders increasing week on week and it is clear that radiators are being seen by many as part of the décor in a home rather than simply as a heating appliance.”

ACO GRAVELGUARD With the UK experiencing a home and landscaping renovation boom, ACO Water Management has launched its gravel stabilising ground reinforcement system — GravelGuard. Manufactured from 100% polypropylene, it is designed to facilitate unimpeded drainage of surface water while simultaneously ensuring gravel stability for pedestrian and vehicle access. It is suited to a range of applications, including driveways, garden paths, public spaces, and roof surfaces. One of the defining features of GravelGuard is the incorporated geo-textile membrane, which helps to reduce weed growth and crucially speeds up installation by not requiring the installation of two separate layers of membrane and grid.

PURDY PAINTER’S BACKPACK Said to be the first purpose-designed solution for decorators, the new Purdy Backpack is a comfortable to carry organisational storage system for professional painting tools. Manufactured from a durable, weather resistant fabric, the backpack features several dedicated pockets for a variety of tools. This includes a pocket for roller frames and sleeves up to 18”, an external extension pole compartment, as well as slots for prep tools and a multitude of brushes. There are external compartments and clips for personal items, water bottles; and an external USB connector to keep devices charged.

MARSH INDUSTRIES SUDS SAFE

SIKA EVERBUILD SIKACERAM FLOWFIX The SikaCeram FlowFix bonding primer and jointing compound system is designed to provide a bond between porcelain paving and the bedding mortar, and can be applied by brush or roller to the underside of the paving during installation. Once installed, the porcelain paving tiles can be finished with SikaCeram-621 FlowFix Jointing Compound. A controlled, cementitious flowable jointing grout, it is suitable for joints between 3-10mm wide and 20mm in depth and is poured on and worked into the joints using a squeegee.

FIBO URBAN COLLECTION Reflecting the latest interior trends, Fibo has added two new designs to its Urban Collection with the Herringbone and Hexagonal designs joining Metro Brick which was launched last year. Both of the new designs are available in a choice of three decors: London, which is a high gloss, warm grey shade; White Silk, a clean, white colourway; and the brand-new Black Silk, which provides a dark and dramatic silky finish. Black Silk is now also available in the Metro Brick design found within the Urban Collection. All of the designs in the collection come with a 25-year warranty.

56 PBM JUNE 2021

Marsh Industries has announced the launch of the ‘SuDS SAFE’ Hydroil oil separator range with the inclusion of mitigation indices. The company tested the Hydroil separator range for total suspended solids and metal mitigation indices in line with the British Water Code of Practice testing procedures. This is in addition to an existing test procedure, whereby the Hydroil has already achieved EN858-1 certification for light liquid separators. Combining these two test sets together and applying the Ciria SuDS manual simple index approach to proprietary/manufactured storm water treatment devices, the Hydroil separator range is able to achieve the following mitigation indices: Hydrocarbons: 97.5%, Total Suspended Solids: 84.35%, Total Metal Reduction: 63.26%.

www.professionalbuildersmerchant.co.uk

056_PBM_JUNE21_Layout 1 12/05/2021 13:26 Page 57

PERMAROOF FIRESTONE ISOGARD HD Making the environmentally-friendly polyiso board more widely available to the UK market, Permaroof has added Firestone ISOGARD HD to its portfolio. Manufactured with a 100% fibreglass, mould and moisture-resistant facer, the product is said to add structural strength to a roofing system and helps to absorb the effects of hail, foot traffic and other potentially damaging impacts. Working to minimise energy use and reduce waste, helping to ensure a healthy environment for current and future generations, it is also easy to cut and handle for quick installation around roofing details such as drains or other penetrations, reducing installation time and labour costs.

SIMPSON STRONG-TIE 9MM COLLATED FLOORING SCREW With the problem of squeaky floorboards often attributed to poor fasteners such as nails working loose over time, Simpson Strong-Tie says its new MTHZ19E collated underlayment screw offers a solution. And whilst conventional 25mm timber screws used to fasten flooring can carry a risk of damaging underfloor electrical cables or puncturing water pipes, the new MTHZ19E is designed for the Quik Drive auto-feed screw system and allows fast and secure underlayment to subfloor installations, with a sharp point for fast start and a trim head for a neat finish.

WORCESTER BOSCH LPG VARIANT GREENSTAR 2000 Initially introduced in response to installer requests, Worcester Bosch has announced the launch of its LPG variant for its price-competitive Greenstar 2000 boiler range. Now available in LPG with outputs of 25kW and 30kW, the new model offers solutions for numerous applications including caravans, static homes and holiday parks, as well as homes off the gas grid. The LPG variant comes with a ﬁve-year guarantee as standard and a six-year guarantee when installed with a Greenstar System Filter.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mc043

058_PBM_JUNE21_Layout 1 12/05/2021 13:36 Page 72

ADVERTISEMENT INDEX Aanco (UK) Ltd t/a Made For Trade .......................................................................................................page 9 AkzoNobel Paints .................................................................................................................................page 4 British Gypsum ..................................................................................................................................page 51 BSW Timber Ltd ..................................................................................................................................page 8 Buckler Boots Ltd ..............................................................................................................................page 26 Builders Merchants Federation ...........................................................................................outside back cover Combilift Ltd ......................................................................................................................................page 39 Eurocell .............................................................................................................................................page 13 Everbuild Building Products Ltd ..........................................................................................................page 23 James Latham .........................................................................................................................pages 27 – 34 Kilwaughter Minerals Ltd .....................................................................................................................page 51 Kyocera Senco UK ....................................................................................................................pages 46, 47 Long Rake Spar Co. Ltd ......................................................................................................................page 7 Marmox (UK) Ltd ................................................................................................................................page 25 Marsh Industries Ltd ...................................................................................................................pages 16, 17 Merlin Business Software Ltd .............................................................................................................page 44 Michael Weinig (UK) Ltd .....................................................................................................................page 42 Price & Pierce Forest Products Ltd .....................................................................................................page 36 Saint-Gobain Abrasives ......................................................................................................................page 57 Setcrete ...............................................................................................................................inside front cover Sherwin-Williams UK Ltd/Geocel ........................................................................................................page 45 Simpson Strong-Tie ...........................................................................................................................page 18 Superglass Insulation Ltd ....................................................................................................................page 21 Tembe DIY & Building Products Ltd .....................................................................................................page 39 Ubbink (UK) Ltd .................................................................................................................................page 26 Wickens Engineering Ltd ....................................................................................................................page 41

FOR YOUR FREE SUBSCRIPTION TO PROFESSIONAL BUILDERS MERCHANT PROFESSIONAL

PROFESSIONAL

BUILDERS BUILDERS BUILDERS BUILDERS MERCHANT MERCHANT MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2021

THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

APRIL 2021

THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

TOP 20 MERCHANT CHART

MAY 2021

MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

Benchmarking the sector’s largest businesses

JUNE 2021

Merchant sector sales & confidence

Merchant sector sales & confidence Delivering with data

Outdoor living continues apace

DOORS, WINDOWS & SECURITY

DRAINAGE & WATER MANAGEMENT

Smarter solutions

WORKWEAR & EQUIPMENT Safety and sustainability

Plus: News, supply chain issues, training, acquisitions, industry comment and more.

TOOLS, FIXINGS & ADHESIVES

GARDENS & LANDSCAPING

INFORMATION TECHNOLOGY

Fantasy Football Tight at the top See page 51

www.professionalbuildersmerchant.co.uk

Digging deep

PLUMBING & HEATING New product innovation

Fantasy Football

BRICKS, BLOCKS & HARD LANDSCAPING Innovation and efficiencies

PAINTS & WOODCARE Colour trends in an RMI renaissance

Running away with it?

Plus: News, supply chain issues, training, acquisitions, industry comment and more.

TIMBER & JOINERY

Developments in sealants, screws and power tools

See page 51

www.professionalbuildersmerchant.co.uk

Plus: News, showroom solutions, training, acquisitions, industry comment and more.

Reputation, value & sales

Fantasy Football The home straight See page 59

www.professionalbuildersmerchant.co.uk

ROOFING, FLOORING & INSULATION Levelling up agenda

PLASTER, DRY LINING & BUILDING BOARDS Indoor air quality

Plus: News, mental health support, training, acquisitions, industry comment and more.

Fantasy Football European dreams See page 59

www.professionalbuildersmerchant.co.uk

Please contact Kirstie Day on 01923 237799 58 PBM JUNE 2021

059_PBM_JUNE21_Layout 1 12/05/2021 13:31 Page IBC59

With Paul Davies

EUROPEAN UNION

JEEPERS KEEPERS

Whilst, at the time of writing, the relegation places from the Premier League have now been resolved and Manchester City have just secured their third title in four years, a number of the European spots were still up for grabs at the top of the table. With Leicester, West Ham and Everton challenging the likes of Chelsea, Liverpool and Tottenham for those gilded finishing places, the shameless motivation of the so-called ‘Big Six’ for a European Super League becomes all too clear. Current form suggests that West Ham at least may have fallen away by the time this lands on your desks, but the race for Europe has given some much-needed impetus to the tail end of this all-too bizarre season. A pan-European, elite level closed shop would kill that in a stroke — it is a sporting competition for goodness sake, and sometimes you’re not going to be very good. Deal with it. Anyway, I can feel my blood boiling again about the ludicrous ESL, so I shall move to a different continental competition with a glance ahead to the staging of the pandemic delayed Euro 2020. I must say, I love that UEFA has defiantly made no attempt to rebrand the tournament to the distinctly more accurate Euro 2021 but a staycation summer of international football — with a reasonable quotient of fans in the grounds — will be a great backdrop to our emergence from lockdown. And whilst we are unlikely to see a repeat of the Britpop-fuelled euphoria of those heady days in 1996, with England, Scotland and Wales all taking part and Wembley and Hamden Park host venues for a number of matches, here’s hoping the competition presents an additional antidote to the trials and tribulations of the last 18 months…

I must admit, I’m not usually drawn to the events of the Hampshire Senior Cup but what a performance from Bournemouth’s Mark Travers in the final. The Cherries’ goalkeeper saved a first half penalty from Eastleigh’s Dan Smith before scoring a bullet header in the second minute of injury time to take the game to penalties. He then saved Eastleigh’s first penalty in the shoot-out as Bournemouth went on to take the trophy! Granted, it may not have been the most high profile of matches but we’ll take any excuse to waste time Googling the unlikely goalscoring exploits of those whose actual job it is to keep them out. Jimmy Glass’ legendary last minute strike to preserve Carlisle’s Football League status in 1999 is well-documented, and I think most people are familiar with the strike rate of Paraguay stopper José Luis Chilavert — his eight international goals is a record for a keeper, and he is supposedly the only stopper to have scored a hat-trick! Chilavert scored 67 goals in 803 professional matches, but I was surprised to learn that he is only second on the all-time list of prolific goalkeepers. Taking top spot is Brazilian international Rogério Ceni, who scored a simply incredible 131 goals in an illustrious 25 year professional career most closely associated São Paulo — including beating Liverpool 1-0 in the 2005 FIFA Club World Cup. Closer to home, I was intrigued to stumble upon the tale of Luton Town’s Tony Read. Signed as a goalkeeper from Sheffield Wednesday in 1965, Read won two promotions with the Hatters before hanging up his gloves in 1972. Having arrived at Kenilworth Road with a broken foot, for reasons that I can’t quite fathom from copious internet research (Wikipedia, you have let me down…), he finally started in the first team as a forward following prolific form in the reserves (but why wasn’t he in goal?!). In his debut season, he scored 12 in 20 starts “before his rich vein of form dried up and he returned to his position between the posts.”

PBM Page Grid_Layout 1 10/05/2021 09:50 Page 1