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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2022

WORKWEAR & EQUIPMENT Holding the right stock profile

INFORMATION TECHNOLOGY Business software integration

DOORS, WINDOWS & SECURITY Managing supply chains

Merchant sector sales & confidence

Fantasy Football See page 51

Plus: News, industry comment, training & apprenticeships, marketing support and more.

www.professionalbuildersmerchant.co.uk

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CONTENTS WORKWEAR & EQUIPMENT 24

PRIDE OF PLACE Regatta Professional becomes the latest supplier to sign up for the NMBS OnePlace B2B ordering and Product Information Management platform.

RAINDROPS KEEP FALLING… Keeping your customers protected, whatever the weather.

HIGHER PURPOSE Helping to ensure safety when your customers and staff are working at height.

BEST FOOT FORWARD Putting the latest work shoes to the test.

March 2022, Volume 32 No. 3

DOORS, WINDOWS & SECURITY 39

FIT FOR PURPOSE The importance of quality standards and rigorous testing processes.

STRATEGIC SECURITY PARTNERSHIPS Reflecting on the challenges and opportunities facing the sector over the last 12 months, and looking ahead positively to 2022.

ENHANCED ENGAGEMENT The next level of ecommerce and ERP integration.

HOME OFFICE REVOLUTION Capitalising on the (permanent?) shift to work from home.

WORK SMARTER, NOT HARDER Improving business efficiency.

PRODUCTS & SERVICES

HACKED OFF? How ‘ethical hacking’ can boost the cybersecurity of your business.

PRODUCTS & SERVICES

INFORMATION TECHNOLOGY 31

IT ROUND-UP

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

10 REGULARS 5

VIEWPOINT

NEWS

MARKET MONITOR

MERCHANT FOCUS

BMF TRAINING ZONE

SUPPLIER PROFILE

PEOPLE NEWS

PB CAMPAIGN NEWS

PHPI CAMPAIGN NEWS

PRODUCTS & SERVICES

MARKETING SUPPORT

ADVERTISEMENT INDEX

FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

16 DIGITAL DYNAMICS The evolution of marketing strategies within the merchant landscape. 18 GET THE MESSAGE ACROSS Product marketing insights.

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VIEWPOINT

Apprenticeship advantages

t has been heartening to see the stories coming from the industry, through merchants and suppliers alike, in relation to this year’s recent National Apprenticeship Week. Taking place in early February, #NAW2022 (to use its social media tag…) is a great showcase to celebrate the actions taken by individual businesses and wider employment sectors in looking to attract and develop the next generation of talent. As we know, recruitment and retention is a core underlying issue for the merchant sector, and it is only right to highlight some of the fantastic work that is being undertaken to tackle the problem. We feature a number of such stories in this issue, with more on our website, and we’d encourage you to take inspiration from the endeavours of existing employers and the perspectives of the apprenticeships themselves. And also use that hashtag to discover even more. Our main article on the subject this month features Bradfords Building Supplies (see page 12 for the summary version and online for the full piece) and its clear belief that its successful apprenticeship programme provides tangible rewards and “continues to have a big impact on the company”. Hearing the effusive words of the apprentices themselves outlines just what businesses can benefit from. For example, Apprentice Sales Assistant Harvey Nash at Bradfords’ Ross-On-Wye branch said: “The multiskilling aspect of Bradfords’ programme is a huge draw for me; you get to experience so many different aspects of the business and

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2022

WORKWEAR & EQUIPMENT Holding the right stock profile

INFORMATION TECHNOLOGY Business software integration

DOORS, WINDOWS & SECURITY Managing supply chains

Merchant sector sales & confidence

Fantasy Football

Plus: News, industry comment, training & apprenticeships, marketing support and more.

www.professionalbuildersmerchant.co.uk

“Significantly, Bradfords also emphasises how it has found the opportunity to see apprentices grow in confidence to be “highly motivational” for its existing managers.” you’re constantly learning new things. Not only does an apprenticeship give you a defined career path, it also helps develop you as a person. You get to learn on the job as well and get paid a fair wage.” Significantly, Bradfords also emphasises how it has found the opportunity to see individuals grow in confidence to be “highly motivational” for its managers, noting that “the chance for existing staff to share their knowledge and experience with apprentices has had a really positive impact across the business”. We’re also keen to point to the story of Selco’s Terence Archer. Working at the firm’s Catford branch, Terence has just achieved a distinction in his Level Two Retailer apprenticeship course only a couple of

months before his 70th birthday — and some fifty years after he completed an initial carpentry apprenticeship ahead of a working life on the tools. Emphasising that such schemes aren’t just suitable for school leavers and youngsters, Terence joined Selco after retirement and finding he “got bored sitting around at home and wanted to keep busy”. The experience he brings to the role and can share with his colleagues is surely invaluable, and only serves to reinforce the points made by Bradfords about the effect its own, younger apprentices have had on its existing staff members. For individuals and businesses alike, investing in apprenticeships can only be a win-win.

Top 20 Merchants ■ PBM is currently compiling statistics for our latest annual Top 20 merchant countdown, based on the turnover figures of the sector’s largest businesses and set to appear in the April 2022 edition of the magazine. To present a truly accurate benchmark for the industry and to ensure our statistics are as upto-date as possible, we are reaching out to merchant firms for the details. If your organisation is a potential ‘Top 20 merchant’, please visit www.rdr.link/maf001 to complete the short survey on our website or email pbm@hamerville.co.uk for further details.

Editor Paul Davies

Design Adeel Qadri

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

Group Production Manager Carol Padgett

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

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

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

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

Cover story: Lords Group Trading business George Lines Civils & Landscape Merchants has opened a new branch in Horsham, its third depot overall and the company’s first south of the river.

www.professionalbuildersmerchant.co.uk

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NEWS UPDATE LATEST IHS MARKIT / CIPS CONSTRUCTION PMI OUTLINES SUSTAINED GROWTH

“Upbeat” outlook Outsourced operations City Plumbing, part of the recently formed Highbourne Group, has announced a new multi-year contract to outsource operations at its national distribution hub to GXO Logistics. The strategic partnership will see GXO lead all warehousing and logistics operations at the merchant’s Warrington-based Omega site, its primary transport network and its international freight operations. Dave Evans, Highbourne Group CEO, said: “We are incredibly proud of our national supply chain proposition and the service it provides to our customers and our branch network, and are looking forward to further enhancing this through our newly formed partnership with GXO Logistics. We see this as an extremely positive step for our business and we are confident the relationship will support our ambitions to be the simplest, easiest and most convenient merchant to trade with.”

Kick off time in Bristol

Travis Perkins has recently opened a new branch in Bristol, relocating the former Albert Road team to a new depot in St Philips. The new site is 1.7 acres bigger than the previous location and 15 extra colleagues have been recruited to make a total of 26 staff. TP notes that “half of these roles have been filled by women in what is traditionally a male-dominated industry”. The branch features a hard landscaping display area, a new Tool Hire operation and a Benchmarx kitchen showroom, whilst the site is one of the first to pilot the merchant chain’s ambitions to reduce carbon emissions by 90% through initiatives including electric forklift trucks and electric charging points. Former Bristol City winger Scott Murray cut the ribbon at the opening day celebrations.

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Business activity in the UK construction sector increased for the twelfth consecutive month in January and growth picked up since December, according to the latest PMI data compiled by IHS Markit and CIPS. There were also said to be encouraging signs for the near-term outlook as new orders rose at the fastest pace since August 2021 and input buying was the strongest for six months. Supplier lead times continued to lengthen in January as staff shortages and a lack of haulage availability hindered deliveries, however the “peak phase of supply chain difficulties” appears to have passed as the latest downturn in vendor performance was the smallest since September 2020. At 56.3 in January, up from 54.3 in December, the headline seasonally adjusted IHS Markit/CIPS UK Construction PMI Total Activity Index registered above the crucial 50.0 no-change mark for the twelfth month in a row. Moreover,

the latest reading signalled the strongest rate of output expansion since July 2021. Commercial work was “by far” the bestperforming category (57.6), with growth accelerating to a six-month high amid a boost to client demand from recovering UK economic conditions. Civil engineering returned to growth in January (53.2), although the rebound was softer than seen in other parts of the construction sector. Housebuilding activity, meanwhile, increased at the slowest pace for four months (54.3). The latest survey also indicated that construction companies remained “highly upbeat” about the business outlook. More than half of the survey panel (53%) forecast a rise in output during the year ahead, while only 5% predict a decline. Optimism was the strongest since May 2021 and largely reflected increasing tender opportunities and expectations of a swift recovery for the UK economy in 2022.

BMF Members’ Day host BBC TV and radio broadcaster, Jason Mohammad, will host the 2022 BMF Members’ Conference and Awards in September, which this year takes the theme ‘ASPIRE, INNOVATE & THRIVE’. Jason returns to the BMF stage having been a popular compere at last year’s All Industry Conference in Harrogate and, making another welcome comeback, the event returns to St George’s Park, Burton on Trent — the venue for the conference in 2018 and 2019, and the home of England’s national football teams. In other news from the BMF, a further four Members — GPH Builders Merchants, John A Stephens, Northstone Group and SIG Trading — have been announced as Construction Leadership Council Zero Carbon Business Champions in the first assessment round of 2022. Additionally, during the recent National Apprenticeship Week, the BMF shone a spotlight on careers in the building materials industry by promoting its dedicated website www.buildingmaterialscareers.com — a showcase for the rewarding employment opportunities and career pathways in the

sector. The site includes details of live apprenticeships and job vacancies, together with information on the BMF’s pioneering Ambassador programme where those already working in the industry help to promote the opportunities offered through school and college visits. The BMF Members’ Conference and black-tie Awards Dinner takes place on 15 September at St George’s Park. The BMF’s annual Golf Tournament and other social activities will be held on the previous day, 14 September at the exclusive JCB Golf and Country Club. To find out more and book your place, visit the events section at www.bmf.org.uk

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

VICK PATEL WINS MERCHANT INDUSTRY LIFETIME ACHIEVEMENT AWARD

Top accolade for Vick Patel Vick Patel, CEO of IBC Buying Group, received the Lifetime Achievement Award at the recent Builders’ Merchants Awards ceremony in London on 4th February, 2022. Winning the award in recognition of the contribution he has made to the merchant industry, as well as the success of his numerous businesses including IBC Buying Group, he also has a driving passion for supporting several youth charity foundations. Vick has worked in the merchant industry for his entire adult life. He grew up working in the family business Halaris Builders’ Merchants before going on to create, with his brothers, their own builders’ merchant firm, ABC Depot. Described as a true entrepreneur, he has subsequently gone on to create a number of businesses that support all aspects of the supply chain under the Allneeds Group. The Judges said: “Vick is an inspirational leader with substantial hands-on experience

and a strong sense of direction. His personal philosophy of hard work has led to tangible business growth while inspiring and leading others.” Commenting on his award, Vick said: “I am absolutely delighted to have been chosen by the Judging Panel as the recipient of this year’s Lifetime Achievement Award. I was fortunate to grow up surrounded by the merchant industry and I firmly believe it is one of the very best sectors of the construction industry, and one where you can make lifelong friends. “I’m passionate about the work I do and about helping to support the next generation of young people, and so I am extremely grateful that this, and all the hard work of everyone I work with, has been recognised.”

Go West The West Fraser plant in Inverness has been in the spotlight recently, featuring in Michael Portillo’s BBC series, Great Coastal Railway Journeys where the processes of wood panel production were highlighted to the broadcaster and former MP during a guided tour of the facility. The manufacturer, referred to by its previous name Norbord in the show, explained how the mill created the wood panels from planted woodland as the former MP was given a guided tour by Steve McTaggart, who has worked at the mill for 35 years, and shown the

inner workings of how the facility produces 16 million boards per year. Located next to the railway, the show highlighted the West Fraser mill’s plans to build sidings to allow for freight train deliveries to the site.

a @PBMmagazine

Digital success

CMO Group PLC, the ‘online-only retailer of building materials’, has revealed its trading update for the year ended 31 December 2021, reporting a 47% increase in total sales to £77 million. The digital retailer says it is “ready to build on another successful year of trading” as it looks ahead to unveiling new ‘online superstores’ and expanding its product ranges in 2022. In addition to the turnover increase, the business reports that it has also grown its customer base by over 30% over the last 12 months thanks in part to the expansion of its product offering “which has attracted custom from professional trade contractors, self-builders and DIY customers”. Like-forLike sales grew 12% year-on-year, a 30% increase over two years. Dean Murray, CEO of CMO Group PLC, said: “Our markets remain robust and we will continue to disrupt the traditional marketplace through continuing to being innovative and expanding the breadth of products for our customers. With our strong order book and positive signs of some abatement in the supply and distribution issues faced in 2021, we enter 2022 with confidence.”

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MARKET MONITOR in association with

BMF 2022 Forecast The ninth edition of the Builders Merchants Federation (BMF) Industry Forecast Report highlights the strength of the building materials market throughout the past year whilst painting a more uncertain picture for 2022 in light of continuing supply chain issues and inflationary pressures.

he Forecast Report provides a detailed review of the second half of 2021 before looking forward to 2022. It combines a comprehensive analysis of merchant market performance from July 2014 to September 2021, taken from the Builders Merchants Building Index (BMBI), coupled with analysis of key factors affecting builders’ merchants’ sales to project future sales in 2022. With BMBI Q4 2021 actual figures still to be finalised (at the time of going to press), the Report forecasts annual builders merchant sales growth of +29.2% for 2021 over the Covid-disrupted 2020 period.

“With BMBI Q4 2021 figures still to be finalised (at the time of going to press), the Report forecasts annual builders merchant sales growth of +29.2% for 2021 over the Covid-disrupted 2020 period.”

Looking ahead to 2022, the forecast considers three potential scenarios for the coming year: • A baseline scenario, where the current situation gradually eases through the year, with a forecasted year-on-year increase of +0.1% • A downside scenario, which considers the worsening of the ongoing availability challenges, persisting energy issues and increasing inflationary pressures throughout 2022, resulting in a forecasted year-on-year decrease of -0.9% • An upside scenario, which considers a quicker than anticipated improvement of conditions, with a forecasted yearon-year increase of +3.8%. Commenting on the forecast, Sarup Ubhi, BMF Industry Analyst/Economist said: “The building materials industry has shown remarkable adaptability and resilience to overcome testing conditions arising from the global Covid pandemic which has now affected operations for almost two years. However, continuing domestic and global supply challenges, combined

with skills shortages, rising energy prices, price inflation and rising interest rates, which could affect both market and consumer confidence, creates a high degree of uncertainty at this stage. “If the issues worsen or persist, building material sales across 2022 will be restricted. If the issues eventually phase out and correct itself over the year, then we will see the flat rate growth shown in the baseline scenario. However, if the issues ease quicker than expected, then we will see an even better trading year than 2021.” ■ As at 1 January 2022, total membership of the Builders Merchants Federation stood at 770 merchant and supplier companies who together have combined sales of over £39bn and employ over 207,000 people in the building materials industry. The BMF’s 395 merchant members operate from over 5,750 branches across the UK and Ireland.

■ The Builders Merchants Industry Forecast Report Winter 2021/2022 is supplied free to BMF members and priced at £250 for nonmembers. Contact Sarup Ubhi, BMF Industry Analyst/Economist at sarup.ubhi@bmf.org.uk to request a copy of the latest report or if you have any questions.

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A good start to the year for merchants The latest instalment of The Pulse shows that, in January, merchants were reporting a strong outlook with improvements in supply. However, an air of caution remains.

erchants’ sales expectations for the first quarter (January-March) and the first half (January-June) are robust, and confidence in the prospects for their own business are very strong. No lockdowns, the easing of restrictions and the pandemic being under control, have sustained merchants’ confidence. But uncertainty over emerging Brexit consequences, ongoing supply chain problems and rampant price inflation are breeding concern that these issues will ultimately impact on demand. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 4th and 7th January 2022.

Materials supply Merchants were asked on a scale of 1 (not at all) to 7 (very badly) to what extent their business and customers have been affected by supply problems. Supply problems were revealed to have improved in January, with the lowest average score (3.79) in 10 months — Chart 1. However, price increases are washing through the industry, while extended lead times are continuing to impact many merchants.

Sales expectations Sales expectations increased significantly in January compared to the previous month with a net +50% of merchants expecting sales to improve over the period — Chart 2. This reflects the start of a new year following a short trading month in December. Expectations were particularly strong among Mid-sized branches (+62%), the Midlands (+71%) and Nationals (+64%). Among merchants expecting sales to increase month-on-month, 22% expected sales to grow by up to 9% compared with December, and 43% expected sales to increase by 10-20%. Compared with January 2021, sales expectations this January were significantly up with a net +37% of merchants expecting sales to improve — also Chart 2. Expectations were strongest among Mid-sized outlets (+48%) and Regional merchants (+54%). Among those expecting growth in January compared to the same month in 2021, a third of merchants anticipated growth of up to 9% and a further third expected growth of 10-20%. Fourteen percent predicted more than 20% growth. Quarter-on-quarter, merchants expect a strong first three months, with a net +42% of merchants expecting higher sales in

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

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TRENDS MONITOR

January-March 2022 compared to the previous three months (October-December 2021). Expectations are strongest among merchants in the Midlands and North (+50% and +59% respectively) and National branches (+54%). Among merchants expecting sales growth in the first quarter of 2022 compared to the previous three months, nearly two in five expect sales to increase by up to 9%. A further 40% expect sales to grow by 10-20%. Sales expectations for the next six months (January-June 2022), compared to the previous six months (July-December 2021), strengthened further in January with a net +42% of merchants expecting growth — Chart 3. Merchants in Scotland outlets (+62%) and Regional outlets (+59%) had the strongest expectations. Over a third of merchants expecting sales to increase in the next six months compared to the last six, expect growth of up to 9%. A further 30% expect sales to increase by 10-20%. Unusually, one in four merchants expecting sales to improve over the next six months were unable to forecast a figure — Chart 4.

Confidence in the market Compared with December’s survey, month-on-month confidence in the market dipped slightly in January with a net +16% of merchants more confident. However, confidence remains positive compared to a year ago (January 2021), when month-on-month it was at a low ebb (-17%). Year-on-year, confidence in the market dropped in January with a net +22% more confident than December, compared to +45% in December’s survey — Chart 5. However, it is still strong. Looking back to January 2021, confidence in the market had fallen to -42% compared to a year earlier. Confidence in their business Merchants’ confidence in their own business continued to strengthen in January with a net 46% of merchants more confident than December. Confidence was particularly strong among Nationals (+56%), Large outlets (+57%) and merchants in Scotland (+59%). Compared to the same month in 2021, merchants’ confidence in their own business improved marginally (net +59%) and continues at a very strong level — also Chart 5. Merchants in the South (+74%) were most confident.

About the Pulse ■ The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is the 33rd in the series, with interviews conducted by MRA Research between 4th and 7th January 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

Generation next Quite possibly the longest established businesses in the sector, Bradfords Building Supplies continues to look to the future with a focus on sustainability and a commitment to develop the next generation of merchants. PBM takes a look at some of the latest developments at the West Country independent.

ith National Apprenticeship Week having recently taken place, many merchants and suppliers were keen to highlight the work they were undertaking to nurture a new generation of talent. Describing its own apprenticeship scheme as “continuing to have a big impact on the company”, Bradfords showcased a number of the individuals to be making a big impression on the business, including Jack Jones (Worcester branch), Chelsea Bradford (Plympton branch, pictured) and Harry Nash (Ross-on-Wye). All three reflected on their growing passion for working in a merchant environment, sharing their experiences and how they see their careers progressing within the sector. You can read their stories via the PBM website (use the shortcode

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www.rdr.link/maf002 to be taken straight to the web page). Paul Carlisle, the merchant’s Business Development Director, plays an active role in the firm’s apprenticeship programme. He said: “It’s critical we ‘grow our own’ people in the business. A successful apprenticeship programme will only work, however, with the support of the right managers and also by providing a multitude of different options as a career path. “As a valued part of the team straight away, the way we work with apprentices is to give them access to all aspects of the business, and much of the building industry as a whole. We find giving them a range of different skills not only makes them better employees but also better people for themselves too. You can’t beat it. “Relatively new to the world of work, apprentices generally don’t have any preconceptions about the workplace (but) they’re always willing to learn, are full of personality and there’s an infectious enthusiasm that rubs off on the wider business. “Following a successful apprenticeship, we find many go on to climb the ranks and achieve some incredible things in the

business. The programme has become crucial in providing an ongoing pipeline of new team members to help push the business forward. It’s also playing a part in the work we do to create and maintain sustainable communities wherever we operate.” As well as the wider benefits of attracting a new generation of employees, Bradfords says it has also found that the opportunity to see individuals grow in confidence to be highly motivational for its managers. It notes: “The chance for existing staff to share their knowledge and experience with apprentices has had a really positive impact across the business.” And for the company, the ongoing development of its staff is vital. It has recently been developing a new team of ‘Sustainability Champions’ across its branch network and has partnered with a range of organisations — including Marshalls, Xtratherm, Polypipe, Millboard and Timloc — to help train the group, challenging the Champions to think differently about products and to develop a long-term view, including the importance of a systems approach, to making a building more energy efficient. Giles Bradford, Head of Sustainability, said: “Our Sustainability Champions volunteered from across our network to help deliver Bradfords’ environmental sustainability strategy by engaging with fellow employees at department or branch level and to support our customers in

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considering environmentally- friendly options for their projects. “We have made a substantial step forward in our goal to be able to best support our customers in building the sustainable communities of the future.” Nick Weeks, Assistant Branch Manager at Bradfords in Sherborne, and Evan Morgan, Civils Sales Specialist at the company’s Cinderford branch, are among the first wave of the firm’s Sustainability Champions. You can watch them discuss their new roles via the links below: ■ Nick Weeks www.rdr.link/maf003 ■ Evan Morgan www.rdr.link/maf004 ■ In what the company believes to be an industry first, Bradfords has launched a new online credit application system which allows new customers to shop instantly. Paperless from start to finish, the process begins when a customer completes a simple online form, which allows them to purchase goods immediately against their account on a cash basis. Following a rapid verification and credit check process, a DocuSign contract is issued and, on completion, customers are then able to purchase goods on their account using the merchant’s credit facility. The system has been set up by Bradfords’ IT team, whilst partnering with DocuSign has helped the business create a secure e-sign solution that’s fully integrated into its Epicor BisTrack ERP system. Credit Manager Carol Dawkins said: “The new digital process for the opening of credit accounts is a game changer for our department and the wider business. The system saves time for both us and the customer and has the added benefit of improved accuracy as we no longer struggle to read the handwriting of potential customers! The feedback we’ve received so far has been very positive.”

www.professionalbuildersmerchant.co.uk

Highlighting that apprenticeships are not just suitable for those starting out in the world of work, Terence Archer, who works for Selco Builders Warehouse in its Crayford branch, has recently completed his apprenticeship having achieved a distinction in his Level Two Retailer course — working with training provider Realise — just a few months before turning 70. Terence, who celebrates his 70th birthday in April, left school with no qualifications at 15 but went on to complete a carpentry apprenticeship 50 years ago, leading to a career as a carpenter and subsequently a general builder. He completed his apprenticeship as part of Selco’s Rising Stars programme which is designed to help colleagues upskill and progress their careers. The George Bence Group has expanded its business into Herefordshire with the opening of a new branch in Ledbury. The multi-branded independent business, originally established in 1854, has continued to grow its branch network over the past decade with the new location becoming its seventh outlet. Paul Bence, Group Managing Director, said: “Ledbury is an area we have been looking to strategically position our mixed merchant model in for quite some time. Opening a second branch during the pandemic (following a new plumbing & heating branch in Cheltenham early last year) has been challenging, but rewarding, and I would like to thank all our staff and suppliers for working closely together in enabling us to seamlessly commence trading.” City Plumbing, part of the newly-formed Highbourne Group, has extended its relationship with British Gas with the signing of a multi-year contract to supply boilers and parts to support installations, annual services, repairs and maintenance for thousands of homes across the UK. Covering British Gas customers for boilers and central heating as well as plumbing, drainage and electrics too, the new contract will see the businesses “work together to use digital innovations to streamline processes, enhance customer experience and deliver products to British Gas’s customers when they need them”. The specialist plumbing & heating merchant has also announced the opening of a new branch in Bude. The depot features a new Bathroom Showroom alongside a dedicated electrical specialist in addition to a focus on renewable heating and energy efficient solutions as part of the brand’s wider plans to invest more heavily in this area.

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TRAINING ZONE

What’s new on Campus? The BMF’s online learning platform, BMF Campus, last underwent a significant upgrade as recently as 2019 and the enhanced features combined with a responsive mobile-friendly design introduced at that time have ensured the platform’s continued position as the industry standard for online merchanting training. And just a few years later, there’s now news of further enhancements…

othing stands still in the faced-paced world of educational technology and the platform’s designer, Cortexa, has just announced its latest reboot. Launching this spring, the site has received a styling makeover to accurately reflect the new BMF Learning Academy brand, but the changes involved are far more than skin deep — with radical improvements to aid accessibility and the user experience, as well as rich new content. Important new features include the facility for learners to book onto both physical and virtual events. This enables learners to remain within their familiar learning environment, providing a truly blended learning experience. The online booking process also tracks candidate attendance and generates a community that can be easily communicated with, both before and after the event. The reboot also provides an improved user interface for easier navigation, with courses and events displayed clearly front and centre. The richer experience ensures that all new content is quickly accessible whilst the extensive range of existing courses can be filtered, reviewed and accessed quickly and efficiently. Merchant suppliers have always been major supporters and contributors to the BMF Campus site but until now their input has been largely restricted to offering product courses. This is all set to change, with the opportunity for suppliers to become truly immersed in this learning community.

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The latest changes not only enable supplier members to subscribe to the training bundles for their own staff, they will also be able to book onto BMF live events and schedule their own physical or virtual events for merchants to book onto and attend. The other major addition in this round of site developments will enable suppliers to upload helpful resources such as videos and product guides to their own supplier page, so merchant learners have one repository of product information they can easily reach when they most need that information. Product updates and new information can therefore be disseminated quickly and directly to merchant staff. In conjunction with the BMF Campus reboot, a new Sustainability course bundle will be available to subscribers. The BMF and a growing number of members are actively supporting CO2nstruct Zero, the Construction Leadership Council’s cross industry change programme to drive carbon out of all parts of the construction supply chain by 2050. However, becoming a sustainable industry is a huge and ongoing challenge which requires awareness and education. The Sustainability bundle developed by the Supply Chain Sustainability School offers 15+ hours of industry specific online training

to support merchants and suppliers with the adoption of sustainable practices. The bundle comprises fundamental introductory topics progressing to sustainability management and strategy. Last but not least, the popular BMF Building Blocks programme of industry specific training hasn’t been forgotten. The BMF is already in talks with Cortexa over the development and launch of four new Building Blocks later this year. Staff training continues to be of major importance within our industry and the latest upgrade to BMF Campus will ensure it remains both relevant and easily accessible. ■ For more information, contact BMF Training Manager Kerry Wilson via kerry.wilson@bmf.org.uk or call 02476 854980. Alternatively, contact Cortexa directly on 0330 024 2881 or via email at info@cortexa.co.uk

Our net carbon negative products can offset building emissions Our UK-made sheet products lock in more carbon than we emit manufacturing them. Using more of them in a build or refurb will help reduce a building’s carbon count, helping to comply with net zero targets.

Carbon negative. Positive future. uk.westfraser.com/carbon-negative

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MERCHANT MARKETING

Digital dynamics Jamie Pierce, Marketing Director at Agency 53, discusses the evolution of marketing strategies within the merchant landscape.

he definition of what for years has been broadly termed ‘marketing’ is now a highly specialised and skilled subject matter which constantly continues to evolve. Long gone are the days of simply producing ‘flyers’ and ‘posters’ and expecting customers to react and engage, or indeed buy on impulse. Engagement and action is now driven by using multi-faceted media platforms. Marketing has also moved far beyond basic branding and mission statements. The ‘colouring in’ department is now a highly skilled, knowledgeable and technically qualified workforce. Previously viewed as a cost to the business, it should really be seen as a vital income generator. The delivery of strategies and plans to enhance measurable business performance and success are as integral to any company as managing finance, health and safety or operations. What must also be recognised is that the skills and techniques of the digital world must be embraced and not ‘blindly’ ignored through ignorance or fear. They will become an even greater driving force in the success and growth within the merchant sector. Indeed, digital marketing is one of the fastest-growing forms of marketing and has

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the potential to achieve incredible results at relatively low cost. Specific markets and sectors can be analysed and targeted, allowing maximum measured impact and reward. The promotion of your brand and the connection to potential customers should include not only email, social media and web-based advertising but also text and multimedia messaging as a marketing channel. Principally, if a marketing campaign involves digital communication — it’s digital marketing. The key to success nonetheless is the generation of a steady flow of targeted traffic that provides leads and conversion into sales. The greater the generation of this kind of traffic, the faster you can realise your return on investment. Digital Trends for 2022 Embrace the digital power… The builders’ merchanting sector has always been recognised as a ‘traditional’ industry, however it must unlock the power and learn

95%

to embrace new techniques and skills. Like it or not, the world is rapidly becoming digital and businesses who ignore this form of marketing are in danger of being left behind. And as customer demographics have changed, so to have their buying behaviours, experiences and expectations. It is imperative that merchants learn to engage across these channels. The Covid pandemic accelerated an eCommerce boom with progressive merchants adapting and transforming their digital footprint in a relatively short space of time. These merchants are now reaping the rewards of their investment. They have moved on from simply just having a website presence by utilising the additional marketing components and realising the benefits and rewards they offer. Social media commerce You cannot underestimate the importance of the major role social media has in every stage of the buying journey. It will continue

Nearly 95% of a person’s first impression relates to web design, so it’s a crucial factor in your online marketing plan.

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to be the best place to engage with, sell to and service customers online. For businesses, that means social selling should be given as much thought and care as the in-person branch experience. Today, 70% of people in the UK have used social media for customer service, whether that is to ask a question or voice concerns about a product or service. During 2021, the UK adult spent on average 109 minutes per day scrolling on social media (statista.com). It’s been crucial in fuelling increases in the amount of time that people spend online, and numbers continue to grow faster than they did pre-pandemic, with the global total still

75%

of UK audiences now use the web to research a product before buying.

■ Agency 53 is a creative marketing agency

specialising in construction, building materials and property services that helps firms to “drive their business growth through carefully curated marketing campaigns, brand awareness and building their sales funnel”. increasing at a rate of almost 13.5 new users every second (Hootsuite, 2022). The huge benefit of advertising on social media platforms is that it can be easily tracked and monitored with immediate results. They offer in-built engagement metrics, which are essential in helping you to understand how well you're reaching the audience. Utilise visual content Video is replacing static assets. Companies are turning to live video as a new way to communicate with their customers. In the past, brands used social media to share posts and images but now there is so much more opportunity to create content. People love to consume video and it will become the basis

of all marketing campaigns in 2022. Visual content has the power to imprint your brand’s identity in to the mind of potential customers for a longer period compared to text. It is also easier to communicate ideas via visuals than written text. If you are not creating marketing videos yet, you should consider developing your strategy to include this. Takeaways On average, it costs five times as much to gain a new customer as it does to retain an existing one. Not only does digital marketing reach a broader audience than traditional marketing but it also carries a lower cost. And of course, the traditional branch front isn’t dead! However, I would strongly encourage you to see digital marketing and social commerce for what it is; a massive opportunity for your business. ■ For more information, enter the shortcode www.rdr.link/maf005

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PRODUCT MARKETING

Get the message across NBS and Glenigan have revealed the findings of their ‘Construction Manufacturers’ Marketing Report’, which surveyed 166 building product manufacturers to assess how they are communicating with customers such as those in the merchant sector.

s cited in the report, marketers for construction manufacturers are facing a fast-changing world and, overall, the big macro change drivers are seen as positive. More than four out of five respondents view sustainability and increased digitalisation as forces for good. For example, the drive for the ‘Golden Thread’ of information, changing building regulations and the Code for Construction Product Information (CCPI) are viewed as constructive developments however COVID, Brexit and supply shortages are posing a marketing challenge. Despite one in three respondents saying that managing product information was a barrier to effective marketing, just 23% stated they use product information management (PIM) systems. 63% use PDFs and over half (51%) rely on Excel. When seen in context against other responses, the lack of PIM use is extremely low given that almost three quarters (72%) see golden thread adoption as a positive move, and six in ten view the CCPI and changing building regulations favourably. Furthermore, the relatively low uptake of digital tools around product data management is seen by the report’s authors as “perhaps surprising” as it is against a backdrop of forthcoming building safety regulation changes and the CCPI, which — while voluntary — will likely push towards the digital provision of product information becoming a standard expectation. To further explore why this is concerning, it’s widely recognised using

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PDFs presents a risk, as they quickly become out-of-date. Once shared they cannot easily be replaced, leading to those specifying or using the product referring to “redundant information”. While PIM systems enable manufacturers to update their product information in multiple places at once, other ways to manage product information include specifier-targeted product libraries and databases which can integrate into manufacturer websites. Barriers to marketing Professionals report a number of challenges including resourcing (55%) and demonstrating ROI (43%), with over one in three marketers (35%) highlighting difficulties in reaching their target audiences. External factors are also having an impact, such as supply shortages and Brexit which are affecting revenue and therefore budgets. Channels More than 53% of construction product marketing is now digital, however there’s still a place for traditional (non-digital) channels/tactics. Around 18% of activity is allocated to construction specific channels, such as product information libraries and project leads services. Looking at specific marketing channels, owned ones are most popular – such as website, organic social, email and brochures. Slightly less popular are SEO/PPC, content marketing, PR, printed brochures and catalogues and digital display.

Print ads, direct mail, and events were the least used, but this low usage may be partly influenced by COVID, as readers were located at home rather than at offices or headquarters where publications were still being sent. It’s worth flagging that physical events were put on pause during the lockdowns and this will have impacted on spend. A logical supposition is that event spend will increase in 2022 as the world opens up once more. Robin Cordy, Marketing Director at NBS, said: “Most manufacturers say they want to digitise their marketing, and they know they need to digitise their product data, but this doesn’t seem to be supported from an investment point of view. More resources would improve the accuracy and quality of product marketing content and (this) will be a virtuous circle with better marketing leading to improved compliance and higher sales.” ■ To view a longer version of this article via the PBM website, enter the shortcode www.rdr.link/maf006

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SUPPLIER PROFILE: TEN-25 SOFTWARE Ian Oldrey, MD of Ten-25 Software

Starter for Ten… Ten-25 Software celebrated 40 years of trading in 2021. PBM delves into the story of the firm’s development and hears more about its plans for the future.

he year 1981 featured plenty of notable events, from the first London marathon to the Royal Wedding of Charles and Diana. It was also the year IBM launched its personal computer, and whilst the internet and cloud technology would have to wait well over a decade to enter our lives, this marked an important milestone for technology. 1981 was also the year that Ten-25 Software was officially founded in Dorset, by husband-and-wife team Baird and Sue Oldrey, soon joined by Norman Symcox. Developed from the Sherry & Haycock System Ten computer, and later run on a System 25 computer, Ten-25 worked exclusively with timber and builders’ merchants in the early days using the inaugural STRIP system, continuing the work Baird had been involved with since 1974. In true start-up fashion, the company originally operated from the Oldreys’ home, but quickly expanded into offices in nearby Ferndown. The early STRIP system subsequently gave way to new iterations of software as technology advanced, and the Oldreys’ son Ian joined the business, working initially on marketing before moving into product development and eventually taking over as Managing Director. For 40 years, Ten-25 states it has continued pioneering new technologies with a consistent goal — to help merchants build better business more easily. The capabilities

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of the systems continue to evolve as technology facilities enhanced functionality. As co-founder Sue Oldrey reminisces, “Even back in 1974 I remember wondering when the system would be finished — and of course, it never is!” Merchanter, Ten-25’s cloud-based ERP system launched in 2020, is rapidly rolling out to a widening range of merchants and the company itself is experiencing significant growth, adding several new members to the team over the course of 2021 to meet rising demand for the software. Customer-focused service “The best benchmark we have of success is the longevity of our customer relationships,” explains Ian. “Some of our customers have been with us right from the beginning, when they’d have meetings under the apple trees in my parents’ garden. “With so many great software products in the market, it’s not a lack of other options keeping them with us. We are proud of these longstanding relationships and hope to keep working with such valued partners for many years to come. It’s easy to say ‘we’re customer-focused’ but genuinely, Merchanter has been built on the foundations our customers asked us for, and we’re investing in new staff purely focused on supporting customers every day.” Ten-25 has welcomed a broad cross-section of merchant and supplier

businesses in recent years. As well as timber and builders’ merchants, the software is also popular among steel stockholders, plumbing and heating merchants, stone and aggregates suppliers, agricultural merchants and many more. “The beauty of the system is its ease of use,” says Ian. “We’ve invested a lot of time and resource into making every process and function simple and intuitive. We even brought in a games designer to improve the usability and make it as much fun as possible. We’re really proud of how flexible and versatile it is, so it’s great to see new sectors embracing that simplicity.” In fact, Ten-25 is so confident the system is easy to use, it offers 30 days’ free access to an online demo system to enable prospective customers to really get to know it up front. Ian continues: “Of course, we do offer guided demos too but we want people to discover the system for themselves without feeling pressured. People expect technology to be easy, intuitive and helpful — they don’t want to spend months learning how to process an order or run a stock check. A system as powerful and complex as this may never be ‘plug-and-play’ like consumer tech, but we’re getting a lot closer to it.” Solutions for a changing market It’s not just technology that’s changing fast. Trading conditions have evolved almost beyond recognition over the last 40 years as

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well, and those changes have accelerated exponentially over the last two years, driven by the pandemic, and compounded by Brexit and sustainability targets. “Merchants’ customers have different expectations now,” says Ian. “There’s a generation of digital natives coming through; people who regard the internet as a basic necessity, not a luxury. Digital transformation needs to be a major priority for merchants, and that goes way beyond a website or eCommerce platform.” There is a wealth of technology opportunity at hand for merchants to help both on- and offline. From merchandising software to online marketplace services like NearSt., the products and services available are evolving fast. “It’s unrealistic to think one piece of software or one system can answer every need a merchant has,” adds Ian. “Integration is therefore really important, and we’ve invested a lot to make Merchanter as interoperable as possible. Basically that means it can link up really easily with other best-in-class platforms — eCommerce, financials, PIMs and so on — to give merchants the best mix of tools for their particular needs, with a really powerful engine of up to date information under the hood.” What’s next for Ten-25? “2022 and beyond is looking very exciting for us,” reveals Ian. “The team is expanding fast and we’ve got some really exciting new products in the pipeline which we’ll be unveiling over the next few months. “We’re looking at what emerging — and existing — businesses both want and need, and creating the products to meet those requirements. There are lots of smaller, simpler businesses starting up which don’t necessarily need all the bells and whistles of the full system, but which would benefit from more than just an off-the-shelf product. There’s also opportunity for standalone, app-style modules for certain areas of the business.” Ian concluded: “It’s fair to say that the world has changed a lot in the last 40 years, and will no doubt continue to evolve. We want to provide the right tools to help merchants flex and adapt to the changing market and customer expectations, whatever those might look like in the coming years.” ■ For more information on Ten-25, enter the shortcode www.rdr.link/maf007

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PEOPLE NEWS

Mark Clark has been appointed to the new role of Director of Sustainable and Renewable Sales at SIG UK, supporting the distributor’s customers with a comprehensive range of appropriate products to meet the increasing focus on sustainable and renewable solutions. With a lifelong interest in sustainability and over three years’ experience within SIG, Mark brings a close understanding of the developing requirements of the customer base. He said: “As a major distributor we can play an essential role in the supply chain, understanding what our customers need and providing the authenticated product ranges that fulfil the increasingly demanding criteria being set by clients and legislation.”

ECI Software Solutions has announced the promotion of Chris Fisher to Vice President of the EMEA lumber, building material and hardware (LBMH) division. Having previously owned Spruce Computer Systems since 2006, Chris joined ECI as UK Operations Director back in July 2019 following the firm's acquisition. Chris is a well-known figure across the building, plumbing and electrical merchant sectors and will continue to work closely with the Spruce global product development team, as well as engaging with both new and existing customers.

With over 20 years of experience in the UK Plumbing and Heating manufacturing sector, most recently holding the position of Sales Director at both OSO Hotwater and Heatrae Sadia — Megaflo, Neil Thompson has joined Gledhill as Sales Director. Neil said: “Gledhill has achieved enviable growth over recent years and established excellent partnerships with merchants and buying groups. I’m delighted to be joining the company at such an exciting time for the industry, particularly with the shift to renewable technology solutions across HVAC to support the government’s Net Zero 2050 target.”

Long Rake Spar has welcomed Megan Brooker as its new Account Manager for the Central England and Wales region in its Natural Selection channel. Megan has many years of experience in the industry, having worked at IBC Buying Group, Tobermore and Brett Landscaping. Rachel Aiers who previously covered this area in addition to the South West, will now concentrate on managing Merchant Accounts in the South West region as the business aims to improve coverage of the respective regions.

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CMO Group has pledged further investment into its digital presence with the appointment of Lewis Love to the role of Group Technology Director. Bringing with him nearly a decade of experience from working with several high growth e-commerce companies, Lewis will play a pivotal role in “continuing the advancement all of the retailer’s digital infrastructure and technology roadmap” to support its “longterm brand vision and robust ecommerce strategy”. Stuart Reilly has been promoted to the position of Rental & Used Director at Toyota Material Handling UK (TMHUK). With more than three decades’ experience of the materials handling industry, Stuart has been with TMHUK for over 20 years. He said: “The further development of our Rental & Used business is a key aspect of our market strategy at TMHUK and I am honoured to be given responsibility for overseeing this growth at such a challenging and exciting time. I am deeply passionate about the logistics industry and I look forward to continuing to contribute my experience to benefit Toyota and its customers.”

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WORKWEAR & EQUIPMENT

NMBS reports that Regatta Professional has become the latest supplier to join its OnePlace B2B ordering and Product Information Management (PIM) platform — and is also the first to offer active stock feed information to NMBS members.

Pride of Place T

he NMBS OnePlace platform is described as offering “better trading efficiencies for NMBS members and suppliers, by allowing independent merchants to purchase products online from a wide range of industry leading suppliers”. Members can also use the platform to access order acknowledgements and delivery notes, as well as to download product data and integrate it into their own back office or e-commerce systems.

allows members to get detailed information on the full Regatta Professional workwear ranges and styles. Members can place orders, view live stock availability, check out pricing and have product data and information all at their fingertips. “Ellie Harris and Reece Gerrard at NMBS have really helped move this project along, working closely with our UK Customer Support Manager and IT team. We are delighted to be live on the platform!”

“Making stock levels visible to NMBS members gives them more confidence when they place an order, and can be the reason why a general enquiry or search for information is converted to a definite sale.” Regatta Professional provides premium workwear and corporate clothing “for every line of work”, including a comprehensive choice of workwear and accessories suitable for trade professionals. The company has already made more than 4,500 of its products available to purchase via OnePlace — with more expected to come online in the coming months. Sarah Francis, Accounts Manager – Merchants and Agricultural at the workwear specialist, said: “We have been keen to get involved with OnePlace for some time. It

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As alluded to above, in addition to being the newest supplier to join OnePlace, Regatta Professional is the first to take advantage of the platform’s active stock feed feature which allows NMBS members to see up-to-date information on the available stocks of a product before placing an order. This is designed to ensure merchants will always know whether a particular product is in stock and how many are available, giving them accurate delivery times and the knowledge that they “will not be disappointed by an unexpected delay”.

The stock levels are updated using an automated API link between the OnePlace system and Regatta Professional’s own database, which is updated regularly each day to ensure stock levels remain accurate. If a product is showing as in stock, the independent merchant can place the order immediately. If a product is showing as out of stock, they will still be able to place the order if they wish, and it will be dispatched as soon as it becomes available. Merchants can also contact the supplier through OnePlace to request an estimated dispatch update. Reece Gerrard, NMBS E-Commerce Manager, said: “Active stock levels are very simple and easy for NMBS OnePlace Suppliers to set up, and they don’t have to show exact stock levels; they can also be set to show simply whether or not a product is in stock. “Making stock levels visible to NMBS members gives them more confidence when they place an order, and can be the reason why a general enquiry or search for information is converted to a definite sale.” ■ For more information on Regatta Professional’s product range, enter the shortcode www.rdr.link/maf008 ■ Further details on NMBS OnePlace can be found via www.rdr.link/maf009

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WORKWEAR & EQUIPMENT

Whilst we are now emerging from the cold of winter, the Great British weather will likely offer no respite for those working out on site. PBM hears from Snickers Workwear about its latest weatherproof solutions which it says can help your customers navigate the worst of the spring showers.

Raindrops keep falling… I

f trade users haven’t got particularly effective rainwear, their mid-and base-layer clothes could get damp and uncomfortable which will affect the body’s own in-built climate control system. Apart from wet clothes getting heavy, it’s also possible that the wearer could get a rash from simple irritation through friction.

Their body can also lose heat — probably faster than it can be generated to dry the clothes out. That’s fine if your customers have been drenched by a sun shower when it’s warm, but if it’s cooler or even cold on site, their body temperature is going to drop. Not only can stewing in wet clothes chafe and irritate the skin, if your customers are wearing damp or wet clothes for too long, bacteria and fungus from the air can multiply in the wet clothes environment and then run rampant on the skin. Stay dry in the rain It’s not a pretty picture, so staying dry and comfortable on site is all about choosing the right type of rainwear for the job. The choice your trade customers make depends on a variety of factors, from the type of rainfall to how intensely they are working and how many hours they spend outside — and whether or not the clothing they wear can to combine to create its own climate control system. Here’s what to consider when recommending suitable gear for wet weather work:

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●

For 100% waterproofness for a full day’s high-intensity work, suggest a breathable waterproof garment with taped seams for maximum protection and breathability. For 100% waterproofness in low-intensity work in pouring rain, a PU garment with welded seams is to be recommended. For a basic protection against water, suggest a garment that is water-repellent. The garment will keep the user dry if it’s drizzling, but still offers breathability. Don’t forget that what is worn underneath the outer layer really matters — your customers need to think about Climate Control for the body. Also sustainability in the clothing is a major factor nowadays. Merchants can look to recommend clothes that have a reputation for longevity and are made from environmentally friendly fabrics to reduce waste and pollution.

For high-intensity work, your customers need to make sure their base-layer clothes are made of breathable fibres and fabrics that will keep them dry and ventilated by

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wicking moisture away from the body. A mid-layer fleece or gilet made from knitted or quilted materials will help to provide comfortable insulation by creating a pocket of air around the body. Then, it can be topped off with a third and final outer layer jacket to protect from the elements like rain, hail, snow, wind, or cold. Layering working clothes properly will ensure that energy and performance levels are as weatherproofed as much as possible. ‘Waterproof ’ vs ‘water-repellent’. When it comes to ‘water-protected’ workwear it’s important to know what’s behind each of the above terms as they are different. Peter Dumigan, Managing Director of Snickers’ parent firm the Hultafors Group UK, said: “A waterproof garment — like our GORE-TEX jackets — is the most effective 100% protection in rainy weather. This kind of waterproof fabric consists of an outer layer called the ‘face fabric’, usually made of polyester with a laminated membrane or a coating that prevents water penetration.” It’s achieved by sealing the internal fabrics completely from external conditions. All seams and cut lines are taped or sealed to stop the water coming through the stitched areas of the fabric. Water-repellent garments, meanwhile, only offer basic protection against the effects

of water but at the same time can provide great breathability to ventilate your body when you’re active. Water-repellent protection is achieved by using a hydrophobic fabric, which means that the water is repelled on contact. The fabric is treated with a DWR (Durable Water Repellent) finish that causes the water to form drops on the surface of the fabric that run off or can be brushed off easily. Making the choice Your customers need to ask “just how wet are you likely to get on site?” Peter explains. “Their answer will help them choose the right type of rainwear to wear. What does the weather forecast say? Is there a risk of heavy rain, showers or drizzle? Will their work be low-intensity or more active? “Finally, how long will you be exposed to the wet weather — minutes or hours? Hence, longer shifts will put more demands on your working clothes and the waterproof technology used in the garments. That’s why you need to consider whether you should be wearing waterproof or water-repellent clothing”. “So, for longer exposure or, if you need 100% protection on site in the rain, look for our GORE-TEX jackets. These highly technical garments are extremely durable with a membrane has over 1.4 billion pores per square cm. They’re waterproof to

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keep you dry, windproof to keep you warm, and breathable to keep you comfortable all day long.” Peter continued: “For quick and reliable protection when it is raining, or if the work is less active, choose our PU garments which, along with our other rainwear clothing have EN 343 certification for Protection against Foul Weather. This accreditation validates the garment’s performance in the rain through independent testing.” Ventilation is also vital. The clothes’ breathability is as crucial for comfort as the outer-layer protection against water, especially when users are working really hard. Clothes with good climate control will transport sweat away from the skin, and breathability comes in two ways — either the breathability of the fabric itself, such as Snickers’ 37.5 sports fabric, or built-in ventilation functionality such as zippers or meshed fabric areas at the sides and back of the garments. Whatever the rain may do to dampen the spirits, as far as work clothes are concerned, getting the selection right means that your customers can work effectively and comfortably all day long. ■ For further information on Snickers Workwear rain wear visit www.rdr.link.maf010

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WORKWEAR & EQUIPMENT Working at height remains one of the biggest causes of fatalities and major injuries, with the construction sector seeing some of the highest incidences of falling from height accidents. With a focus on ladder safety, Spectrum Industrial (a trading division of Centurion Europe) explores the background and outlines a number of ways in which merchants can help keep their customers — and their own staff — safe.

Higher purpose I

n 2019/20, of the 111 workers killed in the workplace, twenty-nine of them were fatally injured while falling from height. Added to which, falls from height accounted for over five thousand of all non-fatal workplace injuries, often resulting in catastrophic and life-changing damage to the victim. Yet many fall from height accidents can be prevented if the right safety measures are correctly applied. For such common pieces of equipment, ladders continue to pose considerable risk. Of course, used correctly, ladders are not particularly dangerous but the HSE estimates they are responsible for nearly 40% of all falls from height investigations. It is a common misconception that ladders are banned under health and safety law, however the HSE is clear that in some situations ladders can be a sensible and practical option for low-risk, short duration tasks provided the risks are assessed and appropriately managed. The recommendation being that short duration is considered a task lasting 30 minutes or less, whilst ladders can be used when a risk assessment has shown that an alternative piece of equipment is not justified (or proportionate) to the task at hand.

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Consideration should also be given to where the ladder will be positioned and how it will be secured, and do not let the assumption that everyone knows how to use a ladder correctly be your downfall — remind employees of the dangers of overstretching or using ladders alongside heavy equipment and offer training if appropriate.

Ladder safety checks Inspecting ladders for defects is the next step in identifying and preventing any risks that may occur. Audits and visual inspections should be regularly conducted by a competent person, following the specific guidance outlined in the manufacturer’s instruction manual. Pre-use checks can also be used alongside, or as part of, a standard inspection process and the HSE has a guide that details a pre-use checklist which it recommends is completed at the start of every working day or new task. Ladder tags are great accessories to the inspection process, especially in busy workspaces with multiple pieces of equipment. They are highly visible and easily attached to the ladder to clearly indicate to

prospective users whether the ladder is safe to use, when it was last inspected and when the next inspection is due. Ladder tags can also be extremely useful for employers in evidencing a robust ladder safety process. Although data shows that falls from height are reducing, they remain the leading cause of fatal workplace accidents and merchant employers — and the merchants’ customers — cannot take their eye off the ball when it comes to managing the risk. Always follow the manufacturers’ guidelines, keep risk assessments up to date, the equipment maintained and safety checks regular and visible. ■ Spectrum Industrial offers a range of solutions — including ladder and scaffolding tags, labels and signage — to help businesses identify, manage and reduce safety risks and hazards in the workplace. For more information, enter the shortcode www.rdr.link/maf011

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WORKWEAR & EQUIPMENT

Best foot forward From the pages of PBM’s sister publication Professional Builder, pro tradesman and the magazine’s Products Editor Tibby Singh puts forward a user’s perspective on the latest work shoes from EMMA Footwear.

e can take footwear for granted but I think it plays an essential part in our productivity. If our feet feel tired, then we also feel tired, thus preventing us from performing to the best of our ability. Having been around for 90 years EMMA Footwear is an established brand, and I got a chance to step into the manufacturer’s ‘Paris’ footwear to see if it really is très bien. The first impressions are that the bubbles in the soles give a sporty look, whilst they’re clearly robust, and, thanks to the woven PU coated textile — and a nano carbon composite protective toe — are very light in weight. It’s great to see that the outer toe cap also has an extra wear-resistant coating, which is good for the wear and tear on your knees that comes with working. They feel comfortable to walk in and, with the addition of a Hydro-Tec Anti-bacterial lining, you won’t get sweaty feet — even after a long day. EMMA Footwear not only takes safety seriously, but comfort is also imperative. The company has the basic range of safety shoes and then go as far as having orthopaedic solutions, such as the Semi-Orthopaedic Safety Shoe, as well as a Semi-Orthopaedic Modifications Ex-Factory initiative.

The Semi-Orthopaedic Safety Shoe offers extra room and a raised toe cap, which means there’s no problem in fitting the appropriate insole. Taking it a step further, it’s the first time I’ve seen a company offer something like a Semi-Orthopaedic Modifications Ex-Factory service. EMMA mobile fitting will even take measurements and carry out a foot scan on site. This information is then used to identify any necessary modifications. The new shoes are then adapted immediately after production. This could be anything from arch support, heel stabilisation, and extra toe room. The firm can ensure everything possible is done to achieve the perfect shoe for you and, having ruptured my Achilles tendon, this service is certainly something I’ll be looking into. On top of all that, EMMA Footwear is also concerned with its carbon footprint and takes sustainability very seriously. The company implements a policy of circular manufacturing based on the principle of a circular economy. This includes making sure that materials are selected for their long and useful life, all raw materials are reused, a future application is known for every material, and the factory is run from the sun’s energy.

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All this helps me understand why there is literally a smiling face engraved in the footprint of these shoes. Whether you choose from the ‘New York’, ‘Berlin’ or ‘Paris’ models, the result is a happy planet, and I am impressed to see a company taking the kind of steps that could a massive impact. ■ For further information on EMMA safety footwear, enter the shortcode www.rdr.link/maf012

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WORKWEAR & EQUIPMENT STEEL BLUE UK OFFICE AND WAREHOUSE

SOLID GEAR REVOLUTION 2 GTX SAFETY TRAINER

Designed for performance and safety, the GTX’s hi-tech, lightweight construction is described as being a “giant leap forward from the look and feel of ordinary safety shoes”. Combining a high-performance blend of ergonomic design, athletic comfort and S3 protection, the waterproof GORETEX upper is claimed to deliver “constant dryness” while the locking drawstring ensures the shoe fits like a glove. With its E-TPU midsole and the ‘bounce back’ technology, Solid Gear says that foot and knee fatigue after a hard day’s work could well be a thing of the past. ■ Take a look at the new

Revolution 2 GTX via www.rdr.link/maf013

Steel Blue, reportedly Australia’s leading supplier of safety footwear, has announced the expansion of its European presence with a new office and warehouse in Sheffield. The facility becomes the company’s sixth warehouse (with other locations in the Netherlands, USA, New Zealand and two in Australia) and follows the considerable demand for Steel Blue boots in the UK market. In addition, as a CO2nstruct Zero Business Champion, reducing the carbon footprint with improved shipping efficiency and implementing strategies in line with Net Zero goals was a priority for the business. The new Sheffield office will accommodate client meetings, staff training sessions and flexible workspaces whilst the warehouse will allow for 14,000 pairs of boots dedicated to UK stock as well as accessories, POS material, merchandise, and brochures. The Steel Blue product range includes Men’s and Ladies safety boots, Mid-Cut or Ankle-High, enhanced safety features such as Metatarsal protection, and several colour choices. And now with local stock, the firm says that deliveries across the UK will be faster whist customer service, sales and marketing support will all be increased. ■ Enter the shortcode www.rdr.link/maf014 for more information

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INFORMATION TECHNOLOGY

Enhanced engagement What exactly are enhanced websites, and are they that beneficial? Andy Scothern, founder of eCommonSense, an ECI Software Solutions company, explains why builders’ merchants that embrace the technology now will gain an advantage over their competitors — and why they’re becoming all the more necessary.

e all know that supply chains are tricky. In fact, for many businesses keeping a supply chain balanced and working efficiently is one of the hardest things they do. And this difficulty has been compounded for some merchants because of the changing habits of buyers. Until recently, customers could be neatly divided into two sets — those who ordered their materials online to collect, and those who did everything in person. Left to their own devices, each set of people would largely have stuck to their own methods. We’re all habitual, and we stay with what we’re used to.

Of course, the Covid-19 pandemic meant that, over the past two years, many more people have been forced to shop online for all sorts of things in their daily lives, from groceries to stationery. People who wouldn’t have even considered doing so before. And so is the case with construction. The trouble is that many builders’ merchants still manage their stock and supply chain with old school methods, which is fine for old school buying habits. But when you try to adapt those practices to a rapidly changing environment, everything can start to unravel.

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For those without a website, and dealing with more orders by phone and email, this is especially difficult. Without everyone always seeing every product that goes in and out, and because the transactions happen faster, the records become harder to keep accurately updated. That leads to mis-ordering of new stock further up the supply chain or, worse, running out and enduring a period of lost sales. And although many builders’ merchants have a standard website to explain where they are, what they specialise in and so on,

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INFORMATION TECHNOLOGY

“The fact is that buying habits aren’t going to dramatically reverse. So while physical sales will always have their place, builders are doing more and more of their preparation online.” it’s a sector where relatively few have one through which items can be ordered. Out of that, an even smaller number have a website that communicates directly with the programme managing their supply chain and wider business, known as an ERP (enterprise resource planning) system. This is what an enhanced website does. We saw that this has prompted many builders’ merchants to update, and add such a site to their business — and experienced a big surge of people asking about its benefits. The fact is, buying habits aren’t going to dramatically reverse. So while physical sales will always have their place, builders are doing more and more of their preparation online. And this is why good systems like ours are able to include various tools, such as to suggest materials and calculate the costs of a certain job, or an entire project. There are also tools to configure windows and doors, and a system to find stock of matching bricks from a photograph. By including these facilities on your

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website, and taking care of more of your customers’ project process, they are more likely to buy again from you or order on repeat. This is especially important when the nature of online retailing means customers are less loyal to specific companies. One of the most important aspects that an enhanced website includes is a display of a particular item’s current stock in your warehouse, or nearest branch if you have several, because it links directly with your ERP system. This not only helps your part of the supply chain management, but also your customer’s management of their section. Naturally, taking such a step into ecommerce can be a daunting prospect for many — particularly for businesses that have been relying on more traditional ways of managing their stock and orders. Of course, we recognise that many builders’ merchants are very long-standing businesses. And in the construction industry, which still places great value on manual skills, it’s understandable that some

are hesitant to change such a fundamental component of how they operate. However, making the change now is what will enable you to capitalise on the situation, making the most of the change in buyers’ habits while they’re still happening. The greater efficiency and real-time visibility that a good system offers of your entire business — not just of orders but, together with the ERP system, of that delicate supply chain, inventory, finances and HR — is what will future proof it. A final tip is that, whichever system you decide to use, do it with an experienced provider. We’ve learnt many lessons from several years of implementations, and know the issues to anticipate, how to solve them and complete it all quickly. We also know how builders’ merchants in particular will use it, and what information they’ll prioritise. With the right help, it’s possible for companies to come out of these uncertain times in an even stronger shape than two years ago.

■ For more information on the range of ecommerce solutions from eCommonSense, enter the shortcode www.rdr.link/maf015

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INFORMATION TECHNOLOGY

Ashley Jones, 27-year veteran of the Sales & Marketing team at Merlin Business Software, tells PBM about the firm’s new Automated Accounts Payable (AAP) solution.

Work smarter not harder

t Merlin, we don’t just pay lip service to great advice like that of the great Tony Robbins — it forms our work ethic, driving us to research and develop new and different ways of working to help our customers maximise every opportunity. Life rarely seems to stand still at Merlin as a result, and this is evident in our 2022 launch of a new and exciting solution for our customers called Automated Accounts Payable or AAP for short. Regardless of the industry that the company works in, practically all accounting departments work the same when it comes to handing supplier invoices. Things don’t seem to have changed much for years, if not decades, in terms of the manual input of bills.

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But what if that was all to change? Overnight? Remember when we used to do laundry by hand? Remember when we had to get up out of our seat to change the TV channel? Those things were very much the norm for a long time before technology superseded and improved them, so why do so many companies still post their supplier invoices by hand? Imagine for a moment that technology could take over the entering of supplier invoices, and do so far quicker and more accurately than mere humans could? Imagine the time saved and the ability to repurpose those human resources to more practical and productive tasks within the business… Well, Merlin’s AAP solution does just

that. Having simply trained the system to recognise each supplier’s invoice layout, AAP decodes the information into data electronically, and presents it to the ledger. It even flags up anomalies for your attention, perhaps where the invoice value doesn’t match the original purchase order that you placed with the supplier. However, these instances now very much become the exception rather than the rule. AAP caters for invoices that are sent by suppliers electronically, so those received by email as PDFs are generally the norm, though it will cater for a number of different image formats. As for those invoices that still arrive in the post, they can be quickly digitised by practically any

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“Work efficiency is the ability to get the most output from the least possible input. It means doing more with less. Working smarter, not harder. When you improve efficiency, you’re able to get a larger output from the same amount of input — or even less. For employees, this means being able to get more done in a finite amount of time: the workday.” Tony Robbins low-cost document scanner or multi-function photo-copier /scanner devices that grace most accounts offices these days. Past experience of integrating Merlin with other third-party AAP solutions suggest that the whole process can be improved by upwards of 80-90%, whereas the remaining invoices need some form of manual intervention, so we know the potential positive impact that this technology offers our customers. Already, the take-up of AAP from loyal Merlin customers has been impressive, and this only seems inevitable to grow as it generates more momentum — after all, why would anyone want to key in supplier invoices anymore? A Supplier Member of both NMBS and BMF, Merlin Business Software is designed to give builders’ merchants and related businesses “all the tools they need to succeed”. Stating that it “knows how important it is to be quick and easy to use”, the firm’s range of software solutions encompasses standard core modules such as Sales Order Processing, Stock Control, Invoicing, Sales and Financials. Key merchant-specific modules are also available including a Delivery Planning with a Driver’s POD App, Trade Counter Signature Capture, WMS Apps for the yard and stores, and even a ready-made EDI solution for NMBS invoices. General requirements such as Comprehensive Customer History, Barcoding, Customer Special Pricing, Repeat / Scheduled Orders, Special Offers (by date range), Linked Item Suggestions (Link Selling), Alternative Product Suggestions and Remote Sales Opportunities are all available as standard. ■ To watch a video providing a brief overview of how Merlin can help your business to achieve its goals, enter the shortcode www.rdr.link/maf016 ■ For more information on Merlin’s software solutions for the builders’ merchant sector, enter the shortcode www.rdr.link/maf017

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INFORMATION TECHNOLOGY PBM speaks with Anthony Green, CTO of FoxTech, who explains how to utilise ‘ethical hacking and penetration testing’ to boost the cybersecurity of your business.

usinesses are taking cybersecurity more seriously than ever. In 2021, executives ramped up their cybersecurity spending in response to the explosion of cyber-attacks exploiting lockdown remote working. Despite this, the frequency and severity of security breaches has only increased, with small to medium businesses in the UK subject to an astonishing average of 10,000 attempted cyber-attacks a day. Successful attacks breach sensitive data, and recovery can result in severe financial losses, sometimes millions of pounds, for affected businesses. So, what is going wrong? Cybersecurity experts agree that one of the biggest issues is that businesses are not spending their security budgets in the right places. For example, working to prevent cyber-attacks and helping companies who have experienced a security breach, Anthony Green, CTO of cybersecurity consultants FoxTech, said: “What we are seeing is that usually, IT strategies fail when businesses don’t actually know what their weaknesses are — or indeed don’t realise they have any at all. “Many companies believe their networks are secure because they have outsourced

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Hacked off? their IT or installed an anti-virus package. Unfortunately, this is like going on holiday and locking your front door, but leaving all your windows wide open — traditional security methods are not comprehensive, and hackers can easily find and exploit your remaining vulnerabilities.” This is where ethical hacking, also known as penetration testing, comes in. Ethical hacking is when an accredited cybersecurity consultancy carries out a simulated cyber-attack against your computer system. Penetration testers can identify exploitable flaws in bespoke software, carry out scenario testing to discover how incidents — such as a compromised DMZ host — impact on your security, and test your businesses’ response capabilities to attack or temporary vulnerability. Anthony continued: “It’s impossible to take the right cybersecurity actions without knowing what your problems are. This is why penetration testing really is crucial. Subjecting your IT infrastructure to ethical hacking by someone who isn’t going to steal your data is one of the best things you can do to prevent a real hacker gaining access. “Initially, companies can find it hard to believe that hacking could ever be ethical, let alone good for their business — but it is the best way to find out exactly how vulnerable your business is to an attack.” Once penetration testing has shown you where your weak spots are, and what methods hackers could use to exploit them, the next step is to fix, secure and block these

“Subjecting your IT infrastructure to ethical hacking by someone who isn’t going to steal your data is one of the best things you can do to prevent a real hacker gaining access.” paths to access. Most companies’ current IT protection plans focus only on the last step — blocking access — without necessarily knowing exactly where that access is. However, any kind of vulnerability assessment like penetration testing provides an exciting opportunity to find out if your business and your data is properly protected from attack. As such, it should be seen as an essential aspect of any good cybersecurity strategy. ■ FoxTech is an independent, specialised cyber security company operating in the UK. With expertise spanning decades across a variety of sectors, the team provides “information security advice, assurance and solutions to businesses enabling them to make informed decisions about securing their systems from cyber attacks”.

■ For more information, enter the shortcode www.rdr.link/maf018

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INFORMATION TECHNOLOGY

TEN-25 SOFTWARE TRANSPORT PLANNING APP BORDER MERCHANT SYSTEMS PAYMENT INTEGRATIONS Border Merchant Systems reports that is has been working on two payment integrations that are now live and ready for customers. The first is a full integration with Prommt — a facility which allows merchants to request card payments from their customers by sending them a secure link to pay online. Using this system removes the need to take customer card payments over the phone and importantly, it means merchants can avoid fraud and credit card chargebacks. The second payment integration is with Paymentsense and its range of dojo payment card machines, with the development allowing Border to offer a fully integrated payment card solution to merchants. Both integrations, according to Border, will provide “huge benefits to merchants in terms of security, accuracy, and speed of transactions”. The software specialist has also recently welcomed Kent Supplies as its newest customer. The Wrexhambased family-run business has been trading since the 1940s and is said to have built up an excellent reputation in the area for supplying a wide range of products, backed up with top quality service. Kent’s had never had a counterbased trading system, relying instead on an accounts system while handwriting tickets at the counter. The firm was “understandably cautious” in its choice of a new system and “was keen to implement a fully integrated trading system that was both easy to use and provide efficiency savings” for the business. Phil Davies, Commercial Manager at Border, said: “We are delighted to welcome Kent Supplies into the Border family. We are looking forward to working with the team to achieve a successful training programme and a smooth go live.” ■ For more information, use the

shortcode www.rdr.link/maf019

Ten-25 is building on the success of its digital ERP system Merchanter with a new Transport Planning app to help merchants and suppliers plan and execute logistics more easily. The feature will be available as part of the main system, but there are also plans for a standalone module app. Among its features will be a smart route planning function and a driver delivery app, designed to integrate with whatever stock management software the user is running. It will help merchants to manage loading and fleets, and intelligently determine routes to gain cost savings, time and loading efficiencies, and give customers enhanced communication and choice of delivery options. Meanwhile, the driver delivery app will offer a range of features to keep information integrated and up to date, syncing back to the main system instantly. With further product development in the pipeline, Ten-25 aims to provide an enhanced range of software solutions for all sizes and scale of merchant and supplier operations, all with its “trademark focus on simplicity, usability and efficiency”. ■ Enter www.rdr.link/maf020 for more information.

KERRIDGE COMMERCIAL SYSTEMS BUSINESS MANAGEMENT SOFTWARE

KCS says its K8 business management software provides you with all the tools needed to improve business performance, with “rich functionality” that gives you total control of your business, making managing your sales, stock, and accounts easy and convenient. K8 can be enhanced with modules for e-commerce — allowing you to trade online 24/7 — in addition to business intelligence and a suite of mobile apps that allow you to take the technology to the job, bringing considerable efficiency savings across your business. Merchant customer Darren House, MD at Grant & Stone, said: “KCS is always driving us forward with the latest versions of K8. We’re already on the path towards a digital future by using all of the main features that KCS has to offer — and we’re in the process of launching any that we don’t already have.” Referencing some of the benefits of using K8’s suite of mobile apps, Paul Cornford, IS Service Manager of Howarth Timber, added: “K8 ePOD has streamlined our processes significantly. We no longer need to produce paper documents for our drivers or sort and file delivery notes on their return. All delivery information is on one screen. It’s a real time-saver.” In addition, KCS’s cloud-hosted solution, K-Cloud, provides data security, resilience, business continuity and includes everything from servers to storage, system analytics and more. The solution reduces costs and waste and helps you scale as the needs of your business change. Users of K8 are also able to benefit from EasyAP, a new solution designed to automate supplier invoice processing. The functionality, which is pre-integrated with the business management software, eliminates the need for manual invoice processing and allows businesses to deploy their accounts payable resources elsewhere while significantly reducing their paperwork. With EasyAP, supplier invoices are downloaded from email and all the details needed to process it within K8 are captured electronically. The system then matches the invoice to the purchase order and automatically populates the necessary fields within K8. Any corrections that need to be made can be entered manually, and innovative artificial intelligent processes enable K8 to remember these for future use. An electronic version of the information is immediately stored alongside an image of the original invoice, helping businesses cut down on the need to print, handle and file paper copies. ■ www.rdr.link/maf021

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INFORMATION TECHNOLOGY

ECOSPEND TOOLSTATION PARTNERSHIP Toolstation is partnering with Ecospend, a leading UK provider of open banking technology, to become one of the largest ecommerce sites to adopt ‘pay-by-bank’ technology as a payment alternative. Ecospend’s Open Banking payments technology will allow the Travis Perkins Group company’s Trade Account customers to “significantly improve their cash flow” while also providing flexible credit limits and making their online account management much more efficient. The ‘pay-by-bank’ technology will be integrated into Toolstation’s customer app and website. In doing so, Trade Account Customers will be able to settle their account balance, without the risk of inputting the wrong details, and fraud risk will be minimised. Payments will be made via Ecospend’s account-toaccount technology, ensuring a smooth customer journey that requires no card details or any data to be imputed. Instead, customers simply select the pay-bybank option, authenticate their identity with their biometric ID, and confirm the payment — resulting in an instant transaction. Trade Account customers will also be able to pay their bills instantly via QR codes sent to them in the post. Customers just need to scan the QR code and confirm the payment, with Ecospend’s ‘pay-by-bank’ technology ensuring an instant payment to Toolstation. Finally, Ecospend’s ‘management console’ technology will be available to Toolstation agents, which allows them to send out payment links in bulk to anyone that needs to settle their balance. The technology can send payment links through all messaging platforms, and it will instigate an instant account-to-account payment. This was previously a manual process but through Ecospend’s open banking technology, Toolstation’s agents will be able to significantly cut down on administration time spent on debt collection. ■ www.rdr.link/maf022

BLUE ROCK SYSTEMS WILLIAM HERCOCK H&B buying group member William Hercock has placed an order with Blue Rock Systems for a 30 user iQ system. Established as a coal merchant in Leicester in 1899, the business is now a leading supplier of building, timber and landscaping products in the Leicestershire and Rutland area, trading from three branches in Melton Mowbray, Birstall and Oakham. The business originally considered Blue Rock’s services around 10 years ago but went in a different direction and selected a product package it has now outgrown, due to it having separate accounts and CRM systems. Now going ahead with a fully integrated modern merchant system in iQ by Blue Rock, MD Tim Hercock said: “We had been discussing the software system for a few years before I took over the business from my brother. Since that process has completed, I have wanted to improve the systems throughout Hercocks. “We choose Blue Rock and iQ because we were impressed with the speed and flexibility of the system compared with others we assessed, combined with excellent reporting and easy to use management tools. It is a big step forward and will enable us to grow our business and improve the service we can offer our customers.” Tim added: “We received positive feedback from other H&B members who have adopted the system which made the decisionmaking process easier.” ■ For more information on Blue Rock Systems, enter the

shortcode www.rdr.link/maf023

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DOORS, WINDOWS & SECURITY

Fit for purpose PBM talks to UAP about the importance of quality standards and rigorous testing processes.

xpensive and portable tech, car keys, bank cards and even correspondence from which thieves can harvest data are all lucrative reasons for the criminal fraternity to keep developing techniques for breaking into others’ homes. To help protect home owners and tenants, the Government introduced Approved Document Q: Security, Dwellings in 2015 — statutory building regulations guidance which outlines the standards required for doors and windows in new properties to protect the occupier from the threat of burglary. To comply with Document Q, doors installed in new homes must pass PAS 24 testing, a rigorous testing process that requires the fullyfinished door, including all hardware and locks, to withstand attempt to gain access. Builders’ merchants need to be certain that all doors being sold to customers have passed these rigorous tests, and UAP states it is working collaboratively with door manufacturers to help them pass first time, helping them get products to market faster and more cost-effectively. Barry Halpin, Sales Director at UAP, explained: “Mandatory testing is integral to product development costs for door manufacturers, and any door that does not pass first time must be re-tested until it meets the required standard. Consequently, any element of the door that does not pass, no matter what it might be, can cause the whole door to fail, incurring the costs associated with re-testing and delays in bringing the finished door to market. “UAP’s approach is to work in partnership with door manufacturers to provide a complete set of door hardware and the locking system, combining products that have already undergone substantial testing and quality assurance, to enable a first time pass for newly developed doors. We also ensure that the hardware we provide delivers a coordinated aesthetic, aligned to the design of the door, and provide full technical support and guidance during production selection, installation and throughout the testing process.”

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DOORS, WINDOWS & SECURITY

Multiple Tests One of the UK door manufacturers that has benefitted from this approach is PDS Doorsets, a specialist in composite doors and fire doors for residential properties. UAP supports PDS’ R&D and testing regimes by providing complete sets of hardware as test samples, including Fullex multipoint locks TS008 Soterian letterplates, Duo door handles and Kinetica 3* cylinders. For fire door products, UAP provides locks and hardware from its Firemongery range of fire safety products, which have already been thoroughly tested and certified for fire-rated installations (see panel). Ben Davies, Testing Compliance Manager at PDS, said: “The hardware elements installed in a door are often the most vulnerable points for burglars seeking to gain access. While the lock is the obvious focus for security, the letterplate and other fixtures could also be a potential weakness. “When we work with UAP, we are dealing with a company that has worked in the sector for 25 years and is constantly investing in new product development. PAS 24 involves destructive testing, so having a partner that will provide us with enough complete sets of samples to put the required number of doors through their paces to prove compliance is a big help. It also means we can be confident of avoiding spiralling costs and delays due to re-testing.” The PAS 24 testing process includes scrutiny of both robust door fabrication and the hardware. The test procedures include a manipulation test and a security

hardware and cylinder test. This includes attempts to remove, dislodge or gain access to the cylinder, attempts to break or defeat the cylinder by applying a twisting or bending force and, should access to the internal workings of the cylinder be achieved, it also includes attempts to defeat the lock and gain access by operating any accessible mechanism. The door furniture and cylinder also have to remain intact and firmly fixed in place during a series of loading and impact tests designed to ensure the door can withstand various forms of attack. Fire Safety UAP also provides products, support and guidance to door manufacturers in preparation for fire door testing, offering complete sets of hardware samples for the tests along with the company’s expertise. This includes UAP’s TS008 compliant Soterian letterplates, which includes Certifire certified products designed specifically for use in fire doors, along with its Firemongery range of Document Q compliant fire rated hardware. Barry Halpin added: “The boom in multioccupancy residential developments and student accommodation means there is an increasing demand for domestic fire doors and our range is designed to prevent fire and smoke from spreading into individual dwellings from common areas, as well as the other way around. “Certifire approved TS008 letterplates can be fitted to timber fire doors with no further

testing, whereas composite or steel fire doors must be tested as part of a complete door configuration prior to approval of the door’s fire rating. Consequently, timber fire doors and the Certifire approved Soterian TS 008 letterplate are an ideal combination for sale through the builders’ merchant channel.”

■ UAP has launched a complete range of fire door products designed to help customers select the right certified solutions in three easy steps. Released under the Firemongery brand, the portfolio includes fully-tested and certified ironmongery and locking products for use in compliant fire door installation. The new range is designed specifically for builders’ merchants, trade counters and wholesalers as a complete solution, with a fully-stocked POS (point of sale) unit. The unit features a unique ‘Pack Selector’ decision tree, providing customers with all the information they need to select and purchase the right items, and UAP has also created an interactive Pack Selector tool for the range on the company’s website. Restocking across the range is available with next day delivery. David Jennings, CEO of UAP, said: “Whether a builder is installing fire doors across several properties or a homeowner is upgrading a single door, ensuring that the ironmongery meets both the relevant compliance requirements and the practical needs of the occupier is very important. This range has been developed as a pickup-and-go solution for builder’s merchant environments, with ‘right first time’ product selection. The accompanying POS is both eye-catching and informative to help customers and attract sales.”

■ For further information on UAP’s range of products and services, enter the shortcode www.rdr.link/maf024

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DOORS, WINDOWS & SECURITY

Strategic security partnerships Chris Burrows, Head of Sales for Distribution and Smart Security at ERA, reflects on the challenges and opportunities faced by the merchant sector over the last 12 months and discusses the learnings that can be applied as we move further forward in 2022.

’m sure I speak for the entire industry when I say 2021 has been one of the most challenging years we’ve ever experienced. Every area of the sector has been significantly impacted by the repercussions of the pandemic, which have created supply chain issues on an exceptional scale. The continued shortage of raw materials and their subsequent increase in cost, combined with the significant rise in demand for product and ongoing freight shortages, has created a severely strained trading environment for all. This was compounded by the rapid acceleration in home improvement spending, which far exceeded customer demand forecasts and exacerbated product shortages across a wide range of categories.

However, by working together, manufacturers and merchants have turned the tide to ensure supply of product, wherever possible. As a result, we have created new collaborative ways of working, which place us all in a stronger position throughout 2022. At ERA, we have taken steps to build better and more robust supply chain processes that improve product availability, now and in

the future. This has enabled us to support our merchant network in capitalising on the opportunities created by the home improvement boom. We have been able to take tactical decisions across product categories that are experiencing the highest levels of demand to optimise supply. For example, significant investment in sea, air and rail freight has been

“Looking ahead, demand looks set to start to return to more normal levels. This will provide merchants and manufacturers with a vital opportunity to further re-evaluate their operations to forward plan and identify new and more efficient ways of working, whilst also meeting upcoming legislative requirements.” 42 PBM MARCH 2022

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■ To support merchant stockists in providing customers with affordable yet effective window handle updates, ERA has added an offset design to its Universal window handle replacement packs. Specifically designed for replacement applications, the modern handles are suitable for use with timber and PVCu casement windows and includes a choice of five spindle lengths in the pack to suit profile depths ranging from 9mm to 55mm, eliminating the requirement for cutting. Available in a selection of finishes, including Polished Chrome, Polished Gold and White, the handle features a firm ergonomic grip that is easy to operate, whilst the curved offset design delivers aesthetic appeal and improved knuckle clearance. The left and right-handed designs feature a recessed push button for ease of use, whilst the positive click on closing provides homeowners with peace of mind that the window is secure. Jemma Booker, Marketing Manager at ERA, commented: “The launch of our new Universal Maxim Offset Window Handles gives customers more choice and makes it even easier to update internal hardware. By having everything available in one handy pack, it significantly reduces stockholding for distributors, whilst also eliminating the need for trade professionals or homeowners to spend time researching spindle lengths or cutting them to size.” The handles are supplied with a 10 year mechanical guarantee and have been endurance tested in ERA’s UKAS accredited test house in excess of 50,000 cycles.

undertaken to ensure our customers have the levels of stock they require, in the shortest possible lead times. Looking ahead, demand looks set to start to return to more normal levels. This will provide merchants and manufacturers with a vital opportunity to further re-evaluate their operations to forward plan and identify new and more efficient ways of working, whilst also meeting upcoming legislative requirements. This includes complying with the government’s Plastic Packaging Tax (PPT), which will be enforced from April and will impact around 20,000 manufacturers and

importers of plastic packaging. Levied at £200 per metric tonne of plastic packaging that contains less than 30% recycled plastic, the new tax has significant implications for merchants who import over 10 metric tonnes of plastic throughout a 12 month period. In preparation, ERA has been working in partnership with our distribution network to review our packaging options and ensure the minimum threshold is met, without compromising on quality. This is a commitment we will continue to honour throughout 2022 to assist merchants in meeting these new requirements.

It’s safe to say this turbulent trading environment isn’t over yet, but by working together and implementing strategic decisions based on the needs and feedback of our customers, we can continue to evolve to create a more efficient, sustainable and successful sector for everyone.

■ For further information on ERA’s diverse portfolio of security products, including its smart home offering, enter the shortcode www.rdr.link/maf025

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DOORS, WINDOWS & SECURITY With working from home for many predicted to stay in at least some shape or form, householders are considering the ways in which their existing properties can be adapted to feature a dedicated home office — or putting it top of their wish list ahead of a move. PBM considers new findings from Velux which outline the importance of a healthy home working environment.

Home office revolution W hether it is through a hybrid model or sustained working from home, this pandemic-enforced shift in behaviours has seen a sharp rise in the demand for dedicated home office spaces over the last two years. Indeed, research from Velux shows one in five of those working from home want to do this more, whilst nearly half (46%) of those who work from home have been doing so five days a week. The findings also outline the challenges people face and their demands when looking to create the ‘ultimate working from home’ space, as the ongoing pandemic has made us all reconsider our surroundings and what is important to us. And with more time spent at home than ever before, Velux found that nearly one in 10 home workers (9%) say they

have actually moved to better suit their requirements whilst a further one in five have considered doing so to better support their WFH needs. Perhaps proving just how much working from home has become — and will remain — a cultural norm, over a quarter (27%) of UK home workers say that they consider having a dedicated home office as being a non-negotiable asset when looking for a new property. For those who work from home currently, the living room ranks as the most popular location where people do their work (24%), followed by a dedicated home office space (17%) and an adult bedroom (13%). Over a third of home workers (36%) also say they have already made improvements to help support home working, with 63% spending up to £3,000 and many others spending up to £10,000 on renovations. Let there be light With time spent indoors at an all-time high and working conditions a priority, access to daylight is one of the top demands from homeworkers, with nearly three fifths (57%) revealing that available daylight is highly or extremely important to

44 PBM MARCH 2022

them — yet only nearly half (46%) are truly satisfied with the available daylight in their current workspace. Jim Coates, Northwest Europe Region Marketing Director at Velux, commented: “A bright and welcoming work from home space is vital; however, we know that poor working conditions such as inadequate lighting and noise in the home not only impacts our work itself, but more importantly, our overall happiness. In fact, 15% of home workers recognise they are directly impacted by poor working conditions, which translates to the need to — or for the most part, an intention to — invest in home improvements.” This might be why installing or replacing a window was one of the top three home improvements undertaken to transform a working from home space (10%), coming after buying new furniture / IT equipment (79%) and painting/redecorating (53%). Injecting daylight and fresh air into a room with a roof window is, according to Velux, one of the easiest ways to transform a home office and improve working conditions. The company goes on to say that for those seeking to move or improve their home office space, improving natural light should be the first consideration when contemplating a room transformation with the firm’s roof windows able to provide an abundance of natural light even in darker

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(l-r) Euramax MD Nick Cowley, Nicola Miller, and Selco Category Manager Mark Richards

EURAMAX SOLUTIONS SELCO PARTNERSHIP and gloomier rooms. Too little light will make a room seem small but plenty of light makes a room feel more spacious, more welcoming and more comfortable. Jim added: “Throughout the pandemic, people have been both living and working from their homes and so in some cases — depending on their home office set up — aren’t getting the best access to natural light and fresh air. While (the trend continues), improving this access to daylight and air, has never been more important to our mental and physical wellbeing.”

A long-term partnership between PVCu window, door, and composite door manufacturer Euramax Solutions and Selco Builders Warehouse is said to be going from strength to strength. Nicola Miller, Head of Customer Service at Euramax, said: “The challenges of the last 18 months highlighted a lot of areas where we needed to work closer together, and this has increased during the last six months to make sure Selco is getting exactly what it wants. “What makes the partnership so successful is Selco’s approach to its market, which is to have its products on the shelf. Selco customers can go in and collect our products there and then, so there are no delays.” ■ For more on the Euramax range, use

www.rdr.link/maf027

BRETT MARTIN MARDOME TRADE SBD ACCREDITATION ■ Said to offer unobstructed views and maximum daylight, Velux has introduced a new range of glass rooflights for flat roofs. Joining the firm’s existing portfolio of domes, the new additions feature a minimalistic glass-to-edge design and include both a flat glass rooflight and a curved glass rooflight to provide a “desirable statement piece for any contemporary home”. Available as fixed or electrically-vented, the design of the new rooflights is said to allow for 52% more daylight to enter the home when compared to the previous generation of products. With options including anti-heat and blackout blinds, the rooflights are suitable for both flat roof renovations and new build projects alike and are said to provide “excellent energy performance and optimal thermal insulation” thanks to the ‘ThermoTechnology’ EPS insulation and low placement of the glazing unit. Compatible with smart home integration and control, the rooflights come with a 10-year warranty and a number of ‘enhanced installation features’ to ensure ease of handling on site.

■ For more information on VELUX products and its support services for merchants, enter the shortcode www.rdr.link/maf026

www.professionalbuildersmerchant.co.uk

Demonstrating the company’s commitment to ongoing testing for safety and security, specific variants of Brett Martin’s Mardome Trade rooflights have achieved Secured by Design accreditation. Policeapproved and independently tested, the products are designed to have an impact on crime deterrence. The design of the Mardome Trade rooflight is such that individual fixings are concealed inside security caps and the removal of these caps to gain access to the fixings is extremely difficult. In addition, polycarbonate rooflights have good resistance to impact, making breakage very difficult. ■ Use www.rdr.link/maf028 for further information.

JB KIND 2022 BROCHURES The leading door distributor has unveiled two new brochures for 2022 to showcase updates and new styles to its portfolio, and “making it easier for merchants to support their customers and boost their bottom lines”. Alongside the launch of the 2022 iPad –sized, 124-page Door Collection brochure with its partner online flipbook, the company has also revised its Trade Essentials brochure — which features the trade’s ‘bread and butter’ doors in a handy A5 format — to ensure its merchant partners have all the information that they need at their fingertips, including details on a number of exciting new products. ■ Head to www.rdr.link/maf029 to see the full collection.

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FREE TO TH E TR ADE

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Scruffs Tried & Tested Workwear

Showcasing a selection of the ﬁrm’s pioneering workwear range — including the TradeFlex SoftShell Jacket, Worker T-Shirt, ProFlex Plus Holster Trousers, Trade Work Gloves and Sabtan Safety Boots — this ad from Scruffs notes that its products are developed in accordance from trade professionals and ‘real life’ trials on site. Find out more on the range via www.rdr.link/maf031

It is a striking advert for what looks like a very impressive piece of kit — a hi-viz blade, stable back plate and a handy top viewing window are amongst the features that will impress builders, carpenters, plumbers and more. Plenty of info awaits online, whilst the company is also looking to attract new stockists. Use the shortcode www.rdr.link/maf033 to ﬁnd out more.

46 PBM MARCH 2022

Fischer Fixings FGW 90F

Celotex Thermaclass

The Saint-Gobain brand is highlighting the high thermal performance, lower Lambda value and heat flow reduction qualities of its Thermaclass full fill cavity wall insulation solution. Described as light, rigid and with a tongue and groove profile for easy installation, more info can be found via www.rdr.link/maf032

Surely the very definition of a teaser campaign, we absolutely love this ad. Whilst its design is light on detail, the photography is amazing and we’re pretty sure the company is trailing the new battery-powered FGW 90F gas-actuated setting tool which drives nails precisely into a wood substrate at an impressive rate of up to three fastenings per second. More specs can be found via www.rdr.link/maf034

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MARCH 2022

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

Vokèra Unica MAX hydrogen- ready boiler

A dramatic advert lays down the challenge that “the future is in your hands”, as the manufacturer showcases its ‘ﬁt for the future’ Unica Max condensing boiler range. Available as combi and system models, Vokèra says that all the units are hybrid ready and approved for use with a hydrogen/methane blend (20/80). More details await via www.rdr.link/maf035

This ‘powerful’ ad wastes absolutely no time in getting straight to the point. And the company would doubtless argue that the same could be said of its EB25 ultimate sealant & adhesive — that ‘nothing sticks better and nothing seals better’. Don’t delay, ﬁnd out more by using the shortcode www.rdr.link/maf036

The shower specialist is offering installers £30 cashback on all Mira Dual Electric and Mixer showers, with extra incentives and rewards available through its InstallerPro loyalty scheme. Keep your customers in the loop by taking a look at www.rdr.link/maf038

www.professionalbuildersmerchant.co.uk

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Blink and you might miss it, but this clever ad introduces the new Compact combi range which is said to pack a powerful performance into the manufacturer’s smallest-ever design. Suitable for anywhere that space and budget are tight, your customers can get even more value for money via the firm’s boiler, flue and filter bundle. Check out www.rdr.link/maf037 for the small print.

NIBE Join the energy revolution

With the transition to low carbon technologies now underway, NIBE is encouraging installers to gain their MCS heat pump installation qualiﬁcations. More information about the company’s range of sustainable hating solutions can be found via www.rdr.link/maf039

PBM MARCH 2022 47

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PRODUCTS & SERVICES

MEDITE SMARTPLY SMARTPLY SURE STEP CEMEX READYBLOCK ZERO CEMEX has introduced what is claimed to be the UK’s first zero carbon concrete block — ReadyBlock Zero — which is designed to significantly lower carbon emissions within the built environment by reducing the impact of new build construction to “meet and exceed” Government guidelines and changes to building regulations. Part of the firm’s Vertua family of sustainable building materials, the new ‘CarbonNeutral’ block looks identical to a traditional concrete block. Without compromising on product quality or strength, the only difference is that it embodies up to 80% less carbon, with the remaining carbon offset. For more information about ReadyBlock Zero, enter the shortcode www.rdr.link/maf040

A brand new tongue and groove, structural OSB/3 panel with improved slip resistance and durability, SMARTPLY SURE STEP has been created to provide a safer working surface for those on construction sites. The innovative, lightweight panel for flooring and roof decking boasts improved performance during the construction phase of projects. It features a UV cured specialist coating, manufactured in-house, that is designed to sustain the effects of the weather and construction foot traffic while reducing the slip risk even in wet conditions — bringing improved durability and slip resistance to the panel in all site conditions.

STELRAD RADIATORS CAST IRON COLUMN RANGE Traditionally, Stelrad has supplied steel radiators and continues to do so with more than two and a half million radiators manufactured each year. But in the past few years, cast iron column radiators — which were first around in Victorian times — have come into vogue again and the company has added a selection of Cast Iron Column radiators to its ever-widening range. With a distinctive Natural Cast finish, the radiators are available in two heights and a variety of widths and feature the added options of either Antique Brass or Brushed Nickel TRVs to provide the “ultimate in modern heating control”.

MAKITA XGT 40VMAX VACUUM CLEANER

AZPECTS EASYGROUT — BLANCO In response to feedback from end-users, Azpects has added a new colour — Blanco — to the EASYGrout range of highquality slurry grouts for ceramic and porcelain paving and floor tiles. The new development brings the family to four colours, including Grafito, Argent and Crema. Jeff Carter, Associate Director, said: “Azpects designed the EASYGrout shades to complement the trending colours of porcelain tiles, making it easy for customers to choose the right products for their project.”

The XGT 40VMax CL002G Brushless Vacuum is said to deliver the high output needed to tackle large areas and achieve “a spotless clean up with ease”. It offers an impressive sealed suction of 21kPa and suction power of up to 125W. Thanks to the option of four power modes, users can also adjust the output to suit different surfaces. It also comes with a redesigned nozzle for efficient floor and carpet cleaning when working in furnished premises.

FOR MORE EXAMPLES OF SUPPLIER SUPPORT FOR MERCHANTS ON THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MAF041

48 PBM MARCH 2022

www.professionalbuildersmerchant.co.uk

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MARKETING SUPPORT

CENTURION EUROPE DECORATING BUYERS GUIDE

Centurion Europe states that it has taken a different approach to its usual catalogue, and has been creating individual buyers guides by category and market. The Decorating Buyers Guide, for example, showcases its full decorating range by providing quality images of the individual products as well as their packaging. The brochure is also said to include “lots of useful educational content” to help with those all-important questions and queries merchants may receive from their customers. To request a copy of the Decorating Buyers Guide, or any other category Buyers Guide, email sales@centurioneurope.co.uk

CARL KAMMERLING INTERNATIONAL FUSION PROMOTION

Running until 27th May, CKI’s Fusion promotion and incentives scheme has been designed to offer merchants and wholesalers “a welcome proﬁt boost for the ﬁrst half of the year” with 180 products on promotion across the C.K Tools, C.K Magma, C.K Classic, Avit and Kasp Security brands. With discounts of up to 65%, CKI is also offering sign-up rewards, access to promotion exclusive items and sales-driving POS all for what is described as an extremely low initial order value, making this the business’ most standout Fusion promotion to date. Enter the shortcode www.rdr.link/maf042 for more details.

CHESHIRE MOULDINGS NEW TRADE APP The manufacturer of stairparts, mouldings and decking accessories has launched an online app and desktop ordering facility to streamline the ordering process for its trade partners. Featuring live stock updates and an easy to use barcode scanner, users can identify and order the products they require at customer-speciﬁc prices 24 hours a day, seven days a week, across Cheshire Mouldings’ entire product portfolio. Offering the ability to instantly view order history and access suggested shopping lists tailored to each customer, based on previous orders, the app also enables customers to create their own lists to easily and conveniently forward plan stock. The app can be downloaded from the App Store or Google Play, whilst the desktop version is available via www.cheshiremouldings.co.uk

THE ROXOR GROUP HUDSON REED AND NUIE BROCHURES

Showcasing both brands’ “eclectic selection of new and exciting products”, each brochure has been designed to inspire. For instance, the brand-new Hudson Reed brochure demonstrates a combination of luxury and timeless products the brand is known for such as the classic ‘Old London’ range, in addition to revealing a focus on wetroom screens for 2022. The nuie brand, meanwhile, continues to offer “elegant and affordable products suitable for any bathroom design”. In addition to the brochures, Roxor has also launched an innovative 3D design software platform to help customers visualise these “eye-catching and exclusive products”.

IDEAL BATHROOMS ‘SPIN TO WIN’ REWARDS PROGRAMME

For its 2022 annual rewards programme, Ideal Bathrooms is once again offering its customers the opportunity to win a host of prizes every time they spend £1,500. Prizes up for grabs include Amazon, Buy A Gift and Love2shop E-vouchers, Nintendo Switches, various family days out and experiences, pamper treats and lots more. Merchant and retailer customers must ﬁrst register for the programme via idealrewards.co.uk, which will then give access to their own personalised microsite. Once there, every time a customer spends £1,500, they will have the opportunity to ‘spin the wheel’ to win a reward.

VIESSMANN LOYALTY PROGRAMME

Viessmann has announced the launch of its new V+ partner promotion that rewards heating installers of the company’s boilers. Once registered, they can accrue points which can then be spent on prizes such as inspection cameras and electric power ﬂushers; branded merchandise in the form of polo shirts, ﬂeece jackets and softshell jackets; Red Letter Days and experience vouchers; office rewards including iPads, laptops and printers. Critically, there is no expiry date on the promotion, with the manufacturer having moved from a seasonal sales campaign approach to an ongoing mechanism for rewarding installer loyalty.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/maf043

www.professionalbuildersmerchant.co.uk

PBM MARCH 2022 49

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade ............................page 19 www.rdr.link/maf100

Long Rake Spar Co. Ltd ..............................................page 7 www.rdr.link/maf111

AkzoNobel Paints ..........................................inside front cover www.rdr.link/maf101

Merlin Business Software Ltd ....................................page 33 www.rdr.link/maf112

Border Merchant Systems Ltd ..................................page 38 www.rdr.link/maf102

NE Fasteners Ltd ......................................................page 41 www.rdr.link/maf113

BSW Timber Ltd ..........................................................page 8 www.rdr.link/maf103

Professional Builder Live ............................outside back cover www.rdr.link/maf114

Buckbootz ................................................................page 25 www.rdr.link/maf104

professionalbuildersmerchant.co.uk ..........................page 35 www.rdr.link/maf115

Builders Merchants Federation ....................................page 4 www.rdr.link/maf105

Saint-Gobain Abrasives ............................................page 33 www.rdr.link/maf116

Centurion Europe Ltd ................................................page 17 www.rdr.link/maf106

Siroflex Ltd ..................................................................page 9 www.rdr.link/maf117

ECI Software Solutions Ltd ........................................page 35 www.rdr.link/maf107

Spanish Slate Quarries UK Ltd ..................................page 21 www.rdr.link/maf118

Hexstone Ltd ............................................................page 41 www.rdr.link/maf108

Steel Blue ................................................................page 22 www.rdr.link/maf119

Jouplast UK ..............................................................page 25 www.rdr.link/maf109

TEP Products Ltd ......................................................page 43 www.rdr.link/maf120

Lifestiles Ltd ..............................................................page 30 www.rdr.link/maf110

West Fraser ..............................................................page 15 www.rdr.link/maf121

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With Paul Davies

BEND IT LIKE CARLOS So who was the best January transfer window signing? Was it Newcastle securing the services of Chris Wood, and hobbling their relegation rivals Burnley into the bargain? How about Liverpool paying an initial £37.5m to sign Luis Diaz from Porto to pep up their attack with a player who had scored 14 goals and provided five assists in 18 league appearances for the Primerira Liga leaders this season? In reality, surely the best deal has to be the signature of a World Cup winner for a mere fiver! Granted, at 48, Brazil legend Roberto Carlos may be past his prime, but I think he’ll still be able to do a job in the Shrewsbury & District Sunday League for The Bull in The Barne! The pub team has secured the services of the former Real Madrid Galactico, having bid £5 in ebay’s wonderful ‘Dream Transfer’ raffle. All the net proceeds from the draw will go to support the Football Beyond Borders initiative, and The Bull beat off the completion for Carlos to play in a match scheduled to take place as this issue of PBM was going to press. We’ll bring the details in due course… Since the superstar signing was announced, it has been a media whirlwind for the Shrewsbury hostelry with regular team members speaking to the national press, TalkSport, the BBC and Sky Sports. In quite possibly the best headline I’ve ever seen, the

Shropshire Star reported: “Roberto Carlos to meet ‘Meathead’ and ‘Chicken’ in Shrewsbury pub match” and interviewed the Brazilian’s soon-to-be-teammates, right back Dan 'Meathead' Davis and striker Matt 'Chicken' Brown. And somewhat ironically, the team's usual left back Liam Turrall was the one who suggested entering the competition, and he may now find himself dropped in favour of the Champions League-winning legend…!

PAY YOUR SUBS Following on from the Roberto Carlos story, I think there’s something all football fans can appreciate about former professionals continuing to play long after their glory days have finished — I guess it shows that for all the money and adulation their careers may have brought about, really there’s just an undiminished love for the game. I’ve written before about being a big fan of SoccerAid and loved the tale last year about Patrice Evra turning out for amateur side Brentham FC in a bid to build up his fitness ahead of the televised match featuring retired legends and talented (mostly…) celebrities.

However, aside from the ‘specials’ and one-off appearances, a fair few top flight superstars still dust off their boots regularly and we couldn’t find a better example than the tale of Monica Star FC in the Central Warwickshire over 35s Sunday League. As reported in the Daily Mirror back in May 2018, Lee Hendrie, Paul Devlin, Darren Byfield and Lee Carsley all featured in the squad together and whilst match reports aren’t exactly on the BBC Football results page, it seems they helped the club win the 2018 Birmingham FA’s Veterans Cup on penalties!

FORWARD PLANNING The main advice this month is to watch for ‘Double Game Weeks’ as those Covid postponements begin to get rescheduled… With careful use of your remaining chips, you can turn those arrows

green and rise up the leagues. Burnley’s Maxwel Cornet is our outside punt for those chasing, but Son, Kane and maybe a Spurs defender would be amongst the safer options.

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