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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JUNE 2022

Merchant sector sales & confidence

TIMBER & JOINERY Navigating supply chain disruption

ROOFING, FLOORING & INSULATION New product innovation

BUILDING BOARDS, PLASTER & RENDERS Maintaining peak performance

Fantasy Football See page 67

Plus: news, marketing support, supply chain monitor, training, acquisitions, appointments and more.

www.professionalbuildersmerchant.co.uk

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CONTENTS

June 2022, Volume 32 No. 6

BUILDING BOARDS, PLASTERS & RENDERS 40

SPEED IS OF THE ESSENCE High-performance, fast setting skim finish plaster.

BEYOND BOARD BASICS Upselling customers to added value product solutions.

TIMBER & JOINERY 45

SUPPLY CHAIN PRESSURES Timber Development UK offers an insight into current the state of the timber industry and what may lie ahead for the second half of the year.

MANAGING THE SQUEEZE Sourcing quality timber in a market under increased stress.

FULL CIRCLE Sustainable engineered timber solutions for housebuilding, RMI and more.

PRODUCTS & SERVICES

ROOFING, FLOORING & INSULATION 55

RESTORING TRUST IN BUILDING SAFETY How the new Building Safety Act can be a significant milestone in the drive for safer buildings.

COVERING ALL BASES Why high performance levelling compounds should be a ‘must stock product’ for merchants.

LET THERE BE PHYLLITE SSQ introduces ‘phyllite’ and outlines why it’s one of the most sought-after roofing materials of all.

QUICK AS A FLASH Outlining the advantages of lead-replacement flashings.

PRODUCTS & SERVICES

SPECIAL REPORTS 8

NMBS CONFERENCE PREVIEW Looking ahead to the ‘all industry’ event in Sorrento.

15 WAR ON WASTE Pallet reuse and the sector’s response to the Plastic Packaging Tax. 18 THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

REGULARS 5 6 12 21 26 27 28 64 66 67

VIEWPOINT NEWS MARKET MONITOR MERCHANT FOCUS FACE TO FACE PEOPLE NEWS BMF TRAINING ZONE MARKETING SUPPORT ADVERTISEMENT INDEX FANTASY FOOTBALL

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24 HOME COMFORTS GET SMARTER Keylite explains why smart home demand is going through the roof.

SPONSORED SUPPLEMENT PBM puts Häfele UK into the spotlight.

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VIEWPOINT

Plotting a course

plethora of reports and survey results released over the last few weeks reinforce the somewhat paradoxical state of the industry at present. Against a backdrop of the deepening cost of living crisis, consumer demand for RMI work on their homes remains high — Rated People, for instance, reports that 62% of UK tradespeople said that 2021 was the “busiest year they’ve ever had” whilst 86% expect to be “very busy” during 2022. Similarly, new build activity has seen a particularly strong start to the year. For example, data from NHBC shows that UK home registrations increased by 25% in the first quarter of 2022 compared to the same period last year, with private sector registrations a “key driver of growth” thanks to a 31% increase “as builders continue to respond to high consumer demand for new homes”. While the latest S&P Global / CIPS UK Construction Purchasing Managers’ Index recorded a slight dip in April at 58.2, down from 59.1 in March, the figure yet again “posted above the crucial 50.0 no-change mark” as it has in each month since February 2021. The survey revealed that of the three main construction segments it monitors, the fastest-growing remained commercial work (index at 60.5), followed by civil engineering (56.2). The point is reinforced in a recent update from the Construction Leadership Council’s Product Availability Working Group which states: “Most regions are still reporting strong demand on the trade side, particularly from

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JUNE 2022

Merchant sector sales & confidence

TIMBER & JOINERY Navigating supply chain disruption

ROOFING, FLOORING & INSULATION New product innovation

BUILDING BOARDS, PLASTER & RENDERS Maintaining peak performance

Fantasy Football See page 67

Plus: news, marketing support, supply chain monitor, training, acquisitions, appointments and more.

www.professionalbuildersmerchant.co.uk

“The months ahead will undoubtedly be challenging yet the underlying resilience of the sector is of crucial importance — demand continues and opportunities are still there to be grasped, however hard they will have to be fought for.” larger housebuilders and for infrastructure projects including road building”. As you will see from this month’s instalment of ‘The Pulse’, PBM’s monthly tracker of merchant sector sales and confidence (pages 18-19), faith in the overall market may have dipped but the future sales expectations of individual businesses — though falling — remains at “historically high levels”. This somewhat mixed picture is further reinforced by the Builders Merchants Building Index (BMBI) for Q1 which demonstrated that “the value of sales in the first quarter of 2022 was up by +17.7% against Q1 2021 (however) almost all of this was driven by price increases with volume rising by just +1.5%”. The report continues: “while the figures indicate a continuing demand for building materials, they also confirm price inflation as a critical issue, with the impact of rising energy, fuel and raw material costs on product price clear to see”. Indeed, underpinning the “bumper quarter”, a record-breaking March clocked up

Editor Paul Davies

Design Adeel Qadri

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

Group Production Manager Carol Padgett

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

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

the “highest ever total sales in the history of the BMBI”. Price inflation was the clear driver at +16.0% compared to volume growth of +1.5%. As Mike Rigby, CEO of MRA Research which produces the report, says: “It’s been an uncertain start to 2022 with the outbreak of war in Ukraine further impacting energy costs and inflation. But the quarterly figures suggest that — for now at least — the building sector is holding its resolve. With rising costs and another round of energy price increases looming, there may be clouds on the horizon but with geopolitical circumstances changeable, there is little way of knowing exactly what Q2 will bring.” The months ahead will undoubtedly be challenging with merchants squeezed in all directions and forced to plan against a backdrop of such instability and uncertainty. Yet the underlying resilience of the sector is of crucial importance — demand continues and opportunities are still there to be grasped, however hard they will have to be fought for.

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NEWS UPDATE Demo day Held in mid-May, E.Tupling has welcomed the success of its “much anticipated” annual event for merchants and suppliers. Held at its Warrington Distribution centre, the company welcomed more than 150 merchant customers from as far as Kent, Wales and Scotland to benefit from demonstrations, informative conversations and free samples from 24 of the sector’s top building plastics and underfloor heating manufacturers whose products are distributed by E.Tupling. The distributor utilised the event as a platform to also launch its new underfloor heating, ventilation and renewables capabilities with, for example, a dedicated renewables event zone providing the opportunity to showcase innovative product ranges including air source heat pumps, preinsulated pipe and mechanical ventilation heat recovery. Marketing Manager Claire Briars said: “The entire day was meticulously planned to provide an informative and captivating networking experience including personalised guided tours of our 25,000sq.ft. warehouse and offices, free food and drink all day, and 24 market-leading manufacturer exhibitions.”

MADDIE ROSE CAMPAIGN LAUNCHES TO INSPIRE YOUNG PEOPLE INTO CONSTRUCTION CAREERS

A lasting legacy The Maddie Rose Campaign aims to “shine a spotlight on the incredible career opportunities” available in the supplier and merchanting sectors, as well as the wider construction and built environment industry, inspiring “diverse young talent to discover the rewarding careers that will enable them to achieve their full potential”. The initiative has been set up in the memory and celebration of the life of Maddie Rose Hollamby, an inspirational young woman who was dedicated to showcasing the aspirational careers available in the sector she cared for so passionately. In partnership with Construction Youth Trust, the supplier and merchanting community have come together to develop and deliver a ‘Hidden Careers Programme’, aiming to create a blueprint that can be used to support young people to access opportunities across the sector. To maximise the impact of the campaign in 2022, this will initially be piloted in the hub areas where CYT already has long-standing relationships with schools and colleges (such as London and North Kent). From Maddie’s birthday on 21st April to Maddie’s Day on 22nd September, the campaign has pledged to:

• Develop and pilot a Hidden Careers schools programme, engaging 200+ pupils across 11 target pilot schools and colleges; • Offer meaningful work experience placements to 25+ young people; • Highlight live apprenticeship opportunities to recruit at least 10 new apprentices into the sector; • Broaden engagement with sector organisations by publicising case studies, inspirational stories and campaign updates. Construction Youth Trust’s Charlotte Kirkbride said: “We would be delighted if you were able to support the Maddie Rose campaign by providing relatable role models to support school and college sessions, offer work experience placements or share your apprenticeship opportunities.” n For more information on the Maddie Rose

Campaign, enter the shortcode www.rdr.link/mai001 or email charlotte.kirkbride@constructionyouth.org.uk

Naylor acquires Tuffpipes

Centre of excellence

Naylor Drainage has completed the acquisition of Tuffpipes, a Burnley-based manufacturer of PVC pipes for the utility industries, for an undisclosed sum. The company, which has over £2m turnover and 11 employees, will operate as (l-r) Naylor Drainage MD Richard Edwards, Naylor Industries CEO Edward Naylor, Neil Tuff and Amanda Tuff. a standalone subsidiary of Naylor Drainage for the remainder of this year with manufacturing continuing on the company’s Burnley site. Tuffpipes’ Neil and Amanda Tuff will remain with the business and oversee its integration into the Naylor Group. Naylor Group Chief Executive Edward Naylor said: “Tuffpipes is a great fit with our business and allows us to offer our customers a broader range of PVC as well as Polyethylene ducting products. We’re looking forward to working with Neil and Amanda to maximise the potential of the Tuffpipes business.”

Talasey Group has moved to a larger site with “amazing facilities” in Scunthorpe as a platform for the further expansion of the business. “Strong and consistent sales growth over the last few years” saw the company outgrow its former site near Doncaster, with the new location supporting its ambitions to develop a “UK centre of excellence for the landscaping industry”. Founder and CEO Mark Wall said: “We have very fond memories of the site in Doncaster because that’s where our business — which started as Natural Paving Products (UK) and evolved into Talasey Group — became established as a leading UK supplier of quality, ethically sourced natural stone landscaping products. “The business has grown significantly, and we needed a site that could not only accommodate the next stage of our development but also be somewhere where we could realise wider ambitions. We had a vision that St Vincent House would be an amazing space that all of our customers can use for business meetings, training and development — or even to send their customers to us to look around the display areas.”

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FORTIS LAUNCHES ONLINE SHOWROOM FOR INFINITA BATHROOM RANGE

Shop windows Produced on its behalf by MRA Marketing, Fortis has developed a “unique digital solution” to allow the merchant group’s 42 members to sell its exclusive Infinita bathroom range via their own websites — the Infinita Online Showroom Shop. The range, with products from 21 different suppliers, originally sold only through physical catalogues and branches. However, seeing an opportunity to provide a digital solution “that worked in a complex purchasing environment”, MRA created a closed loop website that embeds easily into members’ sites and enables them to make transactions regardless of their existing ecommerce functionality. Hosted on a centralised domain, visitors to a member’s site are presented with a merchantspecific Infinita platform so purchases are made directly through the individual merchant. Each member also has their own administrative access, allowing them to manage their stock levels.

Mike Rigby, CEO of MRA Marketing, says: “The Fortis Infinita Online Showroom Shop was developed from MRA’s proprietary Plug-In Shop — a unique multi-level digital solution that’s designed to help anyone in home improvements sell more effectively by pulling sales through the homeowner, installer, merchant interface. We’re so pleased to have created a cost-effective solution, with a smooth and easy activation experience, whatever the company’s knowledge or experience of ecommerce.” n After a pandemic-enforced hiatus, the Fortis Building & Timber Conference returned to the Celtic Manor in late April. The intensive twoday networking event, involving almost 3,500 scheduled meetings between Fortis merchant members and suppliers, culminated in the presentation of the merchant group’s Annual Supplier Awards which rewarded the “exceptional service” received by merchant members across nine product category groups. In addition, an award for Supplier Account Manager of the Year was presented whilst an overall Supplier of the Year was announced from the individual category winners. n Enter the shortcode www.rdr.link/mai002 for more details on the event and the award winners.

Civil action Marsh Industries says its recently established ‘Marsh Civils’ specialist division has been “warmly welcomed throughout the construction sectors” and demand has been strong for the company’s range of Ultra:Polylok large sewage treatment plants, WellWater pump stations and Hydroil oil separators. Launched in March 2022 to focus on the supplier’s activities in industrial water/wastewater storage and treatment, group MD Steve Boyer said: “The Marsh Civils division builds on our successful operations across the domestic, commercial, agricultural and leisure sectors, and represents the next stage in our growth strategy to be a leading provider of innovative off-mains drainage solutions.” Designing and manufacturing a wide range of solutions from sewage treatment plants and cesspools to grease management systems and

oil separators from its bases in Northamptonshire and Somerset, Marsh Industries products are fully type-tested and accredited including third party material impact integrity and fire testing. Kiri Beard, who heads up the new division, added: “We have brought together our sales, marketing, design and operations, plus product development functions into one integrated team that will enable us to adopt a focussed, consistent and coordinated approach to customer requirements.”

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a @PBMmagazine

Support for Ukraine

The BMF has recently hosted the European Federation of Building Materials Distributors (UFEMAT) Conference, which saw 100 delegates from eleven countries meet in London for the first time in almost 20 years. With a business programme focused on ‘European Unity in a Digital Age’, the conference highlighted the shared experiences, challenges and opportunities faced by builders’ merchants and materials suppliers throughout Europe, which now includes the war in Ukraine. Accordingly, Irina Salli of the Ukraine Union Manufacturers & Merchants and Igor Dalichuk, CEO of SBK, Ukraine’s largest brick manufacturer each shared their firsthand experiences of the devastation this has brought to their country. UFEMAT had been one of the first trade organisations to react to Russia’s invasion of Ukraine, calling on members to place an embargo on importing Russian building materials and, like the BMF, it has led the way in raising funds to support those affected by the humanitarian crisis caused by the war. The BMF’s online appeal had already raised over £45,000 for the Disasters Emergency Committee’s work in Ukraine, which was symbolically presented to Irina and Igor. A fundraising finale at the Conference Gala Dinner added over £10,000, with a further €15,000 from UFEMAT’s member appeal. Altogether the BMF and UFEMAT have raised €81,250 (£68,350) to support the people of Ukraine.

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NMBS CONFERENCE PREVIEW

Following a pandemicenforced postponement in 2020, the popular NMBS Conference returns for 2022.

Back to the future T

aking place between 16th and 19th June 2022, merchants and suppliers from across the sector will come together at this year’s NMBS-hosted ‘All-Industry’ Conference to enjoy an extended period of “networking, relationship building and a fascinating business conference programme”. Visiting the beautiful town of Sorrento on Italy’s stunning Amalfi Coast, the event gives delegates the chance to take time out from their day-to-day work to hear from expert speakers from the worlds of business, economics and leadership — in addition to the merchant sector itself — discussing a wide range of crucial and topical subjects. The theme of the 2022 Conference is ‘The Future Matters’, offering a particular focus on technology, data and digital alongside increased sustainability — key areas where merchants and suppliers can learn more about the challenges and make the most of exciting new opportunities to grow and develop their businesses.

NMBS Event Manager Sam Hunt explains: “The focused business programme will combine current subjects, interesting keynote speakers and structured sessions so that delegates can tailor the Conference to their own needs and requirements — and take something away which can be implemented into their own businesses.” Commercial Director Andy Hextall added: “NMBS has chosen the theme ‘The Future Matters’ to give everyone the opportunity to pause and plan for what’s still to come. The merchant and construction products sectors are experiencing challenges and opportunities alike, and those who make the time to stop and think ahead will be best placed to prepare for the difficulties — and take advantage of all the available business opportunities.” Hosting the event this year is David Meade, a “world-class keynote speaker who has been inspiring conference audiences for more than 15 years”. Returning to the event following a popular speaking slot at the 2018 NMBS Conference, in addition to his compering

duties, David will once again present to delegates in Sorrento, offering advice on how to ensure “extraordinarily high performance among your team even in challenging times”. Following a turbulent period during which businesses have faced unprecedented challenges, what is sure to be an essential session on the UK economy will be led by David Smith, Economics Editor of The Sunday Times as well as the paper’s Assistant Editor and Policy Advisor, and a regular contributor to CBI’s Business Voice. Fuelled by the pandemic, the past few years have seen a huge leap in builders’ merchants and their customers embracing digital technologies and placing them at the heart of their businesses. Tackling this subject, and among the many other speakers who will take to the stage during the event, Tom Diplock, a Partner at LEK Consulting, will discuss the future of ecommerce and retail for building materials. Tom will present the findings of the global strategy consultancy’s recent European survey entitled ‘Online or Over-the-Counter: Inside the Future of Retailing Building Materials’ which reveals how the merchant industry has already been transformed by the online marketplace — and where he believes this change will lead the builders’ merchant sector over the coming years. n The 2022 NMBS Conference takes place from 16th to 19th June at the Hilton Sorrento Palace hotel. For more information including comprehensive details on the business programme and speaker profiles, enter the shortcode www.rdr.link/mai003

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MARKET MONITOR in association with

Balancing act Offering a useful benchmark for the wider merchant sector, the latest Travis Perkins plc ‘RMI Index’ survey of over 1,500 UK tradespeople has revealed the vast majority are optimistic on their near-term prospects, with increased demand for energy efficiency projects as homeowners grapple with rising heating costs offsetting the pressures they are experiencing as a result of rising fuel costs. PBM reveals more.

RMI Index

Surveying the Nation’s Tradespeople May 2022

ver nine in ten (93%) respondents to the survey believe their workloads will increase or remain the same over the next two months, while over two thirds (61%) expect their materials purchasing requirements to increase. Furthermore, 71% of respondents — who represent a snapshot of the nation’s builders, electricians, plumbers, joiners and other tradespeople — are seeing an increased level of demand for projects designed to make their customers’ homes more energy efficient, such as improved insulation for cavity walls, lofts, walls and ceilings as well as heat pumps and renewable energy sources. However, the impact of rising petrol and diesel costs has also altered how the trade are operating, with eight in ten saying they have changed how they do business. This includes passing on higher fuel costs to customers when pricing projects (39%), choosing to work more locally (31%), and requesting that products be delivered rather than collected (29%). Tradespeople are also increasingly turning towards technology to help them combat higher prices at the

pumps, with 12% saying that they are holding more virtual visits with clients instead of visiting them in person. 6% also said that they have decided to invest in more fuel-efficient cars or work vehicles. Travis Perkins CEO Nick Roberts commented: “Having met the challenges posed by the pandemic

“With one of the oldest housing stocks in Europe, the UK’s ambition of achieving net zero carbon by 2050 depends on remedial activity, which will lower the heating bills today and decarbonise our homes for the future.” head on, the resilience of the UK’s tradespeople continues to be tested as they, once again, have to adapt their businesses to deal with other challenges facing the wider economy. Nevertheless, they remain confident in the outlook for their businesses

and, while many are having to adjust how they operate to deal with rising fuel prices, the increased demand for projects that improve the energy efficiency of the UK’s housing stock is encouraging. “With one of the oldest housing stocks in Europe, the UK’s ambition of achieving net zero carbon by 2050 depends on remedial activity, which will lower the heating bills today and decarbonise our homes for the future. Along with housebuilders and developers, it is the UK’s army of tradespeople who will ultimately make this happen and we are ready to work in partnership with them to help deliver this vision.” ■ The survey is the fourth full publication of Travis Perkins’ RMI Index following the inaugural report in August 2020. Enter the shortcode www.rdr.link/mai004 to read the full results.

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PACKAGING WASTE

War on waste With the recent implementation of the Plastic Packaging Tax, and with further cost implications still to follow, the issue of managing waste more efficiently — and more sustainably — has been brought into sharp focus. PBM considers the responses from one of the merchant sector’s largest buying groups and two leading suppliers to address the challenge of driving down cost and waste, whilst offering more environmentally-friendly alternatives.

National Buying Group

he builders’ merchants sector needs close collaboration with product manufacturers and Suppliers if it is to mitigate the impact of the Plastic Packaging Tax, according to the NBG. The advice comes after analysis with NBG Partner, Kellaway Building Supplies, revealed a potential 2,400% increase in tax as the Government looks to address the volume of plastic packaging in routine use and to fully recover the cost of recycling waste. The first change was the new Plastic Packaging Tax which, from 1st April, has seen products imported and packaged in the UK in plastic packaging with less than 30% minimum recycled content subject to a £200 per-tonne tax. This will be followed sometime later by the Extended Packaging Producer Responsibility legislation when merchants will likely be 100% responsible for the cost of recovery of all ‘consumerfacing’ packaging. The cumulative effect of both could be severe without action. Nick Oates, NBG Managing Director, commented: “Plastic packaging remains widely used across the building products sector for items such as bricks, plumbing, drainage, kitchen, trade

counter and bathroom products, which means these tax changes will reverberate across the supply chain. “With merchant businesses carrying the cost burden, ideally redesigning packaging to eliminate or reducing plastic content is best, if they are to avoid a financial cliffedge. If this is not possible the next best choice will be switching to packaging containing 30% recycled content or more, all of which must be supported by providing evidence based accurate product data.” He continued: “We’ve assessed one of our merchant partners, Kellaway Building Supplies, to try and understand the potential impact and the findings are very concerning. Our assessment is that a mixed merchant with 15 branches could be looking at an increase in the tax burden of circa 2,400%, from circa £5,000 to £105,000.” The Government recently pushed back the planned implementation date from April 2023 to an as yet unspecified date, but Nick says this should not lead to complacency: “This is a delay not a cancellation. It’s good news, in that it gives everyone more time to reduce their existing use of plastic packaging before the dramatic increase in costs, but there is still a lot of work to be done.” In a bid to mitigate the potential impact of the increased charges on merchants, NBG has embarked on a collaborative project with the help of a packaging specialist along with a core group of its Partners, namely Kellaway Building Supplies, Frank Key Group, Hughes Forrest and

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Nick Oates, NBG Managing Director

Palladium Building Supplies in addition to Suppliers, Aggregate Industries, Cemex UK, Etex, Forterra Building Products, Knauf Insulation, Ibstock Brick, TIMCO and Toolbank. The aim of the project is to drive the reduction of plastic by creating guidance and best practice examples for Partners and Suppliers around optimisation and potentially changing packaging. As part of this, the Buying Group is looking to provide a calculator for Partners to aid forecasting and introduce the requirement for a quarterly packaging statement from Suppliers to monitor continuous improvement. Together with these efforts, NBG is also urging Suppliers to be more forthcoming with the provision of accurate packaging data, now including plastic content of more than 30%. With this in mind, it has also updated its logistics template to gather the data which will be then imported into the NBG Product Information Management (PIM) system for access by all Partners; a major initiative which was requested and approved by all Partners. ■ For more information from NBG, enter the shortcode www.rdr.link/mai005

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PACKAGING WASTE

Russell Roof Tiles

anufacturing thousands of concrete pitched roof tiles and accessories across its three sites in Burton and Lochmaben, Russell Roof Tiles says it has made a significant effort over the last five years to reduce its packaging to improve its carbon footprint and help remove single-use plastic from its operations where possible. As noted previously, the new legislation applies to plastic packaging produced in or imported into the UK which does not contain at least 30% recycled plastic. Those that do not meet the standards set out by the Government are subject to a £200 per-tonne tax bill. Although the tax applies to all plastic producers, it’s a challenge to the building and construction sector which generates 50,000 tonnes of plastic packaging waste every year, with the majority of building materials being transported using pallets that are either shrink-wrapped, bound with plastic straps or cased in protective polystyrene. The problem at hand is that these materials are discarded as soon as the products are unpacked and often end up in landfills or incineration.

To combat the single-use plastic issue, manufacturers such as Russell Roof Tiles have collaborated with their suppliers to redesign packaging and use recycled materials to wrap their products to. For Russell, this has led to a 9% reduction of packaging per tonne of concrete product. With further legislation still to come, Business Support Manager Daniel Hancox said: “We have to see the positives in these pushbacks. We have used this as an opportunity to reduce the use of plastic packaging before the increase in price and find alternatives with higher recycled content that are less harmful to the

environment, but still do the job. There’s still a lot of work to be done for both manufacturers and the construction industry, but we’re on the right path.” ■ For more information, enter the shortcode www.rdr.link/mai006

Tarmac

s part of its corporate commitment to embracing circular economy principles and reducing waste across its operations, Tarmac has signed a charter produced by The Pallet LOOP — an innovative scheme aimed at minimising the consumption of single-use pallets in the construction industry. Around 18 million pallets are estimated to be used annually in the UK construction sector, but less than 10% are reused. In response, The Pallet LOOP scheme allows manufacturers to pay a deposit for distinctively-branded 100% FSC-certified green pallets, which are used to transport products to construction sites and have been specifically engineered to be more durable and sustainable.

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As LOOP pallets move through the supply chain, a deposit passes from manufacturer to merchant to end user. Once used, stacked and stored, the scheme operator collects the pallets and returns deposits, before repairing pallets as necessary and recirculating them. Garry Gregory, Packed Products Director at Tarmac, said: “We’re committed to working towards achieving a circular economy and our approach to this starts with designing out waste wherever we possibly can across our operations. The Pallet LOOP is a positive and effective initiative which is already helping to reduce construction waste by transforming the way in which pallets are used — and turning them into valuable returnable assets.”

Other recent sustainability initiatives from Tarmac have included changing all of the plastic packaging from its bagged products to a minimum of 30% recycled content. ■ For more information on Tarmac, enter the shortcode www.rdr.link/mai007 ■ Further details about The Pallet LOOP can be found via www.rdr.link/mai008

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Merchants’ confidence in the market tumbles Market challenges are brought into sharper focus in the latest instalment of The Pulse.

further 47% expected growth of 10-20%. Eleven per cent expected sales to increase by more than 20%.

erchants’ sales expectations remain at historically high levels for the month, quarter and six months ahead but confidence in the market has tumbled as the sector considers the combined effects on demand of price increases, supply difficulties, fuel rises, the cost of living and the Ukraine conflict. However, merchants’ confidence in their own businesses remains high. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 1st and 11th April 2022. Sales expectations Merchants’ sales expectations slipped again in April compared to March but remain at historically high levels (net +43%) — Chart 1. Expectations were strongest among Large merchants (+67%). Small outlets had lower, but still strong, expectations (+28%). Of those expecting sales to increase in April compared to March, just under two in five merchants expected sales to grow by up to 9%. Over half expected sales to increase by 10-20%. Year-on-year, sales expectations slipped to net +29% — Chart 1. Expectations were strongest among merchants in the Midlands (+50%) and Nationals (+49%), and weaker in the North (+9%). Of those expecting sales to increase in April compared to the same month in 2021, 42% expected growth of up to 9% and a The difference between the percentage of merchants expecting growth and those expecting a decrease is the net figure, expressed as a percentage. A positive net percentage indicates growth, a negative indicates decline. Net zero implies no change.

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Although quarter-on-quarter expectations have weakened, they are very strong at net +46% — Chart 2. Expectations are particularly strong among Independents (+68%), Large outlets (+61%) and merchants in the Midlands (+58%).

Among merchants expecting sales to grow over the next three months (April-June) compared to the previous three months (January-March), 36% expect sales to increase by up to 9%. Over

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TRENDS MONITOR half expect sales to grow by 10-20%, and a further 13% expect even stronger growth — Chart 3.

Looking ahead six months, a net +44% of merchants expect sales to grow in April-September compared to the previous six months (October 2021-March 2022) — Chart 4. Expectations are strong across the board, and particularly for merchants in the Midlands and Scotland (+50%) and Independent outlets (+53%). Just over a third of merchants expecting sales to grow over the next six months, expect sales to increase by up to 9%. A further 44% expect sales to increase by 10% or more. Twenty-one per cent expect sales to grow by more than 20%.

Confidence in the market Month-on-month, market confidence dropped for a second consecutive month, with a net -9% of merchants less confident in April than in March. Large outlets (-39%) and merchants in the Midlands (-23%) were least confident. Year-on-year, confidence in the market plunged, with a net -3% of merchants less confident in April than the same month in 2021 — Chart 5. Large outlets (-22%), Regional merchants (-20%) and those in the North (-18%) were least confident. Confidence in their business While still at historically high levels, merchants’ month-on-month confidence in their own business dropped in April’s survey to net +31% from +46% in the previous month’s survey. Small (+40%) and Large outlets (+39%) were more confident than Mid-sized branches (+19%). National (+49%) and Independent merchants (+32%) and were more confident in their own business than Regional outlets (+16%). Year-on-Year, merchants’ confidence in their own business dropped for the second month in succession, with a net +24% of merchants more confident than the same month in 2021 — Chart 5. Small branches (+45%) and National outlets (+51%) were most confident. Independent merchants were least confident (-5%).

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 36th in the series, with interviews conducted by MRA Research between 1st and 11th April 2022. Each month a representative sample of 100 merchants is interviewed. The sample is balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants. ■ The full report can be downloaded for free from www.mra-research.co.uk/the-pulse or call Ralph Sutcliffe at MRA on 01453 521621.

www.professionalbuildersmerchant.co.uk

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MERCHANT FOCUS

PBM takes a look at some of the latest news stories from across the merchant sector including new branches, acquisitions, anniversary celebrations and more.

CMO ANNUAL RESULTS

With the builders’ merchant market enjoying significant growth, CMO Group PLC — billed as “the UK’s largest online-only retailer of building materials” — has reported positive results for the year ending 31 December 2021. The results come less than a year after the self-styled e-commerce builders’ merchant successfully listed on the AIM market of the London Stock Exchange and show robust organic growth, with revenue up by 46% to £76.3m and adjusted EBITDA up by 42% to £3.7m, year-on-year. CMO also states it has expanded its market share by 11%, as sales “continue to increase across all of the company’s eight online superstores” which include Door Superstore, Roofing Superstore, Drainage Superstore, Insulation Superstore and CMO Trade. This performance has been bolstered by CMO’s acquisitions of Total Tiles and, more recently, JTM Plumbing which is set to be integrated into the new Plumbing Superstore which will launch later this year. With its product and service offering “continu(ing) to prove popular with professional trade contractors and DIY enthusiasts alike”, CMO has reported an increase in the overall number of active customers, as well as 10% growth in average order values and an “impressive increase” in the number of repeat orders which are now said to represent over 40% of all sales. CMO Group PLC’s CEO Dean Murray said: “We have and continue to experience strong demand driven by both the marketplace and our strong proposition to the internet-savvy tradespeople and homeowner of today. We have weathered the supply disruption of 2021 and the difficulties caused by COVID 19, and our flexible model means we are managing the current macro-economic issues well.”

LAKER BUILDERS MERCHANT NEW SHOP AT CRAWLEY BRANCH

Following the acquisition of an additional unit at its Crawley branch, the team at Laker — led by MD Steve Robinson and Founder Ady Laker — have created a new “spacious and brightly lit shop” which is said to offer a more welcoming atmosphere for customers. Steve explained: “This new shop allows Laker to be much more retail friendly, whilst still giving our core Trade Customers the excellent service they expect from us.” The shop sits within a larger unit which is run as a forklift free zone to prioritise on customer safety. Laker has additionally provided improved customer access and parking for up to 12 customers at the facility whilst “completely modernising the whole branch” in line with its green ethos. This meant the shop was properly insulated along with LED lighting and air source heat pumps using eco-friendly R32 gas being installed in the branch. Crawley MP Henry Smith officially cut the ribbon at the new store, whilst a special launch event saw a host of supplier support activities, including competitions, discounts and giveaways.

GIBBS & DANDY BAND OF BUILDERS PARTNERSHIP

Gibbs & Dandy has launched the ‘invisible brick’ charity initiative in partnership with Band of Builders to raise money for tradespeople facing challenging circumstances. The initiative allows the merchant’s customers to add ‘invisible bricks’ to their order and with every £1 invisible brick bought either in-store or online, customers will be donating £1 to the registered charity. Jason Cadogan, Head of Marketing at Gibbs & Dandy, said: “We are more than proud to be contributing to Band of Builders’ phenomenal work with this initiative. This charity makes a real impact for those in the construction industry and their families. We hope to continue work like this to support fellow tradespeople up and down the country.”

www.professionalbuildersmerchant.co.uk

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MERCHANT FOCUS

MKM ALDERSHOT BRANCH OPENING

Footballing legend Jimmy Floyd Hasselbaink and commentary supremo Martin Tyler teamed up recently to launch MKM’s new Aldershot branch. The new depot also announced a charity partnership with Help for Heroes on the day, highlighting the branch’s local ties and understanding of the area’s rich military heritage. MKM has also continued with the ongoing expansion of its branch network in Scotland — following the purchase of Spey Valley Timber and the establishment of new branches in Peterhead and Inverness last year — with the acquisition of Woodrow Timber & Supplies. Founded in 1979 as Rowan Timber Supplies, the business officially rebranded in 2021 and has grown to become one of the country’s leading suppliers of timber, sheet, and joinery products, operating across three branches in Airdrie, Ayr, and Dunfermline.

SELCO EXETER BRANCH LAUNCH

Exeter is the home of the latest Selco Builders Warehouse branch to open, taking the total number of Selco branches to 73 and strengthening its presence in the south-west of England where there is already two branches in Bristol. CEO Howard Luft said: “We are committed to a major branch expansion strategy and Exeter is the next step on that programme. As a genuine multi-channel builders’ merchant, we want to give tradespeople the chance to get their building materials in the most convenient way possible to them, whether that be through branches or through our growing digital offering.” The official launch saw Selco continue its commitment to supporting the local communities in which it operates by donating £3,000 to good causes — £1,000 was awarded to Jay’s Aim, which funds defibrillators for community groups across the south west and CPR training through its Community Heroes scheme, whilst a further £2,000 was donated to its nominated charity Cancer Research UK. The business has also recently further demonstrated its commitment to delivering long-term sustainable operations by planting a second forest with the merchant having directly supported the planting of 160,000 trees across more than 60 hectares on a site near Llandrindod Wells in Wales. This follows the planting of more than 100,000 trees near Jedburgh in the Scottish Borders last year and the trees will offset around 7,000 tonnes of carbon during their lifecycle — the equivalent of almost two years of Selco’s customer deliveries, and part of a wider package of measures designed to reduce the company’s carbon footprint.

COVERS TIMBER & BUILDING SUPPLIES 175TH ANNIVERSARY CELEBRATIONS

Covers has been continuing its series of special events to mark its 175th anniversary. In early May, for example, Jeremy Quin, the Conservative MP for Horsham, was welcomed to its depot in the town. Meanwhile, a series of ‘Anniversary Challenge & Demonstration Mornings’ are ongoing across its network with top suppliers in attendance to provide product demos and offering customers the chance to win a host of prizes. With numerous events planned throughout the summer, the series will conclude in late September at the Gosport branch.

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IBMG FURTHER EXPANSION

The Independent Builders Merchant Group (IBMG) has acquired Merkko Builders Merchants, expanding its network of builders’ merchants further into Oxfordshire and Berkshire. Headquartered in Abingdon and with two branches in Kingston Bagpuize and Aldermaston, Merkko has demonstrated strong organic growth since its formation. Merkko will join IBMG’s Grant & Stone brand and owner Ian Duckitt will continue with the business, working with Grant & Stone MD Mat Miller to ensure its successful integration into the Group. The move continues IBMG’s strategy of developing its divisions through a combination of acquisition, new site development and organic growth. For example, the business has further expanded its electrical division with the opening of its latest Grant & Stone electrical wholesaler located on Western Road, Bracknell. The list of new electrical wholesalers opened in recent weeks includes depots in Acton, Romford, Brentwood and Swindon, all under the Grant & Stone name.

www.professionalbuildersmerchant.co.uk

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SMART HOME TECHNOLOGY

Home comforts get smarter Smart technology has been soaring in popularity over recent years, with surveys suggesting more than 30% of UK homeowners now own at least one smart home product. Colin Wells, Head of Technical at Keylite Roof Windows, discusses the opportunities this brings for merchants.

ollowing the events of the past couple of years, where the UK population found itself spending a lot more time at home, it’s no surprise that demand and consumer appeal for smart home tech has continued to rise. Indeed, according to their annual report on the state of the connected home, published in July 2021, techUK and gfK stated that UK consumers purchased 21.8 million smart home devices in 2020 — a 22% rise in volume compared to 2019. And the market predicts that there is still huge opportunity for further growth, as smart home tech still only accounted for less than a fifth of all home technology purchased. Early adopters of smart home tech enjoyed the first benefits of the connected home, with the ability to control appliances such as lights, central heating, hot water, and security. Fast forward to 2022 and

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the landscape continues to change — smart speakers and TVs are commonplace, and smart technology itself will soon be standard in almost every household appliance we buy. At the same time, savvy households are making full use of smart lighting and energy control to help reduce their bills, with AI and learning technologies understanding patterns in our routines and adapting the way our homes respond. While the pandemic has certainly seen many homeowners investing more in the fabric and fittings in their homes, it has also brought a sea change in how we think about their impact on our wellbeing — and the

environment around us. Consumers choosing smart technologies are no longer satisfied with additional control or security; comfort, improved health and a reduced carbon footprint are equally important considerations. It is these home comforts that Keylite is bringing to the fore. Fresh air ventilation, natural daylight and thermal protection are amongst the top factors in transforming a house into a healthy and comfortable home. But with daily life and energy efficiency often putting the three out of balance, our Keylite product specialists set out to enable smart home technology to align both convenience and home productivity.

www.professionalbuildersmerchant.co.uk

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ADVERTISEMENT FEATURE

Low-Loss Headers — their place with heat pumps The result is our brand-new smart home technology product range called ‘keyliteConnect’, which includes app-enabled Keylite roof windows and blinds, and wireless technology to transform the way consumers experience natural daylight and fresh air in their homes. Using the keyliteConnect app and hub, homeowners can monitor and operate their smart roof windows and blinds remotely. The app allows users to set pre-timed actions, such as airing the building for a certain duration, or automatically lower blinds in the evening, meaning users can keep their homes running efficiently and conveniently, no matter whether they’re at home or away. Indeed, Keylite has always been at the forefront of innovation, and we are extremely proud of this latest product development. With over 15 million ‘smart homes’ in the UK and Ireland, it’s clear that the need and desire for smart technology is prevalent amongst consumers — and merchants are set to benefit. We are passionate about helping our merchant partners make the most of market trends and sales opportunities, and that’s why we invest heavily in product training. For example, our ‘Keylite Academy’ is a training portal that allows merchants to explore and learn everything they need to know about Keylite Roof Windows and the many products and services we offer, including keyliteConnect. Moreover, we view our sales team as an extension of our distributors’ sales teams and therefore forging strong relationships with our customers is extremely important to us. This is, in part, why we have recently received ‘Supplier of the Year’ accolades at recent merchant industry awards. keyliteConnect at-a-glance Clean, fresh air: Switch the roof windows to the trickle ventilation position on the app, and fresh air can circulate without compromising building safety. Weatherproof: The smart rain sensor will automatically close windows in the event of a downpour. Long term cost savings: keyliteConnect app-enabled Solar Powered Roof Windows and Blinds are powered completely by solar energy with no requirement for mains electricity. Harvesting solar energy, the roof windows retain power in the window’s battery system, enabling operation day and night. Easy to operate and install: The app allows users to create personalised settings for individual rooms and even users. Maximum security: Once connected to Wi-Fi, the keyliteConnect hub ensures only specified users can operate the applications remotely via the accompanying app. ■ For more information on the keyliteConnect range, enter the shortcode www.rdr.link/mai009

Effective heat pump operation is dependent upon several factors, one being correct flow rates and another, the temperature difference between flow and return. Grant UK’s Renewables Sales Manager Kevin Ellis explains more, outlining the benefits of the company’s system volumiser/low-loss header which can be installed alongside its Aerona³ heat pumps.

n our previous column, we looked at heat pump system design with a particular focus on specification and sizing. If the wrong size of heat pump is selected and the heat emitters installed are too small, the system will be unable to reach the required expectations. However, flow rates and differentials are other areas that must be well understood. If the flow rate is too high, the refrigerant will condense at a higher rate and could cause icing issues on the evaporator. If it is too low, it may be difficult to get the power required into the house and the heat pump would not work at its optimum efficiency. Not only must an engineer ensure the correct flow rates are set when installing a heat pump, it is also important that, later on, the flow rate is not affected by factors elsewhere on the system, such as an additional pump. The flow rate should be protected and this is where a system volumiser and low-loss header can come into play. As supplied by Grant UK, a combined volumiser/low-loss header can create a form of hydraulic separation which maintains the correct flow through the heat pump and it can provide a suitable volume of system water, allowing the heat pump to fully modulate – installers can enable their preferred set up. In brief, the unit enables the heat pump to be kept separate from the rest of the system. The header also comes complete with a 3kW supplementary element and relay, and it is included in all three of Grant UK’s heat pump installation packs. Designed to be installer-friendly while also serving to protect the efficient and correct operation, this is just one of the ways an air source heat pump can be installed. However, our experience with the combined volumiser/low-loss header has been very positive, making installation and diagnostics straightforward for engineers, and this is why Grant UK recommends installing this unit with Aerona³ heat pumps. ■ Merchants can sign up to the Grant eLearning Academy to complete the free, on-demand courses covering its heat pumps, accessories and other renewable products. Simply follow the QR code here.

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FACE TO FACE Palace Chemicals lays claim to being one of the UK’s largest independent manufacturers of tile adhesives, grouts, building chemicals, wood treatments and decorating sundries. Since its foundation in 1978, the business has continued to grow through its consistent programme of innovation and investment in the latest available technology. Today, the firm remains under the leadership of majority shareholder and MD Charles Clapham — one of its founding partners The company states that its products have become widely recognised for their value, quality and reliability among users ranging from tiling firms and large corporate developers to restoration experts, mosaic artists and DIY enthusiasts. In addition, its high level of industry-leading accreditation has enabled the Liverpool-based firm to forge a number of key industry partnerships, including as licensee for the UK manufacture and distribution on behalf of US Building Products firm Laticrete.

Celebrating a remarkable 40 years with the business, Simon Clough, Palace Chemicals’ UK Sales Director, recently spoke with PBM…

Q A

How did you get into the industry and to your current position? My brother-in-law was a sales executive for Palace Chemicals and, while I was working for someone else as an engineering draughtsman, I sometimes joined him on his rounds on Friday afternoons if I finished work early. The lifestyle immediately appealed to me and, then I got a call a call out of the blue from my brother-in-law’s boss, George Denison, who offered me a vacancy that had come up in Nottinghamshire. People thought I was crazy to give up my job, but it luckily paid off — in just my first week, I earned a lot of money for a 21-year-old in 1982! In 40 years at the company, I’ve steadily risen through the ranks, from East Midlands Sales Manager, Regional Sales Manager for the East Midlands and Yorkshire, Northern Sales Director and, finally, UK Sales Director.

What has the particular impact of Covid-19 been like on the business, and what longer-term changes have remained? Covid-19 was a huge game changer. As we were no longer able to visit our customers we turned to technology to keep the channels open. We initiated a new online portal, allowing customers to order product direct and we created over 100 online “how to” videos to help our customers through the application process of most

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of the company’s products. I worked throughout the lockdown period supporting our clients and the business responded quickly, including being able to supply hand and surface sanitisers as part of our range.

“If you love what you do, you never really work a day in your life — so I’m very lucky to be in that category.”

Q A

How important do you feel the issue of sustainability is to the merchant sector? Palace Chemicals has a responsibility as a large manufacturer to lead by example when it comes to protecting our environment. As a result, we have always prided ourselves on seeking the most ecofriendly materials and employing the most sustainable manufacturing and working practices possible. Since 2004, long before many others joined the search for ecofriendly materials, we have operated a BSI accredited ISO 14001 approved Environmental Management System. As part of this ongoing programme, we’ve invested heavily in new processes and equipment to reduce our carbon footprint. Recent upgrades,

for example, have led to the removal of more than 80,000 composite paper sacks from our waste system.

Q A

What has been the highlight of your career to date? Despite the upheaval during the pandemic, and as a result of some key strategic decisions made to protect our customers from any potential supply impact from Brexit, sales in 2020 continued to grow. And this allowed us to continue to supply, if not increase supply, during what was a very difficult year. However, my career highlight was seeing sales turnover increase further in 2021, making it another year of Palace continuing to support and supply our customers. In the seven years that I’ve led the sales division, six of those have shown year-on-year growth.

Q A

Where do you see yourself in five years’ time? This year marks my 40th anniversary working for Palace Chemicals — a fact I often have to pinch myself about. Yet, I’m still only 61 years old so, who knows, I’ll probably still be there in five years’ time. If you love what you do, you never really work a day in your life — so I’m very lucky to be in that category. ■ For more information on Palace Chemicals’ range of products and services, enter the shortcode www.rdr.link/mai010

www.professionalbuildersmerchant.co.uk

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PEOPLE NEWS

Following a review of how it can support its customers in a more focused manner, Flexseal has announced a number of structural improvements to its sales team including two new national roles. Previously the firm’s North East and Yorkshire ASM, Steve Rodgerson becomes the new Key Account Manager – Civils, developing Flexseal’s key national civils and drainage merchant partners. David Millward, meanwhile, has joined as Key Account Manager – Independents. Most recently a Regional Manager for the BMF and with previous roles at Keyline and Civils & Lintels, David will manage buying group deals and independent merchants. Both will report to National Sales Manager Ricky Hasprey, and will work closely with the company’s ASMs and HQ support teams.

(l-r) Steve Rodgerson, Ricky Hasprey and David Millward

Richard Wade is the new Sales Director for Encon Construction Products, a specialist division of the Encon Group ﬁrst introduced in 2019. With previous experience at leading brands such as Keyline, Tarmac and Burdens, Richard said: “Due to the expertise within the team, coupled with a ﬁrst-class supply chain and outstanding customer service, the business has gone from strength to strength in recent years. I'm really looking forward to meeting my colleagues, customers and suppliers and being a part of a growing and respected business.”

Saniﬂo has promoted Kelsey Griffiths to the position of Business Development Manager for the South East. Kelsey is the youngest person to join the Saniﬂo sales team and was promoted internally after joining the company in June 2021. Having developed extensive contacts with merchants and customers in her previous post, her new role is focussed on building relationships with the merchant sector and developing growth in the sector.

Paul Swift has been appointed as Managing Director of ForgeFix. Paul joins from Tyman PLC, one of the leading global players in window and door hardware manufacture, where he was Head of Sales at Zoo Hardware. He said: “I am extremely excited to have been appointed as the Managing Director of ForgeFix, with its very successful record of developing strong brands within the ﬁxings and construction market and I want to build on this.”

Offering training sessions and trade days for merchants and distributors across the East of England is a top priority for Actis’ newly-appointed Area Sales Manager, Jerrell Paton. The latest appointment to the firm’s expanding sales and specification team, Jerrell will help increase awareness of the benefits of the Actis Hybrid range of insulation and insulating membrane products

www.professionalbuildersmerchant.co.uk

Among a number of recent senior appointments announced recently by Cheshire Mouldings, Mike Philips has been named as the manufacturer’s new Key Accounts Manager. With over 20 years’ experience across the sector, Mike will be responsible for managing the company’s nationwide network of merchants and stockists, working closely with each customer to ensure their speciﬁc requirements are successfully met.

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TRAINING ZONE

Apprenticeships LEAP into action Following the BMF’s appointment of LEAP Early Careers and Apprenticeships as the training provider for BMF Apprenticeship Plus, a growing number of merchant members are committing to the LEAP apprenticeship programme to develop colleagues.

wenty new apprentices have already started on LEAP programmes, working in eight different BMF merchant businesses. While some of these merchants, including Joseph Parr and Harlow Brothers, are existing levy payers, others such as Bell Plumbing, Collier & Catchpole, E Tupling, Paull & Co, JGF and Turnbull & Co are amongst the businesses taking the apprenticeship leap for the first time. As non-levy paying merchants, they had to set up an account with the Digital Apprenticeship Service (DAS) which gives them access to apprenticeship funding as well as apprenticeship standards and training providers — and the BMF was on hand to help with this process. Kerry Wilson, BMF Learning and Development Manager, explained: “For some it’s daunting setting up the DAS account but really its quite straightforward, getting more complex when raising each group of apprentices and securing the 95% funding, within the funding deadlines. Here at BMF, we have been able to take the reins and support our members on how to do this, with the members gaining longer term benefits by granting account permissions to LEAP (the provider) and allowing it to do this on their behalf.” Apprenticeships are often thought of as a valuable first step for school-leavers, but BMF LEAP apprenticeships are equally valuable for those developing skills throughout their career. Amongst the initial apprenticeship group, those starting out on the merchanting ladder are working towards

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Level 2 Trade Supplier, while others are progressing their career by undertaking a Level 3 Team Leader apprenticeship. A further group of specialists have embarked on Level 3 Fitted Furniture (Kitchen and Bathroom) or Level 4 Sales programmes. Whatever their apprenticeship level, they are all supported by a designated LEAP coach. One of those coaches, Aaron Brown, was immediately impressed by their enthusiasm: “It’s been amazing to meet the new apprentices from across the BMF family. I can immediately see the passion they have for what they do and

“Apprenticeships are often thought of as a valuable first step for school-leavers, but BMF LEAP apprenticeships are equally valuable for those developing skills throughout their career.” I’m incredibly excited to be part of their development journey and looking forward to shaping the careers of these talented individuals who are building our communities.” The coaching support means the apprentices can combine remote study with on-the-job experience, which is proving popular. William Williams, who recently began work at Joseph Parr Group, explained: “The

Kerry Wilson, BMF Learning and Development Manager

benefit of doing the learning remotely is that I can go at my own place and control how I’m doing things, and the support I get is really strong. If I ever need any questions answering or need any help, I get an answer immediately.” Matthew Nugent at E Tupling added: “Having the chance to gain a qualification while learning on the job is a good balance, and I prefer learning remotely. When you are hands on you can make mistakes and learn from them. You can’t do that in a classroom.” With BMF companies currently advertising for almost 30 more apprentices, this is the beginning of a great chapter with the BMF and LEAP, working together to help BMF members to develop their teams and to build excellence in material supply. For further information on the services offered by BMF Apprenticeships Plus, please contact Carmen Daley at carmen@bmfapprenticeshipsplus.co.uk or 0333 305 7656. To find out more about BMF LEAP apprenticeships, please contact Kerry Wilson on 07387 239194 or email Kerry.wilson@bmf.org.uk ■ BMF training ranges from formal Apprenticeships and, with leading British universities, sector-specific Diplomas, Degrees and a Masters Degree in Merchant Leadership and Strategy, to online product knowledge and other specialist skills training.

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PROFESSIONAL

BUILDERS MERCHANT SPONSORED SUPPLEMENT

JUNE 2022

HÄFELE UK Maximising revenue opportunities for merchants

Industry-changing Innovation Since 1923

Meeting Consumer Needs

www.hafele.co.uk

Functional Style & Substance

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SPONSORED SUPPLEMENT

Style and substance Understanding the changing needs of the consumer and installer, Häfele offers a wide range of solutions to create the function that homeowners now demand, with ease.

EASIER WITH ALUSPLASH

Traditionally, splashbacks are an area of the kitchen where fitters might call in a specialist subcontractor, whether that’s a tiler or a glazer. But thanks to innovative products, that needn’t be the case, giving tradespeople an extra revenue stream and another string to their bow. Distributed exclusively through Häfele in the UK, AluSplash is a practical, hassle-free alternative to glass, acrylic and tiled splashbacks. Simple and straightforward to fit — in fact, it’s three times quicker to install than tiles — AluSplash can be installed with readily available tools and minimal training. This makes it a great, value-added offer to the customer and an easy extra profit stream for all trades. AluSplash is available in three precut sizes, including up to 3050mm lengths, and 12 colourways, including new on-trend matt finishes. Innovatively designed, it allows fitters to v-groove and fold around corners without joints

and cut holes for sockets with ease. As well as being easy to fit, the product is constructed from a flame-resistant aluminium surface with a fire-resistant mineral core that means AluSplash can be used behind all hobs and cooktops, including gas, for a seamless run of colour that’s also easy to clean.

To accompany AluSplash, Häfele offers an installation kit that includes everything needed alongside a standard fitter's toolkit and a series of YouTube videos give step-by-step instructions from preparation to finish. Häfele also has plans for an AluSplash installer accreditation in the future.

for different times of the day and lighting conditions, changing the atmosphere as the customer likes at the click of a button. To help with lighting design, Häfele offers a free of charge Lighting Design Service that gives users a bespoke lighting plan and product list in just three

simple steps. Simply complete the form at hafele.co.uk/lightingdesignservice and within a short turnaround, its team of lighting consultants will return a tailored specification.

LESS HASSLE LIGHTING

Lighting often seems complex and a nice-to-have, and as a result, it’s often overlooked when planning a kitchen design. However, Häfele’s consumer survey highlighted it as an important aspect of a functional space which can make or break a kitchen. Thanks to innovations in furniture lighting, it’s never been easier to achieve a practical yet stylish finish in the heart of the home. Loox by Häfele is a simple, modular plug and play system that can be easily incorporated it into kitchen designs to create that all-important wow factor. App-controlled, it can also be adjusted

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SELLING A UNIQUE PACKAGE

Some kitchen designers have favoured go-to options, but to give customers a kitchen that complements their taste and lifestyle, it’s important to offer variety and options that are bespoke to their needs. To help this process, as part of its Aspekt range of UK-manufactured cabinet doors that include standard slab, pressed shaker, integrated J-pull and premium slab options, Häfele has developed resources that pair each door with a selection of perfectly suited handles. The smooth classic Skye door, for example, can be matched with a rail handle in a brushed black finish for an industrial look, or customers can mix a matt door finish with a metallic handle for a contemporary design. The shaker styling of the York door can also be dialled up or down by pairing different handle combinations. Use a cup handle in polished nickel or a create a more

MAXIMISE SPACE AND USABILITY

Our homes have been on a downward trend size-wise since the 1980s with the average living room and kitchen now 15% smaller than 40 years ago. Making best use of the floor space and layout is the first natural step when dimensions are tight, but designers should also consider the role individual kitchen components have in creating those important extra centimetres.

angular look with a geometric bar design. Resources such as this give kitchen designers the confidence to break the

mould in their designs and enable customers to find what they want more easily.

Matrix Box A range from Häfele is one such product that gives more usable space within the drawer thanks to its slim design. Similarly, its award-winning Free space flap fitting is designed to create more storage room within cabinetry by eliminating the need for large cover caps. Drawers are also a great option and designers should consider systems that can form larder-style units for maximum

space and performance. The M-Stax larder unit, for example, combines larder height with a huge 35kg load per drawer for a mass of storage within a single cabinet. Designing a compact kitchen needn’t be a challenge. By working closely with manufacturers and calling on their technical advice and wide product ranges, it’s possible to create highly functional and good-looking kitchens no matter what the footprint.

www.professionalbuildersmerchant.co.uk

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HYBRID HEAT PUMP SUPPORT

Bridging the gap The Heating and Hotwater Industry Council (HHIC) is calling for greater support for hybrid systems in the Government’s net zero strategy in order to “provide a practical method of achieving low-carbon heating for consumers”.

aunched in October last year, the Department for Business, Energy and Industrial Strategy’s (BEIS) Heat and Buildings Strategy outlined the key technologies in the UK’s transition to net zero. The £450million Boiler Upgrade Scheme was the centrepiece of the development, offering homeowners grants of £5,000-£6,000 for the installation of heat pumps. However, the HHIC notes that this scheme only extends to all-electric systems at present, with hybrid set-ups currently ineligible for funding. Following the conclusion of the Renewable Heat Incentive in March 2022, this now means that there is no subsidy scheme in place for those looking to install a hybrid system. Stewart Clements, Director at the HHIC, said: “The supporting initiatives surrounding heat pumps demonstrate the key role that this technology will play in the nation’s decarbonisation efforts. However, as this legislation does not currently extend to hybrid systems — in this case an air source heat pump and gas boiler, operated by an intelligent control system — we feel that BEIS has effectively discontinued support for one of the most viable routes to achieving low-carbon heating. “It’s important to acknowledge that transitioning directly to all-electric technology simply isn’t going to be an option for many consumers. For this reason, it’s vital that this level of support is extended to hybrid systems too as a means of bridging the gap.” The case for hybrid heating systems has been set out in the HHIC’s latest whitepaper, Hybrid Heat Pumps: A Flexible Route to Decarbonise Heat. Within the whitepaper, the HHIC raises the point that opting for a hybrid system allows for “an immediate reduction in carbon emissions

Hybrid Heating & Hot Water

for those unable to transition to all-electric heating at present”. From a practical perspective, HHIC argues, homeowners can then make gradual improvements to the fabric of their property for increased energy efficiency, before making the full switch to an all-electric system at their convenience. Hydrogen fuelled boilers may also be an option in the longer term so consumers have the flexibility of different fuel options including off grid bio-fuels.

“From a practical perspective, HHIC argues, homeowners can then make gradual improvements to the fabric of their property for increased energy efficiency, before making the full switch to an all-electric system at their convenience.” Elizabeth Wilkinson, Head of Domestic Product Management at Groupe Atlantic and Chair of the HHIC Hybrids Group, advised: “Hybrid heat pumps are a practical solution that enable carbon reduction in homes now and with recommendations in this paper, such as clearly defined standards for hybrid control to ensure carbon savings, they should not be overlooked in policy as a route towards Net Zero.”

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The whitepaper also raises the issue of skills and training, “with an emphasis on understanding the effect that building fabric and insulation has on thermal performance and heat demand”. This can be measured through room-by-room heat loss calculations, which now form the basis of many training schemes offered by manufacturers within the HHIC. Stewart concluded: “While it would be fair to say that more manufacturers are launching all-electric systems, the key challenges to uptake here are accessibility and attractiveness to the consumer. “In this sense, hybrid systems may serve an effective intermediary between traditional gas boilers and low-carbon heating so we hit the Governments shorter term goals. For this reason, the HHIC strongly advocates that the Government adopts a revised position on this technology, as we believe it to be one of the most practical routes to net zero.” ■ For more information on the HHIC and to read the new whitepaper, enter the shortcode www.rdr.link/mai011

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BUILDING BOARDS, PLASTERS & RENDERS

Speed is of the essence Claimed to set 50% faster than standard skim finish plaster, British Gypsum has announced the launch of its latest high-performance fast setting skim finish plaster — ThistlePro FastSet Finish.

eveloped to offer “the same premium standard” as its range of high-performance ThistlePro products, British Gypsum says its ThistlePro FastSet Finish comes with the added value of a setting time 50% less than standard skim finish plaster. This, the company contends, will enable plasterers to complete projects faster and increase their potential to earn more money. With a quick setting time, ThistlePro FastSet Finish delivers an “all-in-one bag solution that has been tried and tested to ensure that it performs to the high standards of the leading manufacturer”. It also removes the need for additives and hacks — which

can reduce product performance and void warranties — and helps plasterers to achieve a consistent faster-setting time and finish. Paul Cassidy, Product Portfolio Development Director, said: “As the UK’s leading manufacturer of high- performance drylining solutions, we are committed to providing our customers with a range of products that help meet the requirements of the vast projects they are applied to. “Following feedback from a survey we carried out last year, it became clear that more of our customers would prefer to work with a finishing plaster that has a faster setting time, with many of them already using something similar several times a

week. As a result of this, we are pleased to launch the first skim finishing product on the market with a setting time of 60 minutes and provide our customers with an option that has been designed to allow installers to work more efficiently. British Gypsum’s ThistlePro range also features ThistlePro PureFinish, ThistlePro DuraFinish and ThistlePro Magnetic, which are designed to provide better indoor air quality, a more durable finish and the option of creating interactive spaces. ■ For more information on British Gypsum’s ThistlePro range, enter the shortcode www.rdr.link/mai012

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BUILDING BOARDS, PLASTERS & RENDERS

Paul Midgley, Market Manager — Trade, at Knauf UK looks at added value products and how using a spot of product knowledge to upsell effectively can bring benefits to both merchants and customers.

Beyond board basics T

he construction industry has something a reputation for being slow to change and it’s probably fair to recognise that there is some reassurance in using a familiar product. However, when counter staff are able to offer advice on better product options, there is margin to be made for the merchant and better results for the contractor. Plasterboard is one group that is top of the list of under-rated products. Too often, standard gypsum board is viewed as a commodity fix-all when technical teams have developed a range of options with characteristics to meet specific performance demands. Understanding the best product offer is key to a spot of upselling.

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Asking the right questions When builders come into merchants, they are almost always looking for more than simply the products on their list. A bit of a look around at what’s in store, checking out offers and promotions and, often, a bit of a chat. And this is where the selling opportunity presents itself. A simple “what are you working on?” can open up a range of upselling opportunities — particularly when it comes to plasterboard. If the answer is “a bathroom” then there’s an immediate opportunity to consider moisture resistant product such as Knauf Moisture Panel. A gypsum board, Moisture Panel contains additives that make it resistant to the humidity that can lead standard boards to decay over time. On the other hand, if it’s a kitchen extension, then the homeowner might just appreciate the added reassurance provided by Knauf Fire Panel which

gives up to 120 minutes fire protection as part of a full Knauf system. Keep the sound down An equally popular answer at the moment is likely to be “home office” with the rise in working from home habits leading many to consider a dedicated space for home working. Here, the immediate problem for families is often one of noise. The need for quiet space for working is in direct opposition to the recent trend for open plan living and finding the right partitioning solution is important. So important in fact, that acoustic insulation has been a focus for product development with a range of options now available. The first Knauf answer for this issue is Sound Panel. This is a denser product (and therefore heavier) than standard wallboards and effectively reduces noise transfer between neighbouring rooms. It’s ideal for residential applications, although it provides the best sound insulation when used as part of an acoustic wall system that will include cavity insulation and acoustic sealant. This system will meet the requirements of Approved Document E for partitions. Sound Panel isn’t the only product developed for acoustic insulation — in fact,

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“Plasterboard is one group that is top of the list of under-rated products. Too often, standard gypsum board is viewed as a commodity fix-all when technical teams have developed a range of options with characteristics to meet specific performance demands.” Knauf has developed a range of options with additional high-performance characteristics. Knauf Soundshield Plus, for example, combines effective acoustic control with impact and fire resistance. It is thicker and denser, giving high-level acoustic insulation (up to 54dB as part of a full Knauf system) and making it a good option for areas where sound control is top priority — this could be, for example, a utility room housing a washing machine and tumble dryer. And top of the range is Knauf Performance Plus — the highest performance plasterboard in the Knauf range. 15mm thick and weighing in at 12.8kg per m2 (33.12kg per board), Performance Plus provides all-round performance. As part of a full Knauf system it promises up to 120 minutes fire resistance, combined with effective sound insulation, whilst it is also moisture resistant and highly resilient which makes it ideal for the most challenging environments — such as schools, hospitals and more. Getting the right answers This is not about finding a product that “will do”, but about providing the right solution for the right environment. Product development teams never stop and all manufacturers look to introduce improvements on tried and trusted ranges. As such, it certainly pays to keep up to date and contractors always benefit from an informed chat with knowledgeable counter staff — one reason why merchant stores remain popular in an increasingly online world. ■ For more information on Knauf UK’s range of products and services, enter the shortcode www.rdr.link/mai013

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THE TRADESHOW FOR PROFESSIONAL BUILDERS

Professional

LIVE!

See all the latest trade products and talk directly to manufacturers FORTHCOMING SHOWS: CBS ARENA, COVENTRY 14TH/15TH SEPTEMBER 2022 WESTPOINT ARENA, EXETER 20TH & 21ST OCTOBER 2022 SANDOWN PARK, SURREY 3RD & 4TH NOVEMBER 2022 Register for free at www.probuilderlive.co.uk

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TIMBER & JOINERY

Supply chain pressures David Hopkins, CEO of Timber Development UK, gives PBM an insight into current the state of the timber industry and what may lie ahead for the second half of the year.

he end of 2021 saw merchant shelves fully stocked with timber once again after the supply challenges we experienced last summer. And yet, despite everyone breathing a sigh of relief at the beginning of 2022, many of the possible barriers to trade and supply continued to have an impact even before the war in Ukraine began. Rising global fuel costs are having a significant impact on manufacturing and prices, with many of these costs inevitably being passed down the supply chain to merchants and tradespeople. We’re also still experiencing the impact of a widespread shortage of HGV drivers, and despite government attempts to fast-track new drivers

coming into the industry, we would expect this to continue at least until the end of 2022. Have prices peaked? Timber prices remained high in early 2022 after significant increases during 2021. For example, the average price of sawn and planed softwoods in May, June and July last year rose by 55%, 65% and 88% respectively compared with 2020 levels — and there has been little fall away from these peaks so far in 2022, despite stocks on the ground mostly returning to pre-pandemic levels. Timber is globally traded and the UK is, effectively, competing with other markets including the EU and the US for timber imports. Increased demand from one

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country or region will inevitably impact on the supplies available to another, and prices are always affected by that balance between supply and demand.

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TIMBER & JOINERY

The US repair, maintenance and improvement (RMI) and private housing markets are booming and this is likely to mean greater competition for wood supplies this year — inevitably either driving prices higher or, at the very least, keeping them at current levels. It is also possible that current consumer concerns in the UK around the rising cost of living and falling consumer confidence may cause demand for private RMI work to fall slightly as people choose not to spend money unless absolutely necessary. Whether this may help to offset or at least slow down any price rises only time will tell. The impact of Russian sanctions The war in Ukraine and subsequent sanctions are already affecting the timber supply chain, and we believe this will continue for some time to come. Many global businesses have ceased trade with Russia and Belarus, and UK and EU sanctions have banned the imports of timber from either country — a move that PEFC, FSC and Timber Development UK all strongly support.

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Ultimately, any timber exported from Russia or Belarus since 8 April is now considered ‘conflict timber’ and cannot be used. Although the UK imports little timber directly from Russia, the removal of this timber from the global supply chain will inevitably have an impact on supplies of a number of timber products. We anticipate pressures around Birch Plywood and Oak in particular, as well as Russian Siberian Larch. In some cases, especially for Russian joinery redwood, whitewood and birch plywood, these products aren’t directly imported into the UK in large volumes. However, they are exported from Russia into the EU, where they are processed and repackaged into Planed All Round Timber and mouldings before onwards delivery — and so may not be immediately obvious as having come from Russian source material. At Timber Development UK we are working with our members and EU supply partners to identify alternative sources for these timber products wherever possible. There are alternative supply chains for Birch Plywood in Finland, Estonia, Latvia and Poland, though it is unlikely there will be enough spare capacity from those manufacturers to fully make up for the lost Russian supply. Possible alternatives to Birch Plywood (though these may not match all the properties of that timber) include: • High-quality European Poplar Plywood • Indonesian and Malaysian Tropical Hardwood Plywood • Canadian Douglas Fir Plywood Poplar • Okume (Gaboon) Plywood. Merchants looking for new sources of timber should contact Timber Development

A slower housing and RMI market in Q1 2022 is being reflected in timber import volumes, which fell below the record levels seen in 2021, according to the latest Timber Development UK statistics. The statistics show that while timber import volumes are nearly 20% lower in February 2022 than those of February 2021, they remain slightly above the pre-pandemic levels of February 2020. While this was the fifth consecutive month where total timber import volumes were below the previous year, it marks a return to more expected patterns within the market. The biggest factor driving change between February 2022 and February 2021 was a 178,000m3 decline in softwood imports, with hardwood and plywood imports up by 32% and 8% respectively. Nick Boulton, Timber Development UK Head of Technical and Trade, said: “After the 12% construction growth and a record year for timber imports in 2021, we were always expecting more modest import volumes in the early months of 2022. “Softwood imports correlate heavily with the RMI and new housing market which has had a slow start to the year. It is likely these markets will continue to slow as we head into Spring 2022, with the latest CPA forecast suggesting that inflation will impact these construction sectors the hardest.” UK suppliers for help and advice. We will continue to provide regular updates on product supply and demand issues across the timber supply chain on our website at www.ttf.co.uk.

■ Timber Development UK is a new representative body formed by the merger of the Timber Trade Federation (TTF) and the Timber Research and Development Association (TRADA). It will be “formally launching as a single supply chain organisation spanning sawmill to specifier during the summer of 2022”. For more information, enter the shortcode www.rdr.link/mai014

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TIMBER & JOINERY

Shaun Revill, Trading Director at SR Timber, discusses the importance of sourcing good quality timber in a market coming under increased pressure.

Managing the squeeze A s 2022 continues to prove challenging for the industry due to product availability and price increases, we must continue to look forward and manage the impacts these challenges will have on businesses. The latest challenge for the timber industry is, of course, the war in Ukraine which has seen timber stocks from Russia and Belarus removed from the supply chain. Granted, the UK’s purchases were relatively small in volume from these regions in comparison to overall supply requirements. However, we can’t deny the effect it will have on countries which have purchased large amounts from Russia and Belarus — and who will now be turning to other sources of timber. This potentially will place greater stress on other providers as demand begins to outstrip supply in certain product lines. One immediate quality control check we recommend is to ensure your supply chain isn’t purchasing conflict timber from these regions. Conflict timber shouldn’t be used in the UK and as a result of supply constraints, we’ve seen an increase in substandard products entering the market. The good news is stock in the UK remains positive, however at this pace we can expect to see availability becoming a challenge. Indeed, as supply begins to tighten up, it becomes increasingly important to

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understand the role that certification, supply chain, and quality has on product.

Starting with sustainability Timber can be seen to be a viable alternative to more traditional, carbon intensive materials, however this doesn’t mean it is intrinsically a sustainable product. It is a manufacturers’ and suppliers’ duty of care to ensure that products meet all the regulations necessary to be classed as sustainable. Likewise, customers need to check documentation to ensure the manufacturers and suppliers sustainability claims are valid. The Forest Stewardship Council (FSC) or Programme for the Endorsement of Forest Certification (PEFC) are the two main sustainability certifications to look out for. These signify the timber is sourced from is a correctly sustained forest, preserving biodiversity levels. And verifying that the timber carries one of these marks is critical if you’re looking to demonstrate your environmental credentials or hit sustainability goals. Manufactured to British Standards If you know your timber is coming from a sustainable source, the next factor in the supply chain is how it’s produced. Proper duty of care ensures the facilities used to manufacture roofing battens are up to

standard and as such, the batten achieves the required grading accreditation. For example, the SR Timber sawmill partner is audited by CATG, a UKAS approved third-party accreditation scheme. CATG ensures the manufacturer correctly follows their management procedures, regularly and randomly audits the production facilities, as well as physically checks produced stock fully conforms to BS 5534:2014 + A2:2018. This is recognised by controlling bodies, local authorities, and home warranty providers, as well as trade organisations such as the NHBC, NFRC, and Timber Development UK.

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What makes a graded batten? All graded battens should be dimensionally accurate — here, BS 5534:2014 + A2:2018 allows for a tolerance of -0mm / +3mm on the thickness, (25mm), and -3mm / +3mm on the width (which will be 38mm or 50mm). The strength of the batten is dependent on slope of grain, number of growth rings, quantity and dimension of knots being within regulations. This is especially important when we look at the role that battens have in the construction of the roof. For instance, the Health and Safety executive document HSG33 recommends that on pitched roofs the battens can be used as secure footholds in line with the truss, but only if they are graded battens produced to the standard BS 5534:2014 + A2:2018. This is a lot of information to take in and to check each time. To make it easier to identify if a batten is the right quality, every single graded batten will be individually marked. Every British Standard batten must be clearly marked with ‘Graded BS 5534’. It must also have the batten size — either 25 x 38 or 25 x 50. It should also be marked with the supplier or producer mark, identified as imported, as well stating the species code: PNSY for Pine or WPCA for Spruce. Checking the chain of custody When it comes to validating stock, merchants can start with sustainability by cross-checking against registered suppliers on the FSC or PEFC websites. We also recommend checking all delivery notes, invoices to ensure that what has been delivered is a true graded roofing batten. Finally, simple checks such as measuring if the thickness is 25mm can identify if a batten is fit for purpose. If under 25mm, the batten will fail to pass the British Standard allowed tolerances and isn’t a true graded batten. There will no doubt be pressures on the supply chain to get timber into stock in the summer months, but it’s important that all product is sustainably sourced, correctly graded, and fit for purpose therefore is safe to install. For SR Timber, our production process is set up in a way to ensure our roofing battens tick all the boxes when it comes to sustainability, quality, and the UK building industry standards. ■ For more information on graded battens from SR Timber, enter the shortcode www.rdr.link/015

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Full circle W

hilst every manufacturer is putting its sustainability credentials front and centre, if your products are derived from one of the most environmentallyfavourable construction materials available then you’re in a pretty good place to begin with. That’s certainly the case with the West Fraser, formerly known as Norbord, and its range of wood-based panels but the manufacturer is taking further steps to tread with an even lighter and more inconspicuous carbon footprint. “Sustainability has been a focus of ours long before it was as high as it now is on the policy agenda,” explains West Fraser’s Steve Roebuck. “We have developed independently verified Environment Product Declarations EPDs for our entire European range, for example. These clearly demonstrate that our products are net carbon negative, with a net negative global warming potential. “In practice this means that — from cradle to customer, or from the sustainable managed forest right to the joiner’s workshop or on-site carpenter — the products lock in more carbon than is emitted in their manufacture.” West Fraser has equally concentrated its attention on fossil fuel consumption in its production processes. Up to 50% of timber is water and that requires heat to drive it out. As a result, the wood panel industry is classified

as an energy intensive user but, in order to mitigate that demand, West Fraser derives the vast majority of the heat required in manufacture from renewable sources — with any leftover material from the making of the product also then used to generate heat. The company states it is recognised as one of the largest generators of renewable heat in the UK, with all three of its UK manufacturing sites — South Molton in Devon, Inverness, and Cowie — taking part in the government’s Renewable Heat Incentive initiative. In order to participate in the scheme the energy that’s used to generate heat must be from renewable sources. Moreover, West Fraser has also entered into contracts with its energy suppliers that guarantee all of its electricity is sourced from renewables, a state of affairs that is again independently audited through the Renewable Energy Guarantees of Origin (REGO) scheme. “We recognise that most of the measures we’ve implemented to improve environmental performance have a financial cost for us,” admits Steve. “Essentially, it’s about trying to do more with less — less energy and less raw materials — but with the same outcomes. What’s more important is the principle behind what we’re doing.” So, what then of the products themselves? How do the individual panel solutions qualify as green building materials? West

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West Fraser is championing environmentally-friendly construction. Steve Roebuck, the company’s European Director of Environment, Health & Safety, talks to PBM about its products and production processes.

Fraser’s particleboard is made from 80% post-consumer wood waste, and whilst MDF is virgin material, it is actually the residue of the sawmilling industry, all of which contributes to the circular economy. In addition, all of West Fraser’s wood is FSC and/or PEFC certified. The MDF and OSB wood panel solutions supplied are manufactured on these shores, from UKgrown virgin material under the auspices of the UK Woodland Assurance Standard, an organisation which independently verifies sustainable woodland management. Homegrown The homegrown status of SterlingOSB Zero stacks up very favourably against its ply alternatives, all of which have to be imported — often from as far afield as South America or the Far East — with an obvious environmental impact in terms of energy miles. In fact, West Fraser’s OSB is a truly local product with all of the wood used for its manufacture in Inverness coming from approximately a 70mile radius of the plant. Environmental considerations are not just about global emissions, of course, but are also

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concerned with local air quality and that’s why West Fraser’s SterlingOSB Zero is now the only OSB panel available to be free of added formaldehyde. Trials are also on-going with MDF and particleboard to reduce the use of formaldehyde in these panels as well. “Using OSB on building projects as an alternative to brick and block is effectively locking in carbon that has been taken out of the atmosphere by growing trees,” continues Steve. “The only large-scale tool we have for taking carbon out of the atmosphere, and reversing the damage that has been done by emissions historically, is through planting trees — and the wood panel industry is at the vanguard of that initiative.” With ready access to the raw material it’s not surprising that virtually all housing schemes in Scotland have been timber frame for some time, but the rest of the UK is waking up to its benefits in terms of sustainability and speed of build, and West

Fraser says its SterlingOSB Zero OSB3 is the perfect solution in structural and loadbearing applications. In addition, the company has made a global commitment in 2022 to sign up to a Science Based Targets Initiative (SBTi) to achieve near-term greenhouse gas reductions across all its operations. Furthermore, the world’s largest producer of lumber and oriented strand board has made a further pledge to be net carbon neutral by 2030, with a 45-50% reduction in greenhouse gas emissions by that time, thereby aligning its own ambitions with the maximum 1 ½°C temperature rise agreed by governments around the world. West Fraser has pledged an investment of $50 million each year to 2030 to achieve those aims. If a brand becomes the generic term for a product, then it is as clear an indication as can be had that it’s an industry stalwart and that’s certainly the case for SterlingOSB Zero.

For many years now builders have been asking for ‘Sterling Board’ at the merchant counter when they’re specifying OSB, so synonymous is the West Fraser product with Oriented Strand Board. Now, the manufacturer is also committed to achieving that same association with sustainability. “It’s a journey, and there will always be more to do,” concludes Steve. “We’re publicly committed to reducing greenhouse gases, but when one ambition is achieved there will be another, because we only have one planet. A renewable raw material is the basis of a product that is manufactured using renewable energy, producing buildings which are less energy intensive, and which can then be recycled at the end of its life — it really is the essence of sustainability.” ■ For more information on West Fraser’s range of wood panel products, enter the shortcode www.rdr.link/mai016

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TIMBER & JOINERY ENVIROQUEST GPT LIGNUM TIMBER TREATMENT

Manufactured in the UK, the Lignum range of high performance clear wood preservatives are based on microemulsion technology containing zero VOCs, and are approved for both DIY and professional use for a wide range of indoor and outdoor applications when applied by brush and spray. The wood preservatives are available in seven steadfast colours and have been designed to provide the ideal shed and fence treatment. Described as being “true wood preservatives” and not to be confused with wood protectors, Lignum Woodworm killer has, for example, been proven to give both preventative and curative insecticide efficacy.

■ For more information on the

range, enter the shortcode www.rdr.link/mai017

AZPECTS EASYCARE PRODUCT RANGE ADDITIONS

New to the EASYCare range, Wood Revive is said to be an easy-to-use solution to refresh and restore both softwood and hardwood. Restoring natural tones and ready for wood to be over-coated or refinished, Wood Revive will remove silvering and greying caused by UV damage and is available as a ready-to-use solution in a 750ml trigger spray and 3 litre bottle. The ‘three in one’ Rattan Revive, meanwhile, will clean, restore and protect tired and faded synthetic rattan furniture and surfaces such as PVC in one simple application. In addition, three of Azpects’ most popular cleaners are now available in 3 litre ready-to-use bottles as well as the existing as 1 litre concentrates: Algae Remover, Patio & Deck Cleaner, and Porcelain Cleaner & Sanitiser. ■ Use www.rdr.link/mai018 for more.

JELD-WEN EXPRESS TIMBER WINDOWS

The Stormsure EXPRESS range is a collection of standard-sized coloured timber windows which are offered with a delivery commitment of just 10 days. Available in six of the manufacturer’s most popular colours, and with a choice of black, polished chrome or satin chrome hardware, the range offers a total of 36 design options in a range of sizes and configurations. Using FSC-accredited timber and with a factory-fitted multi-locking system and 24mm double glazing included as standard, the engineered softwood range also benefits from up to 10-year paint, 10-year hardware and 10-year glass guarantees. ■ Full details can be found via www.rdr.link/mai019

JAMES LATHAM DIGITAL SHOWROOM

James Latham says its new Digital Showroom will immerse users into “a realistic, virtual catalogue of its decorative surfaces range”, with 1,400 surfaces brought to life as “hyperrealistic 3D, interactive animations”. The online tool has been created to ensure “ultimate creativity in surfacing selection, whatever the design brief” by enabling users to mix and match almost any scheme, style or palate. It also offers the ability to order samples and even book a consultancy with the distributor’s surfacing experts. ■ To see what is on offer, use www.rdr.link/mai020

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ROOFING, FLOORING & INSULATION

Restoring trust in building safety Neville White, Encon Insulation Business Development Director for Fire Protection, says the new Building Safety Act 2022 is a significant milestone in the drive for safer buildings.

have worked in fire protection for over 30 years, and during this time have seen many fire incidents in buildings, with Lakanal House in 2009 and the Grenfell Tower fire in 2017 among the most tragic. Indeed, Grenfell has pushed the construction industry more than ever before to improve the quality and safety of buildings. A first step by Government was to appoint Dame Judith Hackitt to lead an independent review of building regulations and fire safety and over the last five years, the construction sector, its products — particularly cladding and insulation — and its practices have undergone intense scrutiny. I’m sure many of us have been following the Inquiry and have been listening in astonishment at the damaging revelations and stark truths. It also brings to the fore the

realisation that existing regulation fell short in multiple areas, ultimately leading to the loss of life and the risk to many others. Our industry is being held accountable and lessons need to be learnt. Culture and regulatory change Although five years may seem a long time, we are now seeing fundamental change with the Building Safety Bill receiving Royal Assent and being passed into law as the Building Safety Act 2022. The new Act, detailed over 252 pages, is intended to “create lasting generational change” to the way high-risk and residential buildings are constructed and maintained, ensuring better protection for leaseholders. The new law has also triggered updates and amends to other laws such as the Landlord & Tenant Act of 1985, the

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Defective Premises Act of 1972 and the Building Act of 1984, and we see the ‘golden thread’ of information included in law too. Lord Stephen Greenhalgh, the Minister for building safety, called the bill the “biggest changes in building safety legislation in our history.” The Act addresses key issues that have been at the forefront of many discussions since the Grenfell tragedy such as who pays for the cladding crisis and the remediation of historic defects. Until recently leaseholders have borne the cost of extortionate bills on properties they purchased in good faith and have also been prevented from selling their homes. This new law will protect leaseholders from remediation costs for historic fire safety defects. Leaseholders will also be able to undertake retrospective legal action, going as

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Encon Insulation’s new Nottingham site recently became a designated Fire Protection Centre.

far back as 30 years, against developers or contractors that have built unsafe properties. The Act may not deliver what everyone was hoping for, and it will take time for regulatory change and cultural shifts to filter through to behaviour and standard practice. However, it is a positive milestone in prioritising building safety. Secondary legislation will provide the detail, but fundamentally this development represents an obligation to improve the way we build. It’s been hard for the industry and Government to get to this point because the construction supply chain is complicated. Levelling-Up Secretary Michael Gove is holding private developers and construction product manufacturers to account for their

position to know the consequences of substituting products or brands. This is particularly true when they’re part of a system that was designed to perform as a whole and deliver a calculated performance in energy efficiency, fire safety, or sound.

part in contributing to the building safety crisis, and 35 national developers and housebuilders have agreed to fund major building safety repairs. But accountability cannot be aligned so directly to individual product manufacturers, as responsibility for what is installed is often shared. During a project, specifications pass through many hands and different levels with the opportunity and incentive to switch products and brands, based on the concept of equivalence. This assumes products and brands can be switched without risk, or minimal risk. It’s a convenient idea, but those who decide to switch are frequently not in a

Working together Culture transformation across the supply chain is a vital cog to fundamental change. Manufacturers, distributors and merchants through to main contractors and specialist installers have a duty of care to ensure the products or systems being specified, supplied and installed in buildings perform as intended and meet the correct safety requirements. It is therefore crucial that the performance properties of products, particularly in specialist areas like fire protection, are understood by those recommending or installing. Distributors are an integral conduit in the supply chain, enabling the delivery of products from manufacturers through to merchants and installers. But the distributor’s role is often underestimated and goes beyond that of a product supplier. Fire protection is a vital element for all buildings, and builders and contractors rely on the expert advice of their local merchant to get the right solutions for their projects, in line with performance and regulatory standards — so its important distributors invest in specialist teams to support merchants. Our growing network of Fire Protection Centres include dedicated in-branch technical experts so merchants can benefit from relevant training and advice, building their knowledge to confidently recommend and supply the right solutions to their customers. By working together we have the opportunity to rebuild public trust in the building supply chain and restore integrity in the buildings we deliver. Perhaps then, Grenfell’s legacy becomes one of safer buildings. ■ For more information from Encon Insulation, enter the shortcode www.rdr.link/mia021

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ROOFING, FLOORING & INSULATION Peter Wilson, Brand Manager with Setcrete, explains why high performance levelling compounds should be a ‘must stock product’ for merchants, offering higher margins alongside reduced stockholding.

Covering all bases

hen it comes to floor levelling compounds, it’s easy to think that it doesn’t matter which one you use as they all do the same job — smooth and level the floor. While that’s true, there are some subtle, but important, performance variations between different products. These include compatibility with certain substrates, whether they can be used in light or heavy duty applications, and the climatic conditions they can withstand. This means that merchants need to stock a range of levelling compounds to be able to provide builders with the right product for their job. In some cases, certain specialist levelling compounds are a must, such as exterior grade compounds that can withstand extreme weather conditions for outdoor applications. Otherwise, stocking products that perform to a high level in the majority of applications means merchants can reduce the number of product lines they need to stock, thereby optimising the shelf (or floor)

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space for that product sector, while maximising turnover of individual products. Advanced-formulation The latest, advanced-formulation high performance levelling compounds fulfil this precise criterion, offering a product that is suitable for almost any subfloor and any interior application. They are incredibly popular amongst builders. Because of this, and being a premium product, they are also proving increasingly popular amongst merchants. A key feature of these high performance levelling compounds is the inclusion of fibre reinforcement in their formulation, which offers a number of performance and application benefits. Acting like steel rods in reinforced concrete, the fibres hold the levelling compound together while allowing it to flex slightly when subject to loading. This capability enables it to be used over flexible subfloors, such as plywood, and accommodate small movements in the substrate without cracking. Similarly, high performance levelling compounds are recommended for heavy-duty applications and for areas such as conservatories, which are subjected to sudden and wide fluctuations in temperature caused by solar gain. Again, the fibre formulation enables the levelling compound to maintain its integrity throughout repeated heating and cooling cycles such spaces experience.

Universal application What’s equally impressive about these high performance levelling compounds is their compatibility with virtually any subfloor material — both absorbent and non-absorbent. In addition to plywood and other flexible subfloors such as raised access panel flooring, these include sand/cement and concrete screeds, as well as granolithic, terrazzo, epoxy and polyurethane resins, and ceramic and quarry tiles. As such, they can be used throughout the entire floor of a property, providing a uniform, unbroken subfloor finish that offers the perfect base for the installation of floor coverings to optimise the aesthetic appearance and the long-term performance of the floor. Because of the versatility of high performance products, builders can confidently use them to smooth and level most floors in a building as well as applying them across different subfloor types. This makes the selection process simpler and doesn’t require them to purchase multiple types of levelling compound for a job. It also makes it easier to calculate the number of bags needed for the total floor areas, rather than breaking it down room by room. Using only one type of product also means waste is minimised. With a setting time of only 1-2 hours at 20°C, before it is ‘walk on’ hard, leading high performance levelling compounds will be ready to receive a floorcovering after six hours, or after 12 hours if resilient floor coverings are being installed. In areas where

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Setcrete has unveiled a suite of product demonstration videos for its range of floor levelling compounds and complementary preparation products. The online library features all of the products in the Setcrete range, including best-selling levelling compounds Setcrete High Performance, suitable for application over both concrete screeds and flexible substrates such as plywood; Deep Base, which can raise floor levels up to 50mm in a single application; and Rapid Set 30 that is ‘walk on hard’ from only 30 minutes after application and ready to receive floorcoverings after just two hours. Each two-minute, downloadable video — available via www.setcrete.co.uk — explains the benefits of each product, where and how it can be used (e.g. interior/exterior, compatible substrates, depth of application), the preparation required and the correct application process to deliver a perfect result. a floor covering is not needed, the levelling compound can also be used as a wearing surface. Streamlined range For merchants, stocking a high performance levelling compound in their range provides the opportunity to streamline the number of different products they need to hold to be able to offer builders the right product for their job. Instead of needing three or four different product types for flexible substrates, cement screeds, heavy duty applications and conservatory floors, a single, high performance compound will offer an optimum solution for each and all situations. With the addition of a deep base and exterior option, and, possibly, a general purpose ‘latex’ — not to mention supplementing sales with a bottle or two of all-important primer — it’s a range to keep most builders happy. ■ For more information on Setcrete’s range of high performance products, enter the shortcode www.rdr.link/mai022

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ROOFING, FLOORING & INSULATION

Riverstone First

Riverstone Montana

Let there be phyllite Richard Cook, Technical Director at SSQ, introduces ‘phyllite’ and outlines why it’s one of the most sought-after roofing materials of all.

hyllite — it’s a material a lot of people in the trade aren’t very familiar with, and one that some possibly haven’t heard of at all, but those who try it quickly learn why it’s become one of the world’s most sought-after roofing materials over the last twenty years. To the untrained eye, phyllite looks a lot like slate — but it’s stronger, harder and denser. It is extremely durable, offers great aesthetics, provides outstanding weather resistance, and it doesn’t fade or discolour. In short, the material has everything needed to excel in virtually any context,

from contemporary new-build to historic renovation. That’s why so many roofers, builders, architects and others have embraced phyllite in recent decades. Alternative to indigenous slate SSQ’s Argentinian phyllite — known as Riverstone — is renowned around the world. Since we first brought it to the UK over twenty years ago, Riverstone has become a highly-prized alternative to some of the country’s most popular indigenous slates. Comprehensively assessed by independent geologist Barry Hunt, Riverstone was found

to exhibit “many features that are equivalent or superior” to three leading indigenous slates. The material offers the sort of pronounced grain, low water absorption, low calcium carbonate content and pronounced dressed edges as indigenous slate — but with significant advantages. With a geological age of over 600 million years, it’s even older than much indigenous slate, giving it exceptional strength and weather resistance. And, given that the lead times for some indigenous slates are literally years long, it is little surprise that in Cornwall, Wales, Scotland and other areas where slate roofs are widespread, Riverstone has become a highly popular alternative. Lead times When it comes to lead times, Riverstone outcompetes a lot of other materials, too. Despite the huge disruption we’ve seen over the last 12 months with Covid, Brexit and more, SSQ has managed to maintain consistent supply despite the ongoing challenges. A number of far-sighted investments made many years ago have helped greatly during this tumultuous period — first, the decision to buy the Argentinian quarry that

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Riverstone Ultra

produces Riverstone, which gives us unparalleled control over the amount of material produced and where it goes. And second, our decision to establish depots all

around the UK, allowing us to maintain high levels of stock, and meaning we’re able to guarantee quick delivery to customers wherever they are in the country. Indeed, with thousands of pallets of Riverstone already in the UK, lead times have been maintained at just 3-5 days. Testing and guarantees Riverstone’s performance has seen it receive excellent results from some of the world’s toughest testing regimes. For example, it

“Phyllite offers the sort of pronounced grain, low water absorption, low calcium carbonate content and pronounced dressed edges as indigenous slate but, with a geological age of over 600 million years, it’s even older than much indigenous slate, giving it exceptional strength and weather resistance.”

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achieves the highest possible classification in BS EN 12326 – W1-T1-S1 — what’s more, on our finest Ultra-grade Riverstone, SSQ offers a remarkable 100-year weather tightness guarantee. Landscaping and cladding As well as roofing, Riverstone is also available as a versatile solution for landscaping and cladding. For these applications, it is available in two thicknesses — 1cm and 1.2cm, in 20 and 30 widths by random lengths. In addition, the product comes in two stylish finishes — natural split, whereby the product has been expertly hand-split to produce a traditional riven surface, and brushed antique, which results in a smooth, matte look. ■ For more information on SSQ’s full range, enter the shortcode www.rdr.link/mai023

JANUARY 2016 PBM 35

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ROOFING, FLOORING & INSULATION

Quick as a flash Martin Hipkin, DEKS Business Development Manager, looks to allay the concerns relating to lead-replacement flashings.

e are regularly asked about the features and benefits of lead replacement flashings vs lead on various types of installations. Lead replacement flashings can seem daunting at first, due to dealing with the unknown and wanting to stick to what you are used to — however, using lead can be time consuming, cumbersome and simply not very easy. The ideal roof flashing material therefore has to be lightweight and easy to work with. It can be cut and formed easily, applied directly from the roll with minimal waste and with no need to be prefabricated and lifted into place. There should be no need for welding at the joints or elaborate fixings or bending devices. In addition, the best solution is always non-toxic and therefore more environmentally-friendly. Lead replacement flashings should also be attractive to meet lead on this level. Lead also has a scrap value and despite futile efforts to stop the illegal trade, there continues to be a massive escalation in lead being ripped off roofs and stolen for scrap. Indeed, one of the biggest problems with the theft of lead from roofs is the damage that can then be caused by water ingress, leading to expensive repairs, worry and stress and increased insurance premiums. With all these factors consider, ‘lead alternatives’ can present the solution. DEKS FastFlash, for instance, provides a flexible, adhesive-backed, smooth and attractive roof flashing that will do the job better and won’t

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get stolen because they are stuck fast to the building. Indeed, our customers tell us the products “almost pay for themselves” on the installation efficiency alone.

Material advantages FastFlash is a stretchable matrix of recycled aluminium, embedded in eco-friendly polymer rubbers with a fully self-adhesive butyl backing. Like a traditional lead flashing, it can be chased into masonry and will adhere to most conventional building materials — including plastics, zinc, copper, steel, brick and concrete — with only minimal priming required for porous or dusty surfaces. Those who lift lead know how heavy it is, and using such a heavy material at height on

sloping roofs is difficult whilst posing health and safety risks. However, FastFlash is five times lighter than code-4 lead. Furthermore, it rarely needs heat or flame for installation, reducing the risk of possible roof fires due to naked flames. The flexible self-adhesive flashing is easy to use on most, if not all installations. Rolls come in sizes of up to 1250mm x 5m to provide a premium, clean-looking watertight finish to the bottom edge of skylights, dormers and bay windows canopies, whilst it is also fast-becoming the product of choice for in-roof solar installations. The product stretches, bends and twists with amazing form stability, whilst it comes boxed for easy transportation and to avoid any damage. The aesthetic edge Non-lead flashings have been increasing in popularity, pushing roofing boundaries for way over a decade. FastFlash is a premium product which looks fabulous once installed, with colours to match the building too — Black, Light Grey (Old Lead) and Anthracite (New Lead) options are all available, allowing flashings to blend with the finished look. What’s more, they are virtually indistinguishable from lead at a distance, making them suitable for installation on high-profile and listed buildings as well as any other construction projects. ■ For more information on DEKS FastFlash, enter the shortcode www.rdr.link/mai024

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ROOFING, FLOORING & INSULATION

KLOBER TRAINING & INVESTMENT

The leading roofing components supplier has invested in training resources to support merchants, contractors and specifiers ahead of updates to Approved Document: Part F in 2022 with a new CPD video being hosted online and available free of charge. The CPD explores elimination of condensation in pitched roofs, with reference to BS 5250:2021, and details requirements for ventilation in pitched roofing. Specifically, it evaluates the link between membrane choice and the risk of roof space condensation and subsequent impact of homeowner and building health. The company has also recently invested into a major expansion project at its Castle Donington distribution centre, re-configuring the facility to increase capacity by at least 50%. As well as ensuring optimum stock levels, the upgrades come as part of a wider strategy to tailor its ranges and to quickly introduce new product lines. ■ For more information about

Klober’s products and to watch the CPD video, enter the shortcode www.rdr.link/mai025

KNAUF INSULATION £45 MILLION INVESTMENT

Knauf Insulation has announced a series of investments in its two UK Glass Mineral Wool plants to both boost capacity and “improve the range, availability and sustainability of its products”. In St Helens, the business is set to invest over £40m to increase the plant’s total capacity by c30,000 tonnes per annum from late 2023/early 2024 and to acquire the large adjacent Pilkington Architectural site from NSG Group. Meanwhile, the supplier is also investing in excess of £5m in packaging equipment at its Cwmbran plant to enable the production of Glass Mineral Wool slabs in addition to the plant’s current roll and blowing wool capability. This will enable the company to optimise its UK manufacturing and logistics footprint, improve availability to customers and take up to 1.5 million truck miles per annum off the road. ■ More on the Knauf Insulation range can be found via www.rdr.link/mai026

TFS TRADECOAT PROTEX

The offsite processor of wood-based panel products has launched TradeCoat ProteX — described as an advanced peel clean flooring system for new build housing. The culmination of over two years’ research and development, TradeCoat ProteX builds on the company’s longstanding peel clean flooring systems by increasing BBA Certified approval for weather exposure from 42 to 60 days. The patented seal technology is designed to preserve weather resistance whilst this edge seal also reduces trip hazards while the floor is in use during the build process. In addition, the substrates for which TradeCoat ProteX is approved have also expanded to include OSB alongside existing particleboard and plywood options. ■ Use www.rdr.link/mai027 for further information on TFS

RECTICEL INSULATION PEFC CERTIFICATION

Recticel has obtained the renowned PEFC label for its multilayer thermal insulation solutions which the company says make it the first PIR/PUR manufacturer authorised to use this environmental label. The firm already held the PEFC label for some of the insulation products manufactured at its plants in Bourges (France) and Stoke-onTrent (United Kingdom), however the certification is now being gradually rolled out to more products and to all plants where multilayer facings are used. Accordingly, the PEFC label will be found on the Recticel Eurothane GP, Eurothane Eurodeck and Eurowall Cavity insulation solutions. ■ Visit www.rdr.link/mai028 for more on the

Recticel range.

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INTERNATIONAL DECORATIVE SURFACES MALMO LVT FLOORING

Distributed by IDS, the Malmo Freedom stickdown luxury vinyl tile (LVT) range is designed to reflect the trend for streamlined aesthetics in the home due to its ability to be installed without transition strips, ensuring an effortlessly sleek connection between rooms. Billed as a stylish and practical alternative to tiles and real wood, the versatile rage combines “natural looks with high-performance” across 25 design-led decors. A further 32 rigid designs are available in the full Malmo collection. ■ See the range via www.rdr.link/mai029

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MARKETING SUPPORT

Out on site The training team at Polypipe Building Products has launched an underfloor heating training and site support service which has already “proved to be a huge hit” with merchants and installers. PBM reports.

hilst the merchant sector has successfully embraced a number of the changes to pre-pandemic business norms, as the coronavirus-enforced restrictions recede, there has been a huge appetite to resume in-branch customer events and training sessions for both staff and tradespeople. In response to this reinvigorated demand, Polypipe’s new support team is intended to offer merchants’ customers the chance to get “on-the-job guidance and training that is clear, concise, and from experts in the field”. They also offer product overview training for merchant businesses own teams up and down the country.

system. The team has visited merchants nationwide, including MKM, and also supported distributor E. Tupling’s recent Merchant Open Day at its base in Warrington. Team members from James Hargreaves, meanwhile, have also visited Polypipe’s training centre in Doncaster for product overview training. However, training is only one part of what is available from the support team. They can help identify issues in systems, and back this up with thermal imaging, whilst they will also help to interpret full design documentation to improve and speed up installation. Dean Asher, Head of Technical and Customer Services at Polypipe Building

“Whilst the merchant sector has successfully embraced a number of the changes to pre-pandemic business norms, as the coronavirus-enforced restrictions recede, there has been a huge appetite to resume in-branch customer events and training sessions for both staff and tradespeople.” So far in 2022, Polypipe’s site support has helped with everything from the advanced features of smart controls and wiring centres to bleeding the primaries on a manifold

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Products, said: “The new Site Support Service has been a phenomenal success with 10/10 ratings from customers across the board.

“Having an expert available has been great for installers and very popular with our merchant partners. It has also been good for us to get out to see our customers and help them ensure perfect installation of our underfloor heating products. He added: “It has proved so successful that we are hoping to expand the team even further this year.” Dean advises that merchants can book a visit to their branch by contacting their area heating manager, whilst more information about any of Polypipe’s underfloor heating products and services can be found via its dedicated new UFH website — www.polypipeufh.com. ■ For more information on Polypipe’s new UFH training and site support service in addition to details on the company’s wider product portfolio, enter the shortcode www.rdr.link/mai030

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COREPLUS POS AND MERCHANDISING

OWLETT-JATON VORTEX FSDU

Owlett-Jaton has recently launched a new, Vortex-branded Floor Standing Display Unit (FSDU). The eye-catching livery is designed to maximise product visibility and increase brand awareness, and ultimately encourage consumers to purchase the product. Strategically placed, the FSDU highlights the salient points of the features and beneﬁts, whilst taking up minimal ﬂoor space to ensure the display can complement any retail environment. The unit itself includes six of the most popular sizes from the range of high-performance multi-purpose woodscrews, covering 4mm and 5mm diameters, available in a variety of lengths ranging from 40mm to 100mm. Overall, the offer includes 65 boxes of stock, covering over ten thousand screws.

BRETT MARTIN NEW POINT OF SALE MATERIALS

As part of the ﬁrm’s continuing support with a focus on helping merchants grow, the extend Brett Martin POS package also includes a new banner, display board and door stickers. Allowing merchant stockists to promote the company’s comprehensive range of Underground, Rainwater and Soil & Waste drainage systems, a new sample display board is available to showcase the Cascade cast iron-effect rainwater portfolio.

PJH ENHANCED ONLINE PORTAL

Further enhancements and new functions have been made to the PJH Partners Portal. The e-commerce site has seen signiﬁcant growth over the past two years, now accounting for approximately 70% of PJH sales, as more stockists recognise its “convenience, ease of use and ability to work in harmony with their business”. For example, the ‘My Dealer Support’ zone of the portal has been redesigned to allow users to access and use a suite of marketing resources, conveniently packaged in one central hub. This includes ordering support material such as brochures, point-of-sale and furniture swatches, which PJH provides for both its own-brand ranges as well as other big brand names.

SENTINEL FILTER FEST PROMO

The ‘Filter Fest’ promotion from Sentinel allows installers purchasing two Vortex filters “from ANY merchant nationwide” to subsequently claim a third one free of charge. The manufacturer says that the offer will allow installers to “sample, experience and stock up” on the range as changes to Part L of the building regulations come into force which will require magnetic filters to be fitted on all new boiler installations. The Vortex filter range contains three filters, each of different size and capacity — the ultra-compact Vortex250 for use when space is restricted, the “all-purpose yet compact” Vortex300 and the larger capacity Vortex500 which is also suitable for systems where heat pumps are installed.

CorePlus says it is “delighted” by the reaction from merchants to the launch of its highquality Diamond Cutting Blades, Dry Diamond Core Drill Bits, Diamond Tile Drill Bits and Diamond Hole Saws. The company attributes its initial success to the combination of supporting point of sale including an extensive range of in-store merchandising and the specially designed packaging which makes it “easy to match the right diamond blade to the job in hand”. Brian Trevaskiss, Head of Product and Sustainability, said: “Merchant stockists will be backed by exemplary levels of service and support including online ordering, next day delivery and expert technical advice.”

TOUPRET TRADE CUSTOMER APP Toupret has released a new app which is designed to make the work of tradespeople across the country as easy as possible by helping them to access all the information they need when on the job, allowing them to compare products, ﬁnd answers to common questions and discover the company’s latest news and advice. A product quantity calculator allows users to input the size of the area they are skimming or smoothing to calculate the quantity of ﬁller needed to complete a job, whilst other helpful tools include a barcode scanner which allows trade customers to scan the pack to discover detailed product information and downloads.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mai031

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade ........................................page 13 www.rdr.link/mai100

Jouplast UK ..........................................................................page 17 www.rdr.link/mai116

Allur ......................................................................................page 17 www.rdr.link/mai101

Marmox UK Ltd ....................................................................page 43 www.rdr.link/mai117

Artex Ltd ..............................................................................page 41 www.rdr.link/mai102

Marshalls PLC ........................................................................page 4 www.rdr.link/mai118

Bond It ................................................................................page 40 www.rdr.link/mai103

Marsh Industries Ltd ......................................................pages 10, 11 www.rdr.link/mai119

Bostik UK ............................................................................page 14 www.rdr.link/mai104

Merlin Business Software Ltd ................................................page 30 www.rdr.link/mai120

BSW Timber Ltd ..................................................................page 12 www.rdr.link/mai105

Northwood Investors ............................................................page 52 www.rdr.link/mai121

Buckbootz ............................................................................page 41 www.rdr.link/mai106

Price & Pierce Forest Products Ltd ........................................page 47 www.rdr.link/mai122

Builders Merchants Federation ..............................................page 20 www.rdr.link/mai107

Professional Builder Live ........................................................page 44 www.rdr.link/mai123

Centurion Europe Ltd ............................................................page 30 www.rdr.link/mai108

professionalbuildersmerchant.co.uk ......................................page 41 www.rdr.link/mai124

Easy-Trim Roofing & Construction Products Ltd ......................page 54 www.rdr.link/mai109

RWC (UK) Ltd ......................................................outside back cover www.rdr.link/mai125

Enviroquest GPT Ltd ............................................................page 50 www.rdr.link/mai110

Setcrete ..............................................................................page 29 www.rdr.link/mai126

Everbuild Building Products Ltd ................................................page 9 www.rdr.link/mai111

Soudal (UK) Ltd ....................................................................page 57 www.rdr.link/mai127

Grant Engineering (UK) Ltd ....................................................page 25 www.rdr.link/mai112

Spanish Slate Quarries UK Ltd ..............................................page 59 www.rdr.link/mai128

Hafele U.K. Ltd ............................................................pages 31 - 38 www.rdr.link/mai113

Ubbink UK Ltd ......................................................................page 61 www.rdr.link/mai129

Hexstone Ltd ........................................................................page 50 www.rdr.link/mai114

West Fraser ..........................................................................page 23 www.rdr.link/mai130

Impact Handling ......................................................inside front cover www.rdr.link/mai115

Wickens Engineering Ltd ......................................................page 49 www.rdr.link/mai131

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Merchant sector sales & confidence GARDENS & LANDSCAPING Composite decking, fence posts and ancillary sales

INFORMATION TECHNOLOGY Business software integration

DOORS, WINDOWS & SECURITY Managing supply chains

Fantasy Football

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PLUMBING & HEATING Time-saving solutions for customers

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Plus: News, marketing support, merchant spotlight, training, acquisitions, appointments and more.

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See page 59

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With Paul Davies

DOWN TO THE WIRE There’s something quite special about going into the last day of the football season with a number of issues still to be resolved. And this year’s Premier League finale served up a hat-trick of late drama with the title, the last Champions League slot and the final relegation place all up for grabs at kick-off. Unfortunately, deadlines being what they are, I’m writing this ahead of the season showdown so can only speculate on what might have transpired. So, by the time you read this, please delete as appropriate — hearty congratulations to Man City / Liverpool and Spurs / Arsenal; deep commiserations to Burnley / Leeds…! Reflecting on the season as a whole, the top two have been light years ahead of the rest and either will be worthy Champions. To me, Liverpool seem to be the more ‘complete’ team with players across the pitch practically guaranteed to walk into most other sides. Squad depth can’t be faulted either — incredibly, 21 players have featured in 20 games or more with no discernible dip in performance as Liverpool uniquely play out a ‘complete season’ of reaching the finals of all three cups. Clearly, I’m not doubting the quality of Man City but they just seem to add up to more than their collective parts. Other than Kevin De Bruyne, who else would be guaranteed a starting berth at any other top European side? You can maybe make a case for Cancelo or Dias, and possibly Ederson but is there really anyone

else? And yet, once again, they are a team that can absolutely skittle any Premier League side and does so more often than not! Whatever happens / happened on the final day, I hope this has been an enjoyable season for you all and you can bask in the glory of mini league success over the summer. If you’ve been pipped to the post or were out of the running in October, I share your pain and say that we’ll be back next season for another crack at glory!

PBM TEAM OF THE YEAR In the past, we’ve looked at the actual FPL Top Scorers in our end of season round-up, but this time we’re just going to ‘go with our gut’ and highlight one or two differentials: GK: Aaron Ramsdale — he may have wobbled a bit towards the end, but this kid proved the doubters wrong and, mark my words, will be England’s number one before too long. Def: Trent Alexander-Arnold — at just 23, Liverpool’s FA Cup win saw him become the youngest player to win all six major trophies available to an English club. Def: Reece James — an injury disrupted campaign, but when he’s fit, he’ll rack up goals, assists and clean sheets aplenty. Def: Joel Matip — better for the budget than Virgil Van Dijk, Matip has been sensational this term and scored a few vital goals. Def: Eric Dier — my most off beam pick, but Spurs have been exceptional at the back since Conte arrived and Dier has been the lynchpin.

MF: Jarrod Bowen — racked up 22 ‘goal involvements’ (12 goals and 10 assist) during the campaign, the same as De Bruyne and bettered by only three others. MF: Son Heung Min — I’ve raved about him before, and perhaps he has finally received the recognition he truly warrants this year. MF: Mason Mount — assuming Chelsea actually still exist next season, I think he can improve upon the 11 goals and 10 assists he totted up this time around. MF: James Maddison — an impressive 11 goals + 7 assists in a tough season for the Foxes. MF: Mo Salah — what more can you say? A remarkable 35 goal involvements (22 goals and 13 assists). STR: Richarlison — whilst it ended well, this will be a season to forget for Everton. Still, in a tough year for strikers overall, the Brazilian finished with a flourish.

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